INTERNATIONALTRADEPRACTICE（英文版）(共69页).ppt

1、 INTERNATIONAL TRADE PRACTICE Chapter FourChapter Four Terms of CommodityTerms of Commodity 商品条款商品条款A：key terms subject matter transfer of ownership wording modifier differential tariff tactical intrinsic sale by description sale by specification sale by standard sale by brand name1. 标的标的2. 所有权转移所有权

2、转移3. 措辞措辞4. 修饰语修饰语5. 差别关税差别关税6. 策略的、战术的策略的、战术的7. 固有的，本质的 8、 凭说明买卖9： 凭规格买卖 10 凭标准买卖11、 凭 品牌买卖 B：key terms 12. sale by place of origin13.Sale by description or illustration14. Sale by sellers sample15. Sale by buyers sample16. Sale by counter sample17.Sale by Actual commodity/sale by actual quality12.

3、 凭产地买卖凭产地买卖 13. 凭描述、图例买凭描述、图例买卖卖14 凭卖方样品买卖凭卖方样品买卖15. 凭买方样品买卖凭买方样品买卖16.凭回样买卖凭回样买卖17、 凭实际商品、凭实际商品、品质买卖品质买卖C：key terms 19 . Consensus20. Proclaim 21 . FAQ (Fair Average quality) 22. GMQ (Good Merchantable Quality)23、spillover effect 24、proactive 25、parameter 26、consignment 27、futile 18、纯度19、一致同意20、正式宣布

4、、显示（vt) 21、良好平均品质、 大路货 22、上好可销售品质23、溢出效应、外溢效应 24、 前摄的、主动的25、 参数26、 寄售、托卖27 无益的、无效的C：key terms 28. replica29 . Confirmed sample30. Returned sample31 . Duplicate sample32. Sealed sample33、 notary party 34、 reference sample35、 double standard36、 quality latitude37、 quality tolerance 28. 复制品 29. 确认样本 回样

5、 31、 副样、存样32、封存样品 33、 公证方34、 基准、标准样品35、 双重标准36、 品质机动幅度37、品质公差 C：key terms 38. Safeguard clause39 . deviation 40. Lodge a claim 41 . Measurement unit42. quintal43、 ounce44、 long ton45、 short ton46、 bushel47、 gallon 38. 保护条款39. 偏差40. 提出索赔 41、 计量单位42、 公担(=100磅）43、盎司（克）44、 长吨 （=2240磅）45、 短吨 （=2000磅）46、

6、蒲式耳（升）47 加仑（升）C：key terms 48. Great gross49 . ream50. Roll 51 . coil52. bale53、 barrel 54、 drum55、 ready made clothes56、 gross weight 57、 net weight 48. 12罗（1728个） 49. 令（纸张的计数单位）50. 卷 51、 盘、卷52、 包、捆53、 桶54、圆桶 55、 成衣56、毛重57 净重C：key terms 58. tare 59 . Conditioned weight60. Theoretical weight 61 . Leg

7、al weight 62. More or less clause63、 bar code64、 indicative mark 65、 shipping mark66、 neutral packing 58. 皮重59. 公量60. 理论质量 61、 法定重量62、 溢短装条款 63、 条形码 64、 指示标志65嘜头、运输标志66、 中性包装 D: Abbreviations 1: FAQ2: GMQ3: OEM 1. 大路货大路货2. 上好可销品质上好可销品质3. 原始设备制造商原始设备制造商 4.1 Name of Commodity 4.3 Measuring Quantity 4.

8、5 relax 4.2 Specifying Quality 4.4 Packing and Marking 4.6 Exercises Rule on contracts International Rules on contractsCISG 1980 United Nations Convention on Contracts for International Sale of Goods Main Content General rules governing “the formation of the contract of sale, and rights and obligati

9、ons of the seller and the buyer arising from such a sale. Contains 101 items under 4 parts Basic Principles Promotion of uniformity in application of rules governing international sale of goods in order to ensure fairness in international business Emphasis on observance of good faith in internationa

10、l trade so as to develop international commercial relations. Aspects concerning terms of commodity 1. Name of Commodity 商品品名商品品名 2. Quality of Commodity 商品质量商品质量 3. Quantity of Commodity 商品的数量商品的数量 4. Packing of Commodity 商品包装商品包装 5. Commodity Inspection 商品检验商品检验 4.1 Name of Commodity Name normally

11、merged with quality Type Specifications Requirements in adopting name of commodity Clear and specific Agreed by both parties Select appropriate one if more than one is available is described in the beginning of contracts, such as “The Sellers agree to sell and the Buyers agree to buy on the terms an

12、d conditions stated below”案案 例例： 中国某食品有限公司出口苹果酒一批，国外来证货名为“Apple Wine”，于是我方为单证一致起见，所有单据上均用“Apple Wine”。不料货到国外后遭进口国海关扣留罚款，因该批酒的内、外包装上均写的是“Cider”字样。结果外商要求我方赔偿其罚款损失。 此案中，我方应负责赔偿。作为出口公司，理应知道所售货物的英文名称。如来证货名与实际不符，一则要求对方改证，二则自己更改货物上的英文名称。如只考虑单证相符而置货物上的名称不顾，势必给对方办理进口报关造成严重后果。4.2 Specifying Quality Quality In

13、ternal properties or ingredients Structure, chemical composition, biological features External appearance Shape, form, color, physical property Importance of quality term Ground for transaction Determination of price value Image of goods 4.2 Specifying Quality4.2.1 Sale by description凭说明买卖 Sale by s

14、pecification 凭规格 Comprising indicators such as composition, content, purity, length, size, etc. Simple and accurate, therefore widely adopted exampleBleached Cotton Shirting 30s x 36s 72 x 69 35/36 x 42yds漂白棉布 30 x 36支 72 x 69 35/36 x 42码4.2.1 Sale by description Sale by grade 等级 Grade system Grade

15、A, B, C Grade 1, 2, 3 To avoid disputes, normally grade + specifications Example钨砂三氧化钨 锡砷硫最低最高最高最高Grade 1700.2%0.2%0.8%Grade 265% 0.2% 0.2% 0.8%Grade 3 65% 1.5% 0.2% 0.8%4.2.1 Sale by description Sale by standard 标准买卖 Standard by conventions, trade associations or governments Adaptable nationally or

16、 internationally Nationally: BS (British standard), ANSI (American National Standards), JIS (Japanese Standards Association), GB (Guojia Biaozhun) Internationally: ISO (International Standards Organization) As standard changeable, the following is needed in description Name of organization which mad

17、e the standard Time of creationeg. Tetracycline HCL Tablets Sugar-coated B.P. 1973 250mg 盐酸四环素糖衣片 B.P. 1973 250毫克4.2.1 Sale by description Other widely adopted standards F.A.Q. (Fair Average Quality) 良好平均品质/ 大路货 based on the average quality of the products in a year generally suitable for agricultur

18、al products should have F.A.Q. wording in contractEg. China peanut 2008 New Crop F.A.Q.Moisture not exceeding13%Broken ratemax.5%Oil contentmin.44% G.M.Q. (Good Merchantable Quality) 上好可销品质 Quality of goods sufficiently good to satisfy the purpose of use or consumption Used sometimes as bottom-line

19、of quality requirement4.2.1 Sale by description Sale by trademark or brand 凭商标或品牌买卖 Only apply to those widely recognized brands or trademarks eg. Nike sports shoes More detailed quality particulars are needed to avoid varieties and complexities eg. Panasonic Television, TH-42PV65C4.2.1 Sale by desc

20、ription Sale by name of origin 凭产地买卖 Name of origin as indication of quality More suitable for agricultural products or by-productseg. 四川榨菜, 青岛啤酒 Normally used together with other quality indices such as specifications, grade or brandseg. West-lake Longjing Tea, Grade 1, Zhejiang Origin4.2.1 Sale by

21、 description Sale by descriptions and illustrations 凭说明书或图样买卖 Suitable for full sets of equipment or instruments Clauses such as “quality and technical data to be in conformity with the description submitted by the seller” to be stipulated in the contract Technical manuals, booklets of directions, d

22、rawings or diagrams to be attachedeg. Haier Refrigerator, Model xxx, quality and technical data to be in strictly in conformity with the descriptions submitted by the seller.4.2.2 Sale by Sample Sale by sample 凭样买卖 Sample as a reference of quality or condition of the goods to be delivered Used when

23、quality description of the goods is beyond words Bear the wording “quality as per ” Can be provided by either seller, buyer or by counter sample4.2.2 Sale by Sample Sale by actual commodity/actual quality Selling the goods inspected by the buyer Suitable for auction, consignment, display sale For su

24、ch goods as jewelry, paintings, arts and crafts and most of the goods in stockNote: Approaches specifying quality not independent of each other “double standard” When one specifying method is sufficient, not to employ two or more When sale by description is available, not to use sale by sample CISG:

25、 if both methods are used, the quality should conform to both.4.2.3 Quality Clauses Quality Latitude/Clauses 品质机动幅度 Permissible range for the seller to control quality Three ways of stipulation Flexible range or scopeeg. the width of the cotton cloth is 47/48 inches Limit: max. min. eg. Moisture: 8%

26、 max More or less allowanceeg. ducks down content 18%1% For goods sold by sample, about clause used to allow quality flexibilityeg. Quality shall be about equal to/same to the sample4.2.3 Quality Clauses Price normally remain unchanged If changed, increasing and decreasing term should be added to th

27、e contracteg. China Sesame Seeds Moisture (Max) 8%; admixture (max)2%; oil content 52% basis. Should the oil content of the goods actually shipped be 1% higher or lower, the price will be accordingly increased or decreased by 1% and any fraction will be proportionally calculated.Discussion 1Supposin

28、g Our company exporting textile material According to contract, moisture max. 15%; impurity max.3% We mailed sample before transaction and faxed informing goods the same to sample in quality after contracting After goods arrival, buyer presented inspection certificate saying actual goods lower in qu

29、ality than the sample and asked for losses. Q: Shall we compensate?Discussion 2Supposing Seller exporting Longjing Tea Grade 2 On preparing for shipment, finding Grade 2 out of stock Without being agreed by buyer, Grade 1 was shipped instead of Grade 2 After shipment, seller notifying buyer goods so

30、ld at the price of Grade 2, no additional price charged Q: Is it appropriate for seller to do so? Why or why not?4.3 Measuring Quantity4.3.1 Use of unit Weight (metric ton, tonne, kilogramme, long ton, short ton) Number (piece, dozen, set) Length (meter, kilometer, yard, foot, inch) Area(square kilo

31、meter km2, square yard yd2 , square foot ft2 ) Volume (cubic kilometer km3, cubic yard yd3 , cubic foot ft3 )体积 Capacity (liter, gallon, quart, pint, bushel 蒲式耳）容积 4.3.1 Use of unit Measurement systems Metric system 公制 British system 英制 U.S. system 美制 SI: International System of Units 国际单位制 Examples

32、 of conversion 1 metric ton = 1 tonne = 1000kg 1 short ton = 1 net ton = 907.18kg = 1 US ton = 1 imperial ton = 1 weight ton = 1 UK ton4.3.2 Interpreting Weight Gross Weight 毛重 = net weight + tare weight Suitable for goods not much valuable Net Weight 净重 According to CISG, weight of goods is regarde

33、d as net weight unless otherwise stated in the contract = gross weight tare weight For goods not value much (mostly agricultural products) and those where packing becomes an indivisible part (eg. tobacco), gross for net4.3.2 Interpreting Weight Conditioned Weight 公量 For valuable and moisture unstabl

34、e goods (eg. cotton) = Dried Net Weight x (1Standard Regain)Note: Dried net weight: the weight of the goods when all the water content is abstracted by a scientific method from the goods. Regain rate: the ratio between the water content and the dry weight of the goods. Standard regain rate: the rati

35、o between the water content and the dry weight of the goods which is accepted in the world market or agreed upon by the seller and the buyer. Actual regain rate: the ratio between the actual regaining water content in the goods and the actual dry weight. 我国常见纤维的公定回潮率我国常见纤维的公定回潮率单位：(表)纤维种类 公定回潮率 纤维种类

36、 公定回潮率原 棉 111 粘胶纤维 13同质洗净毛 16 涤 纶 0.4异质洗净毛 15 锦 纶 45桑蚕丝 11 腈纶 2苎麻、亚麻 12 维 纶 5黄 麻 14 丙纶、氯纶 0我国规定的标准状态为：湿度65%3%，温度20 Illustration 1 An exporter has signed a contract to export 10 metric tons (5% more or less) of raw silk to Spain. It is stipulated in the contract that conditioned weight is used and th

37、e standard regain rate is 10%. If the actual regain rate is 21% when shipment is made, how many metric tons of raw silk should the exporter deliver in order to fulfill the contract?Illustration 1 Calculation: (1 + actual regaining rate) Actual weight = Conditioned weight x (1 + Standard Regain Rate)

38、 (1 +21%) Actual weight = 10 M/T x = 11 MT (1 +10%) Answer: In order to fulfill the contract, the exporter should deliver 11 metric tons of raw silk, 5% more or less. 4.3.2 Interpreting Weight Theoretical Weight 理论重量 For goods with standard measurement (steel plate, , etc.) = Unit Weight x number Le

39、gal weight Legal weight = commodity weight + immediate/inner/direct package used for tariff calculation in some countries4.3.3 More or Less Clause 溢短装条款 How much? Expressed in percentage: normally 3 10% of contracted quantity Expressed in absolute number Wording of quantity Specific and clear (eg. p

40、ercentage) Avoiding being ambiguous（eg. about, approximately) According to UCP600 (Uniform Customs and Practice for Documentary Credits) , “about, approximately” interpreted as 10% If absence of any more or less specifying the quantity, 5% with total amounting not exceeding L/C amount is allowed for

41、 goods not counted by number4.3.3 More or Less Clause 溢短装条款 Who controls? Stipulate in the contract to avoid future disputes In practice, usually the shipper Pricing of more/ less part should be stipulated in the contract Normally the contract price (according to CISG) Market price at the time of sh

42、ipment Market price at the time of arrival Examples: 800 metric tons, 5% more or less at sellers option 20,000 metric pairs, the sellers are allowed to load 5% more or less, the price shall be calculated according to the unit price in the contract 1,000 metric tons 5% more or less, at Buyers option

43、with more or less portion priced at the market price at the time of shipment. Discussion 3 500M/T 5% more or less at sellers operation Price in international market rising Q: if you are the seller, how many goods are you going to prepare for shipment?Discussion 4Supposing Our company concluded a tra

44、nsaction under CIF with an Australian customer on 500 M/T of beans. Contract stipulates: at USD200 per M/T CIF Sydney ; packed in brand new gunnys bag of 50kg each; payment by L/C at sight. We effected shipment and settled payment. Buyer claimed that total amount less than 500 M/T excluding tare wei

45、ght and asked us to reimburse the inadequate amount. Q: Is buyers requirement appropriate? Why or why not?4.4 Packing and Marking Three kinds of cargo Bulk cargo 散装货: in liquid-like existence & of low valueeg. ore, coal, grain etc. Nude cargo 裸装货: normally in a solid stateeg. rolled steel, lead

46、ingots, rubber, timber etc. Packed cargo 包装货Two types of packaging Shipping packaging 运输包装 Sales packaging / inner packaging / small packaging / immediate packaging 销售包装/内包装/小包装/直接包装4.4.1 Shipping packing Shipping /transport/outer/big packing Single piece/unit packaging packed as a single unit, ie.

47、measuring unit Collective packing / group shipping packing a certain number of single pieces grouped together to form a big packing or packed in a big container Protecting goods and accelerating handling speed Types of collective packing Pallet 托盘 Flexible container 吨袋，集装袋 Container 集装箱4.4.1 Shippin

48、g packingPalletsFlexible ContainerContainerPallet 托盘Flexible container 吨袋，集装袋4.4.2 Marking Definition: Different diagrams, words and figures written , printed or brushed on the outside of the shipping package Four kinds of packing marks Shipping marks 唛头 Indicative marks 指示性标志 Warning marks 警示性标志 Su

49、pplementary marks 辅助标志Shipping Marks Role of shipping marks Convenient for identifying and transporting Easy to count and check Avoid shipping errors Four main components of shipping marks Consignees code: abbreviation or initials Reference number: shipping advice, order, invoice, contract, L/C Dest

50、ination: name or code of destination Package number and total package numberShipping marks Shipping marks should be simple, clear and easy to identify Position should be proper Color should be durableIndicative Marks Diagrams and simple words used to draw the relevant peoples attention in cargo hand

51、ling Normally painted or stenciled on the outer packageWarning Marks Also dangerous marks To avoid danger in handling Suitable to dangerous goods such as explosive, inflammable, corrosive and radioactive cargos4.4.3 Packaging clause in Contracts Include the following terms Packing method (packing ma

52、terial, packing dimension, weight of each single piece, filling material The packing cost Shipping marks Examples In wooden cases of 50 kilos net each 木箱装，每箱50公斤净重 In cartons or crates of about 12kg net 纸箱或空格木箱装，每箱净重约12公斤 In cloth bales each containing 20pcs of 42yds 布包，每包20匹，每匹42码 Each piece in a p

53、lastic bag, half dozen in a box and 10 dozen to a carton用塑料袋装，每袋一件，每半打装一盒，每10打装一个纸板箱 In cloth bags, lined with ploythene bags of 25kg net each布袋装，内衬聚乙烯袋，每袋净重25公斤4.5 Extension O:高端访问-美国能源部长朱棣文全清晰.avi返回返回4.6 Exercises I: multiple choices 1、 Counter sample can also be called_ A. duplicate sample B .sea

54、led sample C .confirming sample D. reference sampleC.返回返回4.6 Exercises I: multiple choices 2. Which of the following clauses is appropriate for a contract of sale by sample? A .The quality of the goods delivered should be the same as the quality of the sample. B The quality of the goods delivered sh

55、ould be equal to the quality of the sample. C .The quality of the goods delivered should be about equal to the quality of the sample. D. The quality of the goods delivered should refer to the quality of the sample .C.4.6 Exercises I: multiple choices 3.”1000 pairs of shoes” is an example of using _

56、to specify quantity. A weight B length C .volume D number 4. _is NOT frequently used in international trade. A Metric System B .British System C .U.S. System D. French SystemD.D.返回返回4.6 Exercises I: multiple choices 5.The method suitable for measuring the weight of the importing wool is the A theore

57、tical weight B .conditioned weight C .weight settled by the buyers and sellers D dry net weight 6.If the actual net weight of a shipment of wood is 30M/Twith an actual regain of 20%,the conditioned weight is B C返回返回4.6 Exercises I: multiple choices 7Accoding to UCP600,”about” allows the quantity to

58、be _ more or less. A3% B.5% C.10% D.15% 8.More or less clause in a sales contract mainly includes the following EXCEPT A. percentage of more or less B total amount D. party determining the more or less D. pricing for the more or less part C D返回返回4.6 Exercises I: multiple choices 9 .A. credit stipula

59、tes that the quantity of the bulk cargo is 1000M/T and total amount is USD 0.9 million. It shows no “more or less clause “ and partial shipment is not allowed. According to the UPC600_ A. the quantity and total amount of the goods delivered should not increase or decrease. B. the quantity and total

60、amount of the goods delivered can be 10% more or less. C. the quantity and total amount of the goods delivered can be 5% more or less. quantity and total amount of the goods delivered can be 5% more or less ,while the total amount cannot exceed USD0.9m. D返回返回4.6 Exercises I: multiple choices 10. Accordi