国际营销chapter-11.ppt

TradeForms Chapter11 1 2 1 Agent distributionandconsignment2 Invitationforandsubmissionofbids3 Futurestrading4 Countertrade Keypoints 3 PartC Newwordsandphrases clearingagentdelcredereindentingagentfactordistributionconsignmentbiddingbidderawardfuturestradingfuturesmarket futuresexchangetheclearinghouseproprietarytradersFCMmarginsystemcountertradecompensationtradecounterpurchaseswitchtradeoffset 4 Agent distributionandconsignment1 AgentAnagentisamiddlemanwhocanactonbehalfofaprincipalinspecificmatters Accordingtothepowertheprincipalhasdelegatedtoasellingagent theagentmayjustintroducethepotentialcustomertotheprincipaloractuallynegotiatesandconcludesthecontractbetweenthetwoparties Ithasseveralcharacteristics PartA Text 5 Classificationofagent Accordingtothescopeoftheirauthority agentscanbedividedintoseveralkinds IndentingagentFactorDelcredereagentResponsibilitiesoftheagentandtheprincipalrespectively 6 2 Distribution Unlikeagents distributorsbuygoodsfromtheprincipalsontheirownaccountandtaketitletothemandresellthemtotheircustomersintheirterritory Thedistributortakeshisremunerationfromthemarginbetweenthepricesatwhichhebuystheproductsanthepricesatwhichhesellsthemtothecustomers Twokindsofdistributorsaregenerallyused Soleorexclusivedistributor Non exclusivedistributorGeneralundertakingsbythedistributorandtheprincipalrespectively 7 3 Consignment Underconsignment theconsignorsendsthegoodstoaforeignconsigneewhowillsellthegoodsfortheconsignoraccordingtotheagreedterms Theessenceofconsignmenttradingisthatgoodsexportedontheconsignmentremainthepropertytotheexporter 8 1 IntroductionBiddings asonespecialtradeterm iswidelyusedininternationaltradenowadays especiallyforgovernmentconstructionprojectsandpurchaseofgoodsinlargequantity Inbidding thepriceofgoodsorserviceisnotquotedbytheseller butdecidedbychoosingthemostadvantageousonefromtheoffersofbidders II Invitationforandsubmissionofbids 9 Forbidders itisalwaysadifficulttasktoofferalowpricetowinthebidandstillearnaprofit Internationalbidscangenerallybedividedintotwokinds Openbidsorunlimitedcompetitivebids selectedbidsorlimitedcompetitivebids 10 2 Thegeneralprocedures Preparationofbiddingdocuments Publicizingtheinvitationforbids Preparationofbids Submissionofbids Openingandevaluationofbids Award 11 1 IntroductiontofuturestradingFutureexchangeshaveexistedinmanycountriessincethemid nineteenthcentury Today manyfutureexchangesallovertheworldareactiveintradingfuturescontractsonvariouscommoditiesandfinancialinstruments suchasstockindexfutures agriculturalcommoditiesfutures metalfutures energyfutures etc III Futurestrading 12 Somefamousfuturesexchangesintheworld ChicagoBoardofTrade CBOT ChicagoMercantileExchange CME NewYorkMercantileExchange NYME LondonMetalExchangeTokyoStockExchangeSingaporeInternationalMonetaryExchangeHongKongCommodityExchange 13 CBOT 14 2 Futuremarket Afuturesmarketisbasicallyanorganizedforumforthetradingoffuturescontractsunderhighlystandardizedterms Thebasicelementsthatformthismarketareinthefollowing Futurescontract Theclearinghouse Participants Marginsystem 15 IV Countertrade Countertradeoriginatesfrombarter directexchangeofgoodsforgoods theoldestformoftrade andischaracterizedbythecombinationofexportandimportininternationaltrade Itisakindofreciprocalactivity Simply itmeans IfIbuyfromyou youmustbuyfromme 16 1 Thecommonreasonsforcountertrade Tocreatenewexportmarketsorpromoteexportproducts Toacquirenewtechnologyorattractforeigninvestment Tobalancetradeforeconomicorpoliticalreason 17 2 Fourtypesofcountertrade Therearefourtypesofcountertradethatareoftenusedinourcountry sinternationaltrade Compensationtradeincludingtwotypes fullcompensationandpartialcompensation Counterpurchase Switchtrade Offset 18 案例分析 我A公司以寄售方式向科威特装运出口一批在