第二章交易磋商和合同实例.docx

第二章交易磋商和合同实例.docx

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第二章交易磋商和合同实例

案例P17

上海新龙股份有限公司（SHANGHAINEWDRAGONCO.,LTD.）与美国CRYSTALKOBELTD.洽谈含55%丙烯酸树脂45%棉的女士短衫（LADIES’55%ACRYLIC45%COTTONKNITTEDBLOUSE）,其往来的电传如下：

Aug8,2011

IncomingTelex

INTERESTEDINLADIES’55%ACRYLIC45%COTTONKNITTEDBLOUSE400DOZSPROMPTSHIPMENTPLEASEQUOTE

Aug12,2011

OutgoingTelex

LADIES’55%ACRYLIC45%COTTONKNITTEDBLOUSE400DOZSPACKEDINCARTONSUSD60PERDOZCIFLESS3%DISCOUNTN.Y.SHIPMENTONORBEFORDEC.20,2011SIGHTCREDITSUBJECTREPLYHERESIXTEENTH.

Aug15,2011

IncomingTelex

YOURTLXTWELFTHREGRETUNABLEACCEPTCOMPETITORSQUOTINGSIMILARQUALITYUSD55PLEASEREPLYIMMEDIATELY.

Aug18,2011

OutgoingTelex

OURSTWELFTHRENEWOFFERSUBJECTREPLYTWENTIETHOURTIME

Aug20,2011

IncomingTelex

YOURSEIGHTEENTHACCEPTPROVIDEDUSD55CIFLESS3%DISCOUNTD/PATSIGHTSHIPMENTINNOVPLEASECONFIRM.

Aug23,2011

OutgoingTelex

YOURSTWENTIETHBESTUSD58SIGHTCREDITSUBJECTREPLYREACHINGHERETWENTY-FIFTH.

Aug24,2011

IncomingTelex

YOURSTWENTY-THIRDACCEPTBOOKADDITIONAL100DOZSSAMETERMSREPLYPROMPTLY.

Aug26,2011

OutgoingTelex

YOURSTWENTY-FOURTHCONFIRMEDPLEASEOPENL/CIMMEDIATELY

Aug28,2011

IncomingTelex

YOURSTWENTY-SIXTHCREDITWILLBEOPENEDBYCRYSTALKOBELTD.N.Y.U.S.A.

请根据上述往来电传，拟写双方有关的询盘、发盘、还盘以及接受的相关电函。

1.美国CRYSTALKOBELTD.向上海市新龙股份有限公司发出一封询盘函P20

CRYSTALKOBELTD

1410BROADWAY,ROOM300NEWYORK,NY10018U.S.A.

TEL:

599-525-7000FAX:

599-525-7001

TO:

SHANGHAINEWDRAGONCO.,LTD.（FAX:

86-21-65724743）

FM:

CRYSTALKOBELTD.（FAX:

599-525-7001）

DT:

August8,2011

DearSirs:

Weareimportersoftextilesandmanufacturedcottongoods.WehaverecentlyconcludedsomesatisfactorybusinesswithCHINATEXKNITWEARANDMANUFACTUREDGOODSIMPORT&EXPORTCORPORATION.Wenowhaveagooddemandforladies’blouse400DOZandthereforewritetoyouinthehopeofestablishingbusinessrelations.

Fromyourrecentlypublishedcatalogue,wenoticethatyouareabletosupplyladies’blouse,andweshouldbegratefulifyouwouldkindlysendussomesamplesofthegoodswhichyoucansupplytogetherwithacomprehensivepricelistgivingdetailsofpacking,specificationandthetimeofshipmentsoastoenableustogofullyintothepossibilitiesofbusiness.

Welookforwardtoyourearlynewsandtrustthatthroughourmutualcooperationweshallbeabletoconcludesometransactionswithyouinthenearfeature.

YoursFaithfully

PeterJohnson

PurchasingManager

CRYSTALKOBELTD.

2.上海市新龙股份有限公司向美国CRYSTALKOBELTD.发盘，拟写了一份发盘函。

报价单见式样2-1

SHANGHAINEWDRAGONCO.,LTD.

27.CHUNGSHANROADE.1.

SHANGHAICHINA

TEL:

8621-65342517FAX:

8621-65724743

TO:

CRYSTALKOBELTD.（FAX:

599-525-7001）

FM:

SHANGHAINEWDRAGONCO.,LTD.（FAX:

86-21-65724743）

DT:

August12,2011

DearSirs:

Weareverypleasedtoreceiveyourenquiryof8thAugustandencloseourpricelistgivingthedetailsyouaskfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.

Becauseoftheirsoftnessanddurability,ourallladies’blousearerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand.

Welookforwardverymuchtothepleasureofreceivinganorderfromyou.

YoursSincerely

×××

SHANGHAINEWDRAGONCO.,LTD.

式样2—1报价单

SHANGHAINEWDRAGONCO.,LTD.

27.CHUNGSHANROADE.1.

SHANGHAICHINA

TEL:

8621-65342517FAX:

8621-65724743

报价单

QUOTATION

致

Messrs.…CRYSTALKOBELTD.日期

DatedAUG.12，2011

兹报供下列商品，均以我最后确认为准

Thefollowingarticlesarequotedsubjecttoourfinalconfirmation:

货号品名规格包装单价装船期

ART.NO.COMMODITYSPECIFICATIONSPACKINGUNITPRICESHIPMENT

H32331SELADIES’BLOUSE55%ACRYLICINCARTONCIFNYLESS3%DISCOUNT

45%COTTONUSD60/DOZ

KNITTEDONORBEFORE

DEC.20，2011

付款方式

PAYMENT：

BYSIGHTL/C

保险

INSURANCE：

For110%INVOICEVALUECOVERINGALLRISKS

有错当查

E.&.O.E.

3.美国CRYSTALKOBELTD.收到发盘给出了还盘函

CRYSTALKOBELTD.

1410BROADWAY,ROOM300NEWYORK,NY10018U.S.A.

TEL:

599-525-7000FAX:

599-525-7001

TO:

SHANGHAINEWDRAGONCO.,LTD.（FAX:

86-21-65724743）

FM:

CRYSTALKOBELTD.（FAX:

599-525-7001）

DT:

August20,2011

DearSirs:

ThankyouforyourletterdatedAugust12,2011andattachedquotation.

Aftercarefulexaminingandcomparisonwithotherbrandsofsimilarproducts,wefoundthatyourpriceishigherthantheaverageinthemarket.Inordertoallowusabettercompetingposition,weshallbegratefulifyoucouldreducethepricetoUSD55perDOZCIFN.Y.LESS3%DISCOUNT.Moreover,weadviseyoutomakesomeadjustmentofyourtermsofpaymentL/CtoD/PatsightandthatthetimeofshipmentshouldbeonorbeforeNOV20,2011.

Wehopewecanenterintoalastingbusinessrelationshipwithyouandlookforwardtoreceivingyourreply.

YoursFaithfully,

PurchasingManager

CRYSTALKOBELTD.

4.上海市新龙股份有限公司收到美国CRYSTALKOBELTD.的还盘后，给出了一封还函

SHANGHAINEWDRAGONCO.,LTD.

27.CHUNGSHANROADE.1.

SHANGHAICHINA

TEL:

8621-65342517FAX:

8621-65724743

TO:

CRYSTALKOBELTD.（FAX:

599-525-7001）

FM:

SHANGHAINEWDRAGONCO.,LTD.（FAX:

86-21-65724743）

DT:

August23,2011

DearSirs:

WehavereceivedyourfaxofAugust20,2011.Wearesorrytotellyouthatyourpricesarenotappropriatetous.Asyouknow,wagesandmaterialshaverisenconsiderablythesedays.

Wearecompelledtoadjustourpricestocovertheincreasingcost.USD58perDOZisourlowestlevel,whichleavesuswithonlythesmallestprofit.

Althoughwehaveconfidenceinyourintegrity,ourusualtermsofpaymentbysightL/Cremainunchangedinallcaseswithnewclients.Soforthetimebeing,weregretourinabilitytoacceptyourD/Pterms.Maybeafterseveralsmoothandsatisfactorytransactions,wecanconsiderotherflexibleways.

Thetimeofshipmentshouldbeeffectedwithin2monthsfromreceiptoftherelevantL/C.

Foryourinformation,thedemandforourproductshasbeenextremelygreatrecently.Thisofferisvalidfor5daysandwelookingforwardtoreceivingyourorderattheearliestdate.

YoursSincerely

×××

SHANGHAINEWDRAGONCO.,LTD.

5.美国CRYSTALKOBELTD.收到上海市新龙股份有限公司的回函后，于2011年8月24日回函表示接受，并按回样条件再订100打。

上海市新龙股份有限公司于26日回函确认，并要求对方尽快开立信用证。

SHANGHAINEWDRAGONCO.,LTD.

27.CHUNGSHANROADE.1.

SHANGHAICHINA

TEL:

8621-65342517FAX:

8621-65724743

TO:

CRYSTALKOBELTD.（FAX:

599-525-7001）

FM:

SHANGHAINEWDRAGONCO.,LTD.（FAX:

86-21-65724743）

DT:

August26,2011

DearSirs:

ThankyouforyourfaxofAugust24,2011.

EnclosedaretwocopiesofyourSalesConfirmationNo21SSG-017.Pleasesignandreturnonecopyforourfile.

WecanassureyouofthehighqualityaswellasthepunctuatedeliverysolongastherelativeL/Creachesourendintime.Wesupposetheconclusionofthistransactionwillleadtomorebusinessinfuture.

Weappreciateyourco-operationandlookforwardtoreceivingyourfurtherorders.

YoursTruly

×××

SHANGHAINEWDRAGONCO.,LTD.

SHANGHAINEWDRAGONCO.,LTD.P50

27.CHUNGSHANROADE.1.

SHANGHAICHINA

TEL:

8621-65342517FAX:

8621-65724743

编号

No.21SSG-017

售货确认书日期

SALESCONFIRMATIONDate：

AUG.26,2011

TO：

CRYSTALKOBELTD.

1410BROADWAY,ROOM300NEWYORK,NY10018U.S.A.

货号品名及规格数量单价及价格条款金额

ART.NO.COMMODITYAND

SPECIFICATIONQUANTITYUNITPRICE&TERMSAMOUNT

H32331SELADIES’55%ACRYLICCIFNEWYORKLESS3%DISCOUNT

45%COTTON500DOZS=USD58PERDOZUSD29000.00

KNITTEDBLOUSE120CARTON-USD870.00

总金额

TOTALAMOUNTUSD28130.00

装运条款

SHIPMENT：

SHIPMENTONORBEFORNOV.20,2011WITHPARTIALSHIPMENTSARENOTALLOWEDTRANSSHIPMENTISPROHIBITEDFROMSHANGHAITONEWYORK.

付款方式

PAYMENT：

THEBUYERSHALLOPENTHOUGHABANKACCEPTABLETOTHESELLERANIRREVOCABLEL/CATSIGHTTOREACHTHESELLER30DAYSBEFORETHEMONTHOFSHIPMENTREMAINEDVALIDFORNEGOTIATIONINCHINAUNTILTHE15THDAYAFTERTHEDATEOFSHIPMENT.

保险

INSURANCE：

THESELLERSHALLCOVERINSURANCEAGAINSTALLRISKSFOR110%OFTHETOTALINVOICEVALUEASPERTHERELEVANTOCEANMARINECARGOCLAUSEOFP.I.C.C.DATEDJAN.1ST，1981.

注意请完全按本售货确认书开证并在证内注明本售货确认书号码。

IMPORTANT：

PLEASEESTABLISHL/CEXACTLYACCORDINGTOTHETERMSANDCONDITIONSOFTHISS/CANDWITHTHISS/CNUMBERINDICATED.

CRYSTALKOBELTD.SHANGHAINEWDRAGONCO.,LTD.

买方（TheBuyers）卖方（TheSellers）

课后练习（P52）

4.2011年10月上海新发展进出口贸易实业有限公司收到新加坡海外贸易有限公司（OVERSEASTRADINGCORPORATION，SINGAPORE）电洽购美加净牙膏，货号为NW101（MAXAMTOOTHPASTE,ART.NO.NW101）,其往来电文如下,请根据双方磋商结果签订货书一份。

Oct.9

Incoming

MAXAMTOOTHPASTEARTNO.NW101PLEASECABLEPRESENTPRICEANDAVAILABLEQUANTITYFORDEC.

Oct.10

Outgoing

YOURSNINTHMAXAMTOOTHPASTEARTNO.NW101INCARTONSOFSIXDOZENSEACHREFERENCEPRICEHKDOLLARS120PERDOZCIFC5%SINGAPORESHIPMENTDEC.

Oct.11

Incoming

YOURSTENTHINTERESTED10，000CARTONSPLEASEOFFERFIRM.

Oct.12

Outgoing

YOURSELEVENTHOFFERSUBJECTREPLYHERETHIRTEENTH10，000CARTONSHKD120PERDOZCIFC5%SINGAPOREPAYMENTBYIRREVOCABLESIGHTL/CSHIPMENTWITHIN30DAYSAFTERRECEIPTL/C.

Oct.13

Incoming

YOURSTWELFTHHKD115PERDOZINSURANCE110PERCENTINVOICEVALUEAGAINSTALLRISKSANDWARRISKSPAYMENTBYL/CAT30DAYSSIGHTPLEASECABLEREPLYIMMEDIATELY.

Oct.14

Outgoing

YOURSTHIRTEENTHHKD118PAYMENTASUSUALSIGHTCREDITREPLYHEREFIFTEENTH.

Oct.15

Incoming

YOURSFOURTEENTHL/COPENINGPLEASECABLECONTRACTNUMBER.

Oct.16

Outgoing

YOURSFIFTEENTHS/CNUMBER01XDTTD-14778

上海新发展进出口贸易实业有限公司

ShanghaiNewDevelopmentImp.&Exp.EnterprisesCo.,Ltd

中国上海外高桥保税收政策区台中南路2号

2,TaiZhongSouthRoadWaiGaoQiaoFreeTradeZone,Shanghai,PRC

电话Telephone:

86-21-50480555传真Fax:

86-21-50480164

售货确认书

SALESCONFIRMATION

合同编号NO.:

签订日期Date: