项目六 销售合同教学课件.ppt

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1、2015外贸英语外贸英语函电函电Module 6Sales ContractModule 6 Sales Contract项目项目六六 销售合同销售合同【目标要求】知识目标：知识目标： 了解销售合同的结构和基本条款。了解销售合同的结构和基本条款。 掌握销售合同签订函及会签函的格式和写作特点以及核心词汇和常用句掌握销售合同签订函及会签函的格式和写作特点以及核心词汇和常用句型。型。能力目标：能力目标： 能运用所学词汇和句型撰写符合要求的销售合同签订函及会签函。能运用所学词汇和句型撰写符合要求的销售合同签订函及会签函。【工作情境】 Yvonne收到收到Mark订单后立即根据订单内容制订销订单后立即根

2、据订单内容制订销售合同，交由公司审核、签字盖章后第一时间寄送给售合同，交由公司审核、签字盖章后第一时间寄送给Mark并致函要求其会签后返还一份以便存档。并致函要求其会签后返还一份以便存档。【任务导入】根据上述工作情境，以根据上述工作情境，以Yvonne的名义给的名义给Mark写一封销售合写一封销售合同的签订函，要求：同的签订函，要求：1. 感谢并确认接受对方的订单；感谢并确认接受对方的订单；2. 告知第告知第SC2014050517号合同正本一式两份已通过号合同正本一式两份已通过UPS快快递寄送给对方，请对方收到后及时会签并寄回一份以便存档；递寄送给对方，请对方收到后及时会签并寄回一份以便存档

3、；3. 表示最终达成交易的喜悦以及希望双方按合同履约，合作表示最终达成交易的喜悦以及希望双方按合同履约，合作愉快。愉快。Part One【 案例分析】Case studySubject: Sales Contract No.SC2014050517 for SHUTER Office PensMay 5th, 2014Dear Mark,Thank you for your Order No.ST-PS1500C regarding the captioned goods and we take the pleasure in confirming the acceptance of your

4、 order.We wish to inform you that due to super quality and reasonable price, our pens sell well in the world, which will help you increase your market share steadily. As to the shipment, we will provide punctual shipment as what is said in the contract.Enclosed please find our Sales Contract No.SC20

5、14050517 in duplicate. Please countersign it and return one copy for our files.Looking forward to the covering L/C at your earliest convenience.Best regards,Yvonne XianEncl. Sales Contract No. SC2014050517Part Two【知识拓展】拓展点拓展点确认订单的形式确认订单的形式国际货物买卖合同国际货物买卖合同 合同内容合同内容 签订合同签订合同 1.确认订单的形式 国际贸易中，确认订单的形式没有特

6、定限制，常见的有以下几种形式：合同（Contract），确认书（Confirmation），协议书（Agreement），订单（Order），备忘录（Memorandum），形式发票（Proforma Invoice，P/I）。在我国外贸业务中，确认订单主要使用合同和确认书这两种形式。2.国际货物买卖合同 国际货物买卖合同是确定买卖双方各自的权利与义务的书面形式，是贸易国际货物买卖合同是确定买卖双方各自的权利与义务的书面形式，是贸易磋商成功的最终标志和体现。合同根据草拟人不同，有销售合同（磋商成功的最终标志和体现。合同根据草拟人不同，有销售合同（Sales Contract）和购货合同（）和购

7、货合同（Purchase Contract），前者由卖方草拟，后者由买方），前者由卖方草拟，后者由买方草拟。草拟。 3.合同内容 合同内容一般包括三部分：合同内容一般包括三部分：（1）约首约首 Preamble：包括合同名称、合同编号、缔约双方名称和地址、：包括合同名称、合同编号、缔约双方名称和地址、电报挂号、电传号码、双方订立合同的意愿和执行合同的保证。电报挂号、电传号码、双方订立合同的意愿和执行合同的保证。（2）本文本文 Body：包括品名、品质规格、数量或重量、包装、价格、交：包括品名、品质规格、数量或重量、包装、价格、交货条件、运输、保险、支付、检验、索赔、不可抗力和仲裁等内容。货条件

8、、运输、保险、支付、检验、索赔、不可抗力和仲裁等内容。（3）约尾约尾 End：包括合同适用的法律、惯例、合同的有效日期、合同的：包括合同适用的法律、惯例、合同的有效日期、合同的有效份数及保管办法、合同使用的文字及其效力、订约日期、订约地点和有效份数及保管办法、合同使用的文字及其效力、订约日期、订约地点和双方当事人签字等内容。双方当事人签字等内容。签订合同的信函要写得简明扼要、清楚正确，以避免差错和延误。其结构大致如下：1）开头：确定达成贸易协议。e. g. We are pleased to confirm your order for the T-shirts on the followin

9、g terms. 我们很高兴确认贵方按以下条件订购T恤的订单。2）正文：表明随函附上相关合同，并要求对方会签并返还一份供存档。 e.g. Enclosed please find our sales confirmation No.1112 in duplicate for your counter-signature. Please sign and return one copy to us for our record. 随函附寄我方第1112号销售确认书一份，请查收。请会签后尽快寄回一份供我方备案。3）结尾：表达对合同顺利执行的愿望。e. g. We hope that the con

10、tract will be fulfilled smoothly and successfully.希望本合同能够顺利并成功地履行。4. 签订合同思考思考 订立有效合同的形式、订立有效合同的形式、内容和注意事项有哪些？内容和注意事项有哪些？Useful expressions and sentences1.contract 合同contractor 订约人，承包人contractual 合同的，契约的make a contract 签订合同place a contract 订立合同enter into a contract 订立合同sign a contract 订立合同close a con

11、tract 订立合同draw up a contract 拟定合同draft a contract 起草合同Useful expressions and sentencesget a contract 得到合同land a contract 得到（拥有）合同countersign a contract 会签合同repeat a contract 重复合同an executory contract 尚待执行的合同a nice fat contract 一份很有利的合同originals of the contract 合同正本copies of the contract 合同副本a writte

12、n contract 书面合同Useful expressions and sentences2. We are pleased to accept the following order as per your fax of April 4 and ours of April 8. 根据贵方4月4日和我方4月8日的传真，我们很高兴接受以下订单。3. We have accepted your order No. 111 for ladies clothing and are sending you our Sales Confirmation No. BS-043. 我们已经接受贵方第111

13、号订购女士服装的订单，并随函附上我方第BS-043号销售确认书。4. We will e-mail the contract to you within the next week. 我们将在下周内将合同通过电子邮件的形式发给你们。Useful expressions and sentences5. Although your price is below our level, we accept, as an exception, your order with a view to initiating business with you. 尽管贵方价格低于我方要求，但我们破例接受贵方订单，

14、希望能与贵方开展贸易。6. We confirm having accepted your Order No. 85 for 100000 yards of Printed Cotton, Art No.1002. 我们已接受贵方第85号订单购买1002号印花布10万码。7. Please let us know the color assortment and open the covering L/C in our favor in accordance with the contract stipulations. 请告知我方颜色搭配并按合同规定开立以我方为受益人的有关信用证。 Usef

15、ul expressions and sentences8. We confirm having accepted your order for 5MT Dried Chilies, new crop at GBP 80 per MT CIF London for shipment in October. 我方确认接受贵方订购5公吨干辣椒，每公吨CIF伦敦价80英镑，10月装船。9. We have succeeded in putting through the deal of 30 tons of garlic. 我们已达成了30吨大蒜的交易。10.We are pleased to ha

16、ve finalized this business with you and expect that we can expand the trade between us in the future. 我们很高兴这次能与贵方达成交易，并期待着将来可以拓展我们之间的交易。 Part Three【案例参考】案例参考签订销售确认书Sample Letter 1“寄送形式发票Sample Letter 2“合同会签函：对销售合同签订函的回复Sample Letter 3“Sample Letter 1 签订销售确认书Subject: Sales Confirmation No. GK-30-2014

17、SCDear Sirs,We wish to refer to the recent exchange of faxes and are pleased to confirm having concluded with you a transaction of 30 metric tons of groundnut kernels. Enclosed is our Sales Confirmation No. GK-30-2014SC in duplicate which we request you countersign and return one copy to us for our

18、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 faithfully，LawrenceSample Letter 2 寄送形式发票Subject: A Reply from an Exporter to Sending Proforma I

19、nvoiceDear David,In reply to your request dated February 28, we have pleasure in sending you herewith our proforma invoice in triplicate. Please let us know by email your acceptance and the approved import licence.For your information, our offers usually remain open for about a week. As we received

20、large number of orders from our clients, it is probable that our present stock may soon run out. We would suggest that you place your order with us at an early date.We look forward to hearing from you.Best wishes,EricSample Letter 3 合同会签函：对销售合同签订函的回复Subject: Reply to the Sales Contract No. APS511862

21、4Dear Sirs,Thank you very much for your letter of September 21, 2014, concerning the Sales Contract No. APS5118624.We have checked the entire contract and are satisfied with it. Enclosed please find one signed copy for your file.We have applied for the L/C through our bank in your favor to cover the

22、 said products and would be grateful if you can execute the order as quickly as possible.We are looking forward to your reply.Yours faithfully,FredPart Four【实训练习】I.英译汉 1. Sales Contract 2. countersign 3. subject goods 4. enclosed please find 5. punctual shipment 1.销售合同销售合同 2. 会签会签 3. 标题货物标题货物 4. 随函附

23、上随函附上 5. 按时装运按时装运KEYSI.汉译英 6. 确认订单确认订单 7. 达成交易达成交易 8. 销售确认书销售确认书 9. 一式两份一式两份 10. 供我方存档供我方存档 6. confirm an order 7. conclude a transaction / come to terms 8. Sales Confirmation 9. in duplicate 10. for our fileKEYSII.单项选择1. Please _ one copy of Purchase Confirmation completed _ your countersignature.A

24、. send, with B. fill, on C. fill, with D. return, with2. We would assure you of doing everything possible _ punctual shipment. A. ensuring B. to be ensured C. to ensure D. while ensuring3. Our delay in payment was _ temporary accounting difficulties. A. due to B. owe to C. because II.单项选择4. We are l

25、ooking forward to _ your L/C for S/C No.123. A. receive B. receiving C. be received D. be receiving5. We enclosed our Purchase Confirmation No.4848 _ duplicate.A. in B. for C. with D. through6. Please countersign the S/C and return one copy _ our record.A. for B. in C. on D. toII.单项选择7. Please open

26、the covering L/C _ our favor.A. at B. for C. in D. to8. We hope that you will _ the quality of our products.A. satisfy B. satisfactory C. be satisfied with D. be satisfactory to9. Regarding stock shirts, we are enclosing a list _. A. for checking B. for your information C. for ordering D. for bookin

27、g10. We _ a long and successful cooperation. A .forward B. to C. for D. look forward toIII.英汉句型互译英汉句型互译1. With reference to the goods you ordered, we have decided to accept your order at the same price as that of last year.KEY: 关于你方的订货，我方决定以去年的价格接受你方订单。关于你方的订货，我方决定以去年的价格接受你方订单。2. We have accepted yo

28、ur Order No. 11 and are sending you our Sales Contract No. E108.KEY: 我们已经接受贵方第我们已经接受贵方第11号订单，并随函附上我方第号订单，并随函附上我方第E108号销售号销售合同。合同。III.英汉句型互译英汉句型互译3. Please prepare the sales contract in both English and Chinese versions.KEY: 请准备中英两种文字版本的销售合同。请准备中英两种文字版本的销售合同。4. We hope that the contract will be fulfi

29、lled smoothly and successfully. KEY: 希望本合同能够顺利并成功地履行。希望本合同能够顺利并成功地履行。5. If there is evidence of a breach of contract by either party, the contract may be cancelled immediately.KEY: 如果有证据显示任意一方违反合同，合同将立即被取消。如果有证据显示任意一方违反合同，合同将立即被取消。6.我方寄送第我方寄送第789号销售确认书一式两份，请签名并返还一份供我方号销售确认书一式两份，请签名并返还一份供我方存档。存档。KEY:

30、 We are sending you our Sales Confirmation No.789 in duplicate. Please sign and return one copy for our file.7.感谢贵方感谢贵方5月月5日关于日关于500箱罐头牛肉的订单，我方愿意按附寄销售箱罐头牛肉的订单，我方愿意按附寄销售合同所示确认接受。合同所示确认接受。 KEY: Thank you very much for your order of May 5 for 500 cases canned beef. We are pleased to confirm our accepta

31、nce as shown in the enclosed contract.III.英汉句型互译英汉句型互译8.我们很高兴这次能与贵公司达成交易，期待着将来可以拓展我们之我们很高兴这次能与贵公司达成交易，期待着将来可以拓展我们之间的交易。间的交易。KEY: We are pleased to have finalized this business with you and expect that we can expand the trade between us in the future.9.作为回复，我们确认按照下列条款与条件向你方出售商品。作为回复，我们确认按照下列条款与条件向你方出

32、售商品。 KEY: In reply, we confirm that we will sell you the goods on the following terms and conditions.10.我们确认接受你方订单。我们确认接受你方订单。KEY: We confirm our acceptance of your order.III.英汉句型互译英汉句型互译Part Five【技能训练】1、案例信函翻译： 给下面信函写一个英文标题，将信函翻译成中文。Subject: _Dear Sirs,We thank you for giving us the order for our s

33、hirts.We have accepted it and sent you our enclosed Sale Contract No.121 in duplicate. Please countersign it as soon as possible and return one copy to us for our file.We confirm that delivery will be made by Mar. 15, 2014 as requested. Please open the irrevocable L/C in our favor through the Bank o

34、f China.We sincerely hope that this exchange of business will be an initial one of many to our mutual advantage.Yours faithfully,Daisy参考答案：Subject: Sales Contract No.121 for Shirts.敬启者：敬启者： 感谢贵方对我方衬衫的订单。感谢贵方对我方衬衫的订单。 我们已经接受你方订单，并随函附上我方第我们已经接受你方订单，并随函附上我方第121号销售合同一式两份。请尽快会签并返还一份供我号销售合同一式两份。请尽快会签并返还一份

35、供我方存档。方存档。 我们确认会按要求在我们确认会按要求在2014年年3月月15日之前交货。日之前交货。请通过中国银行开立以我方为受益人的不可撤销信请通过中国银行开立以我方为受益人的不可撤销信用证。用证。 我们诚恳地希望，这次交易是双方互利贸易往来我们诚恳地希望，这次交易是双方互利贸易往来的开始。的开始。 谨上谨上2、情境信函写作 David是印度尼西亚PT BumiResources Tbk 公司的销售经理，该公司专营煤炭的销售。Elena是广州鼎新贸易有限公司的业务员，打算从印度尼西亚进口一批煤炭，David 和Elena经过多次磋商达成交易，双方准备签订销售合同。（1）工作情境：）工作情

36、境：2、情境信函写作 a. 根据上述工作情境，以根据上述工作情境，以David的的名义写一封销售合同签订函；名义写一封销售合同签订函； b. 以以Elena的名义回复的名义回复David，写，写一封销售合同会签函。一封销售合同会签函。（2）工作任务：）工作任务：2、情境信函写作a. 感谢对方对本公司产品的订单；感谢对方对本公司产品的订单；b. 告知对方随函附上了第告知对方随函附上了第348号销售号销售合同一式两份，请及时会签并返还一合同一式两份，请及时会签并返还一份以供存档；份以供存档；c. 表示将按照合同要求按时装运；表示将按照合同要求按时装运；希望对方尽快开来相关信用证；希望对方尽快开来相关信用证；d. 感谢对方的合作，并期待建立长感谢对方的合作，并期待建立长久的贸易关系。久的贸易关系。（3）任务要求：）任务要求：2015THANK YOU