外贸订单条款术语表

MOQ is the smallest quantity a supplier will accept for an order — the floor for this purchase. 最小起订量是供应商愿意接单的起订门槛，也就是这一单至少要订多少。

It is a different number from the actual order quantity, so track and confirm the two separately. 它和这次实际下单量（order quantity）是两个数，要分开记、分别和对方确认。

Order quantity is how many units you actually order this time; the buyer decides it. 下单量是这一单实际下多少，由买方决定。

It must be at least the supplier's MOQ; write both numbers down before the PI to avoid mixing them up. 它必须不低于供应商的 MOQ；做 PI 前把下单量和 MOQ 都写清，避免混为一谈。

Incoterms are standardized trade terms that set how far each side carries the cost and risk for shipping, insurance and customs. Incoterms 是一套标准化贸易术语，规定买卖双方在运输、保险、报关等环节各自承担的责任与费用到哪一段。

Always pair the term with a port or place (e.g. FOB Ningbo); changing the term means re-checking how the price is quoted. 术语一定要带港口或地点（如 FOB Ningbo），换了术语价格口径要跟着重算。

FOB means the seller loads the goods onto the ship at the named port of shipment and clears them for export; sea freight and risk pass to the buyer after that. FOB 指卖方把货送上指定装运港的船、完成出口报关，之后的海运费与风险由买方承担。

FOB without a port is unclear — write it as FOB + port of shipment, e.g. FOB Shenzhen. 只写 FOB 不写港口等于没说清，要写成 FOB + 装运港，例如 FOB Shenzhen。

CIF means the seller pays sea freight to the destination port and buys marine insurance, but risk passes to the buyer once the goods are loaded at the port of shipment. CIF 指卖方负担到目的港的海运费并买好海运保险，但货物风险在装运港上船后就转给买方。

A CIF quote already includes freight and insurance, so it is not directly comparable to FOB; name the destination port, e.g. CIF Los Angeles. CIF 报价含运费和保险，和 FOB 不能直接比价，要写明目的港，例如 CIF Los Angeles。

DDP means the seller delivers to the buyer's named place and covers freight, import clearance and import duties — one of the higher-responsibility terms for the seller. DDP 指卖方把货送到买方指定地点、并承担运费、进口报关与进口关税税费，是卖方责任较重的一种术语。

A DDP quote usually includes destination-country duties and taxes, so confirm exactly who bears them to avoid disputes later. DDP 报价通常含目的国关税与税费，确认时要问清这些算谁的，避免事后扯皮。

Lead time is how long it takes from an agreed start point until the goods are ready or shipped, usually counted in days. Lead time 是从约定起点到货物备好或发出所需的时间，常按天计。

The key is to state the start point — after the order, after the deposit, or after sample approval; a different start point can shift the real delivery date by many days. 关键是写明起算点——下单后、收到定金后还是确认样品后，起算点不同实际交货日能差很多天。

Payment terms split the amount into installments tied to milestones, e.g. 30% deposit and 70% before shipment. 付款比例是把货款拆成几笔按节点支付，常见如 30% 定金、70% 发货前付清。

Write each share with its trigger (sign PI / before shipment / on B/L copy / on arrival) and check the shares add up to the total. 把每笔比例和触发节点（签 PI / 发货前 / 见提单 copy / 到港）写清，并核对各笔相加是否对得上总额。

A sample fee is what the buyer pays to receive a proof or sample; some are credited back or refunded after a formal order. 样品费是买方为拿到打样或样品支付的费用，有的可在正式下单后抵扣或退还。

Confirm three things: the amount, whether and how it is refundable (on order, or only past a certain volume), and who pays the sample shipping. 确认三件事：金额、是否可退及退的条件（下单即退还是达到某个量才退）、样品运费谁出。