第十讲：进出口贸过程易

GeneralProceduresofExportandImportTransactionGeneralProceduresOfExportTransactionsGeneralProceduresof

ExportandImportTransactionPreparationforTransaction1BusinessNegotiation2SigningContract3ImplementationofContract41.GeneralProceduresofExportStep1Step2Step3Step4MarketResearchResearchontheCountriesorRegionsResearchontheMarketResearchontheCustomerSelectCustomerCreditInformation3CPrinciple：Credit、Capital、CapacityImplementexportplanGoodsPlaceQuantityPricePaymentNegotiatetermsoftransactionQuality、Quantity、PackingTradeTerms、PricePaymentTransportation、Insurance1.1ResearchontheCountriesorRegionspolitical,financialandeconomicconditions;policies,lawsandregulationsgoverningforeigntrade,foreignexchangecontrol,customstariffsandcommercialpractices;foreigntradesituation(thestructure,quantity,volumeofexportingandimportingcommodities,tradingpartnersandtraderestrictions,etc.).1.2ResearchontheMarketproductionconsumptionpriceanditstrendthemajorimportingorexportingcountriesofaparticularcommoditymarketingandpromotionTheFourP’s:ProductPricePlacePromotion

1.3ResearchontheCustomercreditinformationofthecustomerreputationsizeofhisbusinesshowhepayshisaccountsinformationabouthistradeactivities.HowtoObtainCustomer’sInformation业务函电往来

通过银行调查

与客户谈判的材料

国内外公开出版物

工商团体证信机构

我国驻外经济机构

ResourcesSpecimenLetter

(Seller’slettertohisbankmanager,askingforinformation)DearSir,IamthinkingofgrantingcredittoMessrs…of…whomIhaveonlyslightknowledgegainedduringafewmonthsoftradingonacashbasis.

Ifyoucanfindoutanythingabouttheirfinancialandcreditstanding,Ishallbeverygratefultoyou.Theygivemeonlytheirbankers,The…Bankof…asareference,andtheyestimatetheirmonthlyordersatabout800pounds.Ihopethatyouwillbeabletoassistme.Yoursfaithfully,SpecimenLetter(favorablereply)

DearSirs,Withreferencetoyourenquiryof…concerningthefirmsnamedontheenclosedslip,wecanadviseyouthattheyareoldestablisheddealersofthehighestreputeandcreditstanding,andareconsideredsafeforthecredityoumention.Thisinformationisforyourownuseonlyandisgivenwithoutresponsibility.Yoursfaithfully,SpecimenLetter

(unfavorablereply)DearSirs,ReplyingtoyourenquiryDD/CCof…weregrettosaythatwecannotgiveinformationinthiscase.Wewouldadviseyoutoactwithcaution.Yoursfaithfully,2.BusinessNegotiationAcceptanceCounter-offerOfferInquiry接受还盘发盘询盘

BusinessNegotiation

Thenegotiationisthedealingsbetweenseller(orexporter)andbuyer(orimporter)inordertoreachanagreementofthetermsinrespectofquality,quantity,packing,price,shipment,insurance,payment,inspection,claimanddisputes,arbitration,forcemajeure,etc.

Onlywhenthepartiesallagreeonthevarioustermsconsultedcanthebusinessbedoneandthecontractofsalesconcluded.Businessnegotiationcanbeconductedthroughcorrespondence,telephone,cableortelex.2.1Enquiry

Anenquiryisarequestforbusinessinformation,suchaspricelists,catalogues,samplesanddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterortheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelaytostartthenegotiation.2.1EnquiryItshouldbenotedthatwhoevermakesanenquiryisnotliableforthebuyingortheselling,andtheoppositeparty,inthemeantime,canmakenoreplyatall.Butaccordingtothecommercialpracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.ENQUIRIES买方询盘请报中国松香5/6月装运100公吨CIF伦敦。

PLSQUOTELOWESTPRICECFRSINGAPOREFOR500PCSFLYINGPIGEONBRANDBICYCLESMAYSHIPMENTCABLEPROMPTLY(请报500辆飞鸽牌自行车成本加运费至新加坡的最低价，五月装运，尽速电告)卖方询盘可供中国绿茶8月装运，如有兴趣请递盘（电告）。CANSUPPLYALUMINIUMINGOT99PCTJULYSHIPMENTPLSCABLEIFINTERESTED（可供99%铝锭，七月份装运，如有兴趣请电告）Specimenletters(aninquiry)DearSirs,Messrs.Brown&Clarkofthiscityinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldliketosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Specimenletters(aninquiry)Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchaseofquantitiesofnotlessthan100dozenofindividualitems.PricesquotedshouldincludeinsuranceandfreighttoLiverpool.yoursfaithfully,2.2Offer

AccordingtoUnitedNationsConventiononContractsforSaleofGoods,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.发盘（Offer）又称发价、要约，交易的一方向对方提出买卖某种商品的各项交易条件，并愿意按照这些条件达成交易，订立合同的一种肯定明确的表示。法律后果：发盘一经发出，即具有法律约束，在其有效期内发盘人不得任意撤销或修改。发盘一经受盘人在有效期内表示无条件的接受，发盘人将承担按发盘条件与受盘人订立合同的法律责任，合同成立后对双方都有法律约束力。构成发盘的条件条件1发盘要向一个或一个以上特定的受盘人提出条件2发盘内容必须十分确定a.标明货物的名称b.明示或默示地规定货物的数量或规定数量的方法c.明示或默示地规定货物的价格或规定明确价格的方法条件3发盘要表明一经受盘人接受，发盘人即受约束的意旨《联合国国际货物销售合同公约》规定：FirmOfferandNon-firmOffer

Afirmoffer

isakindofofferwhichismadetoaspecificpersonorpersonstoexpressorimplyadefiniteintentionoftheofferortomakeacontractunderaclear,completeandfinaltradeterms.

Onceitisunconditionallyacceptedbytheoffereewithinitsvalidity,thisfirmoffercannotberevokedoramendedandisbindingonbothofferorandofferee.Thenthetransactioniscompletedandacontractisconcludedrightaway.Afirmofferlapseswhenitexceedsthetermsofvalidity.Thelapsedofferisnolongerbindingontheofferor.Atthismoment,eveniftheoffereeexpresseshisacceptance,theofferorisentitledtorefuseit.

实盘示例“兹发盘1000打运动衫，规格按3月1日样品，每打CIF纽约80美元，标准出口包装，5-6月装运，以不可撤销信用证支付，限4月20日复到有效。”

“可供青岛丝绸800公斤，28.5×49每公斤8美元，FOB青岛，5/6月装运，不可撤销信用证付款。”Specimenletters(afirmoffer)DearSirs,Weareverypleasedtoreceiveyourenquiryof15thJanuaryandencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.Specimenletters(afirmoffer)Onregularpurchasesinquantitiesofnotlessthan100dozenofindividualitemswewouldallowyouadiscountof2%.PaymentistobemadebyirrevocableL/Catsight.Becauseoftheirsoftnessanddurability,ourallcottonbed-sheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand.Specimenletters(afirmoffer)

Butifyouplaceyourordernotlaterthantheendofthismonth,wewouldensurepromptshipment.Weinviteyourattentiontoourotherproductssuchastable-clothandtablenapkins,detailsofwhichyouwillfindinthecatalogue,andlookforwardtoreceivingyourfirstorder.YoursFaithfully,Non-firmoffer

Anon-firmoffer

isanofferwithoutengagement.Itisunclear,incompleteandwithreservation.Ithasnobindingforceupontheofferor.Thetradetermsarenotindicatedclearlyanddefinitely.Thecontentisnotsocompletedasthatofafirmoffer.Ithasnotermofvalidity.Non-firmofferMoreover,theofferormakestheofferwithreservation:theofferissubjecttohisfinalconfirmation.Soanon-firmofferoftenbearssuchwording“thisofferissubjecttoourfinalconfirmation”,or“thepricesaresubjecttochangewithoutnotice”.Specimenletters(anon-firmoffer)

Gentlemen:DriedApricotWithoutPit

InreplytoyourletterofAugust15th,wearemakingyouanoffer,subjecttoourfinalconfirmation,asfollows:Commodity:DriedApricotWithoutPitof2000crop

Specification:Asperattachedbrochure

Specimenletters(anon-firmoffer)

Packing:250gtoaplasticbag,100bagstoacartonQuantity:400cartonsPrice:US$75netpercartonCFRJiddaShipment:September/October,2000Payment:byconfirmedirrevocableletterofcreditpayablebydraftatsighttobeopenedinourfavour,30daysbeforethetimeofshipment.Specimenletters(anon-firmoffer)

Underseparatecover,wehavesentyousamplesofourvariouskindsofcannedfoodandotherdriedfruits.Ifyouhaveanyotherquestionspleasedonothesitatetowriteus.Ifyoufindtheaboveacceptable,pleasecableusforconfirmation.YoursFaithfully,发盘的生效（1）口头发盘自对方了解发盘内容时生效（2）书面发盘a.投邮（发信）主义——英美法系b.到达（受信）主义——大陆法系（3）数据电文形式进入特定系统时间发盘的有效期（1）口头发盘除发盘人发盘时另有声明外，受盘人只能当场表示接受，方为有效（2）书面发盘a.规定最迟接受的期限例如:“发盘限5月1日复到我方有效”b.规定一段接受的期限例如:“发盘有效期为10天”或“发盘限10天回复”c.不明确规定有效期限，在合理时间内有效思考题

一法国商人于某日上午走访我国外贸企业洽购某商品。我方口头发盘后，对方未置可否，当日下午法商再次来访表示无条件接受我方上午的发盘。此时，我方已获知该项商品的国际市场价格有趋涨的迹象。对此，你认为我方应如何处理为好，为什么？分析

中国与法国均系《联合国国际货物销售合同公约》缔约国，洽谈过程中，双方对《公约》均未排除或作出任何保留。因此，双方当事人均应受该《公约》约束。按《公约》规定：对口头要约，须立即接受方能成立合同。据此，我方鉴于市场有趋涨迹象，可以予以拒绝或提高售价继续洽谈。发盘的撤回与撤销公约规定，发盘在未生效之前，可撤回，如果撤回通知早于或同时于原发盘送达受盘人（1）撤回

Withdrawal（2）撤销

Revocation发盘在生效之后、未接受之前，可以撤销，如果撤销通知在受盘人发出接受通知前送达受盘人思考：A公司可以撤销发盘吗？

2月11日A公司向海外B公司发盘：H型压缩机50台，每台100美元CIF纽约，6月1日前装运，限2月15日复到。2月12日，国际市场上，压缩机开始涨价，到了2月13日已经上涨了20%，此时B公司来电对A公司2月11日的发盘表示接受。A公司立即向B公司去电撤销其2月11日的发盘。发盘的失效ONETWOTHREEFOURFIVE有效期已过受盘人拒绝或还盘发盘人依法撤销发盘人或受盘人在发盘被接受前丧失行为能力发生不可抗力事件2.3Counter-offer

Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Thismeanstheoffereedeclinesthetermsoftheoffer.Therefore,acounter-offeris,infact,anewofferand,atthesametime,theoriginalofferlapses.2.3Counter-offer

Additionalordifferentterms,putforwardbytheofferee,relatingtotheprice,payment,qualityandquantityofthegoods,placeandtimeofdelivery,extentofoneparty’sliabilitytotheotherorthesettlementofdisputesareconsideredtoalterthetermsofoffermaterially.2.3Counter-offer

Onreceivingthecounter-offer,theofferormayweightheadvantagesanddisadvantagesanddecidetoacceptordeclineitaccordingtothespecificsituation.Hemayalsomakeare-offertoputforwardsomenewtermsorconditions.Thisiscalledan“anti-counter-offer”.OfferandCounter-offerOfferorOffereeOffer(newofferor)(newofferee)Counter-offer(newofferor)(newofferee)AntiCounter-offer还盘示例你10日电收悉，还盘每打70美元CIF纽约。你10日电收悉，装运期5月D/P远期30天。YOURCABLE10THCOUNTEROFFERUSD70PERDOZENCIFNEWYORK（你10日电收悉，还盘每打70美元CIF纽约）YOURCABLE10THMAYSHIPMENTD/P30DAYS（你10日电收悉，装运期5月D/P远期30天）Specimenletter(acounter-offer)DearSirs,“D.D”RaincoatsThankyouforyourletterofJune25offeringusyour“D.D”brandraincoats.Tobecandidwithyou,welikeyourraincoats,butyourpricesappeartobeonthehighsideascomparedwiththoseofothermakes.Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales.AsyouknowKuwaitSpecimenletter(acounter-offer)isadevelopingcountry;itsprincipaldemandisforarticlesinthemediumpricerange.Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethisopportunitytoconcludesometransactionswithyou.Wewouldtherefore,suggestthatyoumakesomeallowance,say10%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.Specimenletter(acounter-offer)foryourinformation,someparcelsformHongKonghavebeensoldhereatamuchlowerprice.Wehopeyouwillconsiderourcounterofferfavorablyandletushaveyouracceptancebyfax.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf.Yourssincerely,2.4Acceptance

Acceptanceisastatementmadebyorotherconductoftheoffereeindicatingunconditionalassenttoanoffer.Anacceptanceoraconfirmationisinfactanunreservedassentofthebuyersorthesellers,whoaftermutualnegotiationsarewillingtoenterintoacontractinaccordancewithtermsandconditionsagreedupon.构成有效接受的条件4.接受通知的传递方式应符合发盘的要求。（投邮生效；到达生效）2.接受必须同意发盘所提出的交易条件1.接受必须由特定受盘人做出3.必须在发盘规定的时效内做出Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancemustbeabsoluteandunconditional.

Itshouldbeanunreservedassenttoallthetermsputforwardintheoffer.Inprinciple,ifanyadditions,modificationsorlimitationstotheofferaremadetheyareacounter-offer,andnotanacceptance.Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancecanbemadebyanactperformedbyanofferee,

suchasonerelatingtothedispatchofthegoodsorpaymentoftheprice.Inthisway,theoffereemayindicateassentwithoutnoticetotheofferor.Theacceptanceiseffectiveatthemomenttheactisperformed,providedthattheactisperformedwithinthestipulatedperiodoftime.Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancemustbeclearlyexpressedbytheofferee’sverbalorwrittenstatement.

Silenceorinactivityisbynomeansanacceptance.

Anacceptancemustbemadebyoffereewithinthevalidperiodofafirmoffer.

Asarule,anacceptancegoesintoeffectimmediatelyassoonasitreachestheofferor.Specimenletter(anacceptance)DearSirs,WearegladtoknowfromyourletterofJuly10ththatyouhaveacceptedourofferdatedJuly4th.Inreply,weconfirmhavingsoldtoyou15,000metrictonsofsmallredbeansonthefollowingtermsandconditions:Specimenletter(anacceptance)Price:atUS$400permetrictonCFRSeattle.Packing:ingunnybagsofabout50kilogramsneteach.Quality:FAQ1998.Shipment:tobeeffectedfromShanghaitoSeattleduringDecember1998.Payment:byaconfirmedandirrevocableletterofcreditinourfavor,payablebydraftatsight.Specimenletter(anacceptance)Wearepleasedtohavetransactedthisfirstbusinesswithyouandlookforwardtothefurtherexpansionoftradetoourmutualbenefit.Yoursfaithfully,3.SigningContract

WhatIsaContract?Acontractisanagreementbetweentwoormorepartiesthatisenforceableinacourtoflaw.Ininternationaltrade,exportandimportcontractincludes:contract,confirmation,agreementandmemorandum.国际货物买卖合同的基本形式合同形式书面形式合同确认书协议备忘录意向书订单委托订单口头形式以行动表示国际货物贸易合同示例卖方：_____地址：_______邮码：_____电话：_____

法定代表人：____________职务：____________乙方：______地址：______邮码：______电话：_____

法定代表人：____________职务：____________经卖买双方友好协商一致同意成交下列商品，订立条款如下，共同遵守：

1.商品：2.规格：3.数量：4.单价：

5.总价：U.S.D(大写：)6.包装：7.装运期：

8.装运口岸和目的地：9.保险：10.付款条件：11.装船标记及交货条件：货运标记由卖方指定。

12.注意：开立信用证时请注明合同编号号码。

卖方：______买方：______

代表：_______代表：________

签约日期：____年__月__日约首正文约尾4.ImplementationofContract出口合同的履行程序1.PreparingGoodsforShipment2.Reminding,ExaminingandModifyingL/C3.InspectionApplication5.CustomsFormalities6.Insurance7.DocumentsPreparationforBankNegotiation8.SettlementofDisputes4.CharteringandBookingShippingSpace4.1PreparingGoodsforShipment

Afteracontractismade,itisthemaintaskfortheexportertopreparethegoodsforshipmentandcheckthemagainstthetermsstipulatedinthecontract.Thequality,specification,quantity,markingandthepackingshouldbeinlinewiththecontractortheL/C,thedateforthepreparationshouldagreewiththeshippingschedule.4.2InspectionApplication

Ifrequiredbythestipulationsofthestatesorthecontract,theexportershouldobtainacertificateofinspectionfromtheinstitutionsconcernedwherethegoodsareinspected.Usually,thecommoditywillbereleasedonlyaftertheissuanceoftheinspectioncertificatebytheinspectionorganization.4.3Reminding,ExaminingandAmendingofLetterofCredit(L/C)Ininternationaltrade,abanker’sletterofcreditiscommonlyusedforthepaymentofthepurchaseprice.Inthecourseoftheperformanceofcontract,oneofthenecessarystepsfortheselleristourgethebuyertoestablishL/C.Accordingtothecontract,thebuyershouldestablishtheL/Contime,butsometimeshemaydelayitforvariousreasons.Forthesafecollectionofpayment,thesellerhastourgethebuyertoexpeditetheopeningofL/C.Uponreceiptofaletterofcredit,thesellermustexamineitverycarefullytomakesurethatalltermsandconditionsarestipulatedinaccordancewiththecontract.Ifanydiscrepanciesexist,thesellershouldcontactthebuyerimmediatelyfornecessaryamendmentssoastoguaranteethesmoothexecutionofthecontract.4.4Charteringand

BookingShippingSpaceAfterreceivingtherelevantL/C,theexportershouldcontracttheship’sagentsortheshippingcompanyforthecharteringandthebookingofshippingspaceandpreparefortheshipmentinaccordancewiththeimporter’sshippinginstruction.Charteringisrequiredforgoodsoflargequantitywhichneedsfullshipload;andforgoodsinsmallquantities,spacebookingwouldbeenough.4.5CustomsFormalities

Beforethegoodsareloaded,certainproceduresincustomsformalitieshavetobecompleted.Asrequired,completedformgivingparticularsofthegoodsexportedtogetherwiththecopyofthecontractofsale,invoice,packinglist,weighmemo,commodityinspectioncertificateandotherrelevantdocuments,havetobelodgedwiththeCustoms.4.5CustomsFormalities

Afterthegoodsareonboard,theshippingcompanyortheship’sagentwillissueabillofladingwhichisareceiptevidencingtheloadingofthegoodsonboardtheship.

出口货物报关单示例4.6InsuranceTheexporttradeissubjecttomanyrisks.Forexample,shipsmaysinkorconsignmentsmaybedamagedintransit,exchangeratesmayalter,buyersdefaultorgovernmentsuddenlyimposeanembargo,etc.Itiscustomarytoinsurancegoodssoldforexportagainsttheperilsofthejourney.Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.Iftheexporterhasboughtinsuranceforthegoods,hewillbereimbursedforthelosses.4.7DocumentsPreparationforBankNegotiationweightmemoinsurancepolicycertificateoforiginbillofladingcommercialinvoicecertificateofinspectionpackinglistCorrect/completeConcise/clean4.8SettlementofDisputes

Sometimescomplaintsorclaiminevitablyariseinspiteofthecarefulperformanceofacontractbytheexporterandimporter.

Reasons

:moreorlessquantitydelivered,wronggoodsdelivered,poorpacking,inferiorquality,discrepancybetweenthesamplesandthegoodswhichactuallyarrived,delayinshipment,etc.4.8SettlementofDisputes

Inaccordancewithspecificconditions,complaintsandclaimsmaybemadetotheexporter,importer,insurancecompanyorshippingcompany.Oncedisputesarise,itisadvisedthatarbitrationisbetterthanlitigation,andconciliationisbetterthanarbitration.

negotiation>conciliation>arbitration>litigation

5.GeneralProceduresofImportTransactiontoconductmarketinvestigationtoformulateimportplanforacertaincommoditytosendinquiriestotheprospectivesellersoverseastocompareandanalyzetheoffersorquotationsreceivedtomakecounter-offersanddecideonwhichofferismostbeneficialGeneralProceduresofImportTransaction5.GeneralProceduresofImportTransactiontosignapurchasecontracttoapplytoabankforopeningaletterofcredittobookshippingspaceorcharteracarryingvesselfortakingoverthecargoes,ifthecontractisintermsofFOBtoeffectinsurancewiththeinsurancecompanyuponreceiptofshippingadvicetoapplyforinspectionifnecessarytoattendtocustomsformalitiestoclearthegoodsthroughtheCustomstoentrustforwardingagentswithallthetransportarrangementsfromtheporttotheend-user’swarehousetosettledisputes(ifany)进口合同的履行6.进口索赔1.开证5.报关/报验/接货

4.审单/付款/赎单2.租船/订舱/催装3.投保Procedures进口合同的履行程序6.OrganizationsInvolvedin

ExportandImportTransactionTheexportersTheshippingagentsattheportorairportofloadingTherailways(insomecases)intheexporter’scountryTheroadhauler(insomecases)intheexporter’scountryTheportauthorityTheshippingcompany(forseafreight)Theairline(forairfreight)TheinsurancecompanyorbrokersTheexporter’sbankTheimporter’sbankTherailways(insomecases)intheimporters’countryTheroadhauler(insomecases)intheimporters’countryTheshippingagentattheportorairportofdischargeTheimporters7.SpecialistsInvolvedin

ExportandImportTransaction

Ashippingagentand/orfreightforwarder

(forwardingagent)willtakeresponsibilityforthedocumentationandarrangeforthegoodstobeshippedbyair,sea,railorroad.Theseservicesmaybecarriedoutbythesupplier’sownexportdepartment,iftheyhavetheexpertise