1、国际贸易实务(下划线为重点记忆和理解，无的为一般记忆和了解)Chapter one1. 国际贸易概念：International trade is also known as world trade, foreign trade, overseas trade. It refers to the process of fair and deliberate exchange of goods or services between two or more countries, involving the use of two or more currencies. Besides, inter
2、national trade concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods.2. 国际贸易产生的原因：（了解）1) Resource reasons (natural resource, human resource and technology)2) Economic reasons (economic benefits, comparative advantage and economies
3、of scale)3) Other reasons (political reasons, differences in tastes, preferences and consumption patterns)3. 国际贸易与国内贸易的不同：In particular, international trade is more subject to:1) Language habits and cultural differences2) Foreign laws, customs and regulations or international rules3) Exchange rate f
4、luctuations and interest rate4) Higher level of political, financial and transportation risks5) More complex business procedures therefore managers need a broader range of management skills4. 国际贸易的分类：1)从货物流向（direction of cargo flow）分: export trade, import trade and transit trade(过境贸易)2)从参与的贸易方（the n
5、umber of participants ）分：direct trade, indirect trade and entrepot trade(转口贸易)转口贸易：entrepot trade refers to the transaction which involves importing goods from overseas for further processing or assembling and the re-exporting the goods abroad. 转口贸易又称中转贸易或再输出贸易，是指国际贸易中进出口货物的买卖，不是在生产国和消费国之间直接进行，而是通过第
6、三国转手进行的贸易。对于第三国来说，就是转口贸易，与过境贸易的最大区别在于货物的所有权会发生转移，并且只涉及一个贸易方。国际上有很多中转地，如新加坡，香港，鹿特丹等3）从商品形式（form of goods）分：有形贸易（visible/tangible goods trade）和无形贸易（invisible/intangible goods trade）4) 按结算方式（the settlement instrument）分：易货贸易（barter trade）和 自由结汇贸易（free-liquidation trade）5. 进出口贸易的程序：Export and import proc
7、edures: General speaking, from the beginning to the end of a transaction, the whole operation undergoes four stages:1) the preparation of a transaction2) the negotiation of the contract3) the performance of the contract 4) the settlement of disputes其中第二个环节： Negotiation can be conducted in two forms:
8、 In words (face-to-face negotiation or negotiation through telephone)In writing (business correspondence which includes letters, faxes, e-mails)Four main steps: 询盘(enquiry), 发盘(offer), 还盘(counter-offer),接受(acceptance)Chapter two 国际贸易术语1.三种贸易术语的解释规则（three sets of rules）1) 1932年华沙牛津规则（Warsaw-Oxford Ru
9、les 1932）2) 美国对外贸易修正案1941（Revised American Foreign Trade Definitions 1941）3) 2000年国际贸易术语解释通则（International Rules for the Interpretation of Trade Terms 2000）2. incoterms2000 的具体内容（ E、F、C、D组的划分，重点在F、C类）（这个不知道怎么写，看书本P34-42）3. 装运合同术语和到货合同术语区别Shipment contract: 起运前交付（the delivery will happen at the time
10、or before the time of shipment）如：E F C 类Arrival contract: 到达目的地后交付（deliver at the time of arrival）5. 象征性交接合实际交接Symbolic delivery: 买方并没有实质性的接受到货物，而是通过一系列运输单据证明其交接。（ the buyer does not physically receive the goods, the delivery is proved by the submission of transport document by the seller to the buy
11、er）只意味着买方同意了买方交货的事实，并不代表买方接受了该批货物就是与合同一致的货物。Actual delivery: the buyer (or his agent) physically receives the goods upon the time of deliveryChapter three 出口商品的价格1.出口商品价格的表达（ expression of export price）The standard format of a price in international trade has four components通常一个标准出口价格包括四个部分：货币（a cod
12、e of currency）金额（a number indicating the price）数量单位（a unit for measuring quantity）贸易术语（a certain trade term）例如： USD22.5/Piece CIF New York这是一种出口价格的表现形式，在纽约市用CIF贸易术语进行交易，每件货为22.5美元2. 价格的计算FOB价格： 以出口国货币计算FOB= total cost + profit 以外国货币计算 FOB= (Total cost + profit)/ Exchange rateCFR价格： CFR= FOB + Ocean
13、freightCIF价格： CIF=FOB + Ocean freight +Insurance Premium Insurance premium =CIF *(1+markup) *Premium rate(R) CIF=CFR / (1-markup*R)包含佣金（commission）的价格： Commission (C) = contract value * commission rate Price including C = net price / (1 C rates) Net price = price including C (1- C rates) Price inclu
14、ding C 指的是FOB 或 FCA 条件下的价格折扣价： Discount = contract price * discount rate Actual price = contract price discount = contract price * (1- discount rate)3. 价格评估的两个指标：出口利润率（ Export profit margin）: Export profit margin = export revenue (FOB) export cost (FOB) Export revenue (FOB)公式中用的是FOB价格，即不包含运费保险费的价格，并
15、且使用的是出口国货币。反映的是一单位的销售额能赚取多少的利润，越大越好出口换汇成本 （Export Cost for Foreign Exchange ）:Export cost for foreign exchange = export cost in local currency Export revenue in foreign currency该指标反映的是要赚取一单位的外国货币需要花费的本国货币成本，越小越好4. 定价的四个步骤：（要求能够知道概念和判断）询盘：A potential client asks for information from the counterpart t
16、o his intention in buying or selling of a certain commodity.发盘：A sufficiently definite proposal addressed to one or more specific persons for concluding a contract, necessarily indicating the intention of the offeror to be bound in case of acceptance.还盘：A reply to an offer which contains additions,
17、limitations of other modifications.接受： An unconditional statement made formally by or an action conducted by the offeree indicating assent to an offer or counter-offer.参考书上67-72页的几个exampleChapter four 商品条款1. 品质条款：注：CISG规定，如果一项商品交易既凭描述性买卖又凭样品实物买卖，那么卖方必须使交货的商品同时符合这两个条件1）商品质量用文字说明表示（ sale by descriptio
18、n）凭规格买卖（sale by specification ）: 用商品质量的若干指标，如大小、容量、成分等凭等级买卖 （sale by grade ）: 如一级二级，大中小号等凭标准买卖 （sale by standard ）: 采用一些组织如ISO制定公布的标准。有两种主要的标准：良好平均品质F.A.Q （多适用于农产品销售）和上好可销品质G.M.Q（多适用于木材，冷冻类产品）凭品牌和商标买卖（sale by brand name or trade mark）凭产地买卖（sale by origin）凭说明书和图样买卖（sale by descriptions or illustratio
19、ns）2）商品质量用实物样品表示（sale by sample）凭卖方样品买卖（sale by sellers sample）: 卖方提供原样，买方选择，卖方需留样（duplicate）凭买方样品买卖：又叫来样制作，但容易产生工业产权纠纷凭对等样品买卖（sale by counter sample）:对等样品又叫回样 a returned sample 或确认样 a confirmed sample, 是卖方根据买方来样仿制的样品。为避免纠纷，需由第三方或公证机关进行“封样”（ sealed sample）A counter sample is a replica made by the se
20、ller of the sample provided, normally by the buyer. It is also called a returned sample or a confirmed sample.2. 品质条款的注意事项（必须在合同中注明）1）品质机动（ Quality latitude）: means the permissible range within which the quality of the goods delivered by the seller may be flexibly controlled. 是指对特定质量指标在一定幅度内可以机动。2）品
21、质公差（Quality tolerance）: refers to the quality deviation recognized, which allows the quality of the goods delivered to have certain difference within a range.是指允许交付货物的特定质量指标在公认的一定范围内的差异。3）保障条款（Safeguard Clause）: 保护卖方避免受到因工业产权和知识产权而受到不应该的控告3.计量方法（measuring quantity）国际贸易中主要使用的度量衡制度有四种：公制(metric system
22、), 美制(U.S. system)，英制(British system)和国际单位制(International system of units).主要单位有： 重量（weight）: ton, gram, kilogram, pound, ounce . 注意：ton有metric ton(1000KG), long ton( 1016KG) 和 short ton(907KG) 之分，合同中如果未注明，很容易产生纠纷。容积（capacity）: gallon, liter, bushel .个数（number）: piece, package, pair, set, gross, doz
23、en, head, case, barrel, drum, bag .长度（length）: yard, meter, foot, centimeter.面积（area）: square yard, square meter, square foot, square inch.体积（volume）: cubic yard, cubit meter.4. 重量的计算方法：1)毛重Gross weight: 商品连同包装的重量2)净重Net weight: 商品本身重量3)条件重量Conditioned weight：The dry weight of commodity plus the sta
24、ndard moisture content涉及含水分问题标准回潮率（standard regain rate）: the ratio between the water content and the dry weight of the goods, which is accepted in the world market or agreed upon by the seller and the buyer实际回潮率（actual regain rate）: the ratio between the actual regaining water content in the goods
25、and the actual dry weight Conditioned weight = dried net weight *(1 + standard regain rate)actual weight*（ 1+standard regain weight）1+ actual regain weight=4)理论重量(Theoretical weight)：when the total weight of the product is calculated by multiplying the total quantity and the unit weight, rather than
26、 measured actually. 适用于固定规格和体积的商品。5)法定重量(Legal weight)：The weight of goods including the immediate, inner, or direct packing of the goods. 通常法定重量是征收关税的依据。5. 包装的类型1)包括裸装货（nude cargo）, 散装货(bulk cargo)，包装货(packed cargo)2)运输包装（transport packing）又称 shipping packing, outer packing, big packing, is mainly
27、adopted to facilitate cargo transportation.包装容器(container): case, drums, bags, bales, crate.包装方法（method of packing）: 单位包装（unit packing）和集中包装(collective packing). 其中集中包装主要由托盘(pallet), 集装包(flexible container)和集装箱(container).Chapter five 国际货物运输1. 班轮和租船运输1）班轮运输（liner transportation）:是在一定航线上，在一定的停靠港口，定期开
28、航的船舶运输。班轮运输的特点：班轮四固定船期固定（regular scheduled departure）, 航线固定（specified route）, 停靠港口固定（routes with fixed base ports）和 运费率相对固定（comparatively fixed freight rates）班轮的种类：工会同盟班轮（conference liners）和非工会同盟班轮（non-conference liners） 货物由承运人负责配载装卸并承担费用（包括如速遣费和滞期费等额外费用）运费的构成（composition of liner freight）: 基本运费（bas
29、ic freight）和附加费（surcharges and additionals）Total Freight = Total Quantity x Basic Rate x (1+Surcharge / Additional Rates) 基本运费的计算标准重量吨W (weight ton) 体积吨M (measurement ton)W/M 重量和体积，取高者 (Note: 1WT=1MT)基于商品价值A.V.根据商品FOB价值的百分比收费W/M or A.V. 重量、体积、价值比较，取最高费率者，要先将W、M换算成basic rate再比较。注意单位Unit/Head 最低费率Mini
30、mum Rate 对于数量太小的货物设定最低费率临时议定运价Open Rate 对于大宗价值低无包装的货物参考书本P121页例题附加费和附属费（了解）Surcharge 附加费 beyond our control Bunker Surcharge (bunker adjustment factor / BAF) 燃油附加费 (15% of the cost) Currency Surcharge (currency adjustment factor / CAF) 货币贬值附加费 Port Congestion Surcharge 港口拥挤附加费 Transshipment Surcharg
31、e 转船附加费 Deviation Surcharge 绕道附加费 Port Surcharge 港口附加费Additionals 附属费 under our control Heavy lift additional / Extra charges on heavy lifts 超重费 (over 5 M/T) Lengthy cargo additional / Extra charges on over lengths 超长费 (over 9m) Bulky cargo additional 超大费 (over 6cbm) Additional on direct 直行附属费 Not a
32、t basic port, volume over 1000 M/T Additional on optional discharging port 选卸港附属费 Additional for alternation of destination 变更卸港附属费2）租船运输（charter transportation）:定程租船（voyage charter）定期租船（time charter）光船租船（bare boat charter/demise charter）定程和定期租船的区别（了解）p121F.I.O (free in and out): the ship-owner does
33、 not bear loading and unloading cost2. 其他运输方式1）航空运输Air transportation: 运费计算与海洋运输中的一样，只是单位不同(Note: 6000cm3=1kg)2）铁路和公路运输Rail(way) transportation and Road transportation3）国际多式联运I.M. T (International multimodal transportation): means the carriage of cargo from the place of sellers in one country to the
34、 site of the buyers in another country by at least two modes of transportation on the basis of a multi-modal transportation contract.Only one multi-modal transportation operatorOnly one multi-modal transportation contract Only one freight rate4） 集装箱运输 :Containerization is a method of distributing me
35、rchandise in a unitized form adopting an inter-modal system which provides a possible combination of sea, road and other modes of transportation.特点：高效率，安全，节约成本 Variety in service Involving one operator Use of special equipment Low risk of damage and pilferage Substantial cost savings集装箱种类 Dry cargo
36、container 干货集装箱 Refrigerated/reefer container 冷冻集装箱 Tanker container 油罐集装箱 Car container 车辆集装箱集装箱运输服务 整箱装（FCL）和拼箱装（LCL）服务 CY to CY service, CFS to CFS service, DR to DR service, DR to CFS service and CFS to DR service（集装箱场CY, 集装箱货站CFS, 自有集装箱DR）P127运费计算FCL: by the capacity（根据集装箱容积）LCL: similar to lin
37、er service（与班轮运输相似）3. 海运提单Bill of lading1) 提单的作用和功能functionsA receipt of the goods 承运人签发给托运人的货物收据Evidence of the contract of carriage 货物运输合同的证明A document title to the goods 货物所有权凭证2）提单的种类装运提单(shipped B/L)和备运提单（received B/L）: 两者之间的区别可能考简答装运提单是指承运人在货物已经装上指定船舶后所签发的提单。必须注明装船日期和具体船只名称。Issued by the shipp
38、ing company after goods shipped on board the designated vessel. Indicating date of shipment and name of the vessel 备运提单是指承运人已收到托运货物等待装运期间所签发的提单。没有具体的装船时间和船舶名称。Goods being received but not yet loaded ，is a confirmation of goods handed over to ship owner Absence of date of shipment and name of the ves
39、sel, difficult to anticipate date of arrival, hence not favorable by buyer联系：When Words such as “Goods shipped on board S/S Red Star on May 10, 2008” added and signed by the carrier or the agent on the received B/L, it becomes a shipped B/L 清洁提单（clean B/L）和不清洁提单（unclean B/L）清洁提单是指货物在装船时表面状况良好，承运人在提单
40、上不带有明显宣称货物或包装有缺陷状况的文字或批注的提单。A clean B/L refers to one which does not declare a defective condition of the exterior packing of goods. 不清洁提单是指承运人在签发的提单上带有明显宣称货物或包装有缺陷状况的文字或批注的提单。An unclean B/L is the one that contains unfavorable notation about the apparent condition of the cargo.记名提单（straight B/L）, 不
41、记名提单（bearer B/L）,指示提单（order B/L）记名提单是指提单上的收货人栏内填明特定收货人名称的提单。Made out to a designated consignee Only the named consignee is entitled to the cargo Not transferable 不记名提单（open or blank B/L）: 指提单上的收货人栏内不写明特定收货人名称的提单。The consignee box left blank or open, or bearing the wording “To bearer” (至持有人) Can be t
42、ransferred without endorsement therefore with high risk ，unfavorable in international trade指示提单是指提单上的收货人栏内填写“凭指示”或“凭某某人指示”字样的提单。Made out to the order of a named person，No definite consignee, “To order” “To order of the shipper” or “To order of the consignee” instead Negotiable and transferable，but n
43、eed endorsement ，Widely used in international trade直运提单（direct B/L）和转船提单(transshipment B/L)直运提单是指货物装上船后，中途不再换船而直接驶往目的港卸货所签发的提单。转船提单Involving additional charges, longer time and higher risks in transit, therefore unfavorable to the buyer Acceptable only when there is no direct service正本提单（ original B
44、/L）和副本提单（copy B/L）正本提单是指提单上有承运人或其代理人签名盖章并注明签发日期的提单 Valid only after being singed by the shipping company or its agent Showing “Original” and the number of the signed originals Normally made out in a set of three originals An evidence showing the ownership of goods Presented for taking the delivery o
45、f the goods at destination, one is used, the others becomes void automatically副本提单仅供参考和记录之用，注明副本字样。Normally only used for reference or for records.全式提单（Long form B/L） 和略式提单（ short form B/L）运费付讫提单（freight prepaid）和运费托收提单(freight to be collected)其他不规范提单到付提单（stale B/L）: 指提单签发后超过信用证规定期限才交到银行的提单，或者收货人不能在
46、船到目的港前收到的提单。倒签提单（ante-dated B/L）: 提单上签发的日期早于实际起运时间的提单。（晚起运）预签提单（advanced B/L）: 在货物还未实际装载前签发的提单。（不知何时起运）甲板提单（on-deck B/L）: 承运人签发的表明货物装于船舶甲板上的提单。3）其他运输单证海上运单（sea waybill）：附于提单后，详细解释提单内容，与运输合同一致,不具有所有权作用航空运单（air waybill）: 与海运提单作用几乎一致，理论上不是货物所有权证书铁路运输单据Consignment note (rail waybill)公路承运货物收据Road consign
47、ment note多式联运单据Multimodal transportation document (MTD)4. 装船期(time of shipment)和交货期的区别(time of delivery)1) Under shipment contracts, the symbolic delivery takes place, so time of shipment is equal to time of delivery. The time is the one limited for loading the goods on board vessel or in the hand of the carrier at the port or place of shipment.2) Under arrival contracts, the actual delivery takes place, thus, time of shipme
