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Export Buyer's CreditIntroductionExport buyer's credit is a medium-and-long-term financing facility provided by exporter's bank and supported by exporter's home government to the importer or its banks, with the purpose of promoting the export of capital goods and services such as homebred mechanical and electrical products, complete equipment and overseas contracted engineering projects.Functions1. Support from exporter' home country. Export credit, also called "Officially-Supported Export Credit", is a credit provided by the exporter's country for export goods of domestic financial institutions through the preferential policies in order to support the export of homebred capital goods and to strengthen the competitiveness of its home products. As the policy executors, each nation's Export Credit Agencies (abbreviated as ECAs) provide insurance, guarantee or direct preferential loans for the export credit.2. Optimize exporters' asset-liability structures. Since export buyer's credit is the financing for importers or their banks, exporters won't bear liabilities. Exporters have safe foreign currencies collection and accelerated capital turnover through it.3. Reduce importers' financing costs. On the one hand, importer's financing channels are expanded. On the other hand, the financing costs of export buyer's credit under ECA items (insurance, guarantee or direct financing) are much lower than that of average commercial loans. Because the business objectives of export countries' ECAs are to implement national policies rather than make profits, thus the premium rates (or the rates of guarantee) and the loan interest rate are always lower than market average.TermUsually no more than 10 years (from effective date of the loan contract to the repayment date of principal and interest)Interest RateAffected by factors such as borrower's business information, loan amount, term and guarantee type, the interest rate usually adopts floating rate. Subject to external regulators' and our bank's policies related to loan rate, it will be confirmed in the loan contract.ChargesUpon the international common practice, export buyer's credit will be charged management fee, obligation fee and other correlative fees according to certain rate standards.Target Customers1. Exporters shall be the entities who export capital goods and services such as homebred mechanical and electrical products, complete equipment and overseas contracted engineering projects.2. Borrowers should be importers, importers' banks (credit transfer banks) or import countries' statutory borrowing sectors in sovereignty level (such as Ministry of Finance, central bank etc.) which are approved by Bank of China.Application Qualifications1. The aggregate amount of commercial contracts should be no less than USD 1 million;2. The portion of export goods made in China should be worth more than 70% of the contract value of complete equipment and 50% of the watercraft and aircraft. Otherwise, the proportion of loan amount to contract value should be properly decreased;3. The proportion of spot payment in cash currency to watercraft contract value should be no less than 20%, and that to complete equipment contract value should be no less than 15%;4. The commercial contract of export buyer's credit should accord with the relevant legal rules of import country and export country;5. The export enterprise should underwrite export credit insurance in insurance institutions in accordance with Bank of China's requirements;6. Meet other requirements of Bank of China.Process1. The stage of financing intentDuring the initial business negotiation of two sides, or the exporter's participation in overseas biddings, the exporter shall contact our bank's enterprise business sector and applies for an intent letter of export buyer's credit from our bank. Meanwhile, after contacting with the relevant department of China Export & Credit Insurance Corporation, the exporter fills in a proposal form for applying for an intent letter or an intention letter of export buyer's credit. Bank of China will examine and verify the application in view of the relevant references, through relevant institutions or credit standing systems. Then Bank of China will accordingly approve or revise the financing package submitted by the exporter and issue a non-binding intent letter to the exporter.2. The stage of project negotiation and evaluationOur bank's business personnel will track and monitor the project developing circumstances, help the exporter and the borrower with business negotiations, define the financing proportion and settlement methods of export buyer's credit. Thus our bank can endeavor to match the loan payment and settlement methods with the loan terms such as withdrawal time and withdrawal amount.3. Negotiation and signing stage of loan and insurance contracts4. Loan use stageThe exporter transports goods, entrusts the international settlement department of our bank to process collection or L/C business according to the settlement method agreed on the contract, submits document to the borrower for its verification and send out a payment instruction. With all the preconditions satisfied, the exporter draws and uses the loan from our bank. The exporter should regularly provide export contract progress report to define delivery, project schedule and amount settlement.CaseCompany A is a famous domestic manufacturer of telecommunication equipment with important market overseas. In April, 2009, our bank granted an export buyer's credit to its overseas customer, a telecom operator, and gained high appreciation from it. With tightening liquidity of global financial market, export buyer's credit not only expands the financing channels for the importer but also made the financing costs much lower than the commercial loans at overseas market. Because, such business is insured by China Export & Credit Insurance Corporation with low risk. The export buyer's credit for the telecom operator granted by our bank played an important role for our customer, themanufacturer of telecommunication equipment, to win orders overseas. Since last year, our bank has taken support for Chinese enterprises "go abroad" as an important part of implementing the Science-based Development, and promoted export buyer's credit as a principal financial product for the "go-out" strategy of supporting Chinese enterprises.Our AdvantagesIn 1988, our bank accomplished the first export buyer's credit in China. Before the establishment of the Export-Import Bank of China in 1994, our bank is the only bank authorized by the government to conduct this business. Our bank had conducted 28 projects of export buyer's credit for 15 developing countries in Asia, Africa, Latin America and Eastern Europe. As special and competitive product of our bank, Export buyer's credit not only effectively supports customers to "go abroad" but also brings us large amount of rewards and sound international prestige.出口买方信贷(Export Buyer's Credit)产品说明出口买方信贷是出口国为了支持本国机电产品、成套设备、对外工程承包等资本性货物和服务的出口，由出口国银行在本国政府的支持下给予进口商或进口商银行的中长期融资便利。
2010年报关员考试报关英语2010年报关员考试报关英语常用词组详解(一)外贸术语出口信贷export credit出口津贴export subsidy商品倾销dumping外汇倾销exchange dumping保税仓库 bonded warehouse贸易顺差favorable balance of trade贸易逆差 unfavorable balance of trade进口配额制import quotas自由贸易区free trade zone对外贸易值value of foreign trade国际贸易值 value of international trade普遍优惠制generalized system of preferences最惠国待遇most-favored nation treatment(MFNT)(二)价格条件价格术语trade term(price term)运费freight码头费 whargage卸货费landing charges金额amount关税customs duty净价net price印花税stamp duty拥价price including commission港务费port dues回拥return commission扣discount,allowance批发价wholesale price售价retail price进口许可证import licence现货价格spot price出口许可证export licence期货价格forward price现行价格current price, prevailing price国际市场价格world (international)market price离岸价格 FOB(free on board)成本价运费价(离岸加运费价)C&F/CNF到岸价(成本加运费、保险费价)CIF(cost, insurance and freight) (三)品质条件品质 quality规格specifications说明description标准standard type商品目录 catalogue宣传小册pamphlet货号 article NO.样品sample代表性样品representative sample大路货(良好平均品质)fair avarge quality 原样original sample复样duplicate sample对等样品countersample参考样品reference sample封样sealed sample公差tolerance花色(搭配assortment 5%增减 5%more or less(四)品质个数number容积capacity体积 volume毛重gross weight溢短装条款more or less clause净重net weight毛作净gross for net皮重tare(五)交货条件轮船steamship船charter(the chartered ship)交货时间time of delivery程租船voyage charter装运期限time of shipment定期租船time charter托运人(一般指出口商)shipper, consignor收货人consignee班轮shipping liner驳船lighter舱位shipping space油轮tanker报关/清关clearance of customs货物收据cargo receipt提货to take delivery of goods空运提单airway bill正本提单original B/L选择港(任意港)optional port选港费optional charges选港费由买方负担optional charge to be borne by the Buyers或optional charges for Buyers’ account (六)交易磋商、合同签订订单indent订货、定购book;booking电复cable reply实盘firm offer递盘bid;bidding递实盘bid firm还盘 counter offer发盘(发价)offer发实盘 offer firm询盘(询价)inquiry; enquiry指示性价格 price indication速复reply immediately参考价reference price习惯做法usual practice交易磋商business negotiation不受约束without engagement业务洽谈 business discussion限**复subject to reply**限**复到subject to reply reaching here ** 有效期限time of validity有效至** valid till ** 购货合同purchase contract销售合同 sales contract购货确认书purchase confirmation销售确认书sales confirmation一般交易条件general terms and conditions以未出售未准subject to prior sale需经卖方确认subject to seller’s confirmation需经我方最后确认subject to our final confirmation (七)贸易方式拍卖 auction寄售consignment招标invitation of tender投标submission of tender一般agent总代理人general agent代理协议agency agreement累计佣金accumulative commission补偿贸易compensation trade或低偿贸易compesnsating/compensatory trade来料加工processing on giving materials来料装配assembling on provided parts独家经营/专营权exclusive right独家经营/包销/代理协议exclusivity agreement独家代理sole agency ; sole agent ; exclusive agency ; exclusive agent (八)商检仲裁索赔claim罚金条款penalty不可抗力force Majeure产地证明书certificate of origin品质检验证书inspection certificate of quanlity重量检验证书inspection certificate of weight商品检验局commodity inspection bureau(C.B.I.)品质、重量检验证书inspection certificate争议disputes仲裁arbitration仲裁庭arbitral tribunal(九)外汇外汇foreign exchange外币foreign currency汇率rate of exchange国际收支balance of payments直接标价direct quotation间接标价indirect quotation买入汇率buying rate卖出汇率selling rate金本位制度gold standard铸币平价mint par国际货币基金international monetary fund法定贬值devaluation法定升值revaluation浮动汇率floating rate硬通货hard currency软通货soft currency金平价 gold standard通货膨胀inflation固定汇率fixed rate黄金输送点gold points纸币制度 paper money system黄金外汇储备gold and foreign exchange reserve汇率波动的官定上下限official upper and lower limits of fluctuation (八)商检仲裁索赔claim罚金条款penalty不可抗力force Majeure产地证明书certificate of origin品质检验证书inspection certificate of quanlity 重量检验证书inspection certificate of weight商品检验局commodity inspection bureau(C.B.I.) 品质、重量检验证书inspection certificate争议disputes仲裁arbitration仲裁庭arbitral tribunal(九)外汇外汇foreign exchange外币foreign currency汇率rate of exchange国际收支balance of payments直接标价direct quotation间接标价indirect quotation买入汇率buying rate卖出汇率selling rate金本位制度gold standard铸币平价mint par国际货币基金international monetary fund法定贬值devaluation法定升值revaluation浮动汇率floating rate硬通货hard currency软通货soft currency金平价 gold standard通货膨胀inflation固定汇率fixed rate黄金输送点gold points纸币制度 paper money system黄金外汇储备gold and foreign exchange reserve汇率波动的官定上下限official upper and lower limits of fluctuation 2010年报关员考试报关常用词组及语句一、英汉对照报关常用单词、词组1．invoice 发票2．invoice no. 发票编号3．port of shipment 起运地4．port of destination 目的地，到达地5．date of shipment 装船日期，出运口岸6．marks & no. 唛头7．commodity code 商品编码8．description 品名9．quantity 数量10．price 价格11．unit price 单价12．total amount 总价13．net weight 净重14．gross weight 毛重15．measurement 尺码16．packing 包装17．sales contract No. 售货合同编号18．packing list 装箱单19．package No. 包装箱号码20．total packages 包装总数21．case No. 箱号22．specification 规格23．country of origin 生产国别，原产国24．contract of purchase 订购合同二、英汉对照报关常用语句1．Excuse me, are you Mr. Brown from Paris?请问，您是从巴黎来的布朗先生吗？2．I work in the China National Machinery Import and Export Corporation. 我在中国机械进出口总公司工作。
什么是出口信用保险出口信用保险（Export Credit Insurance）是国家为了推动本国的出口贸易，保障出口企业的收汇安全而制定的一项由国家财政提供保险准备金的非赢利性的政策性保险业务。
为了分担中国出口企业从事对外贸易的风险，让其开拓国际市场、在贸易领域中更具竞争力。
出口信用保险分为：短期出口信用保险和中长期出口信用保险。
其中，短期出口信用保险是指贸易合同中规定的放帐期不超过180天的出口信用保险。
经保险公司同意，放帐期可延长到360天。
中长期出口信用保险适用于信用期在180天至5年或8年之间的资本性或半资本性货物的出口项目。
出口信用保险的对象出口信用保险承保的对象是出口企业的应收帐款，承保的风险主要是人为原因造成的商业信用风险和政治风险。
商业信用风险主要包括：买方因破产而无力支付债务、买方收货后超过付款期限四个月以上仍未支付货款、买方因自身原因而拒绝收货及付款。
政治风险主要包括因买方所在国禁止或限制汇兑、实施进口管制、撤销进口许可证、发生战争、叛乱等卖方、买方均无法控制的情况，导致买方无法支付货款。
而以上这些风险，是无法预计、难以计算发生概率的，因此也是商业保险无法承受的。
国际贸易中商业性保险承保的对象一般是出口商品，承保的风险主要是因自然原因在运输、装卸过程中造成的对商品数量、质量的损害。
有的商业保险也承保人为原因造成的风险，但也仅限于对商品本身的损害。
而这些风险可以计算发生概率，根据概率制定保费以确保盈利。
出口信用保险有什么作用投保出口信用保险可确保收汇的安全性，扩大企业国际结算方式的选择面（如L/C外还可采用T/T、DP、DA等），从而增加出口成交机会。
同时，投保后可提高出口企业信用等级，有利于获得银行打包贷款、托收押汇、保理等金融支持，加快资金周转。
出口信用保险公司还可为企业提供客户信用调查、帐款追讨等其它业务。
--买方利用国际贸易进行欺诈，侵吞货款；--买方因自身财务问题而拖欠货款，甚至破产倒闭而无力偿还债务；--买方因市场问题，以各种理由中止合同、拒收货物，或拒付货款、要求降价等；--因买方国家市场制度不健全，有关单证与货物。
【doc】德国的出口信贷德国的出口信贷目/f.I堡兰F/.,IJ.一_r外国的出口信贷是我国利用外资的主要形式之一,也是建设举世瞩目的三蛱工程过程中利用外资的形式之一. 出口信贷是发达国家为发展本国经济,支持扩大出口业务,由国内出口信贷机构向本国设备制造厂(商)或向国外设备进口厂商或其代理银行提供由政府补贴利息并提供担保的贷款.其贷款类型主要有买方信贷,卖方信贷,福弗廷(for feiting)即长期商业票据贴现等.】976年7月,美国,联邦德国,日本,英国,法国,加拿大,意大利等七国共同发表了出口信贷协定"国际官方支持信贷,通称.经济合作与发展组织准则",对出口信贷的最低利率,贷款期限以及最低预付款做了规定,同时规定贷款的85%以上必须用于购买贷款提供国的设备.尽管如此,各国出口信贷机构提供贷款时在利率,贷款期限,预付款支付,利息的计算,融资份额等同题上的做法并不完全一致.要充分利用出口信贷井争取最优惠的贷款条件,就得首先了解贷款提供国的出口信贷机构及其有关规定.本文介绍了德国主要的出口信贷机构及其规定并重点介绍了德国在出口信贷方面的新政策,新规定.l德国的出口信贷机构德国主要有三个出口信贷机构,即德国出口信贷股份公司(简称AKA),德国复兴信贷银行(简称KFW)及海尔梅斯出口倌贷保险公司(简称Hermes) AKA是】952年由西德一些大商业银行共同出资建立的,建立时有28个成员银行,现有会员银行43家,总部设在法兰克梧其宗旨是汇集各会员银行的资金,负责办理中长期出口信贷,是促进蒋国产品出口的专业出口信贷机构. AKA主要提供买方信贷,卖方信贷以及更为经济优惠的一揽子信贷(blanketcredit)KFW也是德国主要出口信贷机构之一,实力没有AKA那么雄厚,资金也不如AKA充裕,但长期贷款主要由KFW提供.它提供出口信贷的主要范围集中在这样一些行业:电力工业,能源工业,通讯业,为发展本国以上行业的进口商提供中长期通用出口信贷及项目融资,帮助这些行业的德国出口商进行出口贸易对交通运输业,包括为造船,飞机制造,港口,机场,铁路,公路,桥梁,隧道等基础设麓以及计算机系统出口贸易项目提供融资;同时,对那些虽不直接采购德国产品但对德国而言是有利可图的项目,KFW 也提供贷款.这类贷款一部分用于欧洲交通运输行业大型基 28ChinaThreeOorgesC0nstructj0n3/J996础设麓建设,另一部分用于德国工业界采购原材料,但原材料到货目的地必须是德国本土.德国的出口信贷主要由以上两家出口信贷机构提供,商业银行仅提供少量的出口信贷.】99年,KFW出口信贷和项目融资总额达到】O0亿德国马克.德国政府规定,出口信贷的贷款对象无论是出口商还是进口商均需办理出口信贷保险.海尔梅斯出口信贷保险公司 (Hermes)就是这样应运而生的Hermes由德国政府授权, 并依靠德国政府办理出口信贷保险业务,其每年的出口信贷保险额由联邦政府预算决定德国联邦政府各部门组成了一个出口信贷保险常设委员会IMA,于】994年成立,定期举行会议,对德国出口信贷重大问题做出决策,与出口信贷保险有关的政策都是通过这个委员会来实麓的.有关法令由经济部,财政部,经济合作部以及外交部共同制定.参加IMA会议及参与德国出口信贷保险决策的除以上部门外,还有Bundes银行,AKA,KFW以及工业界,金融银行系统的有关人士;需要报委员会IMA批准的出口信贷具体案例均在会议上讨论,次重要性问题由该委员会的附属委员会(KLIMA)进行讨论,特别重要的政策性问题召开特别会议进行研究;德国的私营保险机构是不承接政府委托业务的,它们仅对商业风险提供保险服务.因而,德国的出1:3信贷几乎都是由Hermes进行保险的2蔼国出口信贷的种类及其有关规定德国的出口信贷按资金来源划分,资金来源不同,其出口信贷的利率,融资份额,甚至贷款期限都有所区别德国出口信贷资金主要有AB,C,D四种.(】JA类基金目前,德国用于提供出口信贷的A类基金有10亿马克AKA可提供卖方信贷,买方信贷,承赌应收帐款,以及进行一揽于信贷(blanketcredit)其中卖方信贷的资金来源为A类基金和B类基金,一揽子信贷的资金来源为A类基金.采用A类基金融资,出口商颓自筹资金份额为】0H或】5,贷款期限超过2年的须由联邦政府提供出口信贷担保.如果是A类基金项下的一揽子信贷(贷款期限为2年), 出口商须自筹资金额达30%这类基金的贷款,其年浮动利贷信口出的圄德,率为7.125.固定利率根据不同情况在7375,8.250之间.AKA的成员银行不仅为信贷提供资金.也为出n融资提供信贷额度.这些额度成为AKA非贴息贷款的资金来源,包括用于卖方信贷的A类基金的来源政府贴息的贷款由AKA的出口信贷计划通过ERP特别基金及KFW 提供.KFW在A类基金项下可提供两种类型的贷款,即特定项目贷款和综合项目贷款.贷款期限要求与Hermes提供的保险期限相等.贷款期限超过2年的贷款须由Hermes进行全额信贷保险.为私营性质的出口商(买方)的最高融资额通常为86,对国营进口商的最大融资额可选出口商未决索赔额的9O(2)B类基金】990年】月,B类基金达到3O亿马克, 】991年】月降至22.5亿马克,目前仍保持这个水平.德国联邦政府对B类基金予以补贴,这类贷款利率优惠,可为资本货物,基础设备及其出口提供融资.如果用浮动利率,出口商须自筹资金为合同的3OB类基金贷款一般为】,4 年.德国Bundes银行对AKA及KFW提供一定限度的再贴现.贷款利率高于Bundes银行贴现率0.75.目前,Bun des银行贴现率为4.5因此,B类基金贷款利率为5.25, 比A类及其它类型的贷款利率更为优惠.但是,两年以上的贷款顼采用经济合作和发展组织(OECD)的商业参考利率( CIRR).每月调整一次.德国联邦政府规定.如超过贷款期后的浮动利率或固定利率低于商业参考利率,出口商须将利差回补给出口信贷机构,回补款项将作为基金.由卡尔?杜斯伯格(CarlDuisberg)基金会管理,用于为发展中国家提供援助(3)c类和D类基金C类和D类基金目前已达到220 亿马克.主要为买方信贷的资金来源.德国不允许贷款在出口货物装运前提取当然某些特定条件除外,如按供货进度分期付款等因此.C类和D类基金均不能作为卖方信贷的基金来源,生产期资金由A类或B类基金或者A类,B类结合起来提供的卖方信贷来满足C类基金贷款既可采用浮动利率也可采用固定利率 1994年8月的浮动利率为7.5,固定利率则根据不同的贷款期限而变化,10年期限上贷款的利率则又要根据不同的项目来确定,贷款期从信贷委员会批准之日算起1995年8 月固定利率的变幅为0.25D类基金贷款利率依马克贷款和美元贷款分别采用FIBOR利率和LIBOR利率. 3德国出口信贷保险前已述及,德国出口信贷必须事先办理保险,并且其贷款期限不得超过规定的保险期限.海尔梅斯出口信贷保险公司就是办理德国出口信贷保险的专业机构.它所承担的风(保) 险范围包括商业风险,政治风险,生产风险,装运前保险,装运后保险以及拖延违约保险等.保险费率分为基本保险费率和时间保险费率两项.保险盘分为两类,一类是为私营买方提供保险的担保金(GarantJe),另一类是为国营或其它公有性质的买方进行保险的保证金(B0rgschaft) 出口货物装运前,出口合同的执行受挫而导致损失,保险公司对这类损失的赔偿称为装运前保险这类风险既可以是商业风险,也可能是政治风险.出n货物未按合同条件运抵目的地导致损失,保险公司对出n商进行赔偿,这类保险称为装运后保险.由于进口商无力偿还债务.付款延误使贷款无法收回等商业原因而引起风险,稚为商业风险由于进n商所在国政治原因,如外汇管制使进口商无法获取外汇清偿债务,查封,没收等导致货物毁坏或违约,称为政治风险.Hermes公司对以上各类风险的保险最低百分比分别为:装运前保险:】0. 商业风险:】5.政治风险:】0,拖延违约:】5,25; 所谓拖延违约.指货物到期6个月没有收到单据或进口商J三{本国货币支付后{个月内未能换汇1988年以后,出口商可申请部分保险以降低所付保险费;这种保险将按分期付款的一定份额进行投保.从】994年7月】日起,德国开始实施新的保险费率制度.这种新的政策替代了原有的统一保险费率制度,实行与贷款国的政浩风险相联系的政治风险保险费制,按政治风险的大小将借款国分为五类:第一类——无特定风险的国家.主要指OECD成员国; 第二类——政治风险小,付款信誉良好,基本无债务问题的国家;第三类——无迫切债务问题的中等政治风险国家; 第四类——政浩风险增加的国家.特别是愤务重组国家以及有迫切债务问题的国家;第五类——高政治风险国家.对这类国家通常不提供中长期贷款.如果一个国家在某一市场上具有高风险可能性,那么.这个国家就可能会被降级.新的保险费率政策以第三类国家为保险费计算的基础. 对这类国家政治风险保险费的收取标准为所保价款的1. 对第一类和第二类国家的保险费收取标准分别为第三类国家的1/3和2/3.对第四类国家的收费标准为第三类标准的】.5倍,对第五类国家的收费标准为第三类的2倍对私营性质的进n商(买方)还须加收附加费,对商业风险进行保险附加费的收取标准对各类国家都是相同的,为 0.95个百分点.如果银行作为债务^或担保人,附加费可降低至0.1和0.06个百分点如果有世行,进出n银行或其它国际金融机掏参与融资或者属于双边援助项目,在上述机构融资部分内,对第四,第五类国家的保险费收取标准可采用对第三类国家的标准但贷款必须直接支付给出口商'作者简升】陈洪斌男中国长江三峡工程开发总公司国际合作部翻译湖北省宜昌市43002(收稿日期:】99602—01蝙辑:陆一芳)中国三峡建设31199629。
进出口贸易方面的英语词汇外贸常用英语词汇大全(进出口贸易)出口信贷export credit出口津贴export subsidy ['sʌbsidi]商品倾销dumping外汇倾销exchange dumping优惠关税special preferences保税仓库bonded warehouse贸易顺差favorable balance of trade贸易逆差unfavorable balance of trade进口配额制import quotas自由贸易区free trade zone对外贸易值value of foreign trade国际贸易值value of international trade普遍优惠制generalized system of preferences-GSP 最惠国待遇most-favored nation treatment-MFNT 价格条件价格术语trade term (price term)运费freight单价price码头费wharfage总值total value卸货费landing charges金额amount关税customs duty净价net price印花税stamp duty含佣价price including commission港口税port dues回佣rebate.装运港port of shipment折扣discount, allowance卸货港port of discharge批发价wholesale price目的港port of destination零售价retail price进口许口证import licence现货价格spot price出口许口证export licence期货价格forward price现行价格（时价）current price prevailing price国际市场价格world (International)Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价）C&F-cost and freight到岸价（成本加运费、保险费价）CIF-cost,insurance and freight交货条件交货delivery轮船steamship(缩写S.S)装运、装船shipment租船charter (the chartered ship)交货时间time of delivery定程租船voyage charter装运期限time of shipment定期租船time charter托运人（一般指出口商）shipper, consignor收货人consignee班轮regular shipping liner驳船lighter舱位shipping space油轮tanker报关clearance of goods陆运收据cargo receipt提货to take delivery of goods空运提单airway bill正本提单original BL选择港（任意港）optional port选港费optional charges选港费由买方负担optional charges to be borne by the Buyers 或optional charges for Buyers’ account一月份装船shipment during January 或January shipment一月底装船shipment not later than Jan.31st.或shipment on or before Jan.31st.一/二月份装船shipment during Jan./Feb.或Jan./Feb. shipment在......(时间)分两批装船shipment during....in two lots在......(时间)平均分两批装船shipment during....in two equal lots分三个月装运in three monthly shipments分三个月，每月平均装运in three equal monthly shipments立即装运immediate shipments即期装运prompt shipments收到信用证后30天内装运shipments within 30 days after receipt of L/C 不允许／允许分批装船partial shipment not allowed ／partial shipment not permitted ／partial shipment not unacceptable交易磋商、合同签订订单indent订货；订购book; booking电复cable reply实盘firm offer递盘bid; bidding递实盘bid firm还盘counter offer发盘（发价）offer发实盘offer firm询盘（询价）inquiry;enquiry指示性价格price indication速复reply immediately参考价reference price习惯做法usual practice交易磋商business negotiation不受约束without engagement业务洽谈business discussion限**复subject to reply **限* *复到subject to reply reaching here **有效期限time of validity有效至**: valid till **购货合同purchase contract销售合同sales contract购货确认书purchase confirmation销售确认书sales confirmation一般交易条件general terms and conditions以未售出为准subject to prior sale需经卖方确认subject to seller’s confirmation需经我方最后确认subject to our final confirmation贸易方式INT (拍卖auction)寄售consignment招标invitation of tender投标submission of tender一般代理人agent总代理人general agent代理协议agency agreement累计佣金accumulative commission补偿贸易compensation trade （或抵偿贸易）compensating/compensatory trade（又叫：往返贸易）counter trade来料加工processing on giving materials来料装配assembling on provided parts独家经营/专营权exclusive right独家经营/包销/代理协议exclusivity agreement独家代理sole agency; sole agent; exclusive agency;exclusive agent品质条件品质quality 原样original sample规格specifications 复样duplicate sample说明description 对等样品countersample标准standard type 参考样品reference sample商品目录catalogue 封样sealed sample宣传小册pamphlet 公差tolerance货号article No. 花色（搭配）assortment样品sample 5% 增减5% plus or minus代表性样品representative sample大路货（良好平均品质）fair average quality商检仲裁索赔claim争议disputes罚金条款penalty 仲裁arbitration不可抗力force Majeure仲裁庭arbitral tribunal产地证明书certificate of origin品质检验证书inspection certificate of quanlity重量检验证书inspection certificate of weight (quantity) **商品检验局**commodity inspection bureau (*.C.I.B) 品质、重量检验证书inspection certificate数量条件个数number 净重net weight容积capacity 毛作净gross for net体积volume皮重tare毛重gross weight溢短装条款more or less clause外汇外汇foreign exchange 法定贬值devaluation外币foreign currency 法定升值revaluation汇率rate of exchange浮动汇率floating rate国际收支balance of payments 硬通货hard currency 直接标价direct quotation软通货soft currency 间接标价indirect quotation 金平价gold standard 买入汇率buying rate通货膨胀inflation卖出汇率selling rate固定汇率fixed rate金本位制度gold standard 黄金输送点gold points 铸币平价mint par 纸币制度paper money system 国际货币基金international monetary fund黄金外汇储备gold and foreign exchange reserveA. C. Nielson 尼尔森市场研究公司absorption of costs 成本分配accesibility 可进入性accessory equipment markets 附属设备市场account management policies 客户管理策略Acer 宏基acquisition new-product development strategy 新产品开发收购战略activity-based costing 以活动为基础的成本系统adaptability 适应性adaptation to market variations 适应市场变化adaptive positioning 适应性定位additions to existing product lines 现有产品线的增加adequate size 准确的大小/足够的规模administered vertical marketing systems 管理式垂直营销系统administrative relationships 管理关系adopter categories 采购者的类型adoption process 采购过程advertising and market segmentation 广告与市场细分advertising and sales promotion 广告和销售促进advertising effects 广告效果advertising ethics 广告伦理道德advertising feedback 广告反馈advertising frequency 广告频率advertising media 广告媒体advertising message 广告信息advertising reach 广告接受人数advertising source 广告信息来源advertising 广告aerobic enthusiasts 增氧健身运动爱好者aesthetics 美感affinity club 同族俱乐部after tests 事后测试agent middleman 代理商agent/merchant middleman 代理中间商allowance 折让alteration 退换AMA Code of Ethics 美国营销协会职业道德标准 亚马逊公司American Airlines 美国航空公司American Express 美国运通American Marketing Association 美国营销协会Amoco 阿莫科（英国石油公司）analysis of data 数据分析analyzer strategy 分析者战略Anderson 安达信annual marketing plan 年度营销计划annual requirement purchasing arrangement 年度采购需求计划anticipatory positioning 预见性定位anti-pollution legislation 反污染立法anti-trust legislation 反托拉斯立法Apple Computers 苹果电脑area structure 地区结构aspiration/expectation level 渴望/期望水平aspirations of consumers 消费者渴望assurance 保证AT&T 美国电话电报公司ATM (automatic teller machine) 银行自动柜员机attitudes of consumers 消费者态度attributes 属性audiences 受众auto repair 汽车维修automation services 自动服务automobile industry 汽车产业autonomy 自主权availability 可获得性/供货能力avante guardian 前卫派Avon 雅芳awareness （产品）知晓度/知名度Bbaby boomers 婴儿潮出生的一代人backward channels for recycling 回收的后向渠道backward integration 后向垂直一体化banner advertisements 横幅标语广告bar codes 条形码barter 实物交易basic physical needs 基本生理需要Bausch & Lomb 博士伦BCG Grow-Share Matrix 波士顿增长-份额矩阵before tests 事前测试Behavior Scan Information Resources Inc. 行为扫描信息源公司behavioural analysis 行为分析behavioural hierarchies 行为层级benchmarking 基准benefit clusters 利益群体benefits 利益Benz 奔驰billing 帐单biological revolution 生物革命birth rate 出生率blanket purchase order 一揽子采购合同blind-paired comparison testing 双盲比较测试Blockbusterblue collars 蓝领BMW 宝马Boeing 波音bottom line 底线/盈亏一览结算线brand awareness 品牌意识/认知brand extensions 品牌扩展brand loyalty 品牌忠诚度brand mark 品牌标志brand name 品牌名称brand positioning 品牌定位brand recognition 品牌识别brand strategies 品牌战略brand 品牌branding strategy 品牌化战略branding 品牌化brand's equity 品牌的价值break-even analysis 盈亏平衡分析break-even volume 盈亏平衡产量breath of product assortment 产品线的宽度breath or diversity of product lines 产品线的宽度或多样性bribery 贿赂British Airways 英国航空公司brokers 经纪人budgeting 预算bundle 捆绑Bureau of Census 人口统计局Burger King 汉堡王busines strength rating 商业能力评分business plan 商业计划business position 经营地位business sector 商业部门business services markets 商业服务市场business strategies 经营战略business unit strategy 经营单位战略Business Week 《商业周刊》buyback allowances 回购折让buyback arrangements 产品返销buyers' bargaining power 买方的讨价还价能力buyers 采购者buying behavior 购买行为buying center 采购中心buying inertia 购买惯性buying intention 购买意图buying offices 连锁商店的进货中心buying power indes (BPI) 购买力指数buying situation 采购情况/类型buying task 采购任务Ccable TV 有线电视Cadillac 凯迪拉克Campbell's Soup 金宝汤业公司capital gains 资本收益capital invested in product 产品投入资本Carnival 嘉年华cash cows 现金牛类cash discounts 现金折扣catalogue sales 目录销售categorization of perception 感知分类categorization 分门别类Caterpillar Tractor 卡特皮勒公司Cathay Airlines 国泰航空公司CBS Records 唱片公司CBS 哥伦比亚广播公司centralization 集中化chameleons/followers 变色龙/跟随者channel alternatives 可选择的营销渠道channel conflicts 渠道冲突channel decisions 渠道决策channel functions 渠道功能channel institutions 渠道组织结构channel management 渠道管理channel objectives 渠道目标channel of distribution 分销渠道channel power 渠道权力channel-control strategies 渠道控制战略channel-design decisions 渠道设计决策channel-management decisions 渠道管理决策channels of communication 传播渠道Charles Snow 查尔斯1) C&F(cost&freight)成本加运费价(2) T/T(telegraphic transfer)电汇(3) D/P(document against payment)付款交单(4) D/A (document against acceptance)承兑交单(5) C.O (certificate of origin)一般原产地证(6) G.S.P.(generalized system of preferences)普惠制(7) CTN/CTNS(carton/cartons)纸箱(8) PCE/PCS(piece/pieces)只、个、支等(9) DL/DLS(dollar/dollars)美元(10) DOZ/DZ(dozen)一打(11) PKG(package)一包，一捆，一扎，一件等(12) WT(weight)重量(13) G.W.(gross weight)毛重(14) N.W.(net weight)净重(15) C/D (customs declaration)报关单(16) EA(each)每个，各(17) W (with)具有(18) W/O(without)没有(19) FAC(facsimile)传真(20) IMP(import)进口(21) EXP（export)出口(22) MAX (maximum)最大的、最大限度的(23) MIN (minimum)最小的，最低限度(24) M 或MED (medium)中等，中级的(25) M/V（merchant vessel)商船(26) S.S(steamship)船运(27) MT或M/T(metric ton)公吨(28) DOC (document)文件、单据(29) INT（international)国际的(30) P/L (packing list)装箱单、明细表(31) INV (invoice)发票(32) PCT (percent)百分比(33) REF （reference)参考、查价(34) EMS （express mail special)特快传递(35) STL.(style)式样、款式、类型(36) T或LTX或TX(telex)电传(37) RMB（renminbi)人民币(38) S/M （shipping marks)装船标记(39) PR或PRC(price) 价格(40) PUR (purchase)购买、购货(41) S/C（sales contract)销售确认书(42) L/C （letter of credit)信用证(43) B/L （bill of lading)提单(44) FOB （free on board)离岸价(45) CIF （cost,insurance&freight)成本、保险加运费价主要贸易术语/主要船务术语(1) FCA (Free Carrier) 货交承运人(2) FAS (Free Alongside Ship) 装运港船边交货(3) FOB (Free on Board) 装运港船上交货(4) CFR (Cost and Freight) 成本加运费(5) CIF (Cost,Insurance and Freight) 成本、保险费加运费(6) CPT (Carriage Paid To) 运费付至目的地(7) CIP (Carriage and Insurance Paid To) 运费、保险费付至目的地(8) DAF (Delivered At Frontier) 边境交货(9) DES (Delivered Ex Ship) 目的港船上交货(10) DEQ (Delivered Ex Quay) 目的港码头交货(11) DDU (Delivered Duty Unpaid) 未完税交货(12) DDP (Delivered Duty Paid) 完税后交货主要船务术语简写：(1) ORC (Origen Recevie Charges) 本地收货费用（广东省收取）(2) THC (Terminal Handling Charges) 码头操作费（香港收取）(3) BAF (Bunker Adjustment Factor) 燃油附加费(4) CAF (Currency Adjustment Factor) 货币贬值附加费(5) YAS (Yard Surcharges)码头附加费(6) EPS (Equipment Position Surcharges) 设备位置附加费(7) DDC (Destination Delivery Charges) 目的港交货费(8) PSS (Peak Season Sucharges) 旺季附加费(9) PCS (Port Congestion Surcharge) 港口拥挤附加费(10) DOC (DOcument charges) 文件费(11) O/F (Ocean Freight) 海运费(12) B/L (Bill of Lading) 海运提单(13) MB/L(Master Bill of Lading) 船东单（或OCEAN BILL OF LADING）(14) MTD (Multimodal Transport Document) 多式联运单据(15) L/C (Letter of Credit) 信用证(16) C/O (Certificate of Origin) 产地证(17) S/C (Sales Confirmation)销售确认书（Sales Contract）销售合同(18) S/O (Shipping Order)装货指示书(19) W/T (Weight Ton)重量吨（即货物收费以重量计费）(20) M/T (Measurement Ton)尺码吨（即货物收费以尺码计费）(21) W/M(Weight or Measurement ton)即以重量吨或者尺码吨中从高收费(22) CY (Container Yard) 集装箱（货柜）堆场(23) FCL (Full Container Load) 整箱货(24) LCL (Less than Container Load) 拼箱货（散货）(25) CFS (Container Freight Station) 集装箱货运站(26) TEU (Twenty-feet Equivalent Units) 20英尺换算单位（用来计算货柜量的多少）(27) A/W (All Water)全水路（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）(28) MLB(Mini Land Bridge)小陆桥（主要指由美国西岸中转至东岸或内陆点的货物的运输方式）(29) NVOCC(Non-Vessel Operating Common Carrier) 无船承运人A.A.R = against all risks 担保全险,一切险A.B.No. = Accepted Bill Number 进口到单编号MA/C = Account 账号AC. = Acceptance 承兑acc = acceptance, accepted 承兑,承诺a/c. A/C = account 帐,帐户ackmt = acknowledgement 承认,收条a/d = after date 出票后限期付款(票据)ad. advt. = advertisement 广告adv. = advice 通知(书)ad val. = Ad valorem(according to value) 从价税A.F.B. = Air Freight Bill 航空提单Agt. = Agent 代理商AI= first class 一级AM = Amendment 修改书A.M.T. = Air Mail Transfer 信汇Amt. = Amount 额,金额A.N. = arrival notice 到货通知A.P. = account payable 应付账款A/P = Authority to Purchase 委托购买a.p. = additional premiun 附加保险费A.R. = Account Receivable 应收款Art. = Article 条款,项A/S = account sales 销货清单a/s = after sight 见票后限期付款asstd. = Assorted 各色俱备的att,.attn. = attention 注意av.,a/v = average 平均,海损a/v = a vista (at sight) 见票即付B/-,b/- = bale, bag 包,装bal., balce. = balance 余额bbl. = barrel 桶,樽B/C = bill for collection 托收票据B.D. = Bills discounted 贴现票据B/D = bank draft 银行汇票b/d = brought down 承前页B’dle, bdl = bundle 束,把B/E = bill of exchange 汇票B/F = brought forward 承前页bg = bag 袋BIS = Bank for International Settlement 国际清算银行BK = Bank 银行Bkg. = Banking 银行业务B/L = Bill of Lading 提单B/N = bank note 银行纸币B.O. = Branch Office 分支行b/o = brought over 承前bot. = bottle 瓶B/P = bill purchased 买入票据,出口押汇B/P = bills payable 应付票据B/R = bills receivable 应收票据Brl., barl. = barrel 桶,樽bx = box 箱,盒C/- = case, currency, coupon 箱,通货,息票c. =cent, centimes, centigrade 分(美),分(法),百分度(寒暑表)C.A. = Credit Advice 收款报单C.A.D. = cash against documents on arrival of good货到后凭单付款c.a.d. = cash against documents 凭单证付现金c.a.f.= cost and freight 成本加运费cat. = catalogue 货品目录C.B. = clean bill 光票C/B = Clean Bill 光票C.B.D. = Cash before delivery 付现金后交货c.c. = carbon copy, cubic centimeter 副本,立方公分C/C,C.C = Chamber of Commerce 商会C/D = cash against document 凭单据付款C.D. = Collection and Delivery 托交Cert.= Certificate 证明书c/f = carried forward 过次页C&F = cost and freight 运费在内价C.F.S. = container freight station 集装箱集散场c.f.& i. = Cost freight and insurance 运费保险费在内价C.H. = Clearing House 票据交换所C.I. = Certificate of Insurance 保险单C&I = Cost and Insurance 货价及保险c.i.a. = cash in advance 预付现金cif, c.i.f. = cost, insurance and freight 运费保险费在内价c.i.f.& c.= cost, insurance, freight and commission 运费,保险费,利息在内价C.I.F.E. = Cost, Insurance, Freight and Exchange 运费,保险费,汇票在内价C.I.F.I. = Cost, Insurance, Freight and Interest 运费,保险费,利息在内价:C.I.F.C.I.= Cost, Insurance, Freight, Commission and Interest 运费,保险费,佣金,利息在内价CK = Check 支票CL = collection 托收CM = Commission 佣金C/N.C.N. = credit note, covering note, consignment note 货方通知,保险承保单,发货通知书C.O. = certificate of origin 产地证明书c/o = care of carried over 烦转,过次页Co. = company 公司c.o.d.= cash on delivery 货到付款Con. Inv. = Concular Invoice 领事发票corp. = corporation 法人,公司C/P = charter party 租船契约cr. = credit 货方,债权人cs = case 箱csk., ck = cask 樽C.W.O.= cash with order 现金订货,下定付款cwt. = hundred weight 衡量名C.Y. = container yard 集装箱集散场D/A =documents against acceptance, 承兑后交付单= documents for acceptance,= documents attached, 备承兑单据= deposit account 存款账号d/a = days after acceptance 承兑后……曰付款D.A. = Debit advice 付款报单D/D,D. = Demand draft, documentary draft 即期汇票,跟单汇票d/d = day’s date (days after date) 出票后……曰付款d.f., d.fet. = dead freight 空载运费(船) Disc. = Discount 贴现;折扣DLT = Day Letter Telegram 书信电D/N = debit note 借方通知D/O = delivery order 卸货通知书D/P = documents against payment 付款后交付单据Dr. = debit debter 借方,债务人d/s. = days’ sight 见票后……曰付款DV = Dividends 股利ea. = each 每,各e.e. E.E. = error excepted 错误除外E/B = Export-Import Bank 进出口银行(美国) enc.,encl.= enclosure 附件E.& O.E. = errors and omissions excepted 错误或遗漏不在此限ETA = estimated time of arrival 预定到达曰期ex. = example, executive, exchange, extract 例子,执行官,外汇交换,摘要Exp. = Export 出口(f-l)f.a.q.=fair average quality 良好平均品质f.a.s.=free alongside ship 船边交货价F.B.E.=foreign bill of exchange 国外汇票f.c.l.=full container load 整个集装箱装满f.d. =free discharge 卸货船方不负责F.& D.=Freight and Demurrage 运费及延装费f.i.=free in 装货船方步负责f.i.o.=free in and out 装卸货船方均不负责f.i.o.=free in out stowed and trimming 装卸堆储平仓船方均不负责f.o.=free out 卸货船方不负责f.o.,f/o=firm offer 规定时限的报价f.o.b.=free on board 船上交货价f.o.c.=free of charge免费F.O.I.=free of Interest 免息f.o.r.=free on rail, free on road 火车上交货价f.o.s.=free on steamer 轮船上交货价f.o.t.=free on truck 卡车上交货价f.p.a.=free of particular average 单独海损不保fr.f=franc, from, free 法郎,从,自由FX=Foreign Exchange 外汇g=good, goods gramme 佳,货物,一克G/A=general average 共同海损GATT=General Agreement on Tariffs and Trade 关税贸易总协定gm.=gramme 一克g.m.b.=good merchantable brand品质良好适合买卖之货品g.m.q.=good merchantable quality良好可售品质G/N=Guarantee of Notes 承诺保证g.s.w.=gross shipping weight 运输总重量gr.wt.=gross weight 毛重h.=hour, harbour, height 时,港,高度H.O.=Head Office 总公司h.p.=horse power 马力hr.=hour 时IATA=International Air Transport Association 国际航空运输协会IBRD=International Bank Reconstruction and Development 国际复兴开发银行I/C=Inward Collection 进口托收ICC=International Chamber of Commerce 国际商会IMO=International Money Orders 国际汇票Imp=Import 进口IN=Interest 利息IMF=International Monetary Fund 国际货币基金inst.=instant(this month) 本月int.=interest 利息Inv.=Invoice 发票IOU=I owe you 借据I/P=Insurance Policy 保险单I/R=Inward Remittance 汇入汇款ISIC=International Standard Industrial Classification 国际行业标准分类it.=item 项目k.=karat(carat) 卡拉(纯金含有度)kg.=keg, kilo gramme 笑,公斤K.W.=Kilo Watt 千瓦L/A=Letter of Authorization 授权书lbs.=pounds 磅L/C=Letter of Credit 信用证L/H=General Letter of Hypothecation 质押权利总股定书L/I=Letter of Indemnity赔偿保证书L/G=Letter of Guarantee 保证函l.t.=long ton 长吨(2,240磅)L/T=Letter Telegram 书信电报Ltd.=Limited 有限责任L/U=Letter of Undertaking 承诺书(m-s)m.=mile, metre, mark, month, minute, meridian(noon)哩,公尺,记号,月,分,中午m/d=month after date 出票后……月付款memo.=memorandum 备忘录M.I.P.=marine insurance policy 海上保险单misc.=miscellaneous杂项M/L=more or less增或减M/N=Minimum最低额MO=Money Order拨款单,汇款单,汇票m/s=months after sight见票后……月付款m.s.=mail steamer, mail transfer油船,轮船M.T.=metric ton, mail transfer公吨,信汇M/T=Mail Transfer信汇m.v.=motor vessel轮船MNC=multi-national corporation跨国公司N.B.=Nota Bene(take notice)注意NO.=number号码n/p=non-payment拒付Nt.Wt=Net Weight净重O.=Order定单，定货O.B/L=Order bill of lading指示式提单O.C.P.=Overland Common Point通常陆上运输可到达地点O/C=Outward Collection出口托收OD.=Overdraft透支O/d=overdraft, on demand透支，要求即付款（票据）O/No.=order number定单编号o.p.=open policy预约保单O/R=Outward Remittance汇出汇款ORT=ordinary telegram寻常电报o/s=on sale, out of stock廉售，无存货O/S=old style老式o.t.=old term旧条件oz=ounce盎斯P/A，p/a=particular average单独海损pa=power of attorney委任状=private account私人账户p.a.=per annum(by the year)每年p.c.=per cent, petty cash百分比,零用金p.l.=partial loss分损P.&I.=Protection and Indemnity意外险P.&L.=profit and loss益损P.M.O.=postal money order邮政汇票P/N=promissory note本票P.O.B.=postal office box邮政信箱p.o.d.=payment on delivery交货时付款P.O.D.=Pay on Delivery发货付款P/O=Payment Order支付命令P/R=parcel receipt邮包收据prox.=proximo(next month)下月PS.=postscript再启pt.=pint品脱P.T.O.=please turn over请看里面PTL=private tieline service电报专线业务qlty=quality品质qr=quarter四分之一qty=quantity数量quotn=quotation报价单qy=quay码头recd=received收讫recpt=receipt收据ref.=reference参考,关于RFWD=rain, fresh water damage雨水及淡水险remit.=remittance汇款r.m.=ready money, readymade备用金,现成的RM=Remittance汇款R.O.=remittance Order汇款委托书R.P.=reply paid, return of post邮下或电费预付,请即会示rt.=rate率S.A.=-Statement of Account账单s.a.=subject to approval以承认(赞成,批准)为条件S/C=sale contract售货合同S/D=sight draft即期汇票S/D=sea damage海水损害SD.=Sundries杂项SE.=Securities抵押品.S/N=shipping note装运通知S.O. s.o.=shipping order, seller’s option装船通知书,卖方有权选择S/S, s/s, ss, s.s=steamship轮船s.t.=short ton短吨(t-z)T/A=telegraphic address电报挂号tgm=telegram电报T.L.O.=total loss only只担保全损(分损不赔) T.M.O.=telegraphic money order电报汇款T.R.=trust receipt信托收据T.T.=telegraphic transfer电汇TPND=theft, pilferage and nondelivery盗窃遗失条款ult.=ultimo(last month)上月u/w=underwriter保险业者voy.=voyage航次V.V.=Vice Versa反之亦然w.a.=with average水渍险(单独海损赔偿) war=with risk担保一切险W/B=way bill warehouse book货运单,仓库簿wgt=weight重量whf=wharf码头W/M=weight or measurement重量或容量w.p.a.=with particular average单独海损赔偿W.R.=War Risk战争险W.R.=warehouse receipt仓单wt=weight重量x.d.=ex dividend除息XX=good quality良好品质XXX=very good quality甚佳品质XXXX=best quality最佳品质yd.=yard码yr.=your, year你的，年Z=Zone地区，地带ZCL=Zone di Commercia自由贸易区。
关于出口信用保险定义：出口信用保险是承保出口商在经营出口业务的过程中因进口商的商业风险或进口国的政治风险而遭受的损失的一种信用保险，是国家为了推动本国的出口贸易，保障出口企业的收汇安全而制定的一项由国家财政提供保险准备金的非赢利性（不是不盈利）的政策性保险业务。
概念具体化：出口信用保险是指信用机构对企业投保的出口货物、服务、技术和资本的出口应收账款提供安全保障机制。
它以出口贸易中国外买方信用风险为保险标的，保险人承保国内出口商在经营出口业务中因进口商方面的商业风险或进口国方面的政治风险而遭受的损失。
目的：出口信用保险（Export Credit Insurance），也叫出口信贷保险，是各国政府为提高本国产品的国际竞争力，推动本国的出口贸易，保障出口商的收汇安全和银行的信贷安全，促进经济发展，以国家财政为后盾，为企业在出口贸易、对外投资和对外工程承包等经济活动中提供风险保障的一项政策性支持措施，属于非营利性的保险业务，是政府对市场经济的一种间接调控手段和补充。
是世界贸易组织（WTO）补贴和反补贴协议原则上允许的支持出口的政策手段。
全球贸易额的12%～15%是在出口信用保险的支持下实现的，有的国家的出口信用保险机构提供的各种出口信用保险保额甚至超过其本国当年出口总额的三分之一。
方式：通过国家设立的出口信用保险机构（ECA，官方出口信用保险机构）承保企业的收汇风险、补偿企业的收汇损失，可以保障企业经营的稳定性，使企业可以运用更加灵活的贸易手段参与国际竞争，不断开拓新客户、占领新市场。
特点：由于出口信用保险的特殊性，它有别于传统的财产保险，当出口信用保险商业性业务完全市场化时，政府与中国出口信用保险集团公司仍然保持一种特殊的关系，以防止当经济出现周期性波动时，企业难以从商业保险公司获得短期出口信用保险。
当商业保险公司在正常费率下不愿意提供商业性出口信用保险时，国家可以通过中国出口信用保险集团公司为企业提供商业性出口信用保险。
出口信贷e x p o r t c r e d i t出口信贷 export credit 出口津贴 export subsidy商品倾销 dumping 外汇倾销 exchange dumping优惠关税 special preferences 保税仓库 bonded warehouse贸易顺差 favorable balance of trade 贸易逆差 unfavorable balance of trade 进口配额制 import quotas 自由贸易区 free trade zone对外贸易值 value of foreign trade 国际贸易值 value of international trade 普遍优惠制 generalized system of preferences-GSP最惠国待遇 most-favored nation treatment-MFNT价格术语trade term (price term)运费freight 单价 price码头费 wharfage总值 total value 卸货费landing charges 金额 amount关税customs duty 净价 net price 印花税stamp duty含佣价price including commission 港口税port dues回佣return commission . 装运港port of shipment折扣discount, allowance 卸货港port of discharge批发价 wholesale price目的港port of destination零售价 retail price进口许口证import licence 现货价格spot price 出口许口证export licence 期货价格forward price 现行价格（时价）current price prevailing price 国际市场价格 world (International)Market price离岸价（船上交货价）FOB-free on board成本加运费价（离岸加运费价） C&F-cost and freight到岸价（成本加运费、保险费价）CIF-cost,insurance and freight1 C&F(cost&freight)成本加运费价1)、CFR（cost and freight）成本加运费价2 T/T(telegraphic transfer)电汇3 D/P(document against payment)付款交单4 D/A (document against acceptance)承兑交单5 C.O (certificate of origin)一般原产地证6 G.S.P.(generalized system of preferences)普惠制7 CTN/CTNS(carton/cartons)纸箱8 PCE/PCS(piece/pieces)只、个、支等9 DL/DLS(dollar/dollars)美元10 DOZ/DZ(dozen)一打 11 PKG(package)一包，一捆，一扎，一件等12 WT(weight)重量13 G.W.(gross weight)毛重14 N.W.(net weight)净重15 C/D (customs declaration)报关单16 EA(each)每个，各17 W (with)具有18 w/o(without)没19 FAC(facsimile)传真 20 IMP(import)进口21 EXP（export）出口22 MAX (maximum)最大的、最大限度的23 MIN (minimum)最小的，最低限度 24 M 或MED (medium)中等，中级的25 M/V（merchant vessel）商船26 S.S(steamship)船运27 MT或M/T(metric ton)公吨 28 DOC (document)文件、单据29 INT（international）国际的30 P/L (packing list)装箱单、明细表31 INV (invoice)发票 32 PCT (percent)百分比 33 REF （reference）参考、查价34 EMS（express mail special）特快传递 35 STL.(style)式样、款式、类型36 T或LTX或TX(telex)电传 37 RMB（renminbi）人民币38 S/M（shipping marks）装船标记39 PR或PRC(price) 价格40 PUR (purchase)购买、购货 41 S/C（sales contract）销售确认书42 L/C （letter of credit）信用证 43 B/L （bill of lading）提单44 FOB（free on board）离岸价45 CIF （cost,insurance&freight）成本、保险加运费价英文名称简称中文名称1. Alabama2. Alaska3. Arizona4. Arkansas5. California6. Colorado7. Connecticut8. Delaware9. District of Columbia10. Florida11. Georgia12. Hawaii13. Idaho14. Illinois15. Indiana16. Iowa17. Kansas18. Kentucky19. Louisiana20. Maine21. Maryland22. Massachusetts23. Michigan24. Minnesota25. Mississippi26. Missouri27. Montana28. Nebraska29. Nevada30. New Hampshire31. New Jersey32. New Mexico33. New York34. North Carolina35. North Dakota36. Ohio37. Oklahoma38. Oregon39. Pennsylvania40. Rhode Island41. South Carolina42. South Dakota43. Tennessee44. Texas45. Utah46. Vermont47. Virginia48. Washington49. West Virginia 1. AL2. AK3. AZ4. AR5. CA6. CO7. CT8. DE9. DC10. FL11. GA12. HI13. ID14. IL15. IN16. IA17. KS18. KY19. LA20. ME21. MD22. MA23. MI24. MN25. MS26. MO27. MT28. NE29. NV30. NH31. NJ32. NM33. NY34. NC35. ND36. OH37. OK38. OR39. PA40. RI41. SC42. SD43. TN44. TX45. UT46. VT47. VA48. WA49. WV1. 阿拉巴马州2. 阿拉斯加州3. 亚利桑那州4. 阿肯色州5. 加利福尼亚州6. 科罗拉多州7. 康涅狄格州8. 德拉华州9. (华盛顿)哥伦比亚特区10. 佛罗里达州11. 乔治亚州12. 夏威夷州13. 爱达荷州14. 伊利诺州15. 印地安那州16. 衣阿华州17. 堪萨斯州18. 肯塔基州19. 路易斯安那州20. 缅因州21. 马里兰州22. 麻萨诸塞州23. 密执安州24. 明尼苏达州25. 密西西比州26. 密苏里州27. 蒙大拿州28. 内布拉斯加州29. 内华达州30. 新罕布什尔州31. 新泽西州32. 新墨西哥州33. 纽约州34. 北卡罗来纳州35. 北达科他州36. 俄亥俄州37. 俄克拉荷马州38. 俄勒冈州39. 宾夕法尼亚州40. 罗得岛州41. 南卡罗来纳州50. Wisconsin51. Wyoming 50. WI51. WY42. 南达科他州43. 田纳西州44. 德克萨斯州45. 犹他州46. 佛蒙特州47. 弗吉尼亚州48. 华盛顿州49. 西弗吉尼亚州50. 威斯康星州51.怀俄明州Letter 8Making an EnquiryGentlemen:Please be informed that one of our clients is in the marked for peanuts. It will be highly appreciated if you could quote us your rock-bottom prices for the same, with indication of date of shipment.We would like to stress the point that the peanuts enquired for are handpicked Shandong peanuts, 2001 crop and packed in new gunny bags of 100 kgs each. Meanwhile, the goods should be surveyed by a certified public surveyor as to their quality and weight.In order to facilitate our mutual business, it is hoped that you would airmail us the soonest possible your proforma invoice for 2,000 tons of the above commodity with prices on CFR Genoa basis, so that we could get our client’s confirmation.Your prompt reply would be appreciated.Sincerely yours,Letter 9An Enquiry for Arts & CraftsGentlemen:We are much obliged to Bank of China for the name and address of your company and are pleased to know you are one of the principal producers and exporters of arts and crafts in China.We are glad to tell you there is an urgent need for moderately priced gifts of salient oriental characteristics in Australia for the forthcoming 2000 Olympic Games in Sydney. We shall appreciate it if you will quote us your floor price forcloisonné cups and vases of different sizes at your earliest convenience. Quotations for other recommended Chinese arts and crafts appealing to tourists as gifts are also welcome. Provided the prices quoted are competitive, we should like to place large orders with you.As for payment, we will open irrevocable letter of credit in your favor for the total value right after orders have been confirmed by us. Your soonest reply will be much appreciatedSincerely yours,Letter 11Making a QuotationDear Sirs,We are in receipt of your letter of July 17, asking us to offer 10,000 metric tons of Superior White Sugar on FAS Shanghai basis and appreciate very much your interest in our product.To comply with your request, we are quoting you as follows:1. Commodity: Superior White Crystal Sugar.2. Packing: To be packed in new gunny bag of 100 kgs. each.3. Quantity: Ten Thousand (10,000) metric tons.4. Price: at USD105.00 per metric ton, FAS Shanghai.5. Payment: by 100% irrevocable and confirmed letter of credit in our favor available by draft at sight.6. Shipment: October/November 1999Your attention is drawn to the fact that we have not much ready stock on hand. Therefore, it is imperative that, in order to enable us to effect early shipment, your letter of credit should be opened in time if our price meets with your approval.We are awaiting your immediate reply.Yours faithfully,Letter 47Asking for CompensationGentlemen:Re: Our Order No.64220 cases of Brother Sewing Machines shipped by S.S. “Goddess” arrived here yesterday. We had the cases opened and the contents examined by a local insurance surveyor in the presence of the shipping company’s agents. But much to our regret we have to inform you that four sewing machines in two cases of them were badly damaged. Obviously, the damage was caused by rough handling during transit.We enclose the surveyor’s report and the shipping agent’s statement. As our order was placed on a CIF basis and you effected the insurance, we should be grateful if you would submit the insurance claim for us with the insurers. We expect to be compensated for the loss sustained in due course.We hope no difficulty will arise in connection with the insurance claim and thank you in advance for your trouble on our behalf.Yours faithfully,Letter 48Complain about Late DeliveryDear Sirs,We regret to have to complain about late delivery of the filing cabinets ordered on 2nd July. We did not receive them until this morning though you had guaranteed delivery within a week. It was on this understanding that we placed the order.Unfortunately, there have been similar delays on several previous occasions and their increasing frequency in recent months compels us to say that business between us cannot be continued under conditions such as these.We have felt it necessary to make our feelings known since we cannot give reliable delivery date to our customers unless we can count on undertakings given by our suppliers. We hope you will understand how we are placed and that from now on we can rely upon punctual completion of our orders.Yours faithfully,Letter 49Complaint of Order CancellationDear Sirs,We are in receipt of your letter dated November 18, requesting cancellation of your order No.321 for textiles. We cannot see our way, however, to comply with your request for the following reasons:1. In direct overseas trade of this nature, any changes in import duties are considered to be the importers’ risk, not the exporters’. We, therefore, are in no way to be held responsible for the revision.2. It does not seem very reasonable for you to say, after you have committed yourselves by placing a definite order with us, that there is no advantage in importing our textiles. In your eagerness to secure profits, we fear, you have failed to give due consideration to the sellers’ standpoint.3. As you will understand, we had to sign a firm contract with the manufacturers immediately upon receipt of your order. Now, all orders, including your own, have already been made up and are awaiting dispatch, so that we have to hold you to your contract regardless of the circumstances in your country.We always dislike refusing requests of any kind from regular customers, but regret we have no choice but to do so. Should you refuse to proceed with your order, we reserve the right to claim compensation from you the loss we shall suffer in disposing of the goods elsewhere.Yours faithfully,Letter 50Complaint about Short DeliveryDear Sirs,Re: Our order No.123We duly received the documents and took delivery of the goods on arrival of s/s “Prince” at Hamburg.We thank you for your prompt execution of this order. Everything appears to be correct and in good condition except in case No.3.Unfortunately when we opened this case we found that the goods were short by 5 units. We have, as you know, demanded these items very urgentlyas we have only a few stocks.This is the first time in all our transactions with you that some mistake has occurred, and we hope you will do your utmost to remedy it. We ask you, therefore, to ship the five typewriters by air immediately on receipt of this letter.Yours faithfully,Letter 51A Claim for Short-weight and Inferior QualityDear Sirs,We have received the goods of our Order No.P2001, which you shipped by S.S. “Morning Star”.From the Survey Report issued by the Commodity Inspection Bureau here you will see that there is a shortage of 868 kilos. As the packing remains intact, it is beyond doubt that the shortage occurred prior to shipment. Meanwhile the goods are much inferior to the samples you submitted to us before. Under the circumstances, we have to lodge claims with you as follows.Claim Number Claim for AmountGM-30 Short weight USD 1120.85GM-40 Quality USD 1028.60Plus survey charges USD 60Total Amount USD 2209.45Enclosed please find one copy each of Survey Reports No.3018 and No. 3028 together with our Statement of Claims. We hope you will give the matter your most favorable consideration and settle the claims as soon as possible.Yours sincerely,Letter 52Lodging a Claim for Damaged GoodsDear Sirs,We have received your shipment covering our order No. 1121 for 200 units of electric heater, which you shipped by M/S “President”, but much to our regret we have to inform you that we have found that one of the cases of your consignment is in a badly damaged condition. Among the goods, the panels of 20 heaters were broken and the mechanisms were exposed. It looks as if some heavy cargo had fallen on it.As you see in our survey report stating twenty sets of heaters severely damaged, these goods are quite unsaleable. Therefore we would ask you to ship replacements for the broken goods as soon as possible while we will register our claim with the insurance company. We hope the matter will come to your best attention.Yours faithfully,Letter 54Referring a Client to the Insurance Companyfor CompensationDear Sirs,Re: 10,000M/T Rock Phosphate under Contract No.227.We have received your letter of March 5, lodging a claim with us for short weight of 50 metric tons on Rock Phosphate shipment.While we regret this unfortunate incident, we must point out that the 10,000 metric tons of Rock Phosphate underwent physical weighing by the independent surveyors and the superintendent of shipping company at our end. Both of them certified the actual weight to be 10,000 metric tons, which was confirmed by the surveyor’s Weight Memo and the shipping company’s Bill of Lading.Under such circumstances, we have reason to believe that the shortage is due to natural loss during transit, for which the responsibility entirely rests with the insurance company. As this consignment has been covered against All Risks, please file your claim against insurance company’s agents at your end.Yours faithfully,Letter 55Proposal for Settlement of a ClaimGentlemen:We thank you for your letter dated September 6, with the enclosure of Survey Report No. F5986.You claim that the quality of the goods shipped per S.S. “East Wind” is inferior to the original sample and request us to make a 10% reduction on the contract price. This does not appear to us to be reasonable, as we sent you an advance sample prior to shipment, and not hearing from you to the contrary, presumed it to be acceptable to you. Meanwhile, this is a quality we have soldfor years without receiving any complaints from other customers. It is made in our own mills, and the source of raw materials has not been changed.However, considering our long-standing business relations and since the goods were examined by a Public Surveyor upon arrival, we will meet you halfway by offering a discount of 5%.We hope that our proposal will be entertained by you for the settlement of the pending case so that we may continue doing business with you shortly.We look forward to your early reply.Yours faithfully,Letter 62Asking to Be an AgentDear Sirs,We learn that you are looking for a reliable sales organization with good connections in the furniture trade to represent you. We are writing to ask to be your agent.Having had experience in the trade for 15 years, we are familiar with customers’ need and are confident that we could develop a good market in our country. Our sophisticated marketing facilities and the wide connections we possess in the trade should enable us to work up a satisfactory business with you.As to our financial standing or other information concerning us, we refer you to the Trust and Investment Bank.We hope to hear favorably from you and know on what terms you would be willing to conclude an agency agreement with us.Yours faithfully,Letter 63Offering to Be Textiles AgentDear Sirs,We would like to offer our services as agents for the sale of your products in Australia.Our company was established in 1926 and we are known throughout the trade as agents of the highest Standing. We are already represented in several West European countries, including France, Germany and Italy.There is a growing demand in Australia for British textiles, especially for fancy worsted suiting and printed cotton and nylon fabrics. The prospects for good quality fabrics at competitive prices are very good, and according to a recent Chamber of Commerce survey the demand for British textiles is likely to grow considerably during the next 2 or 3 years.If you would send us details of your ranges, with samples and prices, we could inform you of their suitability for the Australian market, and also indicate the patterns and qualities for which sales are likely to be good. We would then arrange to call on our customers with your collection.You will naturally wish to have references and may write to Barclays Bank Ltd, 99 Piccadilly, Manchester, or to any of our customers, whose names we will be glad to send you.We feel sure we should have no difficulty in arranging terms to suit us both. And look forward to hearing from you soon.Yours faithfully,Letter 66Inquiry about Agency Applican t’s ConditionsDear Sirs,We thank you for your letter of July 18, in which you proposed to sell our products on sole agency basis.We are deeply impressed by your kindness in submitting this proposal to us, and your application is now under our careful consideration. However, before going further into this arrangement we would like to know your market consumption, the definite quantities you require quarterly or annually, your plan to push the sales of our products, licencing position at your end, your bank references, etc.Last but not least, the whole matter hinges upon the question of amount of commission you would require on orders obtained and executed. And as your Mr. John Smith intends visiting London in October, we shall be pleased to discuss the possibility of coming to an agreement with him personally.We are looking forward to your early reply and awaiting Mr. John Smith’s call.Sincerely yours,Letter 87Compensation Trade (I)Dear Sirs,If you refer to the previous correspondence exchanged between us, you will find that we had several satisfactory dealings in Textiles during 1995—1997, but later we failed to maintain communication with you.We hasten to write you this letter in the hope that our relations will be resumed and strengthened.We have now received an enquiry from our old friends in Europe for large quantities of men’s poplin shirts, which are to be manufactured according to the design, material and needlework desired by them. To give you some idea of what our clients require, we are sending you by separate mail a sample of the shirt.Upon receipt, please examine the sample thoroughly and let us know ifyou are in a position to manufacture. If so, we shall appreciate receiving your counter sample for our consideration, together with your lowest quotation, CIF European Main Ports, stating mode of packing and time of delivery, etc.You will notice from our sample that the shirt was sewn with a new type of sewing machine, the stitches being not only neat and fine but attractive as well. Our clients in Europe are very particular about the quality of the shirts to be supplied, and we wonder if your sewing machines are good enough to produce such results. If not, we are thinking of supplying you with this new type of sewing machine. The cost of the machines may be repaid by resultant products, and the whole transaction can be carried out under compensation trade arrangements.Please give our enquiry your consideration and let us have a detailed reply at your early convenience, on receipt of which we shall go further into the matter.Yours faithfully,Letter 88Compensation Trade (II)Dear Sirs,Thank you for your letter dated September 16, 2000 and your sample of the men’s poplin shirt, both of which reached us yesterday.The moment your sample reached us, we approached our manufacturers about your enquiry, who informed us that the sewing machines they are using are good enough to sew the shirts you intend to order. However, in order to display their excellent skill, they are making a counter sample, which we will airmail to you within a couple of days. When you see our counter sample, we hope you will be satisfied with the design, material and quality, particularly the stitches sewn with our manufacturers’ machines,. But should you find the stitches not so desirable as you hope for, please do not hesitate to let us know. We shall consider importing a new type of sewing machine from you under compensation trade arrangements.We highly value your enquiry and, with an eye to future cooperation, we have asked our manufacturers to keep their prices as low as possible so as to put this business through as a friendly gesture for a long-term cooperation.With regard to the new type of sewing machine suitable for making poplin shirts, we have not yet decided at present to make purchases but would suggest that you immediately send us catalogues and price lists so that we may consider this matter well in advance. Thus, no time will be wasted if we find such purchases necessary.We await your reply with interest and sincerely hope that concrete business can be concluded as soon as possible, for our manufacturers are likely to be heavily committed when the summer season comes.Yours faithfully,Letter 89Compensation Trade (III)Dear Sirs,Please accept our thanks for your prompt response to our letter dated September 25 in connection with the above subject. We have also received your counter sample of the men’s poplin shirt.Having carefully examined the counter sample, we find everything satisfactory except for the stitches, which are not what we expected. We attribute this shortcoming to the old type of sewing machine being used by yourmanufacturers. We feel sure this problem can easily be solved if a new type of machine is installed.As requested, we enclose a catalogue and a price list for Model AS –348 Sewing Machine produced by Messrs, Juki & Co., Hongkong. They have in stock 91 machines which can be shipped to you promptly. This is the very machines suitable for making our poplin shirts, and the present price is HK $ 15,000 each FOB Hongkong, which we can assure you is the lowest obtainable.Please fax us as soon as possible if you are interested in these machines, and in the meantime let us have your best offer for the poplin shirts based on our order of 2,000 to 2,500 dozen per month. On receipt of your reply to our offer of the sewing machines and your quotation for the shirts, we shall try our best to conclude the two deals as one package under compensation trade arrangements.We thank you in advance for an early reply and assure you of our full cooperation at all times.Yours faithfully,Letter 90Compensation Trade (IV)Dear Sirs,We acknowledge with thanks receipt of your letter of October 7,2000 quoting us your price for 91 sewing machines of Model AS—348 @ HK$ 15,000 each FOB Hongkong. While we thank you for this offer, we find that your price is about 5% higher than that offered by other exporters in your city. If you can see your way to reduce your price to the same level as your competitors’, we are willing to place our order with you so as to conclude the deal on the basis of compensation trade. Please let us have your decision as soon as possible.Referring to your order for men’s poplin shirts, our manufacturers have just called on us and, through our mutual consultation, we now take pleasure in quoting you the following:1. Men’s poplin shirts to be manufactured according to the design, material and needlework as per your sample submitted and to be sewn with the sewingmachines supplied by you: @ HK $ 352 per dozen CIF European Main Ports, based on the quantity of your order of not less than 2000 dozen each month. Our prices and other terms for your future orders are to be discussed and specified in detail on each occasion.2.Packing : Half a dozen packed to a cardboard box; six dozen to acarton.3.Delivery: 2000/2,500 dozen to be delivered monthly.It is essential for you to rush your acceptance without any delay, as our manufacturers may find it necessary to raise their prices soon owing to the increase in the cost of raw materials.Your early reply will be highly appreciated.Yours faithfully,Letter 91Compensation Trade (V)Dear Sirs,We have just received your letter of October 19, 2000 concerning our offer of 91 sewing machines and your quotation of men’s poplin shirts.As a sign of our sincere cooperation with you to the fullest, we have decided, as an exceptional case, to accept your request for 5% reduction off our original price of HKD15, 000 each for the 91 sewing machines. We made this special concession on condition that this deal is to be concluded in combination with your offer of men’s poplin shirts as one package under compensation trade arrangements.We find your offer of the shirts not attractive enough but with a view to starting some substantial business with you at an early date, we have accepted your quotation of HKD352 per dozen CIF EMP.Now the two transactions have been finalized, and we expect to receive your confirmation by return.We are pleased to inform you that our sales manager will be visiting Shanghai within the next few days to attend a mini-fair. While in Shanghai, she will call at your office to discuss in detail the terms and conditions of this compensation trade agreement. Please have the draft of the compensationtrade agreement drawn up well in advance so that when she calls she can sign the agreement forthwith if no rectification to the agreement is necessary.Our sales manager is looking forward to meeting you in Shanghai soon and hopes that everything will go on smoothly.Yours faithfully,Letter 92Agreement on Compensation Trade (I)This Agreement is entered into on November 15,2000 by and among Jiangsu Garments Import & Export Corporarion (hereinafter called Party A), Renald Garland & Co., Ltd., Hongkong (hereinafter called Party B) and Jiangsu Shirt Factory (hereinafter called Party C), whereby the three parties agree to conclude the following compensation trade under the terms and conditions set forth below:1. After friendly discussions with Jiangsu Shirt Factory, Party A agrees to supply man’s poplin shirts to Party B from January 2001 2,000 dozen to 2,500 dozen each month, or 24,000 dozen to 30,000 dozen each year,. The aforesaid goods shall be manufactured by Party C for Party B with machines supplied by Party B. Party B guarantees to place orders with Party A for approximately the above stated quantity each month. During the period from 2001 to 2005, Party A shall give priority to the orders from party B for shirts as mentioned above provided that Party B advises party A of its requirements half a year in advance, failing which Party A shall not reserve the productive capacity for Party B.2. In order to raise the quality of the products, Party B agrees to supply Party A with 91 sewing machines manufactured by Juki & Co., Hongkong (for details see the attached list) amounting to HK $ 1,296,750 plus freight and interest at 5% per annum. Party A shall settle the amount by installments before the end of December 2001,by deducting it from the total value of the shirts to be supplied to Party B.(to be continued)Letter 93Agreement on Compensation Trade (II)3. Party B shall guarantee that the machines to be provided are in accordance with Party C’s requirements and specifications. If there is anyproblem in the performance of the machines, Party A shall have the right to claim against party B for any loss or losses to the exten t of Juki’s responsibility based on its warranty.4. Party B shall notify the Juki people to join in supervising, the installation and repair of the machines.5. Party B shall have the right to inspect the quality of the shirts in the course of manufacturing and if any quality problem is found, Party B should advise Party A to make rectification immediately.(to be continued)Letter 94Agreement on Compensation Trade (III)6. The price and other terms shall be specified in detail in each contract when it is concluded.7. Any complaints or disputes in connection with this Agreement or the execution thereof shall be settled amicably through friendly negotiation.8. This Agreement shall become effective as soon as it is signed by the three parties. The validity of this Agreement for the acquisition and financing of the equipment is for one year only from January 2001 to December 2001 while all other provisions of this Agreement are valid for a period of five years, starting from January 2001 to December 2005. This Agreement is renewable for a further period upon mutual consent after consultation among all parties concerned.Nanjing, November 15,2000Jiangsu Garments Import & Export Corp.Renald Garland & Co., Ltd.Jiangsu Shirt Factory。
