国际贸易实务part

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1、ContentsPart 5.WTO&Globalization of TradePart 4.Trade FormsPart 3.International Trade ProcedurePart 2.Terms of International TradePart 1.OverviewPart 3.International Trade ProcedureChapter 12 Launching a Profitable TransactionChapter 13 Exporting and Importing ProceduresChapter 14 Business Negotiati

2、on and Establishment of ContractChapter 15 Export&Import DocumentationChapter 12 Launching a Profitable TransactionMarket ResearchMarket research is vital to win the trade game!Even if you have some experience in international trade,its unwise to jump into an un-researched market.In fact,its not unu

3、sual to spend several weeks learning about the product,market and its profit potential before getting serious.Is your product salable?Does anyone care?You must be able to sell enough of the product to service to justify undertaking the import/Export project.If you are presenting a new product,you mi

4、ght have to create a market.Chapter 12 Launching a Profitable TransactionSourcing Contacts There are many ways to make contacts with the foreign counterparts for the international trader.We may make marketing contacts through these channels as trade shows,direct sales,direct mail,and manufacturers r

5、epresentatives,wholesalers,distributors.Information of the following kinds about the potential partner or clients is usually pertinent for this purpose:CreditReferenceBackgroundInformationBusinessRangeAnnualSalesVolumeBusinessCultureChapter 12 Launching a Profitable TransactionTips for a Successful

6、NegotiationNegotiationTeam LeaderQualifiedNegotiatorsCommercialTechnicalFinancialLegalBriefandPlanNegotiation ObjectiveMinimum Acceptable LevelTime PeriodTeam Leader and other membersReporting SystemInitial StrategySupporting ArgumentsLocationAdministrative ArrangementsChapter 13 Exporting and Impor

7、ting ProceduresExport Proceduresv Export Licensev Trade Negotiationv Cargo Readinessv L/Cv Customs Clearancev Shippingv Insurancev Document and PaymentChapter 13 Exporting and Importing ProceduresImport Proceduresv Import Licensev Trade Negotiationv L/Cv Booking Shipping Space or Shipv Insurancev Do

8、cument Examination and Paymentv Customs Clearancev Taking Delivery and Inspectionv Claimv Settlement of DisputesChapter 14 Business Negotiation and Establishment of Contract Business negotiation is an important part of conducting an export trade.It is the dealings between the seller and the buyer in

9、 order to reach an agreement on price,payment,quantity,quality,and other terms of conditions of a sale.Evidently,the conclusion of a sales contract results from the business negotiation to the satisfaction of both parties.Business negotiations are carried out either by writing or verbally.In the lat

10、ter case,traders talk about the terms of conditions of a sale with each other,in person or by telephone.The foreign merchant may call on the domestic trader upon invitation,or the exporter will make a visit to an overseas importer on his own account.Business talks are also held at international wher

11、e businessmen all over the world can negotiate with one another over export and import trading.Through verbal negotiations trading transactions between Chinese and foreign merchants are concluded in large amounts at the China Export Commodities Fair in Guangzhou twice a year.Chapter 14 Business Nego

12、tiation and Establishment of ContractEnquiry Business negotiations in foreign usually commence with an enquiry by an overseas buyer to a seller,inquiring upon the terms of a sale.Nevertheless,at some times,a seller can also initiate the negotiation by making an enquiry to a foreign buyer,including h

13、is intention of selling certain goods to the latter,which is also called an invitation to offer.It is worthy of note that whoever makes an enquiry is not liable for the buying or the selling,and,the opposite party,at the same time,can make no reply at all.Chapter 14 Business Negotiation and Establis

14、hment of ContractOffer An offer is a proposal of terms and conditions presented in a potential contract by one party,called the offeror,to another party,called offeree.For the sake of the agreement to be binding,the offeree must first accept the offer;otherwise there is no legal contract.Best OfferS

15、earch SpaceAvailable OfferMultimedia DatabaseStaticNegotiationDynamicNegotiation with VersionsRe-negotiation with AlternativesChapter 14 Business Negotiation and Establishment of ContractCounter-offerAcceptanceA counter-offer is an offer made by an offeree to an offeror,accepting some terms and chan

16、ging other terms.It can be made verbally or in writing.Like an offer,a counter-offer is also of two kinds,one with engagement,and the other without.In business law,an acceptance is the assent to the terms of an offer,required before a contract can be valid.It must be absolute and unconditional,may b

17、e tendered only by the person to whom the offer,is directed,and must conform to any conditions concerning it that are set forth in the offer.Chapter 14 Business Negotiation and Establishment of ContractConclusion of a ContractA contract is an agreement that creates an obligation,which is a binding,l

18、egally enforceable agreement between two or more competent parties.It generally consists of an exchange of promise-an offer and an acceptance-resulting in an obligation to perform some particular act.In order to be valid,a contract must have the genuine assent of parties to it,that is,it must involv

19、e both offer and acceptance.Chapter 15 Export&Import Documentation Government Control DocumentsImport License and Foreign Exchange AuthorizationExport LicenseCertificate of OriginInspection CertificateConsular InvoiceCustoms InvoiceChapter 15 Export&Import Documentation Commercial DocumentsCommercia

20、l documents are generally issued by the importer,exporter or some relevant non-government business organizations.They aim to ensure smooth transactions and usually include:Pro forma InvoiceCommercial InvoiceQuality CertificateWeight CertificateChapter 15 Export&Import Documentation Finance Documents

21、v Application Form for International Money Transferv Draftv Bankers Draftv Commercial DraftIn international trade,quite a few finance documents are used to ensure that the exporter receives full and timely payment for the shipment.These documents are usually issued by banks or exporters.As some of t

22、he documents have already been discussed about their functions and varieties in Chapter 10,the subsequent discussion will be mainly about the details that should be contained in these documents,followed by some samples:v Sight Draftv Time Draftv Application for Documentary Letter of Creditv Letter o

23、f CreditChapter 15 Export&Import Documentation Transportation Documentsv Shipping Notev Packing Listv Bill of Ladingv Consignment Note(rail,road)A single export shipment can involve a lot of different documents to ensure that the goods reach the final consignee.A few commonly used transportation doc

24、uments are listed below.Some of them have already been discussed in detail about their importance and functions in Chapter 7.Therefore,the subsequent discussion will be mainly about the ones that have not been covered in Chapter 7:v Air Waybillv Parcel Post Receiptv Arrival Notificationv Combined Tr

25、ansport DocumentsChapter 15 Export&Import Documentation Insurance DocumentsInsurance PolicyInsurance CertificateOpen POlicyThe cargo insurance documents is a contract whereby the insurer,on the basis of a premium paid,undertakes to indemnify the insured against loss from certain risk or perils to which the cargo insured may be exposed.It is an indispensable adjunct of international trade.Without adequate insurance and protection of the interests of those with goods in transit,international trade can not be guaranteed.Part 3.International Trade Procedure