学习情境十二
签订进口合同和国内销售合同
项目基本情况
签订进口合同
签订国内销售合同
1
2
3
CONTENTS目录
项目基本介绍1 Case Introduction
王鹏与两家韩国企业反复磋商，对方报价如下：
Socan Industries Inc.：
Hut Industries Inc.:
王鹏对两家韩国企业进行资信调查，结论如下：
Socan公司略好于Hut公司
王鹏决定：与Socan公司签订进口合同
如何调查？
客户资信调查
调查渠道
调查内容
项目基本介绍1 Case Introduction
签订进
口合同
•能根据进口磋商结果拟定
进口合同
能力目标
•从约首、本文和约尾三
部分拟定进口合同
•请对方签署合同
•熟悉进口合同文本
•掌握进口合同的商品品
质、数量、包装、价格、
运输保险等条款的内容
知识目标
操作演示
教学安排
Course arrangement
能力拓展
•能签订一份完整的进口合
同
操作演示
Operation presentation
第一步 签订进口合同
进口合同签署程序4
1 进口合同文本构成2
进口合同文本形式11
进口合同条款拟定3
操作演示
Operation presentation
合同文本形式
操作演示
Operation presentation
操作演示
Operation presentation
操作演示
Operation presentation
约首 本文 约尾
1.品质; 2.数量; 3.价格; 4.包装
;5.装运;6.保险; 7.支付; 8.检验
; 9.索赔; 10.仲裁;11.不可抗力
; 12.单据等
1.合同份数
2.合同使用文字及效力;
3.合同生效时间
4.当事人签字
1.合同名称
2.合同编号
3.订约日期、地点
4.订约双方当事人名称、地址
5.双方订立合同的意愿表示
操作演示
Operation presentation
约首
操作演示
Operation presentation
约尾
操作演示
Operation presentation
交易条件
品质条款
数量条款
包装条款
价格条款
运输条款
支付条款
保险条款
不可抗力
仲裁
争议解决
索赔
操作演示
Operation presentation
品质条款
要点：
构成：品名+品质描述
品名：专业术语准确（中文/英文）
品质描述：根据商品特性确定品质指标
凭样品或技术合同成交（如纺织品、机械设备）
As per the confirmed sample No.
As per the attachment No.
品质条款的拟定
1.商品品质描述方法
-- 实物样品表示法: 看货买卖、样品买卖
-- 文字说明表示法: 凭规格、等级、标准、产地、品牌、
说明书买卖等
2.商品品质描述方法选用原则
--商品特性决定商品品质描述方法
3.如果可以避免两类方法共同使用时，建议选用其中一种说
明方法。
知识链接
Related information
操作演示
Operation presentation
数量条款
要点：
构成：数+计量单位
注意1：溢短装条款
注意2：数量条款与规格、款式、大小等组合
包装条款
要点：
构成：包装材料+包装方式+包装标志
知识链接
Related information
数量条款的规定
商品数量表示构成：数+量
商品以重量计量时，注意重量计算方法
商品数量有明细规定时，即数量条款与其他条款有交叉影响
时，要特别注意
溢短装条款
UCP600的相关规定
a.信用证金额或信用证数量或单价前出现“约”、“近似”词语时，
应解释为允许有关金额或数量或单价有不超过10%的增减幅度。
b.在信用证未以包装单位件数或货物自身件数的方式规定货物数量时，
货物数量允许有5%的增减幅度，只要总支取金额不超过信用证金额。
要不要加？
加，有什么好处？
不加，有什么问题？
这些好处或问题是对买方还是卖方？
知识链接
Related information
包装条款的拟定
商品包装方式：包装材料+包装件数
商品包装标志, 尤其是运输标志
--正唛: 收货人名称缩写、参考号、目的港、件数;
--侧唛: 包装尺寸, 件数, 毛重, 净重等
操作演示
Operation presentation
价格条款
要点
构成：货币符号+单位价格+计量单位+贸易术语
注意：合同文本中贸易术语填写位置；
知识链接
Related information
USD PER PIECE FOB OSAKA
计价货币
计价货币
计价数量单位
价格术语
SAY . DOLLARS TWO THOUSAND ONLY
“大写”
金额
商品总价
“整”
（1）单价
（2）总价
操作演示
Operation presentation
要点：
构成：装运时间+装运港+目的港+分批转运规定
重点：装运时间的规定方法（必须结合支付方式确定）
1. 确定具体的装运时间；
2. 前T/T：收到预付款后XXX天；
within days after receipt of %
of the proceeds by T/T in advance.
3. 信用证：收到信用证后XXX天；
within days after receipt of the relevant
L/C.
Time of shipment
Shipment in March 2008
Shipment during Feb./Mar. 2008
Shipment at or before the end of May 2008
Shipment not later than July 31st 2008
Shipment on or before July 15th 2008
Shipment on or about July 15th 2008
Shipment within 45 days after receipt of L/C
操作演示
Operation presentation
操作演示
Operation presentation
Partial shipment and transshipment
Terms in S/C
Allowed/not allowed & Yes/ No
eg
“Partial shipment and transshipment are not allowed”
“Partial shipment is allowed, transshipment is not allowed”
“Partial shipment is allowed, transshipment at the port of
Shanghai is allowed.”
操作演示
Operation presentation
支付条款***
T/T
典型示例：付款方式—30%前T/T+70%凭提单传真件T/T
支付条款—付款方式+付款比例+付款时间
托收
典型示例：付款方式—30%前T/T+70%即期付款交单
支付条款—付款方式+付款比例+付款时间
信用证
典型示例：付款方式—信用证
支付条款—种类+开证时间+有效期
知识链接
Related information
电汇付款方式下支付条款拟定
付款时间选择；
1.前T/T（生产前 & 发货前）
2.后T/T（发货后 & 收货后）
付款比例确定；
%
2.部分比例、不同结算方式组合
付款组合选择；
知识链接
Related information
电汇付款方式下支付条款拟定
1.生产前：如，买方应于合同签订后7日内电汇30%预付款；
2.发货前：如，买方应于X年X月X日前电汇30%预付款；
3.发货后：如，70%货款凭提单传真件电汇支付；
4.收货后：如，买方应于收到货物后30天内支付货款；
托收支付方式下支付条款的拟定
托收项下交单的方式；
以汇票期限限定托收的期限；
知识链接
Related information
信用证项下支付条款的拟定
开证行；
信用证类型；
信用证送达时间；
信用证有效期及有效地点；
知识链接
Related information
保险条款的拟定
投保责任归属；
保险金额；
投保险别；
保险条款；
eg, Insurance is to be covered by ….for …% of invoice value
against…..with…at the rate of …, as per Ocean Cargo Clauses of The
People’s Insurance Company of China dated
操作演示
Operation presentation
能力拓展与任务 Training and Tasks
请拟订下列合同条款
品质条款
1. 气相色谱仪
2. 苹果
3. 皮包
4. 服装
5. 面料
针对上述商品拟定数量条款和包装条款
运输条款
1. 装运时间-请采用五种不同的装运时间规定方法拟定
装运时间
2. 装运地与目的地
3. 分批与转运
4. 装运通知或装船指示
The seller shall, within 48 hours after shipment,
advise by fax the buyer of the contract
number,commodity,quantity, invoiced value, gross
weight, name of vessel and the date of sailing etc.
能力拓展与任务 Training and Tasks
支付条款
1. 装运前T/T
2. 装运后见提单传真件T/T
3. 后T/T
4. 即期D/P
5. 远期D/P
6. D/A
7. 即期L/C
8. 远期L/C
9. 履约保函
10. 预付款保函
11. 混合支付方式
1.每种付款方式怎么操作?
2.对进出口哪一方更有利?
3.英语如何表达?
能力拓展与任务 Training and Tasks
检验条款
1.检验权归属
2.检验时间、地点
3.检验机构（检验标准）
4.检验内容
5.检验凭证（如果需要）
索赔条款
1.索赔依据
2.索赔期限
3.索赔方法（索赔权利范围）
4.罚金与违约金
能力拓展与任务 Training and Tasks
manufacturers shall before making delivery, make a precise and
comprehensive inspection of the goods as regards their quality, specifications,
performance and quantity/ weight, and issue certificate certifying that the goods
are in conformity with the stipulation of this contract. The certificates shall form
an integral part of the documents to be presented to the paying bank for
collection of payment but shall not be considered as final in respect of quality,
specifications, performance and quantity/ weight.
b. After arrival of the goods at the port of destination, if any discrepancies are
found regarding the specifications or the quantity /weight or both, except
those for which either the insurance company or the shipping company is
responsible, the Buyer shall, within 120 days after discharge of the goods at
the port of destination, have the right either to reject the goods or to claim
against the Seller on the strength of the relevant certificate issued.
c. Any and all claims shall be regarded as accepted if the Seller fails to reply within
30 days after receipt of the Buyer’s claim.
Sample of inspection and claim clause
能力拓展与任务 Training and Tasks
Settlement of Claims ：
In case the Sellers are liable for the discrepancies and a claim is made by the
Buyers within the period of claim or quality guarantee period as stipulated in
Clause 12 and 13 of this contract, the sellers shall settle theclaim upon the
agreement of the Buyers in the following ways:
a. Agree to rejection of the goods and refund to the Buyer the value of the goods
so rejected in the same currency as contracted herein, and to bear alldirect losses
and expenses in connection therewith including interest accrued, banking
charges, freight, insurance premium, inspection charges, storage, stevedore
charges and all other necessary expenses required for the custody and protection
of the rejected goods.
b. Devaluate the goods according to the degree of inferiority, extent of damage and
amount of losses suffered by the Buyers.
c. Replace the defective goods with new ones, which conform to the
specifications,quality and performance as stipulated in this contract, and bear all
expenses incurred to and direct losses sustained by the Buyers. The Sellers shall,
at the same time,guarantee the quality of the replacementgoods for a further
period of 12 month as specified in Clause 12 of this contract.
Sample of inspection and claim clause
能力拓展与任务 Training and Tasks
Force Majeure /不可抗力：
The Sellers shall not be held responsible for the delay in delivery or non-
delivery of the goods due to Force Majeure. However the Sellers shall
advise the Buyers immediately of the occurrence and within fourteen days
thereafter, the Sellers shall send by airmail to the Buyers for their
acceptance a certificate of the accident issued by the Competent
Government Authorities of the place where the accident occurs as evidence
thereof. Under such circumstances the Sellers, however, are still under the
obligation to take all necessary measures to hasten the delivery of the
goods. In case the accident lasts for more than ten weeks, the Buyer shall
have the right to cancel the contract.
由于人力不可抗拒原因而导致不能交货或装船延迟，卖方不负责任。
但卖方必须立即将事故电告买方并在事故发生后14日内将灾害发生地
点之有关政府机关所发的事故存在证明书航空邮寄给买方，并取得买
方的认可。在上述情况下，卖方仍负有采取一切必要措施从速交货的
责任。如果事故持续超过10个星期，买方有权取消合同。
Sample of inspection and claim clause
能力拓展与任务 Training and Tasks
Arbitration/仲裁：
All dispute in connection with this contract or the execution thereof shall be
settled friendly through negotiations. In case no settlement can be reached
through negotiation, the case should then be submitted for arbitration to the
Foreign Trade Arbitration Commission of the China Council for the
Promotion of International Trade, Beijing, in accordance with the
“Provisional Rules of Procedures of the Foreign Trade Arbitration
commission of China Council for the Promotion of International Trade”. The
arbitration shall take place in Beijing and the decision rendered by the said
Commission shall be final and binding upon both parties; neither party shall
seek recourse to a law court or other authorities for revising the decision.
The arbitration fee shall be borne by the losing part. Or the arbitration may
be settledin the third country mutually agreed on by both parties.
Sample of inspection and claim clause
能力拓展与任务 Training and Tasks
签订国内销
售合同
•能根据与国内需求企业的
磋商结果拟定国内销售合
同
能力目标
•签订国内销售合同
•熟悉国内销售合同文本
知识目标
操作演示
教学安排
Course arrangement
能力拓展
•根据进口合同签订国内销
售合同
第二步：签订国内销售合同
1.国内销售合同哪些条款与进口合同一致？
2.国内销售合同哪些条款与进口合同不一致？
操作演示
Operation presentation
知识链接
Related information
国内销售合同条款
主要依据:进口合同及操作实践
1. 品质条款:同进口合同
2. 数量条款:同进口合同
3. 包装条款:同进口合同
4. 价格条款:根据进口价格核算
5. 双方权责:
6. 交货:交货时间、交货地点
7. 货款结算:结算方式、结算时间、结算单据
支付、交付条款与进口合同不同；
支付依据：凭增值税发票、包装完毕且验收合格；
支付时间：交货前、交货后立即、交货后一段时间；
交付地点：工厂仓库、码头；
交付条件：货款付清、部分货款付清、指定时间；
国内购销合同没有贸易术语，所以需书面约定买卖双方责
任义务
知识链接
Related information
能力拓展与任务 Training and Tasks
南京丽霞进出口有限公司与Mayama Corporation签订进口
合同；
浙江金苑进出口有限公司与南京历玛机械股份有限公司签
订国内销售合同；
