国际贸易实务双语教程电子课件.ppt

,国际贸易实务（双语）(INTERNATIONALTRADEPRACTICEINCHINESEANDENGLISH),主讲：葛志财,INTERNATIONALTRADEPRACTICEINCHINESEANDENGLISH,Chapter1Abriefintroductiontointernationaltrade（2hrs）,Contentstobestudiedinthiscourse:,Chapter2GeneralProceduresofExportandImportTransaction（2hrs）,Chapter3ContractsfortheSaleandPurchaseofInternationalCommodity(2hrs),Chapter4TradeTerms(4hrs),Chapter5QualityofCommodity(2hrs),Chapter6QuantityofGoods(4hrs),Chapter7PackingandMarkingofGoods(2hrs),Chapter8PriceofGoods（2hrs）,Chapter9DeliveryofGoods(4hrs),Chapter10CargoTransportationInsurance（4hrs）,Chapter11PaymentofGoods(2hrs),Chapter12Disputes,Claim,Arbitration(2hrs),PictureoftheCourse,对国外市场调查研究,制定出口方案,发展客户,广告宣传,谈判,交易洽商,询盘,发盘,还盘,接受,签合同,备货,催证,审证,改证,(审核发现的修改),租船订舱,报验(商检),货发码头,报关、装船、取得单证,投保(必须在发货以前),所有单据送银行议付,议付结汇合同履行完毕,发生争议处理索赔,合同履行,交易前的准备工作,进口商,生产厂家,海关,税务局,出口商,Chapter1Abriefintroductiontointernationaltrade,SectionOneReasonsforinternationaltrade(从事国际贸易的动机)1ResourceAcquisition(寻求资源)2BenefitsAcquisition(追求利润)3Diversification(多种经营)4Expandsales（扩大销售）,Problems,CultureProblems,Monetaryconversion,Tradebarriers,SectionTwoProblemsConcerningInternational（国际贸易遇到的问题）,SectionThreeFormsofInternationalTrade(国际贸易形式)1MerchandiseExportsandImports(商品进出口)1)Exporting(商品出口)(1)Directexporting(直接出口)(2)Indirectexporting(间接出口)2)Importing(商品进口)2ServiceExportsandImports(劳务进出口)1)Travel,Tourism,andTransportation(旅游业、交通运输业)2)PerformanceofActivitiesAbroad(国外商务活动)3)UseofAssetsFromAbroad(国外资产的运用),Chapter1Abriefintroductiontointernationaltrade,3Licensing(许可证贸易)4TradingCompanies(贸易公司)5JointVentures(合资企业)6Investment1)DirectInvestments(直接投资)2)PortfolioInvestments(间接投资)7VisibleandInvisibleTrade（有形贸易和无形贸易）,Chapter1Abriefintroductiontointernationaltrade,Exercise,1Whatisinternationaltrade?2Whatarethemajormotivationsforfirmstooperateinternationalbusiness?3Whatmeasuresdomostcompaniesusuallyadopttoavoidwildswingsinthesalesandprofits?4Pleasegivethefourmajoroperationformschosenbymostcompanies.5Whatlimitsafirmssales?6Whatdoes“royalties”mean?7Pleasetrytofinishalltheexerciseinthetextbook.,SectionOneProceduresofExportandImportTransaction1WhatisExporting2ProceduresofExport1)Makingmarketresearch2)MarketingandPromotion3WhatisImporting4Partiesinvolvedinexportandimporttransaction5Specialistsinvolvedinexportandimporttransactions6BasicDocumentsneededinExportandImportTransactionPleaselookatthefollowingdraft(ExportProceduresunderCIRonthesideofSeller),Chapter2GeneralProceduresofExportandImportTransaction,ExportProceduresunderCIRonthesideofSeller,ProceduresofImportTransaction,MarketResearch,Anyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarketresearch.Marketresearchisaprocessofconductingresearchintoaspecificmarketforaparticularproduct.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesarelikelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.,*theexporters*theimporters*theportauthority*theshippingcompany(forseafreight)*theairline(forairfreight)*theinsurancecompanyorbrokers*theexportersbank*theimportersbank*therailways(insomecases)intheimportercountry*theroadhauler(insomecase)intheimportercountry*theshippingagentattheportorairportofdischarge*theshippingagentsattheportorairportofloading*therailway(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountry,Partiesinvolvedinexportandimporttransaction,PartiesInvolvedinExp.Theoffereerejectsormakesacounteroffer;Theofererrevokestheofferbeforeacceptance.,3.Counter-Offer,Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounteroffer.(1)Areplytoanofferwhichalterthetermsoftheoffermateriallyconstitutesacounter-offer(2)Anacceptancewithrestrictiveconditionsisanotherformofcounter-offer,suchas“subjecttoourfinalconfirmation”.(3)Ifoffereeacceptstheoriginalofferafterhemadeacounter-offer,thecontractisinvalid.,4.Acceptance,Astatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance.(1)Themeaningofacceptance(2)Theessentialconditionsofacceptance,5InvestigationofCredit-worthinessofCustomers6ImplementationofContractPreparinggoodsforshipment2)Inspectionapplication3)Reminding,examiningandmodifyingL/C4)Charteringandbookingshippingspace5)Customsformalities6)Insurance7)Documentspreparationforbanknegotiation7Settlementofdisputes,Questions,1.Whataretheessentialconditionsofanoffer?2.Accordingtotheregulationofconvention,whentheoffercanbewithdrawalandrevoked?3.Whenanofferisterminated?4.Trytoanalyzetheeffectivenessofalateacceptance.5.Whataretheessentialconditionsofacontractestablished?,Summary:NEGOTIATIONOFCONTRACT国际货物买卖合同的订立,询盘(Inquiry)发盘(Offer)递盘(Bid)还盘(Counter-offer)接受(Acceptance)订立合同(Signacontract),buyer,seller,合同成立的时间（Effectivetimeofcontract）合同生效的要件（Effectiveconditionsofcontract）,合同的形式（Formsofcontract）合同的内容（Contentsofcontract）,返回目录,Exercise,PleasefinishtheexerciseinthetextbookCaseStudy:Pleasereadyourcasebook,1.EstablishmenttimeofcontractTwostandardsforjudgment:1.Whentheeffectiveacceptancereachesofferor;2.Whenoffereemakethebehaviorofaccepting.2.Theessentialconditionsofacontractcomeintoeffective:1,contractingpartiesshouldhavesigningability2,thecontentofthecontractshouldbelegal3,thecontractshouldconformtolegalformarity4,contractingpartiesmeaningexpressesshouldbetrue,Chapter3ContractsfortheInternationalSaleofGoods,SectionOneDefinitionoftheContract,Acontractisanagreementbetweentwoormorecompetentpartiesinwhichanofferismadeandaccepted,andeachpartybenefits.Itisanagreementwhichsetsforthbindingobligationsoftherelevantparties.Theagreementcanbeformal,informal,written,oralorjustplainunderstood.Somecontractsarerequiredtobeinwritinginordertobeenforced.Acontractproperincludes:1)thefullnameandaddressofthebuyerandtheseller;2)thecommoditiesinvolved;3)allthetermsandconditionsagreedupon;4)indicationofthenumberoforiginalcopiesofthecontract,thelanguageused,thetermofvalidityandpossibleextensionofthecontract.,Theprerequisites（前提）requiredforacontracttoberecognizedandenforced,(1)AValidOfferandaProperAcceptance(2)SufficiencyofConsideration（对价）(3)AbsenceofFraud,Force,orLegalLoopholes(4)LegalCapacity(5)ConsistencywithGeneralPublic,1.Formationofcontact(1)WrittencontractItisthebasisthatthecontractisestablishedItisthebasisoffulfillingcontractItisthebasisthatthecontractcomesintoforceItisthebasisofarbitrationorlawsuit.(2)Oralform(3)Otherforms,Section2:Formationandmaincontentsofcontact,CISGArticle11:Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.,2.MainpartsofcontractPreambleBodyWitnessclause,VariousFormatsofContractInWritten,ContractConfirmationAgreementMemorandumLetterofIntentOrder(Pleaseloginto:3/trade),THELAWSAREAPPLICABLETOINTERNATIONALSALESCONTRACTS,InternationalTradePracticeInternationalRulesfortheInterpretationofTradeTerms国际贸易术语解释通则UniformCustomsandPracticeforDocumentaryCredit跟单信用证统一惯例InternationalTreatyUniteNationsConventiononContractsfortheInternationalSaleofGoods联合国国际货物销售合同公约DomesticLawsContractlaw中华人民共和国合同法,ModificationorTerminationofContract,CISGArticle29:(1)Acontractmaybemodifiedorterminatedbythemereagreementoftheparties.(2)Acontractinwritingwhichcontainsaprovisionrequiringanymodificationorterminationbyagreementtobeinwritingmaynotbeotherwisemodifiedorterminatedbyagreement.However,apartymaybeprecludedbyhisconductfromassertingsuchaprovisiontotheextentthattheotherpartyhasreliedonthatconduct.,Nameofcommodity,Quality,Quantity,Package,Price,Payment,Transportandinsurance,Thetimelimitandplaceofperformance,Thepreventionandhandlingofdispute,Nameofcommodity,Generally,thisclauseisrelativelysimple,wealwayslistthenamesthatintheofferorcounter-offerunderthearticleofNameofCommodity.Andsometimesweonlywriteseveralsentencesshowingthetwopartiesagreementonthebusinessofsomecommodityatthebeginningofacontract.,Quality,Inthequalityclauseweshouldclearlylistthenameanddetailedqualitiesofcommodities.Ascommoditiesarevarious,thewaysshowingtheirqualitiesarenotthesame.Sothetermsofqualitymustbefitforthecharacteristicsofcommodities.,QUANTITY,Thequantityclausemainlyincludesthequantityandunitofcommodity.Tofacilitatetheperformanceofcontractandavoiddisputes,thequantityclauseshouldbeclearanddetailed.Inaddition,itisimpropertousethoseuncertainwordslikeabout、circa、approximatetodefinethequantity.,Packingmaterial,Methodofpacking,Specificationofpacking,Packingmark,Packingcharges,Package,PACKINGMATERIAL,ThepackingforseaneedfirmThepackingforrailneednotafraidofshakingThepackingforairneedlightSeethelawofrelativecountry,METHODOFPACKING,SinglepackingSetpackingGenerally,choosesetpacking,SPECIFICATIONOFPACKING,Involvesuchrespectsaseverypackageputting,thepieceandexpensespacked,etc.,shouldconfirmaccordingtotheactualconditions.,PACKINGMARK,Packingmarkincludesshippingmark,indicativemarkanddangerouscargomarkShippingmarkcanbechosenbyus,orbythecustomer.,PACKINGCHARGES,GenerallyincludinginthepriceofgoodsOrnotincludinginthepriceofgoods,paidbybuyer.,PRICE,Unitpriceandthetotalamountofpaymentareextremelyimportantinacontract.Afterseveralroundsofofferandcounter-offer,bothpartiesreachanagreementontheprice.Thepriceclauseshouldclearlyindicatethecurrency、priceterms、unitpriceandthetotalamountofpayment.Whenwritingthetotalamountincapital,wealwaysadd“say”atthebeginningofthesentence,and“only”attheend.,PAYMENT,Thisclausemainlyincludes：ThemeansofpaymentTimeandplaceofpaymentandsoon,TRANSPORTANDINSURANCE,Whilenegotiating,bothpartiesmustdiscussforthetimeofdelivery,placeofloadingandthedestination,whetherpartialshipmentortransshipment,amountofinsurance,risk,insurancerateandwhichinsuranceclauseofinsurancecompanybeingaccurate.Shipment:differentpricetermsmustrelatetodifferentresponsibilityandrisk.Insurance:differentpriceterms,differentpersontofixinsurance.,STIPULATETHEFLEXIBLERANGE,Inqualityterms,addtheclausesuchas“QUANLITYTOBECONSIDEREDANDBEINGABOUTEQUALTOTHESAMPLE.”Accordingtotheerrorofproductsqualitythatinternationallyacknowledged,add“QUALITYTOLERANT.”Astosomeprimaryproductthatqualityisnotverysteady,whileregulatingitsqualityindex,canmakecertainflexiblerangeofqualityseparately,allowcertainrangeinthequalityindexofthegoodsthatsellershandin,butshouldadjustpricesaccordingtothesituationofqualityofdeliveringgoods.Whilenegotiateonquality,thesellercanaddsuchinthecontract:Ifthequalitysellerdeliversisdefective,doesnotaccordwiththeregulationofthecontract,thebuyercantcancelcontract,butcanlodgeaclaimagainstseller.,USEVARIOUSKINDSOFEXPRESSIONMETHODSPROPERLY,Choosethewaydescribequalityaccordingtothecharacter.Ifcandescribeinoneway,dontusemanyways.,FORMULATETHECLAUSEACCORDINGTOACTUALABILITY,Payattentiontothescienceandrationality.Avoidtoohighortoolow.Payattentiontotheinnerlinkandrelationbetweeneveryqualityindex.,Inspection,Forcemajeure,Arbitration,Thepreventionandhandlingofdispute,INSPECTION,Thethirdpartyprovidestheinspectioncertificate.Atpresentinourcountry,examineintheexportcountry,re-inspectsinimportcountry.Inspectionclauseincludes:inspectiontime,inspectionplace,inspectionorganization,inspectioncertificate,methodofinspection,re-inspect,etc.,FORCEMAJEURE,Afterthecontractissigned,itisnotfaultorcarelessnessofcontractingparties,butbecauseoftheaccidentthatcantbepredicted,cantbepreventedandavoided,sothatthepartiescantfulfillorcantfulfillthecontractasscheduled,sothepartythathadtheaccident,canavoidtheresponsibilityoffulfillingcontractaccordingtothestipulationsofthecontractorthelaw,orpostponefulfillingthecontract.,ARBITRATION,Meanbothpartieswhiledisputing,accordingtotheagreementbetweenbothsides,certainorganizationasthethirdpart,judgethefactofthedisputeortherightsandobligations,thussolvethedispute.Weshouldtryourbesttochoosethenationalarbitrationorganorthearbitrationorganofthethirdcountry.,本文,品名,品质,数量,包装,价款,支付方式,运输与保险,履行期限及地点,争议的预防与处理,品质,一般要写明商品的名称与具体品质。,包装,包装材料,包装方式,包装规格,包装标志,包装费用,商品检验,不可抗力,仲裁,争议的预防与处理,Exercise,PleasefinishtheexerciseinthetextbookCaseStudy:Pleasereadyourcasebook,Pleasewritelettersofenquiry,offer,counter-offerandcreditenquiryaccordingtothesituationgivenbelow:Supposethereisanexporttransactionon“Haier”AirConditioner.Pleasewritethecome-and-gocorrespondenceduringtheprocessofthetransaction.Particulars:SalesConfirmationNo.FC9998PriceTerms:CIFLagosImporters:ABCCo.Ltd.,LagosQuantity:1,000dozenPortofShipment:Huangpu,GuangzhouPortofDestination:LagosExporters:GuangzhouLightIndustrialProductsImp.theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However,partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss?Itisdefinitelynotthecasebecausethereareothertwosub-contractsexistingonCIFterms-I/PandBillofLading.Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyersrefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified.,ANSWER,AChineseimportandexportcompanyconcludedaSaleContractwithaGermanfirmonOctober5,2006,sellingabatchofcertaincommodity.ThecontractwasbasedonCIFHamburgatUSD2500permetricton;TheChinesecompanydeliveredthegoodsincompliancewiththecontractandobtainedacleanonboardB/L.Duringtransportation,however,100metrictonsofthegoodsgotlostbecauseofroughsea.Uponarrivalofthegoods,thepriceofthecontractedgoodswentdownquickly.Thebuyerrefusedtotakedeliveryofthegoodsandeffectpaymentandclaimeddamagesfromtheseller.Question:(1)Isthebuyersrefusalreasonable?Why?(2)Howshouldthebuyertodealwiththeloss?,CASE,(1)Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,thesellersresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.(2)Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.,ANSWER,CIF（namedportofdestination）,CFR(CostandFreight，namedportofdestination)成本加运费(指定目的港),Itmeansthatthesellershallundertakethecostandfreightnecessarytocarrythegoodstothenamedportofdestination,buttherisksof,lossesof,ordamagetothegoods,aswellasanyadditionalcostsduetoeventsoccurringafterthetimethegoodshavebeendeliveredonboardthevessel,aretransferredfromthesellertothebuyerwhenthegoodspasstheshipsrailattheportofshipment,返回目录,CFR应该注意的问题,装船通知的重要作用CFR变形卸货费用的负担问题CFRLinerTerms（班轮条件）CFRExShipsHold（舱底交接）CFRExTackle（吊钩交货）CFRLanded（卸到岸上）,CFRNAMEDPORTOFDESTINATION,AmerchantinSouthAmericaplacedanorderwithaChineseexportcompanyforacertaincommodityonCFRAsuncion(亚松森)terms.Withaviewtodevelopnewmarkets,theexportcompanyimmediatelymadeanofferabroadonthebasisofCFRAsuncion,andthetransactionwassoonconcluded.Whenshippingthegoods,however,thiscompanycametorealizethatAsuncionisaninlandcity.Aswasthecase,ifthecompanyhadthegoodstransportedtoAsuncion,ithadto,firstofall,havethegoodstransportedbyseatoaseaportinArgentinaorsomeotherSouthAmericanneighboringcountry.Afterthat,thegoodsmightbetransporttoAsuncionthroughrivertransportationorinlandtransportation.Asaresult,thiscompanyhadtopayaconsiderablesumoffreightcharges.Whatcanwelearnfromthiscase?,CASE,Inthiscasethelosswascausedsimplybecauseoftheignoranceonthepartoftheexportbusinessman.Whatwecanlearnfromthiscaseisthat,whenofferingabroad,wemustmakeexactcalculationsofthetotalfreightandotherrelevantcharges.Mostimportantly,itisverybeneficialforeveryexportbusinessmantolearngeography.,ANSWER,Exercise,Pleasefinishtheexerciseinthetextbook,Goodsareindispensabletointernationaltrade.Whetheritisvisibletradeorinvisibletrade,thegoodssoldhavetheirownqualities,andthequalityofacertainkindofgoodsdeterminestoagreatdegreeitsmarketandprice.Therefore,thequalityofthegoodsisamongthemaintermsuponwhichasalescontractisbasedandconstructed.,Chapter5QualityofCommodity,Commodityprovidesthematerialbasisforinternationaltrade.Allofcommoditiespresentcertainqualities.Therefore,thequalityofcommodityisnotonlyoneofthemajortermsofsalescontract,butalsothefirstitemwhichshouldbeagreeduponbytheexporterandtheimporterwhilethebusinessisbeingnegotiated.,1.SalebyDescription（凭文字说明买卖）（1）Salebyspecification，gradeorstandard（凭规格、等级、标准买卖）（2）Salebybrandnameoftrademark（凭牌号或商标买卖）（3）Salebynameoforigin（凭产地名卖）（4）Salebydescriptionandillustration（凭说明书和图样买卖）,2.SalebySample（凭样品买卖）（1）Salebythesellerssample（凭卖方样品买卖）Sellerssamplearethesampleswhichareusuallysentbythesellertothebuyer.WealsocalledOriginalsample.（2）Salebythebuyerssample（凭买方样品买卖）Inthiscase,thesellershallfirsttakeintoconsiderationtheavailabilityofthenewmaterialandthepossibilityofprovidingtheprocessingtechnology.,DEFINITION:,QualityofGoodsoutwardsappearance:shape,structure,color,flavor,lusterandetc.innerfeatures:composition,physicalandmechanicalproperty,chemical,biologicalfeature,etc.,MethodsofStipulatingQualityofGoods:,Bydescription*bySpecification*byGrade*byStandard*byBrandnameorTradeMark*byNameofOrigin*byInstruction,Bysample*bythesellerssample*bythebuyerssample*bycountersample,Thespecificationofthegoods,referstocertainmainindicatorswhichindicatethequalityofthegoods,suchascomposition,content,purity,size,length,etc.Soitisthedetaileddescriptionofthegoodstobesold.,Thegradeofthegoods,referstotheclassificationsofthecommodityofonekindwhichisindicatedbywords,numbersorsymbols.,Thestandard,referstothespecificationsorgradeswhicharestipulatedandannounced(laiddownandproclaimed)inauni