June 8,2004
Dear Sirs，
We have received your offer of today with thanks.
In reply ,we very much regret to state that we find your price rather high and out of line with the prevailing market level.
Information indicates that very good SWC Sugar is available in our market from several European manufacturers, all of them are at prices from 10% ～15% below yours. So if you should reduce your price by, say,5%, we might come to terms.
As the market is declining, we hope you will consider our counter-offer most favourably and inform us at your earliest convenience.
We are looking forward to your early reply.
Yours sincerely, (signature)
June 11，2004
Dare Sirs
Re: SWC Sugar
We learn from your fax of today that our price is found to be on the high side. We very much regret to say that there is no possibility of our cutting the price by 5%. In those days, we have received a crowd of inquiries from buyers in other directions and expect to close business at something near our level. At present, we cannot see our way to entertain your counter-offer.
If later on you can see any chance to do better, please let us know. We assure you that your enquiries will receive our immediate attention.
Yours truly， (signature)
5、接受 (acceptance)
接受是交易的一方通过口头或函电方式，无条件地同意对方在发盘或还盘中所提的交易条件和按此订立合同的一种表示。接受生效的时间，也是合同成立的时间，双方就须分别履
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行所承担的责任和义务。
June 16，2004
Dear Sirs，
We have received your fax of June 11,2004.
After due consideration, we have pleasue in confirming the following offer and accepting it:
1. Commodity: Dalian Superior White Crystal Sugar
2 Packing: To be packed in new gunny bag of 100 kgs each. 3. Quantity: 10000 MT
4. Price: U.S. dollars one hundred and twenty (US$120.00) per m.t.CIF c2%
Osaka.
5. Payment: By confirmed, irrevocable L/C payable by draft at sight. 6. Shipment: in Aug.2004.
Please send us a contract and thank you for your cooperation.
Yours sincerely, (signature)
第二节 拟定合同训练 1、 训练要求
在我国的国际贸易业务中，各外贸企业都印有固定格式的进出口合同或成交确认书即所谓的格式合同(Model Contract Forms)。它适用于某一类产品(如化工产品、机械设备等)的买卖。格式合同只具有建议性质，当事人可依据双方协议修改或变更其内容。当面成交的，双方共同签署；通过函电往来成交的，由我方签署后，一般将正本一式两份送交国外买方签署，退回一份，以备存查，并用作履行合同之依据。 2、 训练提示 一、售货合同样本
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售
货
合
同 1
编号：2 NO：
卖方：5a 辽宁省工艺品进出口公司 签约日期：3 签约地点： 4 SELLERS：LIAONING ARTS AND CRAFTS IMPORT AND EXPORT CORP.
传真：5c
地址：
DATE： SIGN AT：
SALES CONTRACT
5b
ADDRESS： FAX： 买方：
6a
BUYERS： 地址：
传真：6c
ADDRESS：6b FAX：
兹经买卖双方同意，成交下列商品，订立条款如下： 7
The undersigned buyers and sellers have agreed to close the
following transactions according to the terms and conditions stipulated below: 品名及规格 单价 数量 QUANTITY 金额及术语 AMOUNT & PRICE TERMS NAME OF COMMODITY & SPECIFICATIONS UNIT PRICE 8
9 10 11 数量及总值均允许增加或减少 %，由卖方决定。 12 总金额：13 With percent more or less both in the amount and quantity of the S/C allowed.
Total Value：
包装： 14
PACKING： 装运期： 15
TIME OF SHIPMENT：
15
装运港和目的港： 16 是否允许分批装运，是否允许分批转船：17 PORTS OF LOADING & DESTINATION: From any Chinese Port to With Partial shipments and transhipment allowed.
保险：由卖方按中国人民保险公司条款照发票总值110%投保一切险及战争险。如买方欲曾加其他险别，须于装船前征得卖方同意，所增加的保险费由买方负担。 18
INSURANCE：To be covered by the Sellers for 110% of Invoice value against All Risks and War Risk as per the relevant clauses of The Peoples Insurance Company of China. If other coverage is required, the Buyers must have the consent of the Sellers before shipment and the additional premium is to be borne by the Buyers.
付款方式：买方应由卖方所接受的银行，于装运月份前30天，开具以卖方为受益人的不可撤销即期信用证。至装运月份后第15天在中国议付有效。 19
PAYMENT：The buyers shall open with a bank acceptable to the Sellers an irrevocable, confirmed, whithout recourse, transferable divisible Sight Letter of Credit to reach the Sellers 30 days before the month of shipment, valid for negotiation in China until 15th days after the month of shipment.
唛头：买方应在合同装运期前30日内，将唛头的详细说明以明确的形式通知卖方，否则由卖方自行决定。 20
SHIPPING MARKS：The detail instructions about the shipping marks shall be sent in a define form and reach the sellers 30 days before the time of shipment aforesaid. Otherwise, it will be at the seller’s option.
一般条款： 21 （请参看本合同背面） GENERAL TERMS AND CONDITIONS: (Please see overleaf)
买方签字 22 卖方签字：
THE SIGNATURE OF BUYERS THE SIGNATURE OF SELLERS
（合同背面）
一 般 条 款
GENERAL TERMS AND CONDITIONS
1、付款条件：
买方所开信用证不得增加和变更任何未经卖方事先同意的条款。若信用证与合同条款不符，买方有责任修改，并保证此修改之信用证在合同规定的装运月份前至少15天送达卖方。即期付款交单：买方须凭卖方开具的即期跟单汇票，于见票时立即付款，付款后交单。否则卖方有权向买方追索逾期利息。
Terms of Payment:
In the Buyer' s Letter of Credit, no terms and conditions should be added or altered without prior to the Sellers consent. The Buyers must amend the letter of credit, if it is inconsistent with the stipulation of this contract, and the
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买方开证时，请注明本合同号码。 When opening L/C please mention our S/C Number.