国际贸易习题课件

1、Chapter Three,Export Price,1,国际贸易习题,3.1 Expression of export price,Four components in a standard format of a price: A code of currency: USD, CAD,CNY, EUR, GBP A number indicating the price unit A unit for measuring quantity: kg, gr, m/t, yd, set A certain trade term: FOB, CFR, CIF Examples: USD225.3

2、0/piece CIF New York FOB Guangzhou EUR12.80/set,2,国际贸易习题,1. 价格条款的内容,3.1 价格条款应注意的问题,3,国际贸易习题,本节小结观念应用 合同中报价或价格的构成与贸易术语,USD13.5 per case CIF New York 价格构成：每箱 13.5美元 CIF 纽约,思考：请按照价格构成设计一个合理的国际报价？ 并指出在这一贸易术语下卖方应承担哪些 责任和风险,4,国际贸易习题,Wording of Prices in Contract,HKD 100 per doz EXW GUANGZHOU (5 Beijing Ro

3、ad) CAD 200 per gr FCA Toronto (Airport) EUR 150 per pr FOB Shanghai JPY 600 per lb FAS Tokyo AUD 120 per pc CFR Sydney CHF 300 per set Carriage Paid To 5 Maple Rd. Geneva (sea/air shipment: from Guangzhou to Dubai by sea, then by air to Geneva) USD 250 per set Delivered at Sino-Mongolian Frontier (

4、Erlian) EUR 350 per M/T DES Guangzhou GBP 500 per unit DEQ London,5,国际贸易习题,3.2 Pricing considerations,Cost Cost of production Direct cost: material costs, labour costs, allocation of fixed costs, packing costs, etc. Administrative costs: overhead(管理费用） Cost of sales Marketing costs: advertising, sal

5、es trip expenses, commissions intermediary services Cost of delivery Warehousing and transporting charge, insurance premium, taxes and tariffs, customs duties,6,国际贸易习题,3.2 Pricing considerations,Anticipated profit margin 预期的利润率 in an absolute number in a percentage profit margin Capability of target

6、 market Referring to the consumption power, income level, supply and demand relationship The higher the capital income of the target market, the higher the price Payment terms The lower the financing charges, the higher the risk of payment Other factors to be considered foreign exchange rates 汇率 int

7、ernational market price for similar products policies and regulations in a particular market area,7,国际贸易习题,3.3 Calculation of price,Table 3.1 Costing Worksheet,8,国际贸易习题,3.3.1 FOB Price,Table 3.2 FOB Costing Worksheet,FOB in foreign currency FOB in foreign currency = (Total Cost + Profit)/Exchange Ra

8、te,FOB in local currency,9,国际贸易习题,3.3.2 CFR Price,If FOB price is available CFR = FOB + Ocean Freight Ocean freight Provided by shipping lines Quoted as packaged price Others like “additionals” and “surcharges,10,国际贸易习题,3.3.3 CIF Price,If FOB price is available CIF = FOB + Ocean Freight + Insurance

9、Premium If CFR price is available CIF = CFR + Insurance Premium Calculation of Insurance Premium (I) Based on contract value/invoice value + A markup (normally 10%) to cover incidental costs（成本基础加价） Formula: I = CIF x (1+10%) x Premium Rate (R) Therefore CIF = CFR + CIF x (1+10%) x Premium Rate (R)

10、or CIF = CFR / (1 110% x R,11,国际贸易习题,Conversion of FOB, CFR agree; confirm,57,国际贸易习题,重点难点：构成有效接受的条件： 接受必须由受盘人做出； 接受的内容必须与发盘相符 对发盘做出实质性修改视为还盘，但对于非实质性修改，除发盘人在不过分延迟的时间内表示反对其间的差异的外，一般视为有效接受; 而且合同的条件以该发盘和接受中所提出的某些更改为准。 必须在有效期内接受 受盘人表示接受，要采取原发盘所要求的方式 用声明（Statement）做出表示，即受盘人用口头或书面形式向发盘人同意发盘。 用做出行为（Performi

11、ng an Act）来表示，通常指由卖方发运货物或由买方支付价款来表示,58,国际贸易习题,案 例 我某公司向美国A公司发盘出售一批大宗商品,对方在发盘有效期内复电表示接受,同时增加:凡发生争议,双方应通过友好协商解决,如果协商不能解决,应将争议提交中国国际经济贸易仲裁委员会仲裁.第三天,我方收到A公司通过银行开来的信用证.因获知该商品的国际市场价格已大幅度上涨,我公司当天将信用证退回,但A公司认为其接受有效,合同成立.双方意见不一,于是提交仲裁解决.试问:如你是仲裁员,按公约规定,将如何解决并说明理由,59,国际贸易习题,接受何时算送达发盘人（生效）？ 英美法采用“投邮生效”原则(DESPA

12、TCH THEORY)：即对于以能即时到达方式作出的接受，接受到达发盘人开始生效。对于非即时到达方式作出的接受(如书信、电报等)，接受通知交发时开始生效。因此，承诺不可以撤回。 公约和大陆法系采用“到达生效”原则(RECEIPT THEORY)。因此，承诺可以撤回。（我国持此种观点,60,国际贸易习题,三）逾期接受 含义：又称迟到的接受，是指超过发盘规定的有效期，或在未规定发盘有效期的条件下超过合理时间，才传递到发盘人的接受通知。 逾期接受分两种情况： 原因： 本来逾期：受盘人主观上有过错，导致接受逾期 途中逾期：受盘人主观上没有过错，而接受逾期 无论哪种情况，逾期接受是否有效关键看发盘人如何

13、表态 注意：区别重新接受,61,国际贸易习题,案 例 我出口企业对法国某商发盘限10日复到有效.9日法商用电报通知我方接受该发盘,由于电报局传递延误,我方于11日上午才收到对方的接受通知.而我方在收到接受通知前已获悉市场价格已上涨.对此,我方应如何处理,62,国际贸易习题,案 例 我一进出口公司向国外某商人询问一商品，不久，我方收到对方8月15号的发盘，有效期至8月22号。我方8月20日向对方复电：若价格能降至56美元/件，我方可接受。对方未答复。8月21日，我方得知国际市场行情有变，于当日又向对方去电表示完全接受对方8月15日的发盘。问我方的接受能否使合同成立？为什么,63,国际贸易习题,四

14、）接受的撤回或修改（withdrawal） 公约第22条：接受撤回的条件撤回的通知不晚于接受通知到达发盘人。 接受一旦生效，合同即告成立，不再存在撤销问题。 以行为表示接受时，不涉及接受的撤回问题。 采用传真、EDI、电子邮件等形式订立合同，发盘和接受都不可能撤回,64,国际贸易习题,Example: Price Communication,E 30/6Your fax dated 29th: we offer until 4/7 here 200M/T CIF USD1950,immediate shipment and payment by sight L/C. I 2/7your fax

15、 dated 30th: client is interested. But discussion takes time and we need offer to be valid for 10 days. Any possibility to increase quantity and to decrease price? E 3/7Your fax dated 2nd: quantity can be increased to 300M/T, offer valid until 15/7 here I 9/7your fax dated 3rd: please airmail 2KG sa

16、mples and consider further increase of quantity and decrease of price. E 10/7your fax dated 9th: samples have been sent. We offer you a special price of 1900. Please reply promptly,65,国际贸易习题,I 14/7your fax dated 10th: please further defer the firm offer of 300M/T USD1900 since the samples are not re

17、ceived yet. Decision will be available one week after the receipt of samples. E 17/7Your fax dated 14th: we agree to extend the validity period to 25/7. I 22/7your fax dated 17th: we accept your offer of 300M/T CIF 1900. Please arrange immediate shipment, payment by L/C. Certificate of Origin and se

18、aworthy packing should be provided. E 24/7your fax dated 22nd: market changed. Goods had been sold before we received your fax,Example: Price Communication,66,国际贸易习题,I 25/7your fax dated 24th: difficult to accept your apology. Your fax dated 17th agreed to extend the validity period to 25th. Your wi

19、thdrawal of firm offer goes against practice. If you want to adjust your price we can negotiate with client with no guarantee of acceptance. E 29/7Your fax dated 25th: we are sorry but the 300M/T have been sold already. The best we can do now is to provide 200M/T2650, shipment during Aug/Sep, subjec

20、t to your reply here by 31st. I 30/7your fax dated 29th: we cannot accept your new offer and reserve our right of arbitration.Our 22nd fax already accepted your firm offer of 300M/T. Shipment during Aug/Sep is agreed. Otherwise we will claim compensation of USD232950 (2650-1900) X 300,Example: Price

21、 Communication,67,国际贸易习题,E 2/8Your fax dated 30th: our fax dated 17th only agreed to defer the offer until 25/7, but with no indication that it was a firm offer. Our old customers all know that orders should be subject to our confirmation. To be friendly we offered you another 200M/T 2650, however, to our surprise you were considering arbitration. In this case we are willing to offer you 200M/T by an appropriate price. Please give your friendly opinion. Thanks. I 4/8your fax dated 2nd: we cannot agree with your suggestion. According to y