货交承运人 装运港船边交货 装运港船上交货
成本加运费 成本保险费加运费 运费付至 运费保险费付至
终点站交货 地点交货 完税后交货
第二节 常用贸易术语
（一）FOB（…named port of shipment） 1、卖方的义务
1）卖方的责任
A、提供符合合同规定的货物 B、办理出口手续 C、按照合同规定的时间和地点，将 货物装到买方派来的船上 D、迅速发出装船通知 E、移交有关的货运单据或电子数据
3.Structure of INCOTERMS 2010
E组 发货（启运）
Departure
EXW Ex Works
工厂交货
F组 主要运费未付
装运合同Main Carriage Unpaid
C组 主要运费已付 装运合同 Main Carriage Paid
D组 到货（到达） Arrival
FCA Free Carrier FAS Free Alongside Ship FOB Free On Board
1936 E,F,C,D groups
有关贸易术语贸易惯例的种类 Ex(Point Of Origin)
FOB(Free on Board)
FAS(Free Along Side)
C&F(Cost and Freight)
惯例名称
制定的组织
CIF(制Co定st，时In间surance an包d F含rei的ght贸) 易术语
合同的履行
合同的磋商
Export
Preparation
Export Operation Right Goods Clients Advertisement Trademark
交易前的准备（Preparation）
取得出口权
货源
出
口
客户
交
易
广告宣传
商标注册
Negotiation
Way of Negotiation ❖Oral, faxes and emails Articles ❖Name of the commodities，
CFR Cost and Freight CIF Cost Insurance and Freight CPT Carriage Paid To CIP Carriage Insurance Paid To
DAT Delivered At Terminal DAP Delivered At Place DDP Delivered Duty Paid
before you come into the classroom.
2.Procedures of Foreign Trade （Course Structure）
Preparation
Contract
Implement
Negotiation
2.对外贸易流程 （课程内容框架）
交易前的准备
合同的签订
DEQ (Delivered ex quay)
《1932年华沙一牛 国际法协会
1928-1932
CIF
津规则》
《1990年美国对外 美国商业团体
1919-1990
6种
贸易定义修订本》
《2010年国际贸易
国际商会
1936-2010
11种
术语解释通则》
注：目前最新的通则为：《2010年国际贸易术语解释通则》，包括11 种贸易术语
LOGO
第一章 贸易术语 Chapter 1 Trade Terms
Main points
1.Definition of Trade Terms & Relative customs 2.Trade Terms in wide use（Key Point） 3.Rest of the Trade terms 4. Application of the Trade Terms
在装运港将货物装运上船（实际业务中以取 得清洁提单为界）
2. the buyer’s obligations 买方的义务
1）the buyer’s responsibilities 买方的责任
A. Contract at his own expense for the carriage of the goods from the named port of shipment 租船订舱，并及时通知卖方
3）The buyer’s risks 买方的风险 All risks of loss of or damage to the goods from the time they have been delivered onto the vessel at the named port of shipment 在装运港将货物装运上船后的风险
1.2 Trade Terms In Incoterms 2010
（Ⅰ）FOB（…named port of shipment）
1.The Seller’s obligations 1）The seller’s responsibilities
A）Provide goods in conformity with the contract
1、表示成交价格的构成因素
▪2、determine the (1)responsibilities/rights and obligations, (2)expenses
▪ (3)risks borne by two parties as well as the time of the passing of the property in the goods(货权转移).
交易的磋商（Negotiation）
方式 ❖ 口头、函电 内容 ❖ 品名、品质、数量、包装 ❖ 价格、运输、保险、支付、商检、索赔、仲
裁、不可抗力 程序 ❖ 询盘、发盘、还盘、接受、签约
Implement（交易的履行）
The Seller’s obligations（卖方的基本义务 ）
❖Provide the goods（提交货物） ❖Transfer shipping documents（移交货
B. Effect insurance 办理保险
C. Pay the price of the goods as provided in the contract of sale 接受货运单据，支付货款 D. Carry out all customs formalities for the import of the goods 办理进口手续，收取货物
含义：在长期的国际贸易实践中产生的，以
三个英文字母组合来表示买卖双方在交接货物 过程中各自承担的责任、费用和风险的专门用 语。
例如： FOB FAS CFR CIF DAT DAP …
The nature of trade terms
贸易术语的性质
1、indicate/explain the composition/formation of the unit price
quality，quantity，packing ❖ price，delivery，insurance，
payment，inspection，claim， arbitration，force majeure Procedure ❖ enquiry，offer，counter-offer， acceptance，agreement
B）Carry out all customs formalities for the export of goods
C）deliver the goods by placing them on board the vessel nominated by the buyer at the loading point within the agreed period D）Give the buyer sufficient notice that the goods have been loaded onto the vessel within the time agreed E）Provide the shipment documents or equivalent electronic message
2）The seller’s costs 卖方的费用
All costs relating to the goods until they have been delivered on board the vessel at the named port of shipment货物在指定装运港装船前的一
2）The buyer’s costs 买方的费用
All costs relating to the goods from the time they have been delivered onto the vessel at the named port of shipment 货物在装运港装船以后的一切费用
2、表示交货条件
THE MOST INFLUENTIAL TRADE CONVENTIONS 有关贸易术语解释的国际惯例
Convention
constitutor Time Trade Terms
Revised American Foreign Trade Definitions 1990
American commercial groups
切费用
3）The seller’s risks 卖方的风险 All risks of loss of or damage to the goods until they have been delivered onto the vessel at the nominated port of shipment
1.1 INCOTERMS 2010 1、THE DEFINITION OF TRADE TERMS