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1、-1. 目的： 准确理解客户要求，确保合同规定及其执行的要求，满足客户要求。 Purpose：To learn about the customers needs well, to ensure that the provisions and implementation of contract will meet customers requirements.2. 适用范围： 适用于所有销售合同的确认及评审。Applicable Scope：Apply to all the verification and review of sales contracts.3. 职责 Responsibi
2、lity3.1 生产技术部负责编制标准产品清单及对非常规产品的技术标准及客户要求进行评审。The Production & Technique Dept. shall prepare the “Standard Product List” and shall review the technical standards and the customers requirements of unconventional products.3.2市场部负责对常规产品的评审，对非常规产品的价格、付款方式、交货方式的评审及顾客特别技术要求评审的组织工作。The Marketing Dept. shall
3、 review conventional products, organize to review the price, the type of payment and delivery way of unconventional products, also shall review the customers special technical requirements.3.3董事/总经理或市场总监负责非常规合同评审的审批。The General Manager or the Chief Marketing Officer shall approve the review of uncon
4、ventional contracts. 3.4 生产部负责对非标产品合同供货期的评审、负责与仓库联系了解库存量和供货情况。Production Dept. shall review the delivery time of non-standard products, shall contact with the Warehouse to know the inventories and availability.3.5 采购部负责对非常规的订单产品材料、外协件的供货能力的评审。Purchasing Dept. shall review the unconventional products
5、 material of orders and supplying capacity of external machining.3.6 品保部负责对非常规产品质量检验能力的评审。QC. Dept. shall review the testing capability of unconventional products.3.7成套工程部负责对非常规成套产品生产能力、供货期的评审。The Panel Department shall be responsible for reviewing the production capacity of complete set of unconven
6、tional product and the delivery date.4. 工作程序 Work Procedure4.1生产技术部负责编制标准产品清单，规定常规产品的具体型号及其要求，以便日常销售合同签订、生产、检验等参考使用。The Production & Technical Dept. shall prepare the Standard Products List to regulate specific types and requests of conventional products, in order to provide reference for signing sa
7、les contract, manufacturing, testing, and so on.4.2顾客要求的识别Identification of customers requirements4.2.1市场部销售人员接到顾客订货要求后，应与顾客进行充分沟通，根据顾客规定的订货要求，做好相关记录（如合同草案、技术协议及口头订单等），并及时转达到市场部办公室，由市场部办公室通知各区域销售负责人作进一步跟进处理。The sales personnel shall communicate with the customers when receive the orders, make the re
8、levant records in accordance with the orders requests (such as the contract draft, technology agreements and oral orders, etc.) and transfer it to the Marketing office promptly, the Marketing office shall notify every regional sales leader to take further action.4.2.2当各区域销售负责人与顾客沟通确认可达成技术协议要求的（包括与顾客
9、商议的产品质量要求、实用性、报价、交货期、付款方式、交货方式、服务等条款内容），经市场总监或市场部办公室确认后，由市场部办公室与顾客沟通联络。If the regional sales director and the customers come to technology agreements (including requirements for product quality, practicality, price, delivery time, the type of payment, delivery way, service and other clauses), the Ma
10、rketing Dept shall communicate with the customers when it is approved by the Chief Marketing Officer or the Marketing office.4.3合同评审Contract Review4.3.1合同的分类 Contract Classification4.3.1.1常规合同:对标准产品清单中已规定的定型产品的合同。Conventional contract: The contract of specific product that has been prescribed in the
11、 “Standard Product List”.4.3.1.2非常规合同: 对标准产品清单未作规定的产品合同,如新产品开发或型式试验产品或由定型产品改进要求的合同。Unconventional contract: The contract that is not prescribed in the Standard Product List, such as the contract for development of new products, or product of type test or the contract required to improve specific pro
12、duct.4.3.1.3成套工程合同:对顾客要求由公司提供成套柜体工程的产品(包括成套工程中的一、二次方案)。The engineering contract of panel: the contract that provides panel products for customer (including the single line diagram and the secondary diagram in the whole project);4.3.2常规合同评审Review of conventional contract4.3.2.1对于有现货的常规合同,直接由市场部办公室在“商
13、品成交合同”中进行确认评审，经市场总监或办公室主任审核后，即视完成合同评审。For conventional contract of spot transactions, the Marketing Dept. shall directly confirm the review in the Commodity Transaction Contract, finally the Chief Marketing Officer or the director of office audit the contract.4.3.2.2对于无现货的常规合同, 由市场部办公室将顾客要求在“商品成交合同”
14、中标注，经销售总监或办公室主任审核后，转化为公司内部“订单生产指示”，注明产品的型号、规格、数量、要求出货日期，并附上顾客其它技术条件要求（如有），即视完成合同评审。For conventional contract of products without stock, the Marketing Dept. shall remark the customer requirements in the Commodity Transaction Contract, it will become an internal Production Instructions of Order with p
15、roduct type, specification, quantity, requested delivery date, after being audited by the Chief Marketing Officer or the director of the office, finally attach other technical requirements if there is any.4.3.3非常规产品的评审Review of unconventional product4.3.3.1根据公司目前情况，非常规产品主要表现在：According to current si
16、tuation of the company, the unconventional product refers to:a).结构、尺寸不在规定范围内，或未列入正式说明书内等；The structure, dimension go beyond the stated scope, or has not been listed in the formal specification, etc.b).应用场合并非正常使用范围内，如天气、海拔高度；The applicable situation is not the normal ambient, such as weather, the altitude.c).用途如在保护范围外（包括型式试
