1、SEIB OF GDUFS1国际贸易实务（英文版）周瑞琪 王小鸥 徐月芳 编著对外经济贸易大学出版社ByByZhou Ruiqi Wang Xiaoou Xuyuefang Zhou Ruiqi Wang Xiaoou Xuyuefang ofofSchool of English for International BusinessSchool of English for International Business Guangdong University of Foreign StudiesGuangdong University of Foreign StudiesChapter O
2、neChapter OneGeneral IntroductionGeneral IntroductionSEIB OF GDUFS4Learning Objectivesl After learning this chapter,you should be able to define what is meant by international tradeexplain the reasons for engaging in international tradeidentify the benefits of international tradetell the differences
3、 between domestic and international tradeunderstand the major procedure involved in international traderealize the importance of contractSEIB OF GDUFS5Concept of international tradelInternational trade/world trade/foreign trade/overseas tradelThe fair and deliberate exchange of goods and services ac
4、ross national boundaries.lConcerning trade operations of both import and export lIncluding the purchase and sale of both visible and invisible goods.SEIB OF GDUFS61.1 Reasons for international tradel Resource reasonsNatural resourcesHuman resourcesTechnologyl Economic reasonsBenefitsComparative adva
5、ntage(David Ricardo)Economies of scalel Other reasonsPolitical reasonsDifferent taste and preferenceSEIB OF GDUFS71.2 Differences from domestic tradelInternational trade involves foreign languages and different culturesforeign laws,customs and regulations or international rulesforeign currencieshigh
6、er risks:Political risks,Commercial risks,Financial risks,and Transportation risksmore complex business procedures broader range of management skillsSEIB OF GDUFS81.3 Classification of international tradelFrom the direction of cargo flowExport tradedomestic market international market for saleImport
7、 tradeforeign countries domestic market for saleTransit tradeproducing countries via a third country consuming countrySEIB OF GDUFS91.3 Classification of international tradeTypes of transit tradelDirect transit trade Commodities further transported toward outside along the domestic transportation li
8、ne without being placed in the bonded warehouse 3rd country earns profit by imposing imp.and exp.dutieslIndirect transit trade Commodities first placed in the bonded warehouse before being transported further without any processing 3rd country earns warehousing charges+imp.and exp.dutiesSEIB OF GDUF
9、S101.3 Classification of international trade lFrom the number of participants involvedDirect trade lTwo parties involved:the importer and the exporter Indirect tradelThree parties involved:the exporter,the importer and the intermediate partyEntrept trade lOne party involved:who is the importer,the p
10、rocessor and also the exporter SEIB OF GDUFS111.3 Classification of international tradel From the form of the goodsVisible trade/tangible goods tradelMostly consuming goods:cars,wines,shoes etc.lNeeds customs declarationInvisible trade/intangible goods tradel services and technology lNeeds no custom
11、s declarationSEIB OF GDUFS121.3 Classification of international tradel From settlement instrument involvedBarter trade lExchange of goods or services without an intervening medium of exchange or moneylThe oldest from of tradeFree-liquidation trade lExchange of goods or services with an intervening m
12、edium of exchange or moneylCash trade is one form of itSEIB OF GDUFS131.3 Classification of international trade lFrom mode of transportationTrade by RoadwayTrade by SeawayTrade by AirwayTrade by Mail Order SEIB OF GDUFS141.4 Export and import procedureslThe preparation of a transactionlThe negotiati
13、on of the contractlThe performance of the contractlThe settlement of disputesSEIB OF GDUFS151.4.1 The preparation of a transactionlSelecting the right market Relevant information of the marketlCultural background and economic situationslPolitical climatelCurrent import and export statisticslGovernme
14、nt policy on international trade such as trade barriers and restrictionsSources of informationlDomestic organizations:Ministry of Commerce and its provincial committeeslOverseas organizations:Chinese Embassy,the Local banks,the agent and the local newspaper/journal articlesSEIB OF GDUFS161.4.1 The p
15、reparation of a transaction lFinding the potential partner Sources of informationlReference provided by the foreign partnerslThe nearest consulate officelInternational or local chamber of commercelConsulting firmslForeign exchange bankslTrade directories and publicationsSEIB OF GDUFS171.4.1 The prep
16、aration of a transaction lStudying creditability of the partner Credit reference from the local bank or correspondent bankbusiness range and annual sales volumesales literature and pricelistsmajor customersbusiness cultureSEIB OF GDUFS181.4.1 The preparation of a transaction lApplying for Export or
17、Import LicenseChecking whether the goods to be transacted are within certain export or import controls such as license or quota If unable to apply or get the import and export licenseslThe exporter needs to consider to do business under EXW termlThe importer needs to consider to do business under DD
18、P term SEIB OF GDUFS191.4.2 The negotiation of a sales contractl Two forms of business negotiation in words,i.e.face-to-face negotiationin writing,i.e.business correspondencel Four main steps involved:Enquiry:asking for price by either seller or buyerOffer:l an answer to enquiry or initiated by eith
19、er seller or buyer l binding force upon the offerer within the validitycounter-offer:addition,modification or refusal of the offerAcceptance:lthe unconditional acceptance of the offerlA contract is concluded when an acceptance becomes effectiveSEIB OF GDUFS201.4.2 The negotiation of a sales contract
20、 l Definition:A trade contract is an agreement which is concluded between seller and buyer based on an accepted offer and which sets forth biding obligations of the parties concerned.l Governing rule:the United Nations Convention on Contracts for International Sale of Goods 1980(CISG 1980)l A contra
21、ct can be formal,informal,simple or complicated,written or oral.SEIB OF GDUFS211.4.2 The negotiation of a sales contract lA sales contract normally includes:(see Specimen 1.1-1.2)full name,address and other necessary information of the seller and the buyerdescription of the commodity involved,includ
22、ing name,quality,quantity and packaging etc.all terms agreed upon,including price,delivery,transportation,insurance,payment,inspection,claims,force majeure,arbitration,etc.date on and place at which the contract is signed and the signature of the buyer and the sellerSEIB OF GDUFS221.4.2 The negotiat
23、ion of a sales contract l Contract vs.confirmation A contract is more formal and contains more details than a confirmationBut equally binding on the parties concernedl Importance of a written contract It is the only document between Seller and Buyer that evidences their respective rights and obligat
24、ions.It serves as the basis for the performance of the contract and also the settlement of disputes.SEIB OF GDUFS231.4.3 The performance of the contractlExport procedure(business under CIF on L/C)Examining L/ClUrging and expediting the opening of L/ClExamining L/C with reference to the sales contrac
25、tGetting goods readylpreparing goods according to the name,quality,quantity,packing and making required in the contractApplying for mandatory inspection lFor goods required inspection by the governments or in the contractlDocuments Submitted:commercial invoice,copy of sales contract,L/C,etc.SEIB OF
26、GDUFS24Export procedure Receiving importers inspection before shipmentBooking shipping space after receiving L/C and getting goods ready Clearing goods for export lAfter the goods are inspected and before the goods are loadedlDocuments submitted for export customs clearance:commercial invoice,export
27、 license,copy of sales contract,inspection certificates,shipping order,etc.SEIB OF GDUFS25Export procedure Getting goods loadedlDelivering goods to carrier for loading after the goods are cleared for export lReceiving B/L from the carrier after shipmentObtaining insurance lUnder CIF,insurance is a m
28、ust for sellerlMinimum coverageSEIB OF GDUFS26Export procedure Presenting documents for bank negotiationlDocuments required for negotiation commercial invoice,packing list,billing of lading,insurance policy,inspection certificates,etc.Other documents required for issuing import license or to calcula
29、ting import customs duty:the Certificate of Origin,the Consular Invoice,etc.lIf documents are in strict line with L/C,the exporter will receive payments from the bankSEIB OF GDUFS271.4 Export ProceduresSEIB OF GDUFS281.4.3 The performance of the contract lImport procedure(business under FOB on L/C)O
30、pening L/ClApplying in timelAmending L/C in the case of discrepancies Booking shipping spacelAfter booking shipping space,the buyer should notify the exporter sufficiently:the name of the vessel,the loading point,the delivery timeInspecting and supervising at the port of shipmentObtaining insurancel
31、Under FOB,insurance is not an obligation but a usual practice SEIB OF GDUFS29Import procedure Examining documents and making paymentlCareful examination before making paymentlReceiving shipping document(B/L)after paymentClearing the goods for importlNecessary documents for import customs clearance:c
32、ommercial invoice,inspection certificate etc.Taking delivery and inspecting lAfter arrival of the goods,the importer can take it from the carrier with B/LlThe importer should inspect the goods carefully lIf there are any inconformity,the importer can lodge claims against relevant parties for compens
33、ationSEIB OF GDUFS301.4.4 The settlement of disputeslIn the case of complaints or disputes,the party suffering loss will lodge a claim against the relevant parties:the other party of the sales contract,the carrier or the insurance companylFour ways to settle disputesNegotiationMediationArbitrationLitigation
