國際貿易實務雙語-International Trade Practice In Chinese and English

1、國際貿易實務概述雙語 (International Trade Practice In Chinese and English)制作人：楊筠貿易術語Overview Introduction to International Trade1.1 The definition of international trade International trade can be defined as the exchange of goods and services produced in one country (or district) with those produced in anothe

2、r country(or district). The reasons for international tradeThe uneven distribution of natural resources B. International specialization C. Different Patterns of demand among nations D. Economies of scaleE. Innovation or variety of style$860$62573% Even the IBM PC Isnt All-AmericanTotal manufacturing

3、 cost: US$860Portion made overseas: US$625In u.s. owned plants $230In foreign-owned plants $395 Distribution of Manufacturing Parts Monitor Korea Semiconductors Japan Power supply Japan Graphics Printer Japan Floppy Disk Drives Singapore Assembly of disk drives U.S Keyboard Japan Case and final Asse

4、mbly U.S The suppliers come from U.S. ,Japan, France, Canada, Italy, Australia, South Korea, United KingdomEven the Boeing 777 Isnt All AmericanSo it is increasingly difficult to say what is a “U.S. product; what is “Japanese product. 1.2. The history of international trade development The first beg

5、inning of international tradeThe development of international trade in different social period In Chinas history, it has been among the first to trade with other countries. What the most famous trading channel in China, as we all know, is the Ancient Silk Road.In the Middle Ages, trading was importa

6、nt that merchants and producers began specializing in marking and selling goods and shops appeared in growing numbers.We should say that industrial revolution resulted in a boost in trading and stimulated the development of modern trading. As centuries progressed, many standard rules and practices c

7、ame into being in order to meet the challenge. 1.3.1.Export Trade / Import Trade / Transit Trade 1.3. The different forms of international tradeRe-Export / Re-Import; Net Export / Net Import1.3.2. General Trade / Special Trade General Trade: country territory. (Japan,United Kingdom, Canada Australia

8、, East Europe) General Import / General ExportSpecial Trade: Customs Territory.(German, Italy, Swiss) 1.3.3. Visible Trade / Invisible Trade 1.3.4 Direct Trade / Indirect Trade / Entrepot Trade1.3.5 Trade by Roadway / Trade by Seaway / Trade by Airway / Trade by Mail Order Free-Liquidation Trade / B

9、arter Trade 1.4 . Another basic concepts about international trade1.4.1. amount of foreign trade total amount of import and export for a country in definite period. 1.4.2. amount of international trade total amount of export for all countries in definite period.1.4.3. trade balance favorable balance

10、: export import (surplus)adverse balance: exportimport (deficit) 1.4.4. commodity structureprimary commoditiesIndustry commodities (finished goods)1.4.5. factors of productioncapital, human resources or labor property resources including land 1.5 The difference between domestic trade and internation

11、al trade1.5.1. different effect to economy development 1.5.2. different environment social and culture / law and economic policycurrency system 1.5.3. difficult movement for factors of production among nations 1.5.4. more risks when you do international businessCredit; Business;Price;exchange rate;T

12、ransportation;Politics. 1.6 國際商務環(huán)境進口商生產廠家海關銀行商檢局外運公司保險公司稅務局出口商What is international trade?International trade, also known as world trade, foreign trade or overseas trade, is the fair and deliberate exchange of goods and services across national boundaries. It concerns trade operations of both import

13、 and export and includes the purchase and sale of both visible and invisible goods. As import is an kind of opposite operation to export, since if we understand export administration, so does the import.What is export?Exporting is an extension of trading with the customers living in another country.

14、 This extension of the traders domain is highly important, since it enables the buyers to make a choice between alternative goods in satisfying his needs. Not only are the goods of his own nation available to him but also those of other nations as well. A major benefit of exporting is an enhanced op

15、portunity to exploit the comparative advantages enjoyed by the procedures in domestic market. Some other advantages of exporting as a national objective are its contribution to better use of national resources, reducing unemployment, increasing foreign exchange earnings and improving the balance of

16、payment.Benefit of exporting (briefly) 1)Better use of national resources.2)technological advance3) reducing unemployment4) foreign exchange earnings5) balance of payment第一章 國際貿易術語第二章 主要貿易條件第三章 商品的價格第四章 國際貨物運輸第五章 國際貨物運輸保險第六章 國際貨款的收付第七章 檢驗、索賠 、不可抗力與仲裁第八章 合同的磋商 第九章 合同的履行 第十章 國際貿易方式目錄第一章 國際貿易術語 Interna

17、tional Trade terms 貿易術語及國貿易際慣例(trade terms and international customary practices)國際貿易術語的含義及作用有關貿易術語的國際慣例 返回目錄Case(案例)： One import and export company exported his goods under the CIF term. The seller delivered the goods on board the vessel on time and prepared all necessary documents. But the vessel

18、stranded and sank in a few hours after departure. The next day, when the seller asked for payment with full set of documents in conformity with the contract, the buyer refused to accept the documents and rejected payment because his goods have been lost. Is it reasonable for the buyer to do so? Why?

19、返回目錄、The definition of Trade Terms貿易術語的定義: FOB LONDONThe trade terms refer to using a brief English concept or abbreviation to indicate the formation of the unit price and determine the responsibilities, expenses and risks borne by two parties as well as the time of the passing of the property in th

20、e goods.返回目錄 2、International customary practices (國際貿易慣例)Warsaw-Oxford Rules 1932 ?華沙牛津公約?Revised American Foreign Trade Definitions ?1941美國對外貿易修訂本?International Rules For the Interpretation of Trade Terms?國際貿易術語解釋通那么?返回目錄? INCOTERMS 2000?術語簡介適用于海運和內河運輸方式的貿易術語： FOB, CFR, CIF, FAS, DES, DEQ適用于各種運輸方式的

21、全能貿易術語： FCA, CPT, CIP, DDU, DDP?INCOTERMS 2000?中所規(guī)定的貿易術語共有13種按其順序分為E、F、C、D四組E組啟運 EXW ex work 工廠交貨F組主運費未付：FCA Free Carrier 貨交承運人；FAS Free Alongside Ship 裝運港船邊交貨； FOB Free on Board 裝運港船上交貨。C組主要運費已付： CFR Cost and Freight 本錢加運費； CIF Cost Insurance and Freight 本錢加保險費和運費； CPT Carriage Paid to 運費付至、 CIP Ca

22、rriage and Insurance Paid to 運費和保險費付至D組(到達): DAF Delivered At Frontier 邊境交貨；DES Delivered Ex Ship 目的港船上交貨；DEQ Delivered Ex Quay 目的港碼頭交貨；DDU Delivered Duty Unpaid 未完稅交貨；DDP Delivered Duty Paid 完稅后交貨。Selected Trade TermsEXWFCA(Named Inland Carrier at Named Inland Point of DepartureFCA(Named Inland Car

23、rier at Named Inland Port of ExportationFAS(Named Portof Shipment)F.O.B.Vessel(Named Portof Shipment)Origin(Factory, Mine, Plantation, Warehouse)Inland CarrierDock at Port of ShipmentVesselCountry of OriginSelected Trade TermsCFRCIF(Named Port of DestinationDDU / DDP(Named Placeof Destination)Inland

24、 CarrierDock at Port of DestinationVesselCountry of DestinationDestination常用的貿易術語FOB (Free on Board,named port of shipment)船上交貨(指定裝運港)CFR (Cost and Freight，named port of destination)本錢加運費(指定目的港)CIF (Cost，Insurance and Freight，named port of destination)本錢加保險費、運費(指定目的港)返回目錄FOB, Free on Board (Named po

25、rt of Shipment) 指定裝運港船上交貨 It means that the seller fulfils his obligation to deliver the goods when they have passed over the ships rail at the named port of shipment. This means that the buyer has to bear all expenses and risks of or damage to the goods from that point.返回目錄FOBnamed port of shipment

26、1、賣方的義務1賣方的責任A、提供符合合同規(guī)定的貨物B、辦理出口手續(xù)C、按照合同規(guī)定的時間和地點，將貨物裝到買方派來的船上D、迅速發(fā)出裝船通知E、移交有關的貨運單據或電子數據2賣方的費用貨物裝船前的一切費用3賣方的風險*貨物在裝運港越過船弦前的一切風險實際業(yè)務中以取得清潔提單為界2、買方的義務1買方的責任A、租船訂艙，并及時通知賣方B、辦理保險C、接受貨運單據，支付貨款D、辦理進口手續(xù)，收取貨物2買方的費用貨物裝船以后的一切費用3買方的風險裝運港越過船弦以后的一切風險3、采用FOB術語時應注意的問題1裝船費用的問題大宗貨物程租船運輸A、在合同中訂明Loading Charges to be C

27、overed by the Seller (Buyer)FOB Under Tackle 吊鉤所及FOB Liner Terms 買方FOBS理艙費在內賣方FOBT平艙費在內賣方FOBST*變形不改變FOB的性質。B、FOB的變形CFR (Cost and Freight，named port of destination)本錢加運費(指定目的港)It means that the seller shall undertake the cost and freight necessary to carry the goods to the named port of destination,

28、but the risks of, losses of, or damage to the goods, as well as any additional costs due to events occurring after the time the goods have been delivered on board the vessel, are transferred from the seller to the buyer when the goods pass the ships rail at the port of shipment返回目錄CFRnamed port of d

29、estination1、賣方的義務1賣方的責任A、提供符合合同規(guī)定的貨物B、辦理出口手續(xù)C、租船訂艙D、按合同規(guī)定時間、地點將貨物裝船E、迅速發(fā)出裝船通知F、移交有關貨運單據或數字信息2賣方的費用 裝船前的一切費用、裝船費用、貨物從裝運港至目的港的正常運費3賣方的風險*與FOB一樣2、買方的義務1買方的責任 A 承擔裝船后引起的額外費用包括保險費 B 接受貨運單據，支付貨款 C 辦理進口手續(xù)，收取貨物2風險 裝運港越過船弦以后的一切風險3、采用CFR術語時應注意的問題1)卸貨費用的負擔問題A : 合同中明確規(guī)定Unloading Charges to be covered by the Buy

30、er.B : CFR的變形CFR Ex Ships Hold (買方)CFR Liner Terms (賣方或船方)CFR Landed (賣方)*CFR 變形只是說明卸貨費用的負擔問題，不改變本身的性質。2)關于裝船通知的問題賣方在貨物裝船后必須及時向買主發(fā)出裝船通知，以便買方辦理投保。CFR下裝船通知有更重要的意義。P89CIF (Cost，Insurance and Freight，named port of destination)本錢加保險費、運費(指定目的港)It means that the seller has the obligation to procure marine

31、insurance against the risks of, losses of, or damage to the goods during the carriage.返回目錄CIFnamed port of destination和CFR不同，保險由賣方負責辦理。 本卷須知：1、保險問題保險險別： 如合同中未明確規(guī)定，賣方只可投保?協(xié)會貨物條款?ICC或類似條款中最低的保險險別如買方要求也可加保，但費用由買方承擔。保險金額 如合同中未明確規(guī)定，保險金額最少應按CIF價加成10%2、到岸價CIF屬于裝運港交貨，不是“到岸價*賣方不承擔保證把貨送到約定目的港的義務。3、核算運費貨價中包括運費

32、，應認真核算?？紤]因素：距離；運價；轉船；方式。4、關于象征性交貨實際交貨規(guī)定的時間和地點將規(guī)定的貨物交給買方或指定的人。象征性交貨以交單代替交貨。賣方憑單交貨，買方憑單付款。賣方交單只是買方付款的前提，還必須履行交貨義務。 5、風險劃分的問題與FOB、CFR完全相同6、卸貨費用的問題與CFR相同7、貨物特定化EGMode of transportation(運輸方式)The formation of the unit price(價格構成)The place of delivery/risk transfer交貨地點/風險轉移點Responsibilities, expenses and r

33、isks borne by two parties雙方責任、費用和風險的劃分返回目錄1.The mode of transportation (運輸方式)Suitable for sea or inland waterway transport.2.The formation of the unit price(價格構成) FOB: Cost(本錢) CFR: Cost and Freight(本錢和運費)CIF: Cost, Insurance and Freight(本錢和運費和保險費)返回目錄3.The place of delivery /risk transfer (交貨地點和風險轉

34、移點) On the ships rail at the named port of shipment (在裝運港的船舷)4.The expenses and responsibilities borne by two parties (雙方費用、風險和責任的劃分)返回目錄The seller The buyerFOBDeliver the goods on board the vessel交貨Contract for the carriage of the goods 租船訂艙Obtain export license獲得出口許可證Obtain import licenseCover car

35、go insurance 投保Provide documents for the buyer and ask for payment 交單議付Pay the price and take delivery of the goods 返回目錄The seller the buyerCFRContract for the carriage of the goods at his own expensesOn usual term 通常條件By the usual route 慣常航線In the proper vessel 適合的船舶Usual freight正常運費Additional Frei

36、ght額外運費返回目錄 The seller the buyerCIFContract for the carriage of the goodsCover cargo insurance on behalf of the buyerMinimum insurance(F.P.A) 最低險別additional insurance premium額外保險費返回目錄CFR賣方在裝港船上交貨風險在船舷轉移賣方承擔運費海運賣方辦理出口手續(xù)買方負責保險、進口手續(xù)鐵路公路買方裝運港目的港CIF 1.The expenses and risks are separated (風險和費用別離)2.CIF t

37、erm is document transaction 單據交易 (Symbolic delivery) 象征性交貨The seller fulfills his duty of delivering goods against the documents The buyer shall pay the price against the documents返回目錄CIF賣方在裝船港上交貨風險在船舷轉移賣方辦出口手續(xù)買方承擔運費和保險費海運買方負責辦理進口手續(xù)鐵路 公路買方FOB、CFR、CIF的共同點都是用于水上運輸方式；都是裝運港交貨的貿易術語；風險轉移的界限：裝運港船舷；象征性交貨性質；

38、FOB CFR CIF的差異買賣雙方承擔的責任費用不同租船訂艙支付運費辦理保險、付保險費FOB買方買方買方CFR賣方賣方買方CIF賣方賣方賣方 貨交承運人的三個貿易術語1)FCA(Free Carrier,named place) 貨交承運人( 指定地點)2)CIP(Carriage insurance Paid to，named place of destination)運費、保險費付至(指定目的地)。 3) CPT (Carriage Paid Tonamed place of destination)運費付至(指定目的地)返回目錄目的地交貨的各種術語1)DAF (Delivered at

39、 Frontiernamed place) 邊境交貨(指定地點)2)DES(Delivered Ex Shipnamed port of destination目的港船上交貨(指定目的港)3)DEQ(Delivered Ex Quay，named Port Of destination)目的港碼頭交貨(指定目的港 )4)DDU(Delivered Duty Unpaid，named place of destination)未完稅交貨(指定目的地) 5)DDP (Delivered Duty Paid,named place of destination)完稅后交貨指定目的地返回目錄國際貿易術

40、語一覽圖AWCDDUDEQDESFOBFASEXWDAFFCABuyerSellerCIPCPTCIFCFRDDPPricing objectives:It can be divided into two kinds: long-term objectives and short term objectives. Both of them are oriented towards profit, towards sales, or toward maintaining the status quo.Pricing Strategy:Penetration pricing滲透定價法：相對低價刺激

41、需求，開拓市場skimming strategy撇取定價法：目的在于從買主身上賺取高額利潤Early cash recovery pricing資金速斯回收定價法：需求低高價策略；當需求高低價策略；目的在迅速收回現(xiàn)金。Useful Words concerned:Terms of delivery 價格術語Terms of trade 貿易條件Trading practice 貿易慣例The revised American Trade Definitions 1941.美國對外貿易定義1941年修正本INCOTERMS ?國際貿易術語解釋通那么?源于International Commerc

42、ial Terms.全稱是：International Rules for the Interpretation of Trade Terms. 由國際商會于1936年制定通那么，1974年和1980年修改補充。在1980年版中包括14個貿易術語，規(guī)定了買賣雙方的權利和義務。第二章 主要貿易條件The Quality of Goods The Quantity of Goods Packing and Marking 返回目錄nit1 Quality of Goods 商品的品質 表示品質的方法(1)用文字說明表示商品的品質(Sale by Description) 憑規(guī)格、等級或標準買賣(S

43、ale by Specification, Grade or Standard) 商品規(guī)格(Specification)：The specification of the goods refers to certain main indicators which indicate the quality of the goods, such as composition, content, purity, size, length, etc.返回目錄 商品的等級(Grade)The grade of the goods refers to the classifications of the

44、commodity of the goods which is indicated by words, numbers or symbols. The classifications are usually decided by different qualities, weights, compositions, appearances, properties, etc.商品的標準StandardThe standard refers to the specifications or grades which are stipulated and announced by the gover

45、nment or the chambers of commerce, etc.返回目錄憑牌號或商標買賣Sale by Brand Name or Trade Mark As to the goods whose quality is stable, reputation is sound and with which the customers are quite familiar, we may sell it by brand name or trade mark.憑產地名稱買賣(Sale by Name of Origin) It is suitable for some agricul

46、tural products and by-products whose origins are well- known all over the world.返回目錄憑說明書和圖樣買賣(Sale by Description and Illustration) The quality of some commodities, such as technological instruments, electric machines, etc. can not be simply indicated by quality indexes, instead it is quite necessar

47、y to explain in detail the structure, material, performance as well as method of operation. If necessary, pictures, photos, etc. must also be provided.返回目錄2以實物表示商品的品質Sale by Actual Quality or Sample看貨買賣 (Sale by Actual Quality) In this case, the buyer or his agent examine the goods at sellers place

48、at first. After they conclude a deal, the seller shall deliver the goods according to the goods examined. 憑樣品買賣Sale by Sample The sample refers to the article which can be used to represent the quality of the whole lot. Sale by sample includes two cases, i.e., sale by the sellers sample and sale by

49、the buyers sample. 返回目錄a. 憑賣方樣品(Sale by Sells Sample)：b.憑買方樣品(Sale by Buyers Sample)：c.對等樣品成交Sale by Counter Sample：也有的稱之為確認樣品Confirming Sample。日后賣方交貨以對等樣品品質為準。返回目錄Unit2 商品的數量The Quantity of Goods1、商品數量的計量單位 按重量(Weight)計算。常用的單位有公噸(Metric ton/kilo ton)、長噸Long Ton、短噸short tonnet ton、公斤(kilogram等 返回目錄按

50、數量計算。常見的計數單位有件Piece、雙(Pair)、套Set、打(dozen)、卷roll、箱(case)、籮gross、袋(bag)、包bale等 長度(length)計算。常用單位有米(meter/m.)、英尺(footft)、碼yardyd等。絲綢、布疋、鋼管、電線電纜、金屬繩索等常用長度單位計量。返回目錄 按面積Area計算。有平方米Square metersqm、平方英尺(square footsq. ft)、平方碼square yard/sqyd等。木板、皮革、地毯、玻璃板等用面積單位計量。 按體積Volume計算。有立方米cubic metercum.、立方尺cubic fo

51、otcuft、立方碼(cubic yardcuyd)等。木材、天然氣、化學氣體等常以體積作計景單位。 按容積capacity計算。常見的容積單位有升literl.、加侖(gallon/gal)、蒲式耳(bushel/bu)等。各類谷物和液體商品常以容積為單位。返回目錄、商品重量的計算方法1) 按毛重Gross Weight計算 2)按凈重(Net Weight)計算，凈重指商品本身的重量。Actual tare: 實際皮重Average tare: 平均皮重Customary tare: 習慣皮重Computed tare: 約定皮重返回目錄3) Conditioned Weight：按公量計

52、算。his kind of calculating method is suitable to those cargos whose water contents are not stable, such as wool, silk, etc.公量=商品干凈重x (1+標準回潮率)公量=商品凈重x 1+標準回潮率 / 1+實際回潮率 式中商品干凈重是指用科學方法抽去商品中的水分后商品的重量。標準回潮率是交易雙方約定的貨物中的水分與商品的干量之比。4Theoretical weight:按理論重量5Legal weight and net weight:按法定重量返回目錄商品數量條款確實定 商品

53、數量條款，由成交商品的數量和計量單位組成。對以重量成交的商品還要訂明計算重量的方法。1.Dont use such words as about or circa or approximate before the quantity of the goods. 2.To stipulate the quantity latitude: It means that the seller may deliver the goods with a certain percentage more or less in quantity. 返回目錄Useful Words concernedAmeric

54、an pound 美國磅約453.592克European pound 歐洲磅Short ton 短噸 約2000克 Metric ton 公噸1000公斤2204磅Long ton 長噸2240磅FAQ : fair average Quality 大路貨，中等平均品質GMQ: good merchantable quality 良好可銷品質Hard currency 硬貨幣To lodge a claim 索賠Unit 3 商品的包裝Packing 在國際貿易中，除少量商品難以包裝，或不值得包裝而采取裸裝Nude Packed或散裝(In Bulk)方式外，絕大多數商品均需要有適當的包裝。

55、商品的包裝(Package of Goods)是國際商品交換不可缺少的重要環(huán)節(jié)，是聯(lián)系生產與消費的橋梁。包括不僅起到保護、宣傳、美化商品的作用，還可使商品增值。商品包裝條款也是合同的要件之一。返回目錄The kinds of packing(包裝的種類) 、Shipping packing: 運輸包裝According to the method of packing: single piece packing and collective packing. According to style of packing: Cases, drums, bags, bales, bundles, e

56、tc.According to the material of packing: Cartons, wooden cases, iron drums, wooden casks, paper bags, gunny bags, plastic bags, etc.返回目錄According to the softness of packing: softness packing and hardness packing as well as half-hardness packing. According to the extent of packing: full packed and pa

57、rt packed、Marketing packing: 銷售包裝Piling-up pattern:Hanging-up pattern:Spreading-up pattern:Pattern for carryingabout:Pattern for easily opening:Pattern for spraying out:Pattern for showing off a gift.返回目錄Packing Mark包裝標志Shipping mark: 運輸標志 It is usually made up of geometrical diagrams, letters, figu

58、res and simple words. The contents of shipping mark are as follows:Consignees code:Consignors code:DestinationPackage number返回目錄Warning mark: 警告性標志It is also called dangerous cargo mark, which is brushed clearly and definitely on the shipping packing of the inflammable, explosive, poisonous, corrosi

59、ve goods, so as to give warnings to the workersIndicative mark: 指示性標志This kind of mark is used to reminder the relative workers of the items for attention when they load, unload, carry and store the goods, such as handle with care, keep dry etc.返回目錄Neutral packing and brand designated by the buyer中性

60、包裝和定牌、Neural packing: It means that there is neither a name of the origin, nor a name of the factory, nor a trade mark, a brand, or even any words on the packing of the commodity and the commodity itself. It includes two kinds: packing with trade mark designated by the buyer but without the mark of