4.3 合同管理 Contract management
这个过程 – 从潜在的订单到确定的合同，最后到交付 – 通常非常耗时，并且可能涉及卖方方面的多个部门。在合同前阶段，卖方必须与其销售部门和生产或供应部门联系，以便能够报出潜在的交货日期和价格。账户或出口部门必须熟悉并准备出口文件。
The process – from potential order to a firm contract and finally to delivery – will often be time‑consuming and may involve several departments on the seller’s side. At pre‑contract stage, the seller will have to liaise with its sales department and the production or supply department to be able to quote potential delivery dates and prices. The accounts or export department will have to become familiar with, and prepare, export documentation.
信用控制经理必须了解如何管理风险，并考虑最合适的结算方法。这可以是通过赊账，跟单信用证，提前付款或通过账单收取付款，具体取决于新客户的信用状况和状态报告。我们探索这些结算方法，以及与每种结算方法相关的买方和卖方风险。
The credit control manager must understand how to manage the risks and consider the most appropriate method of settlement. That could be payment by open account, documentary credit,payment in advance or by bill for collection, depending on the new customer’s credit standing and status report. We explore these methods of settlement, and the buyer and seller risks associated with each one, in more detail in Topic 7.
为了履行合同，需要团队合作，每个相关人员都必须谨慎处理其交易部分，以确保货物出口符合相关合同。
To fulfil the contract, a team effort is required and everyone involved must handle their part of the transaction with care to ensure that the export of goods is made in accordance with the relevant contract.
1.需要订购供应品或安排劳动力。
Supplies need to be ordered or labour arranged.
2.必须生产货物。
Goods must be manufactured.
3.必须安排包装。
Packaging must be arranged.
4.必须预订运输和运输空间。
Transport and shipping space must be booked.
5.货物必须及时发往港口、机场或目的地，或及时送达服务。
Goods will have to be despatched to the port, airport or place of destination in time, or services delivered in a timely manner.
6.所有必要的文件应由出口文件部门获取和提供。
All necessary documentation should be obtained and supplied by the export documentation department.
7.应告知买家运输细节。
The buyer should be advised of shipping details.
8.所有必要的文件必须尽快直接或通过银行系统提交给买方付款，具体取决于合同中规定的付款方式。
All necessary documents must be submitted for payment directly to the buyer or via the banking system, depending on the method of payment set out in the contract, as quickly as possible.
9.需要有效的出口订单管理来监督所有这些功能并定期检查进度。
Effective export order management will be required to oversee all these functions and to periodically check progress.
从订购日期到最终完成日期之间的成本变化并不罕见，必须考虑到这种风险，无论是在原材料，劳动力成本，保险和运费方面，还是在汇率波动的始终存在的因素中。如果合同要有利可图且可行，卖方将需要监控所有这些问题。
Changes in costs between the dates of order and final completion are not unusual and such risks must be allowed for, whether in raw materials, labour costs, insurance and freight costs, or the ever‑present factor of fluctuating exchange rates. The seller will need to monitor all of these issues if the contract is to be profitable and viable.
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