国际贸易实务之TermsofCommodity

ChapterThreeTermsofCommodity

1SEIBOFGDUFSLearningobjectivesAfterreadingthischapteryoushouldbeabletoexplainthedifferentwaysofqualitystipulationoutlinethequantitymeasurementunitsandsystemsdescribetheapproachestoweightcalculationunderstandthefunctionsandfeaturesofdifferenttypesofexportpackagingidentifymarkingonthepackingofgoodsforinternationalsalescomposequality,quantityandpackingclausesproperly

2SEIBOFGDUFS4.1NameofcommoditySignificanceCISGArticle35:Thesellermustdelivergoodswhichareofthequantity,qualityanddescriptionrequiredbythecontractandwhicharecontainedorpackagedinthemannerrequiredbythecontractIssues

concerningstipulatingnameinsalescontract:beingclear,specific&precise(rice)beingpractical(purecottonT-shirts)adoptingthewidelyacceptedname(cokeHSCode)3SEIBOFGDUFS4.2QualityDefinition:referstotheintrinsicelementsofcommoditiesincludingtheinternalpropertiesoringredientsaswellastheexternalappearance..

4SEIBOFGDUFS4.2Quality:waysofqualitystipulation5SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSpecificationcomprisesomeimportantindicatorssuchascomposition,content,purity,length,size,etc.

ExampleChinaSesameSeedMoisture:8%max.Admixture:2%max.Oilcontent:52%basis6SEIBOFGDUFSCase1芝麻规格案例某外贸公司向德国出口一批芝麻，合同规定水分最高为15％，杂志不超过3％。成交后，我方按照合同规定的时间交货。货到德国后，，买方经检验，出具了实际货物品质比合同规定的水分超过了7％，结果我方赔偿了2000马克。7SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSalebygradebeindicatedsimplybystatingitsgrade,aspresumablythesellerandthebuyeraresupposedtohavereachedaconsensusontheclassificationimplicationofgrades.toavoidmisunderstandingandthesubsequentdisputes,however,itisrecommendedtolaydownsomemajorspecifications8SEIBOFGDUFSCase2茶叶等级案例中方某公司与国外某客商成交龙井茶一批，合同要求二级茶叶，卖方实际交货时发现二级茶叶库存已馨，便在未征得买方同意情况下，以一级茶叶抵充二级茶叶交货，并电告买方“一级茶叶仍按二级茶叶计价，不另外收费”。问：卖方这种做法是否妥当？为什么？9SEIBOFGDUFS4.2Qualitystipulation–Salebydescriptionsalebygrade:example

FreshHenEggs,shelllightbrownandclean,eveninsizeGradeAA:60-65gmpereggGradeA:55-60gmpereggGradeB:50-55gmpereggGradeC:45-50gmperegg

10SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSalebystandardwhenspecificationsorgradesarelaiddownandproclaimedinaunifiedway,theybecomestandards.

ExampleTetracyclineHCLTablets(SugarCoated)250mg.B.P.1973ChinaNortheastSoybean2006NewCrop,F.A.Q: Moisture15%max. Admixture1%max.

11SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSalebystandard:F.A.Q.&G.M.QF.A.Q.:indicatingthatthequalityoftheaproductofferedisaboutequaltotheaveragequalitylevelofthesamecropwithinacertainperiodoftime(e.g.ayear.)generallysuitableforagriculturalproducts.G.M.Q.:thequalityofthegoodsofferedaresufficientlygoodtosatisfythepurposesforuseorconsumptionwhicharemutuallyunderstoodbythebuyerandthesellerusedsometimesasthebottom-lineofqualityrequirement.

12SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSalebybrandnameortrademark

todefinethequalityofsomeproductsbysimplyreferencingtotheirbrandnamesortrademarks.ExamplesSonyTelevisionsHaierRefrigeratorsTigerheadbatteriesPanasonicTelevision,TH-42PV65C

13SEIBOFGDUFS4.2Qualitystipulation–SalebydescriptionSalebyorigintousethenameoftheplaceoforiginastheindicationforquality(speciallocalproduct)ExampleWest-lakeLongjingTea,Grade1,ZhejiangOrigin14SEIBOFGDUFS4.2Quality–SalebydescriptionSalebydescriptionsorillustrations

specificdescriptions,sometimeswithillustrationsExamplePanasonicTelevision,TH-42PV65C,qualityandtechnicaldatatobestrictlyinconformitywiththeinstructionsattached.HaierRefrigerator,ModelXXX,qualityandtechnicaldatatobestrictlyinconformitywiththedescriptionssubmittedbytheseller.15SEIBOFGDUFS4.2Qualitystipulation–SalebysampleSalebysampleDefinition:asalewhenthesellerandbuyeragreethatsampleisusedasthebasisofqualityandconditionofthegoodstobedelivered.ExampleTeddyBearSize15,QualityasperSampleX071118A16SEIBOFGDUFS4.2Qualitystipulation–salebysample

Salebyseller’ssamplemadeonthebasisofthesampleprovidedbythesellerSalebybuyer’ssamplemadeonthebasisofthesampleprovidedbythebuyerSalebycountersampleCountersample:areplicamadebythesellerofthesampleprovided,normallybythebuyercountersampleusedasthebasisforqualitytoremovetheriskoftheselleragoodsubstitutetosalebybuyer’ssample17SEIBOFGDUFSCase3样品品质案例我北方一外贸公司，某年5月份与新加坡商人达成一笔合同，我方出口一批大理石板，品质要求以买方提供样品为准，7月份交货。于是我方以最好的工艺，精加工一个样品交给对方确认。买方看到这样品时十分满意，觉得比以前看到的都要好。于是我方开始履行合同，但在大批量加工时发现，要是每一个产品品质均能达到样品水平十分困难，后经努力，终于交出一批货。到货后经检验不合格，买方提出索赔。经仲裁，以我方最终赔偿对方28000美元了结。18SEIBOFGDUFSNotesConservationBuyer’ssampleRepresentativesamplequalitylevel

19SEIBOFGDUFSCase4双重质量担保案例我国某外贸公司向德国出口花生一批，合同规定最低含油量不低于44%，杂质不超过1%。但在成交前我方曾向对方寄过样品，合同订立后我有电告对方“成交货物与样品相似”。货到德国后，买方出具了货物品质比样品低7%的检验证明，并要求赔偿600英镑的损失。我方拒绝赔偿，并陈述理由说：货物在交货是是经过挑选的。因为是农产品，不可能做到与样品完全相符，但也不至于低7%。问：我方失误在哪里？是否可以以货物非凭样成交理由而不予理赔？20SEIBOFGDUFS

[案例分析]此例是一宗既凭品质规格交货，又凭样品买卖的交易。卖方成交前的寄样行为及订约后的“电告”都是合同的组成部分。根据商品特点正确选择表示品质的方法，能用一种表示就不要用两种，避免双重标准。既凭规格，又凭样品的交易，两个条件都要满足。样品的管理要严格。如“复样”、“留样”或“封样”的妥善保管，是日后解决纠纷的主要依据。

21SEIBOFGDUFSExercise布匹样品大豆医药标准规格茶叶日用化妆品电器家具榨菜等级说明书品牌货号产地22SEIBOFGDUFS4.2QualityIssuesconcerningqualityclauseinsalescontract:adoptingtherightwayavoidingdoublestandardbeingclear,practicalandreasonablemakinguseofQualityLatitudeorTolerancemakingpriceadjustmentwhennecessaryinsertingseller'sprotectingclausewhennecessary23SEIBOFGDUFS4.2QualityQualitylatitude:definitionthepermissiblerangewithinwhichthequalityofthegoodsdeliveredbythesellermaybeflexiblycontrolled

Qualitytolerance:definitionthequalitydeviationrecognizedinthetrade,whichallowsthequalityofthegoodsdeliveredbythesellertohavecertaindifferenceswithinarange24SEIBOFGDUFS4.2QualityHowtostipulatequalitylatitude/tolerancetostipulateacertainscope,e.g.thewidthofthecottonclothis47/48inches.(规定范围）tostipulate“max”or“min”（规定极限）e.g.Moisture:8%max.Admixture:2%max.tostipulatemoreorless（规定上下差异）e.g.duck'sdowncontent18%±1%25SEIBOFGDUFS4.2QualityStipulatingqualitylatitude:examples“Qualityshallbeaboutequaltothesample”“Qualityisnearlythesameasthesample”“Thequalityofthegoodsshippedtobeaboutequaltothesample”“Shipmentshallbesimilartothesample.”

26SEIBOFGDUFS

合同中数量未明确规定《联合国国际货物销售合同公约》规定，卖方必须按合同数量条款的规定如数交付货物。如果卖方交货数量多余约定数量，买方可以收取或拒收多交部分货物的全部或一部分；如果买方实际交货数量少于约定数量，卖方应在规定的交货期届满前补交，但不得使卖方遭受不合理的不便或承担不合理的开支，且卖方有保留要求损害赔偿的任何权利。

27SEIBOFGDUFS4.3QuantityUnitsofquantitycalculation

Weight:metricton,tonne,kilogramme,longton,shorttonNumber:piece,dozen,setLength:meter,kilometer,yard,foot,inch)Area:km2,yd2,ft2Volume:km3,yd3,ft3Capacity:liter,gallon,quart,pint,bushel28SEIBOFGDUFS4.3QuantityMeasurementsystemstheMetricSystemtheU.S.SystemtheBritishSystemtheInternationalSystemofUnits(S.I.)…29SEIBOFGDUFS

某出口公司在某次交易会上与外商当面谈妥出口大米10000公吨，每公吨USD275F.O.B.中国口岸。但我方在签约时，合同上只笼统地写了10000吨（ton），我方当事人主观认为合同上的吨就是指公吨（Metricton）而言。后来，外商来证要求按长吨（Longton）供货。如果我方照证办理则要多交160.5公吨，折合美元44137.5USD。于是我方要求修改信用证，而外商坚持不改，双方发生贸易纠纷。

case130SEIBOFGDUFS

度量衡制度与计量单位

在不同的度量衡制度下，同一计量单位，所代表的数量不同。如：吨（Ton）

度量衡重量单位公斤市斤磅公制公吨100020002204.6英制长吨1016.0472032.0942240美制短吨907.21814.4200031SEIBOFGDUFS4.3QuantityWaystostipulateweight

grossweightnetweightgrossfornetconditionedweight32SEIBOFGDUFS4.3Quantitygrossweightgrossweight=netweight+TarenetweightNetweight=Grossweight–Tare

Ifnotstipulated,consideredtobenetweighttarecalculation

actual/realtareaveragetare,customarytarecomputedtare

grossfornetGoodspricedbytheirgrossweightinsteadofthenet

33SEIBOFGDUFS4.3QuantityConditionedweightConditionedweight:equalstothedryweightofacommodityplusthestandardmoisturecontent

Conditionedweight=Driednetweightx(1+Standardregainrate)34SEIBOFGDUFS4.3QuantityTheoreticalweightTheoreticalweight=UnitweightxQuantityLegalweightLegalweight=Netweight+Tare(immediatepacking)35SEIBOFGDUFS4.3QuantityIssuesconcerningquantityclauseinsalescontract:clear,specificandavoidambiguityquantitylatitude(moreorlessclause)latitude:howmuchmoreorless?decision:atwhoseoption?pricing:contractrateormarketprice?36SEIBOFGDUFS4.3QuantityExamplesofmoreorlessclause:800metrictons,5%moreorlessatseller’soption20,000metricpairs,thesellersareallowedtoload5%moreorless,thepriceshallbecalculatedaccordingtotheunitpriceinthecontract1,000metrictons5%moreorless,atBuyer’soptionwithmoreorlessportionpricedatthemarketpriceatthetimeofshipment.37SEIBOFGDUFScase2

合同中数量条款规定“10000M/T5%MOREORLESSATSELLER’SOPTION.”卖方正待交货时，该货物国际市场价格大幅度上涨，问：（1）如果你是卖方，拟实际交付多少货量？（2）如果站在买方立场上，磋商合同条款时，应注意什么？38SEIBOFGDUFScase3某外贸公司对中东某国家出口电风扇1000台。国外开来信用证规定不允许分运。但到出口装船才发现有40台的包装破裂，有的风罩变形，有的开关脱裂。临时更换已来不及。为了保证出口产品质量，发货人认为，根据《跟单信用证统一惯例》的规定，即使不准分运，在数量上也允许有5%的伸缩。如少装这40台并未超过5%。实际装船960只，当持单到银行议付时，遭到银行拒绝。39SEIBOFGDUFS

《跟单信用证统一惯例》第39条B款除非信用证规定货物数量不得增减，只要支取的金额不超过信用证金额，则可有5％的增减幅度。但当信用证规定的数量按包装单位或以个数计数时，则此增减幅度不适用。40SEIBOFGDUFS4.4Packing&MarkingFunctionsofPackingProtectingGoods FacilitatingDelivery ReducingCost Promotingsales… 41SEIBOFGDUFS4.4Packing&MarkingFactorsdeterminingpackingNaturePropertiesofCargo ModeoftheTransport CustomsorStatutoryRequirements GeneralFragilityofCargo Weather EaseofHandlingandStowage Insurance TransportationCost… 42SEIBOFGDUFS4.4Packing&MarkingTypesofpackingSalespackingTransportPacking

unitpacking:drums,cases,bags,boxes...collectivepacking:pallet,flexiblecontainer…43SEIBOFGDUFS运输包装集装箱集装袋44SEIBOFGDUFS4.4Packing&MarkingTypesofmarkingShippingmarksIndicativemarksWarningmarksSupplementarymarks

45SEIBOFGDUFS4.4Packing&MarkingExampleofshippingmark46SEIBOFGDUFS试着自己编制麦头SALESCONFIRMATIONS/CNo.21SSG-017Date:AUG.82001TheSeller:ShanghaiTextilesI/ECorp.Address:27.ZHONGSHANROADE.ISHANGHAICHINATheBuyer:CRYSTAL

KOBELTD.Address:1410.BROADWAY,ROOM300NY,NY10018USACommodityandSpecifications:Ladle’s55%acrylic45%cottonknittedblouseQuantity:500dozenPacking:In120cartonsPortofloading&destination:ShipmentfromShanghaitoNY,USA47SEIBOFGDUFS该商品的标准唛头参考如下:C.K21SSG-017NEWYORKUSAC/No.1--12048SEIBOFGDUFS4.4Packing&MarkingIndicativemarkstodrawattentionforproperhandlingExamplesFRAGILEKEEPDRY49SEIBOFGDUFS4.4Packing&MarkingWarningmarkstoindicatedangerouscargoesSuitablefordangerousgoodssuchasexplosive,inflammable,corrosiveandradioactivecargosExamplesEXPLOSIVESPOSION50SEIBOFGDUFS4.4Packing&MarkingRelevantissuesconcerningmarkingNeutralPackingnomarkingofthenameofthecountryproducingthegoodsand/orthenameofthemanufacturerOEMshortformofOriginalEquipmentManufacturer.usethebrandnameortrademarkdesignatedbybuyersontheirmanufacturedgoodsissues