外贸函电之意向书协议和合同

The Contents of Exclusive Distribution Agreement
(see the example on Page252)
包销协议名称、签约日期与地点（Name of the agreement and the date and place of signing it)
Letter of Intent, Agreements and
Contracts
Learning Objectives
What are Letter of Intent, Agreement and Contract?
Various Forms of International Trade
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（General provisions）。1999中 国《合同法》第十二条规定了八项一般条款，分别是：
1. title or name and domicile of the parities(当事人的名称或姓名和住址) 2. contract object(标的) 3. quantity(数量) 4. quality(质量) 5. price or remuneration(价款或者报酬) 6. time limit, place and method of performance (履行期限、地点和方式) 7. liability for breach of contract(违约责任) 8. methods to settle disputes (解决争议的方法)
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。
obligations as advertising & publicity, reports on market conditions and trademark protection )
Agency (代理)
Contractual arrangement under which an agent acquires the right to negotiate sale of a principal’s goods or services, usually in exchange for a commission or fee computed as a percentage of sales generated.
Although often used as synonyms with “contract”, agreement is a broader term, e.g. an agreement might lack an essential element of a contact.“ 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（essential clauses/provisions）。
3. Contract (合同): A contract is a legally binding exchange of promises or agreement between parties that the law will enforce.
The difference between agreement and contract
1. Head (首部) title number date and place preface 2. Body (正文) style of stipulations style of forms combination of the styles of stipulations and forms 3. End (尾部) copies and conserves languages used full name of the parties seals enclosure(s), if any
The purposes of an LOI may be: to clarify the key points of a complex transaction for
the convenience of the parties to declare officially that the parties are currently
Requirements of Writing a Contract or an Agreement
1. Writing principle equality mutual benefit common negotiations 2. Stipulations complete concrete definite 3. Words and expressions proper logical not ambiguous
Agreement and (or) Contract Examples
Three Kinds of Common Legal Documents
1.Letter of Intent (意向书): A letter of intent or LOI is a document outlining an agreement between two or more parties before the agreement is finalized. Such agreements aim at closing a financially rather large deal. LOIs resemble written contracts, but are usually not binding(有约束力 的) upon the parties.
(Compensation Trade) l Switch Trade (转手贸易) l Offset (抵消交易) 9. Processing and Assembling Trade (加工装配业务)
Exclusive Sales (包销)
Also called exclusive distribution (独家经销) or sole distribution (总经销). Retail selling strategy typically used by manufacturers of high-priced, generally upscale merchandise, such as cars or jewelry, whereby manufacturers grant certain dealers exclusive territorial rights to sell the product. The retailer benefits from the lack of competition, and the manufacturer benefits from a greater sales commitment on the part of the retailer. Additionally, exclusive distribution gives the manufacturer greater control over the way the product is merchandised.
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。
Form of a Contract or an Agreement
Forms of International Trade
1. Distribution (经销) l Fixed Distribution (定销) l Exclusive Sales (包销) 2. Agency (代理) 3. Consignment (寄售) 4. Fairs and Sales (展卖) 5. Invitation to bid and Bid (招标与投标） 6. Auction (拍卖) 7. Futures Trade (期货交易) 8. Counter Trade (对销贸易) l Barter (易货) l Counter Purchase (互购贸易) l Product Buyback (产品回购), 接近于我国的补偿贸易
negotiating, as in a merger(兼并) or joint venture proposal to provide safeguards in case a deal collapses during negotiation
Three Kinds of Common Legal Documents
Байду номын сангаас
买卖关系
出口企业
独家经销商
客户
无关系
Features of Exclusive Sales
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
2. Agreement(协议书): A consensus of mind, or evidence of such consensus, in spoke or written form, relating to anything done or to be done. 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。
The agent signs contracts with a third party on behalf of the principal or does other matters relating to the sales in compliance with the instruction from his principal, while the principal shall be responsible for the agent’s business activities and the obligations incurred therein.
包销协议双方的关系（Relationship between the two parties concerned) —— Principal to Principal
包销商品的范围(Scope of the distributed commodity) 包销地区(Area of distribution) 包销期限(Period of distribution) 专营权（Exclusive right） 包销数量或金额(Distributed quantity and amount) 作价方法(Methods of pricing) 其他义务，如提供广告宣传、市场报道及商标保护 (Other
The relation between the supplier and the distributor is Principal
to Principal：the distributor sells goods in his own name and on
his own account.
买卖关系