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第六章订货和购货确认书学习目标了解订单、购货合同和确认书的基本内容重点掌握购货确认书和合同形式和要求了解订购合同信函往来书写的典型句型和表达用语概述如果卖方的报价（offer）无条件地被买方接受，或者买卖双方经过贸易条款磋商达成一致，由买方发出订单；或买方根据卖方报价直接发出订单，再由卖方对订单进行函电确认以后，交易就进入了定购货物阶段。这时可由卖方寄发销售合同或者销售确认书，也可由买方在订购货物时直接把购货合同或者购货确认寄给卖方。购货合同和购货确认书是买卖双方在通过交易磋商达成交易后，由买方出具并寄给双方加以确认的列明达成交易条件的书面证明，经买卖双方签署的确认书，是法律上有效的文件，对买卖双方具有同等的约束力。第一节订购和购货合同与销售合同类似，购货合同在进出口贸易中也主要有两种形式，即正式合同(contract)和合同确认书(confirmation)。购货合同和购货确认书是由买方出具并寄给对方加以确认的列明达成交易条件的书面证明，虽然繁简不同，但经买卖双方签署确认后，具有同等法律效力，对买卖双方均有约束力。对于在国际贸易中大宗商品或成交额较大的交易，多采用正式合同，即购货合同；而对于金额不大，批数较多的小土特产品或轻工产品，或者已订立代理、包销等长期协议的交易多采用合同确认书，即购货确认书。第二节购货合同和相关函电往来DearSirs,PurchaseContractNo.478购货合同478Onviewing阅读thesamplesandpricelistyousentusonJune1,wehavethepleasureinplacingwithyouthefollowingtrial尝试order,whichweexpect希望yourimmediateandbestattention.Item商品Quantity数量CIFLondonCIF伦敦Coffeecups3000US$50.00per100US$50.00per100件Teacups2000US$50.00per100US$50.00per100件Teapots茶壶1000US$5.00eachUS$5.00each件Packing:Inwoodencases,40piecespackedinonecaseShipment:Prompt即期shipmentfromTianjinPayment:ByIrrevocable不可撤销的L/CavailablebydraftatsightPleasenotethattheporcelainwaresshouldbeofthesamequalityasthatusedinthesample.Weexpecttofindagoodmarketforthesegoodsandhopetoplacefurther继续的andlargerorderswithyouinthenearfuture.EnclosedareourPurchaseContractsinduplicate二倍的forsignature.Pleasesignandreturnonecopyforourfile文件,档案.Upon一旦receiptofyourconfirmation,anL/Cwillbeissued出具.Sincerelyyours,PurchaseContract购货合同ContractNo.（合同编号）：＿＿＿＿＿＿＿＿＿＿＿Date（签订日期）:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿Signedat（签订地点）:＿＿＿＿＿＿＿＿＿＿＿＿＿TheBuyer（买方）:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿Address（地址）：＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿Tel（电话）:＿＿＿＿＿＿Fax（传真）:＿＿＿＿＿＿E-mail（电子邮箱）:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿TheSeller（卖方）:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿Address（地址）:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿Tel:＿＿＿＿＿＿＿＿Fax:＿＿＿＿＿＿＿＿＿E-mail:＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿＿TheSellerandtheBuyeragreetoconclude签订thisContractsubjectto根据thetermsandconditionsstatedbelow：买卖双方同意按照下列条款签订本合同：1.Name,SpecificationsandQualityofCommodity（货物名称、规格和质量）:2.Quantity（数量）:＿＿＿%moreorlessallowed（允许＿＿＿的溢短装）3.UnitPrice（单价）:＿＿＿＿＿＿＿4.TotalAmount（总值）:＿＿＿＿＿＿＿5.TermsofDelivery（交货条件）:FOB/CFR/CIF＿＿＿6.CountryofOriginandManufacturers（原产地国与制造商）:Shall的用法1.(用于第一人称,表示将来)将,会：Ishallbetwentynextyear.明年我就二十岁了。2.(用在问句中表示征求对方意见,主要用于第一、第三人称)...好吗?要不要...?Shallwebeginnow?我们现在开始好吗?3.(用于第二、第三人称,表示说话人的意图、命令等)必须,应：Heshallstayinbed.他必须躺在床上。4.(用在条约、规章、法令等文件中表示义务或规定)应,必须：Intrudersshallbepunished.非法闯入者将遭处罚。Thesellershallkeeptheequipmentingoodrepair.卖方须完好地维护设备。7.Packing（包装及标准）:Thepackingofthegoodsshallbepreventivefromdampness,rust,moisture，erosionandshock,andshallbesuitableforoceantransportation/multiple多个的transportation.TheSellershallbeliable负责任的foranydamageandlossofthegoodsattributableto由于theinadequate不适当的orimproper不适当的packing.Themeasurement,grossweight,netweightandthecautions提醒suchas“Donotstackup处于某种状态sidedown”,“keepawayfrommoisture”,“Handlewithcare”shallbestencilled标明onthesurfaceofeachpackagewithfadeless不退色的pigment颜料.货物应具有防潮、防锈蚀、防震并适合于远洋运输的包装，由于货物标准不良而造成的货物残损、灭失应由卖方负责。卖方应在每个包装上用不褪色颜色标明尺码、包装箱号码、毛重、净重及“此端向上”、“防潮”、“小心轻放”等标记。FOB，CIF，CFR的用法比较1.FOB,FREEONBOARD离岸价,货物越过船舷以前的所有费用和风险由发货方承担。free指没有责任，board指甲板。2.CIF,COSTINSURANCEFREIGHT到岸价加保险,货物到目的港的一切费用,保险由发货方承担.3.CFR（C&F）,COSTANDFRIEGHT是一个意思.和CIF比起来只是不含保险.8.ShippingMarks（唛头）:＿＿＿＿＿＿＿9.TimeofShipment（装运期限）:＿＿＿＿＿＿＿10.PortofLoading（装运口岸）:＿＿＿＿＿＿＿11.PortofDestination（目的口岸）:＿＿＿＿＿＿＿12.Insurance（保险）:Insuranceshallbecovered包括bythe＿＿＿＿＿for110%oftheinvoicevalueagainst＿＿＿＿＿Risksand＿additionalRisks.（按发票金额110%投保＿＿＿险和＿＿＿附加险。）13.TermsofPayment（付款条件）:(1)LetterofCredit:TheBuyershallin＿＿daysprior在…之前tothetimeofshipment/afterthisContractcomesintoeffect,openanirrevocableLetterofCreditinfavoroftheSeller.TheLetterofCreditshallexpire到期＿＿daysafterthecompletionofloadingoftheshipmentasstipulated规定.信用证方式：买方应在装运期前/合同生效后＿日，开出以卖方为受益人的不可撤销的议付信用证，信用证在装船完毕后＿日内到期。(2)Documentsagainstpayment:Aftershipment,theSellershalldraw出具asightbillofexchange即期汇票ontheBuyeranddeliver传送，转交thedocumentsthroughSellersbankand＿＿＿＿＿BanktotheBuyeragainstpayment,i.eD/P.TheBuyershalleffectthepaymentimmediatelyuponthefirstpresentationof提交thebill(s)ofexchange.付款交单：货物发运后，卖方出具以买方为付款人的付款跟单证，按即期付款交单（D/P）方式，通过卖方银行及＿＿银行向买方转交单证，换取货物。(3)DocumentsagainstAcceptance:Aftershipment,theSellershalldrawasightbillofexchange即期汇票,payable＿＿daysaftertheBuyersdelivers传送thedocumentsthroughSellersbankand_＿＿BanktotheBuyeragainstacceptance(D/A＿＿days).TheBuyershallmakethepayment付款ondateofthebillofexchange.承兑交单：货物发运后，卖方出具以买方为付款人的付款跟单汇票，付款期限为＿后＿日，按即期承兑交单（D/A＿日）方式，通过卖方银行及银行，经买方承兑后，向买方转交单证，买方在汇票期限到期时支付货款。(4)Cashondelivery(COD):TheBuyershallpaytotheSellertotalamountwithin＿＿daysafterthereceiptofthegoods(ThisclauseisnotappliedtotheTermsofFOB,CFR,CIF).货到付款：买方在收到货物后—天内将全部货款支付卖方（不适用于FOB,CFR,CIF术语）14.DocumentsRequired（单据）:TheSellershallpresent提交thefollowingdocumentsrequiredtothebankfornegotiation议付/collection托收:卖方应将下列单据提交银行议付/托收：(1)Fullsetof全套的cleanonboardOcean海运/Combined联运Transportation/Land陆运BillsofLading提单andblankendorsed背书marked标明freightprepaid已付/tocollect;标明通知收货人/受货代理人的全套清洁的、已装船的、空白抬头、空白背书并注明运费已付/到付的海运/联运/陆运提单。(2)Signedcommercialinvoice商业发票in＿＿copiesindicatingContractNo.,L/CNo.(TermsofL/C)andshippi