国际贸易实务总结

国际贸易实务总结ChapterOne——Abriefintroductiontointernationaltrade名词解释：Internationaltrade（国际贸易）Internationaltradeisexchangeofcapital,goods,andservicesacrossinternationalbordersorterritories.（国际贸易是跨国境和地区的资本，货物，服务的交换。）简答题：Reasonsforinternationaltrade（国际贸易的原因）1.Resourceacquisition(寻求资源)2.Benefitacquisition(追求利润)3.Diversifiedmanagement(分散管理)4.Salesexpansion(扩大销售)5.Otherreasons（其他原因）名词解释：comparativeadvantage(比较优势理论)Ifonecountrycanproduceaproductrelativelymoreefficientlythananothercountry,itisbeneficialtobothcountriesforthefirstcountrytoexportthatproducttotheother.（如果一个国家在制造某一种产品上相对于其他国家具有比较优势，那么这个国家向其他国家出口这种产品将会使双方都获益。）名词解释：Exchangerates(汇率)Exchangeratesbetweentwocurrenciesspecifieshowmuchonecurrencyisworthintermsoftheother.Itisthevalueofaforeignnation’scurrencyintermsofthehomenation’scurrency.（两国之间的汇率意味着一种的货币相对于另一种货币的价值，通常是外币依照本币来计价。）名词解释：Hardcurrency(硬通货币)Hardcurrencyreferstoagloballytradedcurrencythatcanserveasareliableandstablestoreofvalue.（硬通货币意味着在国际贸易中一种货币可以作为一种稳定的，可信赖的货币）名词解释：Tradebarrier(贸易壁垒)Atradebarrierisageneraltermthatdescribesanygovernmentpolicyorregulationthatrestrictsinternationaltrade.（贸易壁垒是政府用于阻碍国际贸易的政策或规则）简答题：Reasonsofapplyingtradebarriers(引入贸易壁垒的原因)a.Tocorrectabalanced-of-paymentdeficit（修正财政收支以确保平衡）b.Inviewofnationalsecurity（保护国家安全）c.Toprotectownindustriesagainstthecompetitionofforeigngoods（在外国商品的竞争中保护本国幼稚工业）配对题：Importlicense（进口许可证）Animportlicenseisadocumentissuedbyanationalgovernmentauthorizingtheimportationofcertaingoodsintoitsterritory.（进口许可证是国家政府授权发行的准许进口商品的相关文件）Importquota（进口配额）Animportquotaisatypeofprotectionisttraderestrictionthatsetsaphysicallimitonthequantityofagoodthatcanbeimportedintoacountryinagivenperiodoftime.（进口配额制度是一种限制进口数量的做法从而在一段时间内保护本国的工业）Tariff（关税）Atariffisadutyimposedongoodswhentheyaremovedacrossapoliticalboundary.（关税是在商品通过一国关境时必须承担的一种义务）Subsidy（补贴）Asubsidyisaformoffinancialassistancepaidtoabusinessoreconomicsector.（补贴是对于商家和企业的一种扶持）"voluntary"exportrestraint（志愿出口限制）A"voluntary"exportrestraintisagovernmentimposedlimitonthequantityofgoodsthatcanbeexportedoutofacountryduringaspecifiedperiodoftime.（志愿出口限制是政府在一段时期内限制出口数量的做法）Embargo（禁运）Anembargoistheprohibitionofcommerceandtradewithacertaincountry,inordertoisolateitandtoputitsgovernmentintoadifficultinternalsituation.（禁运是限制对某国的商业贸易，从而孤立或使某国政府陷入窘境）Non-tariffbarriers（非关税贸易壁垒）Non-tariffbarriersaretradebarriersthatrestrictimportsbutarenotintheusualformofatariff.（非关税贸易壁垒是通过某种非关税的形式在进口时设置阻碍的行为）名词解释：InternationalTradeinServices（国际服务贸易）InternationalTradeinServicesreferstothesaleanddeliveryofanintangibleproduct,calledaservice,betweenaproducerandconsumerbasedindifferentcountries.（国际服务贸易意味着在贸易中交易的并不是有形的商品而是不同国家间买者和卖者的服务交易）名词解释：Licensing(许可证贸易)Licensingisthataproducer(licensor)inonecountryenterintoamarketwithamanufacturer(licensee)inanothercountryofferingtherightofusethecompany’sname,products,patents,brandsandtrademarks,aswellasitsrawmaterialsandmanufacturingprocesses.Inturn,thelicenseeagreestopaythelicensoraflatfeeorroyalty.（许可证贸易是一国的制造者进入另一个国家的市场需要持有并使用后者的制造商许可证上提供的公司名称，产品，专利授权，商标，品牌，同时要有未加工原料及加工流程。同时许可证持有者需要对授权方支付固定的费用或专利费）简答题：Formsoflicensing(许可证贸易的方式)a.Exclusivelicense(独占许可)agreement:itforbidsthelicensortosellthelicensetoanyotherfirminsomespecificareas.（它禁止许可人在某些特定领域向任何其他公司销售许可证。）b.Non-exclusivelicense(非独占许可)agreement:itallowsthelicensortosellthelicensetootherfirms.（它允许许可人向其他公司出售许可证。）名词解释：Franchising(特许经营)Franchisingreferstothemethodsofpracticingandusinganotherperson'sbusinessphilosophy.Thefranchisorgrantstheindependentoperatortherighttodistributeitsproducts,techniques,andtrademarksforapercentageofgrossmonthlysalesandaroyaltyfee.（特许经营指的是实践和运用他人经营理念的方法。特许人授予的独立运营权销售其产品，技术，和占总月度销售和专利费的商标。）名词解释：Foreigndirectinvestment（外国直接投资）Foreigndirectinvestmentreferstotheinvestmentmadetoacquirelastinginterestinenterprisesoperatingoutsideoftheeconomyoftheinvestor;generallytheinvestorholds10%ormoreoftheordinarysharesorvotingpoweroftheinvestedcompany.（外商直接投资是指投资获得持久的企业经营以外的投资者的经济利益；一般投资者持有10%或更多的普通股或投票权的投资公司。）简答题：MethodsofForeignDirectInvestments（外国直接投资的形式）Byincorporatingawhollyownedsubsidiaryorcompany（通过收购整个公司为子公司）Byacquiringsharesinanassociatedenterprise（通过收购相关企业的股份）Throughamergeroranacquisitionofanunrelatedenterprise（通过合并或收购无关的企业）Participatinginanequityjointventurewithanotherinvestororenterprise（与其他投资者或企业参与股权合资企业）名词解释：PortfolioInvestment（间接投资）PortfolioInvestmentrepresentspassiveholdingsofforeignstocks,bonds,orotherfinancialassets,noneofwhichentailsactivecontrolofthesecurities'issuerbytheinvestor;generally,thismeanstheinvestorholdslessthan10%ofthetotalsharesorlessthantheamountneededtoholdthemajorityvote.（间接投资代表被动持有的外国股票，债券，或其他金融资产，不需要主动控制的证券发行人的投资者；一般，这意味着投资者持有少于10%的总股份或低于所需金额持有多数投票。）名词解释：Jointventure（合资经营）Ajointventureisanentityformedbetweentwoormorepartiestoundertakeeconomicactivitytogether.Thepartiesagreetocreateanewentitybybothcontributingequity,andtheythenshareintherevenues,expenses,andcontroloftheenterprise.（合资企业是在两家或多个缔约方之间形成的一个实体，共同承担经济活动。缔约方同意通过这两种促进权益，创造一个新的实体，然后分享企业的收入、费用和控制。）ChapterTwo——Generalproceduresofexportandimporttransactions简答题：Proceduresofexportandimporttransactions(进出口贸易的步骤)Proceduresofexportandimporttransactionsundergofourstages:preparation,businessnegotiation,implementationofcontract,andsettlementofdisputes(ifany)（出口和进口交易程序分四个阶段进行：准备、业务谈判、合同执行、争端解决）简答题：Partiesinvolvedinexportandimporttransactions（进出口交易流程）1.Theexporter（出口公司）2.Theshippingagentsattheportofloading(装运港或机场的运输经纪人)3.Therailwayintheexporter’scountry(出口商所在国家的铁路部门)4.Theroadhaulerintheexporter’scountry(出口商所在国家的陆路承人)5.Theportauthority(港口当局)6.Theshippingcompany(船务公司（对海洋运输）)7.Theairline(航空公司（对航空运输）)8.Theinsurancecompany(保险公司或经纪人)9.Theexporter’sbank(出口商银行)10.Theimporter’sbank(进口商银行)11.Therailwayintheimporter’scountry(进口商所在国家的铁路部门)12.Theroadhaulerintheimporter’scountry(进口商所在国家的陆路承运人)13.Theshippingagentattheportofdischarge(卸货港或机场的运输经纪人)14.Theimporter(进口公司)名词解释：MarketresearchMarketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.（市场研究是对特定产品的特定市场进行研究的过程。）简答题：Businessnegotiation（交易的磋商）Enquiry（询盘）Anenquiryisrequestforbusinessinformation,suchaspricelists,catalogues,samples,anddetailsaboutthegoodsortradeterms.（询盘是对商业信息的要求，如价格表、目录、样品和有关货物或贸易条款的细节。）Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelay.（在收到询盘时，出口商应立即答复，不拖延。）Offerandcounter-offer（发盘和还盘）Anofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Therearetwokindsooffers,oneisthefirmoffer,theotherisnon-firmoffer.（发盘是由卖方向买方提出的建议，以便订立合同。有2种提供，一种是公司的报价，另一种是非公司的报价。）Areplytoanofferwithpurporttobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.（对发盘的答复是一种承诺，但包含补充，限制或其他修改是拒绝要约，并构成还盘。）Acceptance（接受）Acceptanceisastatementmadebyorotherconductoftheoffereesindicatingunconditionalconsenttoanoffer.（接受指的是受盘人声明或做出其他行为表示无条件同意一项发盘）简答题：Implementationofcontract（合同的执行）Preparinggoodsforshipment（备货）Inspectionapplication（报检申请）Reminding,examiningandmodifyingL/C（催证、审证和改证）Charteringorbookingshippingspace（租船和订舱）Customsformalities（报关手续）Insurance（保险）Documentspreparationforbanknegotiation（制单结汇）ChapterThree——Contractsforthesaleandpurchaseofinternationalcommodity名词解释：Contract（合同）Acontractisanagreementbetweentwoormorecompetentpartiesinwhichanofferismadeandaccepted,andeachpartybenefits.（国际货物买卖合同是指营业地处于不同国家或地区的当事人之间所订立的货物买卖契约，合同双方都可受益。）简答题：Contentsofcontract（合同的内容）a.Thefullnameandaddressofthebuyerandtheseller（买卖双方的全名和地址）b.Thecommoditiesinvolved（所涉及的商品）c.Allthetermsandconditionsagreedupon（双方同意的所有条款）d.Indicationofthenumberoforiginalcopiesofthecontract,thelanguageused,thetermofvalidityandpossibleextensionofthecontract（合同正本的份数、所使用的语言、有效期和合同可能的延期）注意：有签字的为合同正本！简答题：Structureofbusinesscontract（合同的格式）Thepreamble（约首）Thepreambleusuallyincludestitle,number,dateofsigning,signingparties,placeofsigning,eachparty’sauthority,etc.（约首通常包括合同名称、合同号码、缔约日期、缔约当事人、缔约地点、当事人的合法依据等）Thebody（约文）Thebodyofacontractusuallyincludesdefinitionclause,generaltermsandconditions,basicconditions,duration,termination,assignment,forcemajeure,governmentlaw,arbitration,jurisdiction,notice,amendment,etc.（约文通常包括定义条款、一般条款、基本条款、有效期、种植、让与、不可抗力、适用法律、仲裁、诉讼管线、通知手续、修改等）Thewitnessclause（约尾）Thewitnessclauseusuallyincludeslanguagevalidity,copies,inthepresenceof,annex,signature,seal,etc.（约尾通常包括文字效力、份数、见证人、附件、当事人签字、盖印等）案例分析：Mr.Smith,anAmericanbusinessman,soldabatchofIBMcomputerstoaHongKongimporter,Mr.Chen.ThesalescontractwasconcludedintheUnitedStatesofAmericaonthetermsofCIFHongKong.Duringexecutionofthiscontract,disputesarosebetweenthesellerandthebuyerontheformandinterpretationofthecontract.史密斯先生，一个美国商人，出售一批IBM电脑到香港进口商，陈先生。签署的合同是在美国签署，由美国通过CIF的方式到达香港。在本合同的执行过程中，卖方和买方之间就合同的形式和解释发生了争议。Insuchacase,didthelawoftheUSAorthelawofHKapplytothedisputes?Why?（在这个案例中，应该使用美国还是香港的法律进行争议诉讼，为什么？）解析：ThelawoftheUnitedStatesofAmericaappliedtothiscontract.（美国的法律适用于本合同）Because:（因为）(a)TheplaceofconclusionofthecontractwasintheUSA;（合同在美国进行签署）(b)TheplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedthisresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.（合同的执行地点也在美国。当他在美国港口交付货物后，卖方完成了这一责任。）案例分析：Mr.AndersonintendedtosellaplanetoMr.Johnson.Inhiscable,Mr.Andersonoffered:“confirmsaleofplane…pleasesend5,000poundsbytelegraphictransfer.”Mr.Johnsoncabledbackimmediately:“Confirmpurchaseofyourplane,termsandconditionssameasyourcable.Ihavesentthe5,000poundstoyouraccountbankwhokeepsyoursmoneyonyourbehalfuntildeliveryoftheplane.Pleaseconfirmdeliverywithin30daysfromthedateofthiscable.”Mr.Andersondidnotreplyandsoldtheplanetoanotherbuyeratamuchhigherprice.Disagreementsoccurredbetweenthetwopartiesaboutwhetherthecontractwasconcludedeffectively.（安德森先生打算出售飞机给约翰逊先生。在他的电报中安德森先生提出：“确认销售飞机……请以电汇发送5000英镑。”约翰逊先生回电，立即说：“确认购买你的飞机，条款和条件同你的电报。我已经把5000英镑寄给你的帐户银行，银行将保管其中一半的钱，直到你把飞机交付。请从该电报的日期确认30天内交货。”安德森先生没有回答，把飞机卖给另一个买家在一个更高的价格。双方当事人之间发生了分歧，有关合同是否有效。）Insuchacase,wasthecontractconcluded?Why?（在这个案例中，合同是否有效，为什么？）解析：Thiscontractwasnotconcludedeffectively.（合同是无效的）Because:Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.（因为：回复报盘并且其中有修改或添加已经构成了还盘）Inthiscase,thoughMr.JohnsonacceptedMr.Anderson'soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfor"telegraphictransfer",Mr.Johnsonsentthemoneytothebanktobekeptthere.Alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.（在这种情况下，虽然约翰逊先生接受了安德森先生的提议，但他的接受包含一些补充和修改；例如，安德森先生要求“电汇”，而约翰逊先生电汇钱却由银行保管。对支付方式的改变是实质的，因此约翰逊先生可能会保持沉默，拒绝接受。）ChapterFour——Tradeterms名词解释：Tradeterms（贸易术语）ThetradetermsrefertouseabriefEnglishconceptorabbreviationtoindicatetheformationoftheunitpriceanddeterminetheresponsibilities,expensesandrisksbornebytwopartiesaswellasthetimeofthepassingofthepropertyinthegoods.（贸易术语，指用一个简短的英语概念或缩写来表示单位价格和确定双方承担的责任，费用和风险以及转移货物的时间点。）Tradeterm=abbreviation+nameoftheplace（贸易术语=缩写+地点名称（国家））名词解释：IncotermsInternationalrulesfortheinterpretationoftradeterms(国际贸易术语解释通则)简答题：AbriefintroductiontoIncoterms2000（关于国际贸易术语解释通则2000的简短说明）13tradetermsin4groups（13个贸易术语被分为4组）a.The“E”terms:thesellermakesthegoodsavailabletothebuyerattheseller’sownpremises.（卖方将货物在卖方所在地交给买方）b.The“F”terms:theselleriscalledupontodeliverthegoodstoacarrierappointedbythebuyer.（卖方将货物交给买方承运人）c.The“C”terms:thesellerhastocontractforcarriage,butwithoutassumingtheriskofthegoodsoradditionalcostduetoeventsoccurringaftershipment.（卖方负责运输但不负责运输风险）d.The“D”terms:thesellerhastobearallcostsandrisksneededtocarrythegoodstothecountryofdestination.（卖方在到达买方所在地前承担一切风险）配对题：AnyModeofTransport（任何形式的运输）CIP–运费和保费付至CPT–运费付至DAP–目的地交货（新）DAT–运输终端交货（新）DDP–完税后交货EXW–工厂交货FCA–货交承运人SeaandInlandWaterwayTransportOnly（只适用于水运）

CFR–成本加运费CIF–成本,保险费加运费FAS–启运港船边交货FOB–船上交货FOB（成本）：FreeonBoard(…NamedportofShipment)（船上交货（……指定装运港））Freeonboardmeansthatthesellerdeliversthegoodsonboardthevesselnominatedbythebuyeratthenamedportofshipmentorprocuresthegoodsalreadysodelivered.Theriskoflossofordamagetothegoodspasseswhenthegoodsareonboardofthevessel,andthebuyerbearsallcostsfromthatmomentonwards.（“船上交货”实质卖方以在指定装运港将货物装上买方指定的船上或通过取得已交付至船上货物的方式。货物灭失或损坏的风险在货物交到船上时转移，同时买方承担自那时起的一切费用）注意：责任以货物越过船舷划分。CFR（成本和运费）：（CostandFreight，…namedportofdestination）（成本加运费（……指定目的港））CostandFreightmeansthatthesellerdeliversthegoodsonboardthevesselorprocuresthegoodsalreadysodelivered.Theriskoflossofordamagetothegoodspasseswhenthegoodsareonboardofthevessel.Thesellermustcontractforandpaythecostsandfreightnecessarytobringthegoodstothenamedportofdestination.（“成本加运费”是指卖方在船上交货或以取得已经这样交付的货物方式交货，货物灭失或损坏的风险在货物交到船上时转移。卖方必须签订合同，并支付必要的成本和运费，将货物运至指定的目的港）注意：责任以货物越过船舷划分。CFR=FOB+responsibilitiesofshippingarrangement+mainfreight（CFR=FOB+租船订舱责任+主运费）ImportantpointswhenadoptingCFRterms（CFR的几个重点）a.Bearingloadingexpenses（卸货费用的承担）b.Responsibilitiesofchartering（租船或订舱的责任）c.Shippingadvice（关于装船通知）*Thesellermustprovidethebuyerwithsufficientnoticeonshipmentofgoods,ifthesellerfails,theriskremainsonthesellerevenifthegoodswasdeliveredonboardofthevessel.（卖方必须提供给买方装船通知，如果卖方未通知买方，那么及时货物通过船舷风险依旧由卖方承担）3.CIF（成本，运费和保费）：(Cost，InsuranceandFreight，…namedportofdestination)（成本、保险费加运费（……指定目的港））Cost，InsuranceandFreightmeansthatthesellerdeliversthegoodsonboardthevesselorprocuresthegoodsalreadysodelivered.Theriskoflossofordamagetothegoodspasseswhenthegoodsareonboardofthevessel.Thesellermustcontractforandpaythecostsandfreightnecessarytobringthegoodstothenameportofdestination。（“成本、保险费加运费”是指卖方在船上交货或以取得已经这样交付的货物方式交货。货物灭失或损坏的风险在货物交到船上时转移。卖方必须签订合同，并支付必要的成本和运费，将货物运至指定的目的港。）Theselleralsocontractsforinsurancecoveragainstthebuyer’sriskoflossofordamagetothegoodsduringthecarriage.ThebuyershouldnotethatunderCIFthesellerisrequiredtoobtaininsuranceonlyonminimumcover.Shouldthebuyerwishtohavemoreinsuranceprotection,itwillneedeithertoagreeasmuchexpresslywiththesellerortomakeitsownextrainsurancearrangements.（卖方还要为买方在运输途中货物的灭失或损坏风险办理保险。买方应该注意到，在CIF下，卖方仅需投保最低险别。如买方需要更多保险保护的话，则需要与卖方明确达成协议，或者自行作出额外的保险安排。）CIF=CFR+responsibilitiesandchargesofinsurance（CIF=CFR+保险的责任与支付）ImportantpointswhenadoptingCIFterms（CIF的几个重点）Divisionofcostsandrisks（成本和风险的划分）责任以货物越过船舷划分。Dutyofinsurance（保险的责任）Ininternationalbusinesspractice,incaseunderCIFterms,thetwopartiesshallusuallystipulatethespecificcoverandamountofinsurance（在国际贸易实务中，如果按照到岸价格条款，双方通常会规定保险的具体投保金额和保险金额）Failingexpressagreementinthecontract,beinaccordancewithminimumcoveroftheInstituteCargoClauseoranysimilarsetofclauses.Whenrequiredbythebuyer,thesellershallprovide,atthebuyer’sexpense,war,strike,riotandcivilcommotionriskinsuranceifprocurable.Theminimuminsuranceshallcoverthepriceprovidedinthecontractplus10%(i.e.110%)andshallbeprovidedinthecurrencyofthecontract.（按一般国际贸易惯例，卖方投保的保险金额应按CIF价加成10%。如买卖双方未约定具体险别，则卖方只需取得最低限底的保险险别，如买方要求加保战争保险，在保险费由买方负担的前提下，卖方应予加保，卖方投保时，如能办到，必须以合同货币投保。）c.Documenttransaction（单据交易）ThecharacteristicsofCIFcontractare(1)thesellerfulfilshisdutyofdeliveryofthegoodsagainstdocuments,and(2)thebuyerpaysagainstdocumentsaswell.CIF合同的特点是（1）卖方对照单据履行了货物，及（2）买方支付单据等。Aslongasthesellerpresentsafullsetofdocumentsinconformitywiththecontract,thebuyershallfulfillthedutyofpayment.Evenifthegoodsdeliveredarelostordamaged,thebuyerisnotentitledtorejectpayment.（只要卖方提供了一套满足合同的货物，买方应履行付款义务。即使交付的货物灭失或损坏，买方无权拒付货款。）CIFcontractisatypical（CIF是典型的）“documenttransaction”(单据交易)or“symbolicdelivery”(象征性交货).4.FCA（货交承运人）FCA(Freecarrierat(…namedplace))meansthatthesellerdeliversthegoods,clearedforexport,tothecarriernominatedbythebuyeratthestipulatedplace.(“货交承运人”是指卖方提供货物，为出口货物，向买方指定的承运人在规定的地方交付货物。)Ifdeliveryoccursattheseller’spremises,thesellerisresponsibleforloading;ifdeliveryoccursatanyotherplace,thesellerisnotresponsibleforunloading.（如果发生在卖方的处所，卖方负责装货；如果发生在任何其他地点，卖方不负责卸货。）FCAmaybeusedirrespectiveofthemodeoftransport,includingmulti-modaltransport.（FCA可用于各种运输方式，包括多式联运。）5.CPT（运费付至）CPT(CarriagePaidto(…namedplaceofdestination))meansthesellerdeliversthegoodstothecarriernominatedbyhimbutthesellerinadditionpaysthecostsofcarriagenecessarytobringthegoodstothenameddestination.（“运费付至”是指卖方将货物在双方约定地点交给买方指定的承运人或其他人。卖方必须签订运输合同并支付将货物运至指定目的地所需费用）UndertheCPTterms,thebuyerbearsallrisksandanyothercostsoccurringafterthegoodshavebeensodelivered.（CPT术语下，买方承担货物已交付后发生的一切风险和其他费用。）CPTmaybeusedirrespectiveofthemodeoftransport,includingmulti-modaltransport.（CPT术语可用于各种运输方式，包括多式联运。）6.CIP(运费保费付至)CIP(Carriageandinsurancepaidto(…namedplaceofdestination))meansthatthesellerdeliversthegoodstothecarriernominatedbyhimandthesellerinadditionpaysthecostsofcarriagenecessarytobringthegoodstothenameddestination.Besides,theselleralsohastoprocureinsuranceandpaysthepremium.（“运费和保费付至”是指卖方将货物在双方约定地点交给其指定的承运人或其他人。卖方必须签订运输合同并支付将货物运至指定目的地的所需费用。此外，卖方还必须购买保险，并支付保费。）UndertheCIPterms,thesellerisrequestedtoobtaininsuranceonlyonminimumcover.Shouldthebuyerwishtohaveprotectionofgreatercover,hewouldeitherneedtoagreeassuchexpresslywiththesellerortomakehisownextrainsurancearrangement.（CIP术语下，卖方被要求只投保最低险别。如果买方希望得到更大的保护，他要么需要同意卖方的明确要求，要么就要做额外的保险安排。）CIPmaybeusedirrespectiveofthemodeoftransport,includingmulti-modaltransport.（CIP术语可用于各种运输方式，包括多式联运。）案例分析：CompanyAsignedasalescontractwithaforeignbuyerforexporting“teasets”underFOBterms.Atthebuyer’srequest,theselleragreedtocharteravesselatbuyer’saccount.Whenthedateofshipmentbecamedue,thesellerwasstillunabletogetavesselforshipment.Thebuyernotonlydisagreedtomodifythedateofshipment,butalsocancelledthecontractandclaimedforloss,becausethesellerfailedtoeffecttheshipmentwithinthetimestipulatedinthecontract.（公司A与外国买家签订了一份销售合同，根据贸易术语FOB出口“茶垫”。按买方的要求，卖方同意在买方的支付的条件下代为租船。装运期到期时，卖方仍无法获得装运的船只。买方不仅不同意修改装运期，但也取消了合同，并索赔损失，因为卖方未能在合同规定的时间内装运。）Isthesellerresponsibleforfailuretoeffectshipmentforhisinabilitytocharteraship?（卖方是否需要为他租船的船未到不能及时装运而负责？）解析：按FOB条件成交的合同，按常规由买方负责租船订舱。卖方可以接受买方的委托代为租船订舱，但卖方不承担租不到船的责任。案例分析：AChinesecompanysignedacontracttoimportricefromThailandunderCFRShanghai.Afterthedateofshipment,itreceivedpaymentadviceinsteadofshippingadvice.Onreceivingthegoods,thecompanyfoundsomeoftheimportsweredamagedduringtransportation,duetotheperilsatthesea.（中国的一家公司签订合同，依照CFR上海进口泰国大米。装运期后，收到付款通知，但并没有收到装运通知。在收到货物时，该公司发现由于海上风浪，一些进口货物在运输过程中损坏。）WhatwouldyoudoifyouweretheChinesebuyer?Andwhy?（如果你是中国买家你会怎样做？为什么？）解析：按CFR条件成交的合同，货物风险的转移发生于卖方向买方发出装货通知，如果未发出装货通知则依旧由卖方承担货物风险，所以中国公司应对外国公司要求索赔。案例分析：AChinesetradingcompanyAconcludedasalescontractwithaDutchfirmBsellingabatchofcommodity,thecontractwasbasedonCIFRotterdam.CompanyAdeliveredthegoodsincompliancewiththecontractandobtainedaclean-on-boardbilloflading.Duringtransportation,however,100metrictonsofthegoodsgotlostbecauseofroughsea.Uponarrivalofthegoods,companyBrefusedtoeffectpaymentandclaimeddamagesfromcompanyA.（一家中国贸易公司A与荷兰公司B签订了一份销售合同，销售一批商品，合同的条件是CIF鹿特丹。公司A交付的货物符合合同，并获得了提单。然而，在运输过程中，100吨的货物因为海损而失去了。货物到达时，B公司拒绝付款并要求A公司赔偿损失。）Whatwouldyoudealwiththiscase?Why?（你将如何处理这个案例？为什么？）解析：公司A已交付了满足合同的货物并获得了提单，买方应履行付款义务，无理由拒绝付款，且货物风险在越过船舷时已经转移，B公司影响A公司所投保的保险公司提出索赔。配对题：1.EXW:ExWorks(…namedplace)(工厂交货)2.FAS：Freealongsideship(…namedportofshipment)(装运港船边交货)3.DAP:Deliveredatplace(…namedplaceofdestination)(目的地交货)4.DAT:Deliveredatterminal(…namedterminalatportorplaceofdestination)(运输终端交货)5.DDP：Delivereddutypaid(…namedportofdestination)(完税后交货)1.EXW:ExWorks（工厂交货）EXWmeanstheseller’sonlyresponsibilityistomakethegoodsavailableathispremisesduringthecontractedtime.Heisnotresponsibleforloadingthegoodsontothevehicleprovidedbythebuyer,unlessotherwiseagreed.（工厂交货意味着卖家在合同执行时只承担在其工厂提供货物的义务，除非卖方承诺否则其并没有将货物装运至买方卡车上的义务）Thebuyerbearsthefullcostsandrisksinvolvedincarryingthegoodfromtheretothedesireddestination.（买方承担的全部费用和风险，包括将货物良好的从工厂运输到所需的目的地。）EXWrepresentstheminimumobligationsundertakenbytheseller.（EXW意味着卖方承担最小的风险与义务）2.FAS：Freealongsideship（装运港船边交货）FASmeansthattheseller’sobligationsarefulfilledwhenthegoodshavebeenplacedalongsidethevesselonthequayorinlighters.Thebuyerhastobearallcostsandrisksof,lossesof,ordamagetothegoodsfromthatmoment.（装运港船边交货是指卖方的义务履行时，货物已经放在码头或驳船船横靠。从装运港船边交货的一刻开始的买方必须承担所有的成本和风险，损失，或损坏。）FAS=EXW+allrisks,obligationsandexpensesbeforethegoodstobeplacedalongsidethevesselonthequay（FAS=EXW+货物被送至码头前的一切风险）TheFAStermsareusedforwaterwaytransportandrequirethesellertoclearthegoodsforexport.（FAS术语用于水路运输要求卖方办理货物出口清关。）3.DAP(namedplaceofdestination)（目的地交货）Thesellerdeliverswhenthegoodsareplacedatthedisposalofthebuyeronthearrivingmeansoftransportreadyforunloadingatthenamedplaceofdestination.（卖方在指定目的地江海在运输工具上可供卸载的货物交由买方处置时，即为交货。）DAPtakesplaceofformerDAF,DESandDDU.（DAP发生在DAF，DES和DDU之前）4.DAT(namedterminalatportorplaceofdestination)（运输终端交货）Thesellerdeliverswhenthegoods,onceunloadedfromthearrivingmeansoftransport,areplacedatthedisposalofthebuyeratanamedterminalatthenamedportorplaceofdestination.（卖方在指定港口或目的地的指定运输终端将货物从抵达的载货运输工具上卸下，交给买方处置时，即为交货。）DATtakesplaceofformerDEQ.（DAT发生在DEQ之前）5.DDP：Delivereddutypaid（完税后交货）DDPmeansthesellerfulfilshisobligationtodeliverthegoodsatthenamedplaceintheimportcountry.Thesellerhastobearallthecostsandrisksincludingduties,taxiesandotherofficialchargesfordeliveringthegoodsthereto,clearingforimportation.（DDP指卖方履行他的义务，在指定的地点交付货物的进口国。卖方必须承担一切费用和风险，包括履行进口过程中的职责，税务和交付货物的有关其他费用。）DDPtermsrepresentthemaximumobligationfortheseller.（DDP术语意味着卖方承担最大的义务。）案例分析：AChinesetradingcompanyEconcludedatransactioninsteelwithaHongKongcompanyWonthebasisofFOBChinaport.CompanyWimmediatelyresoldthesteeltoCompanyHinLibyaonthetermsofCFRTripoli.TheL/CfromWrequiredthepricetermstobeFOBChinaportandthegoodstobedirectlydeliveredtoTripoli.TheL/Calsorequired“freightprepaid”tobeindicatedonBillofLading.（一个中国贸易公司E与一家香港公司W签订了钢价交易，FOB中国港口。W公司立即以CFR的黎波里的条款转售给在利比亚的H公司。W公司要求的信用证价格条款是FOB中国港口，货物直接交付给的黎波里。信用证还要求在提单上注明“运费预付”。）WhydidcompanyWperformso?Whatshouldwedoaboutit?（W公司在做什么？我们应该怎么做？）解析：InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm,accordingtowhichtheseller(CompanyE)endedhisresponsibilitieswhenhedeliveredthegoodsonboardtheshipattheportofshipment.Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium.Therefore,itwasnotrightforWtoaskEtopaythefreightandindicate“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargestoE.（在这种情况下，合同是E公司与W公司之间达成FOB术语，卖方（E公司）结束了他的职责时他交付货物船上的船舶在港口装运。他不需要支付货物的运输费用或保险费。因此，W公司没有权利要求E公司支付运费，并注明“运费已付”的提单。为什么W公司要做的原因是，他想将货运费用转移到E公司。）However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellthegoods.Inthiscase,EmightcomplywithW’srequest,buthehadtoindicatethatthefreightshouldbebornebyW.（然而，在实际的交易，外贸公司经常遇到这样的情况，尤其是在订立合同的代理人想转手倒卖。在这种情况下，E公司可能会答应要求，但E公司必须指出运费应由W公司承担。）ChapterFive——Qualityofcommodity名词解释：Commodityquality（商品质量）Thequalityofcommodityreferstotheintrinsicattributesandtheouterformorshapeofthegoods,suchasmodeling,structure,color,luster,taste,chemicalcomposition,mechanicalperformance,biologicalfeatures,etc.（商品质量是指货物的内在属性和外在形式或形状，如造型，结构，色彩，光泽，味道，化学成分，机械性能，生物特征，等）简答题：Methodsofstipulatingqualityofcommodity（商品的买卖形式）1.SalebyDescription（凭文字说明买卖）（1）Salebyspecification，gradeorstandard-（凭规格、等级、标准买 卖）（2）Salebybrandnameoftrademark-（凭牌号或商标买卖）（3）Salebynameoforigin-（凭产地名卖）（4）Salebydescriptionandillustration-（凭说明书和图样买卖）2.Salebyactualqualityorsample（凭实物买卖）（1）Salebyactualquality-（看货买卖）（2）Salebysample-（凭样品买卖）(a)salebytheseller’ssample（凭卖方样品买卖）(b)salebythebuyer’ssample（凭买方样品买卖）(c)salebythecountersample（凭对等样品买卖）(d)Considerationsinsalebysample（对样品考虑买卖）配对题：FAQ：Fairaveragequality（良好平均品质/大路货）GMQ：Goodmerchantablequality(上好可销品质)案例分析：“Haier”BrandColourTelevisionSet,MadeInChina,ModelSC374,PAL/GBSystem,220V,50HZ,TwoRoundPinPlug,WithRethRemoteControl.（“海尔”牌彩色电视机，中国制造，模型sc374，PAL/GB系统，220V，50Hz，双圆插头，与Reth远程控制。）Howmanywaysofqualityindicationareinvolvedinabovestatement?（上述声明中所涉及的质量指标有多少？）解析：造型、结构、机械性能。案例分析：CompanyAsignedasalescontractwithcompanyBforsellingpaper.Thequalityclauseinthecontractstipulated:“handmadewritingpaper”.CompanyAsentitssampletocompanyBforconfirmationbeforeproduction.（公司A与公司B签订销售合同销售合同。合同中的质量条款规定：“手工书写纸”。公司A已将样品寄到公司B，确认后生产。）However,uponreceiptofthegoods,companyBlodgedaclaimagainstcompanyAonthe