国际贸易实务双语教程电子课件-PPT.ppt

国际贸易实务（双语）(INTERNATIONAL TRADE PRACTICE IN CHINESE AND ENGLISH)主讲：葛志财 INTERNATIONAL TRADE PRACTICE IN CHINESE AND ENGLISHChapter 1 A brief introduction to international trade（2hrs）Contents to be studied in this course:Chapter 2 General Procedures of Export and Import Transaction（2hrs）Chapter 3 Contracts for the Sale and Purchase of International Commodity(2hrs)Chapter 4 Trade Terms(4hrs)Chapter 5 Quality of Commodity(2hrs)Chapter 6 Quantity of Goods(4hrs)Chapter 7 Packing and Marking of Goods(2hrs)Chapter 8 Price of Goods（2hrs）Chapter 9 Delivery of Goods(4hrs)Chapter 10 Cargo Transportation Insurance（4hrs）Chapter 11 Payment of Goods(2hrs)Chapter 12 Disputes,Claim,Arbitration(2hrs)PICTURE OF THE COURSE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 进口商生产厂家 生产厂家海关 海关银行 银行商检局 商检局外运公司 外运公司保险公司 保险公司税务局 税务局出口商 出口商CHAPTER 1 A BRIEF INTRODUCTION TO INTERNATIONAL TRADE 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）ProblemsCulture ProblemsMonetary conversionTrade barriersSection Two Problems Concerning International（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)CHAPTER 1 A BRIEF INTRODUCTION TO INTERNATIONAL TRADE 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）CHAPTER 1 A BRIEF INTRODUCTION TO INTERNATIONAL TRADE EXERCISE1Whatisinternationaltrade?2Whatarethemajormotivationsforfirmstooperateinternationalbusiness?3Whatmeasuresdomostcompaniesusuallyadopttoavoidwildswingsinthesalesandprofits?4Pleasegivethefourmajoroperationformschosenbymostcompanies.5Whatlimitsafirmssales?6Whatdoes“royalties”mean?7Pleasetrytofinishalltheexerciseinthetextbook.Section One Procedures of Export and Import Transaction 1 What is Exporting 2 Procedures of Export 1)Making market research 2)Marketing and Promotion 3 What is Importing 4 Parties involved in export and import transaction 5 Specialists involved in export and import transactions 6 Basic Documents needed in Export and Import Transaction Please look at the following draft(Export Procedures under CIR on the side of Seller)CHAPTER 2 GENERAL PROCEDURES OF EXPORT AND IMPORT TRANSACTION Export Procedures under CIR on the side of Seller AcceptanceSigning Contract Applying Import LicenseOpening L/CChartering Space ShipDeliveryChecking L/CArrivalDeclare and DischargeConclusionDischargeTrack Goods InsuranceSettlement Claims,AdjustmentProcedures of Import Transaction Market ResearchAnyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotofmarket research.Market research is a process of conducting research into a specific market for a particular product.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)intheexporterscountryParties involved in export and import transactionParties Involved in Exp.&Imp.Transaction*theexporters*theimporters*theportauthority*theshippingcompany(forseafreight)*theairline(forairfreight)*theinsurancecompanyorbrokers*theexportersbank*theimportersbank*therailways(insomecases)intheimportercountry*theroadhauler(insomecase)intheimportercountry*theroadhauler(insomecase)intheimportercountry*theshippingagentattheportorairportofdischarge*theshippingagentsattheportorairportofloading*therailway(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountrySpecialists involved in export and import transactionsAshippingagentand/orforeignforwarder(forwardingagent)willtakeresponsibilityforthedocumentationandarrangeforthegoodstobeshippedbyair,sea,railorrail.Thesesservicesmaybecarriedoutbythesuppliersownexportdepartment,iftheyhavetheexpertise.Airlines,shippinglines,railwaycompaniesorhaulagecontractorswillactualtransportthegoods.Boththeimportersandexportersbankswillbeinvolvedinarrangingpaymentsifaletterofcreditorbillofexchangeisused.CustomsandExciseofficersmayneedtoexaminethegoods,checkimportorexportlicencesandchargedutyand/orV AT.AchamberofCommercemayneedtoissueacertificateoforigin,ifthisisrequiredbytheimporterscountry.Aninsurancecompanyinsuresgoodsintransit.Alawyerifaspecialcontracthastobedrawnup.Animport/exporttransactionusuallyrequiresalotofcomplicateddocumentsbecauseitisdifficulttomakemanydifferentarrangementswhenonefirmisdealingwithanotherontheothersideoftheworld.Thenumberandtypeofdocumentsneededdependonthespecificrequirementsoftheexporterandimporter.Generally,thedocumentsneededinclude:1).BillofLading2).CommercialInvoice3).ProformaInvoice4).ConsularInvoice5).PackingList6).WeightMemo7).CertificateofInspection8).CertificateofOrigin9).InsurancePolicy(Certificate)10).SalesContract11).SalesConfirmationBasic Documents needed in Export and Import Transaction Review 1 General Procedures of Export and Import Transaction 2 What is export?3 What is import?4 Parties involved in export and import transaction 5 Specialists involved in export and import transaction 6 Basic documents needed in export and import transactionSection Two Business NegotiationCHAPTER 2 GENERAL PROCEDURES OF EXPORT AND IMPORT TRANSACTION BUSINESS NEGOTIATION The way of Negotiation:Oral,in Written(letter,fax,email,telex,cable,etc.)Contents:Main terms:quality,quantity,packing,price,delivery,payment General terms:insurance,inspection,arbitration,force majeure Formality:Inquiry Offer Counter-offer Acceptance Conclusion of Contract Offer,and acceptance are two indispensable links for reaching an agreement and concluding a contract.1.The form of business negotiationTwoforms:Oralformandwrittenform2.Main contents of business negotiation（1）MaintermsoftradeItincludesquality,quantity,packaging,price,deliveringandtermsofpayment,etc.（2）GeneralTermsandConditionsSection Two Business Negotiation 出口发盘所包含的信 息商品规格价格包装船期支付条件发盘有效期支付工具支付方式发盘流程发盘流程发盘送达生效 发盘失效撤回撤消发盘无效NO NOYESYES 1.Inquiry Anenquiryisarequestforbusinessinformation,suchaspricelists,catalogue,samples,anddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterortheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelay.Thesellerandthebuyerbothcanmakeaninquiry.Usually,theinquirymadebythebuyerisalsocalledbid,andtheinquirymadebythesellerisalsocalledsellinginquiry.Inquirywillnotbinduponbothparties,butusuallywhenyoureceiveaninquiry,youshouldreplyitassoonaspossible2.Offer（1）The meaning of an offer*Anofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,itreferstotradingtermsputforwardbyoffererstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferers.Therearetwokindsofoffers,oneisthefirmoffer,theother,non-firmoffer.*Thepartywhomakesanofferiscalledanofferor,inthecaseoftheseller,theofferiscalledasellingoffer,whileinthecaseofthebuyer,anditiscalledabuyingoffer.（2）ThebasicconditionsofanofferI)The offer shall be made to one or more specific personsTheoffershallbethedefiniterepresentationinwhichtheofferorexpressesthatheshallconcludetransactiononthetermsandconditionsstipulatedtherein.II)Contents of the offer shall be sufficiently definite,i.e.,trade terms of the offer shall be complete,clear and final*The“Convention”stipulatesthatasufficientlydefiniteoffershouldincludethreebasicelements:name,quantityandprice*Inourforeigntradepractice,acompleteoffershallincludethequality,quantity,packing,price,termsofdeliveryofthegoodsandtermsofpayment.III)The offer shall indicate the intention of the offeror to be bound in case of acceptance*Thisintentionmaybeindicatedbytermsas“firm”offer,“offerwithengagement”,etc.*Iftheofferhasarestrictivecondition,i.e.,“subjecttoourfinalconfirmation”,thenitsanon-firmofferregardedasaninvitationforoffer.(3)TimeofValidityorDurationofOffer1StipulatethetermofvalidityclearlyThetermofvalidityisnotanindispensableconditionofanoffer（1）Stipulatethelatestdateforacceptance.Forexample:OFFERSUBJECTTOREPLYHEREFIFTEENTH,JULY（2）StipulateaperiodoftimeforacceptanceAstothismethod,thereisaquestionofcomputingvaliditytime.Seearticle20of“Convention”.2Ifanofferdoesntclearlystipulatethetimeofvalidity,itwillbevalidwithinareasonabletime.Anoraloffer,unlessotherwiseagreed,mustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise.(4)TimethatanofferbecomeseffectiveDifferentviewsofthetimethatawrittenformofferbecomeseffective：1.DespatchTheory2.ArrivalTheoryBoth“convention”andour“contractlaw”adoptarrivaltheory.(5)WithdrawalorrevocationofanofferA.Withdrawal TheBritishlawsandtheAmericanlawshavedifferentexplanationstowithdrawal Thespiritof“Convention”Suitableoccasionforwithdrawal:TheofferissentbymailortelegramB.Revocation Astowhetheranoffercanberevokedornot,differentlawshavedifferentexplanations The“Convention”adoptsacompromiseregulation(6)TerminationofanofferInthefollowingcases,anofferisterminated:Thetimevaliditystipulatedintheofferbecomesdue;Theoffereerejectsormakesacounteroffer;Theofererrevokestheofferbeforeacceptance.3.COUNTER-OFFERA reply to an offer which purports to be an acceptance but contains additions,limitations or other modifications is a rejection of the offer and constitutes a counter offer.(1)A reply to an offer which alter the terms of the offer materially constitutes a counter-offer(2)An acceptance with restrictive conditions is another form of counter-offer,such as“subject to our final confirmation”.(3)If offeree accepts the original offer after he made a counter-offer,the contract is invalid.4.ACCEPTANCEAstatementmadebyorotherconductoftheoffereeindicatingassenttoanofferisanacceptance.(1)Themeaningofacceptance(2)Theessentialconditionsofacceptance5 Investigation of Credit-worthiness of Customers 6 Implementation of Contract 1)Preparing goods for shipment 2)Inspection application 3)Reminding,examining and modifying L/C 4)Chartering and booking shipping space 5)Customs formalities 6)Insurance 7)Documents preparation for bank negotiation 7 Settlement of disputes QUESTIONS1.Whataretheessentialconditionsofanoffer?2.Accordingtotheregulationofconvention,whentheoffercanbewithdrawalandrevoked?3.Whenanofferisterminated?4.Trytoanalyzetheeffectivenessofalateacceptance.5.Whataretheessentialconditionsofacontractestablished?SUMMARY:NEGOTIATION OF CONTRACT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EXERCISEPleasefinishtheexerciseinthetextbookCaseStudy:Pleasereadyourcasebook1.Establishment time of contract Twostandardsforjudgment:1.Whentheeffectiveacceptancereachesofferor;2.Whenoffereemakethebehaviorofaccepting.2.The essential conditions of a contract come into effective:1,contractingpartiesshouldhavesigningability 2,thecontentofthecontractshouldbelegal 3,thecontractshouldconformtolegalformarity 4,contractingpartiesmeaningexpressesshouldbetrueChapter 3 Contracts for the International Sale of Goods Section One Definition of the ContractAcontractisanagreementbetweentwoormorecompetentpartiesinwhichanofferismadeandaccepted,andeachpartybenefits.Itisanagreementwhichsetsforthbindingobligationsoftherelevantparties.Theagreementcanbeformal,informal,written,oralorjustplainunderstood.Somecontractsarerequiredtobeinwritinginordertobeenforced.Acontractproperincludes:1)thefullnameandaddressofthebuyerandtheseller;2)thecommoditiesinvolved;3)allthetermsandconditionsagreedupon;4)indicationofthenumberoforiginalcopiesofthecontract,thelanguageused,thetermofvalidityandpossibleextensionofthecontract.THE PREREQUISITES（前提）REQUIRED FOR A CONTRACT TO BE RECOGNIZED AND ENFORCED(1)A Valid Offer and a Proper Acceptance(2)Sufficiency of Consideration（对价）(3)Absence of Fraud,Force,or Legal Loopholes(4)Legal Capacity(5)Consistency with General Public1.Formation of contact(1)Written contract It is the basis that the contract is established It is the basis of fulfilling contract It is the basis that the contract comes into force It is the basis of arbitration or lawsuit.(2)Oral form(3)Other formsSection 2:Formation and main contents of contact CISG Article 11:Acontractofsaleneednotbeconcludedinorevidencedbywritingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.2.MainpartsofcontractPreambleBodyWitnessclauseVARIOUSFORMATSOFCONTRACTINWRITTEN Contract Confirmation Agreement Memorandum Letter of Intent Order(Please log into:http:/222.200.98.43/trade)THE LAWS ARE APPLICABLE TO INTERNATIONAL SALES CONTRACTS International Trade Practice International Trade Practice International Rules for the Interpretation International Rules for the Interpretation of Trade Terms of Trade Terms 国际贸易术语解释通则 国际贸易术语解释通则 Uniform Customs and Practice for Uniform Customs and Practice for Documentary Credit Documentary Credit 跟单信用证统一惯例 跟单信用证统一惯例 International Treaty International Treaty Unite Nations Convention on Contracts for the Unite Nations Convention on Contracts for the International Sale of Goods International Sale of Goods 联合国国际货物销售合同 联合国国际货物销售合同 公约 公约 Domestic Laws Domestic Laws Contract law Contract law 中华人民共和国合同法 中华人民共和国合同法 MODIFICATION OR TERMINATION OF CONTRACT CISG Article 29:(1)Acontractmaybemodifiedorterminatedbythemereagreementoftheparties.(2)Acontractinwritingwhichcontains aprovisionrequiringanymodificationorterminationbyagreementtobeinwritingmaynotbeotherwisemodifiedorterminatedbyagreement.However,apartymaybeprecludedbyhisconductfromassertingsuchaprovisiontotheextentthattheotherpartyhasreliedonthatconduct.NameofcommodityQualityQuantityPackagePricePaymentTransportandinsuranceThetimelimitandplaceofperformanceThepreventionandhandlingofdisputeBodyNAME OF COMMODITYGenerally,this clause is relatively simple,wealways list the names that in the offer orcounter-offer under the article of Name of Commodity.Andsometimesweonlywriteseveralsentencesshowing the two parties agreement on thebusiness of some commodity at the beginningofacontract.QUALITY Inthequalityclauseweshouldclearlylistthenameanddetailedqualitiesofcommodities.Ascommoditiesarevarious,thewaysshowingtheirqualitiesarenott