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1、外销员资格考试重要考点 一、国际货物买卖适用的法律与惯例 INCOTERMS 2002，International Rules for the Interpretation of Trade Terms《2000年国际贸易术语解释通则》 URC 522，Uniform Rules for Collection《托收统一规则522》 UCP 500，Uniform Customs and Practice for Commercial Documentary Credits 500《跟单信用证统一惯例》 Warsaw-Oxford Rules 1932《1932年华沙一
2、牛津规则》 Revised American Foreign Trade Definitions 1941《1941年美国对外贸易定义修订本》 二、价格术语 EXW(ex works)工厂交货 FCA(free carrier)货交承运人 FAS(free alongside ship)装运港船边交货 FOB(free on board)装运港船上交货 CFR(cost and freight)成本加运费 CIF(cost，insurance and freight)成本加保险费、运费 CPT(carriage paid to)运费付至
3、CIP(carriage and insurance to)运费、保险费付至 DAF(delivered at frontier)边境交货 DES(delivered ex ship)目的港船上交货 DEQ(delivered ex quay)目的港码头交货 DDU(delivered duty unpaid)未完税交货 DDP(delivered duty paid)完税后交货 FOB liner terms FOB班轮条件 FOB under tackle FOB吊钩下交货 FOB stowed FOB理舱费在内 FOB trimmed
4、 FOB平舱费在内 FOBST(FOB stowed and trimmed) FOB包括理舱费和平舱费在内的各项装船费用 CFR liner terms CFR班轮条件 CFR landed CFR卸至码头 CFR ex tackle CFR吊钩下交货 CFR ex ship's hold CFR舱底交货 CIF liner terms CIF班轮条件 CIF landed CIF卸至码头 CIF ex tackle CIF吊钩下交货 CIF ex ship's hold CIF舱底交货 the seller's obligatio
5、ns卖方义务 三、货物的品名、质量、数量与包装 name of commodity 品名 quality 0f goods品质 condition合同要件 actual quality实际品质 sample样品 sale by sample凭样品买卖 quality as per seller's sample品质以卖方样品为准 buyer's sample买方样品 counter sample对等样品 confirming sample确认样品 for reference only仅供参考 colour sample色
6、样 pattern sample款式样 quality shall be about equal to the sample 品质与样品大致相同 quality shall be nearly same as the sample品质与样品近似 specification of goods商品规格 sale by specification凭规格买卖 FAQ，fair average quality 良好平均品质 sale by descriptions and illustrations凭说明书和图样买卖 trade mark商标 sop
7、histicated market精致市场 name of origin产地名称 quality tolerance 品质公差 weigh重量 metric ton公吨 long ton长吨 short ton短吨 kilogram公斤 gram克 ounce盎司 number数量 piece件 pair双 set套 dozen打 roll卷 ream令 gross罗 bag袋 bale包 length长度 meter米 foot英尺 yard码 ar
8、ea面积 square foot平方英尺 volume体积 cubic yard立方码 capacity容积 bushel蒲式耳 litre升 gallon加仑 the metric system公制 the british system英制 the U.S.system美制 SI，the international system of units国际单位制 gross weight毛重 net weight净重 gross for net以毛作净 actual tare实际皮重 real tare
9、实际皮重 average tare平均皮重 customary tare 习惯皮重 computed tare 约定皮重 conditioned weight公量 theoretical weight理论重量 legal weight法定重量 net net weight实物净重 about大约 circa近似 approximate左右 nude pack裸装 in bulk散装 full packed全部包装 part packed局部包装 shipping mark运输标志，唛头 indica
10、tive mark指示性标志 warning mark警告性标志 UCC，Universal Code Council统一编码委员会 UPC，Universal Product Code统一产品编码 European Article Number Association欧洲物品编码协会 EAN，European Article Number欧洲物品编码 neutral pacing中性包装 seaworthy packing海运包装 inquiry询盘 offer发盘 counter offer还盘 acceptance接受
11、五、货物的保险 general average共同海损 particular average单独海损 CIC，china insurance clauses中国保险条款 FPA，free from particular average平安险 WA，with average水渍险 WPA，with particular average水渍险 all risks一切险 warehouse to warehouse clauses仓至仓条款 ICC，Institute Cargo Clauses协会货物保险条款 ICC(A)协会货物条款(A
12、) ICC(B)协会货物条款(B) ICC(C)协会货物条款(C) Institute War Clauses协会战争险条款 Institute Strikes Clauses协会罢工险条款 Malicious Damage Clauses恶意损害险条款 overland transportation risks陆运险 overland transportation all risks陆运一切险 air transportation risks航空运输险 air transportation all risks航空运输一切险 parc
13、el post risks邮包险 parcel post all risks邮包一切险 insurance policy保险单 insured被保险人 premium保险费 六、货物的价格 of account计价货币 money of payment支付货币 commission佣金 discount折扣 allowance 折扣 quantity discount数量折扣 special discount特别折扣 turnover bonus年终回扣 七、货款的收付 bill of exchange汇票
14、 draft汇票 promissory note本票 cheque 支票 check支票 drawee受票人 payer付款人 payee受款人 banker's draft银行汇票 commercial draft商业汇票 clean bill光票 documentary bill跟单汇票 sight draft即期汇票 time draft远期汇票 usance draft远期汇票 at×× days after sight见票后××天付款 at××days after date出票后××天付款
15、 at ×× days after date of B/L提单签发日后××天付款 fixed date指定日付款 issue出票 pay to the order of付给指定人 pay to bearer付给持票人 presentation提示 acceptance承兑 endorsement 背书 negotiable instrument流通工具 endorsee被背书人 dishonour拒付 dishonour by non-acceptance拒绝承兑 protest拒付证书 right of recou
16、rse追索权 notary public法定公证人 remittance汇付 collection托收 beneficiary收款人 remitter汇款人 remitting bank汇出行，托收银行 collecting bank代收银行 presenting bank提示银行 paying bank汇人行 M/T，mail transfer信汇 T/T，telegraphic transfer 电汇 remittance by banker's demand draft票汇 open account trans
17、action赊账业务 financial documents金融单据 commercial documents商业单据 principal委托人 clean collection光票托收 documentary collection跟单托收 D/P，document against payment付款交单 D/A，document against acceptance承兑交单 D/P at sight即期付款交单 D/P after sight远期付款交单 trust receipt信托收据 IVC，letter of cred
18、it信用证 applicant开证申请人 opening bank开证行 issuing bank开证行 advising bank通知行 notifying bank通知行 negotiating bank议付行 paying bank付款银行 drawee bank付款银行 confirming bank保兑银行 reimbursement bank偿付银行 reimbursement agent偿付代理人 transferee受让人 to open by airmail信开本 to open by cable
19、电开本 brief cable简电本 full cable全电本 full details to follow详情后告 SWIFT.Society for Worldwide Interbank Financial Telecommunication全球银行金融电讯协会 undertaking clause承诺条款 documentary credit跟单信用证 clean credit光票信用证 irrevocable L/C不可撤销信用证 confirmed L/C保兑信用证 sight payment credit即期付款信用证
20、 deferred payment credit延期付款信用证 acceptance credit承兑信用证 negotiatiorl credit议付信用证 open negotiation credit公开议付信用证 freely negotiation credit公开议付信用证 restricted negotiation credit限制议付信用证 transferable credit可转让信用证 divisible credit可分割信用证 fractionable credit可分开信用证 assignable cre
21、dit可让渡信用证 transmissible credit可转移信用证 revolving credit循环信用证 reciprocal credit对开信用证 back to back credit对背信用证 anticipatory L/C预支信用证 standby L/C备用信用证 commercial Paper L/C商业票据信用证 guarantee L/C担保信用证 L/G，letter of guarantee保函 demand guarantee见索即付保函 unconditional L/G无条件保函
22、 guarantor担保人 counter guarantor反担保人 performance guarantee履约保函 repayment guarantee还款保函 八、商检 commodity inspection商检 shipping quality and wei曲t装运港检验，即离岸品质和离岸重量 landed quality and wei曲t 目的港检验，即到岸品质和到岸重量 shipping weight and landed quality离岸重量和到岸品质检验 authentic surveyor公证行 sworn
23、 measurer宣誓衡量人 FDA美国食品药物管理局 Underwriter's Laboratory担保人实验室 Lloyd's Surveyor劳氏公证行 SGS.Societe Generale de Surveillance S.A. 瑞士日内瓦通用鉴定公司 inspection certificate商检证书 inspection certificate of quality品质检验证书 inspection certificate of quantity数量检验证书 inspection certificate of weight重
24、量检验证书 inspection certificate of value价值检验证书 inspection certificate of origin产地检验证书 sanitary inspection certificate卫生检验证书 veterinary inspection certificate兽医检验证书 disinfection inspection certificate消毒检验证书 inspection certificate on damaged cargo验残检验证书 ISO.the Intemational Organizat
25、ion for Standardazation国际标准化组织 九、索赔 discrepancy and claim clause异议与索赔条款 penalty clause罚金条款 force majeure不可抗力 frustration of contract合同落空 arbitration仲裁 Convention on the Recognition and Enforcement of Foreign Arbitral Award《承认与执行外国 仲裁裁决公约》，简称《1958年纽约公约》 cargo manifest载货清单 .
26、 international factoring国际保理 factor保理商 Convention on International Factoring国际保理公约 import factor进口保理商 c.c.V.O.，Combined Certificate of Value and Origin估价和原产地联合证明书 certified invoice证实发票 receipt invoice(货款)收妥发票 consular invoice领事发票 GSP，Generalized System of Preferences普惠制 p
27、acking list装箱单 weight memo重量单 short delivery短交 short unloaded短卸 10st in transit短失 tally list理货单 marine protest海难报告 breach of contract违约 十、贸易方式 distribution经销 distributor经销商 sole distribution独家经销 exclusive sMes包销 agency代理 agent代理人 principal本人 general agen
28、t总代理 sole agent独家代理 exclusive agent独家代理 commission agent佣金代理 consignment寄售 consignor寄售人 consignee代销人 fairs and sales展卖 international fair国际博览会 Chinese Export Commodities Fair 中国出口商品交易会 Guangzhou Trade Fair广州交易会 invitation to tender招标 submission of tender投标 auct
29、ion拍卖 auctioneer拍卖人 bidder竞买人 Dutch auction荷兰式拍卖 sealed bids密封递价拍卖 closed bids密封递价拍卖 brokerage经纪费 futures trading期货交易 CBOT芝加哥商品交易所 CME芝加哥商业交易所 COMEX纽约商品交易所 NYMEX纽约商业交易所 LME伦敦金属交易所 futures market期货市场 futures exchanges期货交易所 spot现货 to-arrive contract “到货”
30、合同 forward contract远期交货合同 FCM，futures commission merchant期货佣金商 clearing house 清算所 margin system保证金制度，押金制度 initial margin初始保证金 original margin初始保证金 variation margin追加保证金 call margin追加保证金 marking to the market逐日盯市 hedger套期保值者 hedging套期保值，海琴 speculator投机者 selling
31、hedge卖期保值 buying hedge买期保值 basis trading基差交易 ex-pit trade场外交易 ex-change for physicals期货换现货 ex-change for actuals期货换现货 counter trade对销贸易 barter trade易货贸易 compensation trade补偿贸易 counter purchase反购，互购 switch trade转手贸易 offset抵销 十一、电子商务 IT，information technology信息技术
32、 internet国际互联网 VANs，value-added networks增值网络 BBSs，bulletin board systems电子公告牌 online services企业在线服务 B2B，business-to-business商业机构对商业机构 B2C，business-to-consumer商业机构对消费者 B2A，business-to-administrations商业机构对行政机构 C2A，consumer-to-administrations消费者对行政机构 electronic marketplace电子虚拟市场 digital economy数字化经济 model law on electronic commerce电子商务示范法 tlle buyer's obligations买方义务
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