【文章內(nèi)容簡介】 Insurance and Freight(成本和運(yùn)費(fèi)和保險費(fèi) ) 返回目錄 place of delivery /risk transfer (交貨地點(diǎn)和風(fēng)險轉(zhuǎn)移點(diǎn) ) On the ship?s rail at the named port of shipment (在裝運(yùn)港的船舷 ) expenses and responsibilities borne by two parties (雙方費(fèi)用、風(fēng)險和責(zé)任的劃分 ) 返回目錄 The seller The buyer FOB Deliver the goods on board the vessel交貨 Contract for the carriage of the goods 租船訂艙 Obtain export license 獲得出口許可證 Obtain import license Cover cargo insurance 投保 Provide documents for the buyer and ask for payment 交單議付 Pay the price and take delivery of the goods 返回目錄 The seller the buyer CFR Contract for the carriage of the goods at his own expenses On usual term 通常條件 By the usual route 慣常航線 In the proper vessel 適合的船舶 Usual freight 正常運(yùn)費(fèi) Additional Freight 額外運(yùn)費(fèi) 返回目錄 The seller the buyer CIF Contract for the carriage of the goods Cover cargo insurance on behalf of the buyer Minimum insurance () 最低險別 additional insurance premium 額外保險費(fèi) 返回目錄 CFR 賣方 在裝港船上交貨 風(fēng)險在船舷轉(zhuǎn)移 賣方承擔(dān)運(yùn)費(fèi) 海運(yùn) 賣方辦理出口手續(xù) 買方負(fù)責(zé)保險、 進(jìn)口手續(xù) 鐵路 公路 買方 裝運(yùn)港 目的港 ★ CIF expenses and risks are separated (風(fēng)險和費(fèi)用分離 ) term is document transaction 單據(jù)交易 (Symbolic delivery) 象征性交貨 The seller fulfills his duty of delivering goods against the documents The buyer shall pay the price against the documents 返回目錄 CIF 賣方 在裝船港上交貨 風(fēng)險在船舷轉(zhuǎn)移 賣方辦出口手續(xù) 買方承擔(dān)運(yùn)費(fèi) 和保險費(fèi) 海運(yùn) 買方負(fù)責(zé)辦理進(jìn)口手續(xù) 鐵路 公路 買方 FOB、 CFR、 CIF的共同點(diǎn) 都是用于水上運(yùn)輸方式； 都是裝運(yùn)港交貨的貿(mào)易術(shù)語； 風(fēng)險轉(zhuǎn)移的界限：裝運(yùn)港船舷； 象征性交貨性質(zhì)； FOB CFR CIF的差別 買賣雙方承擔(dān)的責(zé)任費(fèi)用不同 租船訂艙 支付運(yùn)費(fèi) 辦理保險、付保險費(fèi) FOB 買方 買方 買方 CFR 賣方 賣方 買方 CIF 賣方 賣方 賣方 Ⅲ 貨交承運(yùn)人的三個貿(mào)易術(shù)語 1)FCA(Free Carrier,… named place) 貨交承運(yùn)人 (…… 指定地點(diǎn) ) 2)CIP(Carriage insurance Paid to， … named place of destination)運(yùn)費(fèi)、保險費(fèi)付至(…… 指定目的地 )。 3) CPT (Carriage Paid To． … named place of destination)運(yùn)費(fèi)付至 (…… 指定目的地 ) 返回目錄 Ⅳ 目的地交貨的各種術(shù)語 1)DAF (Delivered at Frontier． … named place) 邊境交貨(…… 指定地點(diǎn) ) 2)DES(Delivered Ex Ship． … named port of destination目的港船上交貨 (…… 指定目的港 ) 3)DEQ(Delivered Ex Quay， … named Port Of destination)目的港碼頭交貨 (…… 指定目的港 ) 4)DDU(Delivered Duty Unpaid， … named place of destination)未完稅交貨 (… 指定目的地 ) 5)DDP (Delivered Duty Paid,… named place of destination)完稅后交貨（ … 指定目的地） 返回目錄 國際貿(mào)易術(shù)語一覽圖 A W C DDU DEQ DES FOB FAS DAF FCA Buyer Seller CIP CPT CIF CFR DDP Pricing objectives: It can be divided into two kinds: longterm objectives and short term objectives. Both of them are oriented towards profit, towards sales, or toward maintaining the status quo. Pricing Strategy: － Peration pricing滲透定價法：相對低價刺激需求，開拓市場 － skimming strategy撇取定價法：目的在于從買主身上賺取高額利潤 － Early cash recovery pricing資金速斯回收定價法：需求低－高價策略；當(dāng)需求高－低價策略；目的在迅速收回現(xiàn)金。 Useful Words concerned: Terms of delivery 價格術(shù)語 Terms of trade 貿(mào)易條件 Trading practice 貿(mào)易慣例 The revised American Trade Definitions 1941. 美國對外貿(mào)易定義 1941年修正本 INCOTERMS 《 國際貿(mào)易術(shù)語解釋通則 》 源于 International Commercial ：International Rules for the Interpretation of Trade Terms. 由國際商會于 1936年制定通則， 1974年和 1980年修改補(bǔ)充。在 1980年版中包括 14個貿(mào)易術(shù)語，規(guī)定了買賣雙方的權(quán)利和義務(wù)。 第二章 主要貿(mào)易條件 The Quality of Goods The Quantity of Goods Packing and Marking 返回目錄 Ｕ nit1 Quality of Goods 商品的品質(zhì) ?表示品質(zhì)的方法 (1)用文字說明表示商品的品質(zhì) (Sale by Description) ①憑規(guī)格、等級或標(biāo)準(zhǔn)買賣 (Sale by Specification, Grade or Standard) 商品規(guī)格 (Specification)： The specification of the goods refers to certain main indicators which indicate the quality of the goods, such as position, content, purity, size, length, etc. 返回目錄 商品的等級 (Grade) The grade of the goods refers to the classifications of the modity of the goods which is indicated by words, numbers or symbols. The classifications are usually decided by different qualities, weights, positions, appearances, properties, etc. 商品的標(biāo)準(zhǔn)（ Standard） The standard refers to the specifications or grades which are stipulated and announced by the government or the chambers of merce, etc. 返回目錄 ② 憑牌號或商標(biāo)買賣（ Sale by Brand Name or Trade Mark） As to the goods whose quality is stable, reputation is sound and with which the customers are quite familiar, we may sell it by brand name or trade mark. ③ 憑產(chǎn)地名稱買賣 (Sale by Name of Origin) It is suitable for some agricultural products and byproducts whose origins are well known all over the world. 返回目錄 ④ 憑說明書和圖樣買賣 (Sale by Description and Illustration) The quality of some modities, such as technological instruments, electric machines, etc. can not be simply indicated by quality indexes, instead it is quite necessary to explain in detail the structure, material, performance as well as method of operation. If necessary, pictures, photos, etc. must also be provided. 返回目錄 （ 2）以實物表示商品的品質(zhì) （ Sale by Actual Quality or Sample ① 看貨買賣 (Sale by Actual Quality) In this case, the buyer or his agent examine the goods at seller’s place at first. After they conclude a deal, the seller shall deliver the goods according to the goods examined. ②憑樣品買賣（ Sale by Sample） The sample refers to the article which can be used to represent the quality of the whole lot. Sale by sample includes two cases, ., sale by the seller’s sample and sale by the buyer’s sample. 返回目錄 a. 憑賣方樣品 (Sale by Sell’s Sample)： (Sale by Buyer’s Sample)： （ Sale by Counter Sample） ： 也有的稱之為確認(rèn)樣品 （ Confirming Sample） 。 日后賣方交貨以對等樣品品質(zhì)為準(zhǔn) 。 返回目錄 Unit2 商品的數(shù)量 The Quantity of Goods 商品數(shù)量的計量單位 ①按重量 (Weight)計算。常用的單位有公噸 (Metric ton/kilo ton)、 長噸（ Long Ton）、 短噸（