国际货物买卖合同的磋商.ppt

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1、国际货物买卖合同的磋商本章主要讲述交易磋商的内容及一般程序，合同成立的时间及合同生效的要件和合同的基本内容等。第一节交易前的准备第二节交易磋商第三节买卖合同的订立第一节交易前的准备出口交易前的准备国际市场调查国际客户的调查和选择国内供应商的调研商标注册和广告宣传制定出口商品的经营方案作好对外贸易谈判的准备第一节交易前的准备进口交易前的准备进口商品报批进口商品市场调查和选择选择交易对象制定进口商品经营方案作好谈判前的准备第二节交易磋商一、交易磋商的形式有口头和书面两种二、交易磋商的内容主要交易条件：包括货物的品质、数量、包装

2、、价格、交货和支付条件等内容一般交易条件：包括商检、索赔、仲裁、不可抗力等内容。三、交易磋商的一般程序询盘（Inquiry）发盘（Offer）还盘（CounterOffer）接受（Acceptance）询盘（Inquiry）询盘：交易的一方向另一方询问是否买进或卖出某商品以及要求什么样的交易条件的口头或书面表示。买卖双方均可发出询盘，买方询盘又叫递盘(Bid),卖方询盘又叫索盘(SellingInquiry).询盘对买卖双方无法律约束力，但在商业习惯上，被询盘一方接到询盘后应尽快给予答复。询盘时注意：重视交易起点分清是询盘

3、还是发盘利用询盘探路，但切忌滥用询盘实例－－FirstInquiryAugust15,2002DearSirs,YouarerecommendedtousbyLondonChamberofCommercethatyouareoneoftheleadingcottontextiles.Weareinterestedinyourcottonblanket,cottonbed-sheets,cottontable-clothandtablenapkins.Wewouldlikeyoutosendusdetailsofyourva

4、riousranges,includingsizes,coloursandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Wetakethisopportunitytointroduceourselvsetoyouaslargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.Whenreplying,

5、pleasestateyourtermsofpaymentandatradediscountforcompaniesthatbuyinfairlylargequantities.Ifthepricesareinline,wetrustimportantbusinesscanmaterialize.Yoursfaithfully,UnitedTextilesLimitedManager询盘实例－－ReplytoFirstInquiryAugust31,2002DearSirs,Thankyouforyourinquiryof

6、Aug.15.Weencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.SamplesofourproductsforwhichyouaskinyourletterofAugust15arebeingsenttoyoutoday.Wefeelconfidentthatyouwillbesatisfiedwiththegoodsbothexcellentinqualityandreasonableinprice.Onregularpurchas

7、esinquantitiesofnotlessthan100dozenofindividualitemswewouldallowyouadiscountof2%.PaymentistobemadebyirrevocableL/Catsight.ourallcottontextilesarebecomingpopularbecauseoftheirsoftnessanddurability.Afterstudyingthesamplesandtheirpricesyouwillnotbesurprisedtolearntha

8、twearefindingitdifficulttomeetthedemand.ButifyouplaceyourordernotlaterthanSeptember5,wewouldensurepromptshipment.Wearelookingforwardtoreceivingyourfirst