1、操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订一、学习目标一、学习目标能力目标：能力目标：能根据双方达成的协议条款用英语拟定一份完整的出口合同；能根据双方达成的协议条款用英语拟定一份完整的出口合同；知识目标：知识目标：掌握出口合同各主要条款英文表示方法和拟定技巧；掌握出口合同各主要条款英文表示方法和拟定技巧；熟悉书面合同的形式和内容；熟悉书面合同的形式和内容；了解书面合同的签订程序；了解书面合同的签订程序；操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订THE SELLERS:ZHEJIANG VS GARMENTS CO.,LTDTHE BUYERS:LILLY
2、 S.P.A.VIAG 38176 VENEZIA-MESTRE,ITALY 编号CONTRACT NO.:1088日期DATE:FEB.08,2010地点PLACE:HANGZHOU,CHINA二、案例示范、案例示范 浙江威仕服饰有限公司浙江威仕服饰有限公司 ZHEJIANG VS GARMENTS CO.,LTD 66 LIUHE ROAD,HESHAN ECONOMIC ZONE,HANGZHOU,CHINA TEL:86-571-85123883 FAX:86-571-85122077 售货确认书SALES CONTRACT下列签字双方同意按以下条款达成交易THE UNDERSIGNE
3、D SELLERS AND BUYERS HAVE AGREED TO CLOSE THE TRANSACTION ACCORDING TO THE FOLLOWING TERMS AND CONDITIONS.操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订DESCRIPTION:MENS PADDED JACKETS-100%POLYESTER OXFORD,SILVER COATINGARTICLE:NEON W7COLOURMLXLXXLQUANTITYUNIT PRICECIF TRIESTE,ITALYAMOUNTBROWN3406806806802380PCSUSD
4、21.90/PCUSD52,122.00BEIGE3406806806802380PCSUSD21.90/PCUSD52,122.00NAVY130260260260910PCSUSD21.90/PCUSD19,929.00TOTAL5670.00PCSUSD124,173.00QUANTITY AND AMOUNT 5%MORE OR LESS ALLOWED 总值TOTAL VALUE:SAY U.S.DOLLARS ONE HUNDRED AND TWENTY-FOUR THOUSAND ONE HUNDRED AND SEVENTY-THREE ONLY.包装PACKING:IN EX
5、PORT STANDARD CARTONS OF 10 PIECES EACH,SOLID COLOUR AND SOLID SIZE IN EACH CARTON.SHIPPING MARK:AT SELLERS OPTION操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订运输SHIPMENT:FROM SHANGHAI OR NINGBO TO TRIESTE,ITALY BY SEA WITHIN 60 DAYS UPON RECEIPT OF THE L/C.TRANSSHIPMENT IS ALLOWED.PARTIAL SHIPMENT IS PROHIBITED.保
6、险INSURANCE:TO BE EFFECTED BY THE SELLERS AGAINST ALL RISKS AND WAR RISKS FOR 110%OF THE INVOICE VALUE AS PER CIC付款方式PAYMENT:BY IRREVOCABLE SIGHT L/C TO REACH THE SELLERS 30 DAYSBEFORE THE TIME OF SHIPMENT AND REMAIN VALID FORNEGOTIATION IN CHINA UNTIL THE 15TH DAY AFTER THE DATE OFSHIPMENT.单据DOCUMEN
7、TSSIGNED COMMERCIAL INVOICE IN FOUR FOLD.PACKING LIST IN TRIPLICATE.FULL SET OF CLEAN ON BOARD OCEAN BILL OF LADING ISSUED BY THE SHIPPING COMPANY,MADE OUT TO ORDER AND BLANK ENDORSED,NOTIFYING THE BUYER.INSURANCE POLICY OR CERTIFICATE IN DUPLICATE.CERTIFICATE OF ORIGIN FOR TEXTILE PRODUCTS.COPY OF
8、FAX/E-MAIL SENT BY THE SELLER TO THE BUYER WITHIN TWO DAYS FROM B/L ON BOARD DATE EVIDENCING:VALUE OF GOODS AND THEIR QUANTITY(FOR EACH STYLE,SIZE AND COLOUR),FEEDER AND OCEANIC VESSEL NAME,PORT OF LOADING AND PORT OF DISCHARGE,CONTAINER IDENTIFICATION NUMBER,SAILING DATE AND E.T.A.操作项目操作项目5 5出口合同的缮
9、制和签订出口合同的缮制和签订检验INSPECTION 卖方必须在装运前委托中国出入境检验检疫局对本合同货物进行检验并出具检验证书，货到目的地后，买方有权在30天内对货物进行复检。The Seller shall have the goods inspected before shipment and have theInspection Certificate issued by China Entry-Exit Inspection and QuarantineBureau.The Buyer may have the right to re-inspect the goods within
10、 30 days after the goods arrival at the destination.仲裁ARBITRATION:凡因执行本合同发生的或与本合同有关的一切争议，应由双方通过友好协商解决；如果协商不能解决，应提交中国国际贸易促进委员会对外经济仲裁委员会根据该会的仲裁程序暂行规则进行仲裁。仲裁裁决是终局的，对双方都有约束力。All disputes arising from the execution of,or in connection with this contract,shall be settled amicably through friendly negotiat
11、ion.In case no settlement canbe reached through negotiation,the case shall then be submitted to the ForeignEconomic&Trade Arbitration Commission of China Council for the Promotionof International Trade,Beijing,for arbitration in accordance with its provisionalrules of procedure.The arbitral award is
12、 final and binding on both parties.操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订一般条款GENERALTERMS:(1)质地、重量、尺寸、花型、颜色均允许合理差异。对合理范围内差异提出的索赔，概不受理。Reasonable tolerance in quality,weight,measurements,designs and colors isallowed,for which no claims will be entertained.(1)买方对下列各点所造成的后果承担全部责任：(甲)使用买方的特定装潢、花型图案、商标等；(乙)不及时提
13、供生产所需的规格和其他细则；(丙)不按时开信用证；(丁)信用证条款和合同不符而不及时修改信用证。The Buyers are to assume full responsibilities for any consequences arising from(a)the use of packing,designs or brand pattern made to order;(b)late submission of specifications or any details necessary for the execution of this Sales Confirmation;(c)l
14、ate establishment of L/C;(d)late amendment to L/C inconsistent with the provisions of the Sales Confirmation.(1)人力不可抗拒的事故造成无法交货者，卖方不负任何责任。The Sellers are not responsible for late or non-delivery in the event of ForceMajeure or any contingences beyond the Sellers control.(1)凡有对装载的货物提出索赔者，必须在货到目的地后30天
15、内提出。Claims,if any,concerning the goods shipped should be filed within 30 daysafter arrival at destination.(1)买方应在收到本确认书后十天内签退一份给卖方。如在此期限内不提出任何异议本售货确认书即生效。凭买方订单或凭买方先前之确认而缮制的售货确认书，在发出后即生效。非经双方同意，不得更改或撤销。The Buyers should sign one copy of this Sales Confirmation and return it to the Sellers within 10 d
16、ays after receipt.If nothing is proposed to the contrary within that time,this Sales Confirmation will be effective.Sales Confirmation,issued on the strength of the Buyers order or earlier confirmation,is effective immediately on its issuance,and subject to neither modification nor cancellation,unle
17、ss agreed upon by both parties.浙江威仕服饰有限公司浙江威仕服饰有限公司LILLY S.P.A.ZHEJIANG VS GARMENTS CO.,LTD 买方(The Buyers)卖方(The Sellers)操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订三、操作指南三、操作指南合同的填制商品名称和规格(COMMODITY&SPECIFICATIONS)一般先填名称，如有牌号，则也需填写，且要大写。商品的规格反映了商品的品质，不同商品有不同的规格，其表达方式也不一样。以下是几种常用的表达方式：型号：Type/Model No.:货号:Art.No
18、.:尺寸、色彩搭配:Yellow and white equally assorted（黄、白平均搭配）包装规格:In cans of 250 grams（250克听装）型号ABC6-16，颜色红、白、黑平均搭配，每打尺码搭配为小/3，中/6，大/3。ABC6-16,red,white and black equally assorted,S/3,M/6 and L/3 per dozen.质量符合样品AB66号，水分最高18%。Quality as per Sample No.AB66,with moisture not exceeding 18%(or Max.18%)操作项目操作项目5
19、5出口合同的缮制和签订出口合同的缮制和签订2、数量(QUANTITY)要注意计量单位的表示，用英文单词或用缩写；以下为常用的计量单位：件 piece(s)/pcs套、台 set(s)码 yard(s)/yds公吨 metric ton(s)/M/T箱 case(s)纸板箱 carton(s)/ctns打 dozen/dz3、单价(UNIT PRICE)一般用”At.per”来表示。按照国际贸易惯例，完整的单价包含四部分内容，缺一不可。如：USD 10.00 per piece,CIFC3%New York CIF纽约 每件10美元，含3%佣金。(1)(2)(3)(4)（1）货币名称及单位（2）
20、金额（3）计价数量单位（4）贸易术语操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订4、总值(TOTAL AMOUNT)一般要求给出大小写两种写法。用文字填写时第一个词用“SAY”，最后用“ONLY”结尾。如“6000美元”，应表示为：USD6,000.00SAY U.S.DOLLARS SIX THOUSAND ONLY.5、唛头(SHIPPING MARK)唛头是运输标志，一般有四方面内容：ABC 收货人简称 S/C NO：3360 合约号 NEW YORK 目的地 C/NO.:1-UP 箱号 国际贸易中，唛头由买卖双方共同商定，如无规定，则按惯例填“由卖方选择”（At Se
21、llers Option.）操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订6、包装 (PACKING)根据繁简不同的要求可分三种方式表达：用.装 如：用纸箱装 in cartons用.装，每件装多少in cartons,each containing /in ofeach如：用纸箱装，每箱装10打in cartons,each containing 10 dozen/in cartons of 10 dozen each用装，每件装多少，若干件装一大件in of each,to 如：用塑料袋装，每袋装一打，十袋装一纸箱in polybags of a dozen each,10
22、 bags to a carton7、目的地(DESTINATION)用介词短语 fromto 表示8、装运期限(SHIPMENT)装运期限一般用某年某月来表达，按英文习惯应先写月后写年，介词用 如：“2010年6月”(In/during June,2010)若是分批装运，则要写明分几批、是否相等、相隔时间、何时开始四个因素。可用套语：in equal monthly/weekly/quarterly installments/lots beginning from.若需转船，可在其后加上“with transshipment at”。操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和
23、签订9、检验(INSPECTION)此条款一般包括商品检验的时间与地点、检验机构、检验证书、检验依据与检验方法以及商品的复验等。在我国出口贸易中，一般采用在出口口岸商检局进行检验，并签发检验证书，作为向银行议付的依据；货到目的地后，允许买方有复验权，并以目的地检验机构出具的检验证明作为索赔的依据。如：It is mutually agreed that the Certificate of Quality and Weight issued by the China Exit and Entry Inspection and Quarantine Bureau at the place of
24、shipment shall be part of the documents to be presented for negotiation under relevant L/C.The Buyers shall have the right to re-inspect the quality and weight of the cargo.The re-inspection fee shall be borne by the Buyers.Should the quality and/or weight be found not in conformity with that of the
25、 contract,the Buyers are entitled to lodge with the Sellers a claim which should be supported by survey reports issued by a recognized surveyor approved by the Sellers.The claim,if any,shall be lodged within 30 days after arrival of the cargo at the place of destination.操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和
26、签订 10、保险(INSURANCE)保险条款应包含四方面内容：投保人投保险别投保金额保险条例可按下列套语来写：由卖方根据.条例，按发票金额的110%投保一切险和战争险。To be effected by the Seller for 110%of the invoice value against All Risks and War Risks as per.在FOB或CFR成交的情况下，应由买方自行投保，这时可简单地写为：To be effected by the Buyers.操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订 11、支付方式(TERMS OF PAYMENT
27、)国际贸易中的支付方式有几种：（1）汇付(Remittance)电汇(T/T)信汇(M/T)票汇(D/D)（2）托收(Collection)付款交单(D/P)承兑交单(D/A)（3）信用证(L/C)采用信用证支付，合同条款中应包含五项内容：信用证的种类信用证的金额信用证的到达时间汇票付款日期（即期、远期等）信用证的有效期及议付地点操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订这些内容综合起来可以用一基本句型表达：By 100%confirmed,irrevocable sight L/C to reach the Sellers 30 days before the date
28、of shipment and to remain valid for negotiation in China till the 15th day after date of shipment.凭全额发票金额的，保兑的、不可撤消的即期信用证。信用证应于装运前30天到达卖方，其议付有效期至上述装运期后15天,在中国到期。（4）两种支付方式相结合，如：20%of the total contract value as advance payment shall be remitted by the Buyers to the Sellers through T/T within 15 days
29、after signing this contract.The remaining 80%will be effected by D/P at sight.买方在合同签订后15天将20%的货款电汇给卖方，其余80%货款将用即期付款交单方式支付。12、一般条款(GENERAL TERMS)此条款包含仲裁、商检、人力不可抗力及签约双方的免责条款等，一般由各外贸公司根据所经营的商品特征事先印就，无须填制。操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订四、知识链接四、知识链接（一）、合同的形式在我国对外贸易实践中，书面合同的形式包括合同(Contract)、确认书(Confirmati
30、on)、和协议书（Agreement），也可采用备忘录(Memorandum)、意向书(Letter of Intent)、定单(Order)的形式。在实际业务中，采用“合同”和“确认书”居多。合同是一种正式的法律文件，可分为销售合同(Sales Contract)和购买合同(Purchase Contract)。前者是指卖方草拟提出的合同；后者是指买方草拟提出的合同。确认书是合同的简化形式，可分为销售确认书(Sales Confirmation)和购买确认书(Purchase Confirmation)。前者由卖方草拟，寄交进口商会签(counter-sign)。后者由进口商草拟，寄交出口商
31、会签。合同或确认书一式两份，有双方合法代表分别签字后各执一份，作为合同订立的证据和履行合同的依据。作为书面合同形式之一的备忘录，如果交易条件明确、具体并经交易双方签字，其性质与合同一样，在法律上具有约束力。但是，如经双方洽谈后，只是对某些事项达成一定程度的理解或谅解，并用备忘录的形式记录下来，作为双方今后交易或合作的依据，或作为初步协议供将来进一步洽谈的参考，这种备忘录可称为“理解备忘录”或“谅解备忘录”，在法律上不具有约束力。意向书是买卖双方为达成协议，将磋商中争取实现目标的设想和意愿及部分交易记录于书面文件上，供进一步磋商时参考。所以，它不是法律文件，对有关当事人无约束力。定单是经过交易磋
32、商达成协议后，由买方向卖方发出的。其效力等于国外买方的购货合同或确认书。操作项目操作项目5 5出口合同的缮制和签订出口合同的缮制和签订（二）、出口合同的基本内容 合同的内容通常包括约首、基本条款和约尾三部分。约首部分（PREAMBLE）一般包括合同的名称、合同编号、缔约双方的名称和地址等项内容。基本条款(TERMS AND CONDITIONS)这是合同的主体，包括品名、品质规格、数量或重量、包装、价格、交货条件、运输、保险、支付、检验、索赔、不可抗力和仲裁等项内容。商订合同，主要是指磋商如何规定这些基本条款。约尾部分(END)一般包括订约日期、地点和双方当事人签字等事项。五、案例实训（略）五、案例实训（略）
