合同订立与履行案例与样本课件

国际贸易实务国际贸易实务1CourseStructure第一篇：国际货物买卖合同条款第二篇：国际货物买卖交易洽商和合同订立第三篇：国际货物买卖合同的履行第四篇：国际贸易方式CourseStructure第一篇：国际货物买卖合同条款2第一篇：国际货物买卖合同条款1.货物名称与品质2.货物的数量3.货物的包装4.货物术语5.货物的价格6.货物的交付7.货物的运输保险8.货款的支付9.货物的检验10.争议、索赔、仲裁和不可抗力第一篇：国际货物买卖合同条款1.货物名称与品质2.货物的31.货物名称与品质

1.1货物名称“买卖合同是出卖人转移标的物的所有权于买受人，买受人支付价款的合同。”——《中华人民共和国合同法》第130条规定货物名称应该注意的问题货物名称必须具体、明确货物名称的使用应该国际化货物名称描述应该实事求是必须考虑货物名称与运费关系和海关税则的规定1.货物名称与品质

1.1货物名称“买卖合同是出卖人转41.2货物品质货物品质，一般是指货物本质性的质量和外观形态。货物本质性的质量表现为货物的化学成分的构成、物理和机械性能、生物特征等；货物的外观形态则表现为货物的形状、结构、色泽、味觉等。不同货物因其不同特点，选择不同的质量指标去表示不同货物的品质。1.2货物品质货物品质，一般是指货物本质性的质量和外观形态5货物品质的表示方法实物样品表示（SalebySample）文字说明表示（SalebyDescription）货物品质的表示方法实物样品表示（SalebySampl6样品表示方法凭卖方样品买卖（SalebySeller’sSample）RepresentativeSample—原样DuplicateSample—复样SealedSample—封样凭买方样品买卖（SalebyBuyer’sSample）ReturnSampleorCounterSample—回样或对等样品参考样品（ReferenceSample）根据英国货物买卖法规定，凭样品买卖包含下述默示条件：整批货物与样品一致；买方应有合理机会进行整批货物与样品比较；所交货物不得含有对样品进行合理检验所不易发现的、不适销的缺陷。样品表示方法凭卖方样品买卖（SalebySeller’s7文字说明表示办法凭规格、等级、标准买卖（SalebySpecification,GradeofStandard）凭商标、牌名买卖（SalebyTradeMarkorBrand）凭产地名称（SalebytheNameofOrigin）凭说明书买卖（SalebyDescription）文字说明表示办法凭规格、等级、标准买卖（SalebySp8订立品质条款应注意的问题要正确使用货物品质的各种表示方法明确每种表示方法的含义、特征及其法律责任；结合商品的特点和传统的做法选择适当的表示方法；学会综合运用要注意科学性和灵活性规定品质机动幅度规定范围规定极限规定上下差异规定品质公差（QualityTolerance）订立品质条款应注意的问题要正确使用货物品质的各种表示方法92.货物的数量

2.1货物数量的计算单位重量（Weight）:gram,ounce,pound,longton个数（Number）:piece,pair,dozen,gross,ream长度（Length）:metre,foot,yard面积（Area）:squaremetre,squarefoot,thickness,体积（Volume）:cubicmeter,cubicfoot容积（Capacity）:liter,gallon,bushel2.货物的数量

2.1货物数量的计算单位重量（Weigh102.2计算重量的方法毛重（Grossweight）净重（Netweight）实际皮重（Actualtare）平均皮重（Averagetare）习惯皮重（Customarytare）约定皮重（Computedtare）公量（Conditionalweight）理论重量（Theoreticalweight）2.2计算重量的方法毛重（Grossweight）112.3合同中的数量条款溢短装条款（MoreorlessClause/plusorminus）E.g.100,000yds5%moreorlessatSeller’soption约量（AboutCirca,Approximate）2.3合同中的数量条款溢短装条款（Moreorless123.货物的包装

3.1货物包装的类型和作用货物包装的类型散装货物（Bulkcargo,cargoinbulk）裸装货物（Nudedcargo）包装货物（Packedcargo）货物包装的作用保护商品在流通过程中品质完好和数量完整便于货物的储存、保管、运输、装卸、计数和销售节省开支、扩大销售、增加外汇收入3.货物的包装

3.1货物包装的类型和作用货物包装的类型133.2出口货物包装的要求科学性牢固性经济性美观性适销性3.2出口货物包装的要求科学性143.3货物包装的种类运输包装（outerpacking）单件运输包装按包装造型可分为：箱（Case），桶（Drum），袋（Bag），包（Bale），捆（Bundle），罐（Can）。按使用材料可分为：纸箱（Carton），木箱（WoodenCase），铁桶（Irondrum），塑料桶（Plasticdrum），袋和纸袋（Paperbag），麻袋（Gunnybag）或塑料袋（Plasticbag）。集合运输包装集装包和集装袋（Flexiblecontainer）托盘（Pallet）集装箱（Container）销售包装3.3货物包装的种类运输包装（outerpacking）153.4货物包装的标志运输标志（shippingmark）指示性标志（indicativemark）警告性标志（warningmark）3.4货物包装的标志运输标志（shippingmark）163.5订立包装条款时应注意的问题规定包装条款时应明确具体考虑商品的性能、特点及所采用的运输方式适合有关国家和地区的现行法律规定3.5订立包装条款时应注意的问题规定包装条款时应明确具体174贸易术语

4.1贸易术语的含义和分类(一)E组(启运)EXW工厂交货(……指定地点)(二)F组(主要运费未付)FCA货交承运人(……指定地点)FAS船边交货(……指定装运港)FOB船上交货(……指定装运港)4贸易术语

4.1贸易术语的含义和分类(一)E组(启18(三)C组(主要运费已付)CFR成本加运费(……指定目的港)CIF成本保险费加运费(……指定目的港)CPT运费付至(……指定目的港)CIP运费保险费付至(……指定目的港)(四)D组(到达)DAF边境交货(……指定地点)DES目的港船上交货(……指定目的港)DEQ目的港码头交货(……指定目的港)DDU未完税交货(……指定目的地)DDP完税后交货(……指定目的地)(三)C组(主要运费已付)19第二篇：国际货物买卖交易洽商和合同订立第二篇：国际货物买卖交易洽商和合同订立20HowtoEstablishTradeRelationshipStep1:PretradecontactStep3:OfferStep4:Counter-offerStep5:AcceptanceStep6:SigningcontractStep2:InquiryHowtoEstablishTradeRelatio21Step1:PretradecontactStep1:Pretradecontact22HowtoWriteaBusinessLetterforEstablishingTradeRelationshipStatingthesourceofinformationStatingthepurposeoftheletterIntroductionofyourcompanyIntroductionofyourcompany’sproductsGood-willendingtopromptresponsesHowtoWriteaBusinessLetter23StatingtheSourceofYourInformationEmbassyChamberofCommerceBanksorThirdPartyCatalogueMultimediaorInternetTradeFairorExhibitionMarketSurvey……StatingtheSourceofYourInf24Examples:WelearnedfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouareinterestedinChinesehandicraft.Mr.Jacques,HeadofArcoliteElectricAGhasrecommendedyoutousasaleadingimporterinKoreaoflightweightbatteriesforvehicles.WehaveobtainedyournameandaddressfromtheInternet.OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinEgypt.Examples:WelearnedfromtheC25StatingthePurposeofyourLetterInordertoexpandourproductsintoSouthAmerica,wearewritingtoyoutoseekcooperatepossibilities.Wearewritingtoyoutoestablishlong-termtraderelationswithyou.Wewishtoexpressourdesiretoenterintobusinessrelationshipwithyou.StatingthePurposeofyourLe26IntroductionofYourCompanyUsuallytheintroductionofyourcompanyincludethecontentofitscharacteristic,businessscope,missionstatement,andcomparativeadvantages,like:Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.Weenjoyagoodreputationinternationallyinthecircleoftextile.Wehaveourprincipleas“Clients’needscomefirst.”Acrediblesalesnetworkhasbeensetupandwehaveourregularclientsfromover100countriesandregionsworldwide.LocatedinShanghai,wetaketheadvantagetosetupoursolidifiedproductionbasisincoastalandinlandareas.IntroductionofYourCompanyUs27IntroductionofYourCompany’sProductsGeneralintroduction:Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.OurproductareenjoyingpopularityinAsianmarkets.Togiveyouageneralideaofourproducts,weareenclosingourcatalogueforyourreference.Specificrecommendation:ArtNo.76isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.IntroductionofYourCompany’s28ConcludingwordsYourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated.Wearelookingforwardtoyourspecificinquires.ConcludingwordsYourcomments29Case1:UniversalTradingCo.LTDPlayback:

Inlastweek’sChinaLightIndustrialProductsFair,avisitorfromtheNetherlandsseemedtotakeaninterestintheplushtoysproducedbyUniversalTradingCo.Ltd.,laterhewascalledawaybysomethingseeminglyurgentandleftanamecardtothestand.Thereforeyourtaskisto:StudytheintroductionofyourcompanyAirmailsomelatestleafletsWriteabusinesslettertofindifthereissomepossibilitiestoenterintobusinessrelationship.Case1:UniversalTradingCo.30IntroductionofUniversalTradingCo.Ltd我公司是在上海浦东新区注册的一家国营外贸企业。主要经营各类轻工业产品的进出口业务。近年来，随着公司内部的改革及业务量的迅速增加，公司在增强经济实力和改革管理体制方面已经取得了巨大的成绩。玩具部作为公司的主要业务部门之一，专营各类儿童玩具的出口，包括塑料、木制、布制、陶瓷和毛绒玩具。产品主要销往中国香港、欧洲、美国及亚洲市场。公司拥有诸多富有经验的玩具开发人员及商务人员，并与上海及周边地区的十余家工厂建立了密切的联系，公司可按客户的要求大批量定做各类玩具。

我公司竭诚寻求与国内外客户的合作机会。我们将提供最佳服务，按照互利互惠、共同发展的原则同全世界的经销商建立长期稳固的联系。IntroductionofUniversalTrad31NameCardoftheClientNameCardoftheClient3214thFloorKingstarMansion,676JinlinRoadShanghai,ChinaTel:(021)62597480Fax:(021)62597490ZipCode:200002Letter114thFloorKingstarMansion,633Ourcompanyisassociatedwithmanyfactoriesthroughakindoflong-termpurchasingagreementthustohavequalifiedsuppliers.Meanwhile,muchhasbeenconcentratedonR&Dtopromotetheflexibilityofcompetinginthebriskworldmarket.Forexample,recently,ourDailyArticlesDivisionhaslaunchedanewlieofchinaware—HXseries,whicharemadeofhighqualityclay,decoratedelegantlybyhand,andpackedinattractivegiftboxes.WebelievetheyareofcompetingvalueandintendtointroducethemfirstintoCanadianmarket.Ifsuccessful,lateron,wewillexportmoregoodsintothispotentialarea.Justatthemoment,wenoticedyourinformationontheInternationalBusinessDaily.WeimmediatelyfurthercontactedwithEchoCorner,onecolumninthatnewspaper.Wepaidthefeeandobtainedyournameandaddress.WearenowwritingtoyoutoseeifyouareinterestedinourHXseries.Wearealsoenclosingourlatestcatalogueforyourreference.Yourssincerely,HuaxinTradingCo.,Ltd.ZhaoJianguo(Mr.)DailyArticlesDivisionOurcompanyisassociatedwith3414thFloorKingstarMansion,676JinlinRoadShanghai,ChinaTel:(021)62597480Fax:(021)62597490ZipCode:200002Letter214thFloorKingstarMansion,635Enclosedpleasefindourlatestcatalogue.You’llseethatwecanofferawideselectionofqualitydinnerandteasetsrangingfromtheelegantChinesetraditionalstyles,tothepopularEuropeanmoderndesigns.Inparticular,wewouldliketoinformyouthatwehaveanewlinethatmaybemostsuitableforyourrequirements—HXseries.Theyareallmadeoffirst-classporcelain,decoratedwithhand-paintedpatterns,andpackedineye-catchinggiftcases.Mostofarticlesareavailablefromstock.WearesureyouwillfindareadysaleforourproductsinCanadaashaveotherretailersthroughoutEuropeandUSA.Pleaseletusknowifwemaybeoffurtherassistance,andwearelookingforwardtoyourspecificinquiry.Yourssincerely,HuaxinTradingCo.,Ltd.ZhaoJianguo(Mr.)DailyArticlesDivisionEnclosedpleasefindourlates36SampleLetterDearMr.Trooborg,Thankyouforyourinterestinourproductsduringthe’98ChinaLightIndustrialProductsFair,Shanghai.Itwasapitythatwedidn't’thavethechancetotalkwithyouindetailatthatmoment.

(statingthesourceofinformation)Wearenowwritingyoutointroduceourselvesasoneofstate-ownedlargetradingcompaniesinShanghaiandexpressourwishtoenterintobusinessrelationswithyou.(statingthepurposeofthisletterandbriefintroduction)SampleLetterDearMr.Troobor37WehaveaToyDepartmentspecializingintheexportofvarioustoyscoveringplastic,wooden,clothandplusharticles.Theyareallfashionabledesignedandcompetingwellintheworldmarket.(Generalintroductionofproducts)OurplushtoysinwhichyouhaveshownspecialinteresthavealreadyenjoyedahighreputationinotherEuropeancitiesfortheirlovelystyles,comfortablefeelandwashabletraits.Benefitingfromthecloserelationshipwithadozenofwell-organizedfactories,wecanassureyouofthehighqualityaswellaspunctuateshipment.(Specificintroductionofproductsandotheradvantages)WehaveaToyDepartmentspeci38Inaddition,wehaveairmailedtoyousomelatestleafletsforourplushtoys,whichmaymeetwithyourdemand.Ifyouhaveanyspecificrequirements,pleaseletusknow.Wecanalsoproduceaccordingtoyourdesignatedstylessolongasthequantityissubstantial.(Extensionofmoreformalwishestoestablishbusinessrelationship)Astoourfinancialstanding,youmayrefertotheBankofChina,ShanghaiBranch(address,telephone,facsimile,emailaddress).Wewillappreciateitifyoucouldinformusofyourbankreference.Wearepleasedtoaddyoutoourlistofclientsandlookingforwardtoyourenquires.(concludingwords)Inaddition,wehaveairmailed39Step2:EnquiryStep2:Enquiry40WordsandPhrasesinquire/enquiry询盘；询价；询购

toinquireabout对...询价

tomakeaninquiry发出询盘；向...询价

inquirer询价者

inquirysheet询价单

specificinquiry具体询盘

anoccasionalinquiry偶尔询盘

firmprice实价，实盘

salesconditions销售条件

tomakedelivery交货

tomakeprompt-delivery即期交货

paymentterms付款方式

specialorders特殊订货WordsandPhrasesinquire/enqui41SampleSentencesHeavyenquirieswitnessthequalityofourproducts.

大量询盘证明我们产品质量过硬。

Assoonasthepricepicksup,enquirieswillrevive.

一旦价格回升，询盘将恢复活跃。

Enquiriesaredwindling.

询盘正在减少。

Weregretthatthegoodsyouinquireaboutarenotavailable.

很遗憾，你们所询的货物现在无货。

Wecannottakecareofyourenquiryatpresent.

我们现在无力顾及你方的询盘。

Yourenquiryistoovaguetoenableustoreplyyou.

你们的询盘不明确，我们无法答复。SampleSentencesHeavyenquirie42Nowthatwe‘vealreadymadeaninquiryaboutyourarticles,willyoupleasereplyassoonaspossible?

既然我们已经对你们产品询价，可否尽快给予答复？

Willyoupleasetellthequantityyourequiresoastoenableustosortouttheoffers?

为了便于我方报价，可以告诉我们你们所要的数量吗？

We‘dliketoknowwhatyoucanofferaswellasyoursalesconditions.

我们想了解你们能供应什么，以及你们的销售条件。

MayIhaveanideaofyourprices?

可以了解一下你们的价格吗？Nowthatwe‘vealreadymadean43WouldyoutellusyourbestpricesC.I.F.Hamburgforthechairs.

请告诉你方椅子到汉堡到岸价的最低价格。

Canyougivemeanindicationofprice?

你能给我一个估价吗？

Pleaseletusknowyourlowestpossiblepricesfortherelevantgoods.

请告知你们有关商品的最低价。

Ifyourpricesarefavorable,Icanplacetheorderrightaway.

如果你们的价格优惠，我们可以马上订货。

WhencanIhaveyourfirmC.I.F.prices,Mr.Li?

李先生，什么时候能得到你们到岸价的实盘？

We'dratherhaveyouquoteusF.O.B.prices.

我们希望你们报离岸价格Wouldyoutellusyourbestpr44Howlongdoesitusuallytakeyoutomakedelivery?

你们通常要多久才能交货？

Couldyoumakepromptdelivery?

可以即期交货吗？

Wouldyouacceptdeliveryspreadoveraperiodoftime?

不知你们能不能接受在一段时间里分批交货？

Couldyoutellmewhichkindofpaymenttermsyou‘llchoose?

能否告知你们将采用哪种付款方式？

Heinquiredaboutthevarieties,specificationsandprice,andsoonandsoforth.

他询问了品种、花色和价格等情况。Howlongdoesitusuallytake45JamesBrown&SonsTO:HuaxinTradingCo.,Ltd.(FAX:02162597490)

FM:JamesBrown&Sons(FAX:017709910)

DT:March8,2004DearMr.Zhao,

ThankyouforyourletterofMarch6.

WearemuchimpressedbyyourHXseriesproducts,andweareparticularlyinterestedinthefollowingitems……

Pleasequoteusyourbestpricefortheabove-mentioneditemsonCIFC5Torontoaswellasyourtermsofpacking,shipment,payment,andinsurance.

合同订立与履行案例与样本课件46Itwouldbehelpfulifyoucouldsupplyrelevantsamples.Pleaseadviseusthecostofthesesamplesincludingpostalchargessothatwecouldremitittoyou.

Ourbankinformationisasfollows:WestLB(Europe)AG

P.OBox22307,3000CE,Rotterdam

Tel:023288927Fax:023288933

Wehopetohearfromyousoon.

YoursSincerely,

PaulLockwood

PurchasingDivision

JamesBrown&SonsItwouldbehelpfulifyoucou47TipsforWritingaBusinessLetterThelettershouldbeconciseandclearUsageofpolitewordsorsentencesPlease/willyouplease/wouldyou/couldyou……WouldyoutellusyourbestpricesC.I.F.Hamburgforthechairs.

请告诉你方椅子到汉堡到岸价的最低价格。Nowthatwe‘vealreadymadeaninquiryaboutyourarticles,willyoupleasereplyassoonaspossible?

既然我们已经对你们产品询价，可否尽快给予答复？We'dratherhaveyouquoteusF.O.B.prices.

我们希望你们报离岸价格TipsforWritingaBusinessLe48UsageofpassivestancePleaseletusknowyourlowestpossiblepricesfortherelevantgoods.

请告知你们有关商品的最低价。WhencanIhaveyourfirmC.I.F.prices,Mr.Li?

李先生，什么时候能得到你们到岸价的实盘？MayIhaveanideaofyourprices?

可以了解一下你们的价格吗？Ifyouhaveanyspecificrequirements,pleaseletusknow.Usageofpassivestance49AssignmentDescription:WriteanenquirylettertoUniversalTradingCo.Ltd.,statingyourintentiontoobtainmoreinformationoftheproduct.AssignmentDescription:50Step3:OfferStep3:Offer51RequirementsAclearstatementofmaintradetermsSpecificationPriceQuantityPackageShipmentPaymentInsuranceRequirementsAclearstatement52Samplesentences:Theminimumquantityisone20’FCLandwiththepurchaseoftwoormorecontainers,thepriceisreducedby2%.Alltheseblanketsarepackedinplasticbagswithzipof1pieceeach,20piecestoacarton.Deliveryistobemadewithin45daysafterreceiptoforder.OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.Theinsuranceshallbeeffectedbythesellercoveringtheinvoicevalueplus10%.FortheFancyBrandAGT-4Garmentsewingmachine,thebestpriceisUSD78.00persetFOBShanghai.Samplesentences:Theminimumq53TermsExplanationPriceTerms:

FOBFreeonboardCFRCostandfreightCIFCost,insuranceandfreight

PackingTerms:FCL:FullContainerLoadCf.LCL:LessthancontainerloadTermsExplanationPriceTerms:54Termsofpayments:RemittanceTelegraphicTransfer(T/T)MailTransfer(M/T)DemandDraft(D/D)RemittancePaymentafterArrivaloftheGoodsPaymentinAdvanceCashagainstDocuments(CAD)RemittanceagainstDocumentsTermsofpayments:RemittanceTe55Termsofpayments:CollectionDocumentsagainstAcceptance(D/A)DocumentsagainstPayment(D/P)CleanbillforcollectionDocumentarybillforcollectionTermsofpayments:CollectionDo56LetterofCredit(L/C)LetterofCredit(L/C)57WordsandPhrasesdishonour拒付deferredpayment延期付款progressivepayment分期付款paymentonterms定期付款paymentinpart部分付款paymentinfull全部付讫paymentbyinstallment分期付款paymentrespite延期付款paymentatmaturity到期付款paymentinadvance预付（货款）CashWithOrder(C.W.O)随订单付现CashOnDelivery(C.O.D)交货付现CashAgainstDocuments(C.A.D)凭单付现payondelivery(P.O.D)货到付款paymentinkind实物支付WordsandPhrasesdishonour拒付58Pleaseprotectourdraftonpresentation.请见票即付。Yourdraftwillbehonouredonpresentation.你方的汇票见票即付。ThedraftwasdiscountedinNewYork.汇票已经在纽约贴现。OurdraftNo.36wasdishonoured.我们的第三十六号汇票被拒付了。Thedrafthasnotbeencollected.汇票之款尚未收进。We'llbeunabletomeetthesedraft.我们无力兑付这些汇票。We'vedrawnacleandraftonyouforthevalueofthissampleshipment.我们已经开出光票向你方索取这批货的价款。We'vedrawnonyouforpaymentoftheinvoiceamountingto$20,000.我们已经按照发票金额20，000美圆向你方开出了汇票。Thedrafthasbeenhandedtothebankoncleancollection.汇票已经交银行按光票托收。Pleaseprotectourdraftonpr59DearMr.Trooborg

WearepleasedtoreceiveyourinquiryofMarch13andtohearthatyouareinterestedinourplushtoys.

Wewouldliketoquoteasfollowsbasedonper20’FCL.Shipment:Tobeeffectedwithin2monthsfromreceiptoftherelevantL/C.

Payment:BysightL/C.

Insurance:For110%invoicevaluecoveringAllRisksandWarRisks.

Wewillkeepthisoffervalidonlyfor7days.

DearMr.Trooborg

60Inaddition,wehavesentthesamplesyourequested.Inordertoassistyouinpromotingsalesattheinitialstate,theyarefreeofcharge.

Aswearereceivingordersdaytodayandourpresentstocksarenearlyexhausted,wewouldadviseyoutoplaceanorderassoonaspossibleifdeliveriesarerequiredtobeprompt.

Wearelookingforwardtoyourinitialorder.

Yourstruly,

UniversalTradingCo.,Ltd.

Lijunwei(Mr.)

ToyDepartment合同订立与履行案例与样本课件61国际贸易实务国际贸易实务62CourseStructure第一篇：国际货物买卖合同条款第二篇：国际货物买卖交易洽商和合同订立第三篇：国际货物买卖合同的履行第四篇：国际贸易方式CourseStructure第一篇：国际货物买卖合同条款63第一篇：国际货物买卖合同条款1.货物名称与品质2.货物的数量3.货物的包装4.货物术语5.货物的价格6.货物的交付7.货物的运输保险8.货款的支付9.货物的检验10.争议、索赔、仲裁和不可抗力第一篇：国际货物买卖合同条款1.货物名称与品质2.货物的641.货物名称与品质

1.1货物名称“买卖合同是出卖人转移标的物的所有权于买受人，买受人支付价款的合同。”——《中华人民共和国合同法》第130条规定货物名称应该注意的问题货物名称必须具体、明确货物名称的使用应该国际化货物名称描述应该实事求是必须考虑货物名称与运费关系和海关税则的规定1.货物名称与品质

1.1货物名称“买卖合同是出卖人转651.2货物品质货物品质，一般是指货物本质性的质量和外观形态。货物本质性的质量表现为货物的化学成分的构成、物理和机械性能、生物特征等；货物的外观形态则表现为货物的形状、结构、色泽、味觉等。不同货物因其不同特点，选择不同的质量指标去表示不同货物的品质。1.2货物品质货物品质，一般是指货物本质性的质量和外观形态66货物品质的表示方法实物样品表示（SalebySample）文字说明表示（SalebyDescription）货物品质的表示方法实物样品表示（SalebySampl67样品表示方法凭卖方样品买卖（SalebySeller’sSample）RepresentativeSample—原样DuplicateSample—复样SealedSample—封样凭买方样品买卖（SalebyBuyer’sSample）ReturnSampleorCounterSample—回样或对等样品参考样品（ReferenceSample）根据英国货物买卖法规定，凭样品买卖包含下述默示条件：整批货物与样品一致；买方应有合理机会进行整批货物与样品比较；所交货物不得含有对样品进行合理检验所不易发现的、不适销的缺陷。样品表示方法凭卖方样品买卖（SalebySeller’s68文字说明表示办法凭规格、等级、标准买卖（SalebySpecification,GradeofStandard）凭商标、牌名买卖（SalebyTradeMarkorBrand）凭产地名称（SalebytheNameofOrigin）凭说明书买卖（SalebyDescription）文字说明表示办法凭规格、等级、标准买卖（SalebySp69订立品质条款应注意的问题要正确使用货物品质的各种表示方法明确每种表示方法的含义、特征及其法律责任；结合商品的特点和传统的做法选择适当的表示方法；学会综合运用要注意科学性和灵活性规定品质机动幅度规定范围规定极限规定上下差异规定品质公差（QualityTolerance）订立品质条款应注意的问题要正确使用货物品质的各种表示方法702.货物的数量

2.1货物数量的计算单位重量（Weight）:gram,ounce,pound,longton个数（Number）:piece,pair,dozen,gross,ream长度（Length）:metre,foot,yard面积（Area）:squaremetre,squarefoot,thickness,体积（Volume）:cubicmeter,cubicfoot容积（Capacity）:liter,gallon,bushel2.货物的数量

2.1货物数量的计算单位重量（Weigh712.2计算重量的方法毛重（Grossweight）净重（Netweight）实际皮重（Actualtare）平均皮重（Averagetare）习惯皮重（Customarytare）约定皮重（Computedtare）公量（Conditionalweight）理论重量（Theoreticalweight）2.2计算重量的方法毛重（Grossweight）722.3合同中的数量条款溢短装条款（MoreorlessClause/plusorminus）E.g.100,000yds5%moreorlessatSeller’soption约量（AboutCirca,Approximate）2.3合同中的数量条款溢短装条款（Moreorless733.货物的包装

3.1货物包装的类型和作用货物包装的类型散装货物（Bulkcargo,cargoinbulk）裸装货物（Nudedcargo）包装货物（Packedcargo）货物包装的作用保护商品在流通过程中品质完好和数量完整便于货物的储存、保管、运输、装卸、计数和销售节省开支、扩大销售、增加外汇收入3.货物的包装

3.1货物包装的类型和作用货物包装的类型743.2出口货物包装的要求科学性牢固性经济性美观性适销性3.2出口货物包装的要求科学性753.3货物包装的种类运输包装（outerpacking）单件运输包装按包装造型可分为：箱（Case），桶（Drum），袋（Bag），包（Bale），捆（Bundle），罐（Can）。按使用材料可分为：纸箱（Carton），木箱（WoodenCase），铁桶（Irondrum），塑料桶（Plasticdrum），袋和纸袋（Paperbag），麻袋（Gunnybag）或塑料袋（Plasticbag）。集合运输包装集装包和集装袋（Flexiblecontainer）托盘（Pallet）集装箱（Container）销售包装3.3货物包装的种类运输包装（outerpacking）763.4货物包装的标志运输标志（shippingmark）指示性标志（indicativemark）警告性标志（warningmark）3.4货物包装的标志运输标志（shippingmark）773.5订立包装条款时应注意的问题规定包装条款时应明确具体考虑商品的性能、特点及所采用的运输方式适合有关国家和地区的现行法律规定3.5订立包装条款时应注意的问题规定包装条款时应明确具体784贸易术语

4.1贸易术语的含义和分类(一)E组(启运)EXW工厂交货(……指定地点)(二)F组(主要运费未付)FCA货交承运人(……指定地点)FAS船边交货(……指定装运港)FOB船上交货(……指定装运港)4贸易术语

4.1贸易术语的含义和分类(一)E组(启79(三)C组(主要运费已付)CFR成本加运费(……指定目的港)CIF成本保险费加运费(……指定目的港)CPT运费付至(……指定目的港)CIP运费保险费付至(……指定目的港)(四)D组(到达)DAF边境交货(……指定地点)DES目的港船上交货(……指定目的港)DEQ目的港码头交货(……指定目的港)DDU未完税交货(……指定目的地)DDP完税后交货(……指定目的地)(三)C组(主要运费已付)80第二篇：国际货物买卖交易洽商和合同订立第二篇：国际货物买卖交易洽商和合同订立81HowtoEstablishTradeRelationshipStep1:PretradecontactStep3:OfferStep4:Counter-offerStep5:AcceptanceStep6:SigningcontractStep2:InquiryHowtoEstablishTradeRelatio82Step1:PretradecontactStep1:Pretradecontact83HowtoWriteaBusinessLetterforEstablishingTradeRelationshipStatingthesourceofinformationStatingthepurposeoftheletterIntroductionofyourcompanyIntroductionofyourcompany’sproductsGood-willendingtopromptresponsesHowtoWriteaBusinessLetter84StatingtheSourceofYourInformationEmbassyChamberofCommerceBanksorThirdPartyCatalogueMultimediaorInternetTradeFairorExhibitionMarketSurvey……StatingtheSourceofYourInf85Examples:WelearnedfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouareinterestedinChinesehandicraft.Mr.Jacques,HeadofArcoliteElectricAGhasrecommendedyoutousasaleadingimporterinKoreaoflightweightbatteriesforvehicles.WehaveobtainedyournameandaddressfromtheInternet.OurmarketsurveyshowedthatyouarethelargestimporterofcasesandbagsinEgypt.Examples:WelearnedfromtheC86StatingthePurposeofyourLetterInordertoexpandourproductsintoSouthAmerica,wearewritingtoyoutoseekcooperatepossibilities.Wearewritingtoyoutoestablishlong-termtraderelationswithyou.Wewishtoexpressourdesiretoenterintobusinessrelationshipwithyou.StatingthePurposeofyourLe87IntroductionofYourCompanyUsuallytheintroductionofyourcompanyincludethecontentofitscharacteristic,businessscope,missionstatement,andcomparativeadvantages,like:Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.Weenjoyagoodreputationinternationallyinthecircleoftextile.Wehaveourprincipleas“Clients’needscomefirst.”Acrediblesalesnetworkhasbeensetupandwehaveourregularclientsfromover100countriesandregionsworldwide.LocatedinShanghai,wetaketheadvantagetosetupoursolidifiedproductionbasisincoastalandinlandareas.IntroductionofYourCompanyUs88IntroductionofYourCompany’sProductsGeneralintroduction:Wehaveagoodvarietyofcolorsandsizestomeetwithdifferentneeds.OurproductareenjoyingpopularityinAsianmarkets.Togiveyouageneralideaofourproducts,weareenclosingourcatalogueforyourreference.Specificrecommendation:ArtNo.76isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.IntroductionofYourCompany’s89ConcludingwordsYourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated.Wearelookingforwardtoyourspecificinquires.ConcludingwordsYourcomments90Case1:UniversalTradingCo.LTDPlayback:

Inlastweek’sChinaLightIndustrialProductsFair,avisitorfromtheNetherlandsseemedtotakeaninterestintheplushtoysproducedbyUniversalTradingCo.Ltd.,laterhewascalledawaybysomethingseeminglyurgentandleftanamecardtothestand.Thereforeyourtaskisto:StudytheintroductionofyourcompanyAirmailsomelatestleafletsWriteabusinesslettertofindifthereissomepossibilitiestoenterintobusinessrelationship.Case1:UniversalTradingCo.91IntroductionofUniversalTradingCo.Ltd我公司是在上海浦东新区注册的一家国营外贸企业。主要经营各类轻工业产品的进出口业务。近年来，随着公司内部的改革及业务量的迅速增加，公司在增强经济实力和改革管理体制方面已经取得了巨大的成绩。玩具部作为公司的主要业务部门之一，专营各类儿童玩具的出口，包括塑料、木制、布制、陶瓷和毛绒玩具。产品主要销往中国香港、欧洲、美国及亚洲市场。公司拥有诸多富有经验的玩具开发人员及商务人员，并与上海及周边地区的十余家工厂建立了密切的联系，公司可按客户的要求大批量定做各类玩具。

我公司竭诚寻求与国内外客户的合作机会。我们将提供最佳服务，按照互利互惠、共同发展的原则同全世界的经销商建立长期稳固的联系。IntroductionofUniversalTrad92NameCardoftheClientNameCardoftheClient9314thFloorKingstarMansion,676JinlinRoadShanghai,ChinaTel:(021)62597480Fax:(021)62597490ZipCode:200002Letter114thFloorKingstarMansion,694Ourcompanyisassociatedwithmanyfactoriesthroughakindoflong-termpurchasingagreementthustohavequalifiedsuppliers.Meanwhile,muchhasbeenconcentratedonR&Dtopromotetheflexibilityofcompetinginthebriskworldmarket.Forexample,recently,ourDailyArticlesDivisionhaslaunchedanewlieofchinaware—HXseries,whicharemadeofhighqualityclay,decoratedelegantlybyhand,andpackedinattractivegiftboxes.WebelievetheyareofcompetingvalueandintendtointroducethemfirstintoCanadianmarket.Ifsuccessful,lateron,wewillexportmoregoodsintothispotentialarea.Justatthemoment,wenoticedyourinformationontheInternationalBusinessDaily.WeimmediatelyfurthercontactedwithEchoCorner,onecolumninthatnewspaper.Wepaidthefeeandobtainedyournameandaddress.WearenowwritingtoyoutoseeifyouareinterestedinourHXseries.Wearealsoenclosingourlatestcatalogueforyourreference.Yourssincerely,HuaxinTradingCo.,Ltd.ZhaoJi