国贸实务期末复习广外

1、国贸实务 期末复习Chapter 1 Overviewl International Trade Practice and Conventions 贸易术语 INCOTERMS 2000/2010 (International Rules for the Interpretation of Trade Terms) 信用证 UCP 600 (Uniform Customs and Practice for Documentary Credit) 托收 URC 522 (Uniform Rules for Collections) 买卖合同的磋商和订立 CISG (United Nations

2、Convention on Contracts for the International Sale of Goods) Chapter 2 Trade Terms2.1 Trade terms and international customary practices贸易术语及国际贸易惯例 2.1.1The definition of Trade Terms（贸易术语）l The trade terms refer to using a brief English concept or abbreviation to indicate the formation of the unit pr

3、ice and determine the responsibilities, expenses and risks borne by two parties as well as the time of the passing of the property in the goods.l International customary practicesv 国际贸易惯例： v 指在国际贸易的长期实践中所形成的若干具有普遍意义的习惯性做法和解释。Relevant International Usages UsagesDrawerTime Trade TermsRevised American

4、Foreign Trade Definitions 1990American Commercial groups1919Ex Point of Origin FOB, FAS, C&F, CIF, Ex DockWarsawOxford Rules 1932The International Law Association1928CIFInternational Rules for the Interpretation of Trade TermsInternational Chamber of Commerce193611 trade terms in E、F、C、D groupsl 其他国

5、际惯例和公约1.合同契约方面 v 联合国国际货物销售合同公约 v 英国1893年货物买卖法案2、支付方面v （1） 跟单信用证统一惯例ucp600 v （2）国际商会托收统一规则 1996年6月1日实施 v （3)关于审核跟单信用证项下单据的国际标准银行实务(ISBP) 2002年通过 3、运输与保险方面 4、仲裁方面v 联合国国际贸易法委员会仲裁规则 v 联合国承认和执行外国仲裁裁决的公约 l INCOTERMS 2000l Incoterms 2010贸易术语 术语缩写 术语全称适用的运输方式 EXW Ex Works 工厂交货(插入指定交货地点） 任何运输方式 FCA Free Carr

6、ier 货交承运人(插入指定交货地点）任何运输方式 CPT Carriage Paid To 运费付至（插入指定目的地） 任何运输方式 CIP Carriage and Insurance Paid 运费和保险费付至任何运输方式 DAT Delivered At Terminal 运输终端交货任何运输方式 DAP Delivered At Place 目的地交货任何运输方式 DDP Delivered Duty Paid 完税后交货任何运输方式 FAS Free Along Ship 船边交货 （插入指定装运港）水运方式 FOB Free On Board 船上交货（插入指定装运港） 水运方式

7、 CFR CIFCost and Freight 成本加运费（插入指定目的港） Cost，Insurance and Freight 成本、保险加运费（插入指定目的港） 水运方式 水运方式 l INCOTERMS 20102010年9月27日公布，2011年1月1日实施 （一）变化 1、由原来的EFCD四组分为两组：适合任何运输方式和海洋运输； 2、贸易术语由原来的13个变成11个； 3、删除了2000通则中D组的四个贸易术语，即DAF、DES、DEQ、DDU； 4、新增加两个贸易术语 DAT（ Delivered At Terminal）在指定的目的地或目的港的集散地交货； DAP（ Del

8、ivered At Place）在指定的目的地交货；l 2010通则的划分 1、适合任何运输方式的贸易术语： CIP；CPT；DAP；DAT；DDP；FCA；EXW（7种） 2、适合海洋运输 CFR；CIF；FAS；FOB l INCOTERMS20102010通则的特点（1）根据卖方的义务分成以下几组 Group E ：也称“启运”术语（departure term） Group F ：也称“主运费未付”术语（main carriage unpaid terms） Group C：也称“主运费已付”术语（main carriage paid terms） Group D：也称“到达”术语（a

9、rrival terms）实际交货EXW、DAT、DAP、DDP 象征性交货FOB、FAS、CFR、CIF、CFR、FCA、CPT、CIP 定义：卖方凭单据履行交货义务，买方凭单据付款。只要卖方按照合同的规定将货物装船并提交齐全的、正确的单据，买方就必须支付货款，即使货物在运输途中遭受灭失，买方也不能拒收单据和拒收货款。 2.2 Trade Terms in Common UseFOB （Free On Board) FCA (Free Carrier)CFR （Cost and Freight ) CPT (Carriage Paid To )CIF (Cost Insurance and

10、Freight )CIP （ Carriage Insurance Paid to ) FOB（named port of shipment）1) “Free on Board” means that the seller delivers the goods on board the vessel nominated by the buyer at the named port of shipment or procures the goods already so delivered. The risk of loss of or damage to the goods passes wh

11、en the goods are on board the vessel, and the buyer bears all costs from that moment onwards.2) “船上交货”是指卖方在指定的装运港，将货物交至买方指定的船只上，或者指（中间销售商）设法获取这样交付的货物。一旦装船，买方将承担货物灭失或损坏造成的所有风险。3) Sellers Obligation 1. Responsibilities A. Deliver the goodsB. Clear the goods for export C. Load the goods on the ship arr

12、anged for and named by the buyer D. Send shipping advice immediately E. Deliver related documents or equivalent electronic data 2. ExpensesAll the expenses before the goods have been shipped on board.3. RisksAll the risks before the goods have been shipped on board.4) Buyers Obligations1. Responsibi

13、lities A. Designate the ship and notify the seller B. Make insurance C. Pay the priceD. Clear the goods for importing E. Take delivery of the goods 2. ExpensesAll the expenses after the goods have been shipped on board.3. Risks Risks after the goods have been shipped on board.注意：风险有时会提前或推后转移；但无论是风险的

14、正常转移还是风险的提前、推后转移都有前提条件，即货物需特定化(Specialization)。即货物已经适当地划归本合同，即已清楚地分开或以其他方式特定为该合同项下的货物. l We should pay more attention to the following problems:1. Loading Charges（by Voyage Charter）A. Stipulate in the contract Loading Charges to be Covered by the Seller (Buyer). Loading Charges装船费用： 平舱费（trimming cha

15、rges)、 理舱费（stowage fee)、 捆扎费（cashing charges)、 加固费（securing charges)等B. Derived FOB terms（FOB的变形）2. Arrangement of goods and ship(关于船货衔接）Advice of goods ready （备妥货物）-Advice of arranging the ship（租船订舱）-Advice of shipment（装船通知）3. Different definition of FOB 1)1990年美国对外贸易定义修订本 FOB (named inland carrier

16、 at named inland point of departure) FOB (named inland carrier at named inland point of departure) freight prepared to (named point of exportation) FOB (named inland carrier at named inland point of departure) freight allowed to (named point) FOB (named inland carrier at named inland point of export

17、ation) FOB vessel (named point of shipment) FOB (named inland point in country of importation) 只有FOB vessel(named point of shipment)与通则中的FOB相似 CFR（named port of destination）a) Sellers Obligations 1. Responsibilities A. Deliver the goods B. Clear the goods for export C. Charter a ship or book shippin

18、g space D. Load the goods E. Send shipping advice immediately F. Deliver the documents or equivalent electronic data2. ExpensesExpenses before the shipment, Loading charges, Regular freight necessary to bring the goods to the named port of destination. 3. RisksSame as FOB.l More attention should be

19、paid to:Unloading charges A. Stipulate in the contractUnloading Charges to be covered by the Buyer.B. Derived terms of CFRCFR Ex Ships Hold New York CIF（named port of destination）1. InsuranceInsurance CoverageIf otherwise stipulated in the contract, the seller may insure ICC(C) or equivalent coverag

20、e. Insurable AmountIf otherwise stipulated in the contract, the insurable amount should be at least 110% CIF value.2. RisksSame as FOB, CFR.3. Unloading chargesSame as CFR.4. Sales by documents 象征性交货（Symbolic Delivery) 实际交货（Physical Delivery) Similarities and Differences between FOB, CFR,CIF2. Price

21、 under FOB, CFR,CIFFOB+F(国外运费)=CFRCFR+I(国外保险费)=CIFFOB=Cost of goods+Domestic expenses+Profits FCA (named place)1. “Free Carrier” means that the seller delivers the goods to the carrier or another person nominated by the buyer at the sellers premises or another named place. The parties are well advis

22、ed to specify as clearly as possible the point within the named place of delivery, as the risk passes to the buyer at that point. If the parties intend to deliver the goods at the sellers premises, they should identify the address of those premises as the named place of delivery. If, on the other ha

23、nd, the parties intend the goods to be delivered at another place, they must identify a different specific place of delivery.2. Sellers Obligations1. ResponsibilitiesA. Deliver the goods B. Clear the goods for exportC. Deliver the goods to the carrier named by the buyerD. Notify the buyer immediatel

24、yE. Deliver the documents of equivalent electronic data 2. ExpensesExpenses before the goods have been delivered to the carrier.3. Risks Upon delivery to the carrier.注意：If delivery occurs at the sellers premises, the seller is responsible for loading. If delivery occurs at any other place, the selle

25、r is not responsible for unloading. CPT（named place of destination）CPT=FCA+F(国外运费) CIP（named place of destination）CIP=CPT+I（国外保险费）l Relationship between terms in common usel Other Trade TermsGroup E EXW（named place ） 1、“Ex Works” means that the seller delivers when it places the goods at the disposa

26、l of the buyer at the sellers premises or at another named place (i.e., works, factory, warehouse, etc.). The seller does not need to load the goods on any collecting vehicle, nor does it need to clear the goods for export, where such clearance is applicable.2、This term represents the MINIMUM OBLIGA

27、TION for the seller, and the buyer has to bear all costs and risks involved in taking the goods from the sellers premises. This term should not be used when the buyer cannot carry out the export formalities directly or indirectly. In such circumstances, the FCA term should be used, provided the sell

28、er agrees that he will load at his cost and risk.Group F FAS(named port of shipment)The seller delivers when the goods are placed alongside the vessel at the named port of shipment. This means that the buyer has to bear all costs and risks of loss of or damage to the goods from that moment. The FAS

29、term requires the seller to clear the goods for export. This term can only be used for sea or inland waterway transport. Group D DAP (DELIVERED AT place insert named place of destination) Incoterms 2010 “Delivered at place” means that the seller delivers when the goods are placed at the disposal of

30、the buyer on the arriving means of transport ready for unloading at the named place of destination. The seller bears all risks involved in bringing the goods to the named place. DAT (insert named terminal at port or place of destination) Incoterms 2010 “Delivered at terminal” means that the seller d

31、elivers when the goods, once unloaded from the arriving means of transport, are placed at the disposal of the buyer at a named terminal at the named port or place of destination. “Terminal” includes any place, whether covered or not, such as a quay, warehouse, container yard or road, rail or air car

32、go terminal. DDP (DELIVERED DUTY PAID insert named place of destination) Incoterms 2010)“Delivered Duty Paid” means that the seller delivers the goods when the goods are placed at the disposal of the buyer, cleared for import on the arriving means of transport ready for unloading at the named place

33、of destination. The seller bears all the costs and risks involved in bringing the goods to the place of destination and has an obligation to clear the goods not only for export but also for import, to pay any duty for both export and import and to carry out all customs formalities. DDP represents th

34、e maximum obligation for the seller. Group D Incoterms 2000v DAF（named place）The seller delivers when the goods are placed at the disposal of the buyer on the arriving means of transport not unloaded, cleared for export, but not cleared for import at the named point and place at the frontier, but be

35、fore the customs border of the adjoining country. The term frontier may be used for any frontier including that of the country of export. However, if the parties wish the seller to be responsible for the unloading of the goods from the arriving means of transport and to bear the risks and costs of u

36、nloading, this should be made clear by adding explicit wording to this effect in the contract of sale. This term may be used for all modes of transport when the goods are to be delivered at a land frontier. v DES (named port of destination)The seller delivers when the goods are placed at the disposa

37、l of the buyer on board the ship not cleared for import at the named port of destination. The seller has to bear all the costs and risks involved in bringing the goods to the named port of destination before discharging. This term can only be used when the goods are to be delivered by sea or inland

38、waterway or multimodal transport on a vessel in the port of destination. v DEQ(named port of destination) The seller delivers when the goods are placed at the disposal of the buyer not cleared for import on the quay (wharf) at the named port of destination. The seller has to bear all the costs and r

39、isks involved in bringing the goods to the named port of destination and discharging the goods on the quay (wharf). The DEQ term requires the buyer to clear the goods for import and to pay for all formalities, duties, taxes, and any other charges upon import. This term can only be used when the good

40、s are to be delivered by sea or inland waterway. v DDU(named place of destination)The seller delivers the goods to the buyer, not cleared for import, and not unloaded from any arriving means of transport at the named place of destination. The seller has to bear all the costs and risks involved in br

41、inging the goods thereto, other than, where applicable, any duty (which term includes the responsibility for and the risks of the carrying out of customs formalities, and the payment of formalities, customs duties, taxes, and other charges) for import in the country of destination. Such duty has to

42、be borne by the buyer as well as any costs and risks caused by his failure to clear the goods for import in time. This term may be used for all modes of transport. Chapter 3 Terms of Commodityl 合同开头的基本条款l Terms of Commodity3.1. Name of Commodityv Name of Commodity:v Name of Commodity and Specificati

43、ons: v Description of goods:The undersigned Sellers and Buyers have agreed to close the following transactions on_(commodity) according to the terms and conditions stipulated below. The method of Naming the goodsMain use（织布机、自行车） Main material（棉布、玻璃杯）Main ingredients（西洋参蜂皇浆、人参珍珠霜） Appearance & shape

44、（绿豆、纸管）Commendatory word（青春宝、太阳神口服液） Persons name（孔府家酒）Technics（精制油、二锅头烧酒） Name Clause“GOLDEN STAR” BRAND COLOUR TELEVISION SET CHINESE GREEN TEA Attention:If the goods delivered are not in accordance with the name or description contracted, the buyer has the right to 1 lodge a claim against the sel

45、ler for compensation, 2 reject the goods, 3 Recede from his commitment. 如果出口商不能够按合同规定的货物名称交货，进口商拥有如下权力： 1索赔 2拒收货物 3中止合同 Try to be clear and specific 内容明确，避免笼统。（服装/礼品） Dont insert unnecessary adjectives 不应列入做不到或不必要的描绘词。 Adopt the widely accepted name 使用国际通用名。 Economize the freight and tariff expenses

46、 选用合适的品名，以利节税节费 3.2. Qualityv Whats Quality? 外观形态和内在品质的综合v UN Convention on International Sale of Goods: the goods the seller delivers must be up to the standard required in the contract. If the seller fails to deliver the goods as required by the contract, the buyer is entitled to claim damages, re

47、pairs, and substitutes, or reject goods, or sometimes even cancel the said contract.v 联合国国际货物销售合同公约规定：出口商必须按合同规定的货物质量标准交货，否则，进口商拥有如下权力：1索赔 2要求修理或替代货物3拒收货物 4中止合同v Expression of Product Quality Sales by Sample（1） 凭卖方样品买卖 (sale by sellers sample)（2） 凭买方样品买卖 (sale by buyers sample)（3）“对等样品”（Counter Samp

48、le)、 “回样”（Return Sample)、 “确认样”（Confirming Sample)“参考样品”（Reference Sample)Attention:（1）“凭卖方样品”成交时,A、须提供代表性样品(Representative Sample )、原样(Original Sample)或标准样品(Standard Sample )B、在向买方送交代表性样品时，应留存一份或数份同样的样品，即复样(duplicate sample)，或称留样(keep sample)C、卖方交货品质须与样品完全一致，若对品质无绝对把握，应加列弹性品质条款，如： 品质与卖方于(日期)提供的样品相似

49、。 Quality be similar to sample submitted by the seller on. .(date)（2）“凭买方样品”成交时A、反动的、黄色的、做不到的不接受B、把“凭买方样品买卖”转变成“凭卖方样品买卖”的方法“对等样品”（Counter Sample)、“回样”（Return Sample)C、工业产权问题、专利问题、卖方概不负责公约第42条规定： 若卖方按照买方的提供的技术图纸、规格等进行生产和交货，而第三方根据工业产权或其他知识产权要求任何权利或其他要求时，卖方可不负责任。 Sales by Specification凭规格买卖凭规格买卖的技巧：卖方只

50、需在合同中列入主要指标，而对商品品质不起重大影响的次要指标不要过多罗列。 Sales by Standard凭标准买卖Example: Tetracycline HCL Tablets (Sugar Coated) 250mg. B.P. 1973FAQ（良好平均品质) fair average quality (大路货）(适用于农副产品）例子：Chinese Groundnut, 1994 crop, FAQMoisture (max.) 13%Admixture (max.) 5%Oil content (min.) 44%GMQ（上好可销品质）（Good Merchantable Qua

51、lity） （适用于木材、冷冻鱼虾等商品）Wood and aquatic products Sales by Grade凭等级买卖商品的等级指同一类商品，按其质地的差异，或尺寸、形状重量、成分、构造、效能等的不同，用文字、数字或符号所作的分类。 如特级(special grade)，一级(first grade)，二级(second grade)； 大号(1arge)，中号(medium)，小号(small)等。 Sales by Trade mark or Brand 凭牌名或商标买卖 The stable quality should be guaranteed. sale by nam

52、e of origin or sale by geographical indication 凭产地名称或凭地理标志买卖 (sale by description and illustration) 凭说明书和图样买卖 例如，在合同中规定“品质和技术数据必须与卖方所提供的产品说明书严格相符” (quality and technical data to be strictly inconformity with the description submitted by the seller)。l Contract Clause v Cloth Doll, Quality as per sell

53、ers sample No.dated., Quality to be about equal to the sample. v China Grey Duck Down with 90% down content, 1% more or less allowed v China Green Tea Special Chunmee v Tetracycline HCL Tablets (sugar coated) 250mg, B.P.1973 v MAXAM Dental Cream. v Jinhua Ham l Quality ClauseTolerance Clause 1) Qual

54、ity to be considered and being about equal to the sample. 2) Quality Tolerance 3) Flexible Ranges a Given Range/a Limit/a more or less clause卖方违反品质条款时的处理卖方所交货物不符合同或公约规定，可以有多种补救办法：索赔、减价、修理、换货、宣告合同无效（退货），买方应根据货物不符情况的轻重程度，合理地加以选用。其中索赔是最基本的方法，如果采取了其他方法仍不能弥补损失的，买方还可再要求损害赔偿。Case study：ABC Co. sent a sampl

55、e of exporting goods to a German buyer during negotiation. Later, a contract was signed, and the provision of the goods was, “Moisture:14%; Impurity:4%. Before shipment, the seller again cabled the buyer, “Quality as per sample”. After taking the delivery, the buyer had the goods inspected. Although

56、 the quality conformed to the terms of the contract, it was lower than that of the sample by 7%. As a result, the buyer filed a claim for compensation. Did the seller make any mistake? Why or why not ? 分析： 买方可以向卖方提出索赔，因为卖方所交货物的品质与样品不符；在这笔交易中，卖方犯了两个错误 （1）品质条款没有品质机动；某些产品（如农副产品等）的质量具有一定的不稳定性，为了交易的顺利进行，在规定其品质指标的同时，应制定一定的品质机动幅度，允许卖方所交的货物的品质指标在一定的幅度内有灵活性。否