商務(wù)英語2教材

Chapter2InternationalTrade

LearningObjectivesToknowthereasonsforinternationaltrade,thebasicconceptsandclassificationofinternationaltradeTohaveabriefunderstandingofthebusinesspreparatorywork,businessnegotiationandestablishofcontract.Tolearntheexportandimportdocumentations,importandexportprocedures.2.1.1DefinitionandCharacteristicsofInternationalTradefairanddeliberateexchangeofgoodsandservicesacrossnationalboundariesfreetradetradebarriers2.1Introductionnaturalbarriers自然壁壘tariffbarriers關(guān)稅壁壘

revenuetariffprotectivetariffnon-tariffbarriers非關(guān)稅壁壘ImportquotaSubsidyForeignexchangecontrolCartelsDumpingtradebarriersCharacteristicsofInternationalTradetransactionsacrossnationalbordersforeignlanguage,lawsandregulationscredit&financialstandingofthedealingpartnerexchangeratevariationsculturaldifferencehigherrisks'level2.1.2ReasonsforInternationalTradeResourcereasons(rawmaterials,capital,labor,land)capital-intensiveproducts→inductrialcountries(Japan;cars)labor-intensiveproducts→lowlaborcost;modernproductionfacilities(China,Indonesia,thePhilippines;clothing,shoes)land-intensiveproducts→largetractsofland(USA;wheat)Economicreasonscomparativeadvantage→mutuallybeneficialinternationaltradeOtherreasonspoliticalobjectivestastes,preferencesandconsumptionpatterns:consumergoods,clothesandfoodstuffs2.1.3BasicConceptsofInternationalTradeExportandimportExportreferstothetradebusinessthattransportproductsmanufacturedorprocessedinonecountryincludinglaborservicestoforeigncountriesforsale.Importisthetradebusinessthatinvolvesthetransportationofforeignproducts,includinglaborservices,tothedomesticmarketforsale.Valueofforeigntradetotalamount/valueofimportandexportforacountryinagivenperiodQuantumofforeigntradereflectsbymeansoftheconstantpricethedevelopmentofforeigntradewithoutconsiderationofinflation貿(mào)易量是剔除了價(jià)格變動(dòng)因素后，用不變價(jià)格來表示的貿(mào)易規(guī)模。其計(jì)算公式為：貿(mào)易量=貿(mào)易額/價(jià)格指數(shù)%例如，以2004年為基期，某國該年的進(jìn)出口價(jià)格指數(shù)均定為100。2005年該國進(jìn)口貿(mào)易額為1170億美元，出口貿(mào)易額為1200億美元。2005年該國出口產(chǎn)品價(jià)格平均下跌5%，出口價(jià)格指數(shù)為95；2005年該國進(jìn)口產(chǎn)品價(jià)格平均上漲3%，進(jìn)口價(jià)格指數(shù)為103?？傻贸鲈搰?005年剔除了價(jià)格變動(dòng)因素后的貿(mào)易額，即實(shí)際的進(jìn)出口貿(mào)易量：進(jìn)口貿(mào)易量=1170÷103%=1135.9億美元出口貿(mào)易量=1200÷95%=1263.15億美元可見，該國2005年的進(jìn)口貿(mào)易額雖然達(dá)到1170億美元，但剔除價(jià)格變動(dòng)因素后的實(shí)際進(jìn)口貿(mào)易量只有1135.9億美元；而該國2005年的出口貿(mào)易額雖然只有1200億美元，但剔除價(jià)格變動(dòng)因素后的實(shí)際出口貿(mào)易量卻高達(dá)1263.15億美元。Balanceoftrade貿(mào)易差額indicatesthebalanceofbetweentheexportvalueandtheimportvalueinagivenperiodfavorabletradebalanceexport>import(TradeSurplus)貿(mào)易順差，或稱貿(mào)易盈余或出超unfavorabletradebalanceexport<import(TradeDeficit)貿(mào)易逆差，或貿(mào)易赤字或入超equilibrium出口總額與進(jìn)口總額相等，則稱為貿(mào)易平衡2.1.4ClassificationofInternationalTradeFromthedirectionofcargoflow商品流向a.ExportTradeb.ImportTradec.TransitTrade過境貿(mào)易:是指別國出口貨物通過本國關(guān)境，未經(jīng)加工改制，在保持原來形狀下運(yùn)往另一國的貿(mào)易活動(dòng)。

directtransittradenotinthebondedwarehouseofthe3rdcountrybetransportedtowardoutsidealongthedomestictransportationlineundersupervisionofthethecustomsofthe3rdcountrycustomsduties外國商品純系轉(zhuǎn)運(yùn)性質(zhì)經(jīng)過本國，并不存放在本國海關(guān)倉庫，在海關(guān)監(jiān)督下，從一個(gè)港口通過國內(nèi)航線裝運(yùn)到另一個(gè)港口再輸出國外indirecttransittradeinthebondedwarehouseofthe3rdcountrybetransportedtotheimportigcountrywithoutanyadditionalprocessingwarehousecharges&customsdutiesthecustoms海關(guān)Frontierbondedwarehouse保稅區(qū)、海關(guān)倉庫Fromthetraderelationsa.DirectTrade:withouttransshipmentb.IndirectTrade:excutedindirectlythrougha3rdcountryc.EntrepotTrade:importer,theprocessorandtheexporterarethesameparty(間接貿(mào)易行為對(duì)第三國來說，即轉(zhuǎn)口貿(mào)易)Tangibletrade:physicallyvisiblegoodsintangibletrade:servicesandtechnology,etc.FromtheformsofthegoodsFromthesettlementinstrumentsBartertrade:易貨貿(mào)易，換貨貿(mào)易free-liquidationtrade:自由結(jié)匯方式貿(mào)易，現(xiàn)匯貿(mào)易withanmediumofexchangeormoney,e.g.cashtrade2.1.5BasicProceduresofExportBusinessPreparationforexportNegotiationoftermsandconditionsfortheformationofacontractforexportbusiness inwords/businesscorrespondence steps:inquiry,offer,counterofferandacceptance(成交)Fulfillmentofacontractforexportbusiness2.1.6BasicProceduresofImportBusinessPreparationforimportmarketsurvey(theproducers,suppliers,productcomparison)NegotiationoftermsandconditionsfortheformationofacontractforimportbusinessFulfillmentofacontractforimportbusiness2.2BusinessPreparatoryWork2.2.1MarketResearchculturalbackgroundeconomicsituationspoliticalclimatecurrentimportandexportstatisticsgovernmentpolicyoninternationaltradeinformationontradebarriersandrestriction2.2.2CreditInquirycontent:thefinancialposition財(cái)務(wù)狀況,

credit,reputationandbusinessmethodsofotherfirms.function:toprotectagainstdisputessafeguardtheinterestsofpartiesinformationsourcesbanks(abankreference資信證明:銀行出具的某企業(yè)在該行賬戶往來情況的證明信)chambersofcommerceinquiryagencies征信機(jī)構(gòu)，信用咨詢所2.2.3MakingContactsMakingcontactsisaprocessthatbothreinforcesthecreditinquiryofcertainfirmsandestablishesbusinessrelationswiththem.2.3BusinessNegotiationandEstablishmentofContractBusinessnegotiationisabargainprocessinvolvingpotentialparties(buyerandseller)toacontractwithanaimofcomingintoanagreementon

price,payment,quantity,qualityandothertermsorconditionsofasale.Fivestagesenquiryoffercounter-offeracceptanceconclusionofacontract2.4ExportandImportDocumentationDocumentationDefinition:Itreferstothepreparationandexaminationofdocumentsinvolvedinatransaction.Purpose:toprovideaspecificandcompletedescriptionofthegoodssothattheycanbecorrectlyprocessedfortransport,insurance,payment,customsclearance,etc.Importance:theexchangeofdocumentstakespriorityovertheexchangeofgoods,especiallyfortheseller/exporter:Gothroughsupervision&controlofthecustomsProofoffulfillingthecontracts(e.g.billoflading;acertificateofquality)CharacteristicsCommonlyusedinternationaltrade

1.governmentcontroldocuments2.commercialdocuments3.financedocuments4.transportationdocuments5.Insurancedocuments.(1)ImportLicenseandForeignExchangeAuthorization進(jìn)口證書和外匯許可證BeusedtorestrictimportsImportershavetopresentproformainvoicestotheirlicensingauthoritiesortotheircentralbank,orsometimestobothtoapplyforthelicense.2.4.1GovernmentControlDocuments政府管制的單證1.進(jìn)口商Importer:3.進(jìn)口許可證號(hào)ImportlicenseNo.:2.收貨人:Consignee4.進(jìn)口許可證有效截止日期:Importlicenseexpirydate5.貿(mào)易方式Termsoftrade:8.出口國(地區(qū))Country/Regionofexportation:6.外匯來源:Termsofforeignexchange9.原產(chǎn)國(地區(qū)):Country/Regionoforigin7.報(bào)關(guān)口岸Placeofclearance:10.商品用途Useofgoods:11.商品名稱:商品編碼Descriptionofgoods Codeofgoods12.規(guī)格型號(hào)Specification13.單位Unit14.數(shù)量Quantity15.單價(jià)UnitPrice16.總值A(chǔ)mount17.總值折美元AmountinUSD19.備注Supplementarydetails20.發(fā)證機(jī)關(guān)簽章:Issuingauthoritysstamp&signature21.發(fā)證日期licensedate:中華人民共和國進(jìn)口許可證

IMPORTLICENCEOFTHEPEOPLE’SREPUBLICOFCHINA

No.(2)ExportLicense出口許可證Issuedbythegovernment/authorizedinstitutionsRequiredatthetimeofcustomersclearanceExportcontrol:rawmaterials,machinery/equipmentinshortsupply,military…(3)CertificateofOrigin原產(chǎn)地證明statingthecountryoforiginofthegoodsissuedbyanon-governmentalcommercialorganacceptabletothecountryofdestination.ImportandExportcommodityInspectionBureau

進(jìn)出口商品監(jiān)測(cè)局ChinaCouncilforpromotionofInternationalTrade中國國際貿(mào)易促進(jìn)委員會(huì)requiredbycountrieswhodonotuseCustomsInvoiceorConsularInvoicetosettheappropriatedutiesfortheimports.不用海關(guān)發(fā)票或領(lǐng)事發(fā)票的國家，可據(jù)此對(duì)貨物應(yīng)征收的稅率Itcontainsthenature,quantity,valueofgoodsshippedandtheirplaceofmanufacture.GSPcertificateoforigin

普惠制/一般特惠制產(chǎn)地證GSP:GeneralizedSystemofPreference(4)InspectionCertificate檢驗(yàn)證書Definition:Documentsindicatingtheresultsoftheinspectionofthegoodsintermsofquality,quantityoranyotherelementthathasbeenspecified.Issuedbyagovernmentinstitution,surveyorsofchamberofcommerceoranindependentservicecompany(5)ConsularInvoice領(lǐng)事發(fā)票Definition:Aformisobtainablefromtheimportingcountry’sconsulateintheexportingcountry,onwhichtheseller/itsagentmustenteradetaileddescriptionofthegoodsbeingshipped.Purpose:tocompilestatistics,controlimports,collectimportdutiesandidentifygoods(theoriginofgoods,thecreditoftheexporter)Language:thatofthedestinationcountry(6)CustomsInvoice海關(guān)發(fā)票Definition:aninvoicemadeoutonaspecialformprescribedbythecustomsauthoritiesoftheimportingcountryFunctions:toclearthecustoms,toverifycountryoforiginforimportdutyandtaxpurpose,tocompareexportpriceanddomesticprice,andtofixanti-dumpingduty,etc.2.4.2CommercialDocumentsProformaInvoice形式發(fā)票Definition:aninvoiceprovidedbyanexporterpriortoasaleorshipmentofmerchandise,informingthebuyerofthekindsandquantitiesofgoodstobesupplied.Ithasnolegalstatues.Purposes:theimporterobtainingaLetterofCredit,ortheimportlicenseandforeignexchange樣本Pro-formainvoice(形式發(fā)票):AquoteprovidedbytheexportertotheimporterforthepurposeoftheimporterobtainingaLetterofCredit.Proforma,inLatin,means:“forthesakeofform’形式上(2)CommercialInvoice商業(yè)發(fā)票Abillforthegoodsfromthesellertothebuyer.Oneofthemostimportantdocumentsusedininternationaltrade:arecordoftheessentialdetailsofatransactionKeyElements:A.buyer’sreference買方相關(guān)信息(ordernumber/indentnumber訂單號(hào))B.invoicenumberanddate發(fā)票編號(hào)、出單時(shí)間C.export/importlicensenumberD.methodofdispatch發(fā)運(yùn)方法E.shipmenttermsF.namesandaddressesoftheseller&buyerG.countryfromwhichtheshipmentismadeH.descriptionofthegoods貨物描述內(nèi)容一般包括合同的四個(gè)主要條款：數(shù)量條款、品質(zhì)條款、包裝條款、詳見合約（為了避免重復(fù)出現(xiàn)已在合約中訂明的內(nèi)容）。例如：2，500DozGloves,

ArticleNo.FS23,

Packedin12Bags,

aspercontractNo.331i.rebateorsimilarincentives折扣/激勵(lì)J.signatureoftheexporter出單人簽字(3)QualityCertificate質(zhì)量證書itconfirmsthatthequality/specificationofaparticularconsignmentofgoodsisinaccordancewiththesalescontractatthetimeofshipment.ItmaybeissuedbytheexporterorarelevantgovernmentdepartmentasrequiredunderL/CorS/Cterms.(4)WeightCertificate重量證書thecertificateisusuallyrequestedbyimportertoconfirmthattheweightofthegoodsisinaccordancewiththeS/Catthetimeofshipment.ItmaybeissuedbytheexporterorarelevantgovernmentdepartmentasrequiredunderL/CorS/Cterms.2.4.3FinancialDocuments(1)ApplicationFormsforInternationalMoneyTransfer國際匯款申請(qǐng)單whencashinAdvanceorOpenAccount

isused,paymentmaybeeffectedbytransferringmoneythroughbanks.Thiskindofformisessentiallyarequesttoabanktomakeaninternationalmoneytransferontheremitter’sbehalf(2)Drafts(billofexchange)匯票Adraftisanunconditionalorderinwritingbyoneparty(drawer)requestingasecondparty(drawee/payer),typicallyabank,topayastatedsumofmoneytoanotherperson(payee),oftenaseller,ondemandoratafixedordeterminablefuturetime.匯票是一種無條件支付的委托，有三個(gè)當(dāng)事人：出票人(thedrawer)、付款人(thedrawee)和收款人(thepayee)。Sightdrafts:payablewhenpresentedTime/Usancedrafts:atafuturefixeddateordeterminabledateE.g.30dayssight;50daysaftersightAt30daysafterthedateofB/LOnSep.1,2011(3)ApplicationforDocumentaryL/C跟單信用證申請(qǐng)表itistheformusedbythebuyertorequesthisorherbanktoopenaDocumentaryL/Cinfavoroftheseller.ItisusedtoauthorizeabanktoopenaL/C.(4)LetterofCredit信用證AL/Cisamechanismwhichallowsimporters/buyerstooffersecuretermsofpaymenttoexporters/sellersinwhichabank(ormorethanabank)getsinvolved.RevocableL/C:可撤銷信用證IrrevocableL/C:不可撤銷信用證2.4.4TransportationDocumentsShippingNote托運(yùn)單Givinginformationaboutaparticularexportconsignmentwhenofferedforshipment.Servingtheshippingcompanyasadeliveryorreceiptnoteforparticularconsignment.SomeonealsocallitMate’sReceipt.(2)PackingList裝箱單Itsprimepurposeistogiveaninventoryoftheshippedgoods.AsupplementarydocumenttothecommercialinvoiceFunctions:Forinspections,export&importcustomsformalities;checkingthegoods;insuranceclaims&claimsettlementsKeyelements(3)BillofLading(B/L)提單Acontractbetweentheshipperandthecarrier承運(yùn)人和發(fā)貨人之間的運(yùn)輸合同Adocumentoftitletothegoods貨物的物權(quán)憑證KeyelementsCleanB/L;uncleanB/LConsignmentNote(rail,road)鐵路運(yùn)單,公路運(yùn)單AirWaybill航空運(yùn)單ArrivalNotification到貨通知,抵埠通知2.4.5InsuranceDocuments(1)InsurancePolicy保險(xiǎn)單BeinsuredbytheinsurerBeconfirmedbytheinsuredElements:name,address&signatureoftheinsurerNameoftheinsuredEndorsementoftheinsuredDescriptionofriskscovered&theinsuredtimeDescriptionoftheconsignmentPremium

[?pri?m??m]保險(xiǎn)費(fèi)樣本(2)InsuranceCertificate保險(xiǎn)憑證asimplifiedInsurancePolicyItusuallycontainssimilardataasanInsurancePolicy,butitdoesnotincludethedetailedrightsandobligationsofbothsidesatthebackofthedocument.(3)Openpolicy預(yù)約保險(xiǎn)單Thedurationofthispolicymaylastindefinitely.Recommendedforexportersandimporterswhodoalargevolumeofbusiness2.5ThePerformanceofanExportContractPerformanceoftheestablishedcontractisanindispensablesteptobothpartiestorealizetheeconomicbenefitfrominternationaltradeanditisboththeeconomicbehaviorandthelegalacttothepartiesconcerned.Fortheexporter:preparationofgoodsarrangeforL/Ctransportation(CFR/CIF)insurance(CIF)applicationfortheinspectionofgoodsbeforeshipment,customclearanceshipmentofgoodsdocumentssettlementofexportingproceedsFortheimporter:applicationforopeningaL/Ctransportation&insurance(FOB)examinationofdocumentsmakingpaymentapplicationforcustomclearanceinspectionforimportingcargos622.5.1ExportProceduresCargoreadiness備貨InspectionbeforetheshipmentInaccordancewiththeS/CQualitySalesbydescriptionSalesbysample思考：若日方訂貨時(shí)表明，2萬米布，每20米一匹，共1000匹。是否適用于5％的機(jī)動(dòng)幅度的規(guī)定？PackingcustomarypackagesseaworthyshipmentpackingDeliveryTime

accordingtoexportingcontract&L/CSoleOwnershipofGoodstheonlylegalownerofthegoodsCustomsClearanceExportersshoulddeclaretheexportgoodstothecustomsbyfillingincertaincustomsforms&submittingappropriatedocumentssuchascommercialinvoice,exportlicense,copyofS/Candinspectioncertificates,etc.ThecustomswillinspecttheexportgoodsanddecideiftheshipmentcanbeclearedthroughFAS:FreeAlongSide船邊交貨，即賣方在指定的裝運(yùn)港將貨物交到船邊，即完成交貨，要求賣方辦理清關(guān)手續(xù)(thesellerisrequiredtoclearthegoodsfromexportinIntercom2000國際貿(mào)易術(shù)語解釋通則2000）

L/CAllthetermsintheL/CshouldbeconsistentwiththetermsoftheS/Cbeforeshipment(thetotalsum,descriptionofthegoods,validity,requireddocuments,etc.)TheExaminationoftheL/CBanks:checkthedetailsaboutcreditworthinessofissuingbank,rel