外贸企业在产品销售过程中所应对的客户主要是境外客户，因此涉及的发货问题对比国内商贸往来也更为繁琐一些，初涉外贸工作很多新人并不了解ddp和fob的区别，实际上这二者的区别还是很大的，例如：
Mr. Smith
I am very glad that you can inquire about the price of our products. Now, I will give a brief introduction to the types and prices of the tea we sell. The green tea products we sell are Dongting Biluochun, Xinyang Maojian Liuan Guapian West Lake Longjing. Black tea products include Anhui Qihong, Yunnan Zhenhong, Hubei Xuanhong, Sichuan Sichuan, Fujian Jasmine Tea, Zhejiang Rose Tea Oolong Tea products are Dahongpao, Tieguanyin, Oolong, Narcissus. White tea products are Narcissus, Shanbai and Silver Needle Baihao. Various types of products differ greatly in price according to the quality of tea. The price is less than 10 mg. The quality between 30 yuan and 750 yuan is introduced in the appendix and the price is specified in detail.
Your company mentions that we need to cooperate in the form of DDP in the course of this transaction. It is very difficult for us to fulfill this requirement. In the course of selling our products, we will bear the cost of transportation. However, the relevant insurance costs and tariffs after the products arrive in your country should be borne by you.
史密斯先生：
很高兴贵公司能够来函询问我公司产品价格，现将我公司所销售的茶叶类别以及价格做一简单介绍，我公司所销售的绿茶产品有洞庭碧螺春，信阳毛尖，六安瓜片，西湖龙井。红茶类别产品有安徽祁红，云南镇红，湖北宣红，四川川红，花茶茶品有福建茉莉花茶，浙江玫瑰茶，乌龙茶类别产品有大红袍，铁观音，乌龙，水仙。白茶产品有水仙白，山白以及银针白毫。各类型产品在价格方面根据茶的品质不同而有较大差距，价格在没10克30元到750元之间，茶的品质在附录中有介绍，也有详细价格明示。
贵公司提到在本次交易过程中需求我方以ddp形式完成合作，对于贵公司的这种要求，我公司很难达成，产品销售过程中我公司会承担产品运输费用，但相关保险费用以及产品到达贵国之后的关税等，则需要由贵方自行承担。
可以看到在这其中的核心在于“DDP is delivered at destination, and the seller bears all costs and risks, including customs clearance and customs duties in the importing country, and is applicable to any mode of transport.”购买方公司已发函询问，希望能够通过ddp这种方式完成交易，在这种方式中产品销售方是很吃亏的，产品销售方不但要支付产品运输费用还要承担保险以及关税等所有相关费用。
接下来我们来看另外一个案例：
Mr. Johnson
We have received your inquiry, and you want to order 150 internal combustion engines and 300 motors. There are 420 wind turbines and 130 hydraulic turbines. 560 fertilizer applicators and 300 rotary tillers were planted. 420 grain harvesters. Beet harvester 60, potato harvester 150, cotton and hemp crop harvester 200. Our company is well stocked. In your letter, you mentioned that the goods need to be sent to your port before January 15. There is no problem with that.
The total price of this batch of products is 17 million yuan. Our company has a preferential policy. Users who submit orders before the end of December 2018 can give 3% discount to more than 10 million products. We hope that your company can reach a corresponding contract with our company before the end of December.
Your company also talked about the transportation of products in this transportation. Our company is a big exporter of agricultural machinery products. Whether in the United States, the United Kingdom or other countries, we adopt fob. The products ordered by your company will be shipped to Shanghai Port. Your company needs to send a special person to pick up the goods in Shanghai Port.
约翰逊先生：
已收到贵方垂询函，贵公司欲订购内燃机150台，电动机300台，风力机420台，水轮机130台，种植施肥机560台，旋耕机300台，谷物收获机420台，甜菜收获机60台，薯类收获机150台，棉麻作物收获机200台。我公司现备货充足，贵方在来函中提到这批产品需要在1月15日之前发送到贵国港口，时间方面充裕，没有任何问题。
本批次产品总价1700万元，我公司有优惠政策，2018年12月末之前提交订单的用户，1000万以上的产品可以给予3%的优惠，希望贵公司可以在12月末之前与我公司达成相应合同。
贵公司还谈到在本次运输中产品运输相关问题，我公司是农机产品出口企业，无论是应对美国，英国还是其他国家用户都采用fob，此次贵公司所订购的产品我公司会将产品运到上海港，贵公司需派专人在上海港接货。
如上所述，FOB is delivered on board the ship at the port of shipment. After the goods are loaded on board the ship, the risk is transferred from the seller to the buyer, and FOB is only applicable to shipping. Fob是该贸易企业在交易中的常规交易模式，农机产品体积和重量都很大，因此选择fob更适合这家外贸农机销售企业，在这种模式中销售方企业只需要将产品运输到港口，购入方企业将产品装船，此后有任何问题都由购入方企业自行承担。通过对比可知ddp和fob的区别非常大，前者对于一些销售体积较小产品的公司而，尚可接受，但对于销售体积和重量都较大的企业而言在交易环节中选择后者才稳妥，fob能够让外贸销售方企业获得更多利润，减少不必要风险。
