国际贸易实务双语教程(第三版)unit 05.ppt

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1、国际贸易实务双语教程国际贸易实务双语教程（第三版）（第三版）(INTERNATIONAL Business Practice)清华大学出版社清华大学出版社Themainpointsofthischapter1 Methods of Stipulating Quality of Commodity2 Quality Latitude&Quality Tolerance3How to express the quality terms in the contractChapter5QualityofCommodityThe quality of goods are indispensable to

2、internationaltrade.Whetheritisvisibletradeorinvisibletrade,thegoodssoldhavetheirownqualities,andthequalityofacertainkindofgoodsdetermines,toagreatdegree,itsmarketandprice.Therefore,thequalityofthegoodsisamong the main terms upon which a salescontractisbasedandconstructed.IntroductionThesellermustdel

3、iverthegoodsthatareofqualityrequiredbythecontract,thefailureofwhichwillresultinthedisputesbetweenthesellerandthebuyer.Thus,dueconsiderationshouldbegiventothemattersofqualityofthecommoditytransacted.SectionOneMethodsofStipulatingQualityofCommodity（货物品质的表示（货物品质的表示方法）方法）Themethodsofstipulatingqualityof

4、commoditydependonthequality,characterandthecustomaryusageinpractice.Usually,thecontentsofthequalitytermsinclude:thename,specificationandbrand.Ininternationaltrade,therearetwowaystoindicatethequalityofthegoodseitherbydescriptionorbysample.Sale by Description（凭文字说明买卖）（凭文字说明买卖）Sale by Sample（凭样品买卖）（凭样品

5、买卖）QualityofCommodity(1)Salebyspecification,gradeorstandard（凭规格、等级、标（凭规格、等级、标准买卖）准买卖）(2)Salebybrandnameortrademark（凭牌号或商标买卖）（凭牌号或商标买卖）(3)Salebynameoforigin（凭产地名卖）（凭产地名卖）(4)Salebydescriptionandillustration（凭说明书（凭说明书和图样买卖）和图样买卖）1)Salebythesellerssample（凭卖方样品买卖）（凭卖方样品买卖）2)Salebythebuyerssample（凭买方样品买卖）

6、（凭买方样品买卖）3)Salebythecountersample（凭对等样品买卖）（凭对等样品买卖）1.SalebyDescription（凭文字说明买卖）（凭文字说明买卖）Intheinternationaltrade,mostlythegoodsaresoldbythemethodofsalebyspecification,gradeorstandardexceptsomespecialcases.(1)Salebyspecification,gradeorstandard（凭规格、（凭规格、等级、标准买卖）等级、标准买卖）Standardspecificationsofthegoods

7、referstothestandardization,whichshouldbestipulatedbytheworldstandardorganizations,governments,authorities,businessassociationsandcommodityexchangehouses(商品交易所商品交易所).Standard代表中国的组织为中国国家标准化管理委员会代表中国的组织为中国国家标准化管理委员会（Standardization Administration of China，简称简称SAC）Eachcountryhasitsownstandards,suchasUK

8、:BS(BritishStandard)USA：ANSI(American National Standards Institute 美国国家标准学会美国国家标准学会)France：NF（Norme Francaise法国标准）法国标准）Germany：DIN（Deutsche Industrie Normen)德国德国工业标）工业标）Japan：JIS（Japanese Industrial Standards 日本工日本工业规格）业规格）Inaddition,therearemanyinternationalstandards,suchasInternationalStandardOrga

9、nization(ISO)（国际标准化组织）（国际标准化组织）,theInternationalElectro-technicalCommission(IEC)（国际电工委员会）（国际电工委员会）Intodaysinternationalbusiness,itwillbegoodandeasytoselloutthosegoodswhichhaveobtainedthecertificatesfromISO9000andISO14000orIECorotherorganizations.ISO 9000Inordertomeettherapiddevelopmentofinternationa

10、ltrade/business,theInternationalStandardizationOrganizationmakesoutthisstandardforguaranteeingthequalityoftheexportgoods.WhenthemanufacturersobtainthecertificatesgivenbytheISO9000,itmeansthatthegoodsareofhighquality.Sonowadays,manyenterpriseswouldtrytheirbesttohavetheirgoodspassthestrictstandards.IE

11、CTheInternationalElectro-technicalCommission（IEC）wasestablishedinLondonin1906.Sincethenithasbeennowmorethan90yearsofhistory.Itwasthefirstestablishmentoftheinternationalorganizationforstandardization.Itisresponsiblefortheinternationalstandardsofelectricalengineeringandelectronicengineering.Nowmoretha

12、n50%goodsintheworldadheretothestandardsofIECItisworthyofnotethatthestandardofacommodityissubjecttochangeoramendmentandanewstandardoftentakesplaceoftheoldone.So,incaseofsalesbystandard,itisimportantandnecessarytomentioninthetermsalsothenameofthepublication,inwhichthestandardofthecommodityappears.e.g.

13、:TetracyclineHCLTablets(SugarCoated)250mg.B.P.1973B.P.=BritishPharmacopoeia 如：四环素糖衣片，如：四环素糖衣片，250毫克，毫克，1973年英国药典年英国药典 More ExamplesClothDoll:QualityasperSellersSampleNo.XXXdatedXXX.QualitytobeequaltotheSample布娃娃品质按布娃娃品质按X年年X月月X日卖方第日卖方第X样品，品质与样品一致样品，品质与样品一致品品质质：饲饲料蚕豆，水份料蚕豆，水份最高最高15%，杂质杂质最高最高2%。Qualit

14、y:FeedingBroad-bean，Moisturemax15%，Admixturemax2%.ChineseTungshenGrade1（中国一级钨砂）（中国一级钨砂）凭规格买卖的品质规定凭规格买卖的品质规定MAXAMBrandDentalCream(美加净牌牙膏）美加净牌牙膏）3Greyduckfeather:downcontent18%allowing1%moreorless灰鸭毛，含绒量灰鸭毛，含绒量18%，允许上下浮动，允许上下浮动1%More Examples1Chinaricebrokengrains30%(max.)moisture13%(max.)admixture1%(

15、max.)中国大米，碎粒中国大米，碎粒30%（最高），水分（最高），水分13%（最高），杂质（最高），杂质1%（最高）（最高）2SodiumCitrate,specification:inconformitywithB.O.1993柠檬酸钠，规格：符合柠檬酸钠，规格：符合1993年英国药典标准年英国药典标准Intheinternationalagriculturalandby-productmarket,thereisacommonlyadoptedstandard,i.e.,fairaveragequality(FAQ).Accordingtotheexplanationofsomecoun

16、tries,FAQreferstotheaveragequalityleveloftheexportcommoditywithinacertainperiodoftime.Thiskindofstandardisquiteambiguous.Infact,itdoesnotrepresentanyfixed,accuratespecification.Forexample（P90）,ChineseGroundnut,2009crop,FAQMoisture(max.)13%Admixture(max.)5%Oilcontent(min.)44%Forthetradingofwoodandaqu

17、aticproducts,GMQ(goodsmerchantablequality)(凭上好可凭上好可销品质销品质)isemployedtoindicatethequality.GMQmeansthegoodsisfreefromdefectsandisgoodenoughforuseorconsumption.GMQisusuallynotsupplementwithspecificationsandwhendisputesarisebecauseofthequalityofthegoods,exporterswillhavetobeinvitedtomakethearbitration.(

18、2)Salebybrandnameortrademark（凭牌号或商标买卖）（凭牌号或商标买卖）(3)Salebynameoforigin（凭产地（凭产地名卖）名卖）(4)Salebydescriptionandillustration（凭说明书和图样买卖）（凭说明书和图样买卖）More Examples品名：东北大豆Name of Commodity:Northeast Soybean品名：中国桐油Name of Commodity:Chinese Tong OilThesamplereferstothearticlewhichcanbeusedtorepresentthequalityof

19、thewholelot.Salebysampleincludes3cases,i.e.,salebythesellerssample,salebythebuyerssampleandthecountersample.2.Sale by Sample（凭样品买卖）（凭样品买卖）Sellerssamplearethesampleswhichareusuallysentbythesellertothebuyer.Wealsocalledoriginalsample.（1）Sale by the sellers sample（凭卖方样品买卖）（凭卖方样品买卖）(1)Inthiscase,thesell

20、ershallfirsttakeintoconsiderationtheavailabilityofthenewmaterialandthepossibilityofprovidingtheprocessingtechnology.(2)Inordertotaketheinitiative,thesellermayreproducethebuyerssample,i.e.,countersample,andsenditbacktothebuyerasatypesample.Afterthebuyerconfirmsthecountersample,salebythebuyerssampleis

21、changedintosalebythesellerscountersample.(3)Thetwopartiesshallstipulatethatincasethebuyerssampleresultsinanydisputesofinfringementofindustrialproperty,thesellerwillhavenothingtodowithit.（2）Sale by the buyers sample（凭买方样品买卖）（凭买方样品买卖）Samplescanbealsoprovidedbythebuyer.Theyaregivenasthequalitystandardf

22、orthegoodstobeproducedanddeliveredbytheseller.Undersuchcircumstances,toavoidfuturedisputesoverthequalityofthegoods,thesellerusuallyfirstduplicatesthesamplesandthensendstheduplicatetothebuyerforconfirmation.Thissampleiscalledcountersample.3)Sale by the counter sample（凭对等样（凭对等样品买卖）品买卖）(2)Whentheseller

23、sendsoutthesample,itisbetterthatthesellerwillkeepthe“original”or“duplicate”samplesoastomakeitconvenientforverificationwhenhandlingqualitydisputesorfuturetransactions.Ininternationaltradepractice,ifsalebysamplesadopted,thefollowingsshouldbepaidattentionto:(1)Weshouldtrytodothebusinessby“salebythesell

24、er”.(3)Ifthetransactionisdoneby“salebythebuyer”,weshouldpayattentiontothefactthatwhetherthesampleofthebuyerhassomethingtodowiththeproblemsofpolitics,societyandreligion,suchascolor,patteranddesign.Weshouldalsotakeintoconsiderationtheavailabilityofthenewmaterialandthepossibilityofprovidingtheprocessin

25、gtechnologyinordertoavoidtheunnecessarytroubleindelivery.(4)Whenwegetthesampleofthebuyer,itisbettertomakeitascountersample.(5)Whetheritissalebybuyerssampleorbysellerssample,ifitisnecessary,sometimessealedsamplecanbeadopted.(6)Whetheritissalebybuyerssampleorbysellerssample,ifitisdifficulttokeepthegoo

26、dscontractedinstrictaccordancewiththesample,thesellershouldwritesomeflexibletermsinthesalescontractasfollows:*Shipment shall be similar to the sample;*Quality to be about equal to the sample;*Quality to be nearly same as the sample.DEFINITION:Quality of Goodsoutwardsappearance:shape,structure,color,

27、flavor,luster and etc.innerfeatures:composition,physical and mechanical property,chemical,biological feature,etc.Thedefinitionofgrade,standardandspecificationMethods of Stipulating Quality of Goods:By description*by Specification*by Grade*by Standard*by Brand name or Trade Mark*by Name of Origin*by

28、InstructionBy sample*by the sellers sample*by the buyers sample*by counter sampleCase StudyOne Chinese company exported a contract of Grade B Peanuts to a foreign country importer.When the seller was working on the delivery of the goods,he found that the Grade B Peanuts were out of stock.Without pri

29、or consent of the buyer,the seller delivered the Grade A Peanuts instead of Grade B Peanuts and stated on the invoice“Grade A Peanuts,price is the same”,while the buyer refused the consignment.Question:In this situation,does the buyer hold the repudiation rights?Why?AnswerThebuyerhastherighttorefuse

30、topay.ThisisbecausebothsidesconfirmedtheGradeBPeanutswhensigningthecontract,whichholdsalegaleffect.Ifthesellergetsthebuyersconsent,hecanchangethepeanutsgrade.Sothebuyerhasthepowertorefusetopay.OneChinesecompanyexportedacontractofagriculturalproductstoaGermancompany.Thecontractstipulatesthatmoisturen

31、otexceeds15%,impuritynotmorethan3%.Beforethedealclosing,thesellersentthebuyerthesamplesandafterthecontractingthesellerimmediatelyfaxedthebuyerthattheconsignmentwassimilartothesample.AftertheshipmentarrivedatGermanythebuyerhadthegoodsinspected.Later,thebuyershowedtheinspectioncertificate,sayingthatth

32、equalityofthegoodswasinferiortothesamples,andthenheputforwardaclaimforcompensationof6000,finallytheChinesecompanypaidthecompensation.Question:Pleaseanalyzethecase.Thetransactionbelongstothesampletrading.Ininternationaltrade,inordertoavoidthesituationthatthesellersdeliveryqualityisinconsistentwiththe

33、requirementofthebuyer,whichleadstothebuyersclaim,thesellermayaskthebuyerforasampleinadvanceandthesellershallprovideatailoredsampleaccordingtothesamplefromthebuyerforconfirmation;thisiscalled“confirmingsample”.Whenthesampleisconfirmedbythebuyer,allthequalityofthegoodsmustbethesameasthesamples.Intheco

34、ntract,itsbeneficialforthesellertoissuethequarantineinspectionandquarantinecertificates.AnswerAChinasexportcompanymadeatransactionofappleswithaforeigncompany.Itsstipulated“second-classapple”inthequalitytermsonthecontractofsalesandletterofcredit.However,theyfoundthesecond-classapplehadbeenallsoldoutw

35、hentheybegantoarrangetheshipment.Asaresult,thecompanyswitchedtothedeliveryof“first-classapples”,andtheinvoicestatedthat:“thepriceofthefirst-classapplesisthesameasthatofthesecond-class”.Finally,theimporterrefusedtoacceptandtopayduetotheinconsistencywiththequalitycontractterms.Question:Whatdoyouthinko

36、fthiscase?Undernormalcircumstances,thepracticeofsubstitutingthesuperiorgoodsfortheinferioroneswillbequiteacceptable.However,ifthemarketpriceofthegoodsisnose-divingorsomeotherabnormalthingshappen,theimportersometimeswillavailoftheopportunitytorefusethegoodsorclaimwiththeexcuseofqualityinconsistencywi

37、ththecontract.Therefore,thequalityprovisionsofthecontractformationandperformancearealoadedmatterofgreatsignificance.AnswerAdditional ExerciseTrueorFalse1、采用凭样品成交时，为了争取国外客户，、采用凭样品成交时，为了争取国外客户，应选择质量最好的样品给对方，以达成交易。应选择质量最好的样品给对方，以达成交易。（）2、在出口贸易中，表达品质的方法多种多样，、在出口贸易中，表达品质的方法多种多样，为了明确责任，最好采用既凭样品又凭规格为了明确责任，

38、最好采用既凭样品又凭规格买卖的方法。（买卖的方法。（）3、某外商来电要我方提供大豆，按含油量、某外商来电要我方提供大豆，按含油量18，含水分，含水分14，不完全粒，不完全粒7，杂质，杂质1的规格订立合同。对此，在一般情况下，我的规格订立合同。对此，在一般情况下，我方可以接受。（方可以接受。（）4、为了适应国际市场的需要，我出口贸易、为了适应国际市场的需要，我出口贸易中，应争取按买方样品达成交易。（中，应争取按买方样品达成交易。（）5、回样又称对等样品，指卖方收到买方来、回样又称对等样品，指卖方收到买方来样后，做一个复制品寄交对方。（样后，做一个复制品寄交对方。（）6、按买方来样，我方复制一个样

39、品寄交买、按买方来样，我方复制一个样品寄交买方确认，这个样品即为复样。（方确认，这个样品即为复样。（）7、ISO 14 000是国际标准化组织推出的重是国际标准化组织推出的重量管理和重量保证系列标准。（量管理和重量保证系列标准。（）Additional ExerciseMonomial Choice1.珠宝、首饰等商品具有独特性质，在出口确定其品质珠宝、首饰等商品具有独特性质，在出口确定其品质时（）。时（）。A.最好用样品磋商最好用样品磋商 B.最好用文字说明最好用文字说明 C.最好看货洽谈成交最好看货洽谈成交D.最好用图片说明最好用图片说明 【答案答案】C2.凭样品买卖时，如果合同中无其他规

40、定，那么卖方所凭样品买卖时，如果合同中无其他规定，那么卖方所交货物（）。交货物（）。A.可以与样品大致相同可以与样品大致相同B.必须与样品完全一致必须与样品完全一致 C.允许有合理公差允许有合理公差D.允许在包装规格上有一定幅允许在包装规格上有一定幅 度的差异度的差异 【答案答案】B3.品质公差主要用于（）。品质公差主要用于（）。A.农副产品农副产品 B.初级产品初级产品 C.土特产品土特产品 D.工业产品工业产品 【答案答案】C4.国际标准化组织针对制造业及服务业制定国际标准化组织针对制造业及服务业制定了品质管理及品质保证标准，是（）了品质管理及品质保证标准，是（）系列标准。系列标准。A.I

41、SO 4000 B.ISO 8000 C.ISO 9000 D.ISO 14000 【答案答案】C1.对于大批量生产的散装货，因较难掌握商品的质量，通常在合同中规定（）.A品质公差条款 B.溢短装条款 C.立即装运条款 D.仓至仓条款 【答案答案】B2.合同中未注明商品重量是毛重还是净重计算时，则习惯上应按（）计算.A.毛重 B.净重 C.以毛作净 D.公量 【答案答案】B4我某进口公司拟向马来西亚客商出口服装一我某进口公司拟向马来西亚客商出口服装一批，在洽谈合同条款时，就服装的款式可要求批，在洽谈合同条款时，就服装的款式可要求买方提供（买方提供（）。）。A.样品样品B.规格规格C.商标商标D

42、.产地产地【答案答案】A6凡货样难以达到一致的，不宜采用（凡货样难以达到一致的，不宜采用（）A.凭说明买卖凭说明买卖B.凭样品买卖凭样品买卖C.凭等级买卖凭等级买卖D.凭规格买卖凭规格买卖【答案答案】B9.凭卖方样品成交时，应留存（凭卖方样品成交时，应留存（）以备交货时）以备交货时核查之用。核查之用。A.回样回样B.复样复样C.参考样参考样D.对等样品对等样品14.“四川涪陵榨菜四川涪陵榨菜”属于凭（属于凭（），买卖），买卖A.商标或品牌商标或品牌B.标准标准C.规格规格D.产地名称产地名称15.凭样品买卖不包括凭（凭样品买卖不包括凭（）买卖）买卖A.卖方样品卖方样品B.买方样品买方样品C.对等样品对等样品D.第三方样品第三方样品【答案答案】B【答案答案】D【答案答案】D ExercisePlease finish the exercise in the text book