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1、SEIB OF GDUFS,1,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,INTERNATIONAL TRADEPRACTICE,ByZhou Ruiqi Wang Xiaoou Xuyuefang ofSchool of English for International Business Guangdong University of Foreign Studies,Chapter One,General Introduction,SEIB OF GDUFS,4,Learning Objectives,After learning this chapter
2、,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 between domestic and international tradeunderstand the major procedure involved in international traderealize the
3、importance of contract,SEIB OF GDUFS,5,Concept of international trade,International trade/world trade/foreign trade/overseas tradeThe 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
4、 both visible and invisible goods.,SEIB OF GDUFS,6,1.1 Reasons for international trade,Resource reasonsNatural resourcesHuman resourcesTechnologyEconomic reasonsBenefitsComparative advantage(David Ricardo)Economies of scaleOther reasonsPolitical reasonsDifferent taste and preference,SEIB OF GDUFS,7,
5、1.2 Differences from domestic trade,International trade involves foreign languages and different culturesforeign laws,customs and regulations or international rulesforeign currencieshigher risks:Political risks,Commercial risks,Financial risks,and Transportation risksmore complex business procedures
6、 broader range of management skills,SEIB OF GDUFS,8,1.3 Classification of international trade,From the direction of cargo flowExport tradedomestic market international market for saleImport tradeforeign countries domestic market for saleTransit tradeproducing countries via a third country consuming
7、country,SEIB OF GDUFS,9,1.3 Classification of international trade,Types of transit tradeDirect transit tradeCommodities further transported toward outside along the domestic transportation line without being placed in the bonded warehouse3rd country earns profit by imposing imp.and exp.dutiesIndirec
8、t transit tradeCommodities first placed in the bonded warehouse before being transported further without any processing3rd country earns warehousing charges+imp.and exp.duties,SEIB OF GDUFS,10,1.3 Classification of international trade,From the number of participants involvedDirect trade Two parties
9、involved:the importer and the exporter Indirect tradeThree parties involved:the exporter,the importer and the intermediate partyEntrept trade One party involved:who is the importer,the processor and also the exporter,SEIB OF GDUFS,11,1.3 Classification of international trade,From the form of the goo
10、dsVisible trade/tangible goods tradeMostly consuming goods:cars,wines,shoes etc.Needs customs declarationInvisible trade/intangible goods trade services and technology Needs no customs declaration,SEIB OF GDUFS,12,1.3 Classification of international trade,From settlement instrument involvedBarter tr
11、ade Exchange of goods or services without an intervening medium of exchange or moneyThe oldest from of tradeFree-liquidation trade Exchange of goods or services with an intervening medium of exchange or moneyCash trade is one form of it,SEIB OF GDUFS,13,1.3 Classification of international trade,From
12、 mode of transportationTrade by RoadwayTrade by SeawayTrade by AirwayTrade by Mail Order,SEIB OF GDUFS,14,1.4 Export and import procedures,The preparation of a transactionThe negotiation of the contractThe performance of the contractThe settlement of disputes,SEIB OF GDUFS,15,1.4.1 The preparation o
13、f a transaction,Selecting the right market Relevant information of the marketCultural background and economic situationsPolitical climateCurrent import and export statisticsGovernment policy on international trade such as trade barriers and restrictionsSources of informationDomestic organizations:Mi
14、nistry of Commerce and its provincial committeesOverseas organizations:Chinese Embassy,the Local banks,the agent and the local newspaper/journal articles,SEIB OF GDUFS,16,1.4.1 The preparation of a transaction,Finding the potential partner Sources of informationReference provided by the foreign part
15、nersThe nearest consulate officeInternational or local chamber of commerceConsulting firmsForeign exchange banksTrade directories and publications,17,可编辑,SEIB OF GDUFS,18,1.4.1 The preparation of a transaction,Studying creditability of the partner Credit reference from the local bank or corresponden
16、t bankbusiness range and annual sales volumesales literature and pricelistsmajor customersbusiness culture,SEIB OF GDUFS,19,1.4.1 The preparation of a transaction,Applying for Export or Import LicenseChecking whether the goods to be transacted are within certain export or import controls such as lic
17、ense or quota If unable to apply or get the import and export licensesThe exporter needs to consider to do business under EXW termThe importer needs to consider to do business under DDP term,SEIB OF GDUFS,20,1.4.2 The negotiation of a sales contract,Two forms of business negotiation in words,i.e.fac
18、e-to-face negotiationin writing,i.e.business correspondenceFour main steps involved:Enquiry:asking for price by either seller or buyerOffer:an answer to enquiry or initiated by either seller or buyer binding force upon the offerer within the validitycounter-offer:addition,modification or refusal of
19、the offerAcceptance:the unconditional acceptance of the offerA contract is concluded when an acceptance becomes effective,SEIB OF GDUFS,21,1.4.2 The negotiation of a sales contract,Definition:A trade contract is an agreement which is concluded between seller and buyer based on an accepted offer and
20、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)A contract can be formal,informal,simple or complicated,written or oral.,SEIB OF GDUFS,22,1.4.2 The negotiation of a sales contract,A
21、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,including name,quality,quantity and packaging etc.all terms agreed upon,including price,delivery,transportation,insurance,payment,
22、inspection,claims,force majeure,arbitration,etc.date on and place at which the contract is signed and the signature of the buyer and the seller,SEIB OF GDUFS,23,1.4.2 The negotiation of a sales contract,Contract vs.confirmation A contract is more formal and contains more details than a confirmationB
23、ut equally binding on the parties concernedImportance 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 and also the settlement of disputes.,SEIB OF GDUFS,24,1.4.3 T
24、he performance of the contract,Export procedure(business under CIF on L/C)Examining L/CUrging and expediting the opening of L/CExamining L/C with reference to the sales contractGetting goods readypreparing goods according to the name,quality,quantity,packing and making required in the contractApplyi
25、ng for mandatory inspection For goods required inspection by the governments or in the contractDocuments Submitted:commercial invoice,copy of sales contract,L/C,etc.,SEIB OF GDUFS,25,Export procedure,Receiving importers inspection before shipmentBooking shipping space after receiving L/C and getting
26、 goods ready Clearing goods for export After the goods are inspected and before the goods are loadedDocuments submitted for export customs clearance:commercial invoice,export license,copy of sales contract,inspection certificates,shipping order,etc.,SEIB OF GDUFS,26,Export procedure,Getting goods lo
27、adedDelivering goods to carrier for loading after the goods are cleared for export Receiving B/L from the carrier after shipmentObtaining insurance Under CIF,insurance is a must for sellerMinimum coverage,SEIB OF GDUFS,27,Export procedure,Presenting documents for bank negotiationDocuments required f
28、or negotiationcommercial invoice,packing list,billing of lading,insurance policy,inspection certificates,etc.Other documents required for issuing import license or to calculating import customs duty:the Certificate of Origin,the Consular Invoice,etc.If documents are in strict line with L/C,the expor
29、ter will receive payments from the bank,SEIB OF GDUFS,28,1.4 Export Procedures,SEIB OF GDUFS,29,1.4.3 The performance of the contract,Import procedure(business under FOB on L/C)Opening L/CApplying in timeAmending L/C in the case of discrepancies Booking shipping spaceAfter booking shipping space,the
30、 buyer should notify the exporter sufficiently:the name of the vessel,the loading point,the delivery timeInspecting and supervising at the port of shipmentObtaining insuranceUnder FOB,insurance is not an obligation but a usual practice,SEIB OF GDUFS,30,Import procedure,Examining documents and making
31、 paymentCareful examination before making paymentReceiving shipping document(B/L)after paymentClearing the goods for importNecessary documents for import customs clearance:commercial invoice,inspection certificate etc.Taking delivery and inspecting After arrival of the goods,the importer can take it
32、 from the carrier with B/LThe importer should inspect the goods carefully If there are any inconformity,the importer can lodge claims against relevant parties for compensation,SEIB OF GDUFS,31,1.4.4 The settlement of disputes,In 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 companyFour ways to settle disputesNegotiationMediationArbitrationLitigation,32,可编辑,
