外贸沟通中企业工作人员对于FOB CFR
CIF等问题都要了解透彻，否则后期阶段和用户沟通时会出现很多问题，例如cif买方和卖方风险转移这一类型的问题就一定要了解清楚，原因在于这是当下国家鼓励外贸企业采用的一种运输保险购买方式。
为什么国家鼓励外贸企业采用cif这种方式呢，原因非常简单，这种模式能够带动国内的相关保险以及运输行业发展，而在进口方面则会鼓励外贸企业采用fbo，其原因是相同的，也是为了将国内部分行业的发展带动起来。所以说外贸企业工作人员对于cif买方和卖方风险要有所了解。
具体外贸往来之中是否采用这种方式，主要是看当时的产品销售市场是属于买方市场还是属于卖方市场，如果当时的市场属于买方市场的状态之下，选择cif还是比较合适的，如果属于卖方市场，外贸企业则应该选择其他方式。例如：
Mr. Abel:
The classic flat button and solid wood flooring you ordered are 5000 flat, with a quotation of 124 yuan per flat. Household floor heating wear-resisting waterproof wood reinforced flooring 3500 level, 75 yuan per level. Plastic wood outdoor strip floor 2300 flat, 64 yuan per square.
According to the previous commercial results, the cost of land transportation and related insurance will be borne by us after the product is uploaded. The relevant risks will be borne by you. After the product is uploaded, the CIF bill of lading will be mailed to the other company after the product is uploaded. The expected letter will reach your company about April 17.
埃布尔先生：
贵方所订购的经典平扣轻松平和实木地板5000平，每平报价124元。家用地暖耐磨防水木质强化地板3500平，每平75元。塑木户外长条地板2300平，每平64元。
根据此前的商议结果，本次产品运输过程之中陆路运输以及相关保险费用将由我方承担，产品上船之后，相关风险由贵方自行承担，cif提单我方将在产品上船之后邮寄给贵方公司，预计信函到贵方公司时间约在4月17日左右。
风险分界就在于此“According to the previous commercial results, the cost of land transportation and related insurance during the transportation of this product will be borne by us and the related risks will be borne by yourselves after the product is uploaded.”
Cif对于外贸企业而言有什么优势呢，如果在市场不景气的状态之下，选择这一类型的模式尚可，原因简单，这一类型的模式之中要求产品销售方企业将产品通过陆路运输形式发到指定港口装船即可，而此后的相关运输费用等和产品销售方无关，例如购入产品方企业属于内陆地区，那么在产品到达港口之后，运到该公司所在地，运输费用也是很高的，这一类型的费用不会和产品销售方有任何关联性，这是cif 的优势之一。但是以能够给企业节省资金方面考虑fob更为合适一些，如果处于卖方市场时，如上外贸企业应该这样和对方沟通：
Mr. Abel:
The classic flat button and solid wood flooring you ordered are 5000 flat, with a quotation of 124 yuan per flat. Household floor heating wear-resisting waterproof wood reinforced flooring 3500 level, 75 yuan per level. Plastic wood outdoor strip floor 2300 flat, 64 yuan per square.
At present, solid wood flooring products are very popular in domestic and international markets, so the number of purchasers is large. For this reason, the chain charges of upstream and downstream enterprises of our company are also rising. In order to ensure the profit in product sales, the transportation costs and insurance costs related to this transaction will be borne by you.
通过比较，我们可以发现“In order to ensure the profit in the sale of the products, you will bear the transportation and insurance costs related to this transaction.”对比“According to the previous commercial results, the cost of land transportation and related insurance during the transportation of this product will be borne by us, and the related risks will be borne by yourselves.”毫无疑问，前者对于产品销售方企业而言更为有利。前者即是fob，卖方在这种交易之中费用支出降低，所承担的责任也相对小很多，只要在相关合同规定时间之内将产品运输到指定的港口即可。后期相关费用则皆由产品购入方自行承担，进口许可证等相关问题也都是由产品购入方自行解决的。
实际交易中选择cif还是选择fob很多时候不是由销售方企业自行能够决定的，原因何在呢?产品销售过程中产品能够获得的利润多少和市场变化具有着密切的联系性，如果在供求关系之中供方市场优势明显，外贸销售方企业就可以选择费用支出更低的合作模式，如果在产品销售时期属于买方市场，市场产品数量供大于求，这种状态之下对于外贸企业而言，几乎没有太多的选择余地，必须让利给产品购入方企业，所以就要选择牺牲一定的利益，只有如此才能够留住客户，而留住客户是在逆势中企业能够生存下去的关键。因此cif以及fob和其他很多内容一样，企业有要根据市场情况不同而做出不同的选择，这方面不能一概而论。
