外贸函电之意向书协议和合同

LetterofIntent,AgreementsandContractsLearningObjectivesWhatareLetterofIntent,AgreementandContract?VariousFormsofInternationalTradeAgreementand(or)ContractExamplesThreeKindsofCommonLegalDocuments1.LetterofIntent(意向书):AletterofintentorLOIisadocumentoutlininganagreementbetweentwoormorepartiesbeforetheagreementisfinalized.Suchagreementsaimatclosingafinanciallyratherlargedeal.LOIsresemblewrittencontracts,butareusuallynotbinding(有约束力的)upontheparties.ThepurposesofanLOImaybe:toclarifythekeypointsofacomplextransactionfortheconvenienceofthepartiestodeclareofficiallythatthepartiesarecurrentlynegotiating,asinamerger(兼并)orjointventureproposaltoprovidesafeguardsincaseadealcollapsesduringnegotiationThreeKindsofCommonLegalDocuments2.Agreement(协议书):Aconsensusofmind,orevidenceofsuchconsensus,inspokeorwrittenform,relatingtoanythingdoneortobedone.协议是对已经做或准备做的相关事宜，经过谈判、协商后取得一致意见，以口头或书面形式做出的约定。3.Contract(合同):Acontractisalegallybindingexchangeofpromisesoragreementbetweenpartiesthatthelawwillenforce.ThedifferencebetweenagreementandcontractAlthoughoftenusedassynonymswith“contract”,agreementisabroaderterm,e.g.anagreementmightlackanessentialelementofacontact.“即“协议”和“合同”经常用作同义词，但“协议”这一术语含义更广，例如协议可能缺乏合同的必备条款（essentialclauses/provisions）。实际使用当中，协议可不受必备条款的限制，而称为合同的文体肯定少不了必备条款，有的合同将其单列，称为一般条款（Generalprovisions）。1999中国《合同法》第十二条规定了八项一般条款，分别是：1.titleornameanddomicileoftheparities(当事人的名称或姓名和住址)2.contractobject(标的)3.quantity(数量)4.quality(质量)5.priceorremuneration(价款或者报酬)6.timelimit,placeandmethodofperformance(履行期限、地点和方式)7.liabilityforbreachofcontract(违约责任)8.methodstosettledisputes(解决争议的方法)上述解释说明，contract(合同)和agreement(协议)的概念虽然接近，但使用范围不同，不能互换使用。合同是协议的重要组成部分，所有合同一定是协议，而协议不见得都是合同。可以说具备合同成立要求的具有强制执行力的协议才是合同。FormofaContractoranAgreement1.Head(首部)titlenumberdateandplacepreface2.Body(正文)styleofstipulationsstyleofformscombinationofthestylesofstipulationsandforms3.End(尾部)copiesandconserveslanguagesusedfullnameofthepartiessealsenclosure(s),ifanyRequirementsofWritingaContractoranAgreement1.Writingprincipleequalitymutualbenefitcommonnegotiations2.Stipulationscompleteconcretedefinite3.WordsandexpressionsproperlogicalnotambiguousFormsofInternationalTrade1.Distribution(经销)•FixedDistribution(定销)•ExclusiveSales(包销)2.Agency(代理)3.Consignment(寄售)4.FairsandSales(展卖)5.InvitationtobidandBid(招标与投标）6.Auction(拍卖)7.FuturesTrade(期货交易)8.CounterTrade(对销贸易)•Barter(易货)•CounterPurchase(互购贸易)•ProductBuyback(产品回购),接近于我国的补偿贸易(CompensationTrade)•SwitchTrade(转手贸易)•Offset(抵消交易)9.ProcessingandAssemblingTrade(加工装配业务)ExclusiveSales(包销)Alsocalledexclusivedistribution(独家经销)orsoledistribution(总经销).Retailsellingstrategytypicallyusedbymanufacturersofhigh-priced,generallyupscalemerchandise,suchascarsorjewelry,wherebymanufacturersgrantcertaindealersexclusiveterritorialrightstoselltheproduct.Theretailerbenefitsfromthelackofcompetition,andthemanufacturerbenefitsfromagreatersalescommitmentonthepartoftheretailer.Additionally,exclusivedistributiongivesthemanufacturergreatercontroloverthewaytheproductismerchandised.TherelationbetweenthesupplierandthedistributorisPrincipaltoPrincipal：thedistributorsellsgoodsinhisownnameandonhisownaccount.出口企业独家经销商客户买卖关系买卖关系无关系FeaturesofExclusiveSales三定：在包销协议中定商品、定期限、定地区三自：指包销商自行购买、自行销售、自负盈亏一专：指专营权（专买权、专卖权）定销与包销的不同是：没有专营权包销方式的利弊利：有利于调动包销商的经营积极性有利于利用包销商的销售渠道，达到巩固和扩大市场的目的可以减少多头经营产生的自相竞争的弊病。弊对包销商或包销商品选择不当时，如市场发生变化，包销商可能会“包而不销”或“包而少销”，出口商出口受阻包销商可能凭借其独家专营权的地位，操纵或垄断市场，对出口人进行压价，以谋取高额理论，从而损害出口商的利益。TheContentsofExclusiveDistributionAgreement(seetheexampleonPage252)包销协议名称、签约日期与地点（Nameoftheagreementandthedateandplaceofsigningit)包销协议双方的关系（Relationshipbetweenthetwopartiesconcerned)——PrincipaltoPrincipal包销商品的范围(Scopeofthedistributedcommodity)包销地区(Areaofdistribution)包销期限(Periodofdistribution)专营权（Exclusiveright）包销数量或金额(Distributedquantityandamount)作价方法(Methodsofpricing)其他义务，如提供广告宣传、市场报道及商标保护(Otherobligationsasadvertising&publicity,reportsonmarketconditionsandtrademarkprotection)Agency(代理)Contractualarrangementunderwhichanagentacquirestherighttonegotiatesaleofaprincipal’sgoodsorservices,usuallyinexchangeforacommissionorfeecomputedasapercentageofsalesgenerated.Theagentsignscontractswithathirdpartyonbehalfoftheprincipalordoesothermattersrelatingtothesalesincompliancewiththeinstructionfromhisprincipal,whiletheprincipalshallberesponsiblefortheagent’sbusinessactivitiesandtheobligationsincurredtherein.Theagentcan’tsurpassthescopeofauthorityandhecan’tsigncontractinhisownname.Heisamiddlemanandreceivecommission.Heisfreefromtheresponsibilitiesofthecontract.出口企业代理人客户中介关系委托代理关系买卖关系总代理（GeneralAgent）委托人在指定地区的全权代表。不仅可以代表委托人签订买卖合同和处理其他的商业事务，而且可以代为进行一些非商业性的活动。总代理一般都是委托人的驻外机构或子公司。独家代理（SoleAgentorExclusiveAgent）指代理人在指定地区和时间内，对委托人指定的商品享有专营权力，但是，这种专营权与包销的专营权性质不同，不是买卖关系，而是委托与代理关系。一般代理（Agent）或佣金代理(CommissionAgent)没有专营权的代理。委托人在同一地区可选择多家客户作为推销同一种商品的代理商。TypesofAgent代理人与委托人之间的关系只是委托代理关系,而不是买卖关系;代理人一般以委托人的名义,运用委托人的资金,从事相关的业务活动;代理人一般只介绍生意,招揽订单,不承担履行合同的义务;代理人不管交易中的盈亏,只取佣金。FeaturesofAgencyContractingParties(订约人）CommodityandQuantityorAmount(商品名称及数量或金额)Terri