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1、第一章第一章 国际贸易的标的物国际贸易的标的物 学习目的学习目的熟悉商品名称和品质的重要性，商品质量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：容，及制订品质机动幅度的三种方法：范范围法、极限法、围法、极限法、百分比法。百分比法。重难点重难点商品质量（文字）表示的六种方法，商品质量（文字）表示的六种方法，质量机动幅度。质量机动幅度。第一节第一节Name of commodity (goods) 商品的品名商品的品名Generally, this clause is relatively simpl
2、e, we always list the names that in the offer or counter-offer under the article of Name of Commodity. And sometimes we only write several sentences showing the two parties agreement on the business of some commodity at the beginning of a contract. 第二节第二节 The quality of commodity (goods) 商品的品质商品的品质品
3、质是商品的品质是商品的内在质量内在质量和外观形态外观形态的综合的综合u外观形态外观形态是人们的感官直接可以感觉到的外型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、特征，包括商品的大小、内在质量内在质量包括商品的包括商品的 物理性能、机械性能、化学成分和生物特性等物理性能、机械性能、化学成分和生物特性等u长短、结构、造型、款式、色泽、光滑粗糙程长短、结构、造型、款式、色泽、光滑粗糙程 度及味觉、嗅觉等。度及味觉、嗅觉等。uThe quality of commodity is the combina- tion of the intrinsic quality and outside
4、 form or shape of the goods.二、二、Methods of Stipulating Quality 品质的表示品质的表示 方法方法(一一)用实物表示用实物表示(Sale by Sample)(Sale by Sample)看货买卖看货买卖样品买卖样品买卖（1）凭卖方样品买卖）凭卖方样品买卖 （注意：留复样或封样）（注意：留复样或封样） （2）凭买方样品买卖（凭来样）凭买方样品买卖（凭来样） （3）凭对等样品买卖）凭对等样品买卖 （凭回样、对等样）（凭回样、对等样）(二二)用文字说明表示用文字说明表示(Sale by Description)(Sale by Descr
5、iption)1.规格Specification2.等级Grade3.标准Standard4.牌号或商标BrandorTradeMark5.产地名称NameofOrigin6.说明书和图样DescriptionandIllustrationChineseAccording to the sample: generally, to According to the sample: generally, to those commodities which are difficult to those commodities which are difficult to confirm quali
6、ty with the standard or the confirm quality with the standard or the parameter, we resort to the sample , which parameter, we resort to the sample , which can be divided into can be divided into two two groups, sale by the groups, sale by the samplesample（凭样）（凭样） and sale by viewing the and sale by
7、viewing the commodity commodity （看货）（看货）. Arts and crafts, . Arts and crafts, garments, light industry products, garments, light industry products, agricultural and native produce are agricultural and native produce are generally sold by sample.generally sold by sample. sales by sample( (二二) ) 用实物样品
8、说明表示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 that 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 samp
9、le, including the outward appearance and essential quality as well. Whether the samples quality is much higher or lower than ordinary, we will be 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 samp
10、le”, we may add the statement “quality shall be about equal to the sample” or” quality is nearly the same as the sample”.ChineseChinese If the customer demands to conduct If the customer demands to conduct business according to the quality of business according to the quality of commodity, it is lef
11、t for the customer or commodity, it is left for the customer or its agents to examine the commodity and its agents to examine the commodity and confirm the quality. In international trade, confirm the quality. In international trade, the negotiations are always through letters the negotiations are a
12、lways through letters and telephones because of the long distance and telephones because of the long distance between buyer and seller. It is inconvenient between buyer and seller. It is inconvenient for the buyer to check the commodities in for the buyer to check the commodities in sellersellers pl
13、ace. s place. 买方在卖方地点选样不多见买方在卖方地点选样不多见 So sale by viewing is always applied in So sale by viewing is always applied in consignmentconsignment、auction auction 、fairs and sales, and fairs and sales, and it is not fit for common business.it is not fit for common business.适合拍卖、交适合拍卖、交易会等不，不适合通常贸易易会等不，不适
14、合通常贸易Chinese If customer require enterprise If customer require enterprise offer necessary goods symbol sample of offer necessary goods symbol sample of goods their, mean customer choose and goods their, mean customer choose and confirm the item quality of transaction confirm the item quality of tra
15、nsaction in order to the quality of the in order to the quality of the sellersellers sample.s sample.客户可要求工厂寄送样品。客户可要求工厂寄送样品。 The seller delivers goods quality The seller delivers goods quality must be totally unanimous with the must be totally unanimous with the sample, if the goods do not correspo
16、nd sample, if the goods do not correspond to sample, the buyer has the right to to sample, the buyer has the right to dishonor the claim.dishonor the claim.卖方货物应与样品相符。卖方货物应与样品相符。ChineseExplanation of buyers sample: If If the customer sends the sample and the customer sends the sample and requires en
17、terprises to manufacture in requires enterprises to manufacture in accordance with kind so that the accordance with kind so that the quality of the goods accords with ones quality of the goods accords with ones own request, Mean that the customer own request, Mean that the customer chooses to confir
18、m the quality of the chooses to confirm the quality of the trade goods with the quality of the trade goods with the quality of the buyers sample.buyers sample.2、Salesbybuyerssample 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
19、counter-sample after buyers confirmation. Chinese 注意！ (1) (1) K Keep duplicateeep duplicate: : 留复样、留复样、封样 We We ought ought to to keep keep a a duplicate duplicate of of the the sample sample in in case case of of dispute dispute in in the the future. future. Usually Usually we we keep keep two two
20、duplicate duplicate samples, samples, one one is is kept kept by by ourselves ourselves and and the the other other is is sent sent to to the the Inspection Inspection BureauBureau（ if if the the product product need need inspection inspection or or legal legal inspectioninspection）. .(2)选样灵活适度Formu
21、late the clause according to actual abilityPay attention to the science and rationality. Avoid too high or too low. 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 char
22、acter.选质量方法选质量方法看货物特点看货物特点If can describe in one way, dont use many ways.（只选一种品质（只选一种品质 方法）案方法）案例如下：例如下：总结凭样方法总结凭样方法Sale By SampleSellers SampleProduce and send the sampleKeep duplicateBuyers Sample Produce according to buyers sample and send it out Sale by counter sample Confirm Goods QualityCautio
23、n英文版凭样交易卖方样品卖方样品生产并寄送样品留复样注意点买方样品买方样品根据买方样品生产并寄送回样凭对等样凭对等样品交易品交易确定商品品质案例案例1 我国某公司向英国出口一批大豆，合同中规定，数我国某公司向英国出口一批大豆，合同中规定，数量为量为100公吨，单价为每公吨公吨，单价为每公吨80英镑英镑CIF不来梅，品质不来梅，品质规格为：水分最高为规格为：水分最高为14%，杂质不超过，杂质不超过2、5%，交货，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，并电告据，但在成交之前，我方又向买方寄送样品，并电
24、告买方：买方：“所交货物与寄送外商的样品相同所交货物与寄送外商的样品相同”，当货物，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，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，要求每公卖方有责任交付与样品一致的货物。因此，要求每公吨减价吨减价6英镑。我方公司声称合同中并未规定凭样品交英镑。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定
25、，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检验，出具了所交货物平均品质比样品低7%（如：水（如：水分含量分含量-样品样品6%实货实货13%）的检验证明，以此向我方）的检验证明，以此向我方公司提出索赔公司提出索赔600英镑的损失。英镑的损失。 分析：分析：1、在此情况下我方是否接受索赔？、在此情况下我方是否接受索赔？ 2、从本案例中应吸取哪些教训？、从本案例中应吸取哪些教训？1.凭规格买卖凭规格买卖 Sale by SpecificationSale by Specificationu商品规格（商品规格（Specification of GoodsSpeci
26、fication of Goods）是指用以反映）是指用以反映货物的成分、含量、纯度、容量、性能、大小、长短、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。粗细等质量的若干主要指标。 品名品名Name of Commodity: White Rice规格规格Specifications: Long-shaped 碎粒碎粒Broken Grains: 20%max水分水分Moisture: 0.15%max杂质杂质Admixture(Impurities): 0.15%max.IBM Thinkpad R40e笔记本的规格：笔记本的规格：显示屏显示屏14.1，重量，重
27、量2.7千克，最大分辨率：千克，最大分辨率：2048x1536，内存标准内存标准/最大最大128MB/1GB，硬盘大小，硬盘大小120GB。( (一一) ) 用文字说明表示用文字说明表示ChineseSale by specification:（凭规格）The specification can reflect some quality of the goods, such as composition, content, function, size, weight.Cautions:Cautions: As to the specification , even the same good
28、s, are different because of the use, so the request of the specification will be different. So the specification will be different. The specification shall be apply to the common use. 2.凭等级买卖凭等级买卖 Sale by GradeSale by Gradeu同一类产品按品质或规格上的差异，用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文字、数码、符号将品质优劣分为若干等级。等级。鲜鸡
29、蛋鲜鸡蛋 蛋壳呈浅棕色、清洁、蛋壳呈浅棕色、清洁、品质新鲜品质新鲜特级特级 每枚蛋净重每枚蛋净重 60656065克克超级超级 每枚蛋净重每枚蛋净重 55605560克克大级大级 每枚蛋净重每枚蛋净重 50555055克克一级一级 每枚蛋净重每枚蛋净重 45504550克克二级二级 每枚蛋净重每枚蛋净重 40504050克克三级三级 每枚蛋净重每枚蛋净重 35403540克克ChineseSale By Grade:Grade is the classification or arrange of Grade is the classification or arrange of the go
30、ods that which have the different the goods that which have the different quality while have the same use. If the quality while have the same use. If the customer provide the grade of the goods, so customer provide the grade of the goods, so the customer choose the grade to assure the the customer c
31、hoose the grade to assure the quality.quality. Cautions：According to the grade , because the goods According to the grade , because the goods of different grades have different of different grades have different specifications , in order to make it specifications , in order to make it convenient to
32、fulfill the contract and avoid convenient to fulfill the contract and avoid the dispute, should stipulate the concrete the dispute, should stipulate the concrete specification of every grade well beforespecification of every grade well before offer is offered. 3、凭标准买卖（、凭标准买卖（Sales by standard） （1） I
33、SO国际质量标准体系国际质量标准体系 （2）良好平均品质）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）上好可销品质GMQ （Good Merchantable QualityGood Merchantable Quality）-上好可上好可销品质（销品质（“精选货精选货”）卖方保证其交货的
34、品质是上好）卖方保证其交货的品质是上好的，合乎销售的品质。的，合乎销售的品质。ChineseSale by standard：The standard means that is sets up, sanctioned by The standard means that is sets up, sanctioned by one organization unanimously, and the one organization unanimously, and the specification or grade confirmed in certain specification or
35、grade confirmed in certain written form . In the world , generally have written form . In the world , generally have enterprises standard , groups standard , enterprises standard , groups standard , national standard and international standard. national standard and international standard. Generally
36、 implement national standard , ministries Generally implement national standard , ministries and commissions standard and enterprises standard and commissions standard and enterprises standard in our country. in our country. Cautions：When the customer demands to adopt the foreign When the customer d
37、emands to adopt the foreign standard , should pay attention to the year of the standard , should pay attention to the year of the standard and edition , so as not to cause the standard and edition , so as not to cause the dispute.dispute. ChineseFair Average Quality (F.A.Q.)良好平均品质良好平均品质It means by t
38、rade council or It means by trade council or examine organization, collect a small examine organization, collect a small amount of material object mix amount of material object mix separately from a regular period or separately from a regular period or season or the goods come from some season or th
39、e goods come from some place, then keep to seal by place, then keep to seal by organization for safekeeping, with organization for safekeeping, with this material object average quality this material object average quality competence shown, as the standard of competence shown, as the standard of qua
40、lity of similar goods of this quality of similar goods of this season. season. ChineseGood merchantable quality (G.M.Q.)上好可销品质上好可销品质It refers to sellers It refers to sellers guaranteeing the its goods is good, guaranteeing the its goods is good, suitable for selling. suitable for selling. It is refe
41、rred to as the goods to It is referred to as the goods to generally use for having many kinds of generally use for having many kinds of uses, the prudent buyer often needs to uses, the prudent buyer often needs to propose the special demand , could propose the special demand , could remove a hidden
42、danger . The foreign remove a hidden danger . The foreign trade of our country is seldom used. trade of our country is seldom used. 4.4.凭品牌或商标买卖凭品牌或商标买卖 Sale by Brand or Trade MarkSale by Brand or Trade Marku用来区别产品不同的生产商或销售商的标志用来区别产品不同的生产商或销售商的标志u适用于名牌产品适用于名牌产品u 光明牌奶粉光明牌奶粉 海尔电冰箱海尔电冰箱5.5.凭产地名称买卖凭产地名称
43、买卖 Sale by Name of OriginSale by Name of Originu因产区的自然条件、传统加工工艺等因素的影响，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使产品具有独特的风格和特色u传统农副产品、特色产品传统农副产品、特色产品 法国香水、四川涪陵榨法国香水、四川涪陵榨菜、金华火腿、景德镇菜、金华火腿、景德镇瓷器、龙口粉丝等瓷器、龙口粉丝等6.6.凭说明书和图样买卖凭说明书和图样买卖Sale by Description and IllustrationSale by Description and Illustrationu机器、电器、仪
44、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。u“quality and technical 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供的产品说明书严格相符) ChineseSell by description and illustration
45、In international trade, when the seller In international trade, when the seller cancant offer the sample, the two parts of t offer the sample, the two parts of the trade have to sell by description and the trade have to sell by description and illustration.illustration. Cautions: When use descriptio
46、n, should pay When use description, should pay attention to stipulating in guarantee period attention to stipulating in guarantee period of quality , on one hand reflected sellers of quality , on one hand reflected sellers assurance to product quality within quality assurance to product quality with
47、in quality guarantee period; It avoids to be guarantee period; It avoids to be responsible to product quality after the responsible to product quality after the guarantee period such as quality even on the guarantee period such as quality even on the other hand.other hand.According to the descriptio
48、nSale by specification Sale by standardFairAverage qualityGood merchantable qualitySale by gradeSale by name of originSale 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方法方法示例示例1 1、凭规格买卖、凭规格买卖饲料蚕豆，水分（最高）饲料蚕豆，水分（最高）15%15%，杂质（最高），杂质（最高）2%2% 2 2、凭等级买卖、凭等级买卖鲜鸡蛋特级每枚蛋净重鲜鸡蛋特
49、级每枚蛋净重60-60-6565克克3 3、凭标准买卖、凭标准买卖利福平（甲哌利福霉素）英利福平（甲哌利福霉素）英国药典国药典19931993年版年版4 4、凭商标或品牌买卖、凭商标或品牌买卖索尼爱立信手机索尼爱立信手机 型号型号J200CJ200C5 5、凭产地名称买卖、凭产地名称买卖法国香水法国香水6 6、凭说明书或图样买卖、凭说明书或图样买卖品质和技术数据必须与卖方品质和技术数据必须与卖方提供的产品说明书严格相符提供的产品说明书严格相符第二、第二、Quality Clause of goodsIn the quality clause we should clearly list the
50、 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. QualityStipulate the flexible range灵活灵活Use various kinds of expression methods properly方法多样方法多样Formu
51、late the clause according to actual ability生产能力生产能力1、 合同中的品质条款合同中的品质条款 （1）以规格表示品质）以规格表示品质例例3：Quality:Name of Commodity: White Rice Specifications: Long-shaped Broken Grains: 20%max Moisture: 0.5%maxAdmixture (Impurities): 0.15%max.（2）以样品表示品质）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 Bea
52、r Size24例例2：Quality: Description: Cloth Doll. Quality as per sellers sample No- dated- Quality to be equal to the samples.第三、第三、 品质机动幅度和品质公差条款品质机动幅度和品质公差条款1、品质机动幅度方法品质机动幅度方法品质机动幅度方法品质机动幅度方法 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）规定范围（范围法）Tomato Paste Concent
53、ration 28/30。（2）规定极限（极限法）规定极限（极限法）Fish Meal ProteinFish Meal Protein： 55%Min55%Min（最少）（最少） FatFat： 9%Max9%Max（最多）（最多） MoistureMoisture： 11%Max 11%Max （最多）（最多） （3）规定上下差异（规定上下差异（百分比法）百分比法）China Grey Duck Down with 90% content, China Grey Duck Down with 90% content, allowing 1% more or less. allowing 1
54、% more or less. 案例案例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：品质机动幅度合同条款示例：例例1：凭规格：凭规格： Commodity and Specifications: Grey Duck Down with90content,2% more or less allowed. Na
55、me of Commodity: White Rice Specifications: Long-shaped Broken Grains: 20%max Moisture: 0.5%max Admixture (Impurities): 0.15%max.例例2：凭样：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 Tole
56、rance2)Flexible Ranges a Given Range a Limit a more or less clause3)Qulity to be considered and being about equalabout equal to the sample.3、增减价条款、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
57、%， 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 SAMPLE.”According to the error of products quality that internationally acknowledged, add “QUALITY TOLERANT.”As to some primary product that quality is
58、 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 goods that sellers hand in, but should adjust prices according to the situation of quality of delivering goods.（增减价条款）（增减价条款）While negotiate on
59、 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 cancel contract, but can lodge a claim against seller.” 4 4、品质公差（、品质公差（Quality Quality ToleranceTolerance）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
60、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。第三节第三节 商品的数量商品的数量QuantityThe quantity clause mainly includes the quantity and unit of commodity. To facilitate the performance of contract and avoid disputes, the quantity clause should be clear and detailed. In addition , it is improper to use those
61、uncertain words like about 、 circa、approximate to define the quantity.1、按重量、按重量(Weight)计算计算 Kg. M/T. （Long Ton. Short Ton） 2、按数量、按数量(Number)计算计算 Piece. Pair. Dozen. Set. Bag. Drum. Box 3、按长度、按长度(Length)计算计算 Meter、 Yard、 Foot 4、按面积、按面积(Area)计算计算 Square Meter. Square Yard. 5、按体积计算、按体积计算 Square Foot .
62、Cubic Meter. Cubic Yard. Cubic Foot 6、按容积、按容积(Volume)计算计算 Liter. Gallon. Bushel.第一、第一、 货物数量的计量单位（方法）货物数量的计量单位（方法）第二节第二节 计算重量的方法计算重量的方法（1）以毛重（）以毛重（Gross Weight）作为计价重量）作为计价重量（2）以净重（）以净重（net weight）作为计价重量）作为计价重量 即用毛重减皮重（即用毛重减皮重（A实际皮重实际皮重B平均皮重平均皮重 C习惯皮重习惯皮重D约定皮重）约定皮重）（3）以公量（）以公量（conditioned weight）作计价重量
63、）作计价重量 公量公量=商品的干净重（商品烘去水分以后的重量）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）国际公定回潮率）（4）以理论重量（）以理论重量（theoretical weight）作为计价）作为计价 重量重量（5）以法定重量（）以法定重量（Legal weight）作为计价重量）作为计价重量- 既海关征税时的重量既海关征税时的重量数量条款由数量条款由“数量和计量单位两部分组成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）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，数量是重要合同条款，若多发
64、货买方可接受或退回多发部分，若少发货买方可撤消合同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）数量条款：例1：中国大米，500公吨，净重。例例2：Description: Chinese WalnutsUnit Price： USD300 per M/T CFR Hong Kong, Gross for NetQuantity: 1000M/T, 3% more or less at sellers optionTotal Amount : USD 300000+/- 3% At Delivered Weight第三、第三、第三、第三、 合同中的数量条款合同中的数
65、量条款合同中的数量条款合同中的数量条款（quantity clause)quantity clause)（2）“数量溢短装条款数量溢短装条款”（More or Less Clause）农副产品、工矿产品在合同中订农副产品、工矿产品在合同中订“数量溢短装条款数量溢短装条款”示例：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：买卖双方合同高于合同价可少发货，反之多发货。例：买卖双方合同200MT10%合同合同2月月 100美元美元/MT 发货发货10月月200美元美元/MT200MT价价20000美
66、元美元 实发实发180MT价价18000美元美元 20MT另得另得4000美元美元 （3）数量明确，不宜使用）数量明确，不宜使用“大概、约大概、约”。UCP600规定：规定：A、数量前有、数量前有“约约”数的可溢短数的可溢短B、大宗散装货物，合同未规定、大宗散装货物，合同未规定“数量溢短装条款数量溢短装条款”的，可溢的，可溢 短短（4）若合同未注明按毛重或净重计价）若合同未注明按毛重或净重计价 公约公约规定规定按净重按净重 计价。计价。第四节商品的包装（第四节商品的包装（Packing）及其条款及其条款 第一节 包装的作用 1 1、方便、方便运输运输运输运输 2 2、方便销售、方便销售、方便销
67、售、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，可分根据包装在流通运输过程中的作用，可分为：为： +运输包装运输包装销售包装销售包装1、定义：、定义： 又称又称“外包装外包装”或或“大包大包装装” 作用：作用：u保护商品、便于运输、节省仓储、便于计数保护商品、便于运输、节省仓储、便于计数u运输包装有：运输包装有：u（1 1）单件运输包装）单件运输包装u（2 2）集合运输包装）集合运输包装 第一、运输包装（第一、运输包装（Transport packing） 2 2、运输包装标志（、运输包装标志（ Packing mark ）的分类）的分类为了方便运输、装卸、及储存保管，便于为了
68、方便运输、装卸、及储存保管，便于识别和防止货物损坏而在商品外包装上刷识别和防止货物损坏而在商品外包装上刷写的标志。写的标志。运输标志运输标志运输标志运输标志shipping mark警告性标志警告性标志警告性标志警告性标志dangerous cargo mark 指示性标志指示性标志指示性标志指示性标志indicative markShipping mark can be chosen by us, or by the customer. 运输标志运输标志(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
69、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运输标志运输标志Shipping Mark国际标准化组织国际标准化组织和国际货物装卸协调协会国际货物装卸协调协会制定的运输标志SC9750LONDONNO.4-20A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有时还需根据进出口国规定或受货人要求刷写附属标志标志FrontMarkSideMark训练训练根据以下资料设计运输标志上的唛头根据以下
70、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款式款式 数量数量 件号件号 件数件数93-13 1260pc 93-14 1260pc93-15 1200pc93-16 1680pc出口商品的总数量是出口商品的总数量是-件件包装总件数是包装总件数是-箱箱指示性标志举例警告性标志警告性标志Warning MarkWarning Mark销售包装又称为内包装、小包装，
71、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。销售包装具有保保护、美化、宣传、促销护、美化、宣传、促销产品等作用。销售包装标识 包装的装璜画面包装的装璜画面 文字说明文字说明 条形码标识条形码标识第二、销售包装Selling packingSelling packing 包装计算与运输工具的配合包装计算与运输工具的配合1、纸箱体积的确定、纸箱体积的确定 三层瓦楞纸箱长宽尺寸放三层瓦楞纸箱长宽尺寸放10毫米毫米 五层瓦楞纸箱长宽尺寸放五层瓦楞纸箱长宽尺寸放15-20毫米毫米 高比长宽放多一倍高比长宽放多一倍 例如：五层瓦楞纸箱包装，每箱装例如：五层瓦楞纸箱包装，每箱装12双，每双装一
72、纸盒，纸盒双，每双装一纸盒，纸盒尺寸为尺寸为380毫米毫米X240毫米毫米X103毫米，试计算纸箱（外径）定做毫米，试计算纸箱（外径）定做尺寸。尺寸。 排列：排列：2排排X2行行X3层层=12双双 纸箱内径：长纸箱内径：长X宽宽X高高=380X2X240X2X103X3 纸箱外径：（纸箱外径：（76020）X（48020）X（30940） =0.1365立方米立方米1、纸箱与集装箱（货柜）的配合、纸箱与集装箱（货柜）的配合 20英尺容积英尺容积25立方米，毛重立方米，毛重20吨吨 40英尺容积英尺容积55立方米，毛重立方米，毛重25吨吨集装箱件数集装箱件数=20英尺集装箱体积英尺集装箱体积纸箱
73、体积纸箱体积 =250.1365=183箱箱 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（第三、中性包装（Neutral Packing）定牌中性定牌中性无牌中性无牌中性包装条款包装条款包装条款包装条款 （二）具体的订法（包装材料、方式、费用）（二）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（包装材料、包装方式）料、包装方式） 2 、In iron drums of 30 kgs net each. 3 、In gunn
74、y 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 distance ocean transportation and well protected against dampness, moisture, shock , rust and rough hand
75、ling . 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 be borne by the sellers. （三）制定包装条款时应注意问题（三）制定包装条款时应注意问题 1、包装材料、包装方式明确、包装材料、包装方式明确 2、包装费用包括在货价内
76、，特殊包装的费用由买方出。、包装费用包括在货价内，特殊包装的费用由买方出。 3、包装费用高的，在单价注明、包装费用高的，在单价注明“包括包装费用包括包装费用”本章小结本章小结品质是商品的内在素质和外观形态的描品质是商品的内在素质和外观形态的描述，品名和品质构成合同中的商品说明。述，品名和品质构成合同中的商品说明。品质方法主要有以实物表示和凭说明约品质方法主要有以实物表示和凭说明约定两大类。凭实物表示分为看货买卖和定两大类。凭实物表示分为看货买卖和凭样品买卖。凭样品买卖。数量条款有数量和计量单位组成，大宗数量条款有数量和计量单位组成，大宗货应规定数量机动幅度条款。货应规定数量机动幅度条款。商品的包装分为内包装（销售）和外商品的包装分为内包装（销售）和外(运运输输)两大类。运输包装上的标志分为指示两大类。运输包装上的标志分为指示性标志、警告性标志和运输标志三类，性标志、警告性标志和运输标志三类，运输标志称运输标志称“唛头唛头”由四部分组成。由四部分组成。课后练习：1、根据下列资料自己设计一个、根据下列资料自己设计一个“唛头唛头”， 纸箱包装。共纸箱包装。共50箱货物，每箱箱货物，每箱12双，混双，混码包装，尺码配比：码包装，尺码配比：1/39 3/40 4/41 2/42 2/43。买方为纽约。买方为纽约ABCD CO。合。合同号码同号码 01ASB0701
