1、学习情境十二签订进口合同和国内销售合同项目基本情况签订进口合同签订国内销售合同123CONTENTS目录项目基本介绍1Case Introductionl王鹏与两家韩国企业反复磋商，对方报价如下：Socan Industries Inc.：USD2.70/kg Hut Industries Inc.:USD2.80/kgl王鹏对两家韩国企业进行资信调查，结论如下：Socan公司略好于Hut公司l王鹏决定：与Socan公司签订进口合同如何调查？客户资信调查l 调查渠道l 调查内容项目基本介绍1Case Introduction签订进口合同能根据进口磋商结果拟定进口合同能力目标从约首、本文和约尾三
2、部分拟定进口合同请对方签署合同熟悉进口合同文本掌握进口合同的商品品质、数量、包装、价格、运输保险等条款的内容知识目标操作演示教学安排2.1Course arrangementCourse arrangement能力拓展能签订一份完整的进口合同操作演示Operation presentationOperation presentation2.2l 第一步 签订进口合同进口合同签署程序41进口合同文本构成2进口合同文本形式1 1进口合同条款拟定3操作演示Operation presentationOperation presentation2.2合同文本形式操作演示Operation presen
3、tationOperation presentation2.2操作演示Operation presentationOperation presentation2.2操作演示Operation presentationOperation presentation2.2约首本文约尾1.品质;2.数量;3.价格;4.包装;5.装运;6.保险;7.支付;8.检验;9.索赔;10.仲裁;11.不可抗力;12.单据等1.合同份数2.合同使用文字及效力;3.合同生效时间4.当事人签字1.合同名称2.合同编号3.订约日期、地点4.订约双方当事人名称、地址5.双方订立合同的意愿表示操作演示Operation p
4、resentationOperation presentation2.2约首操作演示Operation presentationOperation presentation2.2约尾操作演示Operation presentationOperation presentation2.2交易条件l 品质条款l 数量条款l 包装条款l 价格条款l 运输条款l 支付条款l 保险条款l 不可抗力l 仲裁l 争议解决l 索赔操作演示Operation presentationOperation presentation2.2品质条款要点：l 构成：品名+品质描述l 品名：专业术语准确（中文/英文）l 品质
5、描述：根据商品特性确定品质指标l 凭样品或技术合同成交（如纺织品、机械设备）As per the confirmed sample No.As per the attachment No.l 品质条款的拟定1.商品品质描述方法 -实物样品表示法:看货买卖、样品买卖 -文字说明表示法:凭规格、等级、标准、产地、品牌、说明书买卖等2.商品品质描述方法选用原则 -商品特性决定商品品质描述方法3.如果可以避免两类方法共同使用时，建议选用其中一种说明方法。知识链接Related informationRelated information操作演示Operation presentationOperati
6、on presentation2.2数量条款要点：l 构成：数+计量单位l 注意1：溢短装条款l 注意2：数量条款与规格、款式、大小等组合包装条款要点：l 构成：包装材料+包装方式+包装标志知识链接Related informationRelated informationl 数量条款的规定l商品数量表示构成：数+量l 商品以重量计量时，注意重量计算方法l 商品数量有明细规定时，即数量条款与其他条款有交叉影响时，要特别注意l溢短装条款lUCP600的相关规定a.信用证金额或信用证数量或单价前出现“约”、“近似”词语时，应解释为允许有关金额或数量或单价有不超过10%的增减幅度。b.在信用证未以包
7、装单位件数或货物自身件数的方式规定货物数量时，货物数量允许有5%的增减幅度，只要总支取金额不超过信用证金额。要不要加？加，有什么好处？不加，有什么问题？这些好处或问题是对买方还是卖方？知识链接Related informationRelated informationl包装条款的拟定v商品包装方式：包装材料+包装件数v商品包装标志,尤其是运输标志 -正唛:收货人名称缩写、参考号、目的港、件数;-侧唛:包装尺寸,件数,毛重,净重等 操作演示Operation presentationOperation presentation2.2价格条款要点l 构成：货币符号+单位价格+计量单位+贸易术语l
8、注意：合同文本中贸易术语填写位置；知识链接Related informationRelated informationUSD 75.00 PER PIECE FOB OSAKA计价货币计价货币计价数量单位价格术语SAY U.S.DOLLARS TWO THOUSAND ONLY“大写”金额商品总价“整”（1）单价（2）总价操作演示Operation presentationOperation presentation2.2要点：l 构成：装运时间+装运港+目的港+分批转运规定l 重点：装运时间的规定方法（必须结合支付方式确定）1.确定具体的装运时间；2.前T/T：收到预付款后XXX天；with
9、in days after receipt of%of the proceeds by T/T in advance.3.信用证：收到信用证后XXX天；within days after receipt of the relevant L/C.Time of shipmentl Shipment in March 2008l Shipment during Feb./Mar.2008l Shipment at or before the end of May 2008l Shipment not later than July 31st 2008 l Shipment on or before
10、 July 15th 2008 l Shipment on or about July 15th 2008l Shipment within 45 days after receipt of L/C操作演示Operation presentationOperation presentation2.2操作演示Operation presentationOperation presentation2.2Partial shipment and transshipmentl Terms in S/C Allowed/not allowed&Yes/Noeg “Partial shipment and
11、 transshipment are not allowed”“Partial shipment is allowed,transshipment is not allowed”“Partial shipment is allowed,transshipment at the port of Shanghai is allowed.”操作演示Operation presentationOperation presentation2.2支付条款*l T/T典型示例：付款方式30%前T/T+70%凭提单传真件T/T 支付条款付款方式+付款比例+付款时间l 托收典型示例：付款方式30%前T/T+70
12、%即期付款交单 支付条款付款方式+付款比例+付款时间l 信用证典型示例：付款方式信用证 支付条款种类+开证时间+有效期知识链接Related informationRelated information电汇付款方式下支付条款拟定l 付款时间选择；1.前T/T（生产前&发货前）2.后T/T（发货后&收货后）l 付款比例确定；1.100%2.部分比例、不同结算方式组合l 付款组合选择；知识链接Related informationRelated information电汇付款方式下支付条款拟定1.生产前：如，买方应于合同签订后7日内电汇30%预付款；2.发货前：如，买方应于X年X月X日前电汇30%
13、预付款；3.发货后：如，70%货款凭提单传真件电汇支付；4.收货后：如，买方应于收到货物后30天内支付货款；托收支付方式下支付条款的拟定l 托收项下交单的方式；l 以汇票期限限定托收的期限；知识链接Related informationRelated information信用证项下支付条款的拟定l 开证行；l 信用证类型；l 信用证送达时间；l 信用证有效期及有效地点；知识链接Related informationRelated information保险条款的拟定l投保责任归属；l保险金额；l投保险别；l保险条款；eg,Insurance is to be covered by.for%o
14、f invoice value against.withat the rate of,as per Ocean Cargo Clauses of The Peoples Insurance Company of China dated 1981.1.1 操作演示Operation presentationOperation presentation2.2能力拓展与任务2.3Training and TasksTraining and Tasksl请拟订下列合同条款l品质条款1.气相色谱仪2.苹果3.皮包4.服装5.面料l针对上述商品拟定数量条款和包装条款l运输条款1.装运时间-请采用五种不同的
15、装运时间规定方法拟定装运时间2.装运地与目的地3.分批与转运4.装运通知或装船指示 The seller shall,within 48 hours after shipment,advise by fax the buyer of the contract number,commodity,quantity,invoiced value,gross weight,name of vessel and the date of sailing etc.能力拓展与任务2.3Training and TasksTraining and Tasksl支付条款1.装运前T/T2.装运后见提单传真件T/T
16、3.后T/T4.即期D/P5.远期D/P6.D/A7.即期L/C8.远期L/C9.履约保函10.预付款保函11.混合支付方式1.每种付款方式怎么操作?2.对进出口哪一方更有利?3.英语如何表达?能力拓展与任务2.3Training and TasksTraining and Tasksl 检验条款1.检验权归属2.检验时间、地点3.检验机构（检验标准）4.检验内容5.检验凭证（如果需要）l 索赔条款1.索赔依据2.索赔期限3.索赔方法（索赔权利范围）4.罚金与违约金能力拓展与任务2.3Training and TasksTraining and Tasks a.The manufacturer
17、s shall before making delivery,make a precise and comprehensive inspection of the goods as regards their quality,specifications,performance and quantity/weight,and issue certificate certifying that the goods are in conformity with the stipulation of this contract.The certificates shall form an integ
18、ral part of the documents to be presented to the paying bank for collection of payment but shall not be considered as final in respect of quality,specifications,performance and quantity/weight.b.After arrival of the goods at the port of destination,if any discrepancies are found regarding the specif
19、ications or the quantity/weight or both,except those for which either the insurance company or the shipping company is responsible,the Buyer shall,within 120 days after discharge of the goods at the port of destination,have the right either to reject the goods or to claim against the Seller on the s
20、trength of the relevant certificate issued.c.Any and all claims shall be regarded as accepted if the Seller fails to reply within 30 days after receipt of the Buyers claim.Sample of inspection and claim clause 能力拓展与任务2.3Training and TasksTraining and TasksSettlement of Claims：In case the Sellers are
21、 liable for the discrepancies and a claim is made by the Buyers within the period of claim or quality guarantee period as stipulated in Clause 12 and 13 of this contract,the sellers shall settle theclaim upon the agreement of the Buyers in the following ways:a.Agree to rejection of the goods and ref
22、und to the Buyer the value of the goods so rejected in the same currency as contracted herein,and to bear alldirect losses and expenses in connection therewith including interest accrued,banking charges,freight,insurance premium,inspection charges,storage,stevedore charges and all other necessary ex
23、penses required for the custody and protection of the rejected goods.b.Devaluate the goods according to the degree of inferiority,extent of damage and amount of losses suffered by the Buyers.c.Replace the defective goods with new ones,which conform to the specifications,quality and performance as st
24、ipulated in this contract,and bear all expenses incurred to and direct losses sustained by the Buyers.The Sellers shall,at the same time,guarantee the quality of the replacementgoods for a further period of 12 month as specified in Clause 12 of this contract.Sample of inspection and claim clause 能力拓
25、展与任务2.3Training and TasksTraining and Tasksl Force Majeure/不可抗力：不可抗力：The Sellers shall not be held responsible for the delay in delivery or non-delivery of the goods due to Force Majeure.However the Sellers shall advise the Buyers immediately of the occurrence and within fourteen days thereafter,the
26、 Sellers shall send by airmail to the Buyers for their acceptance a certificate of the accident issued by the Competent Government Authorities of the place where the accident occurs as evidence thereof.Under such circumstances the Sellers,however,are still under the obligation to take all necessary
27、measures to hasten the delivery of the goods.In case the accident lasts for more than ten weeks,the Buyer shall have the right to cancel the contract.由于人力不可抗拒原因而导致不能交货或装船延迟，卖方不负责任。但卖方必须立即将事故电告买方并在事故发生后14日内将灾害发生地点之有关政府机关所发的事故存在证明书航空邮寄给买方，并取得买方的认可。在上述情况下，卖方仍负有采取一切必要措施从速交货的责任。如果事故持续超过10个星期，买方有权取消合同。Sam
28、ple of inspection and claim clause 能力拓展与任务2.3Training and TasksTraining and TasksArbitration/仲裁仲裁：All dispute in connection with this contract or the execution thereof shall be settled friendly through negotiations.In case no settlement can be reached through negotiation,the case should then be subm
29、itted for arbitration to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade,Beijing,in accordance with the“Provisional Rules of Procedures of the Foreign Trade Arbitration commission of China Council for the Promotion of International Trade”.The ar
30、bitration shall take place in Beijing and the decision rendered by the said Commission shall be final and binding upon both parties;neither party shall seek recourse to a law court or other authorities for revising the decision.The arbitration fee shall be borne by the losing part.Or the arbitration
31、 may be settledin the third country mutually agreed on by both parties.Sample of inspection and claim clause 能力拓展与任务2.3Training and TasksTraining and Tasks签订国内销售合同能根据与国内需求企业的 磋商结果拟定国内销售合同能力目标签订国内销售合同熟悉国内销售合同文本知识目标操作演示教学安排3.1Course arrangementCourse arrangement能力拓展根据进口合同签订国内销售合同l 第二步：签订国内销售合同1.国内销售合同
32、哪些条款与进口合同一致？2.国内销售合同哪些条款与进口合同不一致？操作演示Operation presentationOperation presentation3.2知识链接Related informationRelated information3.3国内销售合同条款l主要依据:进口合同及操作实践1.品质条款:同进口合同2.数量条款:同进口合同3.包装条款:同进口合同4.价格条款:根据进口价格核算5.双方权责:6.交货:交货时间、交货地点7.货款结算:结算方式、结算时间、结算单据l 支付、交付条款与进口合同不同；F支付依据：凭增值税发票、包装完毕且验收合格；F支付时间：交货前、交货后立即、交货后一段时间；F交付地点：工厂仓库、码头；F交付条件：货款付清、部分货款付清、指定时间；F国内购销合同没有贸易术语，所以需书面约定买卖双方责任义务知识链接Related informationRelated information3.3能力拓展与任务3.4Training and TasksTraining and Tasksl 南京丽霞进出口有限公司与Mayama Corporation签订进口合同；l 浙江金苑进出口有限公司与南京历玛机械股份有限公司签订国内销售合同；
