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1、第一章 国际贸易的标的物,学习目的熟悉商品名称和品质的重要性，商品质量表示的方法；了解品质机动幅度的基本内容，及制订品质机动幅度的三种方法：范围法、极限法、百分比法。重难点商品质量（文字）表示的六种方法，质量机动幅度。,第一节Name of commodity(goods)商品的品名,Generally,this clause is relatively simple,we always list the names that in the offer or counter-offer under the article of Name of Commodity.And sometimes w
2、e only write several sentences showing the two parties agreement on the business of some commodity at the beginning of a contract.,第二节 The quality of commodity(goods)商品的品质品质是商品的内在质量和外观形态的综合,外观形态是人们的感官直接可以感觉到的外型 特征，包括商品的大小、内在质量包括商品的 物理性能、机械性能、化学成分和生物特性等长短、结构、造型、款式、色泽、光滑粗糙程 度及味觉、嗅觉等。The quality of com
3、modity is the combina-tion of the intrinsic quality and outside form or shape of the goods.,二、Methods of Stipulating Quality 品质的表示 方法,(一)用实物表示(Sale by Sample)看货买卖样品买卖（1）凭卖方样品买卖（注意：留复样或封样）（2）凭买方样品买卖（凭来样）（3）凭对等样品买卖（凭回样、对等样）,(二)用文字说明表示(Sale by Description)1.规格 Specification2.等级 Grade3.标准 Standard4.牌号或商
4、标 Brand or Trade Mark5.产地名称 Name of Origin6.说明书和图样 Description and Illustration,Chinese,According to the sample:generally,to those commodities which are difficult to confirm quality with the standard or the parameter,we resort to the sample,which can be divided into two groups,sale by the sample（凭样）
5、and sale by viewing the commodity（看货）.Arts and crafts,garments,light industry products,agricultural and native produce are generally sold by sample.,sales by sample,(二)用实物样品说明表示sales by sample,1、Sales by sellers sample Send the sample:To promote business,the quality of sample is always better than t
6、hat in ordinary production process.We should be cautious about it.If customer confirms the sample,the quality of products must be on the same level of the sample,including the outward appearance and essential quality as well.Whether the samples quality is much higher or lower than ordinary,we will b
7、e in difficulty.So we ought to send the sample properly:when we have no absolute certainty about the quality or the products are not fit for“sale by sample”,we may add the statement“quality shall be about equal to the sample”or”quality is nearly the same as the sample”.,Chinese,Chinese,If the custom
8、er demands to conduct business according to the quality of commodity,it is left for the customer or its agents to examine the commodity and confirm the quality.In international trade,the negotiations are always through letters and telephones because of the long distance between buyer and seller.It i
9、s inconvenient for the buyer to check the commodities in sellers place.买方在卖方地点选样不多见 So sale by viewing is always applied in consignment、auction、fairs and sales,and it is not fit for common business.适合拍卖、交易会等不，不适合通常贸易,Chinese,If customer require enterprise offer necessary goods symbol sample of goods
10、 their,mean customer choose and confirm the item quality of transaction in order to the quality of the sellers sample.客户可要求工厂寄送样品。The seller delivers goods quality must be totally unanimous with the sample,if the goods do not correspond to sample,the buyer has the right to dishonor the claim.卖方货物应与样
11、品相符。,Chinese,Explanation of buyers sample:If the customer sends the sample and requires enterprises to manufacture in accordance with kind so that the quality of the goods accords with ones own request,Mean that the customer chooses to confirm the quality of the trade goods with the quality of the b
12、uyers sample.,2、Sales by buyers sample,3、Sale by counter sample（凭对 等样）We submit the copy of buyers sample or our similar sample to the buyer.It will be the counter-sample after buyers confirmation,.,Chinese,注意！(1)Keep duplicate:留复样、封样 We ought to keep a duplicate of the sample in case of dispute in
13、the future.Usually we keep two duplicate samples,one is kept by ourselves and the other is sent to the Inspection Bureau（if the product need inspection or legal inspection）.,(2)选样灵活适度Formulate the clause according to actual ability,Pay attention to the science and rationality.Avoid too high or too l
14、ow.Pay attention to the inner link and relation between every quality index.,(3)质量方法选择Use various kinds of expression methods properly,Choose the way describe quality according to the character.选质量方法看货物特点If can describe in one way,dont use many ways.（只选一种品质 方法）案例如下：,总结凭样方法,Sale By Sample,Sellers Sam
15、ple,Produce and send the sample,Keep duplicate,Buyers Sample,Produce according to buyers sample and send it out,Sale by counter sample,Confirm Goods Quality,Caution,英文版,凭样交易,卖方样品,生产并寄送样品,留复样,注意点,买方样品,根据买方样品生产并寄送回样,凭对等样品交易,确定商品品质,案例1,我国某公司向英国出口一批大豆，合同中规定，数量为100公吨，单价为每公吨80英镑CIF不来梅，品质规格为：水分最高为14%，杂质不超过
16、2、5%，交货品质以中国国家出入境检验检疫局品质检验为最后依据，但在成交之前，我方又向买方寄送样品，并电告买方：“所交货物与寄送外商的样品相同”，当货物运到英国后，买方提出尽管有中国国家出入境检验检疫局出具的品质合格证书，但货物的品质比样品低，卖方有责任交付与样品一致的货物。因此，要求每公吨减价6英镑。我方公司声称合同中并未规定凭样品交货，而仅规定凭规格交货，既然所交货物符合合同规定，故不同意减价。英国公司请英国某检验机构进行检验，出具了所交货物平均品质比样品低7%（如：水分含量-样品6%实货13%）的检验证明，以此向我方公司提出索赔600英镑的损失。分析：1、在此情况下我方是否接受索赔？2、
17、从本案例中应吸取哪些教训？,1.凭规格买卖 Sale by Specification商品规格（Specification of Goods）是指用以反映货物的成分、含量、纯度、容量、性能、大小、长短、粗细等质量的若干主要指标。,品名Name of Commodity:White Rice规格Specifications:Long-shaped 碎粒Broken Grains:20%max水分Moisture:0.15%max杂质Admixture(Impurities):0.15%max.IBM Thinkpad R40e笔记本的规格：显示屏14.1，重量2.7千克，最大分辨率：2048x1
18、536，内存标准/最大128MB/1GB，硬盘大小120GB。,(一)用文字说明表示,Chinese,Sale by specification:（凭规格）The specification can reflect some quality of the goods,such as composition,content,function,size,weight.Cautions:As to the specification,even the same goods,are different because of the use,so the request of the specifica
19、tion will be different.So the specification will be different.The specification shall be apply to the common use.,2.凭等级买卖 Sale by Grade同一类产品按品质或规格上的差异，用文字、数码、符号将品质优劣分为若干等级。,鲜鸡蛋 蛋壳呈浅棕色、清洁、品质新鲜特级 每枚蛋净重 6065克超级 每枚蛋净重 5560克大级 每枚蛋净重 5055克一级 每枚蛋净重 4550克二级 每枚蛋净重 4050克三级 每枚蛋净重 3540克,Chinese,Sale By Grade:Gr
20、ade is the classification or arrange of the goods that which have the different quality while have the same use.If the customer provide the grade of the goods,so the customer choose the grade to assure the quality.Cautions：According to the grade,because the goods of different grades have different s
21、pecifications,in order to make it convenient to fulfill the contract and avoid the dispute,should stipulate the concrete specification of every grade well before offer is offered.,3、凭标准买卖（Sales by standard）（1）ISO国际质量标准体系（2）良好平均品质FAQ 对农产品质量的表示，通常采用“良好平均品质”（Fair average quality,F,A,Q）来表示其质量标准。所谓“良好平均品
22、质”是指在一定时期内某地出口货物的平均品质水平，一般是指中等货而言。例：花生仁，大路货(FAQ)，规格：含油量（最低）44%，水分（不超过）13%，不完善粒（最高）5%。（3）上好可销品质GMQ（Good Merchantable Quality）-上好可销品质（“精选货”）卖方保证其交货的品质是上好的，合乎销售的品质。,Chinese,Sale by standard：The standard means that is sets up,sanctioned by one organization unanimously,and the specification or grade conf
23、irmed in certain written form.In the world,generally have enterprises standard,groups standard,national standard and international standard.Generally implement national standard,ministries and commissions standard and enterprises standard in our country.Cautions：When the customer demands to adopt th
24、e foreign standard,should pay attention to the year of the standard and edition,so as not to cause the dispute.,Chinese,Fair Average Quality(F.A.Q.)良好平均品质It means by trade council or examine organization,collect a small amount of material object mix separately from a regular period or season or the
25、goods come from some place,then keep to seal by organization for safekeeping,with this material object average quality competence shown,as the standard of quality of similar goods of this season.,Chinese,Good merchantable quality(G.M.Q.)上好可销品质It refers to sellers guaranteeing the its goods is good,s
26、uitable for selling.It is referred to as the goods to generally use for having many kinds of uses,the prudent buyer often needs to propose the special demand,could remove a hidden danger.The foreign trade of our country is seldom used.,4.凭品牌或商标买卖 Sale by Brand or Trade Mark,用来区别产品不同的生产商或销售商的标志适用于名牌产
27、品 光明牌奶粉 海尔电冰箱,5.凭产地名称买卖 Sale by Name of Origin,因产区的自然条件、传统加工工艺等因素的影响，使产品具有独特的风格和特色传统农副产品、特色产品,法国香水、四川涪陵榨菜、金华火腿、景德镇瓷器、龙口粉丝等,6.凭说明书和图样买卖Sale by Description and Illustration,机器、电器、仪表、大型设备、交通工具等技术密集型产品,结构复杂，无法用样品或简单的几项指标来反映质量全貌，必须通过说明书来完整地说明其具有的品质特征。必要时，须辅以设计、照片、分析表等来完整地说明其具有的质量特征。“quality and technical
28、 data to be strictly in conformity with the description submitted by the seller”(品质和技术数据必须与卖方所提供的产品说明书严格相符),Chinese,Sell by description and illustration In international trade,when the seller cant offer the sample,the two parts of the trade have to sell by description and illustration.Cautions:When
29、use description,should pay attention to stipulating in guarantee period of quality,on one hand reflected sellers assurance to product quality within quality guarantee period;It avoids to be responsible to product quality after the guarantee period such as quality even on the other hand.,According to
30、 the description,Sale by specification,Sale by standard,FairAverage quality,Good merchantable quality,Sale by grade,Sale by name of origin,Sale by trade mark or brand,Sale by description or illustration,ISO,第一、用文字说明表示商品品质示例,第二、Quality Clause of goods,In the quality clause we should clearly list the
31、name and detailed qualities of commodities.As commodities are various,the ways showing their qualities are not the same.So the terms of quality must be fit for the characteristics of commodities.,1、合同中的品质条款,（1）以规格表示品质例3：Quality:Name of Commodity:White Rice Specifications:Long-shaped Broken Grains:20
32、%max Moisture:0.5%maxAdmixture(Impurities):0.15%max.（2）以样品表示品质例1：样品号NT102长毛绒玩具熊 尺码 24英寸Sample NT102 Plush Toy Bear Size24例2：Quality:Description:Cloth Doll.Quality as per sellers sample No-dated-Quality to be equal to the samples.,第三、品质机动幅度和品质公差条款,1、品质机动幅度方法 允许卖方所交货物的品质指标可有一定幅度范围内的差异，只要卖方所交货物的品质没有超出机
33、动幅度的范围，买方就无权拒收货物，主要适用于初级产品。（1）规定范围（范围法）Tomato Paste Concentration 28/30。（2）规定极限（极限法）Fish Meal Protein：55%Min（最少）Fat：9%Max（最多）Moisture：11%Max（最多）（3）规定上下差异（百分比法）China Grey Duck Down with 90%content,allowing 1%more or less.,案例2,我国某公司同日本公司签定出口羊绒衫合同，共出口羊绒衫10000件，价值100万美元。合同规定羊绒含量为100%，商标上也标明“100%羊绒”。当对方对
34、我方公司出口羊绒衫进行检验后，发现羊绒含量不符合合同规定而提出索赔，要求赔偿200万美元。最后我方公司赔偿几十万美元结案。谈谈你觉得怎样做，就能避免此赔偿。,品质机动幅度合同条款示例：例1：凭规格：Commodity and Specifications:Grey Duck Down with90content,2%more or less allowed.Name of Commodity:White Rice Specifications:Long-shaped Broken Grains:20%max Moisture:0.5%max Admixture(Impurities):0.15
35、%max.例2：凭样：Description:Cloth Doll.Quality about as per sellers sample No-dated-Quality to be about equal to the samples.,2、Quality Tolerance Clause 品质机动幅度条款,1)Qulity Tolerance2)Flexible Ranges a Given Range a Limit a more or less clause3)Qulity to be considered and being about equal to the sample.,3
36、、增减价条款 Bonus and penalty,在品质机动幅度内，一般不另行计算增减价，即按合同价格计收价款。但如双方协商同意，也可在合同规定中按交货品质情况加价或减价，即品质增减价条款。例：中国芝麻水分最高8%，每增减1%，合同价格减增1%杂质最高2%，每增减1%，合同价格减增1%含油量最低2%，每增减1%，合同价格减增1%,Stipulate the flexible range（机动幅度）,In quality terms,add the clause such as“QUANLITY TO BE CONSIDERED AND BEING ABOUT EQUAL TO THE SAMP
37、LE.”According to the error of products quality that internationally acknowledged,add“QUALITY TOLERANT.”As to some primary product that quality is not very steady,while regulating its quality index,can make certain flexible range of quality separately,allow certain range in the quality index of the g
38、oods that sellers hand in,but should adjust prices according to the situation of quality of delivering goods.（增减价条款）While negotiate on quality,the seller can add such in the contract:“If the quality seller delivers is defective,does not accord with the regulation of the contract,the buyer cant cance
39、l contract,but can lodge a claim against seller.”,4、品质公差（Quality Tolerance）,指工业制成品在加工过程中所产生的误差。这种误差的存在是绝对的，其大小反映着品质的高低。例：出口手表，允许每48小时误1秒；出口棉布，每匹可有0.1米的误差。,第三节 商品的数量Quantity,The quantity clause mainly includes the quantity and unit of commodity.To facilitate the performance of contract and avoid disp
40、utes,the quantity clause should be clear and detailed.In addition,it is improper to use those uncertain words like about、circa、approximate to define the quantity.,1、按重量(Weight)计算 Kg.M/T.（Long Ton.Short Ton）2、按数量(Number)计算 Piece.Pair.Dozen.Set.Bag.Drum.Box 3、按长度(Length)计算 Meter、Yard、Foot 4、按面积(Area)计
41、算 Square Meter.Square Yard.5、按体积计算 Square Foot.Cubic Meter.Cubic Yard.Cubic Foot 6、按容积(Volume)计算 Liter.Gallon.Bushel.,第一、货物数量的计量单位（方法）,第二节 计算重量的方法（1）以毛重（Gross Weight）作为计价重量（2）以净重（net weight）作为计价重量 即用毛重减皮重（A实际皮重B平均皮重 C习惯皮重D约定皮重）（3）以公量（conditioned weight）作计价重量 公量=商品的干净重（商品烘去水分以后的重量）X（1+国际公定回潮率）（4）以理论重
42、量（theoretical weight）作为计价 重量（5）以法定重量（Legal weight）作为计价重量-既海关征税时的重量,数量条款由“数量和计量单位两部分组成”确定数量是为了可以确定价格（单价与总价）数量是重要合同条款，若多发货买方可接受或退回多发部分，若少发货买方可撤消合同。以重量计量的，还要明确计量的办法。（1）数量条款：例1：中国大米，500公吨，净重。例2：Description:Chinese WalnutsUnit Price：USD300 per M/T CFR Hong Kong,Gross for NetQuantity:1000M/T,3%more or les
43、s at sellers optionTotal Amount:USD 300000+/-3%At Delivered Weight,第三、合同中的数量条款（quantity clause),（2）“数量溢短装条款”（More or Less Clause）农副产品、工矿产品在合同中订“数量溢短装条款”示例：注意：溢短装部分的计价，一般按合同计价。装运时若价格高于合同价可少发货，反之多发货。例：买卖双方合同200MT10%合同2月 100美元/MT 发货10月200美元/MT200MT价20000美元 实发180MT价18000美元 20MT另得4000美元（3）数量明确，不宜使用“大概、约”
44、。UCP600规定：A、数量前有“约”数的可溢短B、大宗散装货物，合同未规定“数量溢短装条款”的，可溢 短（4）若合同未注明按毛重或净重计价 公约规定按净重 计价。,第四节商品的包装（Packing）及其条款,第一节 包装的作用 1、方便运输 2、方便销售第二节 包装的种类,根据包装在流通运输过程中的作用，可分为：+,运输包装,销售包装,1、定义：又称“外包装”或“大包装”作用：保护商品、便于运输、节省仓储、便于计数运输包装有：（1）单件运输包装（2）集合运输包装,第一、运输包装（Transport packing）,2、运输包装标志（Packing mark）的分类,为了方便运输、装卸、及储
45、存保管，便于识别和防止货物损坏而在商品外包装上刷写的标志。,运输标志shipping mark,警告性标志dangerous cargo mark,指示性标志indicative mark,Shipping mark can be chosen by us,or by the customer.,运输标志(Shipping Marks)又称唛头，它是指书写或刷制在外包装上的图形、文字和数字。便于运输途中有关人员识别货物、核对单证、也便于收货人收货。正唛：（1）收货人或发货人代号Front Mark（2）参考号码（3）目的地的名称或代号（4）件号 侧唛：毛重、净重、体积、产地 Side Mark
46、,运输标志Shipping Mark,国际标准化组织和国际货物装卸协调协会制定的运输标志,收货人名称的英文缩写或简称,参考号 如订单、发票或运单号码,目的地（港）,件号（顺序号和总件数）,有时还需根据进出口国规定或受货人要求刷写附属标志,Front Mark,Side Mark,训练根据以下资料设计运输标志上的唛头Commodity:100%cotton mens shirtPacking:Each piece in a polybag 60 pc to a carton.Design No.Quantity Carton No.Nos of package款式 数量 件号 件数93-13 1
47、260pc 93-14 1260pc93-15 1200pc93-16 1680pc出口商品的总数量是-件包装总件数是-箱,指示性标志举例,警告性标志Warning Mark,销售包装又称为内包装、小包装，是直接接触商品并随商品进入零售网点和消费者直接见面的包装。销售包装具有保护、美化、宣传、促销产品等作用。销售包装标识 包装的装璜画面 文字说明 条形码标识,第二、销售包装Selling packing,包装计算与运输工具的配合1、纸箱体积的确定 三层瓦楞纸箱长宽尺寸放10毫米 五层瓦楞纸箱长宽尺寸放15-20毫米 高比长宽放多一倍 例如：五层瓦楞纸箱包装，每箱装12双，每双装一纸盒，纸盒尺寸
48、为380毫米X240毫米X103毫米，试计算纸箱（外径）定做尺寸。排列：2排X2行X3层=12双 纸箱内径：长X宽X高=380X2X240X2X103X3 纸箱外径：（76020）X（48020）X（30940）=0.1365立方米1、纸箱与集装箱（货柜）的配合 20英尺容积25立方米，毛重20吨 40英尺容积55立方米，毛重25吨集装箱件数=20英尺集装箱体积纸箱体积=250.1365=183箱,指在商品上和内外包装上不注明生产国别、地名和生产厂名，也不注明原有商标和牌号的包装。为了打破关税和非关税壁垒。,第三、中性包装（Neutral Packing）,定牌中性,无牌中性,包装条款,（二）
49、具体的订法（包装材料、方式、费用）1、In press-packed bales of 200 KG.Net each.（包装材料、包装方式）2、In iron drums of 30 kgs net each.3、In gunny bags of 50 kgs net each.4、In cartons,then on pallet.5、In international standard tea boxes,on a pallet,10 pallets in one container.6、To be packed in new wooden cases,suitable for long
50、distance ocean transportation and well protected against dampness,moisture,shock,rust and rough handling.The sellers shall be liable for any dmage to the goods on account of improper packing and in such case or cases any and all losses and./or expenses incurred(suffered)in consequence there of shall
