Incoterms explained: FOB, CIF, EXW and which to use贸易术语详解：FOB、CIF、EXW 以及如何选择

Published June 30, 2026 · 5 min read

发布于 2026年6月30日 · 5 分钟阅读

Incoterms are the three-letter codes (FOB, CIF, EXW…) that define exactly where the seller's responsibility ends and yours begins — who pays for transport, insurance and risk at each stage. Getting them right keeps quotes comparable and avoids nasty surprises.

贸易术语是三个字母的代码（FOB、CIF、EXW……），精确界定卖方责任在哪里结束、你的责任从哪里开始——在每个环节谁承担运输、保险与风险。用对了，报价才可比，也能避免意外。

The ones you'll actually meet

你真正会遇到的几种

EXW — Ex Works

EXW — 工厂交货

You take over at the factory door. Cheapest price on paper, but you arrange and pay for everything after that — export clearance, inland transport, shipping. Most work for the buyer; best only if you have a strong forwarder in China.

你在工厂门口接手。纸面价格最低，但之后的一切由你安排并付费——出口报关、内陆运输、海运。买方工作量最大；仅在你于中国有得力货代时才合适。

FOB — Free On Board

FOB — 船上交货

The seller handles everything up to loading the goods on the ship at the Chinese port (including export clearance). You take over freight and insurance from there. The most common and beginner-friendly choice — you control freight cost while the supplier handles the China side.

卖方负责到中国港口把货装上船为止的一切（含出口报关）。之后的运费与保险由你承担。最常见、对新手最友好的选择——你掌控运费，供应商处理中国一侧。

CIF — Cost, Insurance & Freight

CIF — 成本加保险费加运费

The seller also pays sea freight and basic insurance to your destination port. Convenient, but the supplier marks up freight and you have less control. Good for very small orders or if you don't yet have a forwarder.

卖方还支付到你目的港的海运费与基本保险。省心，但供应商会在运费上加价，你的掌控力较弱。适合很小的订单，或你尚无货代时。

DDP — Delivered Duty Paid

DDP — 完税后交货

The seller delivers all the way to your door, paying freight, duties and taxes. Maximum convenience, highest price, and you rely fully on the supplier's logistics. Handy for samples and small e-commerce shipments.

卖方一路送到你门口，支付运费、关税与税费。最省心、价格最高，且完全依赖供应商的物流。适合样品与小型电商货件。

Which should you use?

你该用哪一个？

• First order, want control: FOB.
• 首单、想要掌控：FOB。
• Small order, want it simple: CIF or DDP.
• 小订单、想省事：CIF 或 DDP。
• You have a strong China forwarder: EXW or FOB for the best total cost.
• 你有得力的中国货代：用 EXW 或 FOB 获得最佳总成本。

Always compare quotes on the same Incoterm, or you're comparing apples to oranges. Ready to ship? See how to import from China to Türkiye.

始终在相同贸易术语下比较报价，否则就是在拿苹果比橙子。准备发货了？参见如何从中国进口到土耳其。