1、1 .目的：準確理解客戶要求，確保合同規定及其執行的要求，滿足客戶要求。Purpose： To learn about the customers' needstoensurewell,that the provisions and implementation of contractwill meet customers ' requirements.2 .適用范圍：適用于所有銷售合同的確認及評審。Applicable Scope ： Apply to all the verification and review of sales contracts.3 .職責 Respo

2、nsibility3.1 生產技術部負責編制標準產品清單及對非常規產品的技術標準及客戶要求進行評審。The Production & Technique Dept, shall prepare the“ Standard Productand shallList review" the technical standardsand the customers ' requirements onventionalofunc products.3.2 市場部負責對常規產品的評審，對非常規產品的價格、付款方式、交貨方式的評審及顧客特別技術要 求評審的組織工作。The Mar

3、keting Dept, shall review conventional products, organize to review the price, the type of payment and delivery way of unconventional products, also shall review the cus tomers ' special technical requirements.3.3 董事/總經理或市場總監負責非常規合同評審的審批。The General Manager or the Chief Marketing Officer shall a

4、pprove the review of unconventional contracts.3.4 生產部負責對非標產品合同供貨期的評審、負責與倉庫聯系了解庫存量和供貨情況。Production Dept, shall review the delivery time of non-standard products, shall contact with the Warehouse to know the inventories and availability.3.5 采購部負責對非常規的訂單產品材料、外協件的供貨能力的評審。Purchasing Dept, shall review th

5、e unconventional products material of orders and supplying capacity of external machining.3.6 品保部負責對非常規產品質量檢驗能力的評審。QC. Dept, shall review the testing capability of unconventional products.3.7 成套工程部負責對非常規成套產品生產能力、供貨期的評審。The Panel Department shall be responsible for reviewing the production capacity o

6、f complete set of unconventional product and the delivery date.4 .工作程序 Work Procedure4.1 生產技術部負責編制標準產品清單 ，規定常規產品的具體型號及其要求，以便日常銷售合同簽訂、生 產、檢驗等參考使用。The Production & Technical Dept, shall prepare the “Standard Products List” to regulate specific types and requests of conventional products, in order

7、to provide reference for signing sales contract, manufacturing, testing, and so on.requirements4.2 顧客要求的識別Identification of customers4.2.1 市場部銷售人員接到顧客訂貨要求后，應與顧客進行充分溝通，根據顧客規定的訂貨要求，做好相 關記錄(如合同草案、技術協議及口頭訂單等)，并及時轉達到市場部辦公室，由市場部辦公室通知各區域銷售負責人作進一步跟進處理。The sales personnel shall communicate with the customers

8、 when receive the orders, make the relevant records in accordance with the order ' requests (such as the contract draft, technology agreements and oral orders, etc.) and transfer it to the Marketing office promptly, the Marketing office shall notify every regional sales leader to take further ac

9、tion.4.2.2 當各區域銷售負責人與顧客溝通確認可達成技術協議要求的(包括與顧客商議的產品質量要求、實 用性、報價、交貨期、付款方式、交貨方式、服務等條款內容)，經市場總監或市場部辦公室確認后，由市場部辦公室與顧客溝通聯絡。If the regional sales director and the customers come to technology agreements (including requirements for product quality, practicality, price, delivery time, the type of payment, deli

10、very way, service and other clauses), the Marketing Dept shall communicate with the customers when it is approved by the Chief Marketing Officer or the Marketing office.4.3 合同評審 Contract Review4.3.1 合同的分類 Contract Classification 常規合同：對標準產品清單中已規定的定型產品的合同。Conventional contract: The contract of

11、specific product that has been prescribed in the.“ St4.3.12非常規合同：對標準產品清單未作規定的產品合同，如新產品開發或型式試驗產品或由定型產品改進要求的合同。Unconventional contract: The contract that is not prescribed in the ,Standard Product List”，such as the contract for development of new products, or product of type test or the contract requi

12、red to improve specific product.成套工程合同：對顧客要求由公司提供成套柜體工程的產品(包括成套工程中的一、二次方案 )oThe engineering contract of panel: the contract that provides panel products for customer (including the single line diagram and the secondary diagram in the whole project);4.3.2 常規合同評審 Review of conventional contract

13、對于有現貨的常規合同，直接由市場部辦公室在“商品成交合同”中進行確認評審，經市場總監或辦公室主任審核后，即視完成合同評審。For conventional contract of spot transactions, the Marketing Dept, shall directly confirm the review in the “Commodity Transaction Contract11, finally the Chief Marketing Officer or the director of office audit the contract.4.3.22

14、對于無現貨的常規合同，由市場部辦公室將顧客要求在“商品成交合同”中標注，經銷售總監或辦公室主任審核后，轉化為公司內部“訂單生產指示”，注明產品的型號、規格、數量、要求出貨日期，并附上顧客其它技術條件要求（如有），即視完成合同評審。For conventional contract of products without stock, the Marketing Dept. shall remark the customer requirements in the Commodity Transaction Contract'1, it will become an internal &

15、quot;Production Instructions of Order11 with product type, specification, quantity, requested delivery date, after being audited by the Chief Marketing Officer or the director of the office, finally attach other technical requirements if there is any.4.3.23 非常規產品的評審 Review of unconventional product4

16、.3.23.1 據公司目前情況，非常規產品主要表現在：According to current situation of the company, the unconventional product refers to:a） .結構、尺寸不在規定范圍內，或未列入正式說明書內等；The structure, dimension go beyond the stated scope, or has not been listed in the formal specification, etc.b） .應用場合并非正常使用范圍內，如天氣、海拔高度；The applicable situation

17、 is not the normal ambient, such as weather, the altitude.c） .用途如在保護范圍外（包括型式試驗或配套等其他有特別要求產品）；Its function is beyond the protection scope （including the type test or supporting products, and other products with special requirements）.d） .顧客應用于型式試驗的產品。Products that customer use in type-test 非常規產

18、品合同，由市場部辦公室負責填寫“合同評審表”，注明顧客的特別要求（或附件），協調組織相關部門對顧客要求進行相應的評審工作，并跟蹤評審過程中所提出問題的解決及評審結果的實現。For unconventional contract, the Marketing Dept, office shall fill in the Contract Review11 ,with the special requirements of customer （or annex） in it, organize and coordinate relevant depts, to review the custome

19、r ' s requirements, and track whether the results can be achieved , whether the problems are solved. 各部門就顧客要求中與本部門工作有關的內容進行評審及簽字確認：Every dept, shall review the customer requirements related to his/her sector, and sign to confirm it a）采購部負責合同要求中物品供貨能力的評審；Purchasing Dept, shall review the s

20、upplying capacity required in the contract;b）生產部負責合同產品中所涉生產工藝性的滿足情況及交期的評審；Production Dept, shall review whether the product meet the production and craft requirements, whether the product is delivered in time;c）生產技術部負責合同產品中設計開發能力及滿足相應法律法規要求的評審；The Production & Technical Dept, shall review the ca

21、pacity of design and development, review whether it meetsthe relevant statutory and regulatory requirementsd）品保部負責合同產品中質量要求的檢測能力的評審；The QC Dept, shall review the testing capacity required by product quality;e）市場部負責合同要求中產品的價格、付款方式、交付條件等滿足能力要求的評審。The Marketing Dept, shall review whether it is able to

22、meet requirements of price, the type of payment, delivery, and so on. 在合同評審過程中，當評審人員對產品要求中有關內容提出問題或修改建議時，由市場部負責與顧 客溝通聯系，征求顧客意見，并將溝通結果記錄于“商品成交合同”中。In the process of contract review, the Marketing Dept, shall contact with customer for their advices and feedback, when the reviewer propose some p

23、roblems or suggestions about product requirements. The results shall be recorded in the “ Commodity Transaction Contract ” .4.3.4 成套工程合同評審 Review of Panel Contract“顧客技術咨詢表” 市場部負責收集顧客成套工程中所提供的一、二次方案及其它特別要求，并摘錄到 上，同時將相關資料轉達到成套工程部。The Marketing Dept, shall collect the single line diagram, the se

24、condary diagram and other special requirements provided by customer in RMU panel project, extract them to the "Customer Consultation FormH and then send therelevant datum to the Panel Dept. 經成套工程部評審后確認能滿足顧客要求的，在“顧客技術咨詢表”上簽名確認，并反饋到市場部辦 公室，即視完成合同評審。The Panel Dept, shall sign on the “ Custo

25、merConsultation Form” if it is confirmed able to meet customer requirements, finally make feedback to the Marketing Dept, office. 如經成套工程部評審后確認不能完全滿足顧客要求的，應立即通知市場部，或由市場部安排與顧客 進行電話溝通，或提供與顧客要求相類似的本公司的一、二次方案圖供顧客參考確認。The Panel Dept. shall immediately inform the Marketing Dept. if it is confirmed c

26、an not meet the requirements completely, the Marketing Dept. shall arrange a telephone communication with the customer, or provide the singleline diagram or the secondary diagram of our company that is similar to the customer requirements for reference. 所有顧客提供的成套工程的一、二次方案及相關技術條件要求，均須由成套工程部負責轉

27、換成本公司 的一、二次方案，并由市場部辦公室回傳顧客確認。經顧客確認后再反饋到成套工程部，以便成套工程部組 織滿足顧客訂貨要求的技術工藝性文件編制和設計工作。The Panel Dept, shall change all of single line diagram or secondary diagram and relevant technical conditionrequirements provided by customer into the companywhich' wills ones5bereturned to customer for confirmation

28、bythe Marketing Dept. Make feedback to the Panel Dept. after the customer confirm them, in order that the Panel Dept.can prepare and design the technical documents that meet the requirements of order. 如成套工程中所涉是本公司非常規產品的相關要求的，則由市場部組織按本程序中的4.4.3執行。If the panel project refers to the relevant req

29、uirements of unconventional product in our company, the Marketing Dept, shall organize the implementation in accordance with clause 4.4.3 in this procedure.4.3.5所有經評審完成后的“合同評審表”，由市場部負責提交到董事/總經理或市場總監核準審批生效。The Marketing Dept, shall submit all of "Contract Review Form" to the General Manager

30、 or the Chief Marketing Officer for approval before it becomes effective.1.4 合同的確認 Confirmation of Contract1.4.1 常規合同直接由市場部辦公室在“商品成交合同”中確認即可。The conventional contract shall be confirmed directly in the a Commodity Transaction Contract ” by the Marketing Dept.1.4.2 非常規合同經相關部門評審，并與顧客取得一致后，由市場部辦公室建立“商品

31、成交合同”。The Marketing Dept, shall establish a "Commodity Transaction ContractH if the unconventional contract has been reviewed by the relevant departments, and agreed by the customers.1.4.3 成套工程合同經成套工程部、市場部與顧客溝通達成一致后，由市場部辦公室建立“商品成交合同”。The Marketing Dept, shall establish a ,Commodity Transaction

32、Contract” if the Panel Dept., the Marketing Dept, and the customer .come to agreement on the contract of panel.1.4.4 經建立“商品成交合同”后的合同，由市場部辦公室轉化為公司內部執行的“訂單生產指示”(對成套工程，還應附上顧客確認的相關要求)，并下達到各相關部門按訂單指示要求執行。The Marketing Dept, shall establish the u Commodity Transaction Contract , and shall change it into “

33、 ProductionOrder Instruction ” (as to complete set process, shall attach related customer confirmed requirements), and release it to the relevant depts, for implementation.1.5 合同的更改與控制 Change and Control of Contract1.5.1 常規產品的合同更改，由市場部負責直接更改“商品成交合同”中相關內容與客戶進行確認，并將更改后的顧客要求傳達到各相關部門，同時保持相應的更改合同記錄。For t

34、he changes of conventional contract, the Marketing Dept, shall directly change “ Commodity Transaction Contract and” confirm related matters with customer, and release the revised customer requirements to the relevant depts. The record of changes should be maintained.1.5.2 對非常規產品或成套工程合同的更改，由市場部辦公室負責

35、補充或組織按本程序中的4.3執行。As to changing the contract of unconventional product or the whole project, the Marketing Dept, shall take responsibility of adding, or organizing to change it in accord with clause 4.3 in this procedure.1.6 評審記錄與合同管理Review Record and Contract Management1.6.1 合同屬于公司機密文件，需專人嚴格保管；市場部負

36、責建立“客戶檔案”，將合同評審相關資料及“商品成交合同”歸入“客戶檔案”。Contracts are confidential documents of the company, which should be strictly kept by special person; the Marketing Dept. shall establish Customer Files"，and relevant information of contract review and Commodity Transaction Contract” in it.1.6.2 合同評審中相關記錄按記錄

37、控制程序執行。The relevant records of contract review shall be maintained according to the “Record Control Procedure”.1.6.3 合同確認后的技術要求，如成套柜體的一、二次方案或柜體設計圖紙等的發放按技術圖紙管理規定 執行。The issuance of confirmed Technical requirements such as the single and second program of the panel or design drawing and so on, shall b

38、e in accordance with the "Technical Drawing Management Rules ” .1.7 合同的執行及控制 Implementation and Control of Contract1.7.1 正式合同簽訂后，由市場部將合同及“合同評審表”存檔，并下達 “訂單生產指示 ”，經生產部主管簽字確認后送相應部門作為生產計劃、成品檢驗及包裝出貨的依據。When the formal contract is signed, the Marketing Dept, will archive the contract and the ,Contrac

39、t ReviewForm"，and also release the “ ProductionOrder Instruction to ” the relevant departments as a basis of production planning, product testing and packaging for shipment after being verified by production director.1.7.2 非標產品的“合同評審表”在評審批準后，由市場部將“合同評審表”副本，附在“訂單生產指示后，給各有關部門參考。If the review is approved, the Marketing Dept, shall copy the“ Contract Review Form of non” -standard productand attach it to the“ Produ