国际贸易用语

1、Chapter 7International Trade Terms Learning Objectives1. To understand the role of trade terms;2. To understand the 6 commonly used trade terms;3. To learn the other 7 trade terms. 1. Trade Terms and International Rules and Practices Relating to Trade Terms Trade terms, also known as price terms or

2、delivery terms, are standardized terms used in sales contracts that describe the place and manner for the transfer of goods from the seller to the buyer. 贸易术语（trade terms）,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。 Definition of trade termsComponents of Trade TermsE.g. “US$100 p

3、er dozen FOB New York” US$ 100 per dozen FOB New York Currency price per unit measurement unit trade termsWhy are trade terms necessary? There are different trading practice in different countries;There are various risks and costs involved in an international trade;If the sellers and buyers in inter

4、national contracts want their deals to be successfully completed, they have to make clear to each other their respective obligations and find the full expression of those in the trade terms. In order to avoid, or at least reduce the uncertainties of different interpretations of such terms in differe

5、nt countries, common rules should be set up. International rules & practices on trade terms1. Warsaw-Oxford Rules 1932 (W.O. Rules, 1932)- This rule was drafted by the Association of International Law in 1932. It contains 21 clauses, which only stipulate the nature of CIF contract, and the charges,

6、risks and obligations which should be borne by the seller or the buyer. 该规则是由国际法协会于1928年在波兰的华沙开会制定的，1932年在英国的牛津作了修订。它是专门为解释CIF贸易术语而制订的，对CIF买卖合同的性质作了说明，并具体规定了在CIF合同中买卖双方所承担的费用、责任和风险。 2. Revised American Foreign Trade Definitions 19411919年美国的九个商业团体制订了美国出口报价及其缩写条例（The U.S. Export Quotations and Abbrevi

7、ations);1941年对它进行了修订，改称为1941年美国对外贸易定义修正本。该修正本在美国及美洲一些国家有较大的影响。 It contains 6 trade terms: (1) EX (point of origin) 产地交货， such as EX Factory, EX Mill, EX Mine, etc. (2) FOB Free On Board 运输工具上交货. It contains 6 terms. The fifth FOB is FOB vessel (named port of shipment). (3) FAS Free Along Side (named

8、 port of shipment)运输工具旁交货;(4) C&F Cost and Freight (named point of destination);(5) CIF Cost, Insurance and Freight (named point of destination);(6) EX DOCK （named port of importation）目的港码头交货. 2. Revised American Foreign Trade Definitions 1941 该修正本共对六种贸易术语作了解释，其中FOB术语又分为六种情况。第一至第四种均属于在内陆某一指定地点交货价;第五

9、种为装运港船上交货价;第六种为在进口国内陆某一指定地点交货价。 美国BOARD可指任意的板（卡车、火车、轮船等运载工具的板）。2. Revised American Foreign Trade Definitions 1941 FOB3. The INCOTERMSIn order to avoid, or at least reduce to a considerable degree, the uncertainties of different interpretations of terms in different countries, the ICC first published

10、 a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. These rules were known as “Incoterms 1936”.Amendments and additions were later made in 1953, 1967, 1976, 1980, 1990 and presently 2000 in order to bring the rules in line with current interna

11、tional trade practices. LINKICCThe ICC (International Chamber of Commerce 国际商会) was founded in 1919 with an overriding aim that remains unchanged: to serve world business by promoting trade and investment, open markets for goods and services, and the free flow of capital.The organizations internatio

12、nal secretariat was established in Paris.China became member of ICC in 1994, and the affiliate of International Chamber of Commerce in China (国际商会中国国家委员会) was established in 1995. Organization of INCOTERMS(1) the “E” term: the only term where the exporter makes the goods available at his/her own pre

13、mises to the importer. (2) the “F” term: terms where the exporter is responsible to deliver the goods to a carrier named by the importer “shipment contract”(3) the “C” term: terms where the exporter is responsible for contracting and paying for carriage of the goods, but not responsible for addition

14、al costs or risk of loss or damages to the goods once they have been shipped. - “shipment contract”(4) the “D” term: terms where the exporter is responsible for all costs and risks associated with bringing the goods to the place of destination. “arrival contract”Note the use of IncotermsINCOTERMS ar

15、e not laws parties who adopt the INCOTERMS should make sure they express their desire clearly. E.g. a contract might refer to “FOB (INCOTERMS 2000)”. Parties should be wary about making additions or varying the meaning of any particular term, except to the extent that it is allowed by the rules they

16、 adopt or by judicial decision. Note the scope of IncotermsThe scope of Incoterms is limited to matters relating to the rights and obligations of the parties to the contract of sale with respect to the delivery of goods sold (in the sense of “tangible”, not including “intangibles” such as software).

17、 通则涵盖的范围仅限于销售合同当事人的权利义务中与已售货物（特指“有形货物”，不包括“无形货物”如电脑软件）交货有关的事项。While in international trade, not only the contract of sale is required, but also contracts of carriage, insurance and financing, Incoterms related to only one of these contracts, namely the contract of sale. 2. FOBFREE ON BOARD (. named

18、port of shipment)Introduction “Free on Board means that the seller delivers when the goods pass the ships rail 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 point. The FOB term requires the seller to clear the goo

19、ds for export. This term can be used only for sea or inland waterway transport. If the parties do not intend to deliver the goods across the ships rail, then FCA term should be used. THE SELLERS & BUYERS OBLIGATIONS UNDER FOB goods and priceA1. The seller must provide the goods and the commercial in

20、voice, or its equivalent electronic message, in conformity with the contract of sale and any other evidence of conformity which may be required by the contract.B1. The buyer must pay the price as provided in the contract of sale. A2. The seller must obtain at his own risk and expense any export lice

21、nse or other official authorization and carry out all customs formalities necessary for the export of the goods.B2. The buyer must obtain at his own risk and expense any import license or other official authorization and carry out, all customs formalities for the import of the goods and, where neces

22、sary, for their transit through any country .THE SELLERS & BUYERS OBLIGATIONS UNDER FOB -Licenses, authorizations and formalities THE SELLERS & BUYERS OBLIGATIONS UNDER FOB - Contracts of carriage and insurance A3. The seller has no obligations for contract of carriage and insurance. B3. The buyer m

23、ust contract at his own expense for the carriage of the goods from the named port of shipment.THE SELLERS & BUYERS OBLIGATIONS UNDER FOB delivery and taking deliveryA4. The seller must deliver the goods on the date or within the agreed period at the named port of shipment and in the manner customary

24、 at the port on board the vessel nominated by the buyer.B4. The buyer must take delivery of the goods when they have been delivered in accordance with A4.THE SELLERS & BUYERS OBLIGATIONS UNDER FOB - Transfer of risks A5. The seller must bear all risks or loss of or damage to the goods until such tim

25、e as they have passed the ships rail at the named port of shipment.B5. The buyer must bear all risks or loss of or damage to the goods from the time they have passed the ships rail at the named port of shipment.THE SELLERS & BUYERS OBLIGATIONS UNDER FOB - Division of costs A6. The seller must pay al

26、l costs relating to the goods until such time as they have passed the ships rail at the named port of shipment; and the costs of customs formalities necessary for export as well as all duties, taxes and other charges payable upon export.B6. The buyer must pay all costs relating to the goods from the

27、 time they have passed the ship s rail at the named port of shipment; and all duties, taxes and other charges as well as the costs of carrying out customs formalities payable upon import of the goods and for their transit through any country. THE SELLERS & BUYERS OBLIGATIONS UNDER FOB - noticeA7. Th

28、e seller must give the buyer sufficient notice that the goods have been delivered.B7. The buyer must give the seller sufficient notice of the vessel name, loading point and required delivery time.THE SELLERS & BUYERS OBLIGATIONS UNDER FOB - Proof of delivery, transport documentA8. The seller must pr

29、ovide the buyer at the sellers expense with the usual proof of delivery. Where the seller and the buyer have agreed to communicate electronically, the document may be replaced by an equivalent EDI message. B8. The buyer must accept the proof of delivery in accordance with A8.THE SELLERS & BUYERS OBL

30、IGATIONS UNDER FOB Checking, packaging, marking and inspectionA9. The seller must pay the costs of those checking operations ( such as checking quality, measuring, weighing, counting). The seller must provide at his own expense packaging (unless it is usual for the particular trade to ship the goods

31、 of the contract description unpacked) which is required for the transport of the goods, to the extent that the circumstances relating to the transport are made known to the seller before the contract of sale is concluded. Packaging is to be marked appropriately. B9. The buyer must pay the costs of

32、any pre - shipment inspection except when such inspection is mandated by the authorities of the country of export. THE SELLERS & BUYERS OBLIGATIONS UNDER FOB -Other obligationsA10. The seller must render the buyer at the latters request, risk and expense, every assistance in obtaining any documents

33、or equivalent electronic messages which the buyer may require for the import of the goods and, where necessary, for their transit through any country. The seller must provide the buyer, upon request, with the necessary information for procuring insurance. B10. The buyer must pay all costs and charge

34、s incurred in obtaining the documents or equivalent electronic messages mentioned in A10 and reimburse those incurred by the seller in rendering his assistance in accordance therewith.Notice for FOB1） Modes of transportation. 该术语仅适用于海运或内河运输等水上运输方式。2）Division of risks, costs and liabilities. 风险划分以“船舷

35、为界”。但“船舷为界”仅仅用来表明双方风险的划分界限，而不涉及双方的责任和费用的划分。一般而言，卖方要承担装船的主要费用，但不包括理舱费和平舱费( FOB的变形问题）。3）船货衔接。按有关法律和相关惯例的规定，买方应该及时给予卖方关于船名，装船地点和要求交货的时间的充分的通知。4） 美国对FOB术语的特殊解释。FOB的变形- 明确装船费用由谁承担FOB Liner Terms（FOB班轮条件）：卖方不负担装船费用；FOB Under Tackle（FOB吊钩下交货）：吊装入舱及其他费用由买方负责；FOB Stowed（FOB理舱费在内）：卖方负责装船入舱并承担包括理舱费在内的装船费用理舱费指货

36、物入舱后进行的安置和整理的费用；FOB Trimmed (FOB平舱费在内) ：卖方负责装船入舱并承担包括平舱费在内的装船费用平舱费指对装入船舱内的散装货物平整所必需的费用；FOBST（FOB 理舱费、平舱费在内）：卖方负责装船入舱并承担包括理舱费和平舱费在内的装船费用。CASE STUDY国内某公司曾按每吨242美元FOB Vessel New York 条件与美商签订进口200吨钢材的合同.后我方公司如期开出金额为48400美元的信用证.但美商收到信用证后来函要求增加信用证金额至50000美元，不然有关出口捐税及签证费用应由我方另外电汇。问：美商的要求是否合理？INCOTERMS2000与

37、美国对外贸易定义修正本中FOB的区别 1. 运输方式不同。 2 .出口手续及费用不同。 INCOTERMS2000卖方负责办理出口清关手续； 美国对外贸易定义修正本 卖方根据买方的请求，在买方负担费用的情况下，协助买方取得出口所需的证件，并由买方支付相关出口税费。3. 交货地点不同。 美国对外贸易定义修正本交通工具上交货，仅第5种情况（FOB Vessel) 即船上交货与INCOTERMS2000相同。4. 风险划分界限不同。 INCOTERMS2000以船舷为界； 美国对外贸易定义修正本以船上为界，卖方必须承担在指定装运港将货物交到买方指定的轮船上的全部费用，并承担货物损坏或灭失的一切责任，

38、直至货物已装载于轮船上为止。CASE STUDY国内某贸易公司以FOB条件进口一批货物。在目的港卸货时，发现有几件货物外包装破裂，并且货物有被水渍的痕迹。经查证，货物是在装船时因吊钩不牢掉在甲板上摔破的，因包装破裂导致里面的货物被水浸泡。该贸易公司能否以对方未完成交货义务为由提出索赔？ CASE STUDY 买卖双方签订FOB合同，卖方向买方出口一级大米300吨，装船时货物经公证人检验，符合合同规定的品质条件。卖方于装船后及时发出装船通知。货物运输中由于风浪过大，大米被海水浸泡，品质受到影响，当货物到达目的港后，只能按三级大米价格出售。买方要求卖方赔偿差价损失。问卖方是否应该负责？为什么？CA

39、SE STUDY我国某公司曾以FOB条件出口日本一批荔枝。合同规定：“3月15至25日装运”。尽管我方多次催促，直至3月31日，仍未见船只踪影。于是我方转售他国，并立即向日方提出撤销合同并要求损害赔偿。问我方的做法是否合理？为什么？CFRCOST AND FREIGHT( . named port of destination)Introduction“Cost and Freight means that the seller delivers when the goods pass the ship s rail in the port of shipment.The seller mus

40、t pay the costs and freight necessary to bring the goods to the named port of destination BUT the risk of loss of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, were transferred from the seller to the buyer.The CFR term requires the seller

41、 to clear the goods for export.This term can he used only for sea and inland waterway transport. If the parties do not intend to deliver the goods across the ships rail, the CPT term should be used.THE SELLERS & BUYERS OBLIGATIONS UNDER CFRDifferent with FOB, under the CFR term, the seller is respon

42、sible for making arrangement of the ship and must pay the costs and freight necessary to bring the goods to the named port of destination. The seller：*提供货物 *租船定舱*出口清关 *风险*单据 The buyer:*受领货物*进口清关*风险 *单据Notice( 1 )该术语仅适用于海运或内河运输等水上运输方式。（2）关于两个分界点的问题。按CFR成交，风险划分以装运港船舷为界;费用划分方面，卖方支付从装运港至目的港的正常运费，但途中发生意外

43、事故而产生的额外费用应由买方负担。(4) 在实际业务中，应尽量避免使用CFR进口。若须按CFR成交，应慎重考虑对方资信，并对船舶提出适当要求，以免外商与船方勾结，或出具假提单，或租用不适航船舶，或伪造质检证书与产地证明书使我方蒙受损失。 （3）按CFR成交，卖方应该在装船之后，及时向买方发出通知，以便买方办理保险。如果因卖方未能及时发出装船通知，而使买方漏保，那么，卖方不能以风险在船舷转移为由免除责任。Example of Shipping advice “S/CC215 L/C7643 4000DOZEN SHIRTS SHIPPED FENGCHING101 SAILING26”合同号:

44、S/C (SALES CONFIRMATION) NO.C215;信用证号: 7643, 船名: FENGCHING航次:101船期：26日开船CFR的变形明确卸货费用由谁承担 CFR Liner Terms - CFR班轮条件：卖方负担卸货费（照班轮做法）；CFR Landed - CFR卸到岸上 ：卖方承担货物卸到码头的各项费用，包括驳船费和码头捐税；CFR Ex Tackle - CFR吊钩下交货：卖方负责将货物从船舱卸到轮船吊钩可及之处的费用。在轮船不能靠岸的情况下，驳船费及货物从驳船卸到岸上的费用，概由买方负担。CFR Ex Ships Hold - CFR舱底交货：货物抵达目的港后

45、，自船舱底起一切卸货费用由买方承担。CASE STUDY 我方按CFR价格条件与客户签约成交一批出口商品，合同规定保险由买方自理。我方于10月1日凌晨2点装船完毕，受载货轮于当日下午起航。因为10月1日为我国法定国庆假日，2日又逢星期天，我方未能及时向买方发出装船通知。3日上午收到买方急电称：该轮船于2日下午4时遇难沉没，货物灭失。要求我方赔偿全部损失。问：我方是否应该承担责任？CASE STUDY某合同规定，A 按CFR 条件出售1000吨小麦给B。由于A是按散装货出售，A在装运的3000吨小麦中，有1000吨是属于B的。待货物运到目的港后，再由船公司负责分发工作。该船在运输途中，由于海上风

46、险使货物损失1200吨，其余1800吨则安全抵达目的港。但卖方A宣称出售给B的1000吨已在运输途中损失，他认为按照CFR合同的解释，A 对此项风险不负责任。但B对上述解释不同意，并坚持要求A交货。试问在上述情况下，究竟谁是谁非？为什么？ANALYSIS按照CFR规定，如果货物已经按照合同规定装船，在货物越过船舷之后，货物发生的一切损失和额外费用应由买方负担。但INCOTERMS2000同时规定：“以货物已清楚地分开，或确定为供应本合同之用者为限。”本案例中，A卖给B的1000吨小麦与卖给别人的混在了一起，无法确定运输途中损失的小麦是否属于B。因此，卖方不能推卸责任。CIFCOST, INSU

47、RANCE AND FREIGHT(. named port of destination)Introduction“Cost, Insurance and Freight means that the seller delivers when the goods pass the ships rail in the port of shipment.The seller must pay the costs and freight necessary to bring the goods to the named port of destination BUT the risk of los

48、s of or damage to the goods, as well as any additional costs due to events occurring after the time of delivery, are transferred from the seller to the buyer. However, in CIF the seller also has to procure marine insurance against the buyers risk of loss of or damage to the goods during the carriage

49、. (to be continued)Consequently, the seller contracts for insurance and pays the insurance premium. The buyer should note that under the CIF term the seller is required to obligation insurance only on minimum cover. Should the buyer wish to have the protection of greater cover, he would either need

50、to agree as such expressly with the seller or to make his own extra insurance arrangements.The CIF term requires the seller to clear the goods for export.This term can be used only for sea and inland waterway transport. If the parties do not intend to deliver the goods across the ships rail, the CIP

51、 term should be used.THE SELLERS & BUYERS OBLIGATIONS UNDER CIFThe seller：*提供货物 *租船定舱*运输保险*出口清关 *风险*单据 The buyer: * 受领货物* 进口清关 *风险 *单据 CIF is the same as CFR except that the seller is responsible for effecting insurance, paying the premium. CIF is one of the most important and commonly used shipping

52、 term CIF is preferred by buyers because: (1) they have little to do with the goods until the goods arrive at a port of destination in their country; (2) they can compare the prices from suppliers around the world without having to take into consideration differing freight rates.CIF is preferred by

53、sellers because: (1) they may be under pressure from their governments to use domestic carriers and insurers. (2) the procedure of singing contracts of sales, shipment, and insurance are under their control.Notice about risks and insurance 在CIF条件下，卖方必须订立保险合同并支付保险费。但卖方的投保具有代办性质，货物在运输途中的灭失或损坏的风险由买方负担。

54、如果发生意外，买方凭保单直接向保险公司索赔，能否得到赔偿卖方概不负责。CIF术语只要求卖方投保最低限度的保险险别。按一般国际惯例，除非合同另有约定，卖方应以CIF货价加成10%，并以合同货币投保。如买方需要更高的保险险别，则需要与卖方明确地达成协议，或者自行作出额外的保险安排。Notice CIF 不是“到岸价”由于CIF术语后所注明的是目的港，在我国曾被译为“到岸价”，CIF合同的法律性质，常被误解为“到货合同”（arrival contract)。实际上，根据INCOTERMS 2000，CIF 的交货点/风险点与FOB完全相同。在CIF术语下，当货物在装运港越过船舷时卖方即完成交货。因此

55、，与FOB相同，采用CIF订立的合同属“装运合同”（shipment contract) ，此类合同的卖方在按合同规定在装运地将货物交付装运后，对货物可能发生的风险不再承担责任。Notice 单据买卖 （象征性交货 Symbolic delivery）在CIF合同下，卖方提交单据，可推定为交付货物，即所谓象征性交货 （ Symbolic delivery）。买方凭符合合同规定的单据支付价款。即使在卖方提交单据时，货物已经灭失或损坏，买方仍必须凭单付款。但买方可凭提单向船方，或凭保险单向保险公司要求赔偿。如果在采用CIF术语订立合同时，卖方被要求保证货物到达，或以何时到货作为收取价款的条件，则该

56、合同将成为有名无实的CIF合同。CASE STUDY某出口公司按CIF伦敦向英商出售一批核桃仁，由于该商品季节性较强，双方在合同中规定：买方须于9月底前将信用证开到，卖方保证运货轮船不迟于12月2日驶抵目的港。如货轮迟于12月2日抵达目的港，买方有权取消合同，如货款已收，卖方必须将货款退还买方。问：这一份合同是否合理？为什么？ANALYSIS这一合同的性质不再属于CIF合同。因为合同条款内容与CIF本身的解释相抵触。（1）合同在CIF条件下规定了“到货日期”，这与CIF术语所赋予的风险界限划分的本意相悖。按CIF，货物越过船舷后的一切风险均由买方负责。如果限定到货日期，相当于卖方承担货越船舷后

57、的一切风险。（2）CIF是“象征性交货”，只要卖方提供齐全、正确的货运单据，买方不能拒收单据，拒付货款。而该合同规定：如货运船只不能如期到达，买方将收回货款，实际上成了货到付款。因此该合同名义上是按CIF成交，实质上并不是CIF合同性质。CASE STUDY有一份CIF合同，货物完全按照合同规定时间和地点装船，但受载船只离港四小时后即触礁沉没。第二天，当卖方凭手中持有的提单、保单、发票等装运单据要求买方付款时，买方以货物全部损失为由，拒绝付款赎单。试问在上述情况下，卖方有无权力凭规定的单据要求买方付款？为什么？CASE STUDY2003年1月份我国某进口商与东南亚某国以CIF条件签订合同进口

58、香米.由于考虑到海上运输距离较近，且运输时间段海上一般风平浪静，于是卖方在没有办理海上货运保险的情况下将货物运至我国某一目的港口.适逢国内香米价格下跌，我国进口商便以出口方没有办理货运保险，卖方提交的单据不全为由，拒收货物和拒付货款。请问我方的做法是否合理，此案应如何处理？案例分析我方的要求是合理的。尽管我方的动机是由于市场行情发生了对其不利的变化，但是由于是CIF贸易方式，要求卖方凭借合格完全的单证完成交货义务。本案中卖方没有办理货运保险，提交的单据少了保险单，即使货物安全到达目的港，也不能认为其完成了交货义务。CIF 的变形明确卸货费用由谁承担CIF Liner Terms（CIF班轮条件

59、）： 卸货费用由支付运费的一方（即卖方）负担； CIF Ex Ships Hold (CIF舱底交货) ： 买方负担将货物从舱底起吊卸到码头的费用；CIF Ex Tackle (CIF吊钩交货）：卖方负责将货物从船舱卸到轮船吊钩可及之处的费用。在轮船不能靠岸的情况下，驳船费及货物从驳船卸到岸上的费用，概由买方负担。CIF Landed（CIF卸到岸上）：卖方承担货物卸到码头的各项费用，包括驳船费和码头捐税.FOB、CFR、CIF的比较1、Common points(1)都仅适用于海运及内河水运；(2)交货地点皆为装运港船上交货；(3)风险的划分皆以装运港船舷为界； (4)都规定由卖方提供货物及

60、商业发票；将货物交至船上并及时通知买方；办理出口手续；(5)都规定由买方接收货物、支付货款；办理进口手续。FOB、CFR、CIF的比较2、Differences(1)办理运输的责任的规定不同，CIF和CFR下由卖方办理运输，FOB下由买方办理；(2)办理保险的责任不同，CIF下由卖方办理保险，FOB 和CFR下由买方办理保险；(3)术语后的地点不同；(4)各术语的价格构成不同，CFR价等于FOB价加上运费，CIF价等于CFR价加上保险费。不同贸易术语下价格换算FOB总成本 （ 生产成本国内费用预期利润）CFRFOBFCIFFOBFIFOB价换算成其他价CFRFOBFCIF（FOBF）/（1保险