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1、Unit 10: Sales Contract,学习目标,了解国际贸易购销合同的基本内容； 掌握国际贸易合同签订之前买卖双方就主要条件交流磋商、成交确认的相关内容； 掌握国际贸易购销合同确认信函的主要内容及常用表达方式； 能够从买方或卖方的角度出发，准确撰写确认货物规格、数量、价格、包装、装运期、付款条件等相关的信函。,本讲内容,Section 1: Introduction Section 2: Specimen letters Section 3: Samples of Sales Contract Section 4: Some useful expressions,Section 1：
2、 Introduction,在国际贸易中，一旦贸易双方经过洽商，达成交易，就要通过正式书面合同，即销售合同来确认贸易条件。 销售合同是一份十分重要的文件，是确保贸易活动顺利进行的依据。合同经双方签字生效后，就成为约束双方的法律性文件。,Section 1： Introduction,销售合同的关键在于确认。 销售确认书一般是买方单独签字后寄给卖方的确认文件。买方如对卖方的销售条件持有异议，可以将符合自己利益的购货条件加到销售确认书中，寄给卖方；卖方签字后再寄给买方。 通常，买卖双方为了自身的利益，往往就一些具体贸易条件反复交流磋商。,Section 1： Introduction,买卖双方就贸
3、易条件如此反复交流洽谈，修订。若最终能达成被双方接受的贸易条件，即为成交，这时，卖方应向买方履行确认手续，即向买方发一封确认书，并要求买方将确认书的副本签章后寄回，作为今后交易过程中双方必须遵守的合约。 买方的确认书称之为购货确认书（Purchase Confirmation）；卖方的则称之为售货确认书（Sale Confirmation）。两者均具相同的法律效力。 无论哪种确认书，需要备妥一式两份或多份。,Section 1： Introduction,国际贸易有关成交确认的往来信函，由买方或卖方就货物名称、规格、数量、价格、包装、装运期、付款条件等再加以强调、确认，并要求对方在正式合同上签
4、章（sign， 或counter-sign）。,Section 2: Specimen letters,Letter 10.1 A buyer confirms the purchase order Letter 10.2 A seller confirms the sales confirmation and promotes L/C Letter 10.3 A buyer confirms the contract and expects for future business Letter 10.4 A buyer confirms the quantities and marking
5、the bales,Letter 10.1 A buyer confirms the purchase order Dear Sirs, We thank you for your letter of 4th April, 2010 with which you enclosed your pricelist and catalogue, and for sample pairs of shoes that we have also received. We agree that the quality is up to the standard and the prices you quot
6、ed are satisfactory. We also note that you will allow us a discount of 5% on an order worth 5 000 or more. We therefore, have airmailed you our Order No.888 on Wednesday, it reads,Section 2: Specimen letters,Section 2: Specimen letters,Please note that as these goods are urgently required here, we s
7、hould be most grateful if you could dispatch the goods as soon as possible. Yours truly, （Signature）,Section 2: Specimen letters,Notes 1. allow vt. (1) 允许，准许，任，由 (2)（答应）给，让得到 (3) 酌加，酌减，酌留 2. airmail: n. 航空邮件，航空邮政,Section 2: Specimen letters,3. dispatch (1) n. 发送，迅速 (2) v. 发运，迅速办理,Section 2: Specimen
8、 letters,Letter 10.2 A seller confirms the sales confirmation and promotes L/C Dear Sirs, We want to say how pleased we were to receive your order of 15 April for Ladies and Childrens Shoes. We confirm supply of 1 200 pairs of the shoes at the prices stated in your order No. 888 and will allow a 5%
9、special discount on your order worth 5 000 or above. Our Sales Confirmation No. BC-510 in two originals were airmailed to you. Please sign and return one copy of them for our file.,Section 2: Specimen letters,It is understood that a letter of credit in our favor covering the said shoes should be ope
10、ned immediately. We wish to point out that stipulations in the relative L/C must strictly conform to the stated in our Sales Confirmation so as to avoid subsequent amendments. You may rest assured that we will effect shipment without delay on receipt of your letter of credit. We appreciate your coop
11、eration and look forward to receiving from you further orders. Yours truly, （Signature）,Section 2: Specimen letters,Notes confirm vt. 确认，确定 original n. 正本；adj. 正本的，原先的，新颖的； cover 包括，包含，适用于 relative adj. 有关的，关于（与介词to连用） subsequent a. 其后的，其次的，附随的,Section 2: Specimen letters,Letter 10.3 A buyer confirm
12、s the contract and expects for future business Dear Sirs, We have duly received your Sales Contract No.5630 Covering 50 tons walnut meat we have booked with you. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to bridge the price gap and put the
13、deal through. The relative L/C has been established with the Bank of China, London, in your favor. It will reach you in due course.,Section 2: Specimen letters,Regarding further quantities required, we hope you will see your way clear to make us an offer. As an indication, we are prepared to order 8
14、0 tons. Yours faithfully, (Signature),Section 2: Specimen letters,Notes Walnut meat n. 胡桃仁 duplicate n. 副本，复制品； v. 使重复，使加倍 counter-signature n. 会签 thanks to 由于 bridge the gap 弥合差距,Section 2: Specimen letters,Letter 10.4 A buyer confirms the quantities and marking the bales Dear Sirs, We acknowledge
15、the receipt of your letter of the 18th June, for which we thank you. Since then a number of faxes have been exchanged resulting in our purchase from you of the following: 5 000 pcs of Cowhide RMB per pc. CFR London.,Section 2: Specimen letters,These 5 000 pieces of Cowhides are to be packed in two l
16、ots, 2 000 and 3 000 and shipped on separate Bills of Lading as they are intended for two different customers. Please mark the bales with the lot number as given in the enclosed Order Sheet. It is necessary to take good note of this lest the parcel should be mixed up on loading. Yours sincerely, (Signature),Section 2: Specimen letters,Notes cowhide n. 牛皮革 intend v. 想，打算 lot n. 一批货 = parcel；Lot No. 批号；odd lot 不成整数的批货/（股票）散股 Mark v. 加标志，标志，记下，记录； n. 标记；（仅用单数）标准 order sheet 订单,Secti
