Chapter 8

Export Sales Contracts
Definition of Export Contract

An agreement between a seller and an
overseas customer for the performance,
financing, and other aspects of an export
transaction
Includes supply contracts for the
manufacture of a product within a given

period
Harmonization of Contract Law
 Increases in global trade and economic relations
between nations
 The growth of international customary law
 The adoption of international convention and rules
◦ The Vienna Convention on international sale
of goods
◦ The ICC rules on contract guarantees
◦ Standard contracts developed by trade
associations
Convention on International Sale of Goods
(CISG)
 The CISG, which entered into force on January 1, 1988,
governs the formation of international sales contracts and the
rights and obligations of parties under these contracts.
 Over sixty three countries accounting for over two-thirds of
world trade have adopted the convention (France, Germany,

Italy, The Netherlands, Singapore, and the United States).
The CISG applies to contracts for the commercial sale of
goods between parties whose "place of business" are in different

nations that have agreed to abide by the convention.
4
CISG: Essential Elements
 Oralcontracts/statements: A contract need not be
concluded or evidenced in writing.
 Paroleevidence: Prior oral statements (including witness

testimony) are potentially enforceable and can be used to
challenge the provisions of a written contract.
 Battleof forms: A reply to a sales offer that purports to be

an acceptance but contains additions or modifications is a
rejection of the offer and constitutes a counter offer.
CISG: Essential Elements (cont.)
 Duty to inspect and proper notice: In the event that the
buyer receives nonconforming goods, he or she must
give timely (within a short period as is practicable) and
effective notice of nonconformity (specify the nature of
nonconformity).
 Right to remedy deficiencies: CISG permits the seller to
remedy the delivery of defective goods after the time of

performance has expired, unless such delivery would
cause the buyer “unreasonable inconvenience and
uncertainty.”
CISG: Essential Elements (cont.)
 Exemptions from liability: Exempts a party from
liability for failure to perform any of his or her
obligations due to reasons beyond his or her control
and was not foreseeable at the time of the contract
formation
 Limitation period: No provisions on limitation period
Pertinent Clauses in Export Contracts
 Scope of work: The goods to be sold should be clearly spelled
out in the contract. The scope of work to be performed by the
exporter, such as installation, training, and other services must
also be included.
 Price and delivery terms: The total price could be stated at the
time of the contract, with a price escalation clause that provides

for increases in the price if certain events occur.
 Quality, performance, and liability: Most contracts state that the
seller warrants to the buyer that the goods manufactured by the

seller will be free from defects in material, and workmanship
and title will be of the kind and quality described in the contract.
 Payment: The contract should clearly indicate the delivery
term (e.g., FOB, New York, or CIF, London) since there are
different implications in terms of risk of loss, insurance,
ownership, and tax liability. Protection against fluctuations in
the importer’s currency can be mitigated by adding a risk
premium on the price at the time of the contract
 Delivery, delay & penalties: Most contracts state that

either party has the right to cancel the contract for any delay
or default in performance if it is caused by conditions beyond
its control.
9
Pertinent Clauses in Export Contracts
(cont.)
 Taxes and duties: An exporter will not be subject to any
taxes (when products are exported to these countries) if
business is not performed through an agent, branch, or
subsidiary.
 Guarantees and bonds: It is quite common for overseas
importers to require some form of guarantee or bond

against the exporter’s default.
 Applicable law and dispute settlement: Most contracts
state the applicable law to be that of the exporter’s

country.

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Export Sales Contracts

Definition of Export Contract

manufacture of a product within a given

world trade have adopted the convention (France, Germany,

goods between parties whose "place of business" are in different

 Paroleevidence: Prior oral statements (including witness

 Battleof forms: A reply to a sales offer that purports to be

remedy the delivery of defective goods after the time of

time of the contract, with a price escalation clause that provides

seller warrants to the buyer that the goods manufactured by the

 Delivery, delay & penalties: Most contracts state that

importers to require some form of guarantee or bond

state the applicable law to be that of the exporter’s

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