Chapter 2 Name,Quality,Quantity
and Packing
Learning Objectives
? 1.To understand the importance of clauses of
quality,quantity,packing and price in a sales
contract
? 2.To learn the methods of expressing the quality of
goods in a sales contract
? 3.To learn different weight calculation methods
? 4.To learn the marks on transport packing
? 5.To understand cost accounting methods in export
1.Name of Commodity
? To some products,we should be cautious in selecting
suitable names,either reducing customs duties,or
saving freight.
? While negotiations were underway in Geneva in 1947
to set up the original GATT,discussions were also
being held in Western Europe to establish a customs
union,For political reasons,this early attempt to put
together a customs union failed,but the participants
agreed to take advantage of the accords that had been
reached to establish a standardized system (or
“nomenclature”)for classifying goods for the purpose of
imposing customs duties.
2.Quality of Commodity
? Quality is the most important factor in the sale of
goods,According to UN Convention,the seller
must deliver the goods as required by the contract,
Otherwise,the buyer may claim damages,require
delivery of substitute goods,or require the seller to
remedy,or even reject the goods and cancel the
contract.
2.1 Sale by actual quality
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2.2 Sale by sample
? Sale by seller?s sample
? Sale by buyer?s sample
? (1) Counter sample:
? (2)Sealed sample:
? (3)Safeguard clauses:
? (4)Reference sample:
★★
2.3 Sale by description
? (1)Sale by specification
? (2)Sale by grade
? (3)Sale by standard
? (4)Sale by trade mark and brand
? (5)Sale by name of origin
? (6)Sale by descriptions and illustrations
(1) Sale by specifications
? Some induces such as chemical composition,
contents,length,sizes,etc,can reflect the quality of
the goods sufficiently,Describing quality by
specification is simple as well as accurate,That?s
why it is most widely used.
? e.g,Printed Shirting,Jumping Fish”
Yarn counts 30x36
No,of threads/inch 72X69
Width (inch) 35/36”
? Some products can be divided into different grades based on different
specification.
e.g,Fresh Hen Eggs,shell light brown and clean,even in size
Grade AA,60~65gm per egg
Grade A,55~60gm per egg
Grade B,50~55gm per egg
Grade C,45~50gm per egg
Grade D,40 ~ 45 gm per egg
Grade E,35~40gm per egg
? 例如，蛋壳成浅棕色、清洁，品质新鲜，大小均匀
特级 每枚蛋净重 60-65克
超级 每枚蛋净重 55-60克
大级 每枚蛋净重 50-55克
一级 每枚蛋净重 45-50克
二级 每枚蛋净重 40-45克
三级 每枚蛋净重 35-40克
(2) Sale by grade
(3) Sale by Standard
? Standards are formulated either by government or commercial
organizations.Some of them are national,others are
international,Many countries have their own standards,for
example,BS in Britain,ANSI in the USA and JIS in Japan,
The typical international standard is ISO standard,When sale
is made by standard,it is important to mark the publication
year of the standard.
? e.g,Rifampicin B.P,1993 (Note:B.P,refers to British
Pharmacopoeia)
? 例 1，利福平（甲哌利福霉素）英国药典 1993版
? 2)Female Mink Overcoat Full Let Out Made
Chinese Standard Body length 120x115cm
? 例 2，母水貂皮串刀长大衣 中国标准 胸围身长 120X115cm
F.A.Q (Fair Average Quality)
? eg.Chinese Tung Oil
? F.A.Q,F.F.A,4% max.
? 例如,中国桐油
? 良好平均品质，游离脂肪酸不超过 4%。
G.M.Q.(Good Merchantable
Quality)
? Raw materials like metals,and some items of produce,such as
cotton,vegetable oils and wheat,can be accurately graded,and
the grades remain the same,years in and years out.These
commodities can thus be bought and sold under a standard
specification and according to standard contract terms
developed by the commodity exchanges.There are many such
standard specifications in the produce trade,such as Middling
Cotton and First Pressing Castor Oil（蓖麻油）,in other
commodities there are terms like G.O.B,or Good Ordinary
Brand,F.A.Q,or Fair Average Quality,and G.M.Q,or Good
Merchantable Quality.
? To the importer or exporter these terms have exact meanings,
established by associations of dealers,perhaps over several
hundred years of trading,
(4) Sale by trade mark and brand
? Some products may have been sold in the market for many
years and enjoy high popularity,Their quality can be
represented by their trade marks and brands,such as Coca
Cola,White Rabbit Creamy Candy,
? However,some well-known brand products cannot be traded
only by their marks and/or brands,owing to their varieties and
complexities.Take SONY as an example,there are Sony
television,Sony walkman,Sony DVD,and so on,In this case,
detailed quality induces or technical descriptions must be
clearly stated.
? e.g.1 mailing Brand Worcestershire Sauce (梅林牌辣酱油）
? e.g.2 Finger Citron Brand Ve Tsin (Gourment Powder)
90%&up(佛手牌味精 90度以上）
(5) Sale by name of origin
? This method is limited only for native products with
traditional arts or special local flavor.It is usually
used together with brands or specifications,
? e.g,France Perfume,German Beer
? e.g,Shichuan Preserved Vegetable,China Plum
Wine,Shaoxing Hua Tiao Chiew
(6) Sale by descriptions and
illustrations
? Some products like machinery,instruments,equipments,and
transportation tools are complicated in structure, It is
difficult to describe the full aspects of their quality,thus sale
by descriptions and illustrations is applicable,In the
contract,the clause of quality contains not only the name of
commodity,the brand but also the instructions to illustrate
the structure and functions of the product,Clauses like
“quality and technical data to be strictly in conformity with
the description submitted by the seller” are to be stipulated.
2.4 Quality clause in contract
? In quality clause,the name and specification,
grade,or the serial number and data of the
sample,etc,should be clearly stated, We may
use description or sample separately or together
to describe quality,depending on the product
features.
2） Ways of stipulation
? A、规定范围,漂布，幅宽 35/36英寸。
? B、规定极限,Maximum,minimum,Rice，
long shaped
? C、规定上下差异,Grey Duck Feather,Down
content18%,1% more or less.
? D、品质增减价的规定：
4.Quality Clause in Contract
? We may stipulate in the contract some flexible
quality range as follows:
(1) When sale is made by sample,sometimes it is not
easy for the goods shipped to be in complete
conformity with the sample,or we are not quite
sure of the quality,In this case,clauses like,the
quality of the goods shipped to be about equal to
the sample”may be stipulated.
eg.1 Sample NT002 Plush Toy Bear Size 24”
? eg.2Bright Brand Infant Milk Powder
(2) Flexible Qulity Range for Some
Primary Products
? ① Range:
? e.g,Yarn-dyed Ginghan Width 41/42?
例 1，色纸条格布 宽度 41/42?
? e.g,Printed Shirting,Jumping Fish”
Yarn counts 30x36
No,of threads/inch 72X69
Width (inch) 35/36”
? 例 2，跳鲤花布 纱织
密度（每英寸）
幅阔（英寸）
(2) Flexible quality range for some
primary products
? ② Allowing more or less,(规定上下差异）
? eg.1 Sodium Citrate
Specifications:
1) In conformity with B.P.1980
2)Purity:Not less than 99%
? 例 1，柠檬酸钠 规格：
1）符合 1980年版的英国药典标准。
2）纯度，不低于 90%。
? e.g.2 Grey Duck Feather,Down content18%,allowing 1%
more or less.
? 例 2，灰鸭毛,含绒量 18%,允许上下 1%.
(2) Flexible quality range for some
primary products
? ③ Quality tolerance (质量公差）
? e.g,China Sesame seed
? Moisture (max)8%;Admixture(max)2%;Oil Content(wet
basis ethyl ether extract)52% basis, Should the oil content
of the goods actually shipped be 1% higher or lower,the
price will be accordingly increased or decreased by 1%,and
any fraction will be proportionally calculated.
? 中国芝麻 水分 (最高） 8%；杂质（最高）；含油量（湿
态、乙醚浸出物）以 52%为基础。如实际装运货物的含
油量高或低 1%，价格应相应增减 1%，不足整数部分，
按比例计算。
Section 2 Quantity of Commodity
? 1.The system of weights and measures
? (1) Metric system
? (2) International system
? (3) British system
? (4) U.S,system
(1) Metric system
? Primary units under this system are kilogram(kg.),
meter(m.),square meter (sq.m.)
and litre (l.),Some other derived units are metric ton
(M/T),kilometer (km.) and so on.
This system is widely used by European continent
and many other countries.
(2) International system
? This system is published by international
standard metrical organization,and is based
on the metric system,Its primary units
include kilogram,meter,second,and so on,
This is China?s legal metrical system.
(3) British system
? Under this system,primary units are pound
and yard,It is adopted by the British
Commonwealth, However,announcement of
abandoning this system has been made by
Britain since it has been a member of EU,It
now adopts the metric system.
(4) U.S,system
? Primary units are the same as the British system,i.e,
pound and yard,But there are differences in some
derived units,For example,while the British
system?s long ton,L/T equals to 2000 pounds,
Besides,some capacity units like gallon and bushel
are of the same names under the Britain system and
the U.S,system,but the actual capacities are
different.
2.Metrical units
? There are two categories of metric units which are
used to show the quantity of commodity in
international trade,One is metrical units,including
weight,length,area,volume and capacity; the other
is numbers,including some customary units such as
dozen,gross,great gross,ream,and some packing
units like barrel( petroleum,oil),bale(cotton),etc.
3,Calculation of Weight
? (1)Net weight
? (2)Conditioned weight
? (3)Theoretical weight
? (4) Gross weight
(1) By Net weight
? Net weight means the weight of the product itself,
According to international rules and
practices,weight is calculated by net weight unless
otherwise stated in the contract.
? There are four ways to calculate tare:
(1) Net weight
? a,Real tare.
? b,Average tare.
? c.Customary tare.
? d.Computed tare
a,Real tare.
? The package is actually weighed,i.e,The
actual weight of packages of the whole
commodities.
b,Average Tare.
? When the packages are in the same sizes,we may
select some of them to weigh in balance,
and calculate the average weight.
i.e,In this way,the weight of packages is calculated
on the basis of average tare of a part of the
packages.
c,Customary Tare.
? This is suitable for standardized package,
The weight of the package is known to
everyone and it is unnecessary to weigh.
d,Computed Tare
? The weight of the package is agreed upon by
both sides.
(2) Conditioned Weight
? Some products like wool,cotton,raw silk have
unstable moisture contents,In order to determined
weight is used,Conditioned weight equals to dry
weight plus standard moisture content.
(3)Theoretical Weight
? Some products are of uniform sizes and /or
specifications,so the weight of each unit is
almost the same,We can get the total weight
by multiplying the total number and the
weight of each unit.
4.Quantity clause in contract
? 1.The importance of quantity clause
? 2,More or less clause
1.The importance of quantity
clause
? The quantity of commodity is major indispensable clause in
a contract,The CISG states that the seller must deliver
goods which are of the quantity required by the contract,If
the seller delivers a quantity of goods greater than that
provided for in the contract,the buyer may take delivery or
refuse to take delivery of the excess quantity,he must pay
for it at the contract rate,If the quantity of goods delivered is
less than that provided for in the contract,the seller must
replenish the goods within the stipulated time of delivery,
and without causing unreasonable losses to the buyer and the
buyer reserves the right of claiming damages,Therefore it is
very important for both sides to stipulate the quantity clauses
correctly,
2.More or less clause
? In practice,it is sometimes hard to control strictly
the quantity of some bulk cargoes like farm
products,mineral products,Besides,owing to
changes to supplies and limitation to processing
conditions,the actual quantity may be somewhat
more or less than the contracted quantity,Under
such circumstances,more or less clause is usually
stipulated in the contract so that the seller can fulfill
the contract more smoothly,The more or less clause
which stipulates that the quantity……..
? e.g,5000 M/T,with 5% more or less at
seller?s option.
?At carrier?s option or at ship?s option.
Exercises
? Text Book in English version.
Section 3 Packing
? 3.1 Types of transport packing
? 3.2 Marks on transport packing
3.1 Types of transport packing
? (1)Unit packing:The goods are packed in unit,
The common unit packing are as following:
a,Bale:
b,Bag:
c,Barrel/drum:
d,Box/case:
e,Glass container:
f,Carton:
g,Crate/Skeleton case:
(2) Unionization/combined Packing
? When we put the individual packing together and
place them into a large container,it is called
unionization packing or combined packing,Pallet,
flexible container and container all are combined
packing,The combined packing has such
advantages as to protect goods effectively,improve
efficiency,and to save packing costs as well as
freight.
4.Marks on transport packing
? 4.1 Shipping mark
? 4.2 Indicative mark
? 4.3 Warning mark
? 4.4 Weight and volume mark
? 4.5 Origin mark
4.1 Shipping mark
? Shipping mark facilitates the identification and count of the
goods in the process of loading and unloading,shipping and
storing,Shipping marks are usually composed of numbers,
alpahbets,and simple words.
? The UN has recommended a type of standard shipping mark
to all countries,which cover four parts:
? (1)reference number;
? (2)the English abbreviation of the receiver;
? (3)destination
? (4)serial number
4.1 Shipping mark
? e.g,ABCCO (reference number)
SC9750 (the English abbreviation of the receiver)
LONDON (destination)
No,4-20 (serial number)
? Shipping mark is usually indicated in export
documents like invoices,bill of lading,and
insurance policy.
4.2 Indicative mark
? It is a caution mark,which reminds people of
carefulness in handling or carrying goods,It
is composed of graphs and words,such as
HANDLE WITH CARE,THIS WAY
UP,KEEP DRY,USE NO HOOK.
4.3 Warning mark
? It is also called dangerous mark and is used
to indicate explosive,poisonous,inflammable
goods,It is also composed of graphs or
pictures and words.
4.4 Weight and volume mark
? Weight such as gross weight,net weight and
volume is usually marked on the transport packing
to facilitate the arrangement of storing,loading and
unloading as well as liner space.
? N.W.,11.3KG
? G.W.,16.4KG
? MEAS,45.5x52x55.5cm
4.5 Origin mark
? The origin of the goods is the basis of customs
statistics and duties and is indicated in the
certificate of origin.But we generally mark the
origin on both the inner packing and the outer
packing
e.g,MADE IN CHINA
5.1 Neutral packing
? Neutral packing is a special type of packing,which
means the origin of the product is not shown on the
inner and outer packages.Chinese export products
are usually marked with words like,made in the
People?s Republic of China”,”MADE IN
CHINA”.But sometimes,at the request of the buyer,
the seller would accept neutral packing,Neutral
packing is divided into neutral packing with
designated brand and neutral packing without
designated brand.
(1) Counter sample
? When sale is made by buyer?s sample,the goods delivered
by the seller,may sometimes not be in conformity with the
buyer?s sample and thus the buyer may refuse to accept the
goods.In order to avoid disputes over the quality of goods in
the days to come,a wise seller should first send a copied
piece of product for confirmation before putting into
production.This copied product is called,counter sample”or
“confirming sample”,on which the seller?s delivery will be
based,
(2) Sealed sample
? Before sending samples or delivering the goods to
the buyer,the seller may select some samples and
seal them in the presence of the buyer or the the
third party.This sealed sample is for checking the
quality of the shipments in the future.
(3) Safeguard clauses
? When sale by buyer?s sample,to prevent disputes upon the
third party?s intellectual properties,safeguard clauses are
usually stipulated in the contract.
? e.g,It is the buyer rather than the seller who shall be
responsible for any disputes arising from the infringement of
the third party?s intellectual properties.
(4) Reference sample
? When sale is made by description,either the seller
or the buyer may send a physical sample to the
other party to let him know more clearly about the
products,This sample is often marked,for
reference only”,It is not the basis of delivery.
6.Packing Clause
? 6.1 Contents
? In contrast,we actually stipulate the packing
material and the way of packing.
? e.g,Packing,in cortons containing 30 doz.each
? eg,Packing,in wooden cases of 50 kilos each
? Ambiguous terms like,seaworthy packing” or
“customary packing” are not applicable,since
disputes may arise.
(4) Gross weight
? Gross weight is the sum of total weight of the
commodity itself and the tare (the package weight)
? For some less valued products,we may stipulate in
the contract the weight is calculated by gross
weight,This is so called gross for net,If net weight
has to be used,we must deduct the weight of
package,i.e,the weight of tare,
命名商品的方法：
1、以其主要用途命名（织布机、自行车）
2、以其所使用的主要原材料命名（棉布、玻璃杯）
3、以其主要成分命名（西洋参蜂皇浆、人参珍珠霜）
4、以其外观造型命名（绿豆、纸管）
5、以其褒义词命名（青春宝、太阳神口服液）
6、以人物名字命名（孔府家酒）
7、以制作工艺命名（精制油、二锅头烧酒）
二、品名条款的内容
? 1、内容明确、具体
? 2、使用通行的名称
? 3、选择有利于减低关税或方便进口的名称
? 4、做不到或不必要的描述性的词句，都不应列入
品名条款
三、品名条款的注意事项
出口合同规定的商品名称为, 手工制造书写纸, (Handmade
Writing Paper)，买方收到货物后，经最终用户检验发现货物部
分制造工序为机械操作，而我方提供的所有单据均表示为手工
制造，按该国法律应属,不正当表示,和,过大宣传,，遭最终用
户退货，以致使进口人蒙受巨大损失，对方要求我方赔偿。而
我方拒赔，主要理由是：
（ 1）该商品的生产工序基本上是手工操作，而且关键工序完
全采用手工；
（ 2）该交易是经买方当面先看样品成交的，并且实际货物品
质又与样品一致，因此应认为所交货物与商定的品质一致。
请分析：此笔交易争议的责任在谁?应如何处理？
案例 1
合同成交品名为 Apple wine,但实物包
装为 Cider。问直接发货会有何后果？
总结 1
案例的起因通常就是因为 合同、信用证和实物 三
者之间不一致
案例 2
Methods of the Expression of the
Quality of Goods
1、看货成交
实物 2、凭样品成交
品质表示方法 1、规格 4、商标与牌号
说明 2、等级 5、产地
3、标准 6、说明书和图纸
Quantity of Goods
? 货物的计量单位和计量方法
? 计量单位：
? 按 weight,metric ton,long ton,short ton,kg,gram,
ounce,pound…
? 按 number,piece,pair,set,coil,bale,dozen,roll,
ream,bag,case…
? 按 length,meter,foot,yard,inch,cm…
? 按 area,square meter,square foot,square yard…
? 按 volume,cubic meter,cubic foot…
? 按 capacity,bushel,liter,gallon…
?度量衡制度,the metric system,the British system,
the U,S,system,and the International System of
Units by ISO
Quantity of Goods
? 计算重量的方法
? Gross weight
? Net weight
? Gross for net
? Actual tare/real tare
? Average tare/standard tare
? Customary tare
? Computed tare
? Conditioned weight
? Theoretical weight
? Legal weight & net net weight
Quantity of Goods
? 合同的数量条款
? 明确规定合同数量：
? 成交货物的数量
? 成交货物的计量单位
? 对于远期货物，可约定确定数量的方法
? 约定合同数量条款的注意事项：
? 条款必须明确具体：
? 计量单位明确
? 明确规定数量机动幅度
? 一般不用 about,circa,approximate
Quantity of Goods
? 数量机动幅度的把握：
? 合同中没有明确规定：
? 原则上应与合同规定的数量一致
? 在 L/C下，散装货有 5%机动幅度－ UCP500第
39条 b项,
? 合同中数量前加,约,
? 合同中应明确规定,约,字代表的百分比
? L/C下，散装货有 10%的增减－ UCP500第 39条
a项,
? 明确规定幅度－溢短装条款,500 M/T 5% more
or less at seller’s position
Quantity of Goods
? 数量机动幅度大小要合适，根据货物习惯而定
? 规定幅度
? 分批装运时，各批和总量各有幅度
? 溢短装选择权
? At buyer’s position
? At seller’s position
? At shipper’s position
? 溢短装计价
? 一般情况下，在机动范围内按合同价格计算，但总
额不超过 L/C的金额
? 价格变化幅度大的商品，可在发货或货到时按国际
市场价格计价
Packing of Goods
? 商品包装
? 散装货 bulk cargo
? 裸装 nude cargo
? Pack
? 外包装 packing（运输包装）－将散件装入容器或以
特定方式包扎
? 内包装 package（销售包装）
? 运输包装
? 集合包装,container货柜，集装包
? 单件：箱，桶等。目前纸箱占了 45%，虽然其怕潮怕
压
Packing of Goods
? 包装标志－在外包装上用文字、图形、数字等制作特定的
记号和说明事项，便于识别货物，方便装卸、运输仓储、
检验和海关查验，便于收货人核定。
? Warning mark－关于易燃品、爆炸品、有毒品、具腐蚀
性或放射性货物的警示，提醒有关人员加强防护措施
? Indicative mark－对具特殊性、易碎、易损、易变质货
物，用文字或图形做出标示
? Shipping mark唛头
? 包括目的地名称 /代号；收、发货人的代号；件号、批
号；原产地、合同号、许可证号；体积，重量等。
? 标准化运输标志：收货人或买方名称的英文简写；参
考号，如运单号、订单号或发票号；目的地；件号。
不用图形，不超过 17字。
Packing of Goods
? 制唛的注意点：
? 标志要简明清晰，字迹大小适中，易于辨认，颜
色要牢固，防止褪色脱落
? 刷制标志部位要得当，每件对称部位要刷同样标
志
? 包装上不要加任何广告性宣传及图形
? 销售包装：
? 注意进口国对销售包装的规定
? 要了解进口国国情、法律、信仰宗教等
Packing of Goods
? 中性包装 neutral packing－在商品的内外包装上不体现
生产国别、地名、厂名，也不体现牌号和商标的商品包
装。
? 定牌：注明买方指定的商标或牌号。
? 无牌：既无生产国别，也无商标。
?注意事项：
?应审查外商提供的图样、文字、内容有无不妥之
处
?应在合同中规定,如发生工业产权争议，或侵权行
为应由买方负责,
－包装条款：包装材料、包装方式、包装规格、包装标志
及包装费用的承担。
THANK YOU ！
and Packing
Learning Objectives
? 1.To understand the importance of clauses of
quality,quantity,packing and price in a sales
contract
? 2.To learn the methods of expressing the quality of
goods in a sales contract
? 3.To learn different weight calculation methods
? 4.To learn the marks on transport packing
? 5.To understand cost accounting methods in export
1.Name of Commodity
? To some products,we should be cautious in selecting
suitable names,either reducing customs duties,or
saving freight.
? While negotiations were underway in Geneva in 1947
to set up the original GATT,discussions were also
being held in Western Europe to establish a customs
union,For political reasons,this early attempt to put
together a customs union failed,but the participants
agreed to take advantage of the accords that had been
reached to establish a standardized system (or
“nomenclature”)for classifying goods for the purpose of
imposing customs duties.
2.Quality of Commodity
? Quality is the most important factor in the sale of
goods,According to UN Convention,the seller
must deliver the goods as required by the contract,
Otherwise,the buyer may claim damages,require
delivery of substitute goods,or require the seller to
remedy,or even reject the goods and cancel the
contract.
2.1 Sale by actual quality
p79
2.2 Sale by sample
? Sale by seller?s sample
? Sale by buyer?s sample
? (1) Counter sample:
? (2)Sealed sample:
? (3)Safeguard clauses:
? (4)Reference sample:
★★
2.3 Sale by description
? (1)Sale by specification
? (2)Sale by grade
? (3)Sale by standard
? (4)Sale by trade mark and brand
? (5)Sale by name of origin
? (6)Sale by descriptions and illustrations
(1) Sale by specifications
? Some induces such as chemical composition,
contents,length,sizes,etc,can reflect the quality of
the goods sufficiently,Describing quality by
specification is simple as well as accurate,That?s
why it is most widely used.
? e.g,Printed Shirting,Jumping Fish”
Yarn counts 30x36
No,of threads/inch 72X69
Width (inch) 35/36”
? Some products can be divided into different grades based on different
specification.
e.g,Fresh Hen Eggs,shell light brown and clean,even in size
Grade AA,60~65gm per egg
Grade A,55~60gm per egg
Grade B,50~55gm per egg
Grade C,45~50gm per egg
Grade D,40 ~ 45 gm per egg
Grade E,35~40gm per egg
? 例如，蛋壳成浅棕色、清洁，品质新鲜，大小均匀
特级 每枚蛋净重 60-65克
超级 每枚蛋净重 55-60克
大级 每枚蛋净重 50-55克
一级 每枚蛋净重 45-50克
二级 每枚蛋净重 40-45克
三级 每枚蛋净重 35-40克
(2) Sale by grade
(3) Sale by Standard
? Standards are formulated either by government or commercial
organizations.Some of them are national,others are
international,Many countries have their own standards,for
example,BS in Britain,ANSI in the USA and JIS in Japan,
The typical international standard is ISO standard,When sale
is made by standard,it is important to mark the publication
year of the standard.
? e.g,Rifampicin B.P,1993 (Note:B.P,refers to British
Pharmacopoeia)
? 例 1，利福平（甲哌利福霉素）英国药典 1993版
? 2)Female Mink Overcoat Full Let Out Made
Chinese Standard Body length 120x115cm
? 例 2，母水貂皮串刀长大衣 中国标准 胸围身长 120X115cm
F.A.Q (Fair Average Quality)
? eg.Chinese Tung Oil
? F.A.Q,F.F.A,4% max.
? 例如,中国桐油
? 良好平均品质，游离脂肪酸不超过 4%。
G.M.Q.(Good Merchantable
Quality)
? Raw materials like metals,and some items of produce,such as
cotton,vegetable oils and wheat,can be accurately graded,and
the grades remain the same,years in and years out.These
commodities can thus be bought and sold under a standard
specification and according to standard contract terms
developed by the commodity exchanges.There are many such
standard specifications in the produce trade,such as Middling
Cotton and First Pressing Castor Oil（蓖麻油）,in other
commodities there are terms like G.O.B,or Good Ordinary
Brand,F.A.Q,or Fair Average Quality,and G.M.Q,or Good
Merchantable Quality.
? To the importer or exporter these terms have exact meanings,
established by associations of dealers,perhaps over several
hundred years of trading,
(4) Sale by trade mark and brand
? Some products may have been sold in the market for many
years and enjoy high popularity,Their quality can be
represented by their trade marks and brands,such as Coca
Cola,White Rabbit Creamy Candy,
? However,some well-known brand products cannot be traded
only by their marks and/or brands,owing to their varieties and
complexities.Take SONY as an example,there are Sony
television,Sony walkman,Sony DVD,and so on,In this case,
detailed quality induces or technical descriptions must be
clearly stated.
? e.g.1 mailing Brand Worcestershire Sauce (梅林牌辣酱油）
? e.g.2 Finger Citron Brand Ve Tsin (Gourment Powder)
90%&up(佛手牌味精 90度以上）
(5) Sale by name of origin
? This method is limited only for native products with
traditional arts or special local flavor.It is usually
used together with brands or specifications,
? e.g,France Perfume,German Beer
? e.g,Shichuan Preserved Vegetable,China Plum
Wine,Shaoxing Hua Tiao Chiew
(6) Sale by descriptions and
illustrations
? Some products like machinery,instruments,equipments,and
transportation tools are complicated in structure, It is
difficult to describe the full aspects of their quality,thus sale
by descriptions and illustrations is applicable,In the
contract,the clause of quality contains not only the name of
commodity,the brand but also the instructions to illustrate
the structure and functions of the product,Clauses like
“quality and technical data to be strictly in conformity with
the description submitted by the seller” are to be stipulated.
2.4 Quality clause in contract
? In quality clause,the name and specification,
grade,or the serial number and data of the
sample,etc,should be clearly stated, We may
use description or sample separately or together
to describe quality,depending on the product
features.
2） Ways of stipulation
? A、规定范围,漂布，幅宽 35/36英寸。
? B、规定极限,Maximum,minimum,Rice，
long shaped
? C、规定上下差异,Grey Duck Feather,Down
content18%,1% more or less.
? D、品质增减价的规定：
4.Quality Clause in Contract
? We may stipulate in the contract some flexible
quality range as follows:
(1) When sale is made by sample,sometimes it is not
easy for the goods shipped to be in complete
conformity with the sample,or we are not quite
sure of the quality,In this case,clauses like,the
quality of the goods shipped to be about equal to
the sample”may be stipulated.
eg.1 Sample NT002 Plush Toy Bear Size 24”
? eg.2Bright Brand Infant Milk Powder
(2) Flexible Qulity Range for Some
Primary Products
? ① Range:
? e.g,Yarn-dyed Ginghan Width 41/42?
例 1，色纸条格布 宽度 41/42?
? e.g,Printed Shirting,Jumping Fish”
Yarn counts 30x36
No,of threads/inch 72X69
Width (inch) 35/36”
? 例 2，跳鲤花布 纱织
密度（每英寸）
幅阔（英寸）
(2) Flexible quality range for some
primary products
? ② Allowing more or less,(规定上下差异）
? eg.1 Sodium Citrate
Specifications:
1) In conformity with B.P.1980
2)Purity:Not less than 99%
? 例 1，柠檬酸钠 规格：
1）符合 1980年版的英国药典标准。
2）纯度，不低于 90%。
? e.g.2 Grey Duck Feather,Down content18%,allowing 1%
more or less.
? 例 2，灰鸭毛,含绒量 18%,允许上下 1%.
(2) Flexible quality range for some
primary products
? ③ Quality tolerance (质量公差）
? e.g,China Sesame seed
? Moisture (max)8%;Admixture(max)2%;Oil Content(wet
basis ethyl ether extract)52% basis, Should the oil content
of the goods actually shipped be 1% higher or lower,the
price will be accordingly increased or decreased by 1%,and
any fraction will be proportionally calculated.
? 中国芝麻 水分 (最高） 8%；杂质（最高）；含油量（湿
态、乙醚浸出物）以 52%为基础。如实际装运货物的含
油量高或低 1%，价格应相应增减 1%，不足整数部分，
按比例计算。
Section 2 Quantity of Commodity
? 1.The system of weights and measures
? (1) Metric system
? (2) International system
? (3) British system
? (4) U.S,system
(1) Metric system
? Primary units under this system are kilogram(kg.),
meter(m.),square meter (sq.m.)
and litre (l.),Some other derived units are metric ton
(M/T),kilometer (km.) and so on.
This system is widely used by European continent
and many other countries.
(2) International system
? This system is published by international
standard metrical organization,and is based
on the metric system,Its primary units
include kilogram,meter,second,and so on,
This is China?s legal metrical system.
(3) British system
? Under this system,primary units are pound
and yard,It is adopted by the British
Commonwealth, However,announcement of
abandoning this system has been made by
Britain since it has been a member of EU,It
now adopts the metric system.
(4) U.S,system
? Primary units are the same as the British system,i.e,
pound and yard,But there are differences in some
derived units,For example,while the British
system?s long ton,L/T equals to 2000 pounds,
Besides,some capacity units like gallon and bushel
are of the same names under the Britain system and
the U.S,system,but the actual capacities are
different.
2.Metrical units
? There are two categories of metric units which are
used to show the quantity of commodity in
international trade,One is metrical units,including
weight,length,area,volume and capacity; the other
is numbers,including some customary units such as
dozen,gross,great gross,ream,and some packing
units like barrel( petroleum,oil),bale(cotton),etc.
3,Calculation of Weight
? (1)Net weight
? (2)Conditioned weight
? (3)Theoretical weight
? (4) Gross weight
(1) By Net weight
? Net weight means the weight of the product itself,
According to international rules and
practices,weight is calculated by net weight unless
otherwise stated in the contract.
? There are four ways to calculate tare:
(1) Net weight
? a,Real tare.
? b,Average tare.
? c.Customary tare.
? d.Computed tare
a,Real tare.
? The package is actually weighed,i.e,The
actual weight of packages of the whole
commodities.
b,Average Tare.
? When the packages are in the same sizes,we may
select some of them to weigh in balance,
and calculate the average weight.
i.e,In this way,the weight of packages is calculated
on the basis of average tare of a part of the
packages.
c,Customary Tare.
? This is suitable for standardized package,
The weight of the package is known to
everyone and it is unnecessary to weigh.
d,Computed Tare
? The weight of the package is agreed upon by
both sides.
(2) Conditioned Weight
? Some products like wool,cotton,raw silk have
unstable moisture contents,In order to determined
weight is used,Conditioned weight equals to dry
weight plus standard moisture content.
(3)Theoretical Weight
? Some products are of uniform sizes and /or
specifications,so the weight of each unit is
almost the same,We can get the total weight
by multiplying the total number and the
weight of each unit.
4.Quantity clause in contract
? 1.The importance of quantity clause
? 2,More or less clause
1.The importance of quantity
clause
? The quantity of commodity is major indispensable clause in
a contract,The CISG states that the seller must deliver
goods which are of the quantity required by the contract,If
the seller delivers a quantity of goods greater than that
provided for in the contract,the buyer may take delivery or
refuse to take delivery of the excess quantity,he must pay
for it at the contract rate,If the quantity of goods delivered is
less than that provided for in the contract,the seller must
replenish the goods within the stipulated time of delivery,
and without causing unreasonable losses to the buyer and the
buyer reserves the right of claiming damages,Therefore it is
very important for both sides to stipulate the quantity clauses
correctly,
2.More or less clause
? In practice,it is sometimes hard to control strictly
the quantity of some bulk cargoes like farm
products,mineral products,Besides,owing to
changes to supplies and limitation to processing
conditions,the actual quantity may be somewhat
more or less than the contracted quantity,Under
such circumstances,more or less clause is usually
stipulated in the contract so that the seller can fulfill
the contract more smoothly,The more or less clause
which stipulates that the quantity……..
? e.g,5000 M/T,with 5% more or less at
seller?s option.
?At carrier?s option or at ship?s option.
Exercises
? Text Book in English version.
Section 3 Packing
? 3.1 Types of transport packing
? 3.2 Marks on transport packing
3.1 Types of transport packing
? (1)Unit packing:The goods are packed in unit,
The common unit packing are as following:
a,Bale:
b,Bag:
c,Barrel/drum:
d,Box/case:
e,Glass container:
f,Carton:
g,Crate/Skeleton case:
(2) Unionization/combined Packing
? When we put the individual packing together and
place them into a large container,it is called
unionization packing or combined packing,Pallet,
flexible container and container all are combined
packing,The combined packing has such
advantages as to protect goods effectively,improve
efficiency,and to save packing costs as well as
freight.
4.Marks on transport packing
? 4.1 Shipping mark
? 4.2 Indicative mark
? 4.3 Warning mark
? 4.4 Weight and volume mark
? 4.5 Origin mark
4.1 Shipping mark
? Shipping mark facilitates the identification and count of the
goods in the process of loading and unloading,shipping and
storing,Shipping marks are usually composed of numbers,
alpahbets,and simple words.
? The UN has recommended a type of standard shipping mark
to all countries,which cover four parts:
? (1)reference number;
? (2)the English abbreviation of the receiver;
? (3)destination
? (4)serial number
4.1 Shipping mark
? e.g,ABCCO (reference number)
SC9750 (the English abbreviation of the receiver)
LONDON (destination)
No,4-20 (serial number)
? Shipping mark is usually indicated in export
documents like invoices,bill of lading,and
insurance policy.
4.2 Indicative mark
? It is a caution mark,which reminds people of
carefulness in handling or carrying goods,It
is composed of graphs and words,such as
HANDLE WITH CARE,THIS WAY
UP,KEEP DRY,USE NO HOOK.
4.3 Warning mark
? It is also called dangerous mark and is used
to indicate explosive,poisonous,inflammable
goods,It is also composed of graphs or
pictures and words.
4.4 Weight and volume mark
? Weight such as gross weight,net weight and
volume is usually marked on the transport packing
to facilitate the arrangement of storing,loading and
unloading as well as liner space.
? N.W.,11.3KG
? G.W.,16.4KG
? MEAS,45.5x52x55.5cm
4.5 Origin mark
? The origin of the goods is the basis of customs
statistics and duties and is indicated in the
certificate of origin.But we generally mark the
origin on both the inner packing and the outer
packing
e.g,MADE IN CHINA
5.1 Neutral packing
? Neutral packing is a special type of packing,which
means the origin of the product is not shown on the
inner and outer packages.Chinese export products
are usually marked with words like,made in the
People?s Republic of China”,”MADE IN
CHINA”.But sometimes,at the request of the buyer,
the seller would accept neutral packing,Neutral
packing is divided into neutral packing with
designated brand and neutral packing without
designated brand.
(1) Counter sample
? When sale is made by buyer?s sample,the goods delivered
by the seller,may sometimes not be in conformity with the
buyer?s sample and thus the buyer may refuse to accept the
goods.In order to avoid disputes over the quality of goods in
the days to come,a wise seller should first send a copied
piece of product for confirmation before putting into
production.This copied product is called,counter sample”or
“confirming sample”,on which the seller?s delivery will be
based,
(2) Sealed sample
? Before sending samples or delivering the goods to
the buyer,the seller may select some samples and
seal them in the presence of the buyer or the the
third party.This sealed sample is for checking the
quality of the shipments in the future.
(3) Safeguard clauses
? When sale by buyer?s sample,to prevent disputes upon the
third party?s intellectual properties,safeguard clauses are
usually stipulated in the contract.
? e.g,It is the buyer rather than the seller who shall be
responsible for any disputes arising from the infringement of
the third party?s intellectual properties.
(4) Reference sample
? When sale is made by description,either the seller
or the buyer may send a physical sample to the
other party to let him know more clearly about the
products,This sample is often marked,for
reference only”,It is not the basis of delivery.
6.Packing Clause
? 6.1 Contents
? In contrast,we actually stipulate the packing
material and the way of packing.
? e.g,Packing,in cortons containing 30 doz.each
? eg,Packing,in wooden cases of 50 kilos each
? Ambiguous terms like,seaworthy packing” or
“customary packing” are not applicable,since
disputes may arise.
(4) Gross weight
? Gross weight is the sum of total weight of the
commodity itself and the tare (the package weight)
? For some less valued products,we may stipulate in
the contract the weight is calculated by gross
weight,This is so called gross for net,If net weight
has to be used,we must deduct the weight of
package,i.e,the weight of tare,
命名商品的方法：
1、以其主要用途命名（织布机、自行车）
2、以其所使用的主要原材料命名（棉布、玻璃杯）
3、以其主要成分命名（西洋参蜂皇浆、人参珍珠霜）
4、以其外观造型命名（绿豆、纸管）
5、以其褒义词命名（青春宝、太阳神口服液）
6、以人物名字命名（孔府家酒）
7、以制作工艺命名（精制油、二锅头烧酒）
二、品名条款的内容
? 1、内容明确、具体
? 2、使用通行的名称
? 3、选择有利于减低关税或方便进口的名称
? 4、做不到或不必要的描述性的词句，都不应列入
品名条款
三、品名条款的注意事项
出口合同规定的商品名称为, 手工制造书写纸, (Handmade
Writing Paper)，买方收到货物后，经最终用户检验发现货物部
分制造工序为机械操作，而我方提供的所有单据均表示为手工
制造，按该国法律应属,不正当表示,和,过大宣传,，遭最终用
户退货，以致使进口人蒙受巨大损失，对方要求我方赔偿。而
我方拒赔，主要理由是：
（ 1）该商品的生产工序基本上是手工操作，而且关键工序完
全采用手工；
（ 2）该交易是经买方当面先看样品成交的，并且实际货物品
质又与样品一致，因此应认为所交货物与商定的品质一致。
请分析：此笔交易争议的责任在谁?应如何处理？
案例 1
合同成交品名为 Apple wine,但实物包
装为 Cider。问直接发货会有何后果？
总结 1
案例的起因通常就是因为 合同、信用证和实物 三
者之间不一致
案例 2
Methods of the Expression of the
Quality of Goods
1、看货成交
实物 2、凭样品成交
品质表示方法 1、规格 4、商标与牌号
说明 2、等级 5、产地
3、标准 6、说明书和图纸
Quantity of Goods
? 货物的计量单位和计量方法
? 计量单位：
? 按 weight,metric ton,long ton,short ton,kg,gram,
ounce,pound…
? 按 number,piece,pair,set,coil,bale,dozen,roll,
ream,bag,case…
? 按 length,meter,foot,yard,inch,cm…
? 按 area,square meter,square foot,square yard…
? 按 volume,cubic meter,cubic foot…
? 按 capacity,bushel,liter,gallon…
?度量衡制度,the metric system,the British system,
the U,S,system,and the International System of
Units by ISO
Quantity of Goods
? 计算重量的方法
? Gross weight
? Net weight
? Gross for net
? Actual tare/real tare
? Average tare/standard tare
? Customary tare
? Computed tare
? Conditioned weight
? Theoretical weight
? Legal weight & net net weight
Quantity of Goods
? 合同的数量条款
? 明确规定合同数量：
? 成交货物的数量
? 成交货物的计量单位
? 对于远期货物，可约定确定数量的方法
? 约定合同数量条款的注意事项：
? 条款必须明确具体：
? 计量单位明确
? 明确规定数量机动幅度
? 一般不用 about,circa,approximate
Quantity of Goods
? 数量机动幅度的把握：
? 合同中没有明确规定：
? 原则上应与合同规定的数量一致
? 在 L/C下，散装货有 5%机动幅度－ UCP500第
39条 b项,
? 合同中数量前加,约,
? 合同中应明确规定,约,字代表的百分比
? L/C下，散装货有 10%的增减－ UCP500第 39条
a项,
? 明确规定幅度－溢短装条款,500 M/T 5% more
or less at seller’s position
Quantity of Goods
? 数量机动幅度大小要合适，根据货物习惯而定
? 规定幅度
? 分批装运时，各批和总量各有幅度
? 溢短装选择权
? At buyer’s position
? At seller’s position
? At shipper’s position
? 溢短装计价
? 一般情况下，在机动范围内按合同价格计算，但总
额不超过 L/C的金额
? 价格变化幅度大的商品，可在发货或货到时按国际
市场价格计价
Packing of Goods
? 商品包装
? 散装货 bulk cargo
? 裸装 nude cargo
? Pack
? 外包装 packing（运输包装）－将散件装入容器或以
特定方式包扎
? 内包装 package（销售包装）
? 运输包装
? 集合包装,container货柜，集装包
? 单件：箱，桶等。目前纸箱占了 45%，虽然其怕潮怕
压
Packing of Goods
? 包装标志－在外包装上用文字、图形、数字等制作特定的
记号和说明事项，便于识别货物，方便装卸、运输仓储、
检验和海关查验，便于收货人核定。
? Warning mark－关于易燃品、爆炸品、有毒品、具腐蚀
性或放射性货物的警示，提醒有关人员加强防护措施
? Indicative mark－对具特殊性、易碎、易损、易变质货
物，用文字或图形做出标示
? Shipping mark唛头
? 包括目的地名称 /代号；收、发货人的代号；件号、批
号；原产地、合同号、许可证号；体积，重量等。
? 标准化运输标志：收货人或买方名称的英文简写；参
考号，如运单号、订单号或发票号；目的地；件号。
不用图形，不超过 17字。
Packing of Goods
? 制唛的注意点：
? 标志要简明清晰，字迹大小适中，易于辨认，颜
色要牢固，防止褪色脱落
? 刷制标志部位要得当，每件对称部位要刷同样标
志
? 包装上不要加任何广告性宣传及图形
? 销售包装：
? 注意进口国对销售包装的规定
? 要了解进口国国情、法律、信仰宗教等
Packing of Goods
? 中性包装 neutral packing－在商品的内外包装上不体现
生产国别、地名、厂名，也不体现牌号和商标的商品包
装。
? 定牌：注明买方指定的商标或牌号。
? 无牌：既无生产国别，也无商标。
?注意事项：
?应审查外商提供的图样、文字、内容有无不妥之
处
?应在合同中规定,如发生工业产权争议，或侵权行
为应由买方负责,
－包装条款：包装材料、包装方式、包装规格、包装标志
及包装费用的承担。
THANK YOU ！
