第七章銷(xiāo)售合同和銷(xiāo)售確認(rèn)書(shū)

第七章銷(xiāo)售合同和銷(xiāo)售確認(rèn)書(shū)學(xué)習(xí)目標(biāo)了解銷(xiāo)售合同和確認(rèn)書(shū)的基本內(nèi)容重點(diǎn)掌握銷(xiāo)售確認(rèn)書(shū)和合同形式和要求了解圍繞銷(xiāo)售合同的信函往來(lái)書(shū)寫(xiě)的典型句型和表達(dá)用語(yǔ)概述

如果賣(mài)方的報(bào)價(jià)（offer）無(wú)條件地被買(mǎi)方接受，或者買(mǎi)賣(mài)雙方經(jīng)過(guò)貿(mào)易條款磋商達(dá)成一致，由買(mǎi)發(fā)方發(fā)出訂單；或買(mǎi)方根據(jù)賣(mài)方報(bào)價(jià)直接發(fā)出訂單，再由賣(mài)方對(duì)訂單進(jìn)行函電確認(rèn)以后，交易就進(jìn)入了定購(gòu)貨物階段。這時(shí)可由賣(mài)方寄發(fā)銷(xiāo)售合同或者銷(xiāo)售確認(rèn)書(shū)，也可由買(mǎi)方在訂購(gòu)貨物時(shí)直接把購(gòu)貨合同或者購(gòu)貨確認(rèn)寄給賣(mài)方。購(gòu)貨合同和購(gòu)貨確認(rèn)書(shū)是買(mǎi)賣(mài)雙方在通過(guò)交易磋商達(dá)成交易后，是由買(mǎi)方出具并寄給雙方加以確認(rèn)的列明達(dá)成交易條件的書(shū)面證明，經(jīng)買(mǎi)賣(mài)雙方簽署的確認(rèn)書(shū)，是法律上有效的文件，對(duì)買(mǎi)賣(mài)雙方具有同等的約束力。第一節(jié)銷(xiāo)售合同的形式和基本內(nèi)容銷(xiāo)售確認(rèn)書(shū)和銷(xiāo)售合同是買(mǎi)賣(mài)雙方在通過(guò)交易磋商達(dá)成交易后，是由賣(mài)方出具并寄給雙方加以確認(rèn)的列明達(dá)成交易條件的書(shū)面證明，經(jīng)買(mǎi)賣(mài)雙方簽署的確認(rèn)書(shū)，是法律上有效的文件，對(duì)買(mǎi)賣(mài)雙方具有同等的約束力。在進(jìn)出口貿(mào)易中，銷(xiāo)售合同主要有兩種形式，即正式合同(contract)和合同確認(rèn)書(shū)(confirmation)，雖然繁簡(jiǎn)不同，但具有同等法律效力，對(duì)買(mǎi)賣(mài)雙方均有約束力。書(shū)面合同的內(nèi)容一般由下列三部分組成：約首、正文、約尾。第二節(jié)銷(xiāo)售確認(rèn)書(shū)及相關(guān)函電往來(lái)

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

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

bagsinaboxandthen20boxesintoastrongseaworthywoodencase海運(yùn)的結(jié)實(shí)木箱.

敬啟者：主題：訂購(gòu)10000個(gè)皮包現(xiàn)回復(fù)貴公司6月12日函電。我公司對(duì)貴公司的各式皮包感興趣，并按你方6月12日所報(bào)的條件試訂一批皮包。請(qǐng)你們對(duì)這批貨物的質(zhì)量和包裝給與特別關(guān)注。所用的皮革應(yīng)與樣品的質(zhì)量相符。我們希望每個(gè)皮包都能用塑料袋密封包裝，然后每12個(gè)皮包裝入一個(gè)紙盒，再把20個(gè)紙盒裝入一個(gè)適合海洋運(yùn)輸?shù)慕Y(jié)實(shí)木箱。Weplacethisorderontheclearunderstandingthat基于youcanguaranteeshipmentatDaliantoNewYorkbyOct.1,andwereservetherighttocancelitandrefuse拒絕

delivery接收

afterthisdate逾期.Wewillordermoreifthefirstorderwithyouproves證明

tobesatisfactory.Pleaseconfirmtheacceptanceofourorderbyreturn回復(fù).Uponreceiptofyourconfirmation,anL/Cwillbeissued.Yourssincerely,我公司下此訂單的條件是貴方能保證在10月1日之前將貨物由大連運(yùn)至紐約。如若逾期不能交貨，我公司保留取消訂單與拒收貨物的權(quán)利。如果首次訂貨令我們滿(mǎn)意的話，我們以后將再惠顧你方。如果你方愿意接受我們的訂貨，煩請(qǐng)來(lái)函確認(rèn)。一旦你方予以確認(rèn)，我方將馬上開(kāi)出信用證。重要語(yǔ)句Asperthetermssatedinyouroffer按照你方所報(bào)條件Thequalityisasperthecataloguewe'veprovided.品質(zhì)按照我們提供的目錄。Takespecialcareofthequalityandthepackage特別關(guān)注貨物質(zhì)量和包裝Astrongseaworthywoodencase適合海洋運(yùn)輸?shù)慕Y(jié)實(shí)木箱seaworthypacking適航包裝，海運(yùn)包裝Reservetherighttodosomething保留……權(quán)利例2：確認(rèn)訂單發(fā)送銷(xiāo)售確認(rèn)書(shū)DearSirs,Weareverypleasedtoreceive收到

yourorder(No.132)forLeatherBags.WeaccepttheorderandareenclosingyouourSalesConfirmation

銷(xiāo)售確認(rèn)書(shū)No.123induplicate

一式二份ofwhichpleasecountersign會(huì)簽andreturnonecopytousforourfile.已獲悉貴方第132號(hào)訂購(gòu)皮包的訂單。我方按相應(yīng)條款接受訂單并隨函附寄我方第123號(hào)銷(xiāo)售確認(rèn)書(shū)一式二份。請(qǐng)會(huì)簽后寄回一份供我方存檔。PleasenotethataconfirmedandirrevocableLetterofCredit保兌的不可撤銷(xiāo)的信用證inourfavorcoveringtheabovementionedgoodsshouldbeestablishedimmediately.Thestipulations規(guī)定

intherelevant相關(guān)的

Letterofcreditshouldstrictlyconform相符tothetermsstatedintheherewithenclosedSalesConfirmationsoastoavoidpossiblesubsequent以后的

amendments修改.請(qǐng)貴方注意，請(qǐng)對(duì)上述貨物立即開(kāi)立以我方為受益人的、保兌的、不可撤銷(xiāo)信用證。有關(guān)信用證的條款應(yīng)該嚴(yán)格遵循所附的銷(xiāo)售確認(rèn)書(shū)的規(guī)定，以避免今后可能出現(xiàn)的修改。

AssoonaswegetyourL/C,weshallarrangethedelivery交貨

immediately.Webelievethatthegoodswillturnouttobeofyourentiresatisfactionandwemayhavefurtherordersfromyou.一旦收到貴方信用證，我方將馬上安排裝運(yùn)。我們相信我們的貨物能令貴方完全滿(mǎn)意，同時(shí)也希望繼續(xù)收到貴方訂單。Yoursfaithfully，重要語(yǔ)句Countersign，countersign;countersignature會(huì)簽EnclosedisourcontractNo.123induplicate,ofwhichpleasereturnusonecopy,dulycountersign.隨函附上我方123號(hào)合同一式二份，請(qǐng)會(huì)簽并寄回一份。Returnonecopytousforfile寄回一份供我方存檔AconfirmedandirrevocableLetterofcreditinourfavor以我方為受益人的、保兌的、不可撤銷(xiāo)信用證Turnouttobeyourentiresatisfaction令貴方完全滿(mǎn)意例3：會(huì)簽合同DearSirs,Weareinreceiptofyourcontractwithsignatureinduplicate一式二份

onTuesdayandpleasedtomakeyouourcountersignature會(huì)簽attached附上的

herewith.Nowweareinurgentneedoftheproducts,thuswefaxyouthisletterandthecontractforthearrangementofyourearlyshipmentdeliveryandtheoriginalcontractwithoursignaturewillalsobedulysenttoyousoon.Thanksalotandyourpromptcooperationwillbehighlyappreciated.Yoursfaithfully,

貴方所簽發(fā)的合同一式二份于周二收悉，我方已會(huì)簽。由于急需供貨，現(xiàn)將我方會(huì)簽的合同傳真至貴方，以便盡快安排發(fā)貨。合同正本立即寄去。衷心感謝貴方的及時(shí)配合。重要語(yǔ)句Countersignature會(huì)簽inurgentneedof急需Asweareinurgentneedofthegoods,pleasemakeupandshipourorderimmediately.由于我們急需貨物，請(qǐng)立即包裝并發(fā)運(yùn)我方訂貨。銷(xiāo)售確認(rèn)書(shū)（實(shí)例）銷(xiāo)售確認(rèn)書(shū)SALESCONFIRMATION合同號(hào)：G47450331ContractNo.：G47450331日期：2011年10月18Date:2011-10-18簽約地點(diǎn)：昆明SignedAt:KUNMING賣(mài)方：云南華龍紡織品貿(mào)易有限公司傳真：110-210-11

Fax:110-210-11Sellers:YUNANHUALONGTEXTILECORP

地址：中國(guó)云南昆明人民路55號(hào)Address:55Renmingroad,KunmingYunnan,China

買(mǎi)方：弗蘭克紡織公司傳真：210-392-18

Fax:210-392-18Buyers:FRANkTEXITILECO.LTD地址：加拿大哥本哈根梅范斯德路18號(hào)Address:18MayfcedRoadCopenhagenDenmarkCanada茲買(mǎi)賣(mài)雙方同意成交下列商品訂立條款如下：

TheundersignedSellersandBuyershaveagreedtoclosethefollowingtransactionsaccordingtothetermsandconditionsstipulatedbelow:6.付款方式:請(qǐng)?jiān)谘b運(yùn)期前30天開(kāi)給我方保兌的、不可撤銷(xiāo)的、即期信用證。Payment:Byconfirmed,irrevocableL/Cpayablebydraftatsighttobeopened30daysbeforethetimeofshipment.7.包裝：12打/箱200箱裝一集裝箱

Packing：12dozensinacarton，200cartonsinateufcl8.裝運(yùn)期限：收到可以轉(zhuǎn)船及分批裝運(yùn)之信用證7天內(nèi)裝出。TimeofShipment:Within

7

daysafterreceiptofL/Callowingtranshipmentandpartialshipment.9.裝運(yùn)口岸：天津

PortofLoading：TIANJINCHINA10.目的港：溫哥華

PortofDestination:VANCOUVER11.保險(xiǎn)：按發(fā)票金額的110%投保一切險(xiǎn)及戰(zhàn)爭(zhēng)險(xiǎn)（不包括罷工險(xiǎn)）。Insurance:Tobecoveredbythesellerfor110%oftotalinvoicevalue.Coveringallrisksandwarriskonly(excludingS.R.C.C.)12.仲裁：凡因執(zhí)行本合同或與本合同有關(guān)事項(xiàng)所發(fā)生的一切爭(zhēng)執(zhí)，應(yīng)由雙方通過(guò)友好的方式協(xié)商解決。如果不能取得協(xié)議時(shí)，則在被告國(guó)家根據(jù)被告仲裁機(jī)構(gòu)的仲裁程序規(guī)則進(jìn)行仲裁。仲裁決定是終局的，對(duì)雙方具有同等約束力。仲裁費(fèi)用除非仲裁機(jī)構(gòu)另有決定外，均由敗訴一方負(fù)擔(dān)。

Arbitration:AlldisputesinconnectionwiththisContractortheexecutionthereofshallbesettledbynegotiationbetweentwoparties.Ifnosettlementcanbereached,thecaseindisputeshallthenbesubmittedforarbitrationinthecountryofdefendantinaccordancewiththearbitrationregulationsofthearbitrationorganizationofthedefendantcountry.Thedecisionmadebythearbitrationorganizationshallbetakenasfinalandbindinguponbothparties.Thearbitrationexpensesshallbebornebythelosingpartyunlessotherwiseawardedbythearbitrationorganization.備注：買(mǎi)方收到本售貨確認(rèn)書(shū)后立即簽回一份，如買(mǎi)方對(duì)本確認(rèn)書(shū)有異議，應(yīng)于收到后5天內(nèi)提出，否則認(rèn)為買(mǎi)方已同意本確認(rèn)書(shū)所規(guī)定的各項(xiàng)條款。

REMARKS：TheBuyersarerequestedtosignandreturnonecopyofthisSalesConfirmationimmediatelyafterreceiptofthesame.Objection,ifany,shouldberaisebytheBuyerswithinfivedaysafterthereceiptofthisSalesConfirmation,intheabsenceofwhichitisunderstoodthattheBuyershaveacceptedthetermsandconditionsoftheSalesConfirmation.賣(mài)方：云南華龍紡織品貿(mào)易有限公司

談嘉THESELLERS：YUNANHUALONGTEXTILECORP買(mǎi)方：弗蘭克紡織公司

DENGFEITHEBUYERS：FRANkTEXITILECO.LTD銷(xiāo)售確認(rèn)書(shū)兩條主要條款PAYMENT付款條件:Byconfirmed,irrevocable,transferrableanddivisibleL/Ctobeavailablebysightdrafttoreachthesellersbefore_____andtoremainvalid有法律效力的

fornegotiationinChinauntil15daysaftertheaforesaid上述的

timeofshipment.TheL/Cmustspecifythattrans-shipmentandpartialshipmentsareallowed.買(mǎi)方須于___年___月___日將保兌的，不可撤銷(xiāo)的，可轉(zhuǎn)讓可分割的即期信用證開(kāi)到對(duì)方。信用證議付有效期延至上列裝運(yùn)期后15天在中國(guó)到期，該信用證中必須注明允許分運(yùn)及轉(zhuǎn)運(yùn)。ARBITRATECLAUSES仲裁條款:Anydisputearisingoutof

引起的inconnectionwiththuscontractshallbereferredtoChinainternationaleconomicandtradearbitrationcommissionforarbitrationinaccordancewithitsexistingrulesofarbitration.Theplaceofarbitrationshallbe____.Thearbitralawardisfinalandbindinguponthetwoparties.

凡因本合同引起的或與本合同有關(guān)的爭(zhēng)議，均應(yīng)提交中國(guó)國(guó)際經(jīng)濟(jì)貿(mào)易委員會(huì)，按照申請(qǐng)仲裁時(shí)該會(huì)現(xiàn)行有效的仲裁規(guī)則進(jìn)行仲裁，仲裁地點(diǎn)在____，仲裁裁決是終局，對(duì)雙方均有約束力。第三節(jié)銷(xiāo)售合同及相關(guān)函電往來(lái)DearSirs,InreplytoyourcounterofferofJune10,weareheresendingyouthisconfirmingletter,acceptingallyouhavecounter-offeredasfollows:

關(guān)于貴方6月10日還盤(pán)，我方接受你方的所有還盤(pán)，并在此作如下確認(rèn)：Commodity:HaierTVsets產(chǎn)品名稱(chēng)：海爾牌電視機(jī)Specifications:asperlistattached規(guī)格：詳見(jiàn)隨附單據(jù)

Quantity:5000sets數(shù)量：5000臺(tái)Packing:infirm,plastic,waterproof防水的cases包裝：置于結(jié)實(shí)、有塑料內(nèi)襯、防水的箱子中。Price$400.00presetshipmentnolaterthanAugust20價(jià)格：400.00美元/臺(tái)Shipment:nolaterthanAugust20裝船：不遲于8月20日Payment:byaconfirmedandirrevocableletterofcreditinourfavor,payablebydraftatsight即期匯票付款方式：以我方為受益人的、保兌的、不可撤銷(xiāo)的即期信用證付款Pleasesendusyoursalescontractthesoonestpossible,andyourpromptarrangementfortheorderedgoodswillbehighlyappreciated.請(qǐng)盡快回寄貴方的銷(xiāo)售合同，對(duì)貴方的妥善安排深表感謝。Yoursfaithfully,例5:寄發(fā)銷(xiāo)售合同DearSirs,ThankyouforyourletterofJune12thfor5000TVsetsandwearepleasedtoconfirmyourorder.Price:atRMB$400.00perset,CIFC3%NewYork.CIF紐約含3%的傭金.Packing:inwoodenboxes.Thoughtheprevailing現(xiàn)行的

quotationsaresomewhat有點(diǎn)

lowerthanourexpectation,wewillstillaccepttheorderonthesametermsasyoumentionedwithaviewtoencouraging鼓勵(lì)business.

感謝貴方6月12日來(lái)函提及訂購(gòu)我方5000臺(tái)電視機(jī)，我方現(xiàn)確定貴方訂貨。價(jià)格：紐約到岸價(jià)每臺(tái)400美元，含你方傭金3%包裝：木箱雖然現(xiàn)行報(bào)價(jià)比我們預(yù)期偏低，我方仍然接受合同條款，以促進(jìn)雙方的進(jìn)一步合作。

Asrequestedinyourprevious上一次的

letter,wehavemadeoutandsendyoutheSalesContractintriplicate

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

thattheshipmenttobedispatched發(fā)貨

uponreceiptoftheletterofcreditwillturnouttoyourcompletesatisfaction.Yoursfaithfully,根據(jù)你方前次來(lái)函要求，我方已制定并寄去銷(xiāo)售確認(rèn)書(shū)一式三份，請(qǐng)將其中一份簽字后回寄我方。很高興貴方將開(kāi)立有我方為受益人的信用證。同時(shí)，為了避免今后修改，請(qǐng)注意有關(guān)信用證的表述應(yīng)當(dāng)嚴(yán)格按照我方銷(xiāo)售合同中的相關(guān)條款。請(qǐng)確信，我方將妥善辦理你方訂購(gòu)事宜。重要語(yǔ)句Prevailingquotations現(xiàn)行報(bào)價(jià)Onthesameterms依照相同的條款Withaview

以…為目的toencouragingbusiness為了促進(jìn)交易Weagreetoyourproposalwithaviewtodevelopmentofbusiness.為了發(fā)展業(yè)務(wù)我們同意你方的建議。Avoidsubsequentamendments避免日后修改銷(xiāo)售合同（salescontract）p86-89

（簡(jiǎn)要講解）7.Shippingmark裝運(yùn)嘜頭

:Oneachpackageshallbestenciled用模板印

conspicuously顯著地

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

cargo貨物,thenatureandthegenerallyadoptedsymbolshallbemarkedconspicuouslyoneachpackage)每件貨物上應(yīng)刷明到貨口岸、件號(hào)、每件毛重及凈重、尺碼及右列嘜頭（如危險(xiǎn)及/或有毒貨物，應(yīng)按慣例在每件貨物上明顯刷出有關(guān)標(biāo)記及性質(zhì)說(shuō)明）。

10.TermsofPayment付款條件:ByConfirmed,Irrevocable,TransferableandDivisibleL/CtobeavailablebysightdrafttoreachtheSellerbefore____andtoremainvalidfornegotiationinChinauntil_____aftertheTimeofShipment.TheL/Cmustspecifythattransshipment轉(zhuǎn)運(yùn)andpartialshipmentsareallowed.買(mǎi)方須于___前將保兌的，不可撤銷(xiāo)的，可轉(zhuǎn)讓可分割的即期信用證開(kāi)到賣(mài)方，該信用證的有效期延至裝運(yùn)期后___天在中國(guó)到期，并必須注明允許分批裝運(yùn)及轉(zhuǎn)船。

TheBuyershallestablishaLetterofCreditbeforetheabove-stipulatedtime,failingwhich.theSellershallhavetherighttorescind撤銷(xiāo)

thisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer,ortolodge提出

aclaimforthedirectlossessustained,ifany.買(mǎi)方未在規(guī)定的時(shí)間內(nèi)開(kāi)出信用證，賣(mài)方有權(quán)發(fā)出通知取消本合同，或接受買(mǎi)方對(duì)本合同未執(zhí)行的全部或部分，或?qū)σ虼嗽馐艿膿p失提出索賠。13.Quality/Quantitydiscrepancy品質(zhì)/數(shù)量異議（不符合之處）:Incaseofqualitydiscrepancy,claimshouldbefiled提出訴訟

bytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination,whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippeddueto由于

causesforwhichtheInsuranceCompany,ShippingCompany,otherTransportationOrganization/orPostOfficeareliable.如買(mǎi)方提出索賠，凡屬品質(zhì)異議須于貨到目的口岸之日起30天內(nèi)提出，凡屬數(shù)量異議須于貨到目的口岸之日起15天內(nèi)提出，對(duì)所裝貨物所提任何異議于保險(xiǎn)公司、輪船公司、其他有關(guān)運(yùn)輸機(jī)構(gòu)或郵遞機(jī)構(gòu)所負(fù)責(zé)者，賣(mài)方不負(fù)任何責(zé)任。14.TheSellershallnotbeheldresponsibleforfailureordelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesContractinconsequenceof

因anyForceMajeureincidents,whichmightoccur.ForceMajeureasreferredtointhiscontractmeansunforeseeable，unavoidableandinsurmountable不能克服的

objective客觀的

conditions情況.由于發(fā)生人力不可抗拒的原因，致使本合同不能履行，部分或全部商品延誤交貨，賣(mài)方概不負(fù)責(zé)。本合同所指的不可抗力系指不可干預(yù)、不能避免且不能克服的客觀情況。15.Arbitration仲裁:AnydisputearisingfromorinconnectionwiththeSalesContractshallbesettledthroughfriendlynegotiation.Incasenosettlementcanbereached,thedisputeshallthenbesubmitted提交

toChinaInternationalEconomicandTradeArbitrationCommission(CIETAC,ShenzhenCommission)forarbitrationinaccordancewithitsrulesineffectatthetimeofapplyingforarbitration.Thearbitralawardisfinalandbindinguponbothparties.因凡本合同引起的或與本合同有關(guān)的任何爭(zhēng)議，如果協(xié)商不能解決，應(yīng)提交中國(guó)國(guó)際經(jīng)濟(jì)仲裁委員會(huì)深圳分會(huì)。按照申請(qǐng)仲裁時(shí)該會(huì)當(dāng)時(shí)施行的仲裁規(guī)則進(jìn)行仲裁。仲裁裁決是終局的，對(duì)雙方均有約束力。16.Notices通知:Allnoticeshallbewrittenin____andservedtobothpartiesbyfax/e-mail/courie