大学商务英语教学课件 chapter_3.ppt

,InternationalTradeTerms,Chapter3,Objectives,返回目录,UnderstandthepurposeofINCOTERMSKnowthestructureofINCOTERMS2000Grasptheessentialmeaningofthirteenterms.CompareandcontrasttheuseofFOBCFRandCIF,Theyaretheshorttermsorabbreviationswhichareusedtoexplainthepricecomposition,todefinethemethodsofdeliveryofthegoods,toindicatewhichpartybearsthefreight,insuranceandotherrelevantcharge,andassumetheliabilityincasedamageorlossofthegoodsoccurs.,返回目录,Definitionoftradeterms,Tradeterms,alsoknownaspricetermsordeliveryterms,arestandardizedtermsusedinsalescontractsthatdescribetheplaceandmannerforthetransferofgoodsfromthesellertothebuyer.贸易术语（tradeterms）,又称价格术语,交货条件，是一些标准化的英文缩写，它们对买卖双方在交易过程中有关手续、责任、风险及费用的划分作出了明确的规定。,Definitionoftradeterms,3.1ComponentsofTradeTerms:price,TypeofcurrencyPriceperunitUnitpriceMeasurementunitTradetermPricetermTotalprice750perM/TCIFLondontypeofcurrencypriceperunitmeasurementunittradeterm,ComponentsofTradeTerms,E.g.“US$100perdozenFOBNewYork”US$100perdozenFOBNewYorkCurrencypriceperunitmeasurementunittradeterms,3.2INCOTERMS,HISTORY:1)Internationalcustomarypractices(国际贸易惯例)Warsaw-OxfordRules1932华沙牛津公约RevisedAmericanForeignTradeDefinitions1941美国对外贸易修订本InternationalRulesFortheInterpretationofTradeTerms国际贸易术语解释通则2)InternationalRulesfortheInterpretationofTradeTerm(Incoterms):Incoterms1936Amendmentsandadditionsaremadein1953,1967,1976,1980,1990,2000INCOTERMS2000,返回目录,2.ScopeofINCOTERMS2000INCOTERMSdealwithanumberofidentifiedobligationsimposedonthepartiessuchasthesellersobligationtoplacethegoodsatthedisposalofthebuyerorhandthemoverforcarriageordeliverthematdestinationthedistributionofriskbetweenthepartiesinthesecases.obligationtoprovideproofthattherespectiveobligationshavebeendulyfulfilled.thesellersobligationtoplacethegoodsatthedisposalofthebuyerorhandthemoverforcarriageordeliverthematdestination,返回目录,3.2INCOTERMS,2.ScopeofINCOTERMS2000AlthoughIncoterms2000ispopularlyandgenerallyaccepted,theseinterpretationsarenotlawsorinternationalpacts.Theyarenotbindingonallpartiesexceptwhentheyhaveagreedtousewhicheverofthemtointerpretthetradeterms.Merchantswishingtousetheserulesshouldclearlyspecifythattheircontractswillbegovernedby“INCOTERMS2000”.,返回目录,3.2INCOTERMS,3.StructureofINCOTERMS2000comprising13differentterms,fittingdifferentsituationsanddependingonhowthepartieswishtodividetheirresponsibilities.4categories:GroupEterm:1GroupFterms:3GroupCterms:4GroupDterms:5,返回目录,3.2INCOTERMS,3.StructureofINCOTERMS2000Underthe“E”-term(EXW),theselleronlymakesthegoodsavailabletothebuyerusuallyatthesellersownpremises.Thereisonlyoneterminthiscategory.Underthe“F”-terms(FCA,FASandFOB),theselleriscalledupontodeliverthegoodstoacarrierappointedandpaidbythebuyer.Underthe“C”-terms(CFR,CIF,CPTandCIP),thesellerhastocontractandpayforcarriage,butthesellerdoesntassumetheriskoflossofordamagetothegoodsoradditionalcostsduetoeventsoccurringaftershipmentanddispatch.,返回目录,3.2INCOTERMS,3.StructureofINCOTERMS2000Underthe“D”-terms(DAF,DES,DEQ,DDUandDDP),thesellerhastobearallcostsandrisksneededtobringthegoodstothecountryofdestination.Note:Todevelopafundamentalunderstandingofthethirteenterms,onecanfocusonidentifyingthreeissues:transferofrisk,divisionofcostandliabilityforloadingandunloadingofthecargoatthetimeofdelivery.,返回目录,3.2INCOTERMS,3.2.2StructureofINCOTERMS2000,4.InterpretationoftradetermsinINCOTERMS2000EXWExWorks(namedplace)工厂交货Thistermimposesonthesellertheminimumobligations,costandrisks.Thesellerfulfillshisobligationtodeliverwhenhehasmadethegoodsavailabletothebuyerusuallyatthesellersownpremisesoranothernamedplace(i.e.,works,factory,warehouse,etc.)notclearedforexportandnotloadedthegoodsonthevehicleprovidedbythebuyer.Thebuyerhastobearallcostsandrisksinvolvedintakingthegoodsfromthesellerspremisestothedesireddestination。Thistermshouldnotbeusedwhenthebuyercantcarryouttheexportformalitiesdirectlyorindirectly出口手续,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupF-MainCarriageNotPaidBySeller1)FCA-FreeCarrier(.namedplace)货交承运人Thistermmeansthatthesellerdeliversthegoods,clearedforexport,tothecarriernominatedbythebuyeratthenamedplaceorpoint.Itshouldbenotedthatthechosenplaceofthedeliveryhasanimpactontheobligationofloadingandunloadingthegoodsatthatplace.Ifdeliveryoccursatthesellerspremise,thesellerisresponsibleforloading.Ifdeliveryoccursatanyotherplace,thesellerisnotresponsibleforunloading.Thistermmaybeusedforanymodeoftransport,includingmultimodaltransport.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupF-MainCarriageNotPaidBySeller1)FCA-FreeCarrier(.namedplace)货交承运人“Carrier”meansanypersonwho,inacontractofcarriage,undertakestoperformortoprocuretheperformanceoftransportbyrail,road,air,sea,inlandwaterwayorbyacombinationofsuchmodes.Ifthebuyernominatesapersonotherthanacarriertoreceivethegoods,e.g.afreightforwarder（货运代理）whoisnota“carrier”,thesellerisdeemedtohavefulfilledhisobligationtodeliverthegoodswhentheyaredeliveredtothatperson.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupF-MainCarriageNotPaidBySeller2)FAS-FreeAlongsideShip(namedportofshipment)目的港船边交货FASmeansthatthesellerdeliverswhenthegoodshavebeenplacedalongsidethevesselnominatedbythebuyeratthenamedportofshipment.“Alongsidetheship”canbeunderstoodliterally.Underthistermthebuyerhastobearallcostsandrisksoflossofordamagetothegoodsfromthatmoment.Thetermrequiresthesellertoclearthegoodsforexport.However,ifthepartieswishthebuyertoclearthegoodsforexport,（办理货物出口清关手续）thisshouldbemadeclearbyaddingexplicitwordingtothiseffectinthesalescontract.Thistermcanbeusedonlyforseaorinlandwaterwaytransport.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupF-MainCarriageNotPaidBySeller3)FOB-FreeOnBoard(namedportofshipment).船上交货oneofthemostcommontermsusedininternationaltrade.Itmeansthatthesellerfulfilshisobligationtodeliverthegoodswhentheyhavepassedovertheshipsrailatthenamedportofshipment.“船上交货”是当货物在指定的装运港越过船舷，卖方即完成交货。Thismeansthatthebuyerhastobearallexpensesandrisksofordamagetothegoodsfromthatpoint.这意味着买方必须从该点起承担一切费用和货物灭失或损坏的风险。FOB术语要求卖方办理货物出口报关手续。该术语仅适用于海运或内河运输。,返回目录,3.2INCOTERMS,3)FOB-FreeOnBoard(namedportofshipment),TheparticularpointsaboutthesalesunderFOBRisk-transferpointTherisk-transferpointunderFOBisattheshipsrailatthenamedportofshipment.Thus,astrongwarninghasbeenmadeinthepreambleofFOBthatthetermshouldnotbeusedwhenthepartiesdonotintenddeliveryacrosstheshipsrail.风险的转移点FOB风险的转移点在装运港的船舷。FOB的预言中有强烈的警告，若当事方无意超过船舷交货则不应使用该术语。,Link-upofvesselandgoods船货衔接问题：,Stockingnotice备货通知,Sendoutboatsnotice派船通知,Shipmentnotice装船通知,4.InterpretationoftradetermsinINCOTERMS20003)FOB-FreeOnBoard(namedportofshipment)Inordertofurtherspecifythecosts,variantshavebeencreated.Theymainlyincludefiveitems:FOB的5种变形FOBUnderTackle:Itallowsthesellertocoverthecostsuntilthegoodsareplacedsomewherewithinthereachofthetackleofthevesselnominatedbythebuyer.Othercostwillbebornbythebuyer.FOB吊钩下交货，装运港吊钩下交货FOBLinerTerms:Theshipwillberesponsibleforloading.Withthisterm,thebuyerbearstheloadingcostsinceheisresponsibleforcontactingandpayingforcarriage.FOB班轮条件，装运港船上交货班轮条件。装船费用由买方负担FOBStowed:Underthistermthesellerhastocovertheloadingchargesaswellasthestowagechargewhenthegoodsareplacesinsidetheholdoftheship.船上交货并理舱，包括理舱费在内的装运港船上交货,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS20003)FOB-FreeOnBoard(namedportofshipment)FOBTrimmed:Besidesloadingthegoodsonboardthevessel,thesellershouldalsotrimthegoodstomakethevesselevenlybalanced.船上交货并平舱，包括平舱费在内的装运港船上交货FOBStowedandTrimmed:Stowageandtrimmingchargesoftenoccurtogether.Thisonerequiresthesellertocoverthestowageandtotrimchargesapartfromthemainloadingcost.卖方负责将货物装入船舱并承担包括理舱费和平舱费在内的装船费用。Warmnote:TheFOBtermrequiresthesellertoclearthegoodsforexport.Thistermcanbeusedonlyforseaorinlandwaterwaytransport.FOB术语要求卖方办理货物出口清关,返回目录,3.2INCOTERMS,ThesellerThebuyer,FOB,Deliverthegoodsonboardthevessel交货,Contractforthecarriageofthegoods租船订舱,Obtainexportlicense获得出口许可证,Obtainimportlicense,Covercargoinsurance投保,Providedocumentsforthebuyerandaskforpayment交单议付,Paythepriceandtakedeliveryofthegoods,返回目录,warmnote,FOB条件下：记住3个时间（注：FOB条件下，租船订舱是由买方负责的，但是如有必要买方可请求卖方租船订舱，但费用一切由买方承担，而且卖方有权拒绝这项工作）1、卖方货妥通知的期限（thetimelimittonotifythebuyerthatgoodshavebeenprepared)2、买方派船通知的期限（thetimelimittonotifytheselleroftheshipsinformation)3、卖方装船通知的期限（thetimelimittothebuyerthatgoodhavebeenloned)跟美国人签订FOB合同时应注意：写上FOBNewYorksubjecttoIncoterms2000.FOB价格构成：FOB价格=进货成本价+国内费用+出口税金+净利润,FOB贸易术语的选用,一般由买方主动提出使用FOB，原因是：（1）交易的货物数量比较大，够租一条整船或大部分舱位时，买方为了节省运费，或为了货物安全，自己租船。（2）买方租船比较方便，可以自己选择租船。,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCFRCostandFreight(namedportofdestination)成本加运费Thistermmeansthatthesellerdeliverswhenthegoodspasstheshipsrailintheportofshipment.Thesellermustpaythecostsandfreightnecessarytobringthegoodstothenamedportofdestinationbuttheriskoflossofordamagetothegoods,aswellasanyadditionalcostsduetoeventsoccurringafterthetimeofdelivery,aretransferredfromthesellertothebuyer.TheCFRtermrequiresthesellertoclearthegoodsforexport.Thistermcanbeusedonlyforseaandinlandwaterwaytransport.CFR价格构成：CFR价格=FOB价格+国外运费,返回目录,3.2INCOTERMS,Thesellerthebuyer,CFR,Contractforthecarriageofthegoodsathisownexpenses,Onusualterm通常条件Bytheusualroute惯常航线Inthepropervessel适合的船舶,Usualfreight正常运费,AdditionalFreight额外运费,返回目录,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIFCost,Insurance,andFreight(namedportofdestination)CIFmeansthatthesellerhasthesameobligationsasunderCFRbutwiththeadditionthathehastoprocuremarineinsuranceagainstthebuyersriskoflossofordamagetothegoodsduringthecarriage.Thesellercontractsforinsuranceandpaystheinsurancepremium.Thekeyissuetoidentifyhereisthatalthoughthesellerpaysfortheinsurance,heisnottakingtheriskofthecargo.Ifanaccidenthappensduringthetransport,thebuyeristhepartywhosuffersandthereforehastherighttoclaimcompensationfromtheinsurancecompany.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIFCost,Insurance,andFreight(namedportofdestination)4variants:CFR/CIFLinerTerm:Thistermfollowsthepracticeoflinerswhichrequiresthepartycontractingforcarriagetopayforalltheunloadingcharges.Buyersunderthistermarenotpayingfortheunloading.CFR班轮条件，船方（即卖方）负担卸货费CFR/CIFLanded:Thistermrequiresthesellertocoverthenecessaryhandlingcostsuntilthegoodsareplaceduponthedock.(CFR卸至岸上)卖方负担卸货费CFR/CIFExTackle:Underthisvariantthesellerwillpayformovingthegoodsfromthevesseltoalocationwithinthereachofthecranestackle.Theunloadingpointcanbesomewhereattheportorinanincominglighter.Anyothercostswillbebornbythebuyer.(CFR吊钩下交货)(卖方负责卸至码头上或驳船上)CFR/CIFExShipsHold:Underthistermthehandoverofthegoodswillbedealtwithonboard.Thebuyerhastotakeoutalltheexpensesstartingfrommovinggoodsfromtheholdoftheship.(CFR舱底交货)买方负责卸货费,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIFCost,Insurance,andFreight(namedportofdestination)CIFtermrequiresthesellertoclearthegoodsforexport.CIFcanonlybeusedforseaandinlandwaterwaytransport.Whentheshipsrailservesnopracticalpurpose,theCIPtermismoreappropriatetouse.FOB,CFR,andCIFaremostcommonlyusedtradetermsininternationalcommoditytransactions.Allofthemareonlyapplicabletoseaandinlandwaterwaytransport.Itishelpfultoidentifythedifferencesandsimilaritiesamongthethreemaintermsandchoosethebestonetosuitthespecificsituation.,返回目录,3.2INCOTERMS,Thesellerthebuyer,CIF,Contractforthecarriageofthegoods,Covercargoinsuranceonbehalfofthebuyer,Minimuminsurance(F.P.A)最低险别,additionalinsurancepremium额外保险费,返回目录,CIF,1.Theexpensesandrisksareseparated(风险和费用分离),2.CIFtermisdocumenttransaction单据交易(Symbolicdelivery)象征性交货,Thesellerfulfillshisdutyofdeliveringgoodsagainstthedocuments,Thebuyershallpaythepriceagainstthedocuments,返回目录,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIFCost,Insurance,andFreight(namedportofdestination)CIFtermrequiresthesellertoclearthegoodsforexport.CIFcanonlybeusedforseaandinlandwaterwaytransport.Whentheshipsrailservesnopracticalpurpose,theCIPtermismoreappropriatetouse.FOB,CFR,andCIFaremostcommonlyusedtradetermsininternationalcommoditytransactions.Allofthemareonlyapplicabletoseaandinlandwaterwaytransport.Itishelpfultoidentifythedifferencesandsimilaritiesamongthethreemaintermsandchoosethebestonetosuitthespecificsituation.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIFCost,Insurance,andFreight(namedportofdestination)CIFtermrequiresthesellertoclearthegoodsforexport.CIFcanonlybeusedforseaandinlandwaterwaytransport.Whentheshipsrailservesnopracticalpurpose,theCIPtermismoreappropriatetouse.FOB,CFR,andCIFaremostcommonlyusedtradetermsininternationalcommoditytransactions.Allofthemareonlyapplicabletoseaandinlandwaterwaytransport.Itishelpfultoidentifythedifferencesandsimilaritiesamongthethreemaintermsandchoosethebestonetosuitthespecificsituation.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCPT-CarriagePaidTo(namedplaceofdestination)CPTmeansthatthesellerdeliversthegoodstothecarriernominatedbyhimbutthesellermustinadditionpaythefreightforthecarriageofthegoodstothenameddestination.Theriskofthelossofordamagetothegoods,aswellasanyadditionalcostduetotheeventsoccurringafterthetimethegoodshavebeendeliveredtothecarrier,aretransferredfromthesellertothebuyerwhenthegoodshavebeendeliveredintothecustodyofthecarrier.CPTrequiresthesellertoclearthegoodsforexport.Ifsubsequentcarriersareusedforthecarriagetotheagreeddestination,thesellerfinisheshisdeliveryobligationwhenhehandsoverthegoodstothefirstcarrier.Thistermappliestoallkindsofmodeoftransportincludingmultimodaltransport.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupCMainCarriagePaidBySellerCIP-CarriageandInsurancePaidTo(namedplaceofdestination).SimilartoCIFtoCFR.CIPmeansthatthesellerhasthesameobligationsasunderCPTbutwiththeadditionthatthesellerhastoprocurecargoinsuranceagainstthebuyersriskoflossofordamagetothegoodsduringthecarriage.Thesellercontractsforinsuranceandpaystheinsurancepremium.ThebuyershouldnotethatunderCIPthesellerisonlyrequiredtoobtaininsuranceonaminimumcoverage.Shouldthebuyerwishtohavetheprotectionofgreatercover,hewouldeitherneedtoagreeasmuchexpresslywiththesellerortomakehisownextrainsurancearrangements.Ifsubsequentcarriersareusedforthecarriagetoagreeddestination,theriskpasseswhenthegoodshavebeendeliveredtothefirstcarrier.Thistermrequiresthesellertoclearthegoodsforexport.Itmaybeusedforanymodeoftransportincludingmultimodaltransport.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupDArrivalDAF-DeliveredatFrontier(namedplace).DAFmeansthatthesellerfulfillhisobligationtodeliverwhenthegoodshavebeenmadeavailable,clearedforexport,atthenamedpointandplaceatthefrontier,butbeforetheCustomsborderofadjoiningcountry.Thetermfrontiermaybeusedforanyfrontierincludingthatofthecountryofexporter.Therefore,itisofvitalimportancethatthefrontierinquestionshouldbedefinedpreciselybyalwaysnamingthepointandplaceintheterm.However,ifthepartieswishthesellertoberesponsiblefortheunloadingofthegoodsfromthearrivingmeansofthetransportandtobeartherisksandcostsofunloading,thisshouldbemadeclearbyaddingexplicitwordingtothiseffectinthecontractofsale.Thistermmaybeusedirrespectiveofthemodeoftransportwhengoodsaretobedeliveredatalandfrontier.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupDArrivalDESDeliveredExShip(namedportofdestination)目的港船上交货DESmeansthatthesellerdeliverswhenthegoodsareplacedatthedisposalofthebuyeronboardtheshipnotclearedforimportatthenamedportofdestination.Thesellerhastobearallthecostsandrisksinvolvedinbringingthegoodstothenamedportofdestinationbeforedischarging.Thistermcanonlybeusedforseaorinlandwaterwayormultimodaltransportonavesselintheportofdestination.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupDArrivalDEQDeliveredExQuay(namedportofdestination)目的港码头交货DEQmeansthatthesellerfulfillshisobligationwhenhehasmadethegoodsavailabletothebuyeronthequay(wharf)afterdischargingatthenamedportofdestination,butnotclearedforimport.Thistermrequiresthebuyertoclearthegoodsforimportandtopayforallformalities,duties,taxes,andotherchargesuponimport.Thesellerhastobearcostsandrisksinvolvedinbringingthegoodstothenamedportofdestinationanddischargingthegoodsonthequay(wharf).Ifthepartieswishtoincludeinthesellersobligationsallorpartofthecostspayableuponimportofthegoods,thisshouldbemadeclearbyaddingexplicitwordingtothiseffectinthecontractofsale.,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupDArrivalDDUDeliveredDutyUnpaid(namedplaceofdestination)DDUmeansthatthesellerdeliversthegoodstothebuyer,notclearedforimport,andnotunloadedfromanyarrivingmeansoftransportatthenamedplaceinthecountryofimport.Thesellerhastobearthecostsandrisksinvolvedinbringingthegoodsthereto(excludingduties,taxes,andotherofficialchargedpayableuponimportation)aswellasthecostsandrisksofcarryingoutCustomsformalitiesforexportandtransitthroughanothercountry.Thebuyerhastopayanyadditionalcostsandtobearanyriskscausedbyhisfailuretoclearthegoodsforimportintime.However,ifthepartieswishthesellertocarryoutcustomsformalitiesandbearthecostsandrisks,aswellassomeofthecostspayableuponimportofthegoods,thisshouldbemadeclearbyaddingwordstothiseffect,返回目录,3.2INCOTERMS,4.InterpretationoftradetermsinINCOTERMS2000GroupDArrivalDDUDeliveredDutyUnpaid(namedplaceofdestination)未完税交货DDUmeansthatthesellerdeliversthegoodstothebuyer,notclearedforimport,andnotunloadedfromanyarrivingmeansoftransportatthenamedplaceinthecountryofimport.Thesellerhastobearthecostsandrisksinvolvedinbringingthegoodsthereto(excludingduties,taxes,andotherofficialchargedpayableuponimportation)aswellasthecostsandrisksofcarryingoutCustomsformalitiesforexportandtransitthroughanothercountry.Thebuyerhastopayanyadditionalcostsandtobearanyriskscausedbyhisfailuretoclearthegoodsforim