外贸英语讲义（修订版）.doc

contract   6 进口商申请开立信用证 application for L/C
7 国外银行开立信用证opening the L/C     8 议付行通知出口商transferring the L/C
9 出口商向工厂订货order the goods       10 货物经商检局检验及其他认证inspection
11 准备货物及出货通知arranging shipment 12交办报关事宜entrusting customs declaration
13 出口许可证export licence   nbsp;       14 办理原产地证obtaining certificate of origin
15 租船订舱charter of vessel              16 投保effecting insurance
17-1 出口报关 17-2 验关放行clearing customs 18  报关行交回单returning the documents
19 交单议付presenting for negotiation         20 装船通知notice of delivery
21银行结算settlement                     22 解决纠纷resolving disputes
资料来源
market information

政府部门  Government

议付行
negotiation bank

出口商 Exporter
原产地证
Certificate of origin

开证行
opening bank

保险公司 Insurance company

进口商
Importer

工厂
Factory

商品检验局
QIC

海关
Customs

运输公司Forwarder

报关行
Customs Broker
运输公司Forwarder

⑺
                                              nbsp;      (21)

                     ⑴　　　　　⑷　⑻　　⒆　　　　　　　　　　　　⑹
                  　　　　　　　　　　　　　　　　　　⑶
　　　　　　　　　　　　⒀　　　　　　　　　　　　　　　⑸
                                                       ⒇
                                                      （22）
⑵                               ⒃
                     ⑼
                     ⑾                             ⒂
          nbsp;                 ⑿  ⒅

⑽                            ⒄a                    ⒄b

⒁
Fig. 1-1 Diagramed Procedure for Export

1.2   进口业务流程图 General Procedures for Import
1 市场调查 (market investigation)           2 进口商向国外出口商询价 (inquiry)  
3 进口商收到国外出口商报价 (quotation, offer)   4 信用调查 (credit inquiry)  
5 进口商还价 (counter offer)             nbsp;   6 签定交易合同concluding contracts
7 办理进口许可证 (import license)            8 办理购汇并申请开立信用证
9 开证行开出信用证opening L/C            10 议付行通知出口商transferring L/C
11 出口商办理装船事宜(shipment)            12 出口商交单议付 (negotiation)
13 出口商发来装船通知  (shipment advice) 14 议付行向开证行转单托收transferring doc.
15 开证行通知进口商付款赎单documents against payment        
16 进口商向报关行交办进口报关事宜entrusting import customs declaration
17 进口报关  （import declaration)          18 会同有关单位提货 (lading)
19  解决纠纷settlement of disputes
资料来源
market information

政府部门  Government

进口商
Importer
保险公
Insurance company

海关
Customs
开证行
opening bank

运输公司Forwarder

运输公司Forwarder

出口商
Exporter
议付行negotiation bank

报关行
Customs Broker
                                                           
                                                            ⒁

                       ①　　　④　　　　　　　
                            　　　　   ⑧　 ⑨　⒂　　　 　          ⑩ 　⑿

                                                           ②③
                      ⑦                                    ⑤⑥

                                                          　⒀⒆  
                                                             
                                                          　           ⑾

                        ⒃　　　　　　⒅b　　　　　　　⒅a

                                       

                         ⒄                            ⒅c  

Fig. 1-2 Diagramed Procedure for Import

1.3  外贸价格条款基本知识（Trade Terms）
Price terms in international trade is defined as Trade Terms which determined the terms on which the trading parties conclude their deals and assign the duties, obligations and risks in the process. There are three commonly available international conventions on trade terms. The first is the Warsaw-Oxford Rules 1932 established by International Law Association(国际法协会)in 1932. Another one is Revised American Foreign Trade Definitions 1941 established by nine American commercial firms in 1919 and revised in 1941 at a national conference. The most widely accepted and adopted international convention on trade terms is INCOTERMS 2000 established by International Chamber of Commerce in 1990. Its full name is International Rules for the Interpretation of Trade Terms originating in 1936 and revised five times in 1953, 1967, 1976, 1980 and 1990. The last version of 1990 came into effect in 2000 as ICC Publication No. 560. In INCOTERMS 2000, trade terms are classified into 13 types in 4 groups.
Table 1-1 Classification of Trade Terms by INCOTERMS2000
E 组(goods ready for delivery)
EXW  （Ex-works）  工厂交货价
Applicable to various transportation
F 组（freight unpaid）

FCA (free carrier) 货交承运人
Applicable to various transportation
FAS (free alongside ship) 装运港船边交货
Applicable to water transportation
FOB (free on board)  装运港船上交货
Applicable to water transportation
C 组(freight paid)

CFR (cost and freight) 成本加运费
Applicable to water transportation
CIF (cost, insurance and freight) 成本加保险费、运费
Applicable to water transportation
CPT (carriage paid to) 运费付至
Applicable to various transportation
CIP (carriage and insurance paid to) 运费保险费付至
Applicable to various transportation
D 组(goods delivered to destination)

DAF (delivered at frontier) 边境交货
Applicable to various transportation
DES (delivered ex ship)目的港船上交货
Applicable to water transportation
DEQ (delivered ex quay)目的港码头交货
Applicable to water transportation
DDU (delivered duty unpaid) 未完税交货
Applicable to various transportation
DDP (delivered duty paid) 完税后交货
Applicable to various transportation
Seven of the most basic trade terms in INCOTERMS2000 are illustrated as follows:
l FOB：free on board，装运港船上交货. The seller shall send the goods to the appointed loading port within the stipulated time at his own cost and risks, and clear the customs for export, and shall timely notify the buyer thereof. The seller’s obligations and risks end when the goods passes over the edge of the carrying vessel at the locading port. e.g. FOBShanghai USD3840/set
l CFR cost and freight 成本加运费, also named CNF or C&F. The seller shall load the goodson board a carrying vessel for the appointed discharging port (destination) within the and pay the freight, and timely furnish the buyer with full set of shipping documents and other required informaiton for the latter to effect insurance. Other duties, obligations and risks are assigned in the same way as FOB. e.g. CFR Genoa Euro4356/set
l CIF，cost, insurance and freight成本加保险费、运费. It is similar to CFR except that the seller shall make insurance for and on behalf of the buyer. e.g. CIF Detroit USD5080/set
l FCA  (free carrier)货交承运人(forwarder). The seller shall put the goods in the control of the buyer’s first appointed carrier/forwarder within the stipulated time and at the stipulated place and bear all the charges and risks thereby. The buyer shall provide the seller in reasonable time with sufficient information of the carrier /forwarder’s so that the seller can get in contact with the carrier. e.g. FCA Hong Kong HKD8810/set. This term is applicable to various means of transportation.
l CPT(carriage paid to)运费付至。The seller shall pay the transportation charges to the appointed transportation site and bear all charges and risks until the goods is handed over to the buyer’s first carrier after clearing the customs declaration for export. Then all charges and risks are shifted over to the buyer. This term differs from FCA in that the transportation site where the goods is handed over to the carrier is not the final destination though the seller pays the transportation charges till the final destination.  e.g. CPT Hong Kong USD3460/set This term is applicable to various means of transportation.
l CIP (carriage and insurance paid to)运保费付至。 This term is similar to CPT except that the seller shall make insurance for transporation till the appointed destination on behalf of the buyer.
l Ex-works工厂交货价. The seller puts the goods in the control of the buyer at his location or other stipulated sites(such as the seller’s workshop, warehouse, etc). The seller is not obliged to clear the customs declaration or load the goods on board any carrying vehicle. e.g. Ex-works Jingzhou RMB8490/set.

1.4 基本的支付方式与单据 Payment Terms and Bills
1）汇付remittance : M/T(mail transfer,信汇),  T/T(telegraphic transfer，电汇),
Mail transfer  （M/T)
The buyer gives money to his local bank and the bank issues a trust deed (usually an M/T advice or a Payment order) for payment, then sends it to a correspondent bank at the seller’s end by mail, entrusting the bank to pay the amount to the seller.
Telegraphic Transfer (T/T)
At the request of the buyer, the local bank sends a trust deed for payment by cable directly to a correspondent bank at the seller’s end and entrusts that bank to pay the amount to the seller.
The above procedure can be diagramed as follows:
The Payee (Exporter)
The remitter (Importer)

                          Closing the deal with
                           M/T (T/T) settlement
                                                 (4) advise remittance
 (1) apply for M/T (T/T)
                                                       (5) sign the receipt
(2) reply with a receipt
                                                           (6) effect payment
The remitting bank
                       (3) Mail (Telex) Trust deed
The paying bank

                        (7) advise settlement

Fig. 1-3 Operational Procedure for M/T and T/T in International Trade

2）D/D (demand draft，票汇----进口方向本地银行购买银行汇票，自行寄给出口方，出口方凭以向汇票上的银行取款)
The buyer buys a bank draft from his local bank and sends it by mail to the seller. On the basis of the above bank draft, the seller or his appointed person gets the money from the relative bank at his end. It inclused the following stages:
The Payee (Exporter)
The remitter (Importer)
                            Concluding a deal

                            (3)
                                                 (5)      (6)
(1)       (2)
The paying bank
                               (4)              The remitting bank

                              (7)

         Fig. 1-4 Operational Procedures for D/D in International Trade
(1) The remitter fills out an application for D/D payment and entrusts the loan to its local bank.
(2) The local bank (the remitting bank) issues a sight draft and gives it to the remitter.
(3) The remitter mails the sight draft to the payee (the exporter)
(4) The remitting bank mails the payment advice to the paying bank
(5) The payee presents the draft to the paying bank for payment;
(6) The paying bank pays the payee as instructed in the draft.
(7) The paying bank notifies the remitting bank of the settlement.

(In our export business, the so-called “Shipment first Settlement later” method is usually adopted, i.e. before receiving money, the seller hands over the shipping documents or goods. Then the buyer makes payment on his own initiative. Whether the money can be received smoothly, in the final analysis, it relies on the buyer’s credit only. But the “Cash with Order” or “Cash before shipment” method is more advantageous to the seller, as the buyer fulfills his obligations of payment before receiving the documents or the goods. )

3) 托收 Collection: D/P(documents against payment,付款交单),  D/A(documents against acceptance,承兑交单),  L/C(letter of credit,信用证)
By this means of payment, the seller issues a draft attached with the shipping documents and forwards them to a bank at his end and makes an application for collection and entrusts the bank to collect the purchase price from the buyer through its correspondent bank at the seller’s end. The entrusted banks are not to deliver the shipping documents to the seller until the draft is accepted or paid. This is much more preferred by the seller as his interest is better protected. There are three specific operations under this method: D/A, D/P and L/C.
The principal (drawer/ Exporter)
The drawee (payer/ Importer)

                            (1)

(2)
 (6)  (5)  (4)
                                                          (8)
                             (3)
The collecting bank
The remitting bank

                              (7)

Fig. 1-5 Operational Procedures for Collection in International Trade

(1) the exporter delivers the goods to the importer;
(2) the exporter issues a draft and other required documents and entrust them to his local bank for collection;
(3) The local bank (remitting bank) forwards the draft and the shipping documents to his correspondent bank at the importer’s end entrusting him to collect the purchase price from the importer;
(4) The collecting bank (at the importer’s end) presents the draft and the shipping documents to the importer for payment/acceptance;
(5) The importer honors (pays/accepts) the draft;
(6) The collecting bank releases the shipping documents to the importer for him to takes the goods;
(7) The collecting bank forwards the purchase price to the remitting bank;
(8) The remitting bank forwards the amount to the exporter.

URC522 regulations concerning the collection:
If the time draft is used in the documentary collection(跟单托收), it should be clearly stated in the collection instruction that whether presenting documents to the payer against the acceptance(承兑) or the payment. Otherwise, it is treated as the payment against documents and the colleting bank takes no responsibility for the result caused by the delaying presentation of documents.
Without the bank’s permission, the consigner shouldn’t dispatch goods to the bank directly or treat it as the consignee. Otherwise, the consigner has to undertake the risk and responsibility of goods.
The bank only should make sure the received documents correspond with ones listed in the collection instruction apparently.
After receiving the notice of draft dishonored(汇票被拒)sent by the collection bank, the remitting bank should give the further instruction (within 60 days).Otherwise, the colleting bank can return documents without any responsibilities.

Several points calling for attention
l Fully understand the importer’s credit standing and operation style and master the commodity market information.
l Control the dealing amount within the other party’s credit range. Generally adopt D/P without certain confidence.
l If possible, the exporter should have the agent in importing places, who can help to deal with goods promptly.
l Get acquainted with business practice and trade policies of importing countries (e.g. excha