商务英语实务教案.ppt

InternationalTradePractices商务英语实务,ChapterOneInternationalTrade,I.ConceptofInternationalTradeII.ReasonsforInternationalTradeIII.InvisibletradeIV.BenefitsofInternationalTrade,1.Concept,Internationaltrade,alsoknownasforeigntradeoroverseastrade,istheexchangeofgoodsandservicesbetweencountries.Itconcernstradeoperationsofbothimportandexportandincludesthepurchaseandsaleofvisibleandinvisiblegoods.,2.Internationaltradeanddomestictrade,1)thefundamentalcharacteristicsthatmakesI.T.differentfromdomestictradeisthatI.T.involvesactivitiesthattakeplaceacrossnationalborders.2)Otherdifferences:-foreignlanguagesandunderforeignlaws,customsandregulations.-informationbedifficulttoobtain.-foreigncurrencytransactions(外汇交易）-culturaldifferences-controlandcommunicationsystemsaremorecomplexforforeigntradethanforD.T.-Risklevels/management,3.ReasonsforInternationalTrade,1)resourcereasons2)economicreasons(C.A/A.A)3)Otherreasons:differentconsumptionpreferences(不同的消费偏好）；politicalobjectives(政治目的）,4.Invisibletrade,1)definition:Itreferstotheexchangeofservicesbetweencountries.2)classification:transportation,insurance,tourism,remittances,etc.,5.BenefitsofI.T,-Cheapergoodsorservices-greatervariety（更多种类）-widermarketforthesupplyingcountry（为供应国提供更广阔的市场)-economicgrowth(经济增长）,第2章国际贸易术语InternationalTradeterms,TeachingObjectivesToletthestudentsknowtheroleandconceptofthetradetermsTomakestudentknowtheobligationsandresponsibilitiesofsellerandbuyerforeachtradeterm,返回目录,II.BackgroundInformation,Peoplefromdifferentcountriesofdifferentcultureshavedifferentunderstandingsonthesameword.Sendinggoodsfromonecountrytoanother,aspartofacommercialtransaction,canbeariskybusiness.Frequentlypartiestoacontractareunawareofthedifferenttradingpracticesintheirrespectivecountries.Thiscangiverisetomisunderstandings,disputesandlitigationwithallthewasteoftimeandmoney.Amethodisneededtosolvetheseproblems.Inordertoprovideasetofinternationalrulesforcommonreferenceandremedytheseproblems,inthe19thcenturyafewbriefconceptsintheformofEnglishlettersturnedouttoindicateclearlysellersandbuyersobligationsastocost,risksanddocuments,etc.sothatpartiestothesamedealcansharethesamebasisoftradepractices.Theywerecalled“tradeterms”,“priceterms”or“termsofdelivery”.III.ThePointstobehighlighted1.Functionsoftradeterms2.Featuresofeachgroup3.Featuresandrelationshipsofterms,IV.TeachingProceduresandContents1.Lead-in(CaseStudy)AfoodexporterbasedatDalianwatchedthecarrierloadthecompanysconsignmentof1,000M/Tsoybeanonboardaship.TheshipmentwaspricedFOBDalian.Shortlyaftertheloading,thecaptainwasreportedafire.Heinstructedthatthecarbondioxidefireextinguisherbeusedtoputoutthefirebutthisfailedtooperate.Eventuallythefirewasbroughtundercontrolbythehydrantsystem.However,about700M/Tsoybeanwasdamaged.Question:Whoisresponsibleforthedamage,theexporter,thebuyer,orthecarrier?,2.BodyTradetermisconsideredtobethebasisofinternationaltrade.ThischaptergivesadetailedexplanationonIncoterms2000anditsapplicationincargoexportandimport,especiallyFOB,CIFandCFR.2.1ThedefinitionofTradeTerms（贸易术语的定义）:ThetradetermsrefertousingabriefEnglishconceptorabbreviationtoindicatetheformationoftheunitpriceanddeterminetheresponsibilities,expensesandrisksbornebytwopartiesaswellasthetimeofthepassingofthepropertyinthegoods.FOBLONDON,返回目录,i.Definitionoftradeterm(detailed),(1)alsocalledpricetermsordeliveryterms(2)animportantpartofaunitpriceininternationaltrade(3)standingforspecificresponsibilitiesandobligationsofboththebuyerandtheseller(4)usuallyindicatetheplacewherethegoodsaredeliveredandthemodeoftransportused(5)nametheexactpointatwhichtheownershipofthegoodsistransferredfromthesellertothebuyer(6)theuseoftradetermsgreatlysimplifiescontractnegotiations,savestimeandcost,2.2、Internationalcustomarypractices(国际贸易惯例),Warsaw-OxfordRules1932华沙牛津公约RevisedAmericanForeignTradeDefinitions1941美国对外贸易修订本InternationalRulesFortheInterpretationofTradeTerms国际贸易术语解释通则(Incoterms2000version),返回目录,2.2Incoterms2000,1)Introduction:a)Inordertoclearuptheconfusionthatexistedintheinternationaltrade,theInternationalChamberofCommerce(ICC)firstpublishedin1936“INCOTERMS”whichareknownasINCOTERMS1936.Theywererevisedin1953,1967,1976,1980,1989and1999.Thelatestrevisionwasin1999,andstartstobeusedin2000,soitiscalledINCOTERMS2000.,b)nature:IINCOTERMSarenotpartofnationalorinternationallaw,strictlyspeaking,butaconventionalpracticewiththefeatureoflawininternationaltrade.C)ThepurposeofINCOTERMSistoprovideasetofinternationalrulesfortheinterpretationofmostcommonlyusedtradetermsinforeigntrade.Thustheuncertaintiesofdifferentinterpretationsofsuchtermsindifferentcountriescanbeavoidedoratleastreducedtoaconsiderabledegree.,2)SummaryofIncoterms2000,a)mostcommonlyusedininternationalsalescontractsb)revisedandpublishedbyInternationalChamberofCommerce(ICC)c)attheheartofworldtradetodayd)asetofuniformrulesortheinterpretationofinternationalcommercialtermsdefiningthecosts,risks,andobligationsofbuyersandsellers.,3)tenheadings,underallthoseterms,therespectiveobligationsofthepartieshavebeengroupedundertenheadingswhereeachheadingonthesellerssidemirrorsthepositionofthebuyerwithrespecttothesamesubjectmatter.Thetenheadings(SellerA1-Al0,BuyerB1Bl0)are:,SELLERA1Supplyinggood(s)inconformitywiththecontract;A2Licences,authorizationsandformalities;A3Contractofcarriageandinsurance;A4DeliveryA5Transportofrisks;A6Divisionofcosts;A7Noticetothebuyer;A8Proofofdelivery,transportdocumentorequivalentelectronicmessageA9Checking,packaging,marking;A10Otherobligations.,BUYERB1Paymentoftheprice;B2Licences,authorizationsandformalities;B3Contractofcarriage;B4TakingdeliveryB5Transportofrisks;B6Divisionofcosts;B7Noticetotheseller;B8Proofofdelivery,transportdocumentorequivalentelectronicmessageB9Inspectionofgoods;B10Otherobligations.,2.3DescriptionofIncoterms2000:i)eachitem,*GroupEEXW(ExWorksnamedplace):(1)thesellerdeliverswhenheplacesthegoodsatthedisposalofthebuyer,notclearedforexportandnotloadedonanycollectingvehicle,atthesellerspremisesoranothernamedplace(i.e.factory,warehouse,etc.).(2)meanstheminimumresponsibilitiesandobligationfortheseller,andthebuyerhastobearallcostsandrisksinvolvedintakingthegoodsfromthesellerspremisestothedestination.,返回目录,(3)ifthepartieswishthesellertoberesponsiblefortheloadingofthegoodsondepartureandtobeartherisksandallthecostsofsuchloading,thisshouldbemadeclearinthesalescontract.(4)shouldnotbeusedwhenthebuyercannotclearforexportdirectlyorindirectly.EXW:Seepicture,交货地点,风险转移地点,费用划分地点,*GroupFFCA(FreeCarriernamedplace)货交承运人（指定地点）(1)thesellerdeliversthegoods,clearedforexport,tothecarriernominatedbythebuyeratthenamedplaceontheagreeddate.(2)thechosenplaceofdeliveryhasanimpactontheobligationsofloadingandunloadingthegoodsatthatplace:Ifdeliveryoccursatthesellerspremises,thesellerisresponsibleforloading.Ifdeliveryoccursatanyotherplace,thesellerisnotresponsibleforunloadingfromhiscarryingvehicles.,交货地点,风险转移地点,费用划分地点,FAS(FreeAlongsideShipnamedportofshipment)(1)thesellerdeliverswhenthegoodsareplacedalongsidethevesselnamedbythebuyeratthenamedportofshipment.(2)thebuyerhastobearallcostsandrisksoflossofordamagetothegoodsfromthatmoment.(3)requiresthesellertoclearthegoodsforexport.,交货地点,风险转移地点,费用划分地点,FOB(FreeonBoardnamedportofshipment)thesellerdeliverswhenthegoodspasstheshipsrailnominatedbythebuyeratthenamedportofshipment.(2)thebuyerhastobearallcostsandrisksoflossofordamagetothegoodsfromthatpoint.(3)requiresthesellertoclearthegoodsforexport.,返回目录,交货地点,风险转移地点,费用划分地点,Inpractice,variantsofFOBaresometimesusedinordertomakeclearwhowillbearthechargesofloading,aconsecutiveprocessandanydifferentunderstandings:*FOBLinerTerms.Bytheusualpractice,thesellerdoesnotbearthechargeofloading.*FOBUnderTackle.Thesellerdeliversthegoodstotheplacereachablebytheshipstackle;itmeansthebuyerwillbearthechargeofliftingandtheothercostsofloading.,*FOBStowed.Thesellerbearsthecostofloadingincludingstowingexpense.*FOBTrimmed.Thesellerbearsthecostofloadingincludingtrimmingexpense.Inmanycases,FOBSTwillbeshowedinstandardcontracts.注：FOB的上述变形，只为表明装船费用由谁负担，并不改变FOB的交货地点以及风险划分的界限,*GroupCCFR(CostandFreightnamedportofdestination)CIF(Cost,InsuranceandFreightnamedportofdestination)CPT(CarriagePaidtonamedplaceofdestination)CIP(CarriageandInsurancePaidtonamedplaceofdestination)(1)requiresthesellertocontractforcarriageonusualtermsathisownexpense.(2)apointuptowhichhewouldhavetopaytransportcostsmustbeindicatedafter“C”-terms.,返回目录,CFRandCIF:thesellerdeliverswhenthegoodspasstheshipsrailintheportofshipment;CPTandCIP:thesellerdeliversthegoodstothecarriernominatedbyhim.(3)thesellermustinadditionpaythecostofcarriagenecessarytobringthegoodstothenameddestination.(4)UnderCIFandCIPterms,theselleralsohastotakeoutinsuranceandbeartheinsurancecost.(5)ofthesamenatureas“F”termsbecausethesellerfulfillsthecontractinthecountryofshipment.(6)two“key”points:oneindicatingthepointtowhichthesellerisboundtoarrangeandbearthecostsofcarriageandanotheronefortheallocationofrisk.,-Detailedstudy:i)CFR,-COSTANDFREIGHT(-namedportofdestination)“CostandFreight”meansthatthesellerdeliverswhenthegoodspasstheshipsrailattheportofshipment.Thesellermustpaythecostsandfreightnecessarytobringthegoodstothenamedportofdestination,Buttheriskoflossofordamagetothegoods,aswellasanyadditionalcostsduetoeventsoccurringafterthetimeofdelivery,aretransferredfromthesellertothebuyer(Incoterms2000).Thistermrequiresthesellertoclearthegoodsforexportandcanbeusedonlyforseaandinlandwaterwaytransport.Ifthepartiesdonotintendtodeliverthegoodsacrosstheshipsrail,theCPTtermshouldbeused.,-CFR,Itisoneofthethreemostwidelyusedterms.Underthistermthesellermustpaythecostsnecessarytobringthegoodstothenamedportofshipment,theriskoflossofordamagetothegoods,aswellasofanyadditionalexpenses,istransferredfromthesellertothebuyerwhenthegoodspassovertheshiprail.ThisisidenticaltoCIFexceptthatthebuyerisresponsibleforfundingandarrangingthecargoinsurance.,交货地点,风险转移地点,运费划分地点,-Detailedstudy:ii)VariantsofCFR,*CFRLinerTerms.Thebuyerwillnotpayforthedischarge.*CFRLanded(CIF卸至码头).Thesellerpaysdischargeexpensesincludinglighterageandwarfage.*CFRExTackle.Thebuyerpayslighterageandwarfage.Thesellerputsgoodsontotheplacereachablebytheshipstackleonly.*CFRExShipsHold.Thebuyerpaysfordischargingthegoodsfromtheshipshold.Thesellerfulfillshis/herobligationwhenhehasmadethegoodsavailableattheshipsholdforunloading.注：CFR的上述变形，只为解决卸货费用的负担问题，并不改变交货地点以及风险划分的界限,-Detailedstudy:iii)CIF,-COSTINSURANCEANDFREIGHT(-namedportofdestination)1)“CostInsuranceandFreight”meansthatthesellerdeliverswhenthegoodspasstheshipsrailintheportofshipment.ThesellermustpaythecostsandfreightnecessarytobringthegoodstothenamedportofdestinationBUTtheriskoflossofordamagetothegoods,aswellasanyadditionalcostsduetoeventsoccurringafterthetimeofdelivery,aretransferredfromthesellertothebuyer.2)However,inCIFtheselleralsohastoprocuremarineinsuranceagainstthebuyersriskoflossofordamagetothegoodsduringthecarriage.,-C.I.F,3)Consequently,thesellercontractsforinsuranceandpaystheinsurancepremium.4)ThebuyershouldnotethatundertheCIFtermthesellerisrequiredtoobtaininsuranceonlyonminimumcover.Shouldthebuyerwishtohavetheprotectionofgreatercover,hewouldeitherneedtoagreeasmuchexpresslywiththesellerortomakehisownextrainsurancearrangements(Incoterms2000).,5)Thistermrequiresthesellertoclearthegoodsforexportandcanbeusedonlyforseaandinlandwaterwaytransport.Ifthepartiesdonotintendtodeliverthegoodsacrosstheshipsrail,theCIPtermshouldbeused.6)Apointtobearinmindconcerninginsurancecoveristhatthesellerhastoprocuremarineinsuranceagainstthebuyersriskoflossordamageagainstminimumcoverageanddurationtothegoodsduringthecarriage.,交货地点,风险转移地点,运费保险费划分地点,-VariantsofCIF,VariantsofCIFareusedtodeterminewhowillpayfordischarge:1)*CIFLinerTerms.Accordingtotheusualpractice,thebuyerdoesnotbearthecostofdischarge.2)*CIFLanded.Thesellerbearsallthecoststounloadthegoodstothewharf,includinglighterageandwharfage.3)*CIFExShipsHold.Thebuyerbearsallthecostsofdischarge.,CPTCarriagePaidto(namedplaceofdestination)运费付至(指定目的地),风险转移地点,交货地点,运费划分地点,CIPCarriageandInsurancePaidto(namedplaceofdestination)运费和保险费付至(指定目的地),交货地点,风险转移地点,运费保险费划分地点,*GroupD,DAF(DeliveredatFrontiernamedplace)DES(DeliveredExShipnamedportofdestination)DEQ(DeliveredExQuaynamedportofdestination)DDU(DeliveredDutyUnpaidnamedplaceofdestination)DDP(DeliveredDutyPaidnamedplaceofdestination),(1)sellerisresponsibleforthearrivalofthegoodsattheagreeddestinationattheborderorwithintheimportingcountry.(2)sellermustbearallrisksandcostsinbringingthegoodsthereto.(3)Underthe“D”-termsexceptDDPthesellerdoesnothavetoclearthegoodsforimport.,D组,DAFDeliveredatFrontier(namedplace)边境交货(指定地点),DESDeliveredExShip(namedportofdestination)目的港船上交货(指定目的港),DEQDeliveredExQuay(namedportofdestination)目的港码头交货(指定目的港),DDUDeliveredDutyUnpaid(namedplaceofdestination)未完税交货(指定目的地),交货地点,风险转移地点,费用划分地点,海关手续未办,DDPDeliveredDutyPaid(namedplaceofdestination)完税后交货(指定目的地),交货地点,风险转移地点,费用划分地点,ii)SomepointsofIncoterms2000,(1)relatestoonlysalescontractratherthancontractofcarriage.(2)agreatnumberofproblemswhichmayoccurinimplementingacontractarenotdealtwithatall,liketransferofotherpropertyrights,settlementsofbreachesofcontract,freedomfromliabilityincertainsituation,etc.(3)somepartiesmayseekfurtherprecisionaboutthetermsbyaddingwordsinthecontract,butIncoterms2000givenoguidancetowhateverforsuchadditions.(4)onlyCIFandCIPdealwithinsurance:thesellershouldarrangeinsuranceforthebenefitsofthebuyeronlyonminimumcover.,交货地点与风险转移地点示意图,EXW,FCACPTCIP,FAS,DES,DEQ,DDUDDP,FOBCFRCIF,运费划分地点示意图,EXW,FCA,FAS,FOB,CFRCIFDES,DEQ,CPTCIPDDUDDP,出口结关手续,进口结关手续,由卖方办理的：FCA，FAS，FOB，CFR，CIF，CPT，CIP，DAF，DES，DEQ，DDU，DDP,由买方办理的：EXW，FCA，FAS，FOB，CFR，CIF，CPT，CIP，DAF，DES，DEQ，DDU,由买方办理的：EXW,由卖方办理的：DDP,FOB、CFR、CIF术语的比较,相同点：适用的运输方式相同交货地点相同风险划分相同合同性质相同不同点买卖双方承担的具体责任、费用不同就卖方承担的风险而言：FOB=CFR=CIF(从风险划分点相同这一视角而言）就卖方承担的责任和费用而言：CIFCFRFOB价格构成不同：CIF价=CFR价+海运费=FOB价+海运费+保险费,iii)Howtoselectatradeterm,*Modeoftransport*Termofpayment*Otherfactors:suchasthewillsoftheparties,thepriceacceptable,thetimeofshipment,thecustomsformalitiesinbothcountries,andpossiblerisksoflossesanddamagestothegoodsduringthetransportation.,iv)Questions,Ininternationaltrade,severalactivitiessuchaspacking,insuranceandshippingmustbecompletedbyeithertheexporterortheimporter.Theexporterortheimportershallmakeclearwhatresponsibilitiesandriskseachpartywantstotake.Therefore,itisimportanttoestablishacut-offpointtoshowwheretheexportersresponsibilitiesandrisksendandwheretheimportersbegin.Tradetermsjustplaysuchanimportantroleinthisaspect.Thisunitwestudiedthetradetermsbriefly.Letscometowhatistradetermandtrytoanswerthefollowingquestions:,1)Howcanyoudefinetradeterms?Whatarethefunctionsoftradeterms?2)WhatarethetradetermsunderIncoterms2000?3)WhatarethemaindifferencesbetweenCFRandCIF?4)Whyare“C”-termsdifferentfromallotherterms?5)Whatarethecharacteristicsof“D”-termsunderIncoterms2000?6)WhichtradetermsunderIncoterms2000canbeappliedtowatertransport?7)TrytocomparethedifferencesbetweenFOB,CFR,CIFandFCA,CPT,CIP.8)Howcanwechooseapropertradeterm?,-SuggestedanswertotheQuestions:,1)Tradeterms,alsocalledpricetermsordeliveryterms,areanimportantpartofaunitpriceininternationaltrade,standingforspecificresponsibilitiesandobligationsofboththebuyerandtheseller.2)EXW,FCA,FAS,FOB,CFR,CIF,CPT,CIP,DAF,DES,DEQ,DDUandDDP.3)BesidestheresponsibilitiesunderCFR,theselleralsohastotakeoutinsuranceandbeartheinsurancecostunderCIF4)Becausetheycontaintwo“key”points,oneindicatingthepointtowhichthesellerisboundtoarrangeandbearthecostsofcarriageandanotheronefortheallocationofrisk.,5)The“D”-termsmeanarrivalcontracts.6)FAS,FOB,CFR,CIF,DESandDEQ.7)(Open)8)(Open).Factorssuchasmodesoftransport,termsofpayment,thewillsoftheparties,thepriceacceptable,thetimeofshipment,thecustomsformalitiesinbothcountries,andpossiblerisksoflossesanddamagestothegoodsduringthetransportationshouldbeconsideredwhenselectingatradeterm.,V)重点复习,i)影响选择贸易术语的因素.ii)三个最常用的贸易术语(FOB，CFR，CIF）,1)Modeoftransportation(运输方式),2)Theformationoftheunitprice(价格构成),3)Theplaceofdelivery/risktransfer（交货地点/风险转移点）,4)Responsibilities,expensesandrisksbornebytwoparties（双方责任、费用和风险的划分）,返回目录,i)影响选择贸易术语的因素,1)Themodeoftransportation(运输方式),Suitableforseaorinlandwaterwaytransport.,2)Theformationoftheunitprice(价格构成),FOB:Cost(成本)CFR:CostandFreight(成本和运费)CIF:Cost,InsuranceandFreight(成本和运费和保险费),返回目录,3)Theplaceofdelivery/risktransfer(交货地点和风险转移点),Ontheshipsrailatthenamedportofshipment(在装运港的船舷),4)Theexpensesandresponsibilitiesbornebytwoparties(双方费用、风险和责任的划分),返回目录,ThesellerThebuyer,FOB,Deliverthegoodsonboardthevessel交货,Contractforthecarriageofthegoods租船订舱,Obtainexportlicense获得出口许可证,Obtainimportlicense,Covercargoinsurance投保,Providedocumentsforthebuyerandaskforpayment交单议付,Paythepriceandtakedeliveryofthegoods,返回目录,ii)三个常见贸易术语,Thesellerthebuyer,CFR,Contractforthecarriageofthegoodsathisownexpenses,Onusualterm通常条件Bytheusualroute惯常航线Inthepropervessel适合的船舶,Usualfreight正常运费,AdditionalFreight额外运费,返回目录,Thesellerthebuyer,CIF,Contractforthecarriageofthegoods,Covercargoinsuranceonbehalfofthebuyer,Minimuminsurance(F.P.A)最低险别,additionalinsurancepremium额外保险费,返回目录,CIF,1.Theexpensesandrisksareseparated(风险和费用分离),2.CIFtermisdocumenttransaction单据交易(Symbolicdelivery)象征性交货,Thesellerfulfillshisdutyofdeliveringgoodsagainstthedocuments,Thebuyershallpaythepriceagainstthedocuments,返回目录,vi).NotesforTheChapter,1）Incoterms2000:2000年国际贸易术语解释通则由国际商会修订并发布，是一套统一规则或对国际商业术语的解释。在销售合同中引用可以明确界定当事方各自的义务并可减少法律纠纷的风险。2）ICC:国际商会成立于1919年，其制定的用以规范国际商业合作的规章，如：托收统一规则、跟单信用证统一惯例、2000年国际贸易术语解释通则等被广泛地应用于国际贸易中，并成为国际贸易不可缺少的一部分，国际商会属下的国际仲裁法庭是全球最高的仲裁机构，它为解决国际贸易争议起着重大的作用。,3）freightn.运费，货物（特指装载于车、船、飞机上的）freightcharges运费freighttariff运费表freightrate运费率freightservice货运,4）deliveryn.makedelivery交货Theparcelwasinperfectconditionwhenwemadedelivery.（交货时，该货情况良好。）takedelivery提货Theytookdeliveryassoonasthegoodswereunloadedattheportofdestination.（货物在目的港一卸下就被他们提走了。）,5）carrier:承运人。Anypersonbywhom,orinwhosename,acontractofcarriagebyroad,rail,air,seaorcombinationoftransportmodeshasbeenmade,andwhoundertakestheconveyanceofthegoodstothedestination.,6）FOB:inordertomakeclearthepartywhowillbeartheloadingexpenses,therearesomevariantsfo