chapter 3 Trade Terms
3 Trade Terms贸易术语
Six trade terms: Ex (Point of origin)、 FOB 、FAS、
三、 Why do we use trade terms, as FOB, CIF, in international trade ?
Because they can simplify the contract negotiation procedures, and thus save us time and cost to a great extent. The functions of trade terms They indicate ① the delivery point(交货点)/ point of risk transfer(风险转 移点): naming the exact time and point at which the ownership of the merchandise (the risk of the goods) is transferred from the seller to the buyer; ② the responsibilities and expenses of both the seller and the buyer; ③ the formation of a unit price.
December 9, 2014 7
2. Revised American Foreign Trade Definitions 1941 《1941年美国对外贸易定义修订本》
国际贸易实务(Trade Terms)
Place of destination
Seller’s premises
1st Carrier
Alongside the vessel
Ship’s rail
Port of destination
LEGEND: Risks Obligation & Costs Insurance included Means of transport
FCA Free Carrier (…. Named place)
Transfer of risks
goods at the disposal of the (1st) carrier
Delivery point
If at seller’s site, seller responsible for loading If anywhere else, seller responsible for delivering the goods to the point required, but not responsible for unloading or reloading
EXW
Delivery: at seller’s premises Transfer of risks: goods at the disposal of the buyer Packaging and loading:
Usu. seller no obligation for export packaging and loading;
International Trade Terms
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周长宏
chapter 3_译文版
CHAPTER 3 The Ricardian Model[EX 01] (Countries )engage in international trade for two basic reasons, each of which contributes 主语谓语宾语状语非限制性定语从句to their gains from trade. First, (countries) trade//because they are different from each other.主语谓语原因终于从句（Nations）, like individuals, can benefit from their differences by reaching an arrangement// in 主语插入语谓语宾语状语which (each) does the things it does relatively well. Second, (countries) trade to achieve 定语从句定语从句主语谓语宾语economies of scale in production. That is, if (each country )produces only a limited range of后置定语条件状语从句goods, (it) can produce each of these goods at a larger scale and hence more efficiently than if it 主语谓语宾语状语tried to produce everything. [P24]比较状语从句译：各国参与国际贸易的基本原因有两个,这两个原因都有助于各国从国际贸易中获益。
第一，进行国际贸易的各个国家之间存在着千差万别。
国家就像个人一样，当他们各自从事自己擅长的事情时，就能取长补短，从这种千差万别中获益。
Chapter 3 Trade Terms-III
3.4.3.1 Calculation of Discount
USD300.00/MT FOB D2 SH The method is the same as the commission
3.5.1 Selection of Trading Currency
Hard currency: Soft Currency:
3.4.3.1 Calculation of Commission
Commission=含佣价*commission rate Net price=含佣价-commission Net price=含佣价*（1- commission rate ） E.g. 某出口公司对外报价某商品每箱2000美 元CFR纽约，外商要求4%佣金。 Calculate: 在保持我方净收入不变情况下，应 报含佣价为多少?
3.4.3 Calculation of Commission and Discount 1. Commission E.g. USD300per M/T CIF San Francisco including 2% commission E.g. USD200per M/T CIFC2 San Francisco
补充:商品价格的换算方法
Leabharlann 常见贸易术语的价格换算 CIF=(FOB+运费）/（1-保险费率*投保加成）
商品价格的换算方法一常用的贸易术语的价格构成fob生产采购成本价国内费用预期利润cfr生产采购成本价国内费用国外运费预期利润cif生产采购成本价国内费用国外运费国外保险费预期利润补充
Chapter 3 Trade Terms-III
Lecturer: Shophia Hou
国际贸易
General exercises on special terms and concept in EnglishWhat is the aim of establishing ISO9000 within an enterprise？Put the following special terms or abbreviations into Chinese1.CISG, United Nations Convention on Contracts for the International Sale of Goods.19882. F.A.Q.3.G.M.Q.4. B.P. 19935.quality tolerance6.gross for net7.real tare8.doz./ pcs/ ctn/9.more or less clause10.bulk cargo11.shipping mark12.trade terms as FOB/ CFR/ CIF liner terms/ FCA/ CPT/ CIP/FAS13.INCOTERMS 2000, ICC PUBLICA TION NO.560.14.custom clearance/ dead freight/ demurrage15.SDRs/ EUR16.discountmission.18.time of delivery19.time of shipment20.export, import license21.port of shipment, destination22.E.M.P./ A.M.P23.partial shipment and transshipment24.voyage charter25. A.V.26.W/M27.F.I.O.S.T.28.full set clean on board ocean bill of lading29.through, combined B/L30.to order of shipper31.on deck/ sea waybill32.air waybill33.cargo receipt34.master air waybill,35.house air waybill36.FCL,LCL37.CY,CFS38.door to door39.applicant, the insured ,insurer, underwriter40.PICC41.general average42.particular average43.CIC44.W.A.45.W.P.A46.All Risks47.warehouse to warehouse /W/W clause48.F.R.E.C49.I.C.C50.insurance policy51.open policy52.T.PN.D53.sight, demand ,time, usance, draft54.presentation for acceptance55.blank endorsement56.promissory note57.casher’s order58.cheques, check/crossed cheque59.remittance60.T/T61.M/T62.D/D63.O/A64.D/P65.D/A66.T/R67.URC522--Uniform Rules for Collection of Commercial Paper68.FCI--factors chain international69.applicant70.beneficiary71.opening, issuing bank72.advising, notifying bank73.negotiation bank74.paying bank75.drawee bank76.reimbursing bank77.packing credit78.UCP500--Uniform Customs and Practice for Commercial Documentary Credits79.irrevocable L/C80.deferred payment L/C81.revolving L/C82.SWIFT--Society for Worldwide Interbank Financial Telecommunication83.L/G--letter of guarantee84.principal85.URDG458--Uniform Rules for Demand guarantee86.standby L/C/ ISP98,the International Standby Practices199887.progression payment88.expiry date/valid for negotiation89.inspection certificate90.FDA91.S.G.S92.breach of contract93.discrepancy and claim94.force majeure95.arbitration96.arbitration award97.Convention on the Recognition and Enforcement of Foreign Arbitral A wards 195898.enquiry99.offer100.counter-offer101.firm offer102.B2B103.L/C amendment104.invoice105.packing list106.consignee107.Form A108.exclusive sales109.agency agreement110.invitation to tender/bid111.submission of tender112.bidder113.bidding document114.opening of tender115.auction116.counter trade117.futures marketmodity exchange119.hedgingBasic concepts1.sale against seller’s sample2.sale against buyer’s sample3.more ore less clause4.how many kinds of marks are there on the outer packing of goods, what are they?5.what are usually included in a shipping mark?6.neutral packing （with or without brand?）7.icc8.are trade terms, definitions and interpretations in international trade practices legally binding?9.what are the major obligations of both the buyer and the seller under FOB term according toINCOTERMS 2000?10.can a CIF contract be regarded as an arrival one? the trade terms in the four groups in accordance with INCOTERMS 200012.what are the most frequently used trade terms in Chin a’s foreign trade?13.under what terms does the buyer need to effect insurance14.under what terms does the buyer need to booking shipping space?15.which of the following terms is favorable to the seller and why? FOB, CFR, CIF和FCA,CPT,CIP16.what is SDR?Chapter 1 preface1.《进出口贸易实务教程》的研究对象是什么？其性质和特点表现在哪些方面？2.为什么要学习进出口贸易的实务知识？学习进出口贸易实务应抓住哪几个中心环节？在学习本课程时应注意哪些问题？3.为什么说，在进出口贸易中国际货物买卖合同是基本合同？4.订立和履行国际货物买卖合同所涉及的法律有哪些？5.《联合国国际货物销售合同公约》的主要内容有哪些？是在何时生效的？目前已有哪些国家成为该公约的缔约国？我国与何时正式核准参加该公约？我国核准参加该公约时有何保留？6.国际货物买卖合同有哪些基本内容？7.进出口贸易一般要经过哪些程序？8.出口交易前的准备工作主要有哪些内容？进口交易前的准备工作又有哪些主要内容？9.对国际市场调查研究的内容有哪些？10.何谓商品经营方案和价格方案？试简述它们的内容和作用。
商务英语Chapter 3参考译文及答案
2．货品：QWB-016锦缎电脑包
价格：宁波离岸价每只8.36美元
由于行情下跌，建议贵公司早日接受。
盼望早日得到答复。
马丁·克朗
Lette
尊敬的马丁先生：
兹收到贵公司3月7日要求让利五个点的邮件，非常感谢。
我们十分遗憾地通知您，由于上涨的人力成本，我们现无法给您这么大的折扣。坦白说，手工艺品市场目前仍然坚挺且有上升的可能性。因为在可预见的未来价格几乎不可能会下滑。
急盼复！
附言：可以有您的MSN号或/和skype号吗？
塞缪尔·陈
尊敬的陈先生：
我公司是加拿大主要的工艺品进口商之一。我在今年四月的第111届广交会上拿到了贵司的目录与您的名片。
现我们对贵公司的锦锻手袋，尤其是货号为QWB-012和QWB-016的产品十分感兴趣。希望您能基于每款五千的数量对上述两个货号报最好离岸价，以及最短的生产周期。
兹复，很遗憾，我处客户认为贵公司价格过高，且与本地现行市场水平不一致。贵公司可能了解，一些印度尼西亚商人正在削价销售。毋庸置疑，市场竞争激烈。
我们不否认贵公司锦缎手袋质量稍好，但差价决不至于高达5%。为促进贸易，谨代表客户还价如下：
1．货品：QWB-012泪珠状晚装锦缎手袋
价格：宁波离岸价每只4.56美元
Chapter 3
Learning Aims
学完本章，学生应能：
1．根据不同的潜在客户分清具体询盘与一般询盘；
2．熟悉询价单、报价单以及价目表；
3．提高还盘处理能力；
4．掌握商务谈判的信件的结构以及相关术语和表达方式；
5．熟悉一些工艺品的名称；
6．学会分析案例，并撰写商务谈判的信函。
Background Information
Trade-Terms贸易术语
FOB Free on Board …（named port of shipment)“装运港船上交货”“离岸价”“船上交货”(加装运港名称)The seller is responsible for shipping the contracted goods on board the ship dominated by the buyer at the port of shipment within specific period and bearing all costs and risks before the goods are on board the vessel.卖方在合同规定的装运港和期限内把合同规定的货物装到买方指定的船上，并负担货物装上船为止的一切费用和风险。
Risk transfer point: on board of the ship nominated by the BuyerSeller’s Obligations:Goods transfer to the port;Packaging and Mandatory Inspection;Export formalities: export custom clearance;Loading on board and notify the buyer;Shipping advice;Shipping documents submissionBuyer’s Obligations:Space booking and notification;Shipping instruction;Insurance;Cost of shipping;Acceptance of documents;Import custom clearance;Settlement of the paymentCFR Cost and Freight （…named Port of Destination）成本加运费（指定目的港）The seller is responsible for booking space and delivering the goods on board the vessel sailing for the destination in due time according to the contract and covering the risks and expenses during carriage (the risks are transferred when goods are delivered on board).卖方负责租船订舱，在合同规定的装运港和期限内，将合同规定的货物装上运往指定目的港的船只，支付运费并负担风险（货物在装运港装上船后风险即由卖方转移至买方）。
国际贸易实务双语教程(第三版)Unit 03
Modification or Termination of Contract
• CISG Article 29:
• (1) A contract may be modified or terminated by the mere agreement of the parties. (2) A contract in writing which contains • a provision requiring any modification or termination by agreement to be in writing may not be otherwise modified or terminated by agreement. However, a party may be precluded by his conduct from asserting such a provision to the extent that the other party has relied on that conduct.
2222009843tradethelawsareapplicabletointernationalsalescontractsinternationaltradepracticeinternationaltradepracticeinternationalrulesfortheinterpretationinternationalrulesfortheinterpretationoftradetermsoftradeterms国际贸易术语解释通则国际贸易术语解释通则uniformcustomsandpracticeforuniformcustomsandpracticefordocumentarycreditdocumentarycreditdocumentarycreditdocumentarycreditinternationaltreatyinternationaltreatyunitenationsconventiononcontractsfortheunitenationsconventiononcontractsfortheinternationalsaleofgoodsinternationalsaleofgoods公约公约domesticlawsdomesticlawscontractlawcontractlaw中华人民共和国合同法中华人民共和国合同法跟单信用证统跟单信用证统跟单信用证统一惯例跟单信用证统一惯例惯例惯例联合国国际货物销售合同联合国国际货物销售合同modificationorterminationofcontract?cisgarticle29
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Used for sea or inland waterway transport
（1）Seller’s Responsibilities
A. 负责提供商业发票、保险单和货物运往约定目的港的 通常运输单据
B. 负责取得出口许可证或其他核准书，办理货物出口清 关手续 C. 负责租船或订舱，并支付至目的港的运费
Trade terms applicable to contract indicate:
The point of place at which seller deliver goods to buyer and buyer organizes transportation for next part of journey. The point of place at which risk transfer from seller to buyer. The point of place at which charges transfer from seller to buyer. Therefore, the use of trade terms considerably facilitates negotiation and signing of contracts.
2 、 Cost Insurance and Freight （ Insert Named Port of Destination）
卖方将货物交至船上，或取得已如此交付的 货物，完成交货。卖方必须支付将货物运至指定 目的港所必需的费用和运费，但交货后货物灭失 或损坏的风险，以及由于发生事件而引起的任何 额外费用，自卖方转移至买方。此外，卖方须订 立保险合同，并支付保险费。
B. 象征性交货（Symbolic Delivery），即卖方提 交单据，可推定为交付货物。 CIF 合同的卖方可 通过向买方提交货运单据（提单、保单和商业发 票）来完成其交货义务。而买方则必须凭上述符 合合同要求的货运单据支付价款。
C. 卸货费用的负担——Variants of CIF term
—— CIF liner terms（CIF班轮条件）：指卸货费用按 班轮条件处理，由支付运费的一方（卖方）负担 —— CIF ex ship’s hold（CIF舱底交货）：买方负担将 货物从舱底起吊卸到码头的费用 —— CIF ex tackle（CIF吊钩交货）：卖方负担将货物 从舱底吊至船边卸离吊钩为止的费用
B. 负责取得出口许可证或其他核准书，办理货物出
口清关手续 C. 负责在合同规定的日期或期限内，在指定的装运 港，将货物按港口惯常方式交至买方指定的船上， 或取得已如此交付的货物，并给予买方充分的通知
D. 负担货物在装运港交至船上为止的一切费用和风 险
（2）Buyer’s Responsibilities
任何运输方式均适用
3、INCOTERMS 2010 2010年国际贸易术 语解释通则
INCOTERMS 来 源 于 International Commercial Terms 三词。 2010 年 10 月国际商会（ International Chamber of Commerce）修订完成，并 于2011年1月1日起生效。
CFR（Cost and Freight） 成本加运费（插 入指定目的港） CIF（Cost, Insurance and Freight） 成本加 保险、运费（插入指定目的港）
4 、 However, the international trade
practice is not law and it has no binding force upon the parties to a contract unless the contract stipulates definitely the application of the international trade practice.
It requires the seller to clear the goods for export.
Used for sea or inland waterway transport
（1）Seller’s Responsibilities
A. 负责提供商业发票和证明货物已交至船上的通常 单据
A. 负责按合同规定支付价款 B.自负风险和费用取得进口许可证或其他核准书，并 办理货物进口以及必要时经由另一国过境运输的一切 海关手续 C. 负责租船或订舱，支付运费 D. 负担货物在装运港交至船上后的一切费用和风险 E. 给予卖方关于船名、装船地点和要求交货时间的充 分的通知 F. 收取卖方按合同规定交付的货物，接受与合同相符 的单据
Ⅱ 6 Main International Trade Terms
1、Free On Board（Insert Named Port of Shipment）
在指定装运港将货物交到买方指定的船上，或取 得已如此交付的货物，卖方完成交货。当货物被交到 船上时，风险转移。自该时刻起，买方负担货物灭失 或损坏的风险，并支付一切费用。 注： 取得已如此交付的货物（procure the goods so delivered ），是为了迎合在大宗商品销售中，对 已装船的货物在转售交易的需要。
B. 自负风险和费用取得进口许可证或其他核准书， 并办理货物进口以及必要时经由另一国过境运输 的一切海关手续
C. 负担货物在装运港交至船上后的一切费用和风 险 D. 收取卖方按合同规定交付的货物，接受与合同 相符的单据
（3）The Characteristics of CIF Term
A. 在CIF术语下，其交货点/风险转移点与FOB完 全相同，因此，采用 CIF 订立的合同属于“装运 合同”。
（3）Points for Attention
① “装上船”的要求和风险转移 —— FOB交货点（point of delivery）为装运 港船上（on board the vessel at the port of shipment）。 —— 风险转移（risk transfer）：当货物在装 运港被交到船上时，货物灭失或损坏的风 险从卖方转移至买方。（插入指定目的地）
Duty Paid ） 完税后交货
（2）For sea and inland waterway transport（4 种） FAS （Free Alongside Ship）船边交货（插 入指定装运港） FOB（ Free On Board ）船上交货（插入指 定装运港）
—— CIF landed（CIF卸到岸上）：卖方负担将货物卸 到目的港岸上的费用，包括驳船费和码头费 （literage and wharfage charge）
3 、 Cost and Freight （ Insert Named Port of Destination）
The seller completes delivery when the goods are on board the vessel at the port of shipment, or he procures the goods so delivered. The seller must pay the cost and freight necessary to bring the goods to the named port of destination but the risk of loss or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer at that point.
Ⅰ International Convention of Trade Terms
1、Warsaw-Oxford Rules 1932 （1932年华沙牛津规则）
由 国 际 法 协 会 （ International Law Association）所制定。1928年在华沙举行会议， 制定了关于 CIF 买卖合同的统一规则，共 22 条， 称为《1928年华沙规则》。
D. 在合同规定的日期或期限内，在装运港将符合合同的 货物交至运往指定目的港的船上，或取得已如此交付的 货物，并给予买方充分的通知 E. 负担货物在装运港交至船上为止的一切费用和风险
F. 负责办理货物运输保险，支付保险费
（2）Buyer’s Responsibilities
A. 负责按合同规定支付价款
CPT（Carriage Paid To） 运费付至（插入 指定目的地） CIP（Carriage and Insurance Paid To ） 运 费、保险费付至（插入指定目的地） DAT（Delivered At Terminal）运输终端交货 （插入指定港口或目的地的运输终端） DAP （ Delivered At Place ）在目的地交货 （插入指定目的地）
There are currently 11 INCOTERMS in use and they are categorized in two groups as follows: （1）For any mode or modes of transport（7 种） EXW （ Ex Works ） 工厂交货（插入指定交 货地点） FCA（Free Carrier）货交承运人（插入指定 交货地点）