國(guó)際貿(mào)易實(shí)務(wù) Chapter2

1、Chapter 2 General Procedures of Export and Import Transaction Preparation Stage1 Business Negotiation2 Implementation of Contract3 Settlement of Disputes41. Preparation Stage p.281.1 Preparation for Export General Procedures of Export 1.1.1 Market Research 1.1.2 Export Promotion 1.1.3 Credit Standin

2、g Investigation1.2 Preparation for Import Three Stages General Procedures of ExportStep1Step2Step3Step4Market ResearchResearch on the Countries or RegionsResearch on the MarketResearch on the CustomerSelect CustomerCredit Information3C Principle： Credit、Capital、Capacity Implement export planGoodsPla

3、ceQuantityPricePaymentNegotiate terms of transactionQuality、Quantity、PackingTrade Terms、PricePaymentTransportation、Insurance1.1 Preparation for Export1.1.1 Market Research p.28 Definition: Market Research is a systematic, objective collection and analysis of data about a particular target market, co

4、mpetition, and environment. Market Research included: a) Conditions of Target Markets (目標(biāo)市場(chǎng)狀況目標(biāo)市場(chǎng)狀況) b) Market Prices (市場(chǎng)價(jià)格市場(chǎng)價(jià)格) c) Customer Preference (消費(fèi)者偏好消費(fèi)者偏好) d) Existing Competitors (現(xiàn)有的競(jìng)爭(zhēng)對(duì)手現(xiàn)有的競(jìng)爭(zhēng)對(duì)手)Conditions of Target Market: a) Political and economic condition b) Climate condition c) Social

5、 condition d) Geographic features and facilities of communication e) Legal environment Ways to Collect Information p.29 a) Direct Investigation ( for first-hand information) Also called field investigation 實(shí)地調(diào)查或現(xiàn)場(chǎng)調(diào)查實(shí)地調(diào)查或現(xiàn)場(chǎng)調(diào)查 Methods: Observational method 觀察法觀察法 Experimental method 實(shí)驗(yàn)法實(shí)驗(yàn)法 Questionnai

6、re method 問卷調(diào)查法問卷調(diào)查法b) Indirect Investigation ( for second-hand information ) Methods: Collecting related information & data, then screening it.C) Investigation Report It based on the information from the market research to help the upper management to make the right decision. *(cf. 中美學(xué)生差異中美學(xué)生差異)Q1:

7、 Where can you collect information & data for market research? There are two forms of data collection: a) primary research (初級(jí)市場(chǎng)調(diào)研初級(jí)市場(chǎng)調(diào)研) Sales literature /advertising 促銷的印刷品促銷的印刷品/廣告廣告; Trade fair and exhibition 商品交易會(huì)和展覽會(huì)商品交易會(huì)和展覽會(huì); Publicity 公共公共宣傳宣傳; Public relations 公共關(guān)系；公共關(guān)系；etc.b) secondary /de

8、sk research (二級(jí)市場(chǎng)調(diào)研二級(jí)市場(chǎng)調(diào)研/桌面研究桌面研究) Governmental departments 政府部門（例如商務(wù)部）政府部門（例如商務(wù)部）; Customs Offices 海關(guān)；海關(guān)；Trade Missions貿(mào)易代表團(tuán)；貿(mào)易代表團(tuán)；Mailing catalogs and price list郵寄公司目錄和價(jià)目表；郵寄公司目錄和價(jià)目表；Export magazines and trade publications 期刊和貿(mào)易期刊和貿(mào)易專業(yè)類出版物；專業(yè)類出版物；Private business firms私人公司；私人公司； The exporters loc

9、al bank 出口商當(dāng)?shù)劂y行出口商當(dāng)?shù)劂y行; etc.Q2: What Objects are you Study in Market Research? A) Research on the Countries or Regionspolitical, financial and economic conditions;policies, laws and regulations governing foreign trade, foreign exchange control, customs tariffs and commercial practices;foreign trade

10、situation (the structure, quantity, volume of exporting and importing commodities, trading partners and trade restrictions, etc.). Q2: What Objects are you Study in Market Research? (continued) B) Research on the Marketproductionconsumptionprice and its trendthe major importing or exporting countrie

11、s of a particular commoditymarketing and promotionlEsp. The Four Ps: (p. 30) Product Price Place Promotion Q2: What Objects are you Study in Market Research? (continued) C) Research on the Customer/ Client Three “C”：Conduct / Character （舉止,行為/品行，Reputation） 公司的管理方式、可靠性、商業(yè)信譽(yù)Capacity （能力） size /abilit

12、y of his business 企業(yè)規(guī)模、經(jīng)營(yíng)技能與力量Capital（資本） how he pays his accounts information about his trade activities 清償貸款的具體保障，判定其購(gòu)買力，推斷最高購(gòu)買額Q3: How to Obtain Customers /Clients Information?業(yè)務(wù)函電往來業(yè)務(wù)函電往來 通過銀行調(diào)查通過銀行調(diào)查 與客戶談判的材料與客戶談判的材料 國(guó)內(nèi)外公開出版物國(guó)內(nèi)外公開出版物 工商團(tuán)體工商團(tuán)體證信機(jī)構(gòu)證信機(jī)構(gòu) 我國(guó)駐外經(jīng)濟(jì)機(jī)構(gòu)我國(guó)駐外經(jīng)濟(jì)機(jī)構(gòu) ResourcesQ4: How to Secure

13、Information about New Customers /Clients?You can find information from the channels as follows: The banks The Commercial Counselors Office（商務(wù)參贊處） The Chambers of Commerce（商會(huì)） e.g. China Council for the Promotion of International Trade (CCPIT) The periodicals （期刊）or Trade Directory （商業(yè)名錄） Advertiseme

14、nts in newspaper, magazines, or on TV Business websites Introduction from friends or other business connections1.1.2 Export Promotion p.30Promotion refers to an activity intended to help the development or success of something, esp. of a product for sale.Here in the text, promotion, or the so-called

15、 marketing communication, is one of the 4Ps in marketing mix. It includes all types of sales methods for communication when the exporters market their products.a) Personal Selling（人員推銷）（人員推銷）b) Non-Personal Selling（非人員推銷）（非人員推銷）c) Marketing Concept （營(yíng)銷理念營(yíng)銷理念 ）d) Marketing Mix 4Ps （營(yíng)銷組合）（營(yíng)銷組合） Now I

16、will explain as bellow:Export Promotiona) Personal Selling（人員推銷）（人員推銷） Personal Selling is an oral communication with potential buyers of a product with the intention of making a sale.b) Non-Personal Selling（非人員推銷）（非人員推銷）is an selling without direct communication with the customers, making use of me

17、thods to influence the purchasing behavior of the customers. It included: Advertising Sales promotion （推銷、促銷推銷、促銷） Push strategy Pull strategy Public Relations (公關(guān)公關(guān))refers to the interactive activities between the company and the media.C) Marketing Concept （營(yíng)銷理念）營(yíng)銷理念） We must produce what people wa

18、nt, not what we want to produce.We put the customer first.（By organizing the company) We must find out what the customer wants. (By carrying out market research)We must supply exactly what the customer wants. We do this by offering the right marketing mix: The 4Ps 1. The right product 2. At the righ

19、t price 3.Available through the right channels or distribution: place 4. Presented in the right way: promotion d) Marketing Mix- 4Ps （營(yíng)銷組合營(yíng)銷組合） 1.1.3 Credit Standing Investigation p.32Credit Standing Investigation refers to investigate the importers ability of performing the contract and his credita

20、bility, reputation, etc.Investigating to the banks, chambers of commerce and other trade associations, professional credit standing collection agency, etc.For example, the exporter can write to the bank manager in which the exporter had an account in the bank.Specimen Letter (For example: Sellers le

21、tter to the clients bank manager, asking for information)Dear Sir, I am thinking of granting credit to Messrs of whom I have only slight knowledge gained during a few months of trading on a cash basis.If you can find out anything about their financial and credit standing, I shall be very grateful to

22、 you. They give me only their bankers, The Bank of as a reference, and they estimate their monthly orders at about 800 pounds. I hope that you will be able to assist me. Yours faithfully,Specimen Letter ( favorable reply ) Dear Sirs, With reference to your enquiry of concerning the firms named on th

23、e enclosed slip, we can advise you that they are old established dealers of the highest repute and credit standing, and are considered safe for the credit you mention. This information is for your own use only and is given without responsibility. Yours faithfully,Specimen Letter (unfavorable reply )

24、 Dear Sirs, Replying to your enquiry DD/CC of we regret to say that we cannot give information in this case. We would advise you to act with caution. Yours faithfully,Q: Why the manager of the bank gave you unfavorable reply?1.2 Preparation for Import p.32Included 3 stages: ( There was a mistake “fo

25、ur stages” on p.32)1. Familiarizing the import policies, and select the market of purchase, or the country of supplier;2. Investigating possible suppliers and lock the preferred one;3. Working out an imported goods operating program to guide and fulfill the future business. 進(jìn)口貿(mào)易的程序用貨部門填制進(jìn)口訂貨卡片編制進(jìn)口計(jì)劃

26、報(bào)批進(jìn)出口公司審查訂貨卡片安排訂購(gòu)市場(chǎng)和選擇交易對(duì)象制訂具體的進(jìn)口商品經(jīng)營(yíng)方案進(jìn)口貿(mào)易的程序詢盤發(fā)盤還盤接受簽訂合同（假設(shè)為FOB合同）進(jìn)口貿(mào)易的程序 申請(qǐng)進(jìn)口許可證貨物裝船接貨報(bào)關(guān)撥交結(jié)算商檢申請(qǐng)開立信用證租船訂艙銀行審單付款買匯、贖單發(fā)催裝通知辦理保險(xiǎn)2. Business Negotiation p.33 *An Introduction to the Five Links of Negotiation2.1 Enquiry2.2 Offer2.3 Counter-Offer2.4 Acceptance2.5 Conclusion of a Contract 2.5.1 The Defi

27、nition of a Contract 2.5.2 Sales Contract/ Purchase Contract 2.5.3 Specimen of Sales Contract * An Introduction to the Five Links Generally speaking, to reach an agreement in the inter-national business negotiation needs going through five links: Enquiry （詢盤）（詢盤） Offer （發(fā)盤）（發(fā)盤） Counter-Offer （還盤）（還盤

28、） Acceptance （接受）（接受） Conclusion of a Contract （締結(jié)合同）（締結(jié)合同） Of course, it is not necessary to have all the five links taken for every transaction. Sometimes, only offer and acceptance will do. It is stipulated in the laws of some countries that only offer and acceptance are the two required factors,

29、 failure of which will make no contract. 2.1 Enquiry 詢盤詢盤 p.33 Enquiry (Inquiry, British English) means to request for help or information. Business negotiations in international trade usually start with an enquiry by an importer to an exporter, asking for the price lists, catalogues, samples and de

30、tails about the goods or trade terms and conditions. For example an enquiry by cable : Please offer (advise, cable, quote) Honey ELA (Extra Light Amber) 50 metric tons. However, sometimes an exporter can also send an enquiry to a foreign importer, which called in Chinese “遞盤遞盤” bid. 6th line, p.34 F

31、or example: Suppliable Honey ELA 50 metric tons July shipment please bid.Enquiry is not binding on the buyer and seller, but, according to the commercial practice the receiver of an enquiry should respond without delay in the usual form of a quotation, an offer, or a bid. An Example of Responding to

32、 an Enquiry An Enquiry: We are interested in all your products, could you please send us more information and samples about your products and price list? A Responding: Dear Sir/ Madam, Thanks for your inquiry at Made-in-C. We are professional supplier for plush toys at competitive price, located in

33、Nanjing City, Jiangsu Province. Here is the attachment with some pictures of our products that may suit your requirements, for more, please check our website, and select the products that youre interested in. We have great interest in developing business with you, should you have any inquiries or co

34、mments, we would be glad to talk in details through MSN：XXX mails or any way you like. Sincerely, 2.2 Offer 發(fā)盤發(fā)盤 p.34 An offer is a proposal of terms and conditions presented in a potential contract by one party, called the offeror（發(fā)盤人發(fā)盤人）, to another party, called the offeree（受盤人受盤人）. In order for

35、the agreement to be binding, the offeree must first accept the offer, otherwise there is no legal contract. There are two kinds of offer: offer with engagement ( firm offer 實(shí)盤實(shí)盤) offer without engagement ( non-firm offer 虛盤虛盤). Non-firm offer is just an indication of price without contractual obliga

36、tion. While firm offer is a definite commitment on the part of a supplier to sell goods at a stated price within a stated period of time.2.2 Offer 發(fā)盤 (continued)A satisfactory offer should include the following: (P. 34) 1) Name of commodities, quality, quantity, and specifications; 2) Unit price and

37、 type of currency; 3) Packing condition and date of delivery; 4) Terms of payment and discount; 5) The terms of validity of the offer; 6) Indication of what the price covers *Characteristics of a firm offer: 1) Having certain engagement to the offeror 2) Having the desire of signing contract to the

38、offeree 3) Having clearly affirmed content Examples of firm offer & non-firm offer on p.35 Example of Offer Offer in cable: ( please judge which one is a firm offer ) 1) Suppliable Honey ELA 200 M/Tons packed 290 Kg drum US$ 1050 m/ t CIF New York Shipment May/June reply here before 15th March. 2) Q

39、uote Honey ELA 200 M/Tons June Shipment reference price US$ 1050 CIF New York. 3) Chance available Honey ELA 200 m / t CIF Hew York June Shipment. Please bid firm. 4) Suppliable Honey ELA 200 M/Tons packed 290 Kg drum US$ 1050 m/ t CIF New York Shipment May/June reply here before 15th March subject

40、to sellers confirmation ( being unsold, export license being approved, approval of sample ). 發(fā)盤的撤回與撤銷公約規(guī)定，發(fā)盤在公約規(guī)定，發(fā)盤在，可撤，可撤回，如果撤回通知早于或同時(shí)于原發(fā)回，如果撤回通知早于或同時(shí)于原發(fā)盤送達(dá)受盤人盤送達(dá)受盤人（1 1）撤回）撤回 Withdrawal（2 2）撤銷）撤銷 Revocation發(fā)盤在發(fā)盤在，可以撤銷，如果撤銷通知在受盤可以撤銷，如果撤銷通知在受盤人發(fā)出接受通知前送達(dá)受盤人人發(fā)出接受通知前送達(dá)受盤人Failure of a Firm Offer (實(shí)盤的失效

41、實(shí)盤的失效)A firm offer immediately invalidated when it encountered one of the following conditions:ONETWOTHREEFOURFIVE有效期已過有效期已過受盤人拒絕受盤人拒絕或還盤或還盤發(fā)盤人依法撤銷發(fā)盤人依法撤銷發(fā)盤人或受盤人發(fā)盤人或受盤人在發(fā)盤被接受前在發(fā)盤被接受前喪失行為能力喪失行為能力發(fā)生不可抗力事件發(fā)生不可抗力事件2.3 Counter-offer 還盤還盤 p.35 A counter-offer is an offer made by an offeree to an offeror,

42、accepting some terms and changing other terms. It can be made verbally or in writing. In fact a counter-offer is a partial rejection of the original offer . It is a new offer, at the same time, the original offer lapses. The original offeror or the seller now becomes the offeree and he has the right

43、 to accept or refuse. This process can go on for many a round till the transaction is concluded or called off. In making a counter-offer, one should express regret at inability to accept, explain reasons for non-acceptance and suggest that there may be other opportunities to do business together in

44、the future. For example: Ryc 10th ( in reply to your cable 復(fù)你復(fù)你10日電日電) Honey ELA 200 metric tons counter-offer US$ 1020 CIF New York. Ryc 10th Honey ELA 200 m/tons best US$ 1020 CIF New York reply before 22nd.Offer and Counter - offerOfferorOffereeOffer(new offeror)(new offeree)Counter-offer(new off

45、eror)(new offeree) Anti Counter-offer2.4 Acceptance 接受接受 p.36 In the business law, an acceptance is the assent to the terms of an offer, required before a contract can be valid. It must be absolute and unconditional (otherwise it is not an acceptance but a counter-offer). It must be tendered only by

46、 the person to whom the offer is made, and must confirm any conditions concerning it that are set forth in the offer. It is necessary that an offeree should make an acceptance with the life of a firm offer. An acceptance takes effect when it reaches the offeror.Conditions of Valid Acceptance(構(gòu)成有效接受的

47、條件構(gòu)成有效接受的條件) )4.接受通知的傳遞方式接受通知的傳遞方式應(yīng)符合發(fā)盤的要求（投應(yīng)符合發(fā)盤的要求（投郵生效；到達(dá)生效）郵生效；到達(dá)生效）2. 接受必須同接受必須同意發(fā)盤所提出意發(fā)盤所提出的交易條件的交易條件1. 接受必須由接受必須由特定受盤人做出特定受盤人做出3. 必須在發(fā)盤必須在發(fā)盤規(guī)定的時(shí)效內(nèi)做出規(guī)定的時(shí)效內(nèi)做出Example of Acceptance For example: A sent B on April 5th: Offer Honey ELA 100 m/ tons packing iron drums 290kg US$1020 CIF New York Shipm

48、ent May/June Sight irrevocable L/C reply here before 8th B accepted: Yours fifth Honey ELA Please arrange shipment immediately L/C opening Example for reference: (p.37)Dear David:We order the following carpets and rugs:Catalog No. Unit Price US$ Quantity Amount16-750AA 35.79 350pcs 12,526.5060-851DD

49、 29.90 360pcs 10,764.00680EE 5.69 1,000pcs 5,690.0025-665E 6.22 1,200pcs 7,464.00607EE 5.20 1,000pcs 5,200.00 Total 41,644.50 Total: SAY US DOLLARS FORTY ONE THOUSAND SIX HUNDRED AND FORTY FOUR 50/100 ONLY.Please ship our order in 4 weeks. As usual, we will open our irrevocableletter of credit upon

50、your confirmation of our order.Thank you for your prompt service. Sincerely, Paying Attention to Acceptance1. Accept subject to import license.2. Accept subject to approval of shipping sample. 3. Accept but shipment in July.4. Accept please do utmost to make earlier shipment. Case Analysis A sent to

51、 B a firm offer of goods “P” 1000 m / tB replied: RYC L/C opening additional 1000 metric tons please confirm.A replied: ConfirmWhats the problem? 2.5 Conclusion of a Contractp.372.5.1 The Definition of a Contract 2.5.2 Procedure Signing a Contract2.5.3 Forms and Content of a Contract 2.5.4 Sales Con

52、tract/ Purchase Contract 2.5.5 Specimen of Sales Contract 2.5.1 The Definition of a Contract Definition: A contract is an agreement that creates an obligation, that is a binding, legally enforceable agreement between two or more competent parties.中華人民共和國(guó)合同法中華人民共和國(guó)合同法第二條規(guī)定：第二條規(guī)定：“合同是平等主體的自然人、合同是平等主體的

53、自然人、法人、其他組織之間設(shè)立、變更、終止民事權(quán)利義務(wù)關(guān)系的協(xié)議法人、其他組織之間設(shè)立、變更、終止民事權(quán)利義務(wù)關(guān)系的協(xié)議”。合同的特征：合同的特征：合同主體包括自然人、法人和其他組織。合同主體包括自然人、法人和其他組織。主體之間法律地位平等。主體之間法律地位平等。合同的內(nèi)容為設(shè)立、變更、終止民事權(quán)利義務(wù)關(guān)系。合同的內(nèi)容為設(shè)立、變更、終止民事權(quán)利義務(wù)關(guān)系。具有相應(yīng)法律效力的協(xié)議。具有相應(yīng)法律效力的協(xié)議。合同的本質(zhì)：合同的本質(zhì)：是商品交換的法律形式。合同是組織社會(huì)經(jīng)濟(jì)流轉(zhuǎn)的法律工具。是商品交換的法律形式。合同是組織社會(huì)經(jīng)濟(jì)流轉(zhuǎn)的法律工具。Laws, International Treaties a

54、nd Conventions Related with International Business Contracts 有關(guān)國(guó)際商務(wù)合同的法律、公約及慣例有關(guān)國(guó)際商務(wù)合同的法律、公約及慣例1)1)各國(guó)各國(guó)國(guó)內(nèi)法國(guó)內(nèi)法我國(guó)國(guó)際貨物買賣受我國(guó)國(guó)際貨物買賣受合同法合同法調(diào)整調(diào)整2)2)國(guó)際條國(guó)際條約與國(guó)際約與國(guó)際慣例慣例聯(lián)合國(guó)國(guó)際貨物買賣合同公約 的適用和不適用公約不具有強(qiáng)制性我國(guó)對(duì)公約適用的保留（例如對(duì)合同形式及對(duì)根據(jù)國(guó)際私法規(guī)則導(dǎo)致公約的適用提出保留）國(guó)際慣例，如 IncotermsIncoterms2010Conditions of the Valid Goods Trading Contr

55、act 貨物買賣合同有效成立的條件貨物買賣合同有效成立的條件 當(dāng)事人必須在自愿和真實(shí)的基礎(chǔ)上達(dá)成協(xié)議當(dāng)事人必須在自愿和真實(shí)的基礎(chǔ)上達(dá)成協(xié)議 當(dāng)事人必須具有訂立合同的行為能力當(dāng)事人必須具有訂立合同的行為能力 合同必須有對(duì)價(jià)和合法的約因合同必須有對(duì)價(jià)和合法的約因?qū)r(jià)（對(duì)價(jià)（consideration）是指雙方當(dāng)事人之間存在著相互給付的關(guān)系，即我給是指雙方當(dāng)事人之間存在著相互給付的關(guān)系，即我給你是為了你給我的關(guān)系，也就是合同的一方當(dāng)事人必須從合同中得到某種你是為了你給我的關(guān)系，也就是合同的一方當(dāng)事人必須從合同中得到某種權(quán)利權(quán)利(right)(right)、利益、利益(advantage)(advan

56、tage)、利潤(rùn)、利潤(rùn)(profits)(profits)或是他方當(dāng)事人克制自或是他方當(dāng)事人克制自己不行使某項(xiàng)權(quán)利或遭到某項(xiàng)損失或承擔(dān)某項(xiàng)義務(wù)等。己不行使某項(xiàng)權(quán)利或遭到某項(xiàng)損失或承擔(dān)某項(xiàng)義務(wù)等。作為一個(gè)有效合同應(yīng)有合法的約因約因 (cause)，即當(dāng)事人簽訂合同的直接目的。 合同的標(biāo)的和內(nèi)容必須合法合同的標(biāo)的和內(nèi)容必須合法 合同的形式必須符合法律規(guī)定的要求合同的形式必須符合法律規(guī)定的要求2.5.2 Procedure Signing a Contract 合同訂立的過程合同訂立的過程 Offer 發(fā)盤發(fā)盤/要約要約 甲方甲方 乙方乙方 Acceptance 接受接受/承諾承諾 Q: 以下例子是

57、否要約？以下例子是否要約？A.我不太喜歡我現(xiàn)在住的房子，如果有人開價(jià)合理, 我一定會(huì)把它賣掉。B.我打算把我的房子賣給你，你有興趣嗎？要約技巧：讓對(duì)方發(fā)價(jià)要約技巧：讓對(duì)方發(fā)價(jià)A：你有意買我手上戴著的手表嗎？ (邀請(qǐng)要約)B：你那塊手表看起來真不錯(cuò)，可以100元賣給我嗎？ (要約)A：那就一言為定。 (接受) 2.5.3 Form and Content of a Contract 合同的形式及其基本內(nèi)容合同的形式及其基本內(nèi)容a) Form of Contract 合同的形式合同的形式 1) Written Form 書面形式：最為常見，比較有利。有銷售銷售確認(rèn)書確認(rèn)書（Sale Confirm

58、ationSale Confirmation）、購(gòu)買確認(rèn)書等 2) Oral Form 口頭形式 3) Other Forms 其他形式：如行為表示接受b) Time of Contract Establishment 合同成立的時(shí)間c) Basic Content of Contract 合同的基本內(nèi)容 A formal contract consists of three parts: preamble, body and witness clause. 一份正式的合同包括三個(gè)部分 約首、正文、 約尾 d) Content of a Contract (合同的基本內(nèi)容合同的基本內(nèi)容) Co

59、ntent of International goods trade contract should include five aspects: 國(guó)際貨物貿(mào)易合同應(yīng)具備國(guó)際貨物貿(mào)易合同應(yīng)具備五個(gè)方面五個(gè)方面的基本內(nèi)容的基本內(nèi)容 1. 1. 合同的標(biāo)的合同的標(biāo)的：貨物的名稱、質(zhì)量（品質(zhì)）、數(shù)量與包裝：貨物的名稱、質(zhì)量（品質(zhì)）、數(shù)量與包裝 2. 2. 貨物的價(jià)格貨物的價(jià)格：?jiǎn)蝺r(jià)和總值：?jiǎn)蝺r(jià)和總值 3. 3. 賣方的義務(wù)賣方的義務(wù)：交付貨物、移交單據(jù)和轉(zhuǎn)移貨物所有權(quán)：交付貨物、移交單據(jù)和轉(zhuǎn)移貨物所有權(quán) 4. 4. 買方的義務(wù)買方的義務(wù)：支付價(jià)款（支付）和收取貨物：支付價(jià)款（支付）和收取貨物 5. 5

60、. 爭(zhēng)議的預(yù)防與處理爭(zhēng)議的預(yù)防與處理：貨物的檢驗(yàn)、索賠、仲裁、不可抗力：貨物的檢驗(yàn)、索賠、仲裁、不可抗力Preamble of Contract（合同的約首）（合同的約首） The preamble may take the following statement as the opening remark: The contract concluded and made by and between ABC Co. (hereinafter called “the sellers”) and XYZ Co. (hereinafter called “the buyers”), whereas