While the terms of sale in international business often sound similar to those commonly used in domestic contracts, they often have different meanings. Confusion over these terms can result in a lost sale or a financial loss on a sale. Thus, it is essential that you understand what terms you are agreeing to before you finalize1 a contract.
虽然在国际商务中所用的销售条件和国内合同中一般所用的销售条件听起来很像，但它们的意思总是不同。混淆这类条件或许会丧失销售机会或者致使销售出现经济损失。因此，在敲定合同之前，理解你所用意的条件是至关要紧的。
Incoterms 2000
By the 1920s, commercial traders developed a set of trade terms to describe their rights and liabilities with regard to the sale and transport of goods. These trade terms consisted of short abbreviations for lengthy2 contract provisions. Unfortunately, there was no uniform interpretation3 of them in all countries, and therefore misunderstandings often arose in cross-border transactions.
To improve this aspect of international trade, the International Chamber4 of Commerce in Paris developed INCOTERMS , a set of uniform rules or the interpretation of international commercial terms defining the cosplayts, risks, and obligations of buyers and sellers in international transactions. First published in 1936, these rules have been periodically revised to account for changing modes of transport and document delivery. The current version is Incoterms 2000.
《国际贸易术语讲解通则2000》
20世纪20年代，商大家开发了一套用于说明他们在货物销售和运输中权利和义务的贸易术语。这类贸易术语由代表冗长合同条约的简短缩写构成。不幸的是，这类术语在不一样的国家没赞同的讲解，因此，在跨国境贸易中，常常出现误解。
为了对国际贸易的这一范围进行改进，设在巴黎的国际商会（ICC）开发了一套用于讲解确定国交仪中交易双方成本、风险和责任的统一规则国际贸易术语讲解通则。该通则初版于1936，按期进行修订以反映运输和单据出货方法的变化。现行的版本为《国际贸易术语讲解通则2000》。
Use of Incoterms
Incoterms are not implied into contracts for the sale of goods. If you desire to use Incoterms, you must specifically include them in your contract. Further, your contract should expressly refer to the rules of interpretation as defined in the latest revision of Incoterms, for example, Incoterms 2000, and you should ensure the proper application of the terms by additional contract provisions. Also, Incoterms are not laws. In case of a dispute, courts and arbitrators will look at: 1) the sales contract, 2) who has possession of the goods, and 3) what payment, if any, has been made. See International Contracts, also by World Trade Press.
《国际贸易术语讲解通则》的用法
国际贸易术语讲解通则并不是暗含在货物销售合同中。假如想使用国际贸易术语讲解通则，需要特地将它写进合同中。而且合同应该明确援引国际贸易术语讲解通则的最新修订本，如《国际贸易术语讲解通则2000》中确定的讲解规则。除此之外，还应该通过附加的合同条约确保这类术语的正确应用。而且，国际贸易术语讲解通则不是法律。当出现纠纷时，法院和仲裁机构将考察：（1）销售合同；（2）哪个拥有货物；（3）假如有些话，进行了什么支付。参见世界贸易出版社出版的《国际贸易》一书。
Illustrated5 Guide to Incoterms
This guide was designed to give a graphic6 representation of the buyers and sellers risks and cosplayts under each Incoterm. The material on each facing page gives a summary of seller and buyer responsibilities.
《国际贸易术语讲解通则》图形解析指南
本指南旨在给出每一个贸易术语下交易双方风险和成本的图形解析说明。每页上的材料概括了交易双方的责任。
原书内容有图形解析说明，但因为文档制作和平台结构问题，省略图形解析，稍微影响对内容的深入理解，但不会导致大的妨碍[魂之利刃注]。#p#
Organization of Incoterms
Incoterms are grouped into four categories:
1. The E term The only term where the seller/exporter makes the goods available at his or her own premises7 to the buyer/importer.
2. The F terms Terms where the seller/ exporter is responsible to deliver the goods to a carrier named by the buyer.
3. The C terms Terms where the seller/exporter/manufacturer is responsible for contracting and paying for carriage of the goods, but not responsible for additional cosplayts or risk of loss or damages to the goods once they have been shipped. C terms evidence shipment contracts.
4. The D terms Terms whrer the seller/exporter/manufacturer is responsible for all cosplayts and risks associated with bringing the goods to the place of destination. D terms evidence arrival contracts.
国际贸易术语讲解通则的结构
国际贸易术语讲解通则分为四大种类：
1． E组术语（EXW） 唯一的卖方/出口商在其场合将货物出货买方/进口商的术语。
2． F组术语（FCA、FAS、和 FOB）卖方/出口商负责将货物出货买方指定承运人的术语。
3． C组术语（CFR、CIF、CPT和 CIP）卖方/出口商/制造商负责订立运输合同并支付运费，但不负责装船后的额外成本、损失风险和货物损毁。C组术语用于表明装运（而不是到达）合同。
4． D组术语（DAF、DES、DEQ、DDU、和DDP）卖方/出口商/制造商负责将货物运抵目的地的所有成本和风险。C组术语用于表明到达合同。
Mode of transport
Not all Incoterms are appropriate for all modes of transport. Some terms were designed with sea vessels8 in mind while others were designed to be applicable to all modes. The following table set out which terms appropriate for each mode of transport.
运输方法
不是所有些国际贸易是都合适所有些运输方法。某些术语在设计时就是筹备用于海轮运输，而有的术语设计时是筹备用于所有运输方法。下表列出了每种运输方法适用的贸易术语[略]。
Helpful Definitions
Pre-carriage The initial transport of goods from the sellers premises to the mail port of shipment. Usually by truck, rail or on inland waterways.
前程运输 从卖方地址到主装运港的刚开始运输。一般通过卡车、铁路或内河水路进行运输。
Main carriage The primary transport of goods, generally for the longest part of the journey and generally from on country to another. Usually by sea vessel9 or by airplane, but can be by truck or rail as well.
主运输 主要的货物运输，一般航程最长，而且一般是从一个国家到另一个国家。通常通过海轮或飞机进行运输，也可以通过卡车或铁路进行运输。
On-carriage Transport from the port of arrival in the country of destination to the buyers premises. Usually by truck, rail or inland waterways.
转运输 从目的国的到达港到卖方地址的运输。一般通过卡车、铁路或内河水路进行运输。
Notes on Incoterms#p#
国际贸易术语讲解通则的注解
1. Underlying10 Contract Incoterms were designed to be used within the context of a written contract for the sale of goods. Incoterms, therefore, refer to the contract of sale, rather than the contract of carriage of the goods. Buyers and sellers should specify11 that their contract be governed by Incoterms 2000.
1． 管辖合同 国际贸易术语讲解通则在设计上是用于书面的货物销售合同的。所以，国际贸易术语讲解通则援引销售合同而非货物运输合同。交易双方应该明确他们的合同受《国际贸易术语讲解通则2000》管辖。
2. EXW and FCA If you buy Ex Works or Free Carrier you will need to arrange for the contract of carriage. Also, since the shipper will not receive a bill of lading, using a letter of credit requiring a bill of lading will not be possible.
2． EXW和FCA 假如你以EXW或FCA购买产品，你需要商定运输合同。而且，因为托运人不同意提单，用需要提供提单的信用证是不可能的。
3. EDI: Electric Data Interchange It is increasingly common for seller to prepare and transmit documents electronically. Incoterms provides for EDI so long as buyers and sellers agree on their use in the sales contract.
3． 电子数据交换 卖方使用电子方法填写和传递文件已经变得愈加常见。国际贸易术语讲解通则对电子数据交换已经作出了规定，只须交易双方在销售合同中赞同使用即可。
4. Insurable Interest Note that in many cases either the buyer or the seller is not obligated to provide insurance. In a number of cases neither party is obligated to provide insurance. However, both the seller and buyer should be aware that they may have insurable interest in the goods and prudence12 dictates13 purchase of insurance coverage14.
4． 可保利益 注意，在多数状况下，不是买方就是卖方没办理保险的义务。在很多状况下，任何一方都没办理保险的义务。然而交易双方应该了解，他们在货物上有可保利益存在，基于小心原则要购买保险。
5. Customs of the Port or Trade Incoterms are an attempt to standardize15 trade terms for all nations and all trades. However, different ports and different trades have their own customs and practices. It is best if specific customs and practices are specified16 in the sale contract.
5． 港口或行业习惯 国际贸易术语讲解通则试图对所有国家和所有行业的贸易术语实行标准化。然而不一样的港口和不一样的行业都有它们我们的习惯和做法。最好在销售合同中明确这类具体的习惯和做法
6. Precise Point of Delivery In some cases it may not be possible for the buyer to name the precise point of delivery at contract. However, if the buyer does not do so in a timely manner, it may give the seller the option to make delivery within a range of places that is within the terms of the contract. For example, the original terms of sale may state CFR Port of Rotterdam. The Port of Rotterdam is huge an the buyer may find that a particular point within the port is best and should so state in the sales contract and in the trade term. Also, since the buyer becomes liable for the goods once they arrive, he or she may be responsible for unloading, storage and other charges once the goods have been made available at the place named.
6． 准确的交货地址 在某些状况下，需要买方在合同中指定准确的交货地址是不可能的。但，假如买方不准时指定准确交货地址，卖方就有权在合同条约规定范围内的多个地址交货。比如，原销售条约可能规定CFR鹿特丹港。鹿特丹港非常大，而且买方或许会发现，该港口某特定地址是最好的，那样就应该在销售合同和贸易条件中加以说明。而且，因为一旦货物到达，买方就应付货物负责。一旦货物在指定地址出货将来，他或她可能要负责卸货、仓储和其他成本。
7. Export and import Customs Clearance17 It is usually desirable that export customs formalities be handled by the seller and import customs formalities be handled by the buyer. However, some trade terms require that the buyer handle export formalities and others require that the seller handle import formalities. In each case the buyer and seller will have to assume risk from export and import restrictions18 and prohibitions19. In some cases foreign exporters may not be able to obtain import licenses20 in the country of import. This should be researched before accepting final terms.
7． 出口和进口清关 出口海关手续有卖方办理，进口海关手续由买方办理是最佳的。然而，某些贸易术语需要买方办理出口手续，另外一些术语需要卖方办理进口手续。在每种状况下，买方和卖方将不能不承担来自进出口限制和禁令的风险。在某些状况下，外国出口商可能没办法从进口国获得进口许可证。在同意最后的条件之前，应该对这一点进行研究。
8. Added Wording It is possible, and in many cases desirable, that the seller and buyer agree to additional wording to an Incoterm. For example, if the seller agrees to DDP terms, agreeing to pay for customs formalities and import duties, but not for VAT21 the term DDP VAT Unpaid may be used.
8． 附加措辞 交易双方大概赞同在国际贸易术语上附加一些措辞，这在很多状况下是比较理想的。比如，假如卖方赞同使用DDP条件，赞同支付海关手续费和进口关税，但不支付增值税，就能用DDP增值税未付条件。
9. Packing It is the responsibility of the seller to provide packaging unless the goods shipped are customarily shipped in bulk . In most situations it is best if the buyer and seller agree in the sales contract on the type and extent of packing required. However, it may not be possible to know beforehand the type or duration of transport. As a result, it is the responsibility of the seller to provide for safe and appropriate packaging, but only to the extent that the buyer has made the circumstances of the transport known to the seller beforehand.
If the seller is responsible for packing goods in an ocean or air freight container it is also his responsibility to pack the container properly to withstand shipment.
10. Inspection22 These are several issues related to inspections23: a) the seller is responsible for cosplayts of inspection to make certain the quantity and quality of the shipment is in conformity24 with the sales contract, b) pre-shipment inspections as required by the export authority are the responsibility of the party responsible for export formalities, c) import inspections as required by the import authority are the responsibility of the party responsible for import formalities, and d) third-party inspections for independent verification of quality and quantity are generally the responsibility of the buyer. The buyer may require such and inspection and inspection document as a condition of payment.
10． 检验 下面是与检验有关的几个问题：（a）卖方负责确定发送货物与销售合同规定的水平和数目一致的检验成本；（b）出口国当局规定的装船前检验由办理出口手续的一方当事人负责；（c）进口国当局规定的进口检验由办理进口手续的一方当事人负责；（d）为独立地确定水平和数目的第三方检验（假如需要的话）一般由买方负责。买方可能需要把此类检验和检验证书作为付款的条件。
11. Passing of Risks and cosplayts The general rule is that risks and cosplayts pass from the seller to the buyer once the seller has delivered the goods to the point and place named in the trade term.
11． 风险和成本的转移 一般的规则是，风险和成本自卖方将货物出货到贸易条件指定地址是从卖方转移给买方。
