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合同 CONTRACT日期：合同号码：Date: Contract No.:买方： (The Buyers) 卖方： (The Sellers)兹经买卖双方同意成交下列商品，订立条款如下：This contract is made by and between the Buyers and the Sellers, whereby the Buyers agree to buy and the Sellers agree to sell the under-mentioned goods subject to the terms and conditions as stipulated hereinafter:(1) 商品名称:Name of Commodity：(2) 数量：Quantity:(3) 单价：Unit price:(4) 总值：Total Value:(5) 包装：Packing:(6) 生产国别：Country of Origin :(7) 支付条款：Terms of Payment:(8) 保险：Insurance:(9) 装运期限：Time of Shipment:(10) 起运港：Port of Lading(11) 目的港：Port of Destination:(12)索赔：在货到目的口岸45天内如发现货物品质，规格和数量与合同不附，除属保险公司或船方责任外，买方有权凭中国商检出具的检验证书或有关文件向卖方索赔换货或赔款。
Claims:Within 45 days after the arrival of the goods at the port of destination, should the quality, specifications or quantity be found not in conformity with the stipulations of the contract, except those claims for which the insurance company or the owners of the vessel are liable, the Buyers shall have the right on the strength of the inspection certificate issued by the C.C.I.C and the relative documents to claim against the Sellers for compensation of changing the goods or indemnity.(13)不可抗力：由于人力不可抗力的原由发生在制造，装载或运输的过程中导致卖方延期交货或不能交货者，卖方可免除责任,在不可抗力发生后，卖方须立即电告买方并在14天内以空邮方式向买方提供事故发生的证明文件，在上述情况下，卖方仍须负责采取措施尽快发货。
外贸函电》译文Lesson 2Enquiries例1:询问按样生产问题敬启者：贵公司是否能按照我们的要求丝网印刷运动衫(T-恤衫)目前，我们正扩展自己的业务，想增加收藏版产品的生产。
我们正在寻找能够按照我们要求的标准和设计进行生产的生产商。
由于所生产的运动衫是为了满足收藏，补缺市场的需求，质量方面要求非常严格。
虽然，每一种设计图案所生产的运动衫的数目可能不是很大，但是我们愿意出高于普通运动衫的价格。
同时，各种设计图案的知识产权属于我方所有，贵公司在未经我们的同意，是不允许生产复制品或者将图案卖给第三方的。
为了确保收藏价值，任何有工艺缺陷的产品需要被销毁。
我们严禁这些产品在其它任何市场，包括贵公司所在国的国内市场上出售。
如果贵公司对这项合作感兴趣的话，请报最低离岸价，并说明最早的交货周期。
如果贵方价格具有竞争力，并且交货时间可以接受，我方打算与贵方大量货。
盼早日接到贵公司的答复。
例2：寻求供货敬启者：我们接受所有器具生产商和五金器皿供应商的报价。
但我们只需要整箱数量，请提供以下信息：·完整的生产线和详细的介绍·20英尺集装箱的价格，每一种集装箱可以有2到4个模型·交货和运输的时间·质量保证方针·付款条件请务必保证所提供的模型是按照美国能量的衡量标准所生产的。
盼早日接到贵公司的答复。
安德鲁·斯蒂文Exercises一，单项选择题1.如果你没有意见的话，我们将用102号型号的代替101型号的。
2.请告知我们市场的发展态势。
3.我们想更多的了解贵公司在南亚商品交易会上宣传的商品。
4.我们已经收到您10月12号的询函。
5.我们已经收到您10月15号的询函，其中你提到了我们的开司米绒非常感兴趣。
6.我们已收到你9月12号的信函，很高兴得知您对我们的加热器感兴趣。
7.我们将很高兴给您提供更多关于我们机床的信息。
8.如果您能提供给我们关于您现有的出口商品的细节的话，我们将不胜感激。
Dear Sirs,Re: Electric CookerWe are in the market for electric cookers. Please send us your latest catalogue, sample books and details of your specifications, informing us of your price CIF …. Please also state your earliest possible delivery date, your terms of payment and discounts for regular purchase. If your prices prove reasonable and satisfactory, we shall soon place a large order with you.Faithfully yours,Letter ReplyingDear Sirs,We welcome you for your inquiry of … and thank yo u for your interest in our products. We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for. Also under separate cover, we are sending you some sample books.We allow a proper discount in view of this first business between us. As to the terms of payment, we usually require Letter of Credit payable at sight. And shipment will be effected within one month after receipt of the relevant L/C.We await your acceptance by fax.Faithfully yours,Unit 4Dear Mr. Duvall,Thank you for your e-mail expressing your interest in our products.As requested, we quote as follows:The Pressed TumblerAF101 USD15.00 per gross CIF SydneyUSD12.60 per gross FOB ShanghaiAF102 USD14.20 per gross CIF SydneyUSD12.30 per gross FOB ShanghaiPacking: For AF101, 4 gross to a carton; For AF102, 5 gross to a carton.Shipment: Within one month after receiving the relevant L/C.Terms of Payment: By L/C at sight.Insurance: On CIF basis, to be effected by the seller covering All Risks.This quotation is valid for 5 days.In addition, we have airmailed to you our latest catalogue. If any of the items interests you, please let us know.Your early reply appreciated.×××Dear Sir or Madam,Your email of Mar. 7 is well received with thanks, but we regret that we didn’t agree on the price. You think only at a competitive price can a new product enter into a market. In fact, we have realized that when we made the offer. Through our study of your market situation, we are confident the price of $8.20 per pair is reasonable. We indeed have had orders from many countries at this price.We’d like to point out that there are various reasons whether a new product could be well received or not. We believe that you will do successful business with the present price and proper sales promotion. We can guarantee the punctuate delivery.We are looking forward to your early reply.Yours sincerely,Letter 2to; at; of; with; in; on; for; from; onto; into; byDear Sirs,Thank you for your letter of September 15, 2011, and the inquiry enclosed for our White Rabbit pajamas.At your request, we are making you a firm offer (1) for 20000 dozen women’s pajamas at US$48.5 per dz. CFRC5% Lagos (2) by shipment in March, 2012. Payment is to be made by confirmed, irrevocable L/C payable (3) by draft (4) at sight. This offer is firm subject to your reply reaching us within one week. The relative sample and catalogue have been sent (5) by separate mail.Please note all the prices quoted are bottom prices and no counter-offer will be accepted. If you agree to the above, please make confirmation as soon as possible so as to enable us to make the necessary arrangements.We are looking forward to your early reply.Yours sincerely,第五单元Letter 1to; at; of; with; in; on; for; from; onto; into; byDear Sirs,Re: ChinawareWe have noted your fax (1) of October 10, 2011 regarding the captioned goods and regret that our offer has not been accepted.We have to point out that your counter-offer is obviously (2) the low side. The price we offered is entirely (3) in line (4) with the market level and has been accepted by many other customers.However, we now agree (5) to your interest to renew our offer till the end of this month and recommend that you fax us your confirmation without delay.Yours faithfully,Letter 2to; at; of; with; in; on; for; from; onto; into; by Dear Sirs,We are in possession of your letter dated July 5, 2011 offering us Jinling Brand automatic washing machine at US$120 per set CIF Guangzhou inclusive (1) our 5% commission. While appreciating the quality of your lines, we made a careful study of your offer. We find that your prices are too high to be acceptable. In fact, some suppliers have been actually lowering their prices to push sales in the past three months. In order to make your product more competitive (2) in our market, we suggest that you reduce prices (3) by 10%. If you agree to our counter-suggestion, regular orders (4) of large numbers will be placed. Otherwise, we would have to place our order elsewhere.Please let us have your e-mail confirmation (5) at your earliest convenience.Yours sincerely,第六单元Letter 1to; at; of; with; in; on; for; from; onto; into; by Dear Sir or Madam:We wish to refer (1)to the recent exchange of faxes and are pleased to confirm having concluded (2) you a transaction of 30 metric tons (3) groundnut kernels. Enclosed is our sales contract No.345 (4) in duplicate which we request that you please countersign and return one copy to us (5) for our file. We trust you will open the relative L/C at an early date.As regards your requirement for Green Beans, we are working on this issue and will manage to let you have an offer some time next week.Yours sincerely,Letter 2to; at; of; with; in; on; for; from; onto; into; by Dear Sirs,We are pleased to have booked (1) from you an order (2) of 300 metric tons of Groundnut Oil. Our order sheet is enclosed and the relative credit will be opened within the next few days.Our buyers have agreed to allow partial shipments (3) on this order, which will enable you to make shipment (4) the three months from April to June. We would appreciate it very much if you could try to make shipment in 3 monthly equal lots.It might interest you to know that all our buyers are among the leading dealers (5) edible oils in this district. It is very likely that they might duplicate their order before the month is out.Your close cooperation will be highly appreciated.第七单元Letter 1Dear Mr. Chen,Thank you for your letter of September 21, 2011 (1) in which you enclosed your pricelist and catalogue.As we find both quality and prices satisfactory, we are pleased to give you a trial order(2) for the following items (3) the understanding from stock (4) at the price named....(order form)Since our customers urgently require all these items, we hope you will make delivery(5)at an early date.Your quick answer would be appreciated.Letter 2Dear Mr. Snyder,We refer (1)to your fax of July 30, 2011 regarding the repeat order (2) for Garment. We regret that we are unable to fill your order, as our manufactures are heavily committed.We will, however, keep your order and as soon as we are (3) in a position to accept new orders we will contact you by fax.(4)With regard to stock lines, we are enclosing a list (5) of your information. Should you be interested in any items, please inform us of your requirements.第八单元Letter 1Dear Mr. James,We refer (1)to your contract No.368 covering lumber (2) for the amount of US$8000 and contract No.369 (3) of iron pipes (4) for the amount of US$7000.Since both the contracts are less than 10000 (5) of value, we would like you to accept D/P as the term of payment.We hope that this arrangement will meet with your approval and look forward to your early reply. Yours sincerely,P. MedwayPurchasing ManagerLetter 2Dear Mr. Medway,We have received your letter in which you ask for an easier term (1) for payment.In consideration of the very pleasant business relationship we have had with your firm for more than 15 years, we have decided to agree (2) to your suggestion. We shall, therefore, in future draw (3) on you (4) at60 days, documents (5) acceptance, and trust that this term will suit your requirements.We hope that our concession will result in a considerable increase of your orders. We can assure you that we will always try our best to execute them to your complete satisfaction.Sincerely yours,第九单元Letter 1Dear Sirs,Thanks for your order (1) for our men’s shirts of December 12. We would like to recommend to you our latest package (2) the order, which is strong and economical.We pack our shirts in a polythene(聚乙烯) bag and then (3) to a cardboard box, one dozen to a carton. Each carton is lined (4) a polythene sheet and secured by overall strapping, so that the content is protected (5) against dampness.We await hearing from you and wonder if our suggestion meets your requirements.Yours faithfully,Letter 2Dear Sirs,Re: Order No.668Thank you very much (1) for your letter dated August 1. We have immediately passed the information onto our clients who are now actively working (2) your counter price. Meanwhile, our clients wish to know the details of the packing of your lotus nuts. i. e.A. How are the goods packed and packaged? Are they suitable (3) marketingin supermarkets?B. What measures will you take to protect the goods from dampness or rain?C. What measures will you take to prevent the inner packing (4) from being tornapart? Please provide us with any information regarding the above (5) return mail. We look forward to hearing from you soon.第十单元Letter 1Dear Sirs,We are glad to learn (1)from your letter that you have accepted our order (2) for two sets of digital recording equipments. The remittance will be sent (3) to you (4) in a few days.Since the transaction is made (5) on FOB basis we will advise you of the details of the shipment arrangement after our booking shipping space...Yours faithfully,Letter 2Dear Sirs,(1)With regard to our order No.123 we have still not obtained any news about the shipment from your end since issuing of the L/C seven weeks ago.As you have been informed in one of our previous letters our customers are (2)at urgent need of the goods we ordered and have been pressing us (3) a punctual delivery.(4)Under the circumstances we will be least likely to extend the L/C if you fail to deliver the goods within the validity.We look forward to receiving your consignment (5)without delay.Yours faithfully,Letter 1Dear Sirs,We wish to insure the following leather shoes (1) the PICC (2) WPA including TPND and FWRD (3) f or the amount of US$3 000.These goods are now lying (4) Deck No.3 Huangpu Port of Guangzhou waiting to be shipped (5) S.S. “Morning Star”due to sail for Antwerp tomorrow morning.Could you cover the insurance for the above goods, on our behalf, with Guangzhou Branch of the PICC immediately﹖Yours faithfullyLetter 2Dear Sirs,This is to acknowledge the receipt (1) your letter asking us to cover the leather shoes (2) from Guangzhou (3) to Antwerp on behalf of you.We have gone through all the insurance procedures with the PICC Guangzhou Branch. The premium is (4) at the rate of 0.8% of the declared value against the risks you demanded. The insurer is preparing the policy and will send to you (5) at one day or two. And they have confirmed that the consignment is held covered as from today.Yours faithfully,十二单元Letter 1Dear Sirs,Thanks for your prompt execution (1) our order No.432.We regret having to inform you that (2) checking, we found that the shipment was 200kg short delivered which can be evidenced (3) the survey report enclosed.As the sales season is coming very soon, please send us the short-shipped goods without delay. At the same time please accept our claim (4) you for our loss amounting (5)US$2 000 plus the inspection fee.Thank you in advance for your cooperation.Yours faithfully,Letter 2Dear Sirs,We are (1) receipt of your letter of July 10 and regret to note your complaint respecting the Woolen Goods we sent you by S. S. “Dongfeng”.We have booked (2) the matter in our records, and so far as we can find, the goods in question were in first-class condition when they left here, as was evidenced by the bill of lading. It is, therefore, quite obvious that the damage complained (3) must have taken place in transit. In the circumstances, we are apparently not liable (4) the damage and would advise you to claim (5) the shipping company who should be held responsible.At any rate, we thank you for bringing this to our attention and if you feel it necessary we shall be pleased to take the matter up on your behalf with the shipping company concerned.Yours faithfully。
Terms of PaymentWarm- upHow many instruments of payment do you know?How many basic methods of payment do you know?Have you ever heard about L/C?Why is L/C generally used in international trade?Learning objectives⏹To learn the basic three instruments of payment –bill of exchange, promissory note and cheque.⏹To learn the modes of payment in int’l trade – remittance, collection, letter of credit.⏹To be aware of the advantage and disadvantage under different payment methods.⏹To learn the letter of asking for easier terms⏹To learn the letter of replying for negotiate payment termsTerms of PaymentThe terms of payment are an important part of the sales contract both sellers and buyers are concerned about.Conditions under which the seller and buyer agree to settle the financial amount of the sales contract.International payment arrangements are much complicated because:Financial instruments⏹In int’l trade, currencies and bills are two major means of payment.⏹It is difficult for the buyer to pay and the seller to deliver the goods face to face.⏹They use documents to fulfill their respective obligations, i.e., the seller delivers the goods and is paid against the documents, meanwhile the buyer makes payment and get the goods against the documents. Banks are intermediaries, and bills are instruments of payment.Instruments of Int’l SettlementClassification of drafts1.According to time when the draft falls due:----Sight (Demand ) Bill(Draft)----Time ( Usance) Bill (Draft)2.According to the Shipping documents attached or not:----Clean Bill (no conditions)----Documentary Bill3.According to who the drawer is:----Commercial Bill----Banker’s Bill※An Example of a Banker’s DraftAn Example of a Commercial DraftPromissory Note 本票中国建设银行现金支票样本Three Main Methods of PaymentTypes of RemittanceRemittance is chiefly used forPayment in advance;Cash with order;Delivery first and payment afterwards;Small quantity of goods;Commission;Sundry chargesTypes of Remittance⏹Mail Transfer, M/T⏹Cheap but slow, seldom used⏹Telegraphic Transfer, T/T⏹Fast and safe for exporter to get the money⏹The most commonly used type of remittance⏹Demand Draft, D/D⏹Flexible to draw money⏹Convenient for the exporterTypes of CollectionTypes of Collection⏹Collection belongs to commercial credit.⏹The banker only functions as a middleman, and his obligation is only to provide services of delivering documents and collect payment. The seller sends goods first, and gets payment later. Whether the seller can get the payment or not is reliable on the buyer’s credit. The buyer gets financing from the seller.Letter of Credit, L/C信用证⏹A L/C is a conditional written undertaking given by bank on the request of an importer to pay at sight or at determinable future date a certain amount of money to the exporter against stipulated documents, provided that the terms and conditions of the credit are complied with.Letter of Credit, L/C信用证The Characteristics of L/CThe advantages of using an L/CIt is reliable and safe for both sellers and buyers.Because the issuing bank use its own credit to guarantee the payment of orders.The disadvantages of using an L/CComplicated procedure of applying for a L/CBanks will charge service fee for issuing a L/C, therefore it add more cost to the buyer.Confirmed , Irrevocable,Documentary Credit, at sight⏹Modes of payment means a series of acts or operations to realize the funds flow from one country to another.Modes of Int’l PaymentDocumentary CreditRevocable Documentary CreditIrrevocable Documentary CreditConfirmed Irrevocable CreditSight Payment Credit/Negotiation Credit议付Deferred Payment Credit/Acceptance Credit承兑Transferable CreditNon-transferable CreditRevolving Credit循环信用证Reciprocal Credit对开Anticipatory Credit预支信用证Remittance and Collectioncommercial credit offered by companies.Letter of Creditbanker’s credit offered by banks.Letter of CreditL/C: the most generally used method of payment, which is reliable and safe for both sellers and buyers.Characteristics of L/C(1) L/C is an independent instrument compared to contract, and not affected by contract.(2) The bank bears responsibility of First Payment.(3) The bank bears responsibility of the documents not the commodity itself.---- “Document Business”(4) L/C is an agreement among the bankers, beneficiary, opener and all other parties concerned and all parties concerned will be bound by the term on L/C.Terms of PaymentQuestionsQuestionsMain points of Asking for easier paymentOpening:a.reference to the relative order or contract; Mention the contract, goods, etc.Body :b.putting forward favorable payment terms; Propose the terms of paymentC.stating the reasons;Closing:d.expecting acceptance. Wish the reader to accept.Sample letter study1. Agree to the requirements:Opening:a.receiving the letter; State that you have received the letter.Body :b.acceptance of the payment terms;C.stating the reasons of acceptance;Give your reply of agreeing or refusing and your reason.Closing :d.expecting cooperation of acceptance. State your good will and your wish to do business with the reader.2. disagree to the requirements:Opening:a.receiving the letter;Body :b.expressing refusal and stating reasons;C.providing suggestions of new payment terms or insisting on previous terms;Closing :d.hoping to cooperate in the future.Amending payment termsWords & PhrasesDear Mr. Smith,Referring to the contract No. 123, we place an order with you for12000 Spinning Machine (纺纱机) Parts.In the past, our purchases of Spinning Machine Parts from you havenormally been paid by confirmed, irrevocable letters of credit. Thisarrangement has cost us a great deal of money. From the moment weopen the credit until our buyers pay us normally it ties up funds for aboutfour months. This is currently a particularly serious problem for us in view ofthe difficult economic climate and the prevailing high interest rates.If you could offer us easier payment terms, it would probably lead to anincrease in business between our companies. We propose either cash againstdocuments on arrival of goods, or drawing on us at three months’ s ight.We hope our request will meet with your agreement and look forward toyour early reply.Writing StepsUseful ExpressionsUseful ExpressionsWords & PhrasesDear Mr. Clinton,We enclose our Order No. 365. We have examined thespecifications and price list for your range of cotton shirts andnow wish to place an order with you.In the past we have traded with you on a sight credit basis.We would now like to propose a different arrangement. Whenthe goods are ready for shipment and the freight spacebooked, you will fax us and we will then remit the full amountby telegraphic transfer (T/T).We are asking for this payment so that we can giveour customers a specific delivery date and also save theexpense of opening a letter of credit. As we believe thatthis arrangement should make little difference to you andhelp with our sales, we trust that you will agree to ourrequest.We look forward to receiving confirmation of our orderand your agreement to the new arrangements forpayment.Writing StepsUseful ExpressionsUseful ExpressionsWords & PhrasesWriting StepsUseful ExpressionsUseful ExpressionsWords & PhrasesDear Mr. Merton,Thank you for your letter of 11 November 2005.We have considered your request for a trial deliveryof china on documents against acceptance terms, butregret to say that we cannot agree to your proposal.As an exception, the best we can do for the trial is tooffer D/P.If you accept our proposal you run very little risk, sinceour china is well known for its quality, attractive design andreasonable price. Our lines sell very well all over the worldand have done so far for the last 50 years. We do not thinkyou will have any difficult in achieving a satisfactoryvolume of sales.If you find our proposal acceptable, please let us knowand we can then expedite the transaction.Yours sincerely ,Writing StepsUseful ExpressionsAnalyzing the letterParagraph 1: identifying the referenceParagraph 2: accepting the proposal, giving the reasonsParagraph 3: making it clear that the concession does not apply to future transactions Paragraph 4: detailing the enclosureLanguage Points1. pay v. 付款1) pay in advance 预付2) pay by installments 分期付款3) pay on delivery 货到付款4) pay by 30 days L/Cpay by time L/C at 30 days以见票后30天议付的信用证付款5) pay by sight L/C 以即期信用证付款We trust you will pay our draft on presentation.我们相信你方在见到我们的汇票时即照付。
