,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,*,单击此处编辑母版标题样式,出口合同签订,STEP1 建立业务关系Establishment of Business Relation,知识目标,掌握出口方寻找国外客户的几种常见方法,能力目标,能够正确起草建立海外业务关系的信函,学习情境,江苏三元对外经济贸易是一家县级外贸公司。2004年1月，经过改制，原先的国外客户大多在改制时被老的业务员带走了，公司剩下的业务主要是帮助一些本地工厂代理进出口业务，由于这些工厂规模不大，本身有国外的客户，委托江苏三元公司代理进出口业务主要看重两点：1、是可以通过江苏三元公司融资；2、公司小，进出口业务繁琐，而且有稳定的国外客户，不怕江苏三元公司把客户抢走，干脆将进出口单证业务外包。,江苏三元公司由于暂时没有自己的国外客户，代理进出口业务的利润相当低，通常收汇一美元只能获得人民币二角的毛利。公司结合自己的实际情况和所处的地域优势，规划公司的长远开展战略，将公司的主业锁定在自营出口家纺类产品。于是，通过各种途径寻找国外客户。,出于本钱考虑，江苏三元公司与国内一家著名电子商务网站合作，成为该网站的高级VIP会员，将自己拟开展的家纺产品各式各样的坐靠垫、床上用品通过图片和文字描述的方式挂在了商务网站上，同时安排2名业务员在该商务网站上寻找国外客户2021年3月2日，业务员赵明在网上发现德国的一家公司求购一批坐垫，赵明于是就通过电子邮件与这家公司联系。,RE:ESTABLISHING BUSINESS RELATIONS,We have obtained your name and address from the Internet that you are interested in Chinese Cushion.We take this opportunity to write to you with a view to set up friend business relations with you.,We specialize in dealing with the export of home textile products.We have our principle as“Clients needs come first and are in a position to accept orders according to the customers samples.,To give you a general idea of our products,we are enclosing our latest catalogue for your reference.,Looking forward to your early reply,Best Regards,Establishing businesss relationship,how to get information,We learned from the Commercial Counselors Office of our Embassy in your country that you are interested in Chinese handicraft.,Mr.Huang,head of IMB has recommended you to us as a leading importer in Korea of chemical material.,We have obtained your name and address from the Internet.,Our market survey showed that you are the largest importer of cases and bags in U.S.A.,Purpose,In order to expand our products into South America,we are writing to you to seek cooperation possibilities.,We are writing to you to establish long-term trade relations with you.,We wish to express our desire to enter into business relationship with you.,Biref,We are a leading company with many years experience in machinery export business.,We enjoy a good reputation internationally in the circle of toy.,We have our principle asClients needs come first.,A credible sales network has been set up and we have our regular clients over 100 countries and regions worldwide.,Introducing products,We have a good variety of colors and sizes to meet your different needs.,To give you a general idea of our products,we are enclosing our catalogue for your reference.,End,Your comments on our products or any information on your market demand will be really appreciated.,We are looking forward to your specific inquiries.,We are writing to you with a desire to open an account with you.,Let us introduce ourselves as a leading trading firm in,We are willing to establish business relations with your firm on the basis of equality,mutual benefit and exchange of what one has for what one needs.,PLS furnish us with details,as exact as possible,as to the credit of the firm.,May we ask you to make enquiries whether this firms integrity and financial standing(reputation)are sound.,We are interested in 100%cotton dishcloths of your company.PLS make an offer.,Thanks for your inquiry dated Jan.15,2001,we hereby offer you as follows:,Commodity:100%cotton dishcloths as per sample,Price terms:CIF MONTREAL,1414 USD1.81/DOZ 200DOZ/BUNDLE,Time of shipment:not later than Mar.30,2005,情境点评,情境点评,目前，对国际经济与贸易专业学生的培养大多注重能否学通与国际接轨的进出口贸易业务流程，这个诚然很重要，但是，对于企业老板来说，他看重的是公司员工开发市场的能力，也就是能给企业创造利润的能力，很多国际经济与贸易专业的学生这方面缺乏经验，而国际经济与贸易专业的学生所选择的岗位是企业最重要的核心岗位，通常面试的最后一轮大多由企业老板亲自拍板定夺。一般来说，我们可以通过以下几种渠道来寻找海外顾客：,每年交纳一定的费用成为著名商务网站的高级会员，可以通过商务网站搜索客户；,精心准备参加中国出口商品交易会Guangzhou Fair、国内外专业性的展览会；,咨询外国商会Chambers of Commerce in foreign countries；,咨询行业商会Business Houses of the same trade；,咨询中国驻外国商务参展处Chinese Commercial Counselors Office in foreign countries；,咨询外国驻中国商务参展处Foreign Commercial Counselors Office in China；,通过亲朋好友、老客户Old Customers)；,向银行的国际业务部门咨询；,查阅各种工商目录；,浏览相关网站发布的信息。,出口合同的签订,知识目标,了解进出口合同的概念及类型,掌握进出口合同的构成,熟悉进出口合同的根本法律规定,能力目标,能够准确识别合同类型,能够正确签订进出口合同条款,能够熟练审核进出口合同条款,contract,Buyer and seller,Name of goods,QLY,QTY,Price terms,Packing clause,Time of Shipment,Terms of payment,Insurance,Inspection,Force Majeure,Claim,Arbitration,signature,销售合同书sales contract或销售确认书(sales confirmation)是出口业务中最常见的两种书面合同形式，其内容一般完整明确，经买卖双方签署的合同或确认书都具有法律效力。,销售合同书sales contract的内容比较完整、全面，一般包括约首、本文、约尾三局部。,合同的约首局部通常包括合同名称、合同编号、日期、地点、买卖双方的名称和地址、等，有的合同在约首还以序言的形式说明订约意图。在规定合同的约首时应注意以下两点：,买卖双方的名称应为全名，地址必须详细列明，这是有些国家法律规定合同正式成立的条件。,要认真规定缔约地点，因为合同中如对合同适用的法律未做出规定时，根据有些国家的法律规定和贸易习惯的解释，可适用合同缔约地国的法律。,约首,本文,这局部规定了买卖双方的权利和业务，是合同的主体，包括合同的各项条款：品名、品质、数量、包装、单价、总值、交货期、装运港、目的港、支付方式、保险条款、检验条款、索赔条款、不可抗力和仲裁条款等。,合同的约尾一般列明订约时间、地点、双方当事人签字等内容。,合同样本链接,链接2,链接3,链接4,约尾,