国国 际际 贸贸 易易 实实 务务合同订立与履行案例与样本合同订立与履行案例与样本Course Structure第一篇：国际货物买卖合同条款第一篇：国际货物买卖合同条款第二篇：国际货物买卖交易洽商和合同订立第二篇：国际货物买卖交易洽商和合同订立第三篇：国际货物买卖合同的履行第三篇：国际货物买卖合同的履行第四篇：国际贸易方式第四篇：国际贸易方式合同订立与履行案例与样本合同订立与履行案例与样本第一篇：国际货物买卖合同条款第一篇：国际货物买卖合同条款1.1.货物名称与品质货物名称与品质2.2.货物的数量货物的数量3.3.货物的包装货物的包装4.4.货物术语货物术语5.5.货物的价格货物的价格6.6.货物的交付货物的交付7.7.货物的运输保险货物的运输保险8.8.货款的支付货款的支付9.9.货物的检验货物的检验10.10.争议、索赔、仲争议、索赔、仲裁和不可抗力裁和不可抗力合同订立与履行案例与样本合同订立与履行案例与样本1. 货物名称与品质货物名称与品质1. 1 货物名称货物名称n n“ “买卖合同是出卖人转移标的物的所有权于买买卖合同是出卖人转移标的物的所有权于买受人，买受人支付价款的合同。受人，买受人支付价款的合同。” ”中华人民共和国合同法第中华人民共和国合同法第130130条条n n规定货物名称应该注意的问题规定货物名称应该注意的问题1. 1.货物名称必须具体、明确货物名称必须具体、明确2. 2.货物名称的使用应该国际化货物名称的使用应该国际化3. 3.货物名称描述应该实事求是货物名称描述应该实事求是4. 4.必须考虑货物名称与运费关系和海关税则的规定必须考虑货物名称与运费关系和海关税则的规定合同订立与履行案例与样本合同订立与履行案例与样本1.2 货物品质货物品质n n货物品质，一般是指货物本质性的质量和外观形态。n n货物本质性的质量表现为货物的化学成分的构货物本质性的质量表现为货物的化学成分的构成、物理和机械性能、生物特征等；成、物理和机械性能、生物特征等；n n货物的外观形态则表现为货物的形状、结构、货物的外观形态则表现为货物的形状、结构、色泽、味觉等。色泽、味觉等。n n不同货物因其不同特点，选择不同的质量指标去表示不同货物的品质。合同订立与履行案例与样本合同订立与履行案例与样本货物品质的表示方法货物品质的表示方法n n实物样品表示 （Sale by Sample）n n文字说明表示（Sale by Description）合同订立与履行案例与样本合同订立与履行案例与样本样品表示方法样品表示方法n n凭卖方样品买卖（凭卖方样品买卖（Sale by Sellers SampleSale by Sellers Sample）n nRepresentative SampleRepresentative Sample原样原样n nDuplicate SampleDuplicate Sample复样复样n nSealed SampleSealed Sample封样封样n n凭买方样品买卖（凭买方样品买卖（Sale by Buyers SampleSale by Buyers Sample）n nReturn Sample or Counter SampleReturn Sample or Counter Sample回样或对等样品回样或对等样品n n参考样品（参考样品（Reference SampleReference Sample）n n根据英国货物买卖法规定，凭样品买卖包含下述默根据英国货物买卖法规定，凭样品买卖包含下述默示条件：示条件：1. 1.整批货物与样品一致；整批货物与样品一致；2. 2.买方应有合理机会进行整批货物与样品比较；买方应有合理机会进行整批货物与样品比较；3. 3.所交货物不得含有对样品进行合理检验所不易发现的、不适销的所交货物不得含有对样品进行合理检验所不易发现的、不适销的缺陷。缺陷。合同订立与履行案例与样本合同订立与履行案例与样本文字说明表示办法文字说明表示办法n n凭规格、等级、标准买卖（凭规格、等级、标准买卖（Sale by Specification, Sale by Specification, Grade of StandardGrade of Standard）n n凭商标、牌名买卖（凭商标、牌名买卖（Sale by Trade Mark or BrandSale by Trade Mark or Brand）n n凭产地名称（凭产地名称（Sale by the Name of OriginSale by the Name of Origin）n n凭说明书买卖（凭说明书买卖（Sale by DescriptionSale by Description）合同订立与履行案例与样本合同订立与履行案例与样本订立品质条款应注意的问题订立品质条款应注意的问题n n要正确使用货物品质的各种表示方法要正确使用货物品质的各种表示方法1. 1.明确每种表示方法的含义、特征及其法律责任；明确每种表示方法的含义、特征及其法律责任；2. 2.结合商品的特点和传统的做法选择适当的表示方法；结合商品的特点和传统的做法选择适当的表示方法；3. 3.学会综合运用学会综合运用n n要注意科学性和灵活性要注意科学性和灵活性n n规定品质机动幅度规定品质机动幅度1)1)规定范围规定范围2)2)规定极限规定极限3)3)规定上下差异规定上下差异n n规定品质公差（规定品质公差（Quality ToleranceQuality Tolerance）合同订立与履行案例与样本合同订立与履行案例与样本2. 货物的数量货物的数量2.1 货物数量的计算单位货物数量的计算单位n n重量（重量（WeightWeight）: gram, ounce, pound, long ton: gram, ounce, pound, long tonn n个数（个数（NumberNumber）: piece, pair, dozen, gross, ream: piece, pair, dozen, gross, reamn n长度（长度（LengthLength）: metre, foot, yard: metre, foot, yardn n面积（面积（AreaArea）: square metre, square foot, thickness, : square metre, square foot, thickness, n n体积（体积（VolumeVolume）: cubic meter, cubic foot: cubic meter, cubic footn n容积（容积（CapacityCapacity）: liter, gallon, bushel: liter, gallon, bushel合同订立与履行案例与样本合同订立与履行案例与样本2.2 计算重量的方法计算重量的方法n n毛重（毛重（Gross weightGross weight）n n净重（净重（Net weightNet weight）1. 1.实际皮重（实际皮重（Actual tareActual tare）2. 2.平均皮重（平均皮重（Average tareAverage tare）3. 3.习惯皮重（习惯皮重（Customary tareCustomary tare）4. 4.约定皮重（约定皮重（Computed tareComputed tare）n n公公量（量（Conditional weightConditional weight）n n理论重量（理论重量（Theoretical weightTheoretical weight）合同订立与履行案例与样本合同订立与履行案例与样本2.3 合同中的数量条款合同中的数量条款n n溢短装条款（More or less Clause/plus or minus）n nE.g. 100,000 yds 5% more or less at Sellers E.g. 100,000 yds 5% more or less at Sellers optionoptionn n约量（About Circa, Approximate）合同订立与履行案例与样本合同订立与履行案例与样本3. 货物的包装货物的包装n n货物包装的类型1. 1.散装货物（散装货物（Bulk cargo, cargo in bulkBulk cargo, cargo in bulk）2. 2.裸装货物（裸装货物（NudedNuded cargo cargo）3. 3.包装货物（包装货物（Packed cargoPacked cargo）n n货物包装的作用1. 1.保护商品在流通过程中品质完好和数量完整保护商品在流通过程中品质完好和数量完整2. 2.便于货物的储存、保管、运输、装卸、计数和销售便于货物的储存、保管、运输、装卸、计数和销售3. 3.节省开支、扩大销售、增加外汇收入节省开支、扩大销售、增加外汇收入合同订立与履行案例与样本合同订立与履行案例与样本3.2 出口货物包装的要求出口货物包装的要求n n科学性科学性n n牢固性牢固性n n经济性经济性n n美观性美观性n n适销性适销性合同订立与履行案例与样本合同订立与履行案例与样本3.3 货物包装的种类货物包装的种类n n运输包装（运输包装（outer packingouter packing）n n单件运输包装单件运输包装n n按包装造型可分为：按包装造型可分为：n n箱（箱（CaseCase），桶（），桶（DrumDrum），袋（），袋（BagBag），包（），包（BaleBale），捆），捆（BundleBundle），罐（），罐（CanCan）。）。n n按使用材料可分为：按使用材料可分为：n n纸箱（纸箱（CartonCarton），木箱（），木箱（Wooden CaseWooden Case），铁桶（），铁桶（Iron Iron drumdrum），塑料桶（），塑料桶（Plastic drumPlastic drum），袋和纸袋（），袋和纸袋（Paper bagPaper bag），），麻袋（麻袋（Gunny bagGunny bag）或塑料袋（）或塑料袋（Plastic bagPlastic bag）。）。n n集合运输包装集合运输包装n n集装包和集装袋（集装包和集装袋（Flexible containerFlexible container）n n托盘（托盘（PalletPallet）n n集装箱（集装箱（ContainerContainer）n n销售包装销售包装合同订立与履行案例与样本合同订立与履行案例与样本3.4 货物包装的标志货物包装的标志n n运输标志（shipping mark）n n指示性标志（indicative mark）n n警告性标志（warning mark ）合同订立与履行案例与样本合同订立与履行案例与样本3.5 订立包装条款时应注意的问题订立包装条款时应注意的问题n n规定包装条款时应明确具体n n考虑商品的性能、特点及所采用的运输方式n n适合有关国家和地区的现行法律规定合同订立与履行案例与样本合同订立与履行案例与样本4 贸易术语贸易术语4.1 贸易术语的含义和分类贸易术语的含义和分类n n(一) E组 (启运)n nEXW EXW 工厂交货工厂交货(指定地点指定地点) )n n(二) F组 (主要运费未付)n nFCA FCA 货交承运人货交承运人(指定地点指定地点) )n nFAS FAS 船边交货船边交货(指定装运港指定装运港) )n nFOB FOB 船上交货船上交货(指定装运港指定装运港) )合同订立与履行案例与样本合同订立与履行案例与样本n n( (三三) C) C组组 ( (主要运费已付主要运费已付) )n nCFR CFR 成本加运费成本加运费(指定目的港指定目的港) )n nCIF CIF 成本保险费加运费成本保险费加运费(指定目的港指定目的港) )n nCPT CPT 运费付至运费付至(指定目的港指定目的港) )n nCIP CIP 运费保险费付至运费保险费付至(指定目的港指定目的港) )n n( (四四) D) D组组 ( (到达到达) )n nDAF DAF 边境交货边境交货(指定地点指定地点) )n nDES DES 目的港船上交货目的港船上交货(指定目的港指定目的港) )n nDEQ DEQ 目的港码头交货目的港码头交货 ( (指定目的港指定目的港) )n nDDU DDU 未完税交货未完税交货 ( (指定目的地指定目的地) )n nDDP DDP 完税后交货完税后交货 ( (指定目的地指定目的地) )合同订立与履行案例与样本合同订立与履行案例与样本第二篇：国际货物买卖交易洽商和合同订立第二篇：国际货物买卖交易洽商和合同订立合同订立与履行案例与样本合同订立与履行案例与样本How to Establish Trade RelationshipStep 1: Pretrade contactStep 3: OfferStep 4: Counter-offerStep 5: AcceptanceStep 6: Signing contractStep 2: Inquiry合同订立与履行案例与样本合同订立与履行案例与样本Step 1: Pretrade contact合同订立与履行案例与样本合同订立与履行案例与样本How to Write a Business Letter for Establishing Trade RelationshipStating the source of informationStating the purpose of the letterIntroduction of your companyIntroduction of your companys productsGood-will ending to prompt responses合同订立与履行案例与样本合同订立与履行案例与样本Stating the Source of Your InformationEmbassyChamber of CommerceBanks or Third PartyCatalogueMultimedia or InternetTrade Fair or ExhibitionMarket Survey合同订立与履行案例与样本合同订立与履行案例与样本Examples:n nWe learned from the Commercial Counselors Office of our We learned from the Commercial Counselors Office of our Embassy in your country that you are interested in Chinese Embassy in your country that you are interested in Chinese handicraft.handicraft.n nMr. Jacques, Head of Arcolite Electric AG has recommended Mr. Jacques, Head of Arcolite Electric AG has recommended you to us as a leading importer in Korea of lightweight you to us as a leading importer in Korea of lightweight batteries for vehicles.batteries for vehicles.n nWe have obtained your name and address from the Internet.We have obtained your name and address from the Internet.n nOur market survey showed that you are the largest importer of Our market survey showed that you are the largest importer of cases and bags in Egypt.cases and bags in Egypt.合同订立与履行案例与样本合同订立与履行案例与样本Stating the Purpose of your Lettern nIn order to expand our products into South America, we are writing to you to seek cooperate possibilities.n nWe are writing to you to establish long-term trade relations with you.n nWe wish to express our desire to enter into business relationship with you.合同订立与履行案例与样本合同订立与履行案例与样本Introduction of Your Companyn nUsually the introduction of your company include the content Usually the introduction of your company include the content of its characteristic, business scope, mission statement, and of its characteristic, business scope, mission statement, and comparative advantages, like:comparative advantages, like:n nWe are a leading company with many years experience in We are a leading company with many years experience in machinery export business.machinery export business.n nWe enjoy a good reputation internationally We enjoy a good reputation internationally in the circle of in the circle of textiletextile. .n nWe have our principle as “Clients needs come first.”We have our principle as “Clients needs come first.”n nA credible sales network has been set up and we have our A credible sales network has been set up and we have our regular clients from over 100 countries and regions regular clients from over 100 countries and regions worldwide.worldwide.n nLocated in Shanghai, we take the advantage to set up our Located in Shanghai, we take the advantage to set up our solidified production basis in coastal and inland areas.solidified production basis in coastal and inland areas.合同订立与履行案例与样本合同订立与履行案例与样本Introduction of Your Companys Productsn nGeneral introduction:n nWe have a good variety of colors and sizes to meet with We have a good variety of colors and sizes to meet with different needs.different needs.n nOur product are enjoying popularity in Asian markets.Our product are enjoying popularity in Asian markets.n nTo give you a general idea of our products, we are To give you a general idea of our products, we are enclosing our catalogue for your reference.enclosing our catalogue for your reference.n nSpecific recommendation:n nArt No. 76 is our newly launched one with superb Art No. 76 is our newly launched one with superb quality, fashionable design, and competitive price.quality, fashionable design, and competitive price.合同订立与履行案例与样本合同订立与履行案例与样本Concluding wordsn nYour comments on our products or any information on your market demand will be really appreciated.n nWe are looking forward to your specific inquires.合同订立与履行案例与样本合同订立与履行案例与样本Case 1: Universal Trading Co. LTDn nPlayback:Playback: n nIn last weeks China Light Industrial Products Fair, a visitor In last weeks China Light Industrial Products Fair, a visitor from the Netherlands seemed to take an interest in the from the Netherlands seemed to take an interest in the plush toys produced by Universal Trading Co. Ltd., later he plush toys produced by Universal Trading Co. Ltd., later he was called away by something seemingly urgent and left a was called away by something seemingly urgent and left a name card to the stand.name card to the stand.n nTherefore your task is to:Therefore your task is to:n nStudy the introduction of your companyStudy the introduction of your companyn nAirmail some latest leaflets Airmail some latest leaflets n nWrite a business letter to find if there is some possibilities Write a business letter to find if there is some possibilities to enter into business relationship.to enter into business relationship.合同订立与履行案例与样本合同订立与履行案例与样本Introduction of Universal Trading Co. Ltdn n我公司是在上海浦东新区注册的一家我公司是在上海浦东新区注册的一家国营国营外贸企业。外贸企业。主要经主要经营各类轻工业产品的进出口业务营各类轻工业产品的进出口业务。近年来，随着公司内部的改革。近年来，随着公司内部的改革及业务量的迅速增加，公司在增强经济实力和改革管理体制方面及业务量的迅速增加，公司在增强经济实力和改革管理体制方面已经取得了巨大的成绩。已经取得了巨大的成绩。n n玩具部作为公司的主要业务部门之一，专营各类儿童玩具的玩具部作为公司的主要业务部门之一，专营各类儿童玩具的出口，包括塑料、木制、布制、陶瓷和毛绒玩具。产品主要销往出口，包括塑料、木制、布制、陶瓷和毛绒玩具。产品主要销往中国香港、欧洲、美国及亚洲市场。公司拥有诸多富有经验的玩中国香港、欧洲、美国及亚洲市场。公司拥有诸多富有经验的玩具开发人员及商务人员，并与上海及周边地区的十余家工厂建立具开发人员及商务人员，并与上海及周边地区的十余家工厂建立了密切的联系，公司可按客户的要求大批量定做各类玩具。了密切的联系，公司可按客户的要求大批量定做各类玩具。n n我公司竭诚寻求与国内外客户的合作机会。我们将提供最佳我公司竭诚寻求与国内外客户的合作机会。我们将提供最佳服务，按照互利互惠、共同发展的原则同全世界的经销商建立长服务，按照互利互惠、共同发展的原则同全世界的经销商建立长期稳固的联系。期稳固的联系。合同订立与履行案例与样本合同订立与履行案例与样本Name Card of the ClientTIVOLIPRODUCTS PLCPRUCHASING MANAGERCHILA TROOBORGBERSTOFSGAGE 48, ROTTERDAM, THE BERSTOFSGAGE 48, ROTTERDAM, THE NETHERLANDSNETHERLANDSTEL:+(31) 74 12 37 12 FAX:+(31)74 12 37 37TEL:+(31) 74 12 37 12 FAX:+(31)74 12 37 37合同订立与履行案例与样本合同订立与履行案例与样本n nHuaxin TradingTrading Co. Ltd.Co. Ltd.n nMarch 6, 2004March 6, 2004n nPurchasing DivisionPurchasing Divisionn nJames Brown & SonsJames Brown & Sonsn n#304-310 Jalan Street, Toronto, Canada#304-310 Jalan Street, Toronto, Canadan nTel No.: (+01) 7709910Tel No.: (+01) 7709910n nFax No.: (+01) 7701100Fax No.: (+01) 7701100n nE-mail.: E-mail.: n nDear Mr. Lockwood,Dear Mr. Lockwood,n nOur company, Huaxin Trading Co., Ltd., was established in 1980. So far, it has developed Our company, Huaxin Trading Co., Ltd., was established in 1980. So far, it has developed into a comprehensive one with import and export rights approved by the government. We into a comprehensive one with import and export rights approved by the government. We specialize in products both for industrial and civil use, such as mechanical and electrical specialize in products both for industrial and civil use, such as mechanical and electrical equipment, metal, building materials, chemicals, wooden articles, household necessities, equipment, metal, building materials, chemicals, wooden articles, household necessities, hardware and other light industrial products.hardware and other light industrial products.14th Floor Kingstar Mansion, 676 Jinlin Road Shanghai, ChinaZip Code: 200002Letter 1合同订立与履行案例与样本合同订立与履行案例与样本n nOur Our company company is is associated associated with with many many factories factories through through a a kind kind of of long-term long-term purchasing purchasing agreement agreement thus thus to to have have qualified qualified suppliers. suppliers. Meanwhile, Meanwhile, much much has has been been concentrated concentrated on on R&D R&D to to promote promote the the flexibility flexibility of of competing competing in in the the brisk brisk world world market. market. For For example, example, recently, recently, our our Daily Daily Articles Articles Division Division has has launched launched a a new new lie lie of of chinaware chinaware HX HX series, series, which which are are made made of of high high quality quality clay, clay, decorated decorated elegantly elegantly by by hand, hand, and and packed packed in in attractive attractive gift gift boxes. boxes. We We believe believe they they are are of of competing competing value value and and intend intend to to introduce introduce them them first first into into Canadian Canadian market. market. If If successful, successful, later later on, on, we we will will export export more more goods into this potential area.goods into this potential area.n nJust Just at at the the moment, moment, we we noticed noticed your your information information on on the the International International Business Business Daily. Daily. We We immediately immediately further further contacted contacted with with Echo Echo Corner, Corner, one one column column in in that that newspaper. newspaper. We We paid paid the the fee fee and and obtained obtained your your name name and and address. address. We We are are now now writing writing to to you you to to see if you are interested in our HX series.see if you are interested in our HX series.n nWe are also enclosing our latest catalogue for your reference.We are also enclosing our latest catalogue for your reference.n nYours sincerely,Yours sincerely,n nHuaxin Trading Co., Ltd.Huaxin Trading Co., Ltd.n nZhao Jianguo (Mr.)Zhao Jianguo (Mr.)n nDaily Articles DivisionDaily Articles Division合同订立与履行案例与样本合同订立与履行案例与样本n nHuaxin TradingTrading Co. Ltd.Co. Ltd.n nMarch 6, 2004March 6, 2004n nPurchasing DivisionPurchasing Divisionn nJames Brown & SonsJames Brown & Sonsn n#304-310 Jalan Street, Toronto, Canada#304-310 Jalan Street, Toronto, Canadan nTel No.: (+01) 7709910Tel No.: (+01) 7709910n nFax No.: (+01) 7701100Fax No.: (+01) 7701100n nE-mail.: E-mail.: n nDear Mr. Lockwood,Dear Mr. Lockwood,n nFrom the March 4 issue of the From the March 4 issue of the International Business DailyInternational Business Daily we have learned that you are in we have learned that you are in the market for chinaware, which just falls within our business scope. We are now writing to the market for chinaware, which just falls within our business scope. We are now writing to you to establish long-term trade relations.you to establish long-term trade relations.n nAs a leading trading company in Shanghai and backed by nearly 20 years of export As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and, experience, we have good connections with some reputable ceramics factories and, sufficient supplies and on-time delivery are guaranteed.sufficient supplies and on-time delivery are guaranteed.14th Floor Kingstar Mansion, 676 Jinlin Road Shanghai, ChinaZip Code: 200002Letter 2合同订立与履行案例与样本合同订立与履行案例与样本n nEnclosed please find our latest catalogue. Youll see that we can offer a Enclosed please find our latest catalogue. Youll see that we can offer a wide selection of quality dinner and tea sets ranging from the elegant wide selection of quality dinner and tea sets ranging from the elegant Chinese traditional styles, to the popular European modern designs.Chinese traditional styles, to the popular European modern designs.n nIn particular, we would like to inform you that we have a new line that may In particular, we would like to inform you that we have a new line that may be most suitable for your requirementsHX series. They are all made of be most suitable for your requirementsHX series. They are all made of first-class porcelain, decorated with hand-painted patterns, and packed in first-class porcelain, decorated with hand-painted patterns, and packed in eye-catching gift cases. Most of articles are available from stock.eye-catching gift cases. Most of articles are available from stock.n nWe are sure you will find a ready sale for our products in Canada as have We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA.other retailers throughout Europe and USA.n nPlease let us know if we may be of further assistance, and we are looking Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry.forward to your specific inquiry.n nYours sincerely,Yours sincerely,n nHuaxin Trading Co., Ltd.Huaxin Trading Co., Ltd.n nZhao Jianguo (Mr.)Zhao Jianguo (Mr.)n nDaily Articles DivisionDaily Articles Division合同订立与履行案例与样本合同订立与履行案例与样本Sample Letter n nDear Mr. Trooborg, Dear Mr. Trooborg, n nThank you for your interest in our products during the Thank you for your interest in our products during the 98 China Light Industrial Products Fair, Shanghai. It 98 China Light Industrial Products Fair, Shanghai. It was a pity that we didntt have the chance to talk was a pity that we didntt have the chance to talk with you in detail at that moment. with you in detail at that moment. n n (stating the source of information) (stating the source of information)n nWe are now writing you to introduce ourselves as one We are now writing you to introduce ourselves as one of state-owned large trading companies in Shanghai of state-owned large trading companies in Shanghai and express our wish to enter into business relations and express our wish to enter into business relations with you.with you.n n(stating the purpose of this letter and brief introduction)(stating the purpose of this letter and brief introduction)合同订立与履行案例与样本合同订立与履行案例与样本n nWe have a Toy Department specializing in the export of We have a Toy Department specializing in the export of various toys covering plastic, wooden, cloth and plush various toys covering plastic, wooden, cloth and plush articles. They are all fashionable designed and articles. They are all fashionable designed and competing well in the world market. competing well in the world market. n n(General introduction of products)(General introduction of products)n nOur plush toys in which you have shown special Our plush toys in which you have shown special interest have already enjoyed a high reputation in other interest have already enjoyed a high reputation in other European cities for their lovely styles, comfortable feel European cities for their lovely styles, comfortable feel and washable traits. Benefiting from the close and washable traits. Benefiting from the close relationship with a dozen of well-organized factories, relationship with a dozen of well-organized factories, we can assure you of the high quality as well as we can assure you of the high quality as well as punctuate shipment.punctuate shipment.n n(Specific introduction of products and other advantages)(Specific introduction of products and other advantages)合同订立与履行案例与样本合同订立与履行案例与样本n nIn addition, we have airmailed to you some latest leaflets for In addition, we have airmailed to you some latest leaflets for our plush toys, which may meet with your demand. If you our plush toys, which may meet with your demand. If you have any specific requirements, please let us know. We can have any specific requirements, please let us know. We can also produce according to your designated styles so long as the also produce according to your designated styles so long as the quantity is substantial.quantity is substantial.n n(Extension of more formal wishes to establish business relationship)(Extension of more formal wishes to establish business relationship)n nAs to our financial standing, you may refer to the Bank of As to our financial standing, you may refer to the Bank of China, Shanghai Branch (address, telephone, facsimile, email China, Shanghai Branch (address, telephone, facsimile, email address). We will appreciate it if you could inform us of your address). We will appreciate it if you could inform us of your bank reference.bank reference.n nWe are pleased to add you to our list of clients and looking We are pleased to add you to our list of clients and looking forward to your enquires. forward to your enquires. n n(concluding words)(concluding words)合同订立与履行案例与样本合同订立与履行案例与样本Step 2: Enquiry合同订立与履行案例与样本合同订立与履行案例与样本Words and Phrasesn ninquire/enquiry inquire/enquiry 询盘；询价；询购询盘；询价；询购to inquire about to inquire about 对对. .询价询价to make an inquiry to make an inquiry 发出询盘；向发出询盘；向. .询询价价inquirer inquirer 询价者询价者inquiry sheet inquiry sheet 询价单询价单specific inquiry specific inquiry 具体询盘具体询盘an occasional inquiry an occasional inquiry 偶尔询盘偶尔询盘firm price firm price 实价，实盘实价，实盘sales conditions sales conditions 销售条件销售条件to make delivery to make delivery 交货交货to make prompt-delivery to make prompt-delivery 即期交货即期交货payment terms payment terms 付款方式付款方式special orders special orders 特殊订货特殊订货合同订立与履行案例与样本合同订立与履行案例与样本Sample Sentencesn nHeavy enquiries witness the quality of our products.Heavy enquiries witness the quality of our products.大量询盘证明我们产品质量过硬。大量询盘证明我们产品质量过硬。As soon as the price picks up, enquiries will revive.As soon as the price picks up, enquiries will revive.一旦价格回升，询盘将恢复活跃。一旦价格回升，询盘将恢复活跃。Enquiries are dwindling.Enquiries are dwindling.询盘正在减少。询盘正在减少。 We regret that the goods you inquire about are not available. We regret that the goods you inquire about are not available.很遗憾，你们所询的货物现在无货。很遗憾，你们所询的货物现在无货。 We cannot take care of your enquiry at present. We cannot take care of your enquiry at present.我们现在无力顾及你方的询盘。我们现在无力顾及你方的询盘。Your enquiry is too vague to enable us to reply you.Your enquiry is too vague to enable us to reply you.你们的询盘不明确，我们无法答复。你们的询盘不明确，我们无法答复。合同订立与履行案例与样本合同订立与履行案例与样本n nNow that weve already made an inquiry about your articles, will you Now that weve already made an inquiry about your articles, will you please reply as soon as possible?please reply as soon as possible?既然我们已经对你们产品询价，可否尽快给予答复？既然我们已经对你们产品询价，可否尽快给予答复？Will you please tell the quantity you require so as to enable us to sort Will you please tell the quantity you require so as to enable us to sort out the offers?out the offers?为了便于我方报价，可以告诉我们你们所要的数量吗？为了便于我方报价，可以告诉我们你们所要的数量吗？Wed like to know what you can offer as well as your sales conditions.Wed like to know what you can offer as well as your sales conditions.我们想了解你们能供应什么，以及你们的销售条件。我们想了解你们能供应什么，以及你们的销售条件。 May I have an idea of your prices? May I have an idea of your prices?可以了解一下你们的价格吗？可以了解一下你们的价格吗？合同订立与履行案例与样本合同订立与履行案例与样本n nWould you tell us your best prices C.I.F. Hamburg for the chairs.Would you tell us your best prices C.I.F. Hamburg for the chairs.请告诉你方椅子到汉堡到岸价的最低价格。请告诉你方椅子到汉堡到岸价的最低价格。Can you give me an indication of price?Can you give me an indication of price?你能给我一个估价吗？你能给我一个估价吗？Please let us know your lowest possible prices for the relevant goods.Please let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。请告知你们有关商品的最低价。If your prices are favorable, I can place the order right away.If your prices are favorable, I can place the order right away.如果你们的价格优惠，我们可以马上订货。如果你们的价格优惠，我们可以马上订货。 When can I have your firm C.I.F. prices, Mr. Li? When can I have your firm C.I.F. prices, Mr. Li?李先生，什么时候能得到你们到岸价的实盘？李先生，什么时候能得到你们到岸价的实盘？Wed rather have you quote us F.O.B.prices.Wed rather have you quote us F.O.B.prices.我们希望你们报离岸价格我们希望你们报离岸价格合同订立与履行案例与样本合同订立与履行案例与样本n nHow long does it usually take you to make delivery?How long does it usually take you to make delivery?你们通常要多久才能交货？你们通常要多久才能交货？Could you make prompt delivery?Could you make prompt delivery?可以即期交货吗？可以即期交货吗？Would you accept delivery spread over a period of time?Would you accept delivery spread over a period of time?不知你们能不能接受在一段时间里分批交货？不知你们能不能接受在一段时间里分批交货？Could you tell me which kind of payment terms youll choose?Could you tell me which kind of payment terms youll choose?能否告知你们将采用哪种付款方式？能否告知你们将采用哪种付款方式？He inquired about the varieties, specifications and price, and so on and He inquired about the varieties, specifications and price, and so on and so forth.so forth.他询问了品种、花色和价格等情况。他询问了品种、花色和价格等情况。合同订立与履行案例与样本合同订立与履行案例与样本n nJames Brown & Sonsn nTO: Huaxin Trading Co., Ltd. (FAX: )TO: Huaxin Trading Co., Ltd. (FAX: )FM: James Brown & Sons (FAX: 01 7709910)FM: James Brown & Sons (FAX: 01 7709910)DT: March 8, 2004DT: March 8, 2004n nDear Mr. Zhao,Dear Mr. Zhao,Thank you for your letter of March 6. Thank you for your letter of March 6. We are much impressed by your HX series products, and we are particularly We are much impressed by your HX series products, and we are particularly interested in the following itemsinterested in the following itemsPlease quote us your best price for the above-mentioned items on CIFC5 Please quote us your best price for the above-mentioned items on CIFC5 Toronto as well as your terms of packing, shipment, payment, and Toronto as well as your terms of packing, shipment, payment, and insurance.insurance.#304-310 Jalan Street, Toronto, Canada#304-310 Jalan Street, Toronto, CanadaTel No.: (+01)7709910 Fax No.: (+01)7701100Tel No.: (+01)7709910 Fax No.: (+01)7701100合同订立与履行案例与样本合同订立与履行案例与样本n nIt would be helpful if you could supply relevant samples. Please advise It would be helpful if you could supply relevant samples. Please advise us the cost of these samples including postal charges so that we could us the cost of these samples including postal charges so that we could remit it to you.remit it to you.Our bank information is as follows: West LB (Europe) AGOur bank information is as follows: West LB (Europe) AG P.O Box22307, 3000CE, Rotterdam P.O Box22307, 3000CE, Rotterdam Tel:02 3288927 Fax: 02 3288933 Tel:02 3288927 Fax: 02 3288933We hope to hear from you soon.We hope to hear from you soon.Yours Sincerely,Yours Sincerely,Paul LockwoodPaul LockwoodPurchasing DivisionPurchasing DivisionJames Brown & SonsJames Brown & Sons合同订立与履行案例与样本合同订立与履行案例与样本Tips for Writing a Business Lettern nThe letter should be concise and clearThe letter should be concise and clearn nUsage of polite words or sentencesUsage of polite words or sentencesPlease/will you please/would you/could youPlease/will you please/would you/could youn nWould you tell us your best prices C.I.F. Hamburg for the chairs.Would you tell us your best prices C.I.F. Hamburg for the chairs.请告诉你方椅子到汉堡到岸价的最低价格。请告诉你方椅子到汉堡到岸价的最低价格。n nNow that weve already made an inquiry about your articles, will you please Now that weve already made an inquiry about your articles, will you please reply as soon as possible?reply as soon as possible?既然我们已经对你们产品询价，可否尽快给予答复？既然我们已经对你们产品询价，可否尽快给予答复？n nWed rather have you quote us F.O.B.prices.Wed rather have you quote us F.O.B.prices.我们希望你们报离岸价格我们希望你们报离岸价格合同订立与履行案例与样本合同订立与履行案例与样本n nUsage of passive stancen nPlease let us know your lowest possible prices for the relevant goods.Please let us know your lowest possible prices for the relevant goods.请告知你们有关商品的最低价。请告知你们有关商品的最低价。n nWhen can I have your firm C.I.F. prices, Mr. Li?When can I have your firm C.I.F. prices, Mr. Li?李先生，什么时候能得到你们到岸价的实盘？李先生，什么时候能得到你们到岸价的实盘？n nMay I have an idea of your prices?May I have an idea of your prices?可以了解一下你们的价格吗？可以了解一下你们的价格吗？n nIf you have any specific requirements , please let us know. If you have any specific requirements , please let us know. 合同订立与履行案例与样本合同订立与履行案例与样本Assignmentn nDescription:n nWrite an enquiry letter to Universal Trading Co. Ltd., stating your intention to obtain more information of the product.合同订立与履行案例与样本合同订立与履行案例与样本Step 3: Offer合同订立与履行案例与样本合同订立与履行案例与样本Requirementsn nA clear statement of main trade termsSpecificationSpecificationPricePriceQuantityQuantityPackagePackageShipmentShipmentPaymentPaymentInsuranceInsurance合同订立与履行案例与样本合同订立与履行案例与样本Sample sentences:n nThe minimum quantity is one 20 The minimum quantity is one 20 FCLFCL and with the purchase of two or and with the purchase of two or more containers, the price is reduced by 2%.more containers, the price is reduced by 2%. All these blankets are packed in plastic bags with zip of 1 piece All these blankets are packed in plastic bags with zip of 1 piece each, 20 pieces to a carton.each, 20 pieces to a carton.n nDelivery is to be made within 45 days after receipt of order.Delivery is to be made within 45 days after receipt of order.n nOur usual terms of payment are by confirmed irrevocable Our usual terms of payment are by confirmed irrevocable L/CL/C available available by draft at sight.by draft at sight.n nThe insurance shall be effected by the seller covering the invoice value plus The insurance shall be effected by the seller covering the invoice value plus 10%.10%.n nFor the Fancy Brand AGT-4 Garment sewing machine, the best price is For the Fancy Brand AGT-4 Garment sewing machine, the best price is USD 78.00 per set USD 78.00 per set FOB ShanghaiFOB Shanghai. .合同订立与履行案例与样本合同订立与履行案例与样本Terms Explanationn nPrice Terms: n nFOB Free on boardn nCFR Cost and freightn nCIF Cost, insurance and freightn n Packing Terms:n nFCL: Full Container Loadn nCf. LCL: Less than container load合同订立与履行案例与样本合同订立与履行案例与样本n nTerms of payments:RemittanceTelegraphic Transfer (T/T)Mail Transfer (M/T)Demand Draft (D/D)RemittancePayment after Arrival of the GoodsPayment in AdvanceCash against Documents (CAD)Remittance against Documents合同订立与履行案例与样本合同订立与履行案例与样本n nTerms of payments:CollectionDocuments against Acceptance (D/A)Documents against Payment (D/P)Clean bill for collectionDocumentary bill for collection合同订立与履行案例与样本合同订立与履行案例与样本Letter of Credit (L/C)合同订立与履行案例与样本合同订立与履行案例与样本Words and Phrasesn ndishonour dishonour 拒付拒付n ndeferred payment deferred payment 延期付款延期付款n nprogressive payment progressive payment 分期付款分期付款n npayment on terms payment on terms 定期付款定期付款n npayment in part payment in part 部分付款部分付款n npayment in full payment in full 全部付讫全部付讫n npayment by installment payment by installment 分期付款分期付款n npayment respite payment respite 延期付款延期付款n npayment at maturity payment at maturity 到期付款到期付款n npayment in advance payment in advance 预付（货款）预付（货款）n nCash With Order (C.W.O) Cash With Order (C.W.O) 随订单付现随订单付现n nCash On Delivery (C.O.D) Cash On Delivery (C.O.D) 交货付现交货付现n nCash Against Documents (C.A.D) Cash Against Documents (C.A.D) 凭单付现凭单付现n npay on delivery (P.O.D) pay on delivery (P.O.D) 货到付款货到付款n npayment in kind payment in kind 实物支付实物支付合同订立与履行案例与样本合同订立与履行案例与样本n nPlease protect our draft on presentation.Please protect our draft on presentation.请见票即付。请见票即付。n nYour draft will be honoured on presentation.Your draft will be honoured on presentation.你方的汇票见票即付。你方的汇票见票即付。n nThe draft was discounted in New York.The draft was discounted in New York.汇票已经在纽约贴现。汇票已经在纽约贴现。n nOur draft No.36 was dishonoured.Our draft No.36 was dishonoured.我们的第三十六号汇票被拒付了。我们的第三十六号汇票被拒付了。n nThe draft has not been collected.The draft has not been collected.汇票之款尚未收进。汇票之款尚未收进。n nWell be unable to meet these draft.Well be unable to meet these draft.我们无力兑付这些汇票。我们无力兑付这些汇票。n nWeve drawn a clean draft on you for the value of this sample shipment.Weve drawn a clean draft on you for the value of this sample shipment.我们已经开出光票向你方索取这批货的价款。我们已经开出光票向你方索取这批货的价款。n nWeve drawn on you for payment of the invoice amounting to $20,000.Weve drawn on you for payment of the invoice amounting to $20,000.我们已经按照发票金额我们已经按照发票金额2020，000000美圆向你方开出了汇票。美圆向你方开出了汇票。n nThe draft has been handed to the bank on clean collection.The draft has been handed to the bank on clean collection.汇票已经交银行按光票托收。汇票已经交银行按光票托收。合同订立与履行案例与样本合同订立与履行案例与样本n nDear Mr. TrooborgDear Mr. Trooborgn nWe are pleased to receive your inquiry of March 13 and to hear We are pleased to receive your inquiry of March 13 and to hear that you are interested in our plush toys.that you are interested in our plush toys.n nWe would like to quote as follows based on per 20 FCL. We would like to quote as follows based on per 20 FCL. n nShipment: To be effected within 2 months from receipt of the Shipment: To be effected within 2 months from receipt of the relevant L/C.relevant L/C.n nPayment: By sight L/C.Payment: By sight L/C.n nInsurance: For 110% invoice value covering All Risks and War Insurance: For 110% invoice value covering All Risks and War Risks.Risks.We will keep this offer valid only for 7 days.We will keep this offer valid only for 7 days.合同订立与履行案例与样本合同订立与履行案例与样本