国际贸易实务.doc

第一章1.What is International Trade? （p.1） International trade refers to the fair and deliberate exchange of goods and services across the national boundaries.2.What are visible trade （有形贸易）and invisible trade（无形贸易）? Visible trade / tangible goods trade refer to trade of goods. Invisible trade / intangible goods refer to trade of services .For example: investment, transportation, insurance, financing, tourism, labor service, education service, etc. 3.What is difference between international trade and world trade? International trade equals to world trade. （没有不同）4.What is Foreign Trade? Foreign trade is the trading of goods and services destined for a foreign country. 5.What are Differences between International Trade and Foreign Trade? 1) Different Position and Perspective 2) Differences in Statistics Foreign Trade: Total Value of Export (FOB) Total Value of Import (CIF) Total Value of Import & Export International Trade: Total Value of International Trade6.What is Counter-Trade? (p.10) Counter-Trade is the trade method in which the seller (exporter) is required to accept the purchase of goods or services in equivalent or nearly equivalent value from the buyer (the importer).对销贸易不同于单方面的进口或出口，实质上是将进口和出口结合起来的贸易方式。体现了互惠的特点。7.What Included in the Forms of International Trade? Dealing（经销）、Agency（代理）、Consignment（寄售）、Auction（拍卖）、Trade Fair（商品交易会）、Invitation to Tender & Submission of Tender （招标与投标）、Counter-Trade（对销贸易）、Futures（期货贸易）8.What Included in the Barriers to International Trade? Natural Barrier（自然壁垒）、Tariff Barrier（关税壁垒）、Non-Tariff Barrier（非关税壁垒）9.What is The Theory of Absolute Advantage? P.4 Absolute Advantage theory says that if a country has an absolute advantage in producing a commodity(with lower cost of production or exclusive in production),another country has an absolute in producing another commodity.10.What is the Theory of Comparative Advantage? P.5 Even if a country is less efficient than another in the production of both commodities , there is still a basis for mutually beneficial trade11.Exercise True or False on p.25第二章1.Preparation for Export Market Research, Export Promotion, Credit Standing Investigation;2.Preparation for Import1）Familiarizing the import policies, and select the market of purchase, or the country of supplier;2）Investigating possible suppliers and lock the preferred one;3）Working out an imported goods operating program to guide and fulfill the future business. 3.What is Business Negotiation? International business negotiation is an important part of conducting a foreign trade. It is the dealings between supplier and customers in order to reach agreement on the price,quantity,quality,payment and other terms and conditions of a sale. 4.What are Five Links of Business Negotiation? P.33 Enquiry (Inquiry)（询盘） Offer（发盘） Offer with Engagement (Firm Offer)实盘 Offer without Engagement (Non-Firm Offer)虚盘 Counter-Offer（还盘） Acceptance（接受） Conclusion of a Contract（缔结合同）5) What is Contract? P.37 A contract is an agreement that creates an obligation, that is a binding, legally enforceable agreement between two or more competent parties.6) What Parts Included in a Sales Contract? Preamble(约首)、Body(正文)、Witness Clause(约尾)7）Exercise True or False on p.51第三章1.What is the Name of Commodity? P.53 Name of commodity refers to a title or concept of a certain commodity that makes this commodity differ from another one.商品的品名是指使某种商品区别于其他商品的一种称呼或概念。2.What is the Quality of Commodity? P.54Quality of commodity is the combination of inherent quality and outside form or shape of the commodity.商品的品质是指商品的内在质量和外观形态的综合。3.Methods of Expressing the Quality of Commodity p.55 Sale by Description （凭文字说明买卖） 1)Sales by Specification （凭规格买卖） 2)Sale by Grade （凭等级买卖） 3)Sale by Standard (凭标准买卖) 4)Sale by Brand Name or Trade Mark （凭品牌或商标买卖） 5)Sale by Name of Origin or Geographical Indication（凭产地名称或地理标志买卖） 6)Sale by Description and Illustration（凭说明书和图样买卖） Sale by Actual Quality （看货买卖） Sale by Samples （凭样品买卖） 1)Sale by the Sellers Sample （凭卖方样品买卖）2)Sale by the Buyers Sample （凭买方样品买卖） 3) Sale by Counter Sample（凭对等样品买卖） Fair average quality (F.A.Q.) 良好平均品质 Good merchantable quality (G.M.Q.) 上好可销品质4.What are Stipulations of Quality Clauses? P.59 The Clause of Quality Tolerance 品质公差条款 The Clause of Quality Latitude 品质机动幅度条款5.Examples of Quality Clauses p.60 C708 Chinese Grey Duck Down with 90% down content, 1% more or less allowed 货号C708 中国灰鸭绒 含绒量90%， 允许1%浮动。6.Exercise True or False on p.67第四章1.What is the quantity of commodity? P.69 The quantity of commodity refers to the weight, number, length, volume, area, capacity, etc. which are indicated by different measuring units.2.Measuring Units p.70-71Metric ton (2,204 Ibs); 公吨Long ton (2,240 Ibs); 英国吨Short ton (2,000 Ibs) 美国吨3.How to calculate the weight of goods? P.71net weight = gross weight tare weight4. What is “Gross for Net”? 以毛作净 P.72 如果合同未声明商品按毛重或净重计算，一般是按净重计算。但是，某些货物的包装不便按净重计算（tobacco flake, news reels），或者其包装材料的价值几乎与货物自身的价值相等（grain, fodder），于是常按毛重计算，在国际贸易中称作“Gross for Net 以毛作净”。5.More or Less Clause 溢短装条款 p.73It means over-load and under-load are permitted but should not surpass a certain percentage of the stipulated quantity. 允许多装或少装，但以不超过合同规定数量的百分之几为限。6.Examples of Quality Clauses p.74（例子有删减） 1) China Rice, 1,000 M/T, 5% more or less at sellers option. 中国大米，1000公吨，卖方可溢装或短装5%。 2) Chinese northeast soybean: 6,000M/T gross for net, 3%more or less at sellers option. 中国东北大豆：6, 000公吨，以毛作净，卖方可溢装或短装3%。 3) The seller is allowed to deliver 5% more or less, the price will be calculated as per the unit price stipulated in the sales contract. 允许卖方在装货时溢装或短装5%，价格按照本合同所列的单价计算。 7.Exercise Multiple Choices on p.78True or False on p.79第五章1.What is the Packing of Commodity? Packaging is the science, art, and technology of enclosing or protecting products for distribution, storage, sale, and use. 2.Types of Packing p.821)Nude Cargo, Bulk Cargo/Cargo in Bulk and Packed Cargo2)Transport Packing3)Sales Packing4)Neutral Packing 5)Factors Influencing Choice of Packing3.Transport Packing and Sales Packing p.83-85 Transport packing is also called big packing, shipping packing or outer/outside packing. Sales packing is the inner packing, directly contacts with the commodities, mainly used for the purpose of promoting sales. TEU Twenty-foot Equivalent Unit, 标准箱 4. Shipping Marks 唛头 p.88 The purpose of shipping mark is to identify cargo and help in moving smoothly and safely without delay or confusion to its final destination and to enable the checking of cargo against documents. 运输标志俗称唛头或“唛”，是一种识别标志或标准标志。通常由一个简单的几何图形和一些字母、数字及简单的文字组成。它的主要作用是容易辨认货物，方便运输，易于点数、查箱，使单货相符，防止错发错运等。5.Exercise Multiple Choices on p.96True or False on p.97 第六章1.What is Price Terms? What is Incoterms? Price Terms, also called Trade Terms, is a short phrase to specify the price structure and the division of risks, expenses, and responsibilities. Incoterms is short for International Rules for the Interpretation of Trade Terms, and most frequently used in international sales transactions. 2.Basic Components of Price (4 parts) p.100 Type of currency, price per unit or total price, measurement unit, price terms3.“Shipment Contract” 装运合同and “Symbolic Delivery”象征性的交货“Arrival Contract”到达合同 and “Physical Delivery”实际交货 p.1004.FOB（船上交货(指定装运港)）, CFR（成本加运费（指定目的港）, CIF（成本、保险费加运费（指定目的港） 三者关系：CIF = CFR + I (保险费) = FOB + F(运费) + IFCA（货交承运人（指定交货地点）, CPT（运费付至（指定目的地）, CIP（运费、保险费付至(指定目的地)）5. How to Choose Price Terms? When export, we had better to choose CIF. When import, we had better to choose FOB. 6. Examples of Price Terms p.1171) USD200 per dozen CFRC3% New York 每打200美元，CFR 纽约，佣金3%2) CAD15 per case CIPC2% Montreal 每箱15加元，CIP 蒙特利尔，佣金2%3) 600 per set FOB Shanghai less 3% discount 每套600欧元，FOB上海，折扣不超过3%4) USD20 per M/T for discount 每公吨折扣20美元5) The purchase price shall be USD300 per unit FAS Vessel, Qingdao. The price is changed alongside the vessel designated by the buyer in Qingdao, the port of shipment. 购买价每单位300美元，FAS 青岛港船边交货，价格变动由买方在装运港青岛的船边决定。7. Exercise Multiple Choices on p.132 True or False on p.132-1338.Incoterms2010 中文一览（一） 适用于任何单一或多种运输方式的术语EXW工厂交货 FCA 货交承运人CPT运费付至 CIP 运费、保险费付至DAT运输终点交货 DAP 目的地交货DDP交税后交货（二）适用于海上和内陆水上运输的术语FAS船边交货 FOB船上交货CFR成本加运费 CIF成本、保险费加运费第七章1.The Instruments of Payment Bill of Exchange (abbr. B/E or Draft) 汇票 Promissory Note本票 Check (or Cheque) 支票2.How many basic parties in B/E payment? P.136 更正书上错误 the drawer 出票人(i.e. the person who makes, signs and gives it) the drawee 付款人(the person on whom a draft is drawn) the payer 付款人(usually the drawee and the payer are the same person) the Payee 受款人(the person to whom the money is to be paid)3.The Modes of payment Remittance (M/T, T/T, D/D), （汇付） Collection (D/P, D/A) （托收） Letter of Credit (L/C) （信用证）4. Whats Difference between the Instruments of Payment and the Modes of Payment? 5.Remittance & Collection belongs to Commercial Credit Letter of Credit belongs to Bankers Credit6.Remittance 称为顺汇（Favorable Exchange) Collection and Letter of Credit 称为逆汇（Adverse Exchange） 买方直接付款称为顺汇（Favorable Exchange), 其他的则称为逆汇（Adverse Exchange）7.如果信用证的开证申请人破产倒闭，开证行是否要付款？为什么？ 要付款。因为开证行开出信用证的时候实际上就是担保付款。如果申请人破产不能付款，开证行仍然有义务付款给议付行，开证行对开证人有追索权。8.什么叫“单证一致，单单一致”？ 单证一致，单单一致是指，出口方所提供的所有单据要符合进口方开证银行所开信用证的要求，且出口方的所有单据之间要一致并且相符。出口方所提供的单据主要是指：提单、产地证、汇票、发票、保险单、商检证书、检疫证明等。9.How to chose the modes of payment? When we as exporter: L/C T/T (Down payment T/T + Pay the balance after your goods Arrived T/T 预付定金电汇加货到付余款电汇 ) 10. Examples of payment clauses p.153 1) The Buyers shall pay the total value to the Sellers in advance by T/T not later than 买方应当不迟于用电汇预付全部货款给卖方。2) Upon first presentation the Buyers shall pay against documentary draft drawn by the Sellers at sight. 买方应当在第一次提示卖方开出的即期跟单汇票的时候付清全部款项。3) The Buyers shall duly accept the documentary draft drawn by the Sellers at 30 days sight upon first presentation and make payment on its maturity. The shipping documents are to be delivered against payment only. 买方应当及时承兑卖方开出的第一次提示后30天付款的远期跟单汇票并于到期日付清全部款项。装运单据仅在付款后交付。4) Within 15 days from the date of this Agreement, the Buyer shall establish an irrevocable L/C with a first-class bank in compliance with the terms and conditions set forth in this contract. 自合同签订日15天内，买方应当开立由一流银行承诺遵守本合同条款和条件的不可撤销的信用证。11. Exercise Multiple Choices on p.169 True or False on p.171 第八章1.What is international factoring? (p.175) 国际保理是商业银行或其附属机构通过收购货物出口债权而向出口商承担买方信用风险，提供资金融通，应收账款的代为收款和催收以及提供账务管理为一体的金融中介服务。 国际保理公约的定义：(c.f. 9th line on p.175 or Note 4 on p.187) Factoring means that between the factor and the seller there exists a kind of contract,based on which the seller transfer its present or future accounts receivable arising from the goods sales contract signed between the seller and its customer(buyer)to the factor,who will provide financing service integrating trade financing ,sales account management,accounts receivable collection and credit risk control. 保理业务是指卖方与保理商间存在一种契约关系。根据该契约，卖方其现在或将来的基于其与买方(债务人)订立的货物销售/服务合同所产生的应收帐款(receivable)转让给保理商，由保理商为其提供下列服务中的至少两项：贸易融资、销售分户账管理、应收帐款的催收、信用风险控制与坏账担保(full protection of bad debts)。2.What is Forfeiting? (p.177)福费廷源自法语单词“la forfait”，意思是放弃向某人索要某物的权利。 Forfeiting is defined as a financial service by discounting usance notes like time promissory note,time draft,etc,for the exporters without recourse.在国际贸易中，福费廷是一种无追索权的为出口商贴现远期票据（如远期本票和汇票）的金融业务。3.What is Outward Documentary Bill? (p.180) Outward Documentary Bill is a short-term export trade financing for the exporter. 出口押汇是出口商将代表货权的单据及其他单据抵押给银行，从而得到银行扣除押汇利息及费用后的有追索权的垫款。4.What is Sellers Credit ? (p.181) Sellers credit is the commercial loans that the exporters bank provides to the exporter. 在大型机械装备与成套设备贸易中，为便于出口商以延期付款方式出卖设备，出口商所在地的银行对出口商提供的信贷5.What is Inward Documentary Bill? (p.184) Inward documentary bill is a short-term trade financing solution under L/C for the importer who suffers from working capital shortage.On application of the importer, the importers bank takes the importers imported goods as the mortgage and provides financing and payment to the exporter or the exporters bank.the importer repays his bank the advance payment and the relating interest as well as fees within a stipulated period.进口押汇是在信用证项下为资金短缺的进口商提供的短期贸易融资。在进口商提出申请后，进口商所在地银行接受进口货物作为抵押品，向出口商或出口商银行付款。进口商须在一定期限内偿还其所在地银行的垫款、相关利息及费用。（c.f. Note62, p.196）6.What is Buyers Credit? (p.184) Buyers credit is a financial arrangement whereby the exporters bank extends a loan directly to the importer or the importers bank for settling the payment of the goods from the exporter.在大型机械装备与成套设备贸易中，由出口商所在地的银行贷款给国外进口商或进口商的银行，以给予融资便利，扩大本国设备出口。注意：卖方信贷和买方信贷都是出口信贷。7.ExerciseTrue or False on p.198 第九章1.What is International Cargo Transportation p.201 International cargo transportation is the freight movement, with which the cargo flow from between countries and areas. 国际货物运输是一种货物在国家或地区之间的移动。2.What is B/L? P.206-207 Clean B/L and Unclean B/L（清洁与不清洁提单） 清洁提单是指货物装船时，表面状况良好，承运人在签发提单时未加注任何货损、包装不良或其它有碍结汇的批注的提单。在国际贸易结算中，银行只接受“清洁提单”。 不清洁提单是指承运人在提单上加注了货物表面状况不良或货物存在缺陷和包装破损的提单。(在信用证支付方式下，银行一般不接受不清洁提单。) Long form B/L and short form B/L（全式提单和简式提单） 全式提单相对于简式提单，是指提单除正面印就的提单格式所记载的事项，背面列有关于承运人与托运人及收货人之间权利、义务等详细条款的提单。 简式提单是指仅保留提单正面的必要记载事项，而无背面详细条款的提单。这种提单一般都列有“本提单货物的收受、保管、运输和运费等项，均按本公司全式提单内所印的条款为准”的字样。3. Sea Waybill (SW or SWB) 海运单 Telex Release B/L 电放提单/ 快递提单 (样本p.340) Rail Waybill 铁路运单 Air Waybill 航空运单 (样本 p.336) Parcel Post Receipt 邮政包裹收据 4.What is difference between B/L and Waybill? 5.What are Partial Shipment and Transshipment?1）分批装运(Partial shipment)又称分期装运（shipment by installment）含义是指一个合同项下的货物先后分若干期或若干次装运2）转运的含义是指从装运港（地）至目的地的货运过程中进行转装或重装的行为。6.Examples of Shipment and Delivery Clauses p.218 1) Shipment to be effected on or before July 30, 2003, from Shanghai to London. Partial shipment and transshipment are allowed. 从上海至伦敦的装运在2003年7月30日或在此之前生效。允许分批装运和转运。2) Shipment to be made during October and November, 2003, from Chinese ports to Amsterdam via Hong Kong. Shipment will be effected in four equal installment. Transshipment is allowed. 从中国港口经香港至阿姆斯特丹港的装运于2003年10月至11月间执行。装运将分为四个相等的批次。允许转运。3) Shipment is effected from Qingdao to Singapore during first half of September, 2003. Partial shipment is allowed while transshipment is prohibited. 从青岛至新加坡的装运于2003年9月上半月生效。允许分批装运但禁止转运。7.Exercise Multiple Choices on p.225True or False on p.226第十章1.What is insurance? Insurance is an agreement by contract to pay money to someone if something, especially a misfortune, such as illness, death or an accident, happens to them.2.What are parties involved in insurance? The insurer承保人- 保险人/ 保险公司,insured投保人- 被保险人/客户and insurance broker保险经纪人3.What are Marine Risks, Losses and Expenses? P.231,232,233 Marine Risks: 1)Perils of the Sea 海上风险（Natural Calamity 自然灾害, Fortuitous/Unexpected Accidents 意外事故） 2)Extraneous/External Risks外来/部风险（General Extraneous Risks 一般外来风险、Special Extraneous Risks 特殊外来风险）Marine Losses：1) Total Loss（Actual Total Loss 实际全损,Constructive Total Loss 推定全损） 2） Partial Loss（General Average (G.A.)共同海损、Particular Average (P.A) 单独海损） Marine Expenses：1) Sue and labor expenses 施救费用 2) Salvage charges 救助费用 3) Continuation Expenses 后续费用 4) Loss Evaluation Charges 损失评估费4.What are Marine Insurance Coverage p.237 1）Basic Insurance Coverage 基本险（F.P.A. 平安险 、W.P.A./W.A. 水渍险 、All Risks (AR 一切险）2）Additional Insurance Coverage 附加险（General Additional Risks 一般附加险、Special Additional Risks 特殊附加险）注意：1)一般附加险不单独投保，附加在平安险或者水渍险上加保。2) 投保一切险后无需加保一般附加险。 5.What is W/W clause? P.236 W/W clause,referring to warehouse to warehouse clause,attaches the insurance duty from the time the goods hereby insured leave the warehouse or place of storage named in the Policy for commencement of the transit and continues in force in the ordinary course of transit including sea,land and inland waterway transits and warehouse or place of storage named in the Policy or to any other place used by the insured for allocation of the goods or for storage other than in the ordinary course of transit.6.What is CIC? ICC? P.237 ICC(协会海运货物保险条款)CIC(中国海运货物保险条款)7.Examples of Insurance Clauses p.246 1)Insurance: covering all risks as per ocean marine cargo clauses and overland transportation cargo insurance clause (train, truck) of PICC. 保险：涵盖中国人民保险公司按海洋运输货物保险条款和陆上运输货物保险条款（火车，汽车）的一切险。 2)This insurance must be valid for a period of 60 days after arrival of merchandise at inland destination. 本保险有效期为货物到达内地目的地后60天。 3)Insurance to be effected by the seller on behalf of the buyer for 110% of the value against F.P.A. (W.P.A. or All risks). Premium to be for the buyers account. 保险于卖方代表买方投保货物价值110%的平安险（水渍险或一切险）后生效。保险费由买方负担。8.Exercise Multiple Choices on p.259 True or False on p.260 第十一章1. What are the Inspection检验and quarantine检疫of Commodities? p.262 The Inspection of Commodities refers to the inspection conductde by an authorized party to testify whether the quality,quantity,package,etc, would be exactly in conformity with terms stipulated in the contract,to deter