外贸谈判业务流程设计与合同制作(英文版)(doc 30页)

外贸工作流程英文介绍模板概述The international trade process involves various steps that need to be carefully managed to ensure smooth transactions between parties. This template provides an outline of the standard workflow in the field of international trade.1. Market ResearchBefore engaging in any international trade activities, thorough market research is crucial. This step involves identifying potential markets, analyzing competitors, and understanding the demand and supply dynamics in the target market.2. Partner IdentificationOnce the market research is completed, the next step is to identify potential partners for trade. This includes finding reliable suppliers or distributors who can meet your business needs and align with your goals.3. Negotiation and AgreementNegotiation plays a crucial role in international trade. This step involves discussing terms and conditions, pricing, payment terms, and other aspects of the trade agreement. It is important to ensure that all parties are in agreement before moving forward.4. Contract FinalizationAfter successful negotiation, the next step is to finalize the contract. This involves drafting a detailed agreement that outlines the rights and responsibilities of each party, as well as the terms and conditions of the trade.5. Logistics and ShippingOnce the contract is signed, the logistics and shipping process begins. This involves arranging for the transportation of goods, handling customs clearance, and ensuring that the products reach their destination in a timely manner.6. Payment and SettlementPayment is a crucial aspect of international trade. This step involves ensuring that the payment terms agreed upon in the contract are met, and that the funds are transferred securely between parties.7. Quality Control and FeedbackAfter the goods are delivered, quality control measures should be implemented to ensure that the products meet the required standards. Feedback from customers and partners should also be collected to improve future trade activities.ConclusionThe international trade process is complex and requires careful planning and execution. By following the steps outlined in this template, businesses can streamline their trade activities and ensure successful transactions with partners around the world.。

外贸业务流程英语The foreign trade business process involves severalcrucial steps that businesses must navigate to successfully engage in international commerce. Understanding these stagesis essential for achieving efficiency and maximizing profitability.1. Market Research: The first step in the foreign trade process is conducting thorough market research. Businesses need to identify potential markets for their products by analyzing demand, customer preferences, and local competition. This research helps in selecting the right target countries and understanding local regulations.2. Product Adaptation: Depending on the research findings, products may need to be adapted to meet local standards or consumer preferences. This could involve changes in packaging,labeling, or even modifying product features to align with cultural preferences.3. Supplier Sourcing: Once the target market is identified, the next step involves sourcing suppliers. This may include identifying manufacturers, negotiating prices, and establishing terms of delivery. Building a strong relationship with suppliers is crucial for ensuring areliable supply chain.4. Quotation and Negotiation: After sourcing, businesses should prepare a detailed quotation that outlines pricing, payment terms, and delivery schedules. Negotiation is key during this phase to finalize the best possible terms that are beneficial for both parties.5. Contract Finalization: Once negotiations are complete,a formal contract is drafted. This document should clearly state all agreed-upon terms, including payment methods, delivery timelines, and any penalties for breach of contract.Legal review of this contract is often recommended tomitigate risks.6. Production and Quality Control: The manufacturing process begins once contracts are signed. During this phase, it’s essential to maintain quality control to ensure thatthe products meet the required standards and specifications. Regular inspections and audits may be necessary to uphold quality.7. Logistics and Shipping: After production is completed, the next step involves organizing logistics and shipping.This includes choosing the appropriate transportation methods, arranging customs clearance, and preparing documentation for international shipping. Timely delivery is crucial tocustomer satisfaction.8. Payment Collection: Once the products are shipped, businesses must ensure proper payment collection. Various payment methods, such as letters of credit or bank transfers,can be utilized. It’s essential to monitor accounts receivable to maintain cash flow.9. After-sales Service: The final step in the foreign trade process is providing after-sales service. This may include handling customer inquiries, managing returns, and offering maintenance support. Strong after-sales service can enhance customer loyalty and lead to repeat business.In conclusion, the foreign trade business process is multifaceted and requires careful planning and execution at each stage. By following these steps diligently, businesses can navigate the complexities of international trade and position themselves for success in the global marketplace. Understanding each phase not only facilitates smoother transactions but also helps in building long-term relationships with international partners.。

20XX 专业合同封面COUNTRACT COVER甲方：XXX乙方：XXX外贸出口业务协议中英文版(2024年度)版B版本合同目录一览1. 合同主体及定义1.1 合同主体1.2 合同相关术语定义2. 出口商品及数量2.1 商品名称2.2 商品数量2.3 商品质量标准3. 价格及支付方式3.1 商品价格3.2 支付方式3.3 支付时间4. 交货及运输4.1 交货期限4.2 交货地点4.3 运输方式4.4 运输保险5. 检验与索赔5.1 商品检验5.2 索赔条件5.3 索赔期限6. 违约责任6.1 卖方违约6.2 买方违约7. 争议解决7.1 争议解决方式7.2 仲裁地点7.3 仲裁效力8. 适用法律8.1 合同适用的法律8.2 法律冲突解决9. 合同的生效、变更与解除9.1 合同生效条件9.2 合同变更9.3 合同解除10. 保密条款10.1 保密内容10.2 保密期限10.3 违约保密条款11. 不可抗力11.1 不可抗力事件11.2 不可抗力后果12. 合同附件12.1 商品详细说明12.2 技术参数12.3 检验标准13. 其他条款13.1 广告宣传13.2 技术支持13.3 售后服务14. 合同的签订、生效与份数14.1 签订日期14.2 生效日期14.3 合同份数及保管第一部分：合同如下：第一条合同主体及定义1.1 合同主体1.2 合同相关术语定义1.2.1 商品：指本合同项下卖方应向买方提供的产品和服务，具体名称、规格和数量见附件。

1.2.2 交货期限：指卖方按照本合同约定完成商品生产和交付的期限。

1.2.3 不可抗力：指在本合同履行过程中，无法预见、无法避免且无法克服的客观情况，包括但不限于自然灾害、社会事件等。

第二条出口商品及数量2.1 商品名称： [商品名称]，详见附件。

2.2 商品数量： [商品数量]，单位为 [单位]，详见附件。

2.3 商品质量标准：商品应符合 [质量标准]，详见附件。

商务谈判的流程英语The process of business negotiation typically consistsof several key steps. These steps are designed to help both parties reach a mutually beneficial agreement. Here is a general outline of the typical business negotiation process:1. Preparation: This is the first and most crucial stepin the negotiation process. It involves gathering all relevant information about the other party, their needs,and their bargaining position. It also involves clarifying your own objectives and determining your own bargaining position.2. Opening: The opening stage of the negotiationinvolves setting the tone for the discussion. It also involves making an initial offer or proposal. This stage is important because it can influence the direction of the negotiation.3. Bargaining: The bargaining stage is where the actual negotiation takes place. Both parties make concessions and counteroffers in an attempt to reach an agreement. Thisstage can involve a lot of back-and-forth communication and can take some time to complete.4. Closing: The closing stage of the negotiationinvolves finalizing the details of the agreement. This may involve documenting the terms of the agreement andobtaining signatures from both parties.5. Implementation: Once an agreement has been reached,the next step is to implement it. This may involve taking specific actions to fulfill the terms of the agreement,such as making a payment or delivering a product or service.以上是商务谈判的一般流程。

20XX 标准合同模板范本PERSONAL RESUME甲方：XXX乙方：XXX外贸业务中英文协议规范文档本合同目录一览1. 业务范围1.1 商品详情1.1.1 商品名称1.1.2 商品规格1.1.3 商品数量1.1.4 商品单价1.1.5 商品总价1.2 交易方式1.2.1 支付方式1.2.2 交货方式1.2.3 运输方式1.2.4 进口清关手续1.2.5 出口清关手续1.3 业务时间表1.3.1 订单确认时间1.3.2 生产时间1.3.3 质检时间1.3.4 装运时间1.3.5 预计到达时间2. 质量与标准2.1 产品质量2.1.1 材质要求2.1.2 工艺要求2.1.3 质量标准2.2 产品标准2.2.1 安全标准2.2.2 环保标准2.2.3 包装标准2.2.4 标志标准2.2.5 认证要求3. 价格与支付3.1 价格条款3.1.1 单价3.1.2 总价3.1.3 币种3.1.4 汇率3.1.5 付款期限3.2 支付方式3.2.1 预付款3.2.2 进度付款3.2.3 发货前付款3.2.4 发货后付款3.2.5 验收合格后付款4. 运输与保险4.1 运输条款4.1.1 运输公司4.1.2 装运港口4.1.3 目的港口4.1.4 运费4.1.5 运输时间4.2 保险条款4.2.1 保险类型4.2.2 保险金额4.2.3 保险费用4.2.4 保险公司4.2.5 理赔程序5. 检验与索赔5.1 检验条款5.1.1 检验标准5.1.2 检验机构5.1.3 检验时间5.1.4 检验结果处理5.2 索赔条款5.2.1 索赔条件5.2.2 索赔时效5.2.3 索赔程序5.2.4 赔偿方式5.2.5 责任限制6. 违约责任6.1 卖方违约6.1.1 货物质量不符合约定6.1.2 未能按约定时间交货6.1.3 未能履行其他合同义务6.2 买方违约6.2.1 未能按约定时间付款6.2.2 未能履行其他合同义务6.3 违约赔偿6.3.1 赔偿金额6.3.2 赔偿方式6.3.3 违约金计算方式7. 争议解决7.1 协商解决7.2 调解解决7.3 仲裁解决7.4 法律适用7.5 法院管辖8. 合同的生效、变更和终止8.1 合同生效条件8.2 合同变更程序8.3 合同终止条件8.4 合同终止后的权利义务处理9. 保密条款9.1 保密内容9.2 保密期限9.3 泄露保密信息的处理10. 不可抗力10.1 不可抗力事件10.2 不可抗力事件的证明10.3 不可抗力事件的影响和处理11. 适用法律和管辖11.1 合同适用的法律11.2 合同争议的管辖法院12. 附件12.1 商品照片12.2 技术参数表12.3 装箱单12.4 出口许可证12.5 其他相关文件13. 其他条款13.1 合同的翻译版本13.2 合同的修改和补充13.3 合同的转让13.4 合同的解释权14. 签署14.1 合同签署日期14.2 合同签署地点14第一部分：合同如下：第一条业务范围1.1 商品详情1.1.1 商品名称：请参阅附件1中的商品照片和附件2中的技术参数表。

外贸业务员工作流程英文版As an international trade salesperson, my work process mainly includes the following steps:Firstly, I need to conduct market research to understand the demand, competition, and potential opportunities in the target market. This involves analyzing the current market situation, identifying potential customers, and understanding their needs and preferences.Next, I will reach out to potential clients throughvarious channels such as emails, phone calls, or social media.I will introduce our products or services, discuss their needs, and provide relevant information or solutions to meet their requirements.After identifying potential clients, I will negotiatewith them on price, delivery terms, payment methods, andother relevant terms. It is crucial to build a goodrelationship with clients during this stage and to ensurethat both parties are satisfied with the terms of the deal.Once an agreement is reached, I will prepare and send quotations, contracts, and other necessary documents to the clients. I will also coordinate with the relevant departments within our company to ensure that the products or servicescan be delivered as agreed.Throughout the entire process, I will keep in close communication with the clients to provide them with updateson their orders, address any concerns or issues they may have, and to maintain a good relationship for future business opportunities.In conclusion, the work process of an international trade salesperson involves market research, client outreach, negotiation, contract preparation, and ongoing client communication. It is a multi-step process that requireseffective communication, negotiation skills, and the ability to build and maintain relationships with clients.。

外贸合作合同模板（中英文）Contract of Foreign Trade Cooperation甲方（卖方）：Party A (Seller):乙方（买方）：Party B (Buyer):根据《中华人民共和国合同法》及相关法律法规的规定，甲乙双方在平等、自愿、公平、诚实信用的原则基础上，经友好协商，就甲方向乙方供应货物事宜，达成如下协议：1. Product and Quantity1.1 Party A agrees to supply the following products (hereinafter referred to as the "Goods") to Party B:Product: ____________________Quantity: ____________________Unit Price: ____________________Total Amount: __________________1.2 The specific models, specifications, and quantities of the Goods shall be subject to the confirmation of both parties.2. Delivery2.1 Party A shall deliver the Goods to Party B at the place and time as agreed by both parties.2.2 The delivery date shall be within ________ days after the confirmation of the order by both parties.2.3 Party A shall be responsible for the transportation fees and insurances of the Goods.3. Payment3.1 Party B shall pay Party A the total amount of the Goods upon the receipt of the Goods, subject to the confirmation of the quality and quantity of the Goods.3.2 Payment shall be made by bank transfer, unless otherwise agreed by both parties.4. Quality and Inspection4.1 Party A shall ensure that the Goods conform to the agreed specifications, standards, and quality requirements.4.2 Party B shall have the right to inspect and test the Goods within a reasonable time after the receipt of the Goods.4.3 If the Goods do not conform to the agreed specifications, standards, and quality requirements, Party B shall have the right to request Party A to replace or refund the non-conforming Goods.5. Intellectual Property Rights5.1 Party A shall indemnify Party B for any losses or damages suffered by Party B due to the infringement of any intellectual property rights in relation to the Goods.6. Confidentiality6.1 Both parties shall keep confidential any business information exchanged between them during the negotiation and performance of this Contract, except for information that is publicly known or legally required to be disclosed.7. Force Majeure7.1 Neither party shall be liable for any failure or delay in the performance of its obligations under this Contract due to acts of God, labor disputes, or other causes beyond its reasonable control.8. Dispute Resolution8.1 Any disputes arising out of or in connection with this Contractshall be resolved by negotiation between the parties.8.2 If the negotiation fails to resolve the disputes, either party may submit the disputes to the__________ Court for settlement.9. Miscellaneous9.1 This Contract shall be effective upon the signature of both parties and shall remain in effect for a period of ________ years.9.2 This Contract may be amended or terminated by mutual agreement of both parties.9.3 This Contract constitutes the entire agreement between the parties with respect to the subject matter hereof, and supersedes all prior agreements, negotiations, and understandings, whether written or oral.IN WITNESS WHEREOF, the parties hereto have executed this Contract as of the date first above written.甲方（卖方）：Party A (Seller):授权代表：Authorized Representative:日期：Date:乙方（买方）：Party B (Buyer):授权代表：Authorized Representative:日期：Date:。

20XX 专业合同封面COUNTRACT COVER甲方：XXX乙方：XXX2024年外贸业务介绍协议中英对照版本合同目录一览1. 业务介绍1.1 产品信息1.1.1 产品名称1.1.2 产品规格1.1.3 产品单价1.1.4 产品数量1.2 业务范围1.2.1 市场定位1.2.2 销售渠道1.2.3 促销活动1.3 业务进度1.3.1 订单确认时间1.3.2 生产周期1.3.3 交货时间1.3.4 付款方式及时间2. 合同双方权益2.1 甲方权益2.1.1 产品质量保证2.1.2 知识产权保护2.1.3 保密条款2.2 乙方权益2.2.1 销售区域保护2.2.2 价格优先权2.2.3 退货政策3. 违约责任3.1 甲方违约3.1.1 延迟交货3.1.2 产品质量问题3.1.3 信息泄露3.2 乙方违约3.2.1 未按约定付款3.2.3 侵犯甲方知识产权4. 争议解决4.1 协商解决4.2 调解4.3 仲裁4.4 法律途径5. 合同的生效、变更和终止5.1 合同生效条件5.2 合同变更5.3 合同终止6. 其他条款6.1 适用法律6.2 合同附件6.3 合同的传递6.4 合同的续签7. 签署7.1 甲方代表7.2 乙方代表7.3 签署日期第一部分：合同如下：第一条业务介绍1.1 产品信息1.1.1 产品名称：具体名称1.1.2 产品规格：详细规格说明1.1.3 产品单价：单价具体数额1.1.4 产品数量：具体数量1.2 业务范围1.2.1 市场定位：目标市场及定位1.2.2 销售渠道：销售渠道具体描述1.2.3 促销活动：促销活动计划及实施方式1.3 业务进度1.3.1 订单确认时间：具体时间1.3.2 生产周期：生产所需时间1.3.3 交货时间：交货具体时间1.3.4 付款方式及时间：付款方式及具体时间第二条合同双方权益2.1 甲方权益2.1.1 产品质量保证：保证产品质量达到约定的标准2.1.2 知识产权保护：保护甲方拥有的知识产权2.1.3 保密条款：具体保密内容和期限2.2 乙方权益2.2.1 销售区域保护：保护乙方在约定区域内的销售权益2.2.2 价格优先权：保证乙方在约定价格内的优先购买权2.2.3 退货政策：具体的退货条款和条件第三条违约责任3.1 甲方违约3.1.1 延迟交货：延迟交货的后果和责任3.1.2 产品质量问题：产品质量问题的处理方式3.1.3 信息泄露：信息泄露的后果和责任3.2 乙方违约3.2.1 未按约定付款：未按约定付款的后果和责任3.2.3 侵犯甲方知识产权：侵犯甲方知识产权的后果和责任第四条争议解决4.1 协商解决：通过友好协商解决争议的方式和期限4.2 调解：调解程序和调解组织的选择4.3 仲裁：仲裁机构的选择和仲裁程序4.4 法律途径：通过法律途径解决争议的方式第五条合同的生效、变更和终止5.1 合同生效条件：合同生效的具体条件5.2 合同变更：合同变更的程序和条件5.3 合同终止：合同终止的条件和程序第六条其他条款6.1 适用法律：适用合同的法律6.2 合同附件：附件的名称和份数6.3 合同的传递：合同传递的方式和期限6.4 合同的续签：合同续签的条件和程序第七条签署7.1 甲方代表：甲方签署合同的代表姓名和职务7.2 乙方代表：乙方签署合同的代表姓名和职务7.3 签署日期：合同签署的具体日期第八条甲方义务8.1 甲方应按照约定的数量和质量提供产品。

20XX 专业合同封面COUNTRACT COVER甲方：XXX乙方：XXX外贸出口业务协议中英文版(2024年度)版B版本合同目录一览1. 定义与术语解释1.1 合同双方1.2 产品/服务1.3 独家代理权1.4 市场区域1.5 有效期2. 销售目标与义务2.1 销售目标2.2 产品定价2.3 质量标准2.4 最小购买量2.5 订单履行3. 付款条件3.1 预付款3.2 发货前付款3.3 付款方式3.4 利息与罚金4. 交付与运输4.1 交付时间4.2 交付地点4.3 运输方式4.4 风险转移4.5 保险5. 知识产权与许可5.1 知识产权5.2 技术支持与培训5.3 许可范围5.4 许可终止6. 违约责任6.1 违约定义6.2 违约后果6.3 损害赔偿7. 争议解决7.1 争议解决方式7.2 管辖法律7.3 仲裁地点8. 隐私与保密8.1 保密义务8.2 信息范围8.3 保密期限9. 不可抗力9.1 不可抗力事件9.2 影响合同履行的因素9.3 责任免除10. 合同的变更与终止10.1 合同变更10.2 合同终止10.3 终止后的义务11. 一般条款11.1 通知义务11.2 完整协议11.3 第三方受益人11.4 转让与分包12. 语言与效力12.1 语言版本12.2 合同效力13. 签署与日期13.1 签署地点13.2 签署日期14. 附件与附录14.1 产品目录14.2 技术参数14.3 价格表14.4 保险条款14.5 其他重要文件第一部分：合同如下：第一条定义与术语解释1.1 合同双方1.2 产品/服务产品/服务是指出口方根据本合同条款所提供的出口商品及相关的售后服务。

1.3 独家代理权代理方享有在市场区域内独家代理出口方产品的权利，代理期限为2024年度。

1.4 市场区域市场区域是指代理方在其国家或地区内进行产品销售的指定区域。

1.5 有效期本合同自双方签署之日起生效，有效期至2024年12月31日。

协议编号：_______甲方（买方）：____________________地质：____________________________乙方（卖方）：____________________地质：____________________________1. 货物描述和数量[在此处详细描述货物的名称、规格、数量、单价、总价等]1.2 除非本协议另有规定，货物的数量、质量、规格和包装应按照乙方提供的样品进行。

2. 交货2.1 交货地点：____________________________2.2 交货日期：____________________________2.3 乙方应在交货日期前将货物交付给甲方或其指定代表。

如果乙方无法在交货日期交付货物，乙方应立即通知甲方，并告知预计的交货日期。

甲方有权选择继续等待或解除本协议。

如果甲方选择解除本协议，乙方应在收到甲方解除通知后七个工作日内退还甲方已支付的款项。

3. 价格和支付3.1 货物的总价为________________元（大写：________________元整）。

[在此处详细描述付款方式和时间，例如预付款、分期付款等]4. 运输和保险4.1 运输方式：____________________________4.2 运输费用由________方承担。

4.3 乙方应在货物交付给运输公司前对货物进行妥善包装，并确保货物在运输过程中不受损坏。

4.4 甲方应负责为货物办理保险，并支付保险费用。

保险金额应不低于货物的总价。

5. 检验和验收5.1 甲方或其指定代表有权在货物交付前对货物进行检验。

如果甲方对货物的质量或规格有异议，应在检验后的七个工作日内通知乙方。

乙方应在收到甲方通知后七个工作日内对货物进行修复或更换。

5.2 甲方应在货物交付后七个工作日内对货物进行验收。

如果甲方对货物的质量或规格有异议，应在验收后的七个工作日内通知乙方。

乙方应在收到甲方通知后七个工作日内对货物进行修复或更换。

外贸协议模板（英文2024年版）本合同目录一览1. 定义与解释1.1 合同双方1.2 合同商品1.3 合同价格1.4 合同交货期1.5 合同违约2. 订单与确认2.1 订单提交2.2 订单确认2.3 订单修改3. 产品质量与标准3.1 产品质量3.2 产品标准3.3 质量控制4. 交付与运输4.1 交付方式4.2 运输责任4.3 运输保险5. 支付与结算5.1 支付方式5.2 支付期限5.3 结算流程6. 违约责任6.1 卖方违约6.2 买方违约7. 争议解决7.1 协商解决7.2 调解解决7.3 仲裁解决8. 法律适用8.1 合同法律8.2 法律冲突8.3 法院管辖9. 合同的生效与终止9.1 合同生效9.2 合同终止10. 保密条款10.1 保密义务10.2 保密期限10.3 保密泄露后果11. 知识产权11.1 知识产权归属11.2 知识产权保护11.3 侵权责任12. 合同的附件12.1 附件内容12.2 附件效力12.3 附件更新13. 合同的修改与补充13.1 修改条件13.2 补充内容13.3 修改生效14. 合同的解除14.1 解除条件14.2 解除程序14.3 解除后果第一部分：合同如下：第一条定义与解释1.1 合同双方1.2 合同商品本合同所涉及的商品为：（详细描述商品名称、型号、规格、数量等）。

1.3 合同价格本合同商品的价格为：（币种及金额）。

1.4 合同交货期卖方应在本合同签订后的（具体天数）内将商品交付给买方。

1.5 合同违约双方应严格遵守本合同的约定。

任何一方违反合同条款，均应承担相应的违约责任。

第二条订单与确认2.1 订单提交买方应在本合同签订后的（具体天数）内向卖方提交订单，订单应包括商品名称、型号、规格、数量、交货期等内容。

2.2 订单确认卖方在收到买方订单后，应在（具体天数）内予以确认。

如卖方对订单有异议，应及时与买方沟通协商。

2.3 订单修改双方同意，在合同履行过程中，如需修改订单内容，应书面协商一致。

外贸交易合同模板英文版Title: International Trade Contract Template (English Version)1. Parties to the Contract:This International Trade Contract (hereinafter referred to as the "Contract") is entered into by and between [Seller's Name and Address] (hereinafter referred to as the "Seller") and [Buyer's Name and Address] (hereinafter referred to as the "Buyer"), collectively referred to as the "Parties."2. Product Description:The Seller agrees to sell and the Buyer agrees to purchase the following product(s):- Product Name: [Specify the name]- Quantity: [Specify the quantity]- Specifications: [Provide detailed specifications]3. Price and Payment Terms:- Unit Price: [Specify the agreed unit price]- Total Price: [Calculate the total price based on the quantity]- Currency: [Specify the currency]- Payment Terms: [Specify the agreed payment terms, such as advance payment, letter of credit, etc.]- Payment Schedule: [Specify the agreed payment schedule, including due dates and milestones]4. Delivery Terms:- Delivery Date: [Specify the agreed delivery date]- Delivery Location: [Specify the agreed delivery location]- Shipping Method: [Specify the agreed shipping method, such as air freight, sea freight, etc.]- Packaging: [Specify the packaging requirements]5. Quality Inspection:- Inspection Procedure: [Specify the agreed inspection procedure]- Inspection Agency: [Specify the agreed inspection agency]- Acceptance Criteria: [Specify the agreed quality standards]6. Risk of Loss:- Transfer of Ownership: [Specify the agreed point at which the ownership transfers from the Seller to the Buyer]- Transfer of Risk: [Specify the agreed point at which the risk of loss transfers from the Seller to the Buyer]7. Force Majeure:- Definition: [Provide a definition of force majeure events]- Consequences: [Specify the agreed consequences and obligations of the Parties in case of force majeure]8. Governing Law and Jurisdiction:- Governing Law: [Specify the governing law]- Jurisdiction: [Specify the agreed jurisdiction for dispute resolution]9. Confidentiality:- Confidentiality Obligations: [Specify the confidentiality obligations of the Parties]10. Termination:- Termination Clause: [Specify the conditions under which either Party can terminate the Contract]11. Entire Agreement:- Entire Agreement Clause: [Specify that the Contract constitutes the entire agreement between the Parties]12. Amendments and Waivers:- Amendments: [Specify the procedure for amending the Contract]- Waivers: [Specify that any waiver must be in writing and signed by the Party granting the waiver]13. Severability:- Severability Clause: [Specify that if any provision of the Contract is deemed invalid or unenforceable, it will not affect the validity or enforceability of the remaining provisions]14. Notices:- Notice Clause: [Specify the agreed method for giving notices under the Contract]15. Counterparts:- Counterparts Clause: [Specify that the Contract may be executed in multiple counterparts, each of which will be deemed an original]Please note that this is a general template and may need to be customized based on the specific requirements and circumstances of the international trade transaction. It is recommended to seek legal advice to ensure the accuracy and validity of the Contract.。

外贸业务谈判进程(英文版)外贸业务谈判进程:Preliminary Talk初次见面(1)Li : A businessman of a Chinese Trade companyPeter: A customerL: I understand this is your first visit to our companyP: Yes, and also my first trip to China. I've always wanted to see with my own eyes China's achievements and now I've been more than rewarded.L: I see, but I hope you've had a pleasant trip.P: I did, thank you. Well, come to the point, the purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.L: Let me assure you of our best attention, Mr.Peter. What's your line of business?P: Cameras and photographic goods. We are distributors with business branches in most major cities in Britain. Now, we'd like to introduce Chinese-made cameras if your conditions are favorable.L: We'll see what we can do.P: There might be few of models we would be interested in, if I could go over your latest catalogues.L: Here you are. How many copies would you like to have?P: Ten, please. I'd like to airmail some back home.L: Anything else?P: Would it be possible for me to have a closer look at your samples?L: Why not, Mr.Liu over there will take you down to our showroom.P: Thank you. I'm afraid I've taken a lot of your time.L: Not at all. Glad to have been of help. Hope to see more of you in future.外贸业务谈判进程:Preliminary Talk初次见面(2)P: Good morning. My name is Peter. I'm from the U.S. Here is my business card.L: Pleased to meet you, Mr.Peter. My name is Li.P: Pleased to meet you too,Mr.LiL: Won't you sit down?P: Thank youL: May I offer you a cup of tea P: Certainly. I like you Jasmine tea very much.L: Well, from you business card, I can see that you specialize in oil-drilling equipment.P: Yes, as matter of fact, we have been in this business for more than twenty years. Mr.Wang from your commercial office in Washington has referred me to you in the hope that I might be of some help in your oil industry.L: Currently we have a strong interest in opening up more new oil fields. We could consider buying from you if the technology incorporated in your equipment is advanced and the trade terms favorable.P: I have brought with me a series of catalogs for our latest models. My engineer is accompanying me on the trip. He can meet your technicians and answer any questions about our products.L: That's an interesting idea. We shall, first of all, study your catalogs and get in touch with our customers. If they are interested, we'll arrange for further discussion.P: Very good. I'm staying in Beijing Hotel. My room is 315.L: We'll let you know their responses as soon as possible.P: Good-bye!外贸业务谈判进程:Inquiries询价(1)P=Peter (customer), Li=a businessman (of a Chinese trade company)P: I'm glad to have the chance to visit your company. I hope to conclude some substantial business with you.L: It's a great pleasure, Mr. Peter, to have the opportunity of meeting you. I believe you have seen the exhibits in the showroom. May I know what particular items you're interested in?P: I'm interested in your hardware. I have seen the exhibits and studied your catalogs. I think some of the items will find a ready market in Canada. Here is a list of my requirements, for which I'd like to have your lowest quotations, CIF Vancouver.L: Thank you for your inquiry. Would you tell us the quantity you require so as to enable us to work out the offers?P: I'll do that. Meanwhile, would you give me an indication of price?L: Here are our FOB. price lists. All the prices in the lists are subject to our confirmation.P: What about the commission? From European suppliers I usually get a 3 to 5 percent commission for my imports. It's the general practice.L: As a rule we do not allow any commission. But if the order is large enough, we'll consider it.P: You see, I do business on commission basis. A commission on your prices would make it easier for me to promote sales. Even a 2 or 3 percent would help.L: We'll discuss this when you place your order with us.外贸业务谈判进程:Inquiries询价(2)P: When can I have your firm CIF prices, Mr. Li?L: We'll have them worked out by this evening and let you know tomorrow morning. Would you be good enough to come round then?P: Good. I'll be here tomorrow morning at 10. Will that suit you?L: Perfectly. Our offers are good for 3 days.P: I don't need that long to make up my mind. If your prices are favorable and if I can get the commission I want, I can place the order right away.L: I am sure you'll find our price most favorable. Elsewhere prices for hardware have gone up tremendously in recent years. Our prices haven't changed much.P: I'm glad to hear that. As I've just said, I hope to conclude some substantial business with you.L: We shall be very pleased. Is there any thing else I can do for you, Mr. Peter?P: I'm buying for chain department stores in Canada. They are also interested in Chinese carpets. I'd like to make me to the person in charge of this line?L: Certainly. I'll make an appointment for you with Mr. Sung of the China National Animal By-products Corp. P: Thank you very much.外贸业务谈判进程:Inquiries询价(3)P: I understand that you're interested in our machine tools, Mr. Li.L: Yes, We're thinking of placing an order. We'd like to know what you can offer along this line as well as your sales conditions.P: As you know, we supply machine tools of all types and sizes. We have years of experience in the manufacture tools.L: We've read about this in your sales literature. May I have an idea of your price?P: Our prices compare favorably with those offered by other manufactures either in Europe or anywhere else. Here are our latest price sheets. You will see that our prices are most competitive.L: Do you take special order? That is, do you make machine according to specification?P: We do. As a matter of fact, we design machine tools for special purposes.L: How long does it usually take you to make delivery?P: As a rule, we deliver all our orders within 3 months after receipt of the covering letters of credit. It takes longer, of course, for special orders. But in no case would it take longer than 6 months.L: Good, Another thing, all your prices are on CIF basis. We'd rather have you quote us FOB prices.P: That can easily be worked out.外贸业务谈判进程:报盘(1)P: I come to hear about your offer for bristles.L: We have the offer ready for you. Let me see. Here it is. 100 cases Tsingtao Black Bristles, 57mm, at …pounds sterling per kg, CIF European Main Ports, for shipment in June, 1980. The offer holds for three days.P: Why, your price has soared. It's almost 25% higher than last year's. It would be impossible for us to make any sales at such a price.L: I'm rather surprised to hear you say that. You know very well that markets for bristles have gone up a great deal in recent months. The price we offer compares favorable with quotations you can get elsewhere.P: I'm afraid I can't agree with you there. I must point out that your price is higher than some of the quotationswe've received from others sources.L: But you must take quality into consideration. Everyone in the trade knows that China's bristles are of superior quality, above that from others sources.P: I grant that yours are of better quality. But there's competition from the synthetic products, too. You can't very well ignore that. Prices for synthetic bristles haven't changed much all these years.L: There is practically no substitute for bristle in certain uses. That's why demand for natural bristles keeps rising in spite of cheaper synthetic ones. To be frank with you, if no for the long-standing relationship between us, we would hardly be willing to make you a firm offer at this price.P: Well, we'll have a hard time persuading our clients to buy at this price. But I guess I have no choice.外贸业务谈判进程:报盘(2)P: I believe you've studied our proposal for fertilizers.L: Yes, Mr. Peter. And we're very much interested.P: It's almost twenty years since we first supplied you with our products in 1954. To our regret, for one reason or another, business between us has failed to follow up. I hope we'll succeed in concluding some business this time. L: As we've repeatedly stated, China does business on the basis of equality, mutual benefit and exchange of needed goods. If these principles are kept to, I'm certain that mutually beneficial business will result.P: May we hear your comments on our products?L: We find your samples in conformity with your specifications and suitable for our requirements. On the other hand, we've received offers for products of higher quality. So business depends very much on your prices.P: Taking every thing into consideration, you'll find that our prices compare favorably with the quotations you may get elsewhere.L: I'm not so sure of that. Before coming to the discussion of price, may I point out that we like to have you quote us on FOB basis?P: Why I don't quite understand. For bulk goods such as chemical fertilizers, it's the sellers who arrange the shipping space. It is more convenient for us as well as for you.L: Well, we prefer to have the China National Chartering Corporation take care of the shipping. It doesn't make much difference to you, does it?P: Well, it does make a slight difference, but we'll do as you wish.外贸业务谈判进程:Counter Offer还盘(1)P: I have here our price sheet on FOB basis. The prices are given without engagement.L: Good, if you'll excuse me, I'll go over the sheet right now.P: Take your time.L: I can tell you at a glance that your prices are much too high.P: I'm surprised to hear you say so. You know that the cost of production has risen a great deal in recent years. L: We only ask that your prices be comparable to others. That's reasonable, isn't it?P: Well, in order to get the business, we're quite willing to make some concessions. Would you give me an idea how much you wish to order from us, so that we may adjust our prices accordingly?L: The size of our order depends greatly on the prices. Let's settle that matter first.P: As you wish. Well, if your order is large enough, we are ready to reduce our prices by 2 per cent.L: When I say your prices are much too high, I don't mean they are higher merely by 2 or 3 per cent.P: Then how much do you mean? Can you give me a rough idea?L: For the business to be concluded, I should think a reduction of about 10 percent would help.P: Impossible. How can you except us to make a reduction to that extent.L: I think you are as well informed as I am about the market for chemical fertilizers. It's needless for me to point out that supply exceeds demand at present and that this situation is apt to continue for a long time yet. May I suggest that you cable your home office and see what they'll have to say?P: Very well, I shall do so.外贸业务谈判进程:Counter Offer还盘(2)L: This is our rock-bottom price, Mr. Li. No further concession can be made in that respect.P: If that's the case, there's hardly any need for further discussion.We might as well call the whole deal off.L: What I mean is that we'll never be able to come down to the price you name. The gap is too great.P: I think it unwise for either of us to insist on his own price.L: How about meeting each other half way? Each will make a further concession so that business can be concluded.P: What is your proposal?外贸业务谈判进程:Counter Offer还盘(3)P: Mr. Li, I'm anxious to know about your offer.L: Well, we've been holding it for you, Mr. Peter. Here it is. 500 cases of Black Tea, at …per kg, CIF Liverpool. Shipment will be in July.P: That's a high price! It's difficult to make any sales.L: I'm rather surprised to hear you say that, Mr. Peter. You know the price of Black Tea has gone up since last year. Ours compares favorably with what you might get elsewhere.P: I'm afraid I can't agree with you there. India has just come into the market with a lower price.L: Ah, but everybody in the tea trade knows that China's black tea is of top quality. Considering the quality, I should say the price is reasonable.P: No doubt yours is of a high quality, but still, there is keen competition in the sea market. I understand some countries are actually lowering their prices.L: So far our commodities have stood the competition well. The very fact that other clients keep on buying speaks for itself. Few other brands of tea can compare with ours for flavor and color.P: But I believe we'll have a hard time convincing our clients at your price.L: To be frank with you, if it weren't for our good relations, we'd hardly be willing to make you a firm offer at this price.P: All right. In order to get the business, I accept.L: I'm glad that we've come to terms.P: Now about the quality. You said you could offer me only 500 cases, which I think is not enough. Last year we sold 700 cases, and I'm sure I can do better this year. I hope you can offer me at least 800 cases.L: Because of the rapid growth of both our domestic and foreign markets, our production hasn't been able to keep up with the demand. 500 cases are the best I can offer you at present.P: I see. But if I don't see to my market, my customers will naturally turn somewhere else for their needs.L: Sorry, I don't think we can offer you more than 500 cases this year. As a matter of a fact, we have made a special effort to get even these 500 cases for you.P: All right. We'll take the 500 cases this time. But I do hope you could supply more next time.L: We'll see if we can do better next year.外贸业务谈判进程:Counter Offer还盘(4)L: Mr. Peter, let's have your firm offer now.P: Gladly. Here's our offer, 310 Francs per ton, FOB Marseilles. You will notice the quotation is much lower than the current market price.L: I'm afraid I disagree with you there. We have quotations from others sources too. And, as you well know, we mainly rely on our own resources. Our own chemical industry has expanded rapidly. We import a certain amount of chemical fertilizer only when the price is reasonable.P: Well, then, what's your idea of a competitive price?L: As we do business on the basis of mutual benefit, I suggest somewhere around 270 French Francs per metric ton FOB Marseilles.P: I'm sorry the difference between our price and your counter offer is too wide. It's impossible for us to entertain your counteroffer, I'm afraid.L: Mr. Peter, you no doubt have wide contacts. I don't think I have to stress that our counteroffer is well founded. It is in line with the international market.P: I don't see how I can pull this business through. Mr.Li, let's meet each other halfway. Mutual efforts wouldcarry us a step forward.L: Now, Mr. Peter, what we have given is a faire price.P: Well, how's this? We take the price you offered, provided you take the quality we offered.L: Wouldn't it be better to settle on the price first before going on to the quantity? If you accept our counteroffer, we'll advise our endusers to buy from you.P: Then perhaps you could give me a rough idea of the amount needed?L: It'll be somewhere around 50,000 tons.P: All right, Mr. Li, as a token of friendship, we accept your counteroffer for ammonium sulphate for 50,000 tons, at 270 French Francs per metric ton FOB Marseilles.L: I'm glad we have brought this transaction to a successful conclusion.P: I appreciate your efforts and cooperation and hope that this will be the forerunner of other transactions in future.外贸业务谈判进程:Withholding Offer暂停发盘L: Welcome to Beijing, Mr. Peter.P: Thank you. I'm glad I was able to comeL: Did you have a pleasant trip?P: One could hardly call it so. We ran into a thunderstorm over Hong Kong, and the airplane was so tossed about that everyone got airsick.L: Is that so? I am sorry to hear that. I hope you had a good rest after that.P: I hade a very restful night. The Xinqiao Hotel is a nice quiet place. I'm quite myself again.L: Glad to hear it. Shall we talk business now?P: Yes. That's fine.L: In your reply to our enquiry, you clearly stated the reasons why you couldn't make us an offer at the time and suggested a vis a vis talk with us. Do you see your way now to take the matter again?P: Please accept my apologies for our inability to be more responsive to your enquiry.L: That's all right. Unforeseen circumstances do occur, don't they?P: You see, when we received your enquiry, the world market was under the impact of a currency crisis, which made it difficult for us to make a firm offer. Now the storm is more or less over, at least for the time being.L: I presume you know where you stand now.P: Yes. Hopefully I feel we're in a position to resume business negotiations now. But in those uncertain days about two weeks ago, most of the experts at our end refrained from quoting prices. U.S. dollar devaluation was imminent, and sterling was also under heavy pressure. We couldn't afford to take chances.外贸业务谈判进程:Withholding Offer暂停发盘(2)P: We've luckily survived this crisis. In order to put our business relations on a solid footing, we have come to explain the position ourselves.L: Good. We're really looking forward to doing business with you in the years to come.P: so are we. However, the tallow market has been quite strong for sometime and the prevailing price in the London market is around US$303 for bulk tallow.L: I'm sorry to say that we find your price unacceptable.P: Would you give me an indication as to the price you consider workable?L: I hope you would reconsider your price and bring it into line with the world market price.P: Well, I'll be glad to hear what you have in mind.L: I can only say that the prices from other sources are much lower than yours and their quality is indisputable.P: I admit that we' we in a disadvantageous position in the face of competition from other sources.L: I'm afraid you'll stand no chance if you don't fall into line with others.P: But we simply can't. The U.S. currency devaluation has put us in a disadvantageous position as regards export price. Surely you realize that.L: Indeed we do. But you should not neglect the advantage you enjoy in the cost of production. After all, we're prepared to come to terms with you if your price is reasonable. Think it over, Mr. Peter.P: Well, gibe me time then. I'll have to contact my head office.L: That's fine. Please let us know as soon as you hear from them.P: Certainly, I will.外贸业务谈判进程:Withholding Offer暂停发盘(3)L: Any good news?P: Well, I can hardly say that. However, I'm still hopeful…L: Have you got any cable reply from your head office?P: Yes, I have received a long cable. Actually, there's nothing new in the offer.L: You mean the price remains the same as yesterday?P: Yes, it is the same. But let me point out that the tallow market conditions have been anything but easy. The recent currency crisis has not made things any easier.L: Would you give me further information on the market conditions?P: I believe you have followed up the supply position, and you are as well informed as I am.L: And what about the supply position at your end?P: Situations are apt to change in the commodity market, you know. As far as tallow supplies are concerned, there are most pressing demands from clients in other parts of the world. The upward trend is quite strong. I hope you will realize our position.L: I gather from what you say, that the outlook is not very promising. It's rather disappointing that you come Australia to tell us of such a bleak prospectP: Things are not at all that bad. You may recall that we once drew your attention to drummed tallow. The situation in this item is slightly better. If you would accept this instead, we could supply the quantity you require.L: We are not interested in drummed tallow for the simple reason that its price is higher.P: I appreciated that. But there is a very firm tendency in the international market. We can hardly get hold of any sizable parcels of bulk tallow for immediate shipment. I may tell you that India just entered the market with an enquiry for 6,000 tons. This certainly has its effect on our market and also in the U.S.A. and Canada.L: We know this. But the question is whether they will accept such a high price.P: Anyway, there simply aren't any sizable parcels around. As the situation stands now, we can offer only 1,000 tons bulk tallow at the price quoted yesterday. If you can get your endusers interested in drummed tallow, we'll do our best to offer more, say 3,000 tons, with an additional charge for the drums and the drumming cost at US$45 per ton.L: I'm sorry I can't entertain your proposition.P: Well then, there is nothing I can do but to make a long distance call home tonight to see once what can be done.L: Please do. I hope to hear from you soon.P: I'll appreciate if you will give us a counter-offer.L: I'm afraid this can't be done. Unless you propose something definite together with some improvement on your price, we are not inclined to place a large order with you. However, in view of the friendly relations between us, we are willing to hold negotiations with you again day after tomorrow.P: All right then, I'll get in touch with my head office right away.外贸业务谈判进程:Payment and Delivery付款及装运(1)P: Well, we've settled the question of price, quality and quantity. Now what about the terms of payment?L: We only accept payment by irrevocable letter of credit payable against shipment documents.P: I see. Could you make an exception and accept D/A or D/P?L: I'm afraid not. We insist on a letter of credit.P: To tell you frankly, a letter of credit would increase the cost of my import. When I open a letter of credit with a bank, I have to pay a deposit. That'll tie up my money and add to my cost.L: Consult your bank and see if they will reduce the required deposit to a minimum.P: Still, there will be bank charges in connection with the credit. It would help me greatly if you would accept D/A or D/P. You can draw on me just as if there were a letter of credit. It makes no great difference to you, but itdoes to me.L: Well, Mr. Peter, you must be aware that an irrevocable letter of credit gives the exporter the additional protection of the banker's guarantee. We always require L/C for our exports. And the other way round, we pay by L/C for our imports.P: To meet you half-way, what do you say to 50% by L/C and the balance by D/P?L: I/m sorry, Mr. Peter, but I'm afraid I can't promise you even that. As I've said, we require payment by L/C.外贸业务谈判进程:Payment and Delivery付款及装运(2)L: To get around your difficulty, Mr. Peter, I'd suggest that you reduce your order by half. You can send in an additional order later.P: Well, I'll consider the possibility. By the way, when do I have to open the L/C, if I want the goods to be delivered in June?L: A month before the time you want the goods to be delivered.P: Could you possibly affect shipment more promptly?L: Getting the goods ready, making out the documents and booking the shipping space … all this takes time you know. You cannot expect us to make delivery in less than a month.P: Very well, Mr. Li. I'll not reduce my order. I'll take the full quantity you offer. And I'll arrange for the L/C to be opened in your favor as soon as I get home.L: When will that be?P: Early next week. In the meantime, I should be very pleased if you would get everything ready. I hope that the goods can be dispatched promptly after you get my L/C.L: You can rest assured of that. We'll book your order and inquire for the shipment space now, so that shipment can be affected within two or three after receipt of your L/C.P: That'll be fine. I appreciate your cooperation.L: Very good. Well, thanks to your cooperation, our discussion has been very pleasant and fruitful. I sincerely hope that the volume of trade between us will be even greater in future.P: I hope so too. Now that everything is settled, let's have a cup of tea, and get our minds off business for a change.外贸业务谈判进程:Payment and Delivery付款及装运(3)P: Well, Mr. Li, we've settled everything in connection with this transaction except the question of payment in Renminbi. Now,can you explain to me how to make payment in Renminbi?L: Many of our business friends in England, France, Switzerland, Italy and West Germany are paying for our exports in Chinese currency. It is quite easy to do so.P:I know some of them are doing that. But this is new to me. I've never made payment in Renminbi before. It is convenient to make payment in pound sterling, but I may have some difficulty making payment in Renminbi.L: Many banks in Europe now carry accounts in Renminbi with the Bank of China, Beijing. They are in position to open letters of credit and effect payment in Renminbi. Consult your bank s and you'll see that they are ready to offer you this service.P: Do you mean to say that I can open a letter of credit in Renminbi with a bank of London of Bern?L: Surely you can. Several of the banks in London, such as the Bank of China (London), the National Westminster Bank and Barclays Bank are in a position to open letters of credit in Renminbi. They'll do so against our sales confirmation or contract.P:I see外贸业务谈判进程:Shipment交货(1)S: Now we have settled the terms of payment. Is it possible to effect shipment during September?L: I don't think we can.史：我们已经谈妥了付款条件。

（1）、BarryBoehm：运用现代科学技术知识来设计并构造计算机程序及为开发、运行和维护这些程序所必需的相关文件资料。

（2）、IEEE在软件工程术语汇编中的定义：软件工程是：1.将系统化的、严格约束的、可量化的方法应用于软件的开发、运行和维护，即将工程化应用于软件；2.在1中所述方法的研究（3）、FritzBauer在NATO会议上给出的定义：建立并使用完善的工程化原则，以较经济的手段获得能在实际机器上有效运行的可靠软件的一系列方法。

目前比较认可的一种定义认为：软件工程是研究和应用如何以系统性的、规范化的、可定量的过程化方法去开发和维护软件，以及如何把经过时间考验而证明正确的管理技术和当前能够得到的最好的技术方法结合起来。

（4）、《计算机科学技术百科全书》中的定义：软件工程是应用计算机科学、数学及管理科学等原理，开发软件的工程。

软件工程借鉴传统工程的原则、方法，以提高质量、降低成本。

其中，计算机科学、数学用于构建模型与算法，工程科学用于制定规范、设计范型(paradigm)、评估成本及确定权衡，管理科学用于计划、资源、质量、成本等管理。

软件工程的目标是：在给定成本、进度的前提下，开发出具有可修改性、有效性、可靠性、可理解性、可维护性、可重用性、可适应性、可移植性、可追踪性和可互操作性并且满足用户需求的软件产品。

追求这些目标有助于提高软件产品的质量和开发效率，减少维护的困难。

生产一个最终能满足需求且达到工程目标的软件产品所需要的步骤。

软件工程过程主要包括开发过程、运作过程、维护过程。

它们覆盖了需求、设计、实现、确认以及维护等活动。

需求活动包括问题分析和需求分析。

问题分析获取需求定义，又称软件需求规约。

需求分析生成功能规约。

设计活动一般包括概要设计和详细设计。

概要设计建立整个软件系统结构，包括子系统、模块以及相关层次的说明、每一模块的接口定义。

详细设计产生程序员可用的模块说明，包括每一模块中数据结构说明及加工描述。

外贸英文版合同模板International Trade English Version Contract Template。

Article 1: Parties to the Contract。

This International Trade Contract is entered into by and between [Party A], a company duly incorporated and existing under the laws of [Country A], with its principal place of business at [Address A], and [Party B], a company duly incorporated and existing under the laws of [Country B], with its principal place of business at [Address B].Article 2: Subject Matter of the Contract。

The subject matter of this Contract is the sale and purchase of the following goods: [Description of Goods], hereinafter referred to as the "Goods". The quantity, quality, specifications, and price of the Goods shall be as specified in the attached Proforma Invoice.Article 3: Delivery Terms。

The delivery of the Goods shall be made in accordance with the terms specified in the attached Proforma Invoice. The delivery terms shall be governed by the International Commercial Terms (Incoterms) as specified in the Proforma Invoice.Article 4: Payment Terms。