国际贸易实务英文版第五版.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB of GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB OF GDUFS,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,SEIB of GDUFS,*,INTERNATIONAL TRADEPRACTICE,By,Zhou Ruiqi Wang Xiaoou Xu Yuefang,of,School of English for International Business,Guangdong University of Foreign Studies,SEIB OF GDUFS,General Introduction,Learning Objectives,After learning this chapter,you should be able to,define what is meant by international trade,explain the reasons for engaging in international trade,identify the benefits of international trade,Explain the major categories of international trade,tell the differences between domestic and international trade,understand the major procedure involved in international trade,SEIB OF GDUFS,3,Concept of international trade,Also international trade/world trade/foreign trade/overseas trade,Definition:The fair and deliberate exchange of goods and services across,national boundaries,.,Concerning trade operations of,both import and export,Including the purchase and sale of,both visible and invisible goods.,SEIB OF GDUFS,4,1.1 Reasons for international trade,Resource reasons,Natural resources,Human resources,Technology,Economic reasons,Benefits,Comparative advantage,Economies of scale,Other reasons,Political reasons,Different taste and preference,SEIB OF GDUFS,5,1.2 Reasons for international trade,Benefits of International Trade,Larger ecnomic growth,Cheaper goods or services,Greater Variety of goods or services,SEIB OF GDUFS,6,1.3 Differences from domestic trade,Compared with domestic trade,international trade involves,different languages and cultures,foreign laws,customs and regulations or international rules,foreign currencies,higher risks:Political risks,Commercial risks,Financial risks,and Transportation risks,more complex business procedures,broader range of management skills,SEIB OF GDUFS,7,From the direction of cargo flow,Export trade,domestic market,international market for sale,Import trade,foreign countries domestic market for sale,Transit trade,producing countries via a third country consuming country,SEIB OF GDUFS,8,1.4 Classification of international trade,1.4 Classification of international trade,Types of transit trade,Direct transit trade,Indirect transit trade,SEIB OF GDUFS,9,From the number of participants involved,Direct trade,Indirect trade,Entrept trade,From the form of the goods,Visible trade/tangible goods trade,Invisible trade/intangible goods trade,From settlement instrument involved,Barter trade,Free-liquidation trade,SEIB OF GDUFS,10,1.4 Classification of international trade,1.4 Classification of international trade,From mode of transportation,Trade by Roadway,Trade by Seaway,Trade by Airway,Trade by Mail Order,SEIB OF GDUFS,11,1.5 Export and import procedures,The preparation of a transaction,The negotiation of a contract,The performance of the contract,The settlement of disputes,SEIB OF GDUFS,12,1.5.1 The preparation of a transaction,Selecting the right market,Finding the potential partner,Studying creditability of the partners,Applying for Export or Import License,Checking whether the goods to be transacted are within certain export or import controls,If so,apply for it before the negotiation starts,If unable to apply or get the import and export licenses,do business under EXW,or,DDP term,SEIB OF GDUFS,13,1.5.2 The negotiation of a sales contract,Two forms of business negotiation,in words,:oral,in writing,:,business correspondence by letters,faxes,e-mails,telexes,etc.,Four main steps involved,Enquiry,Offer,Counter-offer,Acceptance,SEIB OF GDUFS,14,1.5.2 The negotiation of a sales contract,Definition of a trade contract,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.,Governing rule,The United Nations Convention on Contracts for International Sale of Goods 1980(CISG 1980),Form of a contract,Formal or informal;simple or complicated;written or oral,All legally effective,Writtten form is preferred,SEIB OF GDUFS,15,1.5.2 The negotiation of a sales contract,A sales contract normally includes:(see Specimen 1.1-1.2),f,ull name,address and other necessary information of the seller and the buyer,d,escription of the commodity:name,quality,quantity and packaging etc.,a,ll terms agreed upon:price,delivery,transportation,insurance,payment,inspection,claims,force majeure,arbitration,etc.,d,ate,place and signature,SEIB OF GDUFS,16,1.5.2 The negotiation of a sales contract,Importance of a written contract,It is the only document between Seller and Buyer that evidences their respective rights and obligations.,It serves as the basis for the performance of the contract,.,It serves as,the,basis for the,settlement of disputes,.,SEIB OF GDUFS,17,1.5.3 The performance of the contract,Export procedure(business under CIF on L/C),Examining L/C,Urging and expediting the opening of L/C,Examining L/C with reference to the sales contract,Getting goods ready,Preparing goods according to the name,quality,quantity,packing and making required in the contract,Applying for mandatory inspection,For goods required inspection by the governments or in the contract,Documents Submitted:commercial invoice,copy of sales contract,L/C,etc.,SEIB OF GDUFS,18,Export procedure(business under CIF on L/C),Receiving importers inspection before shipment,Booking shipping space after receiving L/C and getting goods ready,Clearing goods for export,After the goods are inspected and before the goods are loaded,Documents submitted for export customs clearance:commercial invoice,export license,copy of sales contract,inspection certificates,shipping order,etc.,SEIB OF GDUFS,19,1.5.3 The performance of the contract,Export procedure(business under CIF on L/C),Getting goods loaded,Delivering goods to the carrier for loading after the goods are cleared for export,Receiving B/L from the carrier after shipment,Obtaining insurance,Under CIF,insurance is a must for seller,Minimum coverage,SEIB OF GDUFS,20,1.5.3 The performance of the contract,Export procedure(business under CIF on L/C),Presenting documents for bank negotiation,Documents required for negotiation,Main documents:commercial invoice,packing list,billing of lading,insurance policy,inspection certificates,etc.,Other documents:the Certificate of Origin,the Consular Invoice,etc.,If documents are in strict line with L/C,the exporter will receive payments from the bank,SEIB OF GDUFS,21,1.5.3 The performance of the contract,22,1.5.3 The performance of the contract,Import procedure(business under FOB on L/C),Opening L/C,Applying in time,Amending L/C in the case of discrepancies,Booking shipping space,After booking shipping space,the buyer should notify the exporter sufficiently:the name of the vessel,the loading point,the delivery time,Inspecting and supervising at the port of shipment,Obtaining insurance,Under FOB,insurance is not an obligation but a usual practice,SEIB OF GDUFS,23,1.5.3 The performance of the contract,Import procedure(business under FOB on L/C),Examining documents and making payment,Careful examination before making payment,Receiving shipping document(B/L)after payment,Clearing the goods for import,Necessary documents for import customs clearance:commercial invoice,inspection certificate etc.,Taking delivery and inspecting,The importer can take it from the carrier with B/L after its arrival,The importer should inspect the goods carefully,If there are any inconformity,the importer can lodge claims against relevant parties for compensation,SEIB OF GDUFS,24,1.5.4 The settlement of disputes,In 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 company,Four ways to settle disputes,Negotiation,Mediation,Arbitration,Litigation,SEIB OF GDUFS,25,SEIB of GDUFS,International Trade Terms,Chapter,2,Learning objectives,After learning this chapter you will be able to:,understand the trade terms used in international trade,outline the major rules regulating the use of trade terms,provide a simple explanation of the eleven terms under the Incoterms 20,2,0,compare and contrast the use of,FCA,FOB,CFR and CIF,identify the application issues under the Incoterms,list the determining factors when choosing Incoterms,SEIB of GDUFS,27,SEIB of GDUFS,28,2.1 Three sets of rules,Warsaw-Oxford Rules 1932,Revised American Foreign Trade Definitions 1990,International Rules for the Interpretation of Trade Terms 2020,SEIB of GDUFS,29,Warsaw-Oxford Rules 1932,Initially in 1928-“,Warsaw Rules,1928,”,22 provisions governing the rights and obligations of the parties to a sale of goods on CIF(Cost,Insurance and Freight)contract terms.,Revised in 1932-the“,Warsaw-Oxford Rules 1932,”,21 provisions again mainly about CIF,SEIB of GDUFS,30,Revised American Foreign Trade Definitions 1990,Six Quotations:,EXW(Ex Works),F.O.B.(Free on Board),F.A.S.(Free Along Side),CFR(Cost and Freight),C.I.F.(Cost,Insurance,Freight),DEQ(Delivered Ex Quay),SEIB of GDUFS,31,International Rules for the Interpretation of Trade Terms 2020,(Incoterms 2020),1936-first created by International Chamber of Commerce(ICC),The purposes of Incoterms:,To give the businessmen a set of international rules for the interpretation of the most commonly used trade terms,To clarify the obligations of the buyer and the seller,To simplify the contract negotiations,To save time and cost,Revised in 1953,1967,1976,1980,1990,2000,2010,and,2020,Incoterms 2020 includes 11 terms under 2 classes,SEIB of GDUFS,32,2.2 Basics of Incoterms 2020,2.2.1 Scope of Governance,Parties involved:,only,2 parties-seller&buyer,Document applied:only to the,contract of sale,Specific aspects governed:only settle matters concerning the,delivery of tangibles goods sold,Focusing only on the,delivery,of,tangible goods,I,ndicating the,division,of,obligations,costs and risk,between,seller and buyer,SEIB of GDUFS,33,2.2.1 Scope of Governance,Obligation,Obligation-a legal duty to do something according to a certain agreement.,U,niversally accepted obligation,eg:,T,he seller-providing goods in conformity with the contract,The buyer-,mak,ing,payment,as stipulated in the contract,O,ther obligations:handling customs clearance,carriage of goods,insurance,etc.,SEIB of GDUFS,34,2.2.1 Scope of Governance,Cost,local and overseas transportation and insurance costs,goods checking and inspection expenses,customs clearance charges,loading and unloading charges of the goods at some particular transport points,Transfer of risk,“Risk”refers to accidental damage to the goods.,Time:when will the risk be passed from the seller to the buyer?,SEIB of GDUFS,35,2.2.2 Categorization of Terms,11 terms into two classes,Terms applicable to any mode of transportation:,EXW,FCA,CPT,CIP,DAP,DPU,DDP,Terms only applicable to sea or inland waterway transport:,FAS,FOB,CFR,CIF,SEIB of GDUFS,36,2.2.2 Categorization of Terms,11 terms into four categories,E-termthe seller only makes the goods available to the buyer at the sellers own premises.,F-terms the seller is called upon to deliver the goods to a carrier appointed by the buyer.,C-terms the seller has to contract for carriage,but without assuming the risk of loss or damage to the goods or additional costs due to events occurring after shipment or dispatch.,D-terms the seller has to bear all costs and risks needed to bring the goods to the place of destination.,Figure 2.1Incoterms 2020 Wallchart,SEIB of GDUFS,38,2.2.3 Brief of Incoterms,The“E”term(EXW),Sellers obligation,is,minimum.,Placing the goods at the disposal of the buyer at the agreed place usually his own premises,In practice,also including assisting the buyer in loading the goods on the buyers collecting vehicle free,but bearing no risk,For the buyer to get lower price,but too demanding for him,therefore only applied to buyers having offshore branches,SEIB of GDUFS,39,EXW,Ex Works(named place of delivery),Delivery:at sellers premises,Transfer of risk:goods at the disposal of the buyer,Packaging and loading:,Usu.seller,has,no obligation for export packaging and loading;,Export customs clearance,Usu.buyers responsibility,but,sometimes,sell,er do,es,it for,the,buyer,but bear,s,no risk,SEIB of GDUFS,40,The“F”terms(FCA,FAS,FOB),Shipment contract,Seller delivers the goods for carriage as instructed by the buyer,B,uyer signs carriage contract with,the,carrier and pays freight and notif,ies the,seller,FAS&FOB only for sea or inland waterway transportation mode,Seller export license and export customs clearance,Buyer import license and import customs clearance,SEIB of GDUFS,41,FCA,Free Carrier(.Named place),Transfer of risk,G,oods at the disposal of the(first)carrier,Delivery point,If at sellers site,seller responsible for loading,If anywhere else,seller responsible for delivering the goods to the point required,but not for unloading or reloading,SEIB of GDUFS,42,FAS,Free Alongside Ship(named port of shipment),Delivery point:port of shipment,Transfer of risk:,G,oods delivered alongside the vessel,If,vessel unable to enter the port due to force majeure,the seller is responsible for arranging and paying for the lighters to send the goods alongside the vessel offshore.(seller pays for lighter charges),SEIB of GDUFS,43,FOB,Free on Board(named port of shipment),Delivery point:port of shipment,Transfer of risk:goods on board the vessel,Cost and obligation:the seller pay,s,for the necessary handling of goods until they are loaded on board the vessel.,SEIB of GDUFS,44,The“C”terms,（,CFR,CIF,CPT,CIP,）,Shipment contracts,Seller contract,s,for carriage on usual terms at his own expense.,CFR&CIF only for sea or inland waterway transportation mode,Under CIF and CIP,seller takes out insurance and pays for insurance cost.,SEIB of GDUFS,45,The“C”terms,（,CFR,CIF,CPT,CIP,）,Two“critical”points,Port(place)of shipment where the buyer takes over the risk,Port(place)of destination to which the seller is bound to arrange and bear the costs of a contract of carriage,SEIB of GDUFS,46,CFR,Cost and Freight(named port of destination),Sharing every feature with FOB except for ocean freight charge,Freight at sellers cost,The contract of carriage must be made on,usual terms,at the sellers cost and provide for carriage by the,usual route,in a vessel of the type,normally used,for the transport of the type of goods sold.,Obligation:sellers responsibility,B,ooking shipping space and getting goods ready for shipment in due time,N,otifying buyer about the deliv