南宁职业技术学院.doc

南宁职业技术学院商学院教学大纲课程名称：外销实务(双语)课程性质：必修课周 课 时：8总 课 时：144教 研 室：国际贸易 外销实务教学大纲目 录第一部分 概述 一 课程建设总纲二 课程定位三 教学方法四 主要参考文献五 课时分配第二部分 教学内容与方法Chapter One A Brief Introduction to International TradeChapter Two General Procedures of Export and Import TransactionChapter Three Contracts for the Sale and Purchase of International CommodityChapter Four Trade TermsChapter Five Quality of CommodityChapter Six Quantity of GoodsChapter Seven Packing and Marking of GoodsChapter Eight Price of Goods Chapter Nine Delivery of GoodsChapter Ten Cargo Transportation insuranceChapter Eleven Payment of GoodsChapter Twelve Disputes, Claim and Arbitration 第一部分 概述一、课程建设总纲1、培养目标：培养外贸岗位的综合技能与素质。2、教学理念：以培养创新精神为灵魂。3、教学内容：以培养外贸岗位的综合操作技能为主线，建立教学内容体系。4、教学方法：以调动学生积极性为核心，以模拟实践教学为主线，辅助双语资源，建立多渠道、获取式大教学系统的教学方法体系。5、教学条件：以多媒体教学为主线，建立多媒体课件、立体化教材、网上资源、第二课堂、企业基地融为一体的教学手段条件体系。二、课程定位1、国际贸易实务是高职经济管理各专业的核心专业课。2、国际贸易实务作为国贸专业的核心专业课，直接为培养学生的外贸实践能力服务，同又为外贸专业后续的各个课程奠定基础。3、国际贸易实务服务于高职高专人才培养目标，坚持理论与实务结合，以外贸操作技能培养为主线。4、国际贸易实务具体教学目标定位为：培养具有较高英语运用能力的外贸岗位综合实践技能。三、主要的教学方法与考核方式（一）主要的教学方法：课程教学方法的改革以调动学生的积极性为核心。除讲授、提问、学生分析、讨论等常用的方法外，结合管理课程的特点，适应高职的要求，探索并完善以参与式、体验式、交互式和模拟教学等实践教学为基本形式的多种方法。并建立纸质、声音、电子、网络等多种媒体构成的立体化教学载体。1、多媒体教学。本课程全程使用多媒体教学，有的重点案例采取录像播放方式，以增强感染力，并要制作有利于学生学习与训练的助学课件，最终建立系统性、立体化的多媒体课件体系。2、案例教学法：在每一章节的讲解中，老师们都会引用大量案例，启发学生、引导学生、调动学生积极地思考，而且加深学生们的理解和记忆，并让学生学会发现问题、思考问题、解决问题。收效显著，获得学生一致好评。3、 双语教学：本课程所涉及到的各种专业术语、单证、合同条款等均以英文形式出现。部分章节直接使用英文制作多媒体课件，并试行中英文讲解。4、角色扮演。给出一定的案例或要解决的管理问题，由学生扮演其中的角色（也可轮流扮演），设身处地的分析与解决所面临的问题。学生从所扮演角色的角度出发，运用所学知识，自主分析与决策，以提高学生实际决策的技能。5、仿真操作训练：即使在最传统的课堂教学中，老师们也会想方设法地让课堂成为“模拟公司”，因为学生们可以模拟制作各种交易过程中应用的单据、信用证、合同等等。（二）考核方式以综合管理技能考核为主线，建立开放式的全程考核体系。平时成绩占30%；考试成绩占70%。四、主要参考文献：使用教材（书名、版本、作者、出版社）国际贸易实务双语教程清华大学出版社, 2005. 易露霞、陈原主要参考书目国际贸易实务英语 武汉大学出版社, 2001 熊伟国际贸易实务英语浙江大学出版社, 2002. 刘法公国际贸易实务清华大学出版社、北京交通大学出版社, 2005. 孙湘生、易滟国际贸易实务（第三版英文版）西南财经大学出版社,2005. 帅建林国际贸易实务 对外经济贸易大学 黎孝先International Trade Theory and Practice 对外经济贸易大学 张素芳国际贸易 对外经济贸易大学 陈同仇、薛荣久国际金融 对外经济贸易大学 刘舒年国际商法 对外经济贸易大学 冯大同国际经济法 余劲松 吴志攀国际贸易实务 科学出版社 王小兰主编新编国际贸易实务 清华大学出版社 华欣 张雪莹 主编国际贸易实务大连理工大学出版社 侯铁珊 2001年 出口贸易与电子化实务中国海关出版社 汪尧田 2001年 国际贸易实务操作教程 对外经济贸易大学出版社 孟祥年主编 2002国际贸易实务与案例高等教育出版社 张亚芬主编 2002国际贸易实务考试指南对外经济贸易大学出版社 黎孝先 石玉川主编 国际运输与保险 新世界出版社 吴宗杰主编 国际贸易理论与实务 武汉大学出版社 张湘兰著 1996年第1版国际贸易结算与融资 对外经济贸易大学出版社 刘舒年、严思忆编著1996年第1版五、课时分配：本课程计划学时为108学时（其中上课90学时+实践18学时）。 课 时 分 配 表章 节名 称计划课时理论实践Chapter OneA Brief Introduction to International Trade2Chapter TwoGeneral Procedures of Export and Import Transaction82Chapter ThreeContracts for the Sale and Purchase of International Commodity42Chapter Four Trade Terms162Chapter Five Quality of Commodity22Chapter SixQuantity of Goods4Chapter SevenPacking and Marking of Goods4Chapter EightPrice of Goods 122Chapter NineDelivery of Goods18 2Chapter TenCargo Transportation insurance122Chapter ElevenPayment of Goods 242Chapter TwelveDisputes, Claim and Arbitration8 2合 计126 18第二部分 教学内容CHAPTER ONE A BRIEF INTRODUCTION TO INTERNATIONAL TRADESection one reason for international trade Section two Problems Concerning International trade Section three Forms of International Trade 教学目标知识点：1. The concept of international trade ;2. major motivation for private firm to operate international business;3. four major operation forms chosen by most companies;技能点：1. The concept of international trade ;2. Forms of international trade;教学要点SECTION ONE REASONS FOR INTERNATIONAL TRADE 1. Resource Acquisition2. Benefits Acquisition3. Diversification4. Expand SalesSECTION TWO PROBLEMS CONCERNING INTERNATIONAL TRADE 1. Cultural Difference2. Monetary Conversion3. Trade BarriersSECTION THREE FORMS OF INTERNATIONAL TRADE 1. Merchandise Exports And Imports2. Service Exports And Imports3. Licensing4. Trading Companies5. Joint Ventures6. Investment7. Visible And Invisible Trade教学建议Through studying, ask students to master the concept of international trade, the forms of international trade, to understand the major motivation for private firm to operate international business.CHAPTER TWO GENERAL PROCEDURES OF EXPORT AND IMPORT TRANSACTIONSection one Procedures of Export and Import Transaction Section two Business Negotiation 教学目标知识点：1. Procedures of import and export2. Business negotiation: enquiry, offer, counter offer, acceptance技能点：1. Business negotiation: enquiry, offer, counter offer, acceptance2. Clarify firm offer and non firm offer教学要点SECTION ONE PROCEDURES OF EXPORT AND IMPORT TRANSACTION1 What is exporting?2 Procedures of export3 What is importing?4 Parties involved in export and import transaction5 Specialists involved in export and import transaction6 Basic documents needed in export and import transaction SECTION TWO BUSINESS NEGOTIATION 1 Market research2 Enquiry3 Offer and counter-offer4 Acceptance5 Investigation of credit-worthiness of customers6 Implementation of contract7 Settlement of dispute 教学建议Through studying, ask students to master the steps of business negotiation, and understand the details of offer and acceptance, ask students to summarize the procedures of import and export.CHAPTER THREE CONTRACTS FOR THE SALE AND PURCHASE OF INTERNATIONAL COMMODITY Section One Definition of the contract Section Two Formation of Contract 教学目标知识点：1.The formation of contract, 2.the clauses of plete the contract技能点：1. clarify the clauses on the sales contract ;2. complete the contract教学要点SECTION ONE DEFINITION OF THE CONTRACT 1 Contents of transactions2 Terms of payment3 Period of compensation4 Currency for pricing5 Interest rate6 Technical service7 Insurance8 Liability for breach9 Performance guarantee10 Force Majeure11 Arbitration12 Amendment to the contract13 Language and validitySECTION TWO FORMATION OF CONTRACT 1 The parties concerned2 Appointment3 Commodity4 Territory5 Minimum turnover6 Price and payment7 Exclusive right8 Market report9 Advertising and expenses10 Commission11 Transactions between governmental bodies12 Industrial property rights13 Validity of agreement14 Termination15 Force majeure16 Arbitration教学建议Through studying, ask students to absorb the contents of contract, to develop students comprehensive ability on contract. Lastly, ask students to complete the contract clauses by themselves.CHAPTER FOUR TRADE TERMS Section one Components of Trade TermsSection two Incoterms Section three Six Main Trade terms in INCOTERMS Section four Other Trade Terms Section five Clauses commonly used about the trade terms in contract 教学目标知识点：1. the international rules for trade terms2. the new development of INCOTERM3. Details of three important trade terms: duty, obligation, responsibility between buyers and sellers.技能点：1. Details of three important trade terms: duty, obligation, responsibility between buyers and sellers.2. the international rules for trade terms教学要点SECTION ONE COMPONENTS OF TRADE TERMS1 Type of currency2 Price per unit3 Measurement unit4 Trade termsSECTION TWO INCOTERMS 1 The purpose of incoterms2 Classifications of trade termsSECTION THREE SIX MAIN TRADE TERMS IN INCOTERMS 1 FOB: free on board(Named port of shipment)2 CFR: cost and freight(Named port of destination)3 CIF: cost,insurance and freight(Named port of destination)4 FCA: free carrier at (Named place)5 CPT: carriage paid to (Named place of destination)6 CIP: carriage and insurance paid to (Named place of destination) SECTION FOUR OTHER TRADE TERMS 1 EXW：Ex Works（Named Place）2 FAS: Free Alongside Ship(Named Port Of Shipment)3 DAF: Delivered At Frontier(Named Place)4 DES: Delivered Ex Ship(Named Port Of Destination)5 DEQ: Delivered Ex Quay(Named Port Of Destination)6 DDU:Delivered Duty Unpaid(Named Place Of Destination)7 DDP: Delivered Duty Paid(Named Place Of Destination) SECTION FIVE CLAUSES COMMONLY USED ABOUT THE TRADE TERMS IN CONTRACT 教学建议Through case studying, ask students to master details of three important trade terms: duty, obligation, responsibility between buyers and sellers, especially FOB, CIF and CFR.CHAPTER FIVE Quality of CommoditySection One Methods of Stipulating Quality of Commodity教学目标 知识点：1. Sale by Description2. Sale by Sample 技能点：TO differentiate two methods of stipulating quality of commodity 教学要点Section One Methods of Stipulating Quality of Commodity 1. Sale by Description(1) Sale by specification, grade or standard(2) Sale by brand name or trade mark(3) Sale by name of origin(4) Sale by description and illustration2. Sale by Sample(1) Sale by sellers sample(2) Sale by buyers sample(3) Sale by the counter sample教学建议Because this chapter is not very difficult, teachers could ask students study by themselves and before study teacher will raise some question in English. After reading and discussing, teacher would summarize the information about quality. And then, teachers could take some cases and examples to make sure whether students make out the information about stipulating of quality. Chapter Six Quantity of GoodsSection One Calculating Units Quantity of GoodsSection Two Methods of Calculating Weight教学目标 知识点：1. Type of Calculating Units of Quantity2. Differentiate the type of weight 3. Methods of Calculating Weight: Net Weight and Gross Weight4. the Concept of More and Less Clause 技能点：1. Methods of Calculating Weight: Net Weight and Gross Weight2. Case study about disputes caused by More or Less Clause教学要点Section One Calculating Units Quantity of Goods1. Weight2. Number3. Length4. Area5. Volume6. Capacity7. PackageSection Two Methods of Calculating Weight1. Weight Calculation(1) By Gross Weight(2) By Net Weight(3) Conditioned Weight(4) Theoretical Weight(5) Legal Weight2. More or Less Clause教学建议This chapter has many different calculating units; teachers should tell students the concept and difference of these different units. Meanwhile, calculating is very important. Through studying, students can be familiar with the calculating methods of different types of weight. So some calculating exercises are necessary. Then students should learn an important concept More or Less Clause, not only the definition, but also the using of this clause. Chapter Seven Packing and Marking of GoodsSection One The function of PackingSection Two Kinds of PackingSection Three Marking of Package教学目标 知识点：1. Two different concepts of inner packing and outer packing2. Different kinds of packing3. Materials of Packing4. An widely used packing utility: container5. the function of neutral packing and brands designated by the buyer6. different kinds of marking 技能点：1. the function of container2. to learn different kinds of marking3. the function of neutral packing and brands designated by the buyer教学要点Section One the Function of Packing1. Problem in Transport2. Purpose of Packing3. Practical Suggestion for Packing MethodsSection Two Kinds of Packing1. Nude Cargo, Cargo in Bulk/Bulk Cargo and Packed Cargo2. Transport/Shipping Packing and Sales / Marketing PackingSection Three Marking of Package1. Classification of Marking Package(1) Shipping Marks(2) Indicative Marks(3) Warning Marks(4) Supplementary Marks教学建议Through studying, students will learn how to differentiate the marking: Shipping Marks,Indicative Marks, Warning Marks and Supplementary Marks. After learning, students can picture shipping marks by themselves. Secondly , teachers should explain the function of packing, especially to teach the outer packing and inner packing. By modern teaching formalities, students can learn some packing materials directly. Of course ,case study is necessary on this chapter.Chapter Eight Price of GoodsSection One Contents of Price TermSection Two Pricing Methods教学目标 知识点：1. Three different types of pricing strategy: penetration pricing ,skimming price and early cash recovery pricing2. Factors that be considered in exporting price of commodity3. Pricing methods and relative formulas4. Concept of commission and discount5. Function of hard currency and soft currency 技能点：1. Three different types of pricing strategy: penetration pricing ,skimming price and early cash recovery pricing.2. Calculating commodities price教学要点Section One Contents of Price Term1. Pricing Strategy2. Price Object3. Pricing Principle4. Pay close Attention to the Ups and Downs of the International Market5. Take Various Cost Factors into Account6. FormulasSection Two 1. Pricing2. Selection of Money of Account3. Construction of the Price of a Contract4. Commission and Discount教学建议On this chapter, students should understand the different kinds of pricing strategy, such as penetration pricing, skimming price and early cash recovery pricing. In order to help student absorb in this typical pricing strategy, teachers should look for some useful marketing cases, and this method can take students interests, if some classes have higher comprehensive ability, teachers could ask students to find cases by themselves, and to discuss in group. However, calculating price is stress of this chapter, after intensive teaching of various cost factors and formulas, students should do some exercises in calculating. But of course, this work is not equals to mathematics calculating, we must put it at the International Businesss background, so it is important for teachers design some practical cases for calculating. Chapter Nine Delivery of GoodsSection One Methods of DeliverySection Two Delivery ConditionsSection Three Shipping Documents教学目标 知识点：1. The methods of delivery，contains ocean transport, railway transport, air transport, postal transport, international multimodal transport, container transport, land bridge transport, pipelines transport.2. Two ways of ocean transport：shipping by chartering and regular shipping liner3. Calculation of Freight of liners 4. Definitions about partial shipment and transshipment,5. The selection of time of delivery, port of shipment and destination6. Different kinds of shipping documents: B/L , shipping advice commercial invoice, packing list ,weight memo, MTD, inspection certificate7. The contents of B/L 技能点：1. to make out the contents of shipping documents2. to fill in the different kinds of shipping documents教学要点Section One Methods of Delivery1. different kinds of transport2. The kinds of ocean transport3. Time charter ,voyage charter, demise charter.4. The definition of multimodal transport , land bridge transport, pipelines transport5. The function and contents of charter Party6. Calculation of freight linerSection Two Delivery Conditions1. To select right time ,right place of delivery 2. Partial shipment and transshipment Section Three Shipping Documents1. Function and Contents of different kinds of shipping documents2. Filling in the shipping documents教学建议On this chapter, students should understand the methods of delivery, such as ocean transport, railway transport, air transport, postal transport, international multimodal transport, container transport, land bridge transport, pipelines transport. In order to make a deep understanding of different delivery, teachers should use some cases and pictures to stress it. However, the filling-in steps is very important and of course ,it is useful for all students worked in trade company , so teachers would select some representative documents to explain for students , and ask students do some filling-in exercises by themselves. So practice is also very useful for this chapter. Chapter Ten Cargo Transportation InsuranceSection One Marine InsuranceSection Two Risks, Losses and Expenses Section Three Marine Insurance Coverage Section Four Insurance ValueSection Five Insurance PremiumSection Six Forms of Marine Insurance Contract教学目标 知识点：1. Definitions and functions of ocean marine transportation insurance2. Risks , Losses and Expenses3. Basic insurance coverage and additional insurance coverage 4. Insurance under other Transportation Methods5. Choosing the right coverage6. insurance value and insurance premium7. Contents of Marine Insurance Contract and insurance Certificate Open Policy and Combined Certificate and Endorsement 技能点：1. To make out the contents of insurance documents2. To fill in the insurance policy教学要点Section One Marine Insurance1. Definitions and functions of ocean marine transportation i