国际贸易实务双语教程电子课件-PPT.ppt

《国际贸易实务双语教程电子课件-PPT.ppt》由会员分享，可在线阅读，更多相关《国际贸易实务双语教程电子课件-PPT.ppt（326页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、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 Contr

2、acts 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 In

3、surance（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

4、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 In

5、ternational（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

6、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 TRA

7、DE EXERCISE1Whatisinternationaltrade?2Whatarethemajormotivationsforfirmstooperateinternationalbusiness?3Whatmeasuresdomostcompaniesusuallyadopttoavoidwildswingsinthesalesandprofits?4Pleasegivethefourmajoroperationformschosenbymostcompanies.5Whatlimitsafirmssales?6Whatdoes“royalties”mean?7Pleasetryto

8、finishalltheexerciseinthetextbook.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

9、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 Apply

10、ing Import LicenseOpening L/CChartering Space ShipDeliveryChecking L/CArrivalDeclare and DischargeConclusionDischargeTrack Goods InsuranceSettlement Claims,AdjustmentProcedures of Import Transaction Market ResearchAnyexporterwhowantstosellhisproductsinaforeigncountryorcountriesmustfirstconductalotof

11、market research.Market research is a process of conducting research into a specific market for a particular product.Exportmarketresearch,inparticular,isastudyofagivenmarketabroadtodeterminetheneedsofthatmarketandthemethodsbywhichtheproductscanbesupplied.Theexporterneedstoknowwhichforeigncompaniesare

12、likelytousehisproductsormightbeinterestedinmarketinganddistributingtheproductsintheircountry.*theexporters*theimporters*theportauthority*theshippingcompany(forseafreight)*theairline(forairfreight)*theinsurancecompanyorbrokers*theexportersbank*theimportersbank*therailways(insomecases)intheimportercou

13、ntry*theroadhauler(insomecase)intheimportercountry*theshippingagentattheportorairportofdischarge*theshippingagentsattheportorairportofloading*therailway(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountryParties involved in export and import transactionParties Involved

14、in Exp.&Imp.Transaction*theexporters*theimporters*theportauthority*theshippingcompany(forseafreight)*theairline(forairfreight)*theinsurancecompanyorbrokers*theexportersbank*theimportersbank*therailways(insomecases)intheimportercountry*theroadhauler(insomecase)intheimportercountry*theroadhauler(insom

15、ecase)intheimportercountry*theshippingagentattheportorairportofdischarge*theshippingagentsattheportorairportofloading*therailway(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountry*theroadhauler(insomecases)intheexporterscountrySpecialists involved in export and import

16、transactionsAshippingagentand/orforeignforwarder(forwardingagent)willtakeresponsibilityforthedocumentationandarrangeforthegoodstobeshippedbyair,sea,railorrail.Thesesservicesmaybecarriedoutbythesuppliersownexportdepartment,iftheyhavetheexpertise.Airlines,shippinglines,railwaycompaniesorhaulagecontrac

17、torswillactualtransportthegoods.Boththeimportersandexportersbankswillbeinvolvedinarrangingpaymentsifaletterofcreditorbillofexchangeisused.CustomsandExciseofficersmayneedtoexaminethegoods,checkimportorexportlicencesandchargedutyand/orV AT.AchamberofCommercemayneedtoissueacertificateoforigin,ifthisisr

18、equiredbytheimporterscountry.Aninsurancecompanyinsuresgoodsintransit.Alawyerifaspecialcontracthastobedrawnup.Animport/exporttransactionusuallyrequiresalotofcomplicateddocumentsbecauseitisdifficulttomakemanydifferentarrangementswhenonefirmisdealingwithanotherontheothersideoftheworld.Thenumberandtypeo

19、fdocumentsneededdependonthespecificrequirementsoftheexporterandimporter.Generally,thedocumentsneededinclude:1).BillofLading2).CommercialInvoice3).ProformaInvoice4).ConsularInvoice5).PackingList6).WeightMemo7).CertificateofInspection8).CertificateofOrigin9).InsurancePolicy(Certificate)10).SalesContra

20、ct11).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

21、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 Gener

22、al 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

23、 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 Anenquiryisarequestforbus

24、inessinformation,suchaspricelists,catalogue,samples,anddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterortheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelay.Thesellerandthebuyerbothcanmakeaninquiry.Usually,theinquirymadebythebuyerisalsocall

25、edbid,andtheinquirymadebythesellerisalsocalledsellinginquiry.Inquirywillnotbinduponbothparties,butusuallywhenyoureceiveaninquiry,youshouldreplyitassoonaspossible2.Offer（1）The meaning of an offer*Anofferisaproposalmadebysellerstobuyersinordertoenterintoacontract.Inotherwords,itreferstotradingtermsput

26、forwardbyoffererstoofferees,onwhichtheofferersarewillingtoconcludebusinesswiththeofferers.Therearetwokindsofoffers,oneisthefirmoffer,theother,non-firmoffer.*Thepartywhomakesanofferiscalledanofferor,inthecaseoftheseller,theofferiscalledasellingoffer,whileinthecaseofthebuyer,anditiscalledabuyingoffer.

27、（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

28、the offer shall be complete,clear and final*The“Convention”stipulatesthatasufficientlydefiniteoffershouldincludethreebasicelements:name,quantityandprice*Inourforeigntradepractice,acompleteoffershallincludethequality,quantity,packing,price,termsofdeliveryofthegoodsandtermsofpayment.III)The offer shal

29、l 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)TimeofValidityorDuration

30、ofOffer1StipulatethetermofvalidityclearlyThetermofvalidityisnotanindispensableconditionofanoffer（1）Stipulatethelatestdateforacceptance.Forexample:OFFERSUBJECTTOREPLYHEREFIFTEENTH,JULY（2）StipulateaperiodoftimeforacceptanceAstothismethod,thereisaquestionofcomputingvaliditytime.Seearticle20of“Conventio

31、n”.2Ifanofferdoesntclearlystipulatethetimeofvalidity,itwillbevalidwithinareasonabletime.Anoraloffer,unlessotherwiseagreed,mustbeacceptedimmediatelyunlessthecircumstancesindicateotherwise.(4)TimethatanofferbecomeseffectiveDifferentviewsofthetimethatawrittenformofferbecomeseffective：1.DespatchTheory2.

32、ArrivalTheoryBoth“convention”andour“contractlaw”adoptarrivaltheory.(5)WithdrawalorrevocationofanofferA.Withdrawal TheBritishlawsandtheAmericanlawshavedifferentexplanationstowithdrawal Thespiritof“Convention”Suitableoccasionforwithdrawal:TheofferissentbymailortelegramB.Revocation Astowhetheranofferca

33、nberevokedornot,differentlawshavedifferentexplanations The“Convention”adoptsacompromiseregulation(6)TerminationofanofferInthefollowingcases,anofferisterminated:Thetimevaliditystipulatedintheofferbecomesdue;Theoffereerejectsormakesacounteroffer;Theofererrevokestheofferbeforeacceptance.3.COUNTER-OFFER

34、A 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 restricti

35、ve 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)Themeaningofaccept

36、ance(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)Document

37、s preparation for bank negotiation 7 Settlement of disputes QUESTIONS1.Whataretheessentialconditionsofanoffer?2.Accordingtotheregulationofconvention,whentheoffercanbewithdrawalandrevoked?3.Whenanofferisterminated?4.Trytoanalyzetheeffectivenessofalateacceptance.5.Whataretheessentialconditionsofacontr

38、actestablished?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EXERCISEPleasefinishtheexercisei

39、nthetextbookCaseStudy:Pleasereadyourcasebook1.Establishment time of contract Twostandardsforjudgment:1.Whentheeffectiveacceptancereachesofferor;2.Whenoffereemakethebehaviorofaccepting.2.The essential conditions of a contract come into effective:1,contractingpartiesshouldhavesigningability 2,theconte

40、ntofthecontractshouldbelegal 3,thecontractshouldconformtolegalformarity 4,contractingpartiesmeaningexpressesshouldbetrueChapter 3 Contracts for the International Sale of Goods Section One Definition of the ContractAcontractisanagreementbetweentwoormorecompetentpartiesinwhichanofferismadeandaccepted,

41、andeachpartybenefits.Itisanagreementwhichsetsforthbindingobligationsoftherelevantparties.Theagreementcanbeformal,informal,written,oralorjustplainunderstood.Somecontractsarerequiredtobeinwritinginordertobeenforced.Acontractproperincludes:1)thefullnameandaddressofthebuyerandtheseller;2)thecommoditiesi

42、nvolved;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 Con

43、sideration（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

44、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.MainpartsofcontractPreambleBodyW

45、itnessclauseVARIOUSFORMATSOFCONTRACTINWRITTEN 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 Int

46、erpretation 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

47、 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)Acontractmaybe

48、modifiedorterminatedbythemereagreementoftheparties.(2)Acontractinwritingwhichcontains aprovisionrequiringanymodificationorterminationbyagreementtobeinwritingmaynotbeotherwisemodifiedorterminatedbyagreement.However,apartymaybeprecludedbyhisconductfromassertingsuchaprovisiontotheextentthattheotherpart

49、yhasreliedonthatconduct.NameofcommodityQualityQuantityPackagePricePaymentTransportandinsuranceThetimelimitandplaceofperformanceThepreventionandhandlingofdisputeBodyNAME OF COMMODITYGenerally,this clause is relatively simple,wealways list the names that in the offer orcounter-offer under the article

50、of Name of Commodity.Andsometimesweonlywriteseveralsentencesshowing the two parties agreement on thebusiness of some commodity at the beginningofacontract.QUALITY Inthequalityclauseweshouldclearlylistthenameanddetailedqualitiesofcommodities.Ascommoditiesarevarious,thewaysshowingtheirqualitiesarenott