jiaoan项目3-外销合同操作训练.doc

《进出口业务操作》项目3教学方案

一、教学条件
授课时间：
2011-03-10下午1：30——4：05
授课地点：

授课教师：

授课班级：
09国C（二年级）54人
课程名称：
《外贸业务员资格考证--操作训练》
教学内容：
销售合同制定及出口商履约计划（业务流程）

二、教学目标
使学生能够根据客户的要求，从出口商的角度为履行出口货物销售合同制定完整的工作计划。在这个过程中，学生要能够明确合同条款对买卖双方权利义务的规定、进出口商应该承担的责任、风险和费用；能够制定出履行合同的业务流程，解决为履行该笔合同需要做什么（What)，由谁来做Who）、为什么要做（Why）、什么时间做（When）、在那里做（Where）、怎样做(How)的问题。
由于国外客户的函电以及国际货物销售合同都是用英文制作的，所以对于学生来说，履行国际货物销售合同的第一步是能够理解这些英文文件的内容和含义，分析这些英文合同条款对于买卖双方权利义务的规定是十分重要的。第二，由于国际货物销售合同对于交易的商品情况、装运问题、保险问题、付款问题、单据问题、检验索赔问题、仲裁及法律问题等多方面进行规定，所以学生在上述领域的专业知识和能力对于成功制定履约计划是十分重要的。第三，在出口商履行销售合同的过程中，业务员需要协调与国内各部门之间的工作，比如与国内的供货商安排好货物生产、包装，向运输企业办理托运手续，与保险公司办理货物运输保险手续，向商检局办理货物检验检疫申请，向海关办理报关手续，完成装运后，还要到银行办理结汇手续等；同时，在公司内部，与各部门之间的沟通与合作也是顺利完成合同履行所必需的。因此，与相关主体的沟通合作是合同成功履行的关键。第四，一般出口合同都会对交货期和议付期都会有严格的规定，因此对学生来讲，在规定时间内完成各种任务的能力也是十分重要的。
因此，该任务旨在培养学生下述职业能力：
（1）能够阅读并理解英文的客户信函和销售合同；
（2）能够根据合同规定，界定出口商需要承担的责任、风险和费用；
（3）能够从出口商的角度制定履行合同的工作计划（业务流程）；
（4）能够在规定时间内以小组形势完成上述任务。
三、教学任务、教学过程安排
阶段
序号
任务内容
学生做什么
学生能学什么
教师做什么
教学手段
教学资源
负责教师
课时
第一阶段
1.
获知教学项目
根据合同获取任务信息
外销合同的格式及条款；合同条款对出口商的责任义务的规定；
教师提供国际货物销售合同，介绍总体任务
口头
介绍；PPT
信息页：回签合同确认函、S/C

姜宏
1
第二阶段
2.
制定工作计划
根据以往学习经验与同伴进行讨论，设计上述合同的履约程序，分析履约的关键时间结点
培养学生做事的计划性；能够从整体考虑问题，抓住核心工作任务和控制结点；与人合作与沟通能力；阐述和演示能力；
组织、参与、指导学生讨论
小组工作
信息页：S/C
工作页：问题清单；业务流程图

姜宏
季穷
1
四、教学材料
信息页No.
1
内容
项 目 任 务 书
班级

工作小组
第 组
成员

教学项目
CIF+L/C条件下国际货物销售合同的计划、实施与控制
学时：3学时
学习场地
实训室
设备工具：联网计算机、绘图纸、炭素笔、投影仪
项目描述：

浙江金苑进出口有限公司销售经理收到阿联酋迪拜太阳公司回签合同的确认函，内容如下：

SUN CORPORATION
5 KING ROAD, DUBAI, UAE

ZHEJIANG JINYUAN IMPORT AND EXPORT CO., LTD.
118 XUEYUAN STREET,
HANGZHOU, P.R.CHINA

DATE: NOV. 10, 2009
Dear Sales Manager,
Thank you for your Sales Confirmation No. JY06125 covering 5000 pieces of Boys Jacket. Enclosed is the copy with our countersignature. We are glad that through our mutual efforts, the transaction has been successfully concluded.
The relevant L/C has been established with our banker, HSBC BANK PLC, DUBAI UAE, in your favor. Upon receipt of it, please arrange production and shipment without delay.
Best regards.
Yours sincerely,
Peter White
Purchasing Manager
SUN CORPORATION

Encl. Sales Confirmation No. JY06125

请根据客户信函及随附的销售确认书，组织安排生产装运事宜。

今天的任务是在3学时内完成下列子任务：

1． 根据合同回答相关问题（见工作页1）；
2． 根据合同设计的出口商履约流程（见工作页2）；
3． 对教学效果进行评价（见工作页3）。

工作页No.
1
内容
根据销售确认书回答下列问题
班级
08国商
工作小组
第 组
成员

教学项目
CIF+L/C条件下国际货物销售合同的计划、实施与控制
学时：3学时
1. What goods are being transacted?

2. What’s the number of packages? and the shipping marks for the goods?

3. When shall the goods be shipped?

4. Where shall the goods be shipped on board and be transported to?

5. Shall partial shipment or transshipment be allowed?

6. Who will book the shipping space and pay the freight? And why?

7. Who will arrange the insurance and pay the premium? And why?

8. What is the mode of payment for this transaction?

9. What documents are required for presentation by the seller to the bank for negotiation?

工作页No.
2
内容
在此表空白处画出CIF+L/C条件下出口商履约流程图
授课班级
08国商
工作小组
第 组
成员

教学项目
CIF+L/C条件下国际货物销售合同的计划、实施与控制
学时：3学时

五、教学效果评价
本次课程主要考查学生是否掌握根据合同明确进出口商责任义务的能力，是否能够根据合同成交条件，制定出口商履约计划（或制定出口业务流程），是否在学习过程中能够与小组成员共同完成工作任务，也就是考察我们的教学目标是否均已达到。
我们使用下图所示的轮盘评价工具，采取学生评价的方式。学生在转盘相应的栏目中用实心圆给出自己对学习效果的评价，实心圆距离圆心越近，表示学生对自己的表现越满意，离圆心越远，表示学生认为自己的表现一般。
附件1：销售确认书
销售确认书
SALES CONFIRMATION

卖方
Seller:
ZHEJIANG JINYUAN IMPORT AND EXPORT CO., LTD.
118 XUEYUAN STREET, HANGZHOU, P.R.CHINA
NO.:
JY06125
DATE:
NOV.6, 2009
SIGNED IN:
HANGZHOU,CHINA
买方
Buyer:
SUN CORPORATION
5 KING ROAD, DUBAI, UAE

经买卖双方同意成交下列商品，订立条款如下：
This contract is made by and agreed between the Buyer and Seller, in accordance with the terms and conditions stipulated below.
唛头
Marks and Numbers
名称及规格
Description of goods/Specifications
数量
Quantity
单价
Unit Price
金额
Amount
SUN
S/C NO.:JY06125
STYLE NO.:BJ123
DUBAI
C/NO.:1-250
BOYS JACKET
SYLE NO.:BJ123
SHELL:WOVEN TWILL 100% COTTON
LINING: WOVEN 100% POLYESTER
AS PER THE CONFIRMED SAMPLE OF OCT. 22, 2009 AND ORDER NO.989898

5000PCS
CIFC5%DUBAI

USD10.70/PC

USD53500.00
总值TOTAL:
SAY U.S. DOLLARS FIFTY THREE THOUSAND FIVE HUNDRED ONLY.
SIZE/COLOR ASSORTMENT: UNIT: PIECE
SIZE
COLOR
92
98
104
110
116
TOTAL
WHITE
440
700
700
360
300
2500
RED
440
700
700
360
300
2500
TOTAL
880
1400
1400
720
600
5000
MORE OR LESS 5 OF THE QUANTITY AND AMOUNT ARE ALLOWED

PACKING: 20 PIECES OF BOYS JACKET ARE PACKED IN ONE EXPORT STANDARD CARTON, SOLID COLOR AND SOLID SIZE IN THE SAME CARTON.

MARKS:
SHIPPING MARKS INCLUDE SUN, S/C NO., STYLE NO., PORT OF DESTINATION AND CARTON NO.
SIDE MARK MUST SHOW THE COLOR, THE SIZE OF CARTON AND PIECES PER CARTON.

TIME OF SHIPMENT(装运期):
WITHIN 45 DAYS UPON RECEIPT OF THE L/C WHICH ACCORD WITH RELEVANT CLAUSES OF THIS CONTRACT BUT NOT LATER THAN THE END OF DECEMBER 2009

PORT OF LOADING & DESTINATION(装运港及目的港)：
FROM SHANGHAI, CHINA TO DUBAI, UAE.
TRANSHIPMENT IS ALLOWED AND PARTIAL SHIPMENT IS PROHIBITED

INSURANCE (保险):
TO BE COVERED BY THE SELLER FOR 110% OF THE INVOICE VALUE COVERING ALL RISKS AND WAR RISKS AS PER CIC OF PICC DATED 01/01/1981

TERMS OF PAYMENT (付款条件):
THE BUYERS SHALL ISSUE AN IRREVOCABLE L/C AT 60 DAYS AFTER SIGHT REACHING THE SELLERS NOT LATER THAN NOV 30, 2009 AND REMAINING VALID IN CHINA FOR FURTHER 15 DAYS AFTER THE EFFECTED SHIPMENT. IN CASE OF LATE ARRIVAL OF THE L/C, THE SELLER SHALL NOT BE LIABLE FOR ANY DELAY IN SHIPMENT AND SHALL HAVE THE RIGHT TO RESCIND THE CONTRACT AND/OR CLAIM FOR DAMAGES.

DOCUMENTS REQUIRED (单据)
+ SIGNED COMMERCIAL INVOICE IN TRIPLICATE, ONE ORIGINAL OF WHICH SHOULD BE CERTIFIED BY CHAMBER OF COMMERCE OR CCPIT AND LEGALIZED BY UAE EMBASSY/CONSULATE IN SELLER’S COUNTRY.
+ FULL SET OF CLEAN ON BOARD OCEAN BILLS OF LADING MARKED “FREIGHT PREPAID” MADE OUT TO ORDER BLANK ENDORSED NOTIFYING THE APPLICANT.
+ INSURANCE POLICY IN DUPLICATE ENDORSED IN BLANK.
+ PACKING LIST IN TRIPLICATE.
+ CERTIFICATE OF ORIGIN CERTIFIED BY CHAMBER OF COMMERCE OR CCPIT AND LEGALIZED BY UAE EMBASSY/CONSULATE IN SELLER’S COUNTRY.

INSPECTION AND CLAIMS (检验与索赔):
INSPECTION CERTIFICATE OF QUALITY ISSUED BY THE CHINA ENTRY-EXIT INSPECTION AND
QUARANTINE BUREAU SHALL BE TAKEN AS THE BASIS OF DELIVERY. IN CASE DISCREPANCY ON THE QUALITY OR QUANTITY (WEIGHT) OF THE GOODS IS FOUND BY THE BUYER, AFTER ARRIVAL OF THE GOODS AT THE PORT OF DESTINATION, THE BUYER MAY, WITHIN 30 DAYS AND 15 DAYS RESPECTIVELY AFTER THE ARRIVAL OF THE GOODS AT THE PORT OF DESTINATION, LODGE WITH THE SELLER A CLAIM WHICH SHOULD BE SUPPORTED BY AN INSPECTION CERTIFICATE ISSUED BY A PUBLIC SURVEYOR APPROVED BY THE SELLER. THE SELLER SHALL, ON THE MERITS OF THE CLAIM, EITHER MAKE GOOD THE LOSS SUSTAINED BY THE BUYER OR REJECT THEIR CLAIM, IT BEING AGREED THAT THE SELLER SHALL NOT BE HELD RESPONSIBLE FOR ANY LOSS OR LOSSES DUE TO NATURAL CAUSE FALLING WITHIN THE RESPONSIBILITY OF SHIPOWNERS OR THE UNDERWRITERS. THE SELLER SHALL REPLY TO THE BUYER WIHTIN 30 DAYS AFTER RECEIPT OF THE CLAIM.

LATE DELIVERY AND PENALTY(迟交货物及罚款)：
IN CASE OF LATE DELIVERY, THE BUYER SHALL HAVE THE RIGHT TO CANCEL THIS CONTRACT,
REJECT THE GOODS AND LODGE A CLAIM AGAINST THE SELLER. EXCEPT FOR FORCE MAJEURE, IF LATE DELIVERY OCCURS, THE SELLER MUST PAY A PENALTY, AND THE BUYER SHALL HAVE THE RIGHT TO LODGE A CLAIM AGAINST THE SELLER. THE RATE OF PENALTY IS CHARGED AT 0.5% FOR EVERY 7 DAYS, ODD DAYS LESS THAN 7 DAYS SHOULD BE COUNTED AS 7 DAYS. THE TOTAL PENALTY AMONT WILL NOT EXCEED 5% OF THE SHIPMENT VALUE. THE PENALTY SHALL BE DEDUCTED BY THE PAYING BANK OR THE BUYER FROM THE PAYMENT.

FORCE MAJEURE (不可抗力):
THE SELLERS SHALL NOT HOLD ANY RESPONSIBILITY FOR PARTIAL OR TOTAL NON-PERFORMANCE
OF THIS CONTRACT DUE TO FORCE MAJEURE. BUT THE SELLERS ADVISE THE BUYERS ON TIME OF SUCH OCCURRENCE.

ARBITRATION(仲裁)：
ALL DISPUTES IN CONNECTION WITH THIS CONTRACT OR THE EXECUTION THEREOF SHALL BE
AMICABLY SETTLED THROUGH NEGOTIATION. IN CASE NO AMICABLE SETTLEMENT CAN BE REACHED BETWEEN THE TWO PARTIES, THE CASE UNDER DISPUTE SHALL BE SUBMITTED TO THE CHINA INTERNATIONAL ECONOMIC TRADE ARBITRATION COMMISSION FOR SETTLEMENT BY ARBITRATION IN ACCORDANCE WITH THE COMMISSION’S ARBITRATION RULES. THE AWARD RENDERED BY THE COMMISSION SHALL BE FINAL AND BINDING UPON BOTH PARTIES. THE ARBITRATION FEES SHALL BE BORNE BY THE LOSING PARTY UNLESS OTHERWISE AWARDED.

THIS CONTRACT IS MADE IN FOUR ORIGINAL COPIES, AND BECOMES VALID AFTER SIGNATURE, TWO COPIES TO BE HELD BY EACH PARTY.
The Buyer
SUN COPORATION
PETER WHITE
The Seller
ZHEJINAG JINYUAN IMPORT AND EXPORT CO., LTD.
陈奇

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