銷售合同培訓(xùn)資料課件

Task5.1

Contract第一頁，共二十頁。Contents1.AimsandRequirements2.Tasks3.Usefulsentences&Homework第二頁，共二十頁。AimsandRequirementsInthischapter,studentsarerequiredtograspasfollows:1.Knowtheconceptionandperformanceofcontract2.Knowhowtowritealetteraboutcontractperformance3.Mastersomenegotiationstrategies.

4.Graspsomewords,expressionsandtypicalsentencesaboutcontract第三頁，共二十頁。TeachingtasksTask1.LearnsomebasicknowledgeofcontractTask2Learnsomecontractsandlettersofcontractperformance,masterhowtowrite.Task3Learnsomenegotiationstrategies.Task4Usefulwords,expressionsandsentencesTask5Practice第四頁，共二十頁。Task1.LearnsomebasicknowledgeofcontractAbusinesscontractmainlyincludesthefollowingterms:1)Commodityname2)Quality3)Quantity4)UnitPrice5)TotalAmount6)Payment7)Packing8)DeliveryTime9)LoadingPort10)DestinationPort11)Insurance12)ForceMajeure13)Arbitration14)Remarks第五頁，共二十頁。PaymentItisthemostimportantprocedureinthewholebusiness,whichwillinfluencetheactualbenefitsofbothparties.Therearethreechiefpaymentstyles:remittance,collectionandL/C,amongofwhich,L/Cpaymentisthemostcreditableandcommonstyleforasafetransactionbecauseoftheguaranteeofthebank.第六頁，共二十頁。ShipmentItistheobligationforthesellertodeliverthecommoditiesaccordingtothecontract.Thesellerwillloadthegoodstothevesseltogetshippingdocumentsandsendittothebuyertofinishthedeliveryobligations.Theshipmenttermsofacontractisveryimportantcoveringshipmenttime,loadingport,destinationport,transportationmodeandshippingdocuments第七頁，共二十頁。InsuranceItreferstothepolicyholderpayssomeinsurancepremiumtotheunderwriterandgetstheinsurancepolicyfromtheinsurancecompany.Itmayberesponsibleeitherbythesellerorbythebuyer.Itwilldependonthetermsinthecontract.第八頁，共二十頁。Task2Learnsomelettersofcontractperformance,masterhowtowrite.EstablishmentofL/C

DearSirs,WeregrettoinformyouthatwehavenotreceivedyourL/CcoveringtheSalesConfirmationNo.54321uptonow.ItisclearlystipulatedthattherelevantL/CshouldreachusbytheendofSeptember.AlthoughthetimelimitforthearrivalofyourL/Chasbeenexceeded,wearestillpreparedtoshipyourorderinviewofthelong-termfriendlyrelationsbetweenus.Pleasedoyourutmosttoexpediteitsestablishment,sothatwemayexecutetheorderwithintheprescribedtime.Inordertoavoidsubsequentamendments,pleaseseetoitthattheL/Cstipulationsareinexactaccordancewiththetermsofthecontract.Welookforwardtoreceivingyourfavorableresponseatanearlydate.SincerelyyoursWangDaweiWeifangKitePlant第九頁，共二十頁。

WritingskillsSorryfornotreceivedtheL/CAskforreasonsDeclaretroublesofshipmentUrgetoestablishActionsanddeclarationResponsewithconfirmationContactinformation第十頁，共二十頁。SpecimenLetters

Shipment

DearSirs,ReferringtoourorderNo.123for10,000pcsChristmastoys,wewishtoremindyouthatthetimeofshipmenthaslongbeenoverdue.OnmakingtheorderitwasstatedthatasthisorderwasexpectedforourChristmascelebration,punctualshipmentwasofutmostimportance.Wehavebeeninvolvedinmuchtroublebyyourdelayandasthegoodsareinurgentdemandbyourcustomers,wearenowrequiringyoutodoyourutmosttodeliverthefirst5,000pcstoysunderthisordertheearliestpossible.Weshouldbeobligedshouldyousendusduplicatesofthepackinglistfortheshipmenttobedispatched,aswellastheinsurancepolicyandthecommercialinvoices.Thiswillenableustoarrangespeedypassagethroughcustomsonarrivaloftheconsignment.BestregardsJessica第十一頁，共二十頁。WritingskillsPurposeforthisletterComplainforlossoflateshipmentRequirementofshipmentSuggestionsofquickdeliveryWishesContactinformation第十二頁，共二十頁。

SpecimenLetters

InsuranceDearMr.Wang,Wewillsend1,000COMPAQ3200+computersfromNewYorktoShanghai,China,butdon’tknowwhatcoverageweshouldarrangefor.WewishtoinsurethisconsignmentagainstallrisksforthesumofUSD80,000.00,right?Pleaseletushavetheinsurancepolicyassoonasitisready.Inthemeantime,pleaseconfirmthatyouholdtheconsignmentcovered.Yourpromptreplywillbehighlyappreciated.B.RgdsDavidWuCOMPAQCorporationE-mail:第十三頁，共二十頁。WritingskillsInsurancecoveredpartyInsurancerisksInsurancepremiumWaitforinsurancepolicyWishesContactinformation第十四頁，共二十頁。Task3LearnsomenegotiationstrategiesHowtoImprovetheTermsofContracttoAvoidExportRisks1.Termsofthecontractrequiredathoroughunderstanding2.Carefulandcompletebusinessnegotiation3.Scientificwordingandaccuratecontent4.ContractChecking第十五頁，共二十頁。Task4Usefulwords,expressionsandsentencesWordsandexpressionsContract合同SalesContract銷售合同（由賣方起草的合同）PurchaseContract購貨合同（由買方起草的合同）與合同有關(guān)的表示法有：originalsofthecontract合同正本 copiesofthecontract合同副本

awrittencontract書面合同 contractterms(orcontractclause)合同條款

contractprovisions/stipulations合同規(guī)定 contractperiod(orcontractterm)合同期限

第十六頁，共二十頁。SentencesIstillhavesomequestionsconcerningourcontract.Ifyouhaveanycommentabouttheseclauses,donothesitatetomake.We’dliketoclearupsomepointsconnectedwiththetechnicalpartofthecontract.Thenegotiationsontherightsandobligationsofthepartiesundercontractturnedouttobeverysuccessful.Wecan’tagreewiththealternationandamendmentstothecontract.Wearereallyglad