1.目的：准确理解客户要求，确保合同规定及其执行的要求，满足客户要求。
Purpose： To learn about the customers ’needstoensurewell,that the provisions and implementation of contract will meet customers ’requirements.
2.适用范围：适用于所有销售合同的确认及评审。
Applicable Scope ：Apply to all the verification and review of sales contracts.
3.职责 Responsibility
3.1 生产技术部负责编制《标准产品清单》及对非常规产品的技术标准及客户要求进行评审。
The Production & Technique Dept. shall prepare the “Standard Productand shallList review”the technical standards and the customers ’requirements onventionalofunc products.
3.2 市场部负责对常规产品的评审，对非常规产品的价格、付款方式、交货方式的评审及顾客特别技术要
求评审的组织工作。
The Marketing 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 /总经理或市场总监负责非常规合同评审的审批。
The General Manager or the Chief Marketing Officer shall approve the review of unconventional contracts.
3.4 生产部负责对非标产品合同供货期的评审、负责与仓库联系了解库存量和供货情况。
Production Dept. shall review the delivery time of non-standard products, shall contact with the Warehouse to know the inventories and availability.
3.5 采购部负责对非常规的订单产品材料、外协件的供货能力的评审。
Purchasing Dept. shall review the unconventional products material of orders and supplying capacity of external machining.
3.6 品保部负责对非常规产品质量检验能力的评审。
QC. Dept. shall review the testing capability of unconventional products.
3.7 成套工程部负责对非常规成套产品生产能力、供货期的评审。
The Panel Department shall be responsible for reviewing the production capacity of complete set of unconventional product and the delivery date.
4. 工作程序Work Procedure
4.1 生产技术部负责编制《标准产品清单》，规定常规产品的具体型号及其要求，以便日常销售合同签订、生
产、检验等参考使用。
The Production & Technical Dept. shall prepare the "Standard Products List" to regulate specific types and requests of conventional products, in order to provide reference for signing sales contract, manufacturing, testing,
and so on.
4.2 顾客要求的识别Identification of customers’ requirements
4.2.1 市场部销售人员接到顾客订货要求后，应与顾客进行充分沟通，根据顾客规定的订货要求，做好相
关记录（如合同草案、技术协议及口头订单等），并及时转达到市场部办公室，由市场部办公室通知各区
域销售负责人作进一步跟进处理。
The sales personnel shall communicate with the customers when receive the orders, make the relevant records in
accordance with the order transfer it to the Marketing further action. ’requests (such as the contract draft, technology agreements and oral orders, etc.) and office promptly, the Marketing office shall notify every regional sales leader to take
4.2.2 当各区域销售负责人与顾客沟通确认可达成技术协议要求的（包括与顾客商议的产品质量要求、实
用性、报价、交货期、付款方式、交货方式、服务等条款内容），经市场总监或市场部办公室确认后，由
市场部办公室与顾客沟通联络。
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, delivery 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 合同评审Contract Review
4.3.1 合同的分类Contract Classification
4.3.1.1 常规合同 :对《标准产品清单》中已规定的定型产品的合同。
Conventional contract: The contract of specific product that has been prescribed in the.“ St 4.3.1.2 非常规合同 : 对《标准产品清单》未作规定的产品合同,如新产品开发或型式试验产品或由定型产品改
进要求的合同。
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 required to improve specific product.
4.3.1.3 成套工程合同:对顾客要求由公司提供成套柜体工程的产品(包括成套工程中的一、二次方案)。
The 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 常规合同评审Review of conventional contract
4.3.2.1 对于有现货的常规合同,直接由市场部办公室在“商品成交合同”中进行确认评审，经市场总监或办公室
主任审核后，即视完成合同评审。
For conventional contract of spot transactions, the Marketing Dept. shall directly confirm the review in the "Commodity Transaction Contract", finally the Chief Marketing Officer or the director of office audit the contract.
4.3.2.2 对于无现货的常规合同, 由市场部办公室将顾客要求在“商品成交合同”中标注，经销售总监或办公室主