资源简介

(共24张PPT)
知识指标：
1. To understand Conditions for the establishment of a contract;
2.To know the main forms of international trade contracts;
3.To know the main provisions of international trade contract and the Standard.
技能指标：
要求学生能够根据买卖双方所协定的交易事项，确定合同的主要条款，并签订合同; 做好进出口前的准备工作。
一、背景知识
可林国际贸易（香港）有限公司与美国太平洋贸易有限公司在经过多次交易磋商后对玩具的交易达成一致意见，初步确定了合同的各项主要条款。不久，对方业务经理约翰. W. 里根亲自到我公司来访，对我公司进行了实地考察，充分了解了我公司的生产经营能力以及产品的各项主要技术指标和加工工艺，我方外贸业务员全程陪同参观，并对公司的玩具产品在用料、技术标准、生产流程等方面进行了详细讲解。约翰. W. 里根先生对的产品非常满意，并表示愿意与我公司保持长久的合作关系。在互信互利及平等自愿的基础之上，双方就首次交易事项进行了确认 ,并签订了销售合同书。
情景导入
一、背景知识
根据《公约》的规定，合同成立的时间为接受生效的时间，而接受生效的时间，又以接受通知到达发盘人或按交易习惯及发盘要求做出接受的行为为准。在现实经济生活中，有些合同成立的时间有特殊规定。我国合同法第32条规定：“当事人采用合同书形式订立合同的，自双方当事人签字或者盖章时合同成立。”
In accordance with the provisions of《United Nations Convention on Contracts for the international sale of goods》,The time for the establishment of the contract shall be the time of acceptance. An effective time is to accept the notice reaches the offer or according to the trading habits and behavior of the time required to make to accept the offer. In the real economic life, there are some special provisions for the time when the contract is established. for example：China's "contract law" thirty-second states: "the parties entered into a contract in the form of a contract, since the parties signed or sealed when the contract was established."
（一）合同成立的时间(Time of contract)
一、背景知识
1、当事人必须在自愿和真实的基础上达成协议(The parties must agree on a voluntary basis);
2、当事人应具有法律行为和资格的能力(The parties shall have the capacity for legal acts and qualifications);
3、合同必须具有对价和合法的约因(Contract must have Counter-performance and Legal consideration);
4、合同的标的和内容必须合法(The subject and content of the contract must be legal);
5、合同的形式必须符合法律规定的要求(The form of the contract must comply with the requirements of law)。
（二）合同成立的有效条件（Conditions for the establishment of a contract）
一、背景知识
国际上对货物买卖合同的形式没有特定的限制。进出口贸易的买卖双方可采用正式的合同、确认书、协议，也可采用备忘录等形式。此外，还有意向书、订单等。
There are no specific restrictions on the form of a contract for the sale of goods in the world. The seller and the buyer of the import and export trade may adopt a formal contract, confirmation letter, agreement or memorandum. In addition, there are letters of intent, orders, etc. .
（三）书面合同的形式（Form of written contract）
一、背景知识
由约首（Heading/ Preamble）、正文（body）和约尾（witness clause）三部分组成。
1、约首包括：
----合同名称(Name)
----合同号码(number)
----签约日期(date)
----签约地点(place)
----签约各方名称与地址( parties name and address etc.)
----各方的签约意愿或合同序言(willingness and agreement of parties)
（四）书面合同的内容（Content of contract）
一、背景知识
2、正文包括：主要交易条件（Essential terms）和一般交易条件（Additional terms）
（1） 主要交易条件（Essential terms）
----货描（Description of commodity）：品质、规格型号（quality & specification）、数量（quantity）、单价（ unit price）、贸易术语（ trade terms）、总价（amount）
----包装（packing）：包装类型、件数（kinds and packages)
----运输(delivery): 装运日期（delivery date）、运输方式（mode）、起运港与目的港(from… to … via）
----付款条件（ payment terms）：付款方式、付款期限（means of payment and time of payment）
----保险条款（insurance）：险种、保险额度的比例、采用的保险条款（conditions, percentage and insurance clauses）
----检验（inspection）
（四）书面合同的内容（Content of contract）
一、背景知识
（2） 一般交易条件（Additional terms）
----仲裁（Arbitration）
----单据的要求（documents）
----不可抗力（force majeure）
3、约尾（Witness clause）
----语言及其效力（language）
----合同份数(copies)
----附件及其效力(supplementary)
----生效日期与地点(date and place for coming into force)
----双方当事人（法人代表或其授权人）的签字(signature of representatives)
（四）书面合同的内容（Content of contract）
一、背景知识
我国绝大多数出口合同为CIF合同或CFR合同，并且一般采用信用证付款方式。在出口合同的履行过程中包括备货、催证、审证、改证、租船订舱、报关、报验、保险、装船和制单结汇等多种环节。
The vast majority of export contracts in China are CIF contracts or CFR contracts, and generally the letter of credit payment. In the export performance of the contract process, including Stocking, Urge to opening Letter of credit, Audit credit, Amendment to L/C, chartering and booking, customs clearance, inspection, insurance, shipping and Documents preparation for bank negotiation etc. .
（五）合同的履行（Performance of contract）
二、认识合同
（一）出口贸易合同样本
二、认识合同
7. 总值（大写）：_______
Total value :( in words)
8. 允许溢短___% ____% more or less in quantity and value allowed.
9. 成交价格术语：FOB/CFR/CIF/DDU
Terms: ________________
10. 包装：______________
11. Packing: ______________
12. 装运唛头：__________
Shipping Marks: _______
13. 运输起讫：由______经______到 ________
Shipment________from_________to ________
14．转运：允许/不允许； 分批装运：允许/不允许
Tran shipment: allowed/not allowed
Partial shipments: allowed/not allowed
（一）出口贸易合同样本
二、认识合同
15．装运期：___________
Shipment date: _______
16．保险：由____按发票金额110%投保____险，另加保____险至____为止。
Insurance : to be covered by the FOR 110% of the invoice value covering additional form ____to________
17．付款条件：
Terms of payment:
买方不迟于_____年_____月_____日前将100%的货款用即期汇票/电汇送抵卖方。
The buyers shall pay 100% of the sales proceeds through sight(demand)draft/by T/T
remittance to the sellers not later than
买方须于_____年_____月_____日前通过银行开出以卖方为受益人的不可撤销____天期信用证，并注明在上述装运日期后 天在中国议讨有效，信用证须注明合同编号。
（一）出口贸易合同样本
二、认识合同
18．单据：卖给方应将下列单据提交银行议付/托收。
Documents require：The sellers shall present the following documents required for negotiation/collection to the banks.
整套正本清洁提单。
Full set of clean on Board Ocean Bills of Lading.
商业发票一式____份。
Signed commercial invoice in___copies.
装箱单或重量单一式_____份。
Packing list/weight memo in copies.
由_____签发的质量与数量证明书一式______份。
Certificate of quantity and quality in copies issued by ______
保险单一式______份。
Insurance policy in copies.
由____签发的产地证一式____份。
Certificate of Origin in copies issued by __________
（一）出口贸易合同样本
二、认识合同
19．装运通知：一俟装运完毕，卖方应即电告买方合同号、品名、已装载数量，发票总金额，毛重，运输工具名称及启运日期等。
Shipping advice: The sellers shall immediately, upon the completion of the loading of the goods, advise the buyers of the Contract No., names of commodity, loaded quantity, invoice values , gross weight , names of vessel and shipment date by TLX/FAX.
20．检验与索赔： Inspection and Claims
21．人力不可抗拒： Force Majeure
22．争议之解决方式：Disputes settlement
23．法律适用： Law application
24．文字：本合同中、英两种文字具有同等法律效力，在文字解释上，若有异议，以中文解释为准。
25．附加条款（本合同上述条款与本附加条款有抵触时，以本附加条款为准）
26．本合同共_____份，自双方代表签字（盖章）之日起生效。
This contract is in copies , effective since being signed / sealed by both parties: ______
（一）出口贸易合同样本
二、认识合同
出口合同 SALES CONTRACT
No．：TXT264
Date：APR.20，2018
Signed at： SHENZHEN
Sellers：可林国际贸易（香港）有限公司
PERFECT INTERNATIONAL TRADING (HK) CO, LTD
Address：RM2403, BLOCK A2,YIHE PLAZA, NO.413,SHOUGOU ROAD, GZ
Buyers：GLOBE SOURCING SERVICE LTD 　　　　　　　
Address：1407, 80th Street, S.W., Novi, Michigan , U.S.A.
The seller agrees to sell and the buyer agrees to buy the under mentioned goods on the terms and conditions stated below.
Shipping Mark Description of Goods Quantity Unit Price Amount
---------------------------------------------------------------------------------------------------------------------- 100% COTTON COLOUR WAVE T- SHIRT CIF NEW YORK
G.S.S TM111 2,000 PCS USD 11.00/PC USD 22,000.00
TXT264 TM222 2,000 PCS USD 10.00/PC USD 20,000.00
OSAKA TM333 1,000 PCS USD 9.50/PC USD 9,500.00
C/Co. 1-UP TM444 1,000 PCS USD 8.50/PC USD 8,500.00
--------------------------------------------------------------------------------------------------------------------
Total： 6,000 PCS USD 60,000.00
（二）情景导入合同样本
二、认识合同
1．With % more or less both in amount and quantity allowed at the seller’s option.
2．Packing：PACKED IN CARTONS OF 20 PCS EACH
3．Time of Shipment：LATEST DATE OF SHIPMENT 180830
4．Port of Loading：SHEKOU PORT, SHENZHEN
5．Port of Destination：NEW YORK
6．Insurance：To be covered by seller for 110% of full invoice value against ALL RISKS AND WAR RISK AS PER PICC DATED 1 / 1 / 1981 up to NEW YORK only.
7．Payment：
By irrevocable L/C to be available by sight draft to reach the seller before 6 /30/ 2018 and to remain valid for negotiation in China until 15 days after the aforesaid time of shipment. The L/C must specify that transshipment and partial shipments are allowed.
8．Partial Shipments：Allowed
9．Transshipment：Allowed
10．Quality/Quantity Discrepancy and Claim：
In case of quality discrepancy, claim should be filed by the buyer within 60 days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the buyer within 30 days after the arrival of the goods at port of destination. It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipped Company other transportation organization or Post Office are liable.
（二）情景导入合同样本
二、认识合同
11．Force Majeure：
Either party shall not be held responsible for failure or delay to perform all or any part of this agreement due to flood, fire, earthquake, draught, war or any other events which could not be predicted, controlled, avoided or overcome by the relative party. However, the party affected by the event of Force Majeure shall inform the other parties of its occurrence in writing as soon as possible and thereafter send a certificate of the event issued by the relevant authorities to the other party within 15 days after its occurrence.
12．Arbitration：
All disputes arising from the execution of this agreement shall be settled through friendly consultations. In case no settlement can be reached, the case in dispute shall then be submitted to the Foreign Trade Arbitration Commission of the China Council for the Promotion of International Trade for Arbitration in accordance with its Provisional Rules of Procedure. The decision made by this commission shall be regarded as final and binding upon both parties. Arbitration fees shall be borne by the losing party, unless otherwise awarded.
卖方：Sellers： 买方：Buyers：
PERFECT INTERNATIONAL GLOBE SOURCING SERVICE LTD
TRADING (HK) CO, LTD
　　　　　李怡华 John. W. Reagan　　
（二）情景导入合同样本
二、认识合同
1、品名、品质条款
品名品质条款（Name of Commodity, Specification）要明确、具体地列明商品的名称、规格、等级、标准、商标牌名、样品编号等。商品名称一般不可以用统称。质量指标规定要科学、合理。例如：
Toy Bear Size 26” exactly as Sample YN022
Milk Powder Protein 60% Min, Fat 5% Max
Sheep Wool containing 20% cashmere, allowing 1% more or less
2、数量条款
数量条款主要包括商品的具体数量及计量单位。例如：
1. 500M/T, with 5% more or less at seller’s option
2. About /approximately 2000 inches
（三）合同条款的表述方式解析
二、认识合同
3、包装条款
合同中的包装条款一般包括包装材料、包装方式、每件包装中所含物品的数量或重量。例如：
In cartons of 15 kgs net, each one wrapped with poly-bag.
In iron drums, each 10 drums packed in one wooden case, each 500 wooden cases packed in one 40ft container.
4、价格条款
合同中的价格条款一般包括计量单位、单位价格、计价货币和贸易术语。例如：
1. USD500 per metric ton CIF New York
2. USD1000 per bale CFRC2% Hong Kong
JPY 10000 per doz FOB Shanghai less 3% discount
（三）合同条款的表述方式解析
二、认识合同
5、装运条款
合同中的装运条款一般包括装运时间、装运地点、目的地、分批装运、转运等内容，有些合同还规定卖方应予以交付的单据和有关装运通知的条款。例如：
1. Shipment: From China port to Manchester during Mar. /Apr. in two equal lots
2. Shipment: From Shenzhen to Sydney on or before May 31st. 2016, with partial shipments and transhipment allowed
6、保险条款
不同贸易术语下，保险条款的内容不同，在FOB、CFR、FCA、CPT术语下，保险条款只需列明保险责任由买方负责即可。例如：1、Insurance: To be covered by the buyer. 在CIF和CIP术语下，应包括投保人、保险金额、投保险别及保险条款依据等内容。例如：
Insurance: To be covered by the seller for 110% of total invoice value against F.P.A. And war risk as per and subject to the relevant Ocean Marine Cargo Clauses of the People’s Insurance Company of China, dated 1/1/1981.
Insurance: To be covered by the seller for 110% of total invoice value against I.C.C.(A) and I. C.C. War clause cargo as per and subject to Institute Cargo Clause dated 1/1/1982
（三）合同条款的表述方式解析
二、认识合同
7、支付条款
汇付条款：一般包括汇付时间、具体的汇付方法、汇付金额等。例如：
Payment: The buyers should pay the total value to the seller in advance by T/T not later than Oct. 31, 2015.
托收条款：一般包括交单的条件、付款、承兑的重任以及付款期限等内容。例如：Payment: The buyers shall pay against documentary draft drawn by the sellers at 15 days after the date of draft. The shipping documents are to be delivered against payment only.
信用证条款：一般包括开证时间、开证银行、受益人、信用证类型、金额、到期日等内容。例如：Payment: The buyers shall open through a bank acceptable to the seller an Irrevocable Letter of Credit payable by draft at sight to reach the seller 45 days before the month of shipment, valid for negotiation in Guangzhou, China till the 15th day after the latest date of shipment.
（三）合同条款的表述方式解析
实操训练（Skills Training ）
一、将以下合同的主要条款翻译成英文
1、货号
2、品名及规格
3、数量及总值均有_____%的增减,由卖方决定。
4、生产国和制造厂家
5、唛头
6、装运期限
7、目的口岸
8、保险：由卖方按发票全额110%投保至_____为止的_____险。
9、装运条件
10、装运口岸
二、简答题
1、一份为法律所认可的合同应具备哪些条件？
2、以CIF条件出口货物并使用信用证付款需经过哪些主要环节？哪些环节最为重要？
三、根据以下买卖双方的往来信函填写销售确认书（详见教材）

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