国际贸易实务讲义

1、国际贸易实务讲义主讲人：金南顺Knowledge is power.Introduction1 Teaching plan5W1H：1. Why: significance of the study2. When: 3. Where: 4. What: contract(contract terms, procedure of contract); negotiation; international practice.(1) Incoterms 2000: International Rules for the Interpretation of Trade Terms(2) Convent

2、ion on Contract: United Nations Convention on Contracts for International Sale of Goods(3) UCP: Uniform Customs & Practice for Documentary Credit5. Who: you and me; student and teacher; 6. How:(1) Homework(2) Reference books(3) Improve English(4) Review & preview(5) 5N: new brain, new vision, new ac

3、knowledgement, new practice, new methods of analysis2 Outline of the courseChap.1Chap.1 NameName andand qualityquality ofof commoditycommodity11 NameName ofof commoditycommodity1.11.1 TheThe importanceimportance andand thethe functionsfunctions ofof thethe namename ofof commoditycommodity1.21.2 TheT

4、he methodsmethods ofof expressingexpressing thethe namename ofof thethe commoditycommodity1.31.3 TheThe attentionsattentions shouldshould bebe paidpaid toto thethe namename ofof commoditycommodity22 QualityQuality2.12.1 MeaningMeaning ofof qualityqualityQuality of goods refers to the intrinsic quali

5、ty and outside forms or shapes of the goods, such as chemical composition, mechanical performance, biological features, modeling, structure, color and luster, and taste of a commodity.2.22.2 TheThe importanceimportance andand thethe functionsfunctions ofof thethe qualityquality1.Quality can affect p

6、rice and sale of commodity and manufactures reputation.2.Quality is the most important trick in the modern business circle.3.Our special situation.4.Synthetic level.5.Bad quality is a waste of time to some extent.2.32.3 TheThe methodsmethods ofof expressingexpressing thethe qualityqualityI.I. Method

7、sMethods ofof usingusing materialmaterial objectsobjects1.Getting conclusion after having seen the commodity.2.Sales by sample:- Original Sample - Duplicate sample - Counter-sample - Sample for reference - Quality as per sellers sample When we send sample we must pay attentions to the following:(1)T

8、he quality of sample wont be too high or too low.(2)“Quality to be considered as being about equal (or same) to the sample.”(3)Keep duplicate sample.II.II. MethodsMethods ofof explanationexplanation1.Sales by specification, grade or standard FAQ, GMQ, ISO2.Sales by brand or trade markBrandBrand - Br

9、and Name(Could be pronounced) - Brand Mark(Cant be pronounced) registerTrade Mark3.Sales by origin of the produce4.Sales by description, drawing & diagram.2.42.4 InternationalInternational practicepractice aboutabout qualityquality Sale of Goods Act,1983:Breach of condition;Breach of warranty Conven

10、tion on Contract:Fundamental breach;Unfundamental breachUnited Nations Convention on Contracts for International sale of goodsChap.2Chap.2 TheThe quantityquantity andand packingpacking ofof commoditycommodity11 QuantityQuantity1.1The1.1The unitsunits ofof measurementthemeasurementthe MetricMetric Sy

11、stemSystem 公制公制, , thethe BritishBritish SystemSystem 英制英制, , thethe U.S.U.S. SystemSystem 美制美制, , InternationalInternational SystemSystem ofof Units(SI)Units(SI)国国际制际制 The units of measurement generally used in the international trade are as follows:1.Numbers: piece, pair, dozen, gross, ream, etc.g

12、ross=12dozen ream=480sheets in Britain and 500 sheets in USA.2.Weight: gram, kilogram, metric ton, ounce, pound, hundredweighthundredweight=112pounds in Britain =long hundredweighthundredweight=100pounds in America =short hundredweightlong ton=1016m/t；short ton=0.907m/t3.Length: centimeter, meter, i

13、nch, foot, yard.4.Area: square meter, square inch, square foot, square yard.5.Volume: cubic centimeter, cubic meter, cubic inch, cubic foot, cubic yard.6.Capacity: liter, pint, gallon, bushel.Liter=1.76pints=0.22gallon, bushel=35.238dm31.21.2 CalculationCalculation ofof weightweightWeight is usually

14、 calculated in the following ways:1.By gross weight: the over-all weight of the commodity itself plus the tare, i.e. the package weight.2.By net weight: the weight of the commodity alone, that is, the tare is not counted in. (gross weight-tare=net weight)There are 4 ways to calculate the tare:(1)By

15、actual tare or real tare 按实际皮重: the actual weight of the package.(2)By average tare 按平均皮重: the package weight so reckoned on the basis of an average tare of a part of the commodities.(3)By customary tare 按习惯皮重: certain standard package has a generally recognized weight, which is used as the customar

16、y tare to denote the weight of such package.(4)By computed tare 按约定皮重: the tare previously agreed upon by the seller and the buyer. “gross for net ”: 以毛作净3.By conditioned weight 按公量计: this refers to the kind of weight derived from the process, with which the moisture content of the commodity is remo

17、ved and standardized moisture added both by scientific methods，e.g. raw silk, wool, etc.4.By theoretical weight: commodities which have regular specifications and regular size, such as galvanized iron and steel plate, are often subject to the use of theoretical weight.1.31.3 QuantityQuantity clauses

18、(clauses( moremore oror lessless clause;clause; plusplus oror minusminus clause;clause)clause;clause)UCP500: Article 39a a The word “about”, “approximately”, “circa” or similar expressions used in connection with the amount of the credit or the quantity or the unit price stated in the Credit are to

19、be construed as allowing a difference not to exceed 10% more or 10% less than the amount or the quantity or the unit price to which they refer.b b Unless a Credit stipulates that the quantity of the goods specified must not be exceeded or reduced, a tolerance of 5% more or 5% less will be permissibl

20、e, always provided that the amount of the drawings does not exceed the amount of the Credit. This tolerance does not apply when the Credit stipulates the quantity in terms of a stated number of packing units or individual items.22 PackagePackage2.12.1 TheThe importanceimportance ofof thethe packagep

21、ackageMost commodities need packing beside small number of nude packed cargo and cargo in bulk.- packed cargo- nude packed cargo- cargo in bulkPackage has several functions:1.Package can defend commodities.2.Its convenient for storage, to transit, to load and unload and to calculate.Owing to the abo

22、ve functions we call package as “package for transport”, “outer package”, “big package” or “packing”.3.Its convenient to promulgate the commodities, absorb customers, enlarge sales, raise prices, facilitate for allocation, selling and consuming of goods.Owing to the above function we call package as

23、 “sale package”, “inner package”, “small package” or “packaging”.nett=net weight in the Scotland2.22.2 TheThe typestypes ofof packagepackage1.Outer package-composite package for transport集合运输包装 e.g. flexible container 集装包（袋）, container, pallet -single-piece package for transport单件运输包装2.Inner package

24、-stack package 堆叠 -hanging package 挂式 -transparent package 透明 -easy-open package -gift package -spraying package2.32.3 TheThe stipulationsstipulations ofof packagepackage clausesclauses 1.Package material2.Shipping Mark (contract, L/C)3.Package mode-specific stipulation -customary package33 MarkingM

25、arking3.13.1 DefinitionDefinitionMark=symbolAtt: marks should be permanent, clear and easily read at a glance.3.23.2 ThreeThree categoriescategories ofof marksmarks1.Shipping mark（运输标志；唛头）It has three contents:(1)Name of consignee or shipper or code or simple geometric figure or contract number;(2)P

26、ort of destination;(3)Package number.2.Supplementary (or additional) mark（补充标志）e.g. Dimension:222meters weight: gross weight 165kilos net weight 150kilos tare 15kilos3.Indicative/warning markhandle with care; glass; fragile; perishable; liquid; keep dry; to be protected from cold; to be protected fr

27、om heat; use no hooks; top; bottom; this side up; keep upright; no turning over; do not drop; do not crash; do not stack on top; keep cool, keep in dry place, keep on deck; keep in hold; sway away from boiler; keep flat; keep in dark place; lift here; open here.oxidizing material 氧化物; corrosives 腐化性

28、货物; compressed gas; inflammable compressed gas; poison; explosives 易爆品; hazardous article 危险品; material radio-actives.3.33.3 TheThe syntheticsynthetic acknowledgementsacknowledgements ofof packagepackage andand markingmarking1.With clients brand 定牌 Without brand 无牌 Neutral packing-neutral packing wi

29、th clients brand 定牌中性：买方指定商标、无国别 -neutral packing without brand 无牌中性：无商标、无国别2.International standard bar code mark 国际标准条形码标志我国于 1988 年成立了中国物品编码协会中心。1991 年中国物品编码协会中心正式加入“国际物品编码协会” 。美国、加拿大组织的“统一编码委员会” （Universal Code Council） （UCC）编制，其使用的物品标识符号为 UPC（Universal Product Code）码，如商品销售到北美地区，必须申请使用 UPC 码。欧共体

30、是欧洲物品编码协会（European Article Number Association） ，后改名国际物品编码协会（International Article Number Association） ，其使用的物品标识符号为EAN（European Article Number）码。3.Standard shipping mark(1) Background-containerized transport-various shipping mark in different countries caused inconveniences and confusions（2）Advantage

31、s of standardized shipping mark -decrease export cost -easy to check commodities and documents -easy to deliver goods(3) Contents -initials or ABBS of consignee or buyer -reference number -destination -package number:1/25,2/25(4) ATTS: -should be less than 10 lines, each line less than 17 letters or

32、 symbols; -should use words or symbols easy to type; -geometric figure wont be used; -if more than one kind of language should be used, one kind of Latin letters or language should be used at least, and then another language could be used on another side or beside the original Latin marks in bracket

33、s. -dont use color marks.Chap.3Chap.3 PricePrice11 ItemsItems constitutingconstituting anan exportexport priceprice quotationquotation1.11.1 CostCost andand chargeschargesThey are generally the purchasing cost of the goods, inland freight, packing expenses, warehousing charges, commodity inspection

34、fees, export tariffs, export duties and entry fees, commissions, if any, and other sundry charges.In some cases, ocean freight and insurance premiums are also covered in the quotation.Consideration, of course, is also given to the gross profit when a quotation is being formed.1.21.2 TheThe otherothe

35、r threethree itemsitems1.the kinds of currency2.the measurement unit3.the price terms e.g. USD 230 per case CIF Shanghai22 IncotermsIncoterms 200020002.12.1 TheThe purposepurpose ofof thethe IncotermsIncoterms(International Rules for the Interpretation of Trade Terms)1.The purpose of IncotermsIncote

36、rms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. Thus the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree.2.Frequently parties to a

37、 contract are unaware of the different trading practices in their respective countries. This can give rise to misunderstandings, disputes and litigation with all the waste of time and money that this entails. In order to remedy these problems the International Chamber of Commerce first published in

38、1936 a set to international rules for the interpretation of trade terms. These rules were known as IncotermsIncoterms 1936.1936.Amendments and additions were later made in 1953,1967,1976,1980,1990 and presently 2000 in order to bring the rules in line with current international trade practices.2.22.

39、2 TheThe newnew methodsmethods ofof presentingpresenting IncotermsIncoterms The terms have been grouped in four basically different categories:性质组别术语全称中文翻译Departure启运Group EE 组EXWEx works工厂交货Main carriage Group FFCAFree Carrier货交承运人FASFree Alongside Ship装运港船边交货unpaid主要运费未付F 组FOBFree ON Board装运港船上交货C

40、FRCost and Freight成本加运费CIFCost, Insurance and Freight成本、保险费加运费CPTCarriage paid to 运费付至Main carriage paid主要运费已付Group CC 组CIPCarriage and Insurance Paid to 运费、保险费付至DAFDelivered At Frontier边境交货DESDelivered Ex Ship目的港船上交货DEQDelivered Ex Quay目的港码头交货DDUDelivered Duty Unpaid未完税交货Arrival抵达Group DD 组DDPDeliv

41、ered Duty Paid完税后交货图示： 费用风险 特殊报关CPTEXW CIP FAS FOB DES DEQ DDU DDP CY CFR CIF CFS DAFFCA关税线关税线2.32.3 AlterationAlteration ofof FOB,FOB, CFRCFR & & CIFCIFFOB-FOB Liner Terms 班轮条件（卖方不负担装船费用） -FOB Under Tackle 吊钩下交货 -FOB Stowed 理舱费在内；船上交货并理舱价（卖方负责装船、理舱及费用） -FOB Trimmed 平舱费在内；船上交货并平舱价（卖方负责装船、平舱及费用）CFR,C

42、IF-Liner Terms 班轮条件（买方不负担卸货费用）-Landed 着陆费在内（卖方负责货物卸到岸上的卸货费用，包括可能发生的驳船费及码头捐） -Ex Ships Hold 舱底交货（买方自负费用自舱底卸货）2.42.4 commissioncommission andand discountdiscount1. Comparison(1)difference-commissionagent, broker, middleman-discountbuyer(2)common points-same method of calculation -promote sale -widely

43、used 2.calculationCIFC%=CIFnet/(1-C%)CFRC%=CFRnet/(1-C%)FOBC%=FOBnet/(1-C%)2.52.5 conversionconversion ofof priceprice termstermsCIF=FOB+I+FCIF=FOB+F+CIF(1+保险加成率)保险费率=(FOB+F)/1-(1+保险加成率)保险费率2.62.6 盈亏率和换汇成本盈亏率和换汇成本盈亏率=（出口销售人民币净收-出口总成本）/出口总成本100%换汇成本=出口总成本（人民币）/出口销售净收入（美元）Chap.4Chap.4 InternationalInt

44、ernational cargocargo transporttransport11 TwoTwo kindskinds ofof deliverydelivery1.11.1 TheThe comparisoncomparison ofof deliverydelivery andand shipmentshipment1.Different1.Different concepts:concepts:-Delivery in the sense of general business transaction denotes the transport and arrival of the p

45、urchased goods at a designated destination.-Shipment means the loading of the goods on board a carrier.In home trade, shipment is always a part of delivery. But in foreign trade, its different due to long distance and changed carriers in transit. Sometimes shipment isnt necessary part of delivery.1.

46、21.2 TwoTwo kindskinds ofof deliverydelivery1.Physical1.Physical deliverydelivery means the actual goods being delivered to the buyer or his agent by the seller at the agreed time and place.deliveryshipment -EXW: Shipment is not the sellers business. Delivery is made before shipment.-D Group: Shipme

47、nt is the sellers business. Delivery is made after shipment.2.Symbolic2.Symbolic delivery:delivery: not the actual goods, but the bill of lading and other relevant shipping documents are delivered.Delivery=shipmentTime of delivery=time of shipmentPlace of delivery=Place of shipment-F Group present c

48、lean B/L-C Group1.31.3 ShipmentShipment1.Time1.Time ofof shipmentshipment-Three kinds of time of shipment a) shipment within a fixed date b) shipment within a time of period in the near futurec) shipment within an indefinite time of period“shipment within days after the receipt of L/C”2.Port2.Port o

49、fof shipmentshipment andand portport ofof destinationdestinationStipulations for ports of shipment and destination-one port of shipment and one port of destination-two or more-optional portsBuyer delivery is made EMP, AMP, ice bound season(冰封期)3.Partial3.Partial shipmentshipment andand transshipment

50、transshipmenta) Partial drawings and/or shipments are allowed, unless the Credit stipulates otherwise.b) Unless transshipment is prohibited by the terms of the Credit, banks will accept a bill of lading which indicates that the goods will be transshipped, provided that the entire ocean carriage is c

51、overed by one and same bill of lading.c) Transport documents which appear on their face to indicate that shipment has been made on the same means of conveyance and for the same journey, provided they indicate the same destination, will not be regarded as covering partial shipments, even if the trans

52、port documents indicate different dates of shipment and /or different ports of loading, places of taking in charge, or dispatch.22 SeaSea transporttransport2.12.1 TheThe typestypes ofof oceanocean shippingshipping serviceservice-liners-chartering of ships-voyage charter -time charter -bareboat chart

53、er1.Liners1.Linersa) Definition: the liner vessel operates on a scheduled service between a group of ports. b) Characteristics of liners-B/L is a kind of evidence of contract between the shipper and the carrier.-The ship-owner will manage to load and unload.-The freight, the ports and the route are

54、fixed.-No stipulations about the loading and unloading time.2.Chartering2.Chartering ofof shipsshipsCharter Party2.22.2 SeaSea freight(liner)freight(liner)1.Basic1.Basic freightfreight (basic(basic rate)rate)（1) According to the Weight of Cargo in terms of Weight Ton(WT)重量吨，运价表内用“W”表示，如， 1m/t, 1l/t,

55、 1s/t.（2) According to the Measurement of Cargo in terms of Measurement Ton (MT)：尺码吨，运价表内用“M”表示，如，40 cubic feet or one cubic meter constitutes one measurement ton.（3) According to the FOB Value of the Cargo at the Port of shipment, i.e. paid by Ad Valorem (AV or Ad Val.)，从价运费，运价表内用 A.V.（4) According

56、 to the Weight, Measurement and Value at the Discretion of the Carrier.（5) According to the Number of the goods for one truck or one head of live animal.（6) According to the Special Arrangement, interim agreement between the carrier and the shipper.2.Surcharges2.Surcharges oror additionaladditional

57、feesfees3.Formula3.Formula ofof seasea freightfreight运费=基本运费（1+附加费率）计费重量（或体积）4.OCP4.OCP：OverlandOverland CommonCommon PointPoint 陆路共通地点，内陆转运地区33 ShippingShipping documentsdocuments3.13.1 SummarySummary ofof shippingshipping documentsdocumentsBIZ doc=commercial invoiceO.B/LRailway B/LAWBPost ReceiptT

58、ransit documentsCTD, MTDOpen PolicyFloating PolicyInsurance PolicyInsurance CertificateMain documentsInsurance documentsCombined CertificatePro Forma InvoiceConsular InvoiceCustoms InvoiceDocuments needed by specific countriesCertificate of OriginPacking ListW/M memoShipping documentsAdditional docu

59、mentsDocuments attached to business documentInspection Certificate3.23.2 B/LB/L1.1. DefinitionDefinitionA bill of lading, signed by the ship-owner or his agent who contracts to carry the goods, and stating the conditions in which the goods were received by the ship, is a receipt of the goods entrust

60、ed to him by the shipper for carriage to the designated destination. The bill of lading is an important sea transport document that together with the insurance policy and commercial invoices constitutes the chief shipping documents indispensable to foreign trade.2.2. NatureNature ofof billbill ofof