1.知识训练
（1）指出FOB、CFR、CIF之间的异同点。
（2）比较装运港交货和货交承运人两组术语之间的不同。
（3）象征性交货有哪些特点？为什么CIF交易是一种典型的象征性交货？
（4）在FOB条件下买卖双方各自承担哪些义务？使用FOB术语应注意哪些问题？
（5）为什么在CFR、CPT条件下卖方发出装船通知非常重要？
（6）使用EXW、DDP时，应注意什么问题？
（7）选用贸易术语需要考虑哪些基本因素？
2.能力训练
（1）我公司进口一批货物以FOB条件成交，结果在目的港卸货时，发现货物有两件外包装破裂，里面的货物有被水浸泡的痕迹。经查证，外包装是货物在装船时因吊钩不牢掉到船甲板上摔破的，因包装破裂导致里面的货物被水浸泡。
请问：在这种情况下，进口方能否以卖方没有完成自己的交货义务为由向卖方索赔？
（2）我某公司按照FCA条件进口一批急需的生产原料，合同中规定由出口商代办运输事项。结果在装运期满时，国外卖方来函通知无法租到船，不能按期交货。因此，我进口公司向国内用户支付了10万元延期违约金。
请问：对我公司的这10万元损失，可否向国外出口商索赔？
（3）我国某公司以CIF条件进口一批货物，货物自装运港起航不久，载货船舶因遇风暴而沉没，在这种情况下，卖方仍将包括保险单、提单、发票在内的全套单据通过银行交给买方，要求买方支付货款。
请问：进口方是否有义务付款？为什么？
3.情景接力训练（1）
现在你的谈判已经进入实质性的一步了，即商谈商品价格，外商希望采用FOB价格成交。你却坚持以CIF价格达成交易。
部门经理开始让你汇报工作的进展情况，你将你的想法告诉了经理，还特别向他解释了坚持以CIF价格成交的原因。请整理你的谈话要点并写成一篇实训小论文。
4.情景接力训练（2）
你的坚持有了结果，外商同意接受CIF报价了，具体价格条件为CIF纽约包含3%佣金，计价货币为美元。以下是出口商品资料，请你计算四个货号商品单价，将有关的报价内容填入合同中。
注 利润为CIF报价的8%；加一成投保一切险、战争险，费率为0.9%，1美元=6.10元。
附录
示样3-1 国际货物销售合同
合同号码：
Contract No.
日期：
Date:
传真：
Fax:
电传号：
Telex number:
兹经买卖双方同意，买方购进，卖方销售下列货物，并按下列条款签订本合同：
This Contract is made by and between the buyers and the sellers;whereby the buyers agree to buy and the sellers agree to sell the undermentioned goods on the terms and conditions stated below:
（1）货物名称、规格、包装及唛头。
Name of Commodity,Specifications,Packing Terms and Shipping Marks.
（2）数量。
Quantity.
（3）单价。
Unit Price.
（4）总值总量。
Total Amount.
（5）装运期限。
Time of Shipment.
（6）装运口岸。
Port of Shipment.
（7）目的地口岸。
Port of Destination.(www.xing528.com)
（8）付款条件：买方在收到卖方关于预计装船日期及准备装船的数量的通知后，应于装运前20天，通过××银行开立以卖方为受益人的不可撤销信用证。该信用证凭即期汇票及本合同第（9）条规定的单据在开证行付款。
Terms of Payment:Upon receipt from the sellers of the advice as to the time and quantity expected ready for shipment,the buyers shall open,20 days before shipment,with ×× Bank,an irrevocable Letter of Credit in favor of the sellers payable by the opening bank against sight draft accompanied by the documents as stipulated in Clause(9)of this Contract.
（9）单据：各项单据均须使用与本合同相一致的文字，以便买方审核查对。
Documents:To facilitate the buyers to check up,all documents should be made in a version identical to that used in this contract.
A.填写通知目的口岸××公司的空白抬头、空白背书的全套已装船的清洁提单（如本合同为FOB价格条件时，提单应注明“运费到付”或“运费按租船合同办理”字样；如本合同为CFR/CIF价格条件时，提单应注明“运费已付”字样）。
Complete set of Clean On Board Shipped Bill of Lading made out toorder,blank endorsed,notifying ×× Corporation at the port of destination(if the price in this Contract is based on FOB,marked “freight to collect” or “freight as per charter party”;if the price in this Contract is based on CFR/CIF,marked “freight prepaid”).
B.发票：注明合同号、唛头、载货船名及信用证号，如果部分发运，须注明分批号。
Invoice:indicating contract number,shipping marks,name of carrying vessel,number of the Letter of Credit and shipment number in case of partial shipments.
C.装箱单及/或重量单：注明合同号及唛头，并逐件列明毛重、净重。
Packing List and/or Weight Memo:indicating contract number,shipping marks,gross and net weights of each package.
D.制造工厂的品质及数量、重量证明书。
Certificates of Quality and Quantity/Weight of the goods issued by the manufactures.
E.按本合同第（11）条规定的装运通知电报钞本。
Copy of telegram advising shipment according to Clause(11)of this Contract.
F.按本合同第（10）条规定的航行证明书（如本合同为CFR/CIF价格条件时，需要此项证明书；如本合同为FOB价格条件时，则不需此项证明书）。
Vessel's certificate as per Clause(10)of this Contract,(required if the price in this Contract is based on CFR/CIF;not required if the price in this Contract is based on FOB).
（10）装运条件：
Terms of shipment:
A.离岸价条款（Terms of FOB）：
a.装运本合同货物的船只，由买方租订舱位。卖方负担货物的一切费用、风险到货物装到船面为止。
For the goods ordered in this Contract,the carrying vessel shall be arranged by thebuyers.The sellers shall bear all the charges and risks until the goods are effectively loaded on board the carrying vessel.
b.卖方必须在合同规定的交货期限30天前，将合同号码、货物名称、数量、装运口岸及预计货物运达装运口岸日期，以电报通知买方以便买方安排舱位，并同时通知买方在装运港的船代理。若在规定期内买方未接到前述通知，即作为卖方同意在合同规定期内任何日期交货，并由买方主动租订舱位。
The sellers shall advise the buyers by cable,and simultaneously advise thebuyers’shipping agent at the loading port,30 days before the contracted time of shipment.of the contract number,name of commodity,quantity,loading port and expected date of arrival of the goods at the loading port,enabling the buyers to arrange for shipping space.Absence of such advice within the time specified above shall be considered as sellers’readiness to deliver the goods during the time of shipment contracted and the buyers shall arrange for shipping space accordingly.
c.买方应在船只受载期12天前将船名、预计受载日期、装载数量、合同号码、船舶代理人，以电报通知卖方。卖方应联系船舶代理人配合船期备货装船。如买方因故需要变更船只或更改船期时，买方或船舶代理人应及时通知卖方。
The buyers shall advise the sellers by cable,12 days before the expected loadingdate,of the estimated layday. contract number,name of vessel,quantity to be loaded and shipping agent.The sellers shall then arrange with the shipping agent for loading accordingly.In case of necessity for substitution of vessel or alteration of shipping schedule,the buyers or the shipping agent shall duly advise the sellers to the same effect.
d.买方所租船只按期到达装运口岸后，如卖方不能按时备货装船，买方因而遭受的一切损失包括空舱费、延期费及/或罚款等由卖方负担。如船只不能于船舶代理人所确定的受载期内到达，在港口免费堆存期满后第16天起发生的仓库租费、保险费由买方负担，但卖方仍负有载货船只到达装运口岸后立即将货物装船的义务并负担费用及风险。前述各种损失均凭原始单据核实支付。
In the event of the sellers’ failure in effecting shipment upon arrival of the vessel at the loading port,all losses,including dead freight,demurrage fines etc.,thus incurred shall be for sellers’account.If the vessel fails to arrive at the loading port within thelayday.Previously declared by the shipping agent,the storage charges and insurance premium from the 16th day after expiration of the free storage time at the port shall be borne by the buyers.However,the sellers shall be still under the obligation to load the goods on board the carrying vessel immediately after her arrival at the loading port,at their own expenses and risks.The expenses and losses mentioned above shall be reimbursed against original receipts or invoice.
B.成本加运费价条款（Terms of CFR）：卖方负责将本合同所列货物由装运口岸装上直达班轮到目的口岸，中途不得转船。货物不得用悬挂买方不能接受的国家旗帜的船只装运。
The sellers undertake to ship the contracted goods from the port of loading to the port of destinationon a direct liner,with no transshipment allowed.The contracted goods shall not be carried by a vessel flying the flag of the countries which the buyers cannot accept.
（11）装运通知：卖方在货物装船后，立即将合同号、品名、件数、毛重、净重、发票金额、载货船名及装船日期以电报通知买方。
Advice of Shipment:The sellers shall upon competition of loading,advise immediately the buyers by cable of the contract number,name of commodity,number of packages,gross and net weight,invoice value,name of vessel and loading date.
（12）保险：自装船起由买方自理，但卖方应按本合同第（11）条通知买方。如卖方未能按此办理。买方因而遭受的一切损失全由卖方负担。
Insurance:To be covered by the buyers from shipment,for this purpose the sellers shall advise the buyers by cable of the particulars as called for in Clause(11)of this Contract.In the event of the buyers being unable to arrange for insurance in consequence of the sellers’failure to send the above advice,the sellers shall be held responsible for all the losses thus sustained by the buyers.
（13）检验和索赔：货卸目的口岸，买方有权进行检验。如发现货物的品质及/或数量/重量与合同或发票不符，除属于保险公司及/或船公司的责任外，买方有权在货卸目的口岸后90天内，根据检验证明书向卖方提出索赔，因索赔所发生的一切费用（包括检验费用）均由卖方负担。FOB价格条件时，如重量短缺，买方有权同时索赔短重部分的运费。
Inspection and Claim:The buyers shall have the right to apply for inspection after discharge of the goods at the port of destination.Should the quality and/or quantity/weight be found not in conformity withthe contract or invoice the buyers shall be entitled to lodge claims with the sellers on the basis of survey report,within 90 days after discharge of the goods at the port of destination.With the exception,however,of those claims for which the shipping company and/or the insurance company are to be held responsible.All expenses incurred on the claim including the inspection fee as per the inspection certificate are to be borne by the sellers.In case of FOB terms,the buyers shall also be entitled to claim freight for short weight if any.
（14）不可抗力：由于人力不可抗拒事故，使卖方不能在合同规定期限内交货或者不能交货，卖方不负责任。但卖方必须立即通知买方，并以挂号函向买方提出有关政府机关或者商会所出具的证明，以证明事故的存在。由于人力不可抗拒事故致使交货期限延期一个月以上时，买方有权撤销合同。卖方不能取得出口许可证不得作为不可抗力。
Force Majeure:In case of Force Majeure the Sellers shall not held responsible for delay in delivery or non-delivery of the goods but shall notify immediately the Buyers and deliver to the Buyers by registered mail a certificate issued by government authorities or Chamber of Commerce as evidence thereof.If the shipment is delayed over one month as the consequence of the said Force Majeure,the buyers shall have the right to cancel this Contract.Sellers’ inability in obtaining export licence shall not be considered Force Majeure.
（15）延期交货及罚款：除本合同第（14）条人力不可抗拒原因外，如卖方不能如期交货，买方有权撤销该部分的合同，或经买方同意在卖方缴纳罚款的条件下延期交货。买方可同意给予卖方15天优惠期。罚款率为每10天按货款总额的1%，不足10天者按10天计算。罚款自第16天起计算。最多不超过延期货款总额的5%。
Delayed Delivery and Penalty:Should the sellers fail to effect delivery on time as stipulated in this Contract owing to causes other than Force Majeure as provided for in Clause(14)of this Contract,the buyers shall have the right to cancel the relative quantity of the contract.Or alternatively,the sellers may,with the buyers’ consent,postpone delivery on payment of penalty to the buyers.The buyers may agree to grant the sellers’ grace period of 15 days.Penalty shall be calculated from the l6th day and shall not exceed 5% of the total value of the goods involved.
（16）仲裁：一切因执行本合同产生或与本合同有关的争执，应由双方通过友好方式协商解决。如经协商不能得到解决时，应提交中国国际经济贸易仲裁委员会，按照中国国际经济贸易仲裁委员会仲裁程序进行仲裁。仲裁委员会的裁决为终局裁决，对双方均有约束力。仲裁费用除非仲裁委员会另有决定外，由败诉一方负担。
Arbitration:All disputes in connection with this Contract or the execution thereof shall be friendly negotiation.If no settlement can be reached,the case in dispute shall then be submitted for arbitration to the China International Economic and Trade Arbitration Commission in accordance with the Rules of Procedure of the China International Economic and Trade Arbitration Commission.The award made by the Commission shall be accepted as final and binding upon both parties.The fees for arbitration shall be borne by the losing party unless otherwise awarded by the Commission.
（17）附加条款：以上任何条款如与以下附加条款有抵触时，以以下附加条款为准。
Additional Clause:If any of the above-mentioned Clauses is inconsistent with the following Additional Clause(s),the latter to be taken as authentic.
买方 卖方
The Buyer: The Seller:
免责声明：以上内容源自网络，版权归原作者所有，如有侵犯您的原创版权请告知，我们将尽快删除相关内容。
