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1、Unit 9 & 10,国际贸易实务(双语版),Import and Export Practice,广东轻工职业技术学院 应用外语系,应用外语系 基础平台课程,Learning Objectives,Understand the procedure of export transaction Understand the procedure of import transaction Identify the necessary documents associated with international trade Know how to make out commercial invo
2、ice, packing list and bill of lading,For most countries exports and imports are the most important international activities. International trade is the exchange of goods and services across international or . Each country may import some goods and raw materials that it needs and export some goods th
3、at it produces. Thus the import and export trades are two sides of the same coin, and both can have beneficial effects on the home market. However, the procedure of foreign trade is much more complicated than that of domestic trade, and the former involves specialized knowledge and highly trained pe
4、rsonnel. This unit discusses the procedure of export and import transactions and some important documents involved in international trade.,Import and Export Practice,boundary n. 边界, 分界线,boundaries,territory n. 领土, 版图, 地域,territories,Contents,Section 1 Import and Export Procedure,Section 2 Documents,
5、Exercises,Step 1 Preparation Any exporter who wants to open a new market in a foreign country must a lot of market research. Export market research is a study of a given market abroad to determine the needs of that market and the methods by which the products can be supplied. The exporter needs to k
6、now which countries are likely to use his products and which companies are interested in marketing the products. And the exporter must analyze whether there is a for making a profit.,Section 1,conduct v. 实施,引导,conduct,potential n. 潜能, 潜力,potential,The exporter should select the target markets after
7、careful consideration of various factors like political and economic conditions, scope of exporters selected product, demand stability, market penetration by countries and products, distance of potential market, transport problems, language problems, tariff and non-tariff barriers, size of demand in
8、 the market, expected life span of market and product requirements, sales and distribution channels.,Section 1,competitive a. 竞争的,competitive,After selecting the target markets, the exporter should select the prospective buyers. Before identifying the potential customers, the exporter should do some
9、 research on the buyers reputation, credit standing and his business size. The information can be obtained from various sources such as references given by the buyer, buyers bank, trade associations, chambers of commerce and export promotion organization. The exporter can collect the names and addre
10、sses of the prospective buyers of the commodities from the following ways:,Section 1, Enquiries from friends or residing in foreign countries Participating in international trade fairs and exhibitions Surfing the Internet Visiting embassies, , etc. of other countries Advertising in newspapers having
11、 overseas and other foreign newspapers and magazines, etc.,Section 1,acquaintance n. 熟人,acquaintances,consulate n. 领事, 领事馆,consulates,edition n. 版本, 版,editions,Section 1,When conducting the market research, the exporter can do some export promotion. Advertisement is a good way of promotion. Advertis
12、ement can be made online or on overseas newspapers and magazines. The exporter also can send some brochures and product literature to prospective overseas buyers. Whats more, the exporter should participate in some international trade fairs and exhibitions, introducing their products to the potentia
13、l customers. Further, exporter should analyze the possibilities of gaining profits, and how big the possibities are.,reputed a. 名誉好的,有名气的,reputed,Section 1,Step 2 Business negotiation International business negotiation is an important part of conducting a foreign trade. It is the dealing between exp
14、orter and importer in order to reach an agreement on the price, quantity, quality, payment and other terms and conditions of a sale. Negotiation is usually considered as a to settle an argument or issue to benefit ourselves as much as possible. Communication is always the link that will be used to n
15、egotiate the issue/argument whether it is face-to-face, on the telephone or in writing. Remember, negotiation is not always between two people and it can involve several members from two parties. No matter in what way the negotiations are held, in general, they consist of the following links: enquir
16、y, offer, counter-offer, acceptance and conclusion of sales contract.,compromise n. 妥协, 折衷,compromise,Section 1,Business negotiation in international trade usually starts with an enquiry. An enquiry is a request for business information, such as price, catalogues, samples and details about the goods
17、 or trade terms and conditions. In foreign trade, enquiry can be made by either the importer or the exporter. On receiving the enquiry, the recipient should reply to it as soon as possible to start the negotiation.,Section 1,An offer is a proposal made by an exporter to an importer in order to enter
18、 into a contract. An offer contains details of the name, specifications, quantity and quality of the goods to be sold. When stating the price of the goods in the offer, the exporter should explain how the price has been reached and in which currency it is listed, as well as setting out the payment t
19、erms. Incoterms that are used in the contract should also state clearly in order to clarify which party will be responsible for the shipment, insurance and so on.,Section 1,There are two kinds of offer: firm offer and non-firm offer. A firm offer is a promise to sell goods at a stated price, usually
20、 within a period of time. It is to be noted that a firm offer cannot be withdrawn by the exporter within its validity. It is the importers option to accept or reject or counter-offer during the validity period. United Nations Convention on Contracts for the International Sale of Goods specifies that
21、 an offer cannot be revoked if it indicates, whether by stating a fixed time for acceptance or otherwise, that it is irrevocable or if it was reasonable for the offeree to rely on the offer as being irrevocable and the offeree has acted in reliance on the offer. A non-firm offer is an offer without
22、engagement.,Section 1,Once the offer is made to the importer, one of the three things may happen: the offer may be accepted and the contract agreed on; or it may be rejected for whatever reasons the importer may have for turning it down; the third option is that the importer may respond to it by acc
23、epting some terms and changing other terms, which is considered to be a counter-offer, rather than an acceptance of the original offer.,Section 1,Acceptance of the offer both the importer and the exporter to the specific terms of the sale and forms a legally contract. An acceptance must be absolute
24、and unconditional, otherwise it is only a counter-offer. Acceptance shall be declared in ways stipulated in the offer, either orally or in a written form within the time of validity.,commit v.把交托给, 答应负责,commits,binding n. 约束,捆绑,binding,Section 1,In order to avoid disputes, it is necessary to enter i
25、nto a sales contract or sales confirmation with the importer once the offer is accepted. For this purpose, the sales contract or the sales confirmation should stipulate clearly their rights and obligations respectively. There should not be any ambiguity regarding the exact specifications of goods an
26、d terms of sale including export price, mode of payment, type of packaging, port of shipment, delivery schedule, etc. The following elements should be included in the sales contract/sales confirmation:,Section 1,Name of commodity and specifications Quantity /weight Unit price Terms of paymentAmount/
27、 Currency Terms of delivery Packing Period of delivery/Shipment Port of loading/destination Insurance Required documents Force Majeure Arbitration,Brainstorm: Try to understand the following sales contract and translate it into Chinese with your partner.,Section 1,The following is a sample of a sale
28、s contract:,SALES CONTRACT Contract No.:GOBB234789A Date: July 2, 2008 Signed At: Guangzhou, China Seller: KARRIC TRADING CO., LTD. No.236 Baiyun Road, Guangzhou, China Tel: 02085623266 Fax: 02085623267 Buyer: COKTEL LABELMAKERS LTD. 785 Austrak Street, Somerton, Australia Tel: +61(0) 247741453 Fax:
29、 +61(0) 247741423 The undersigned Seller and Buyer have agreed to close the following transactions according to the terms and conditions stipulated below, which are subject to Incoterms 2000, unless other stipulated:,Section 1,1. Description of Goods With 10 % more or less both in amount and quantit
30、y allowed at the Sellers option. 2. Total Value: U.S. DOLLARS TWENTY TWO THOUSAND SEVEN HUNDRED AND EIGHTY ONLY,Section 1,3. Packing: Specified meters200 meters/roll. Export standard packing (Type A). I.D. Of Core: LAF60mic: 6 inches (152mm). Estimated loading volume: 120 container. 4. Shipment: Lat
31、est shipment day: On or before July 27, 2008 Port of loading: Guangzhou of China Destination of delivery: Melbourne, Australia Partial shipment: Not Allowed Trans shipment: Allowed 5. Quality: Biaxially Oriented Polypropylene Film, for pearl labeling grade as per testing result or technical data she
32、et of Manufacturer.,Section 1,6. Terms of Payment: Full invoice value shall be paid by L/C 60 days from the B/L date, payable in USD for 100% amount of invoice value in favor of KARRIC TRADING CO.,LTD., opening before July 05, 2008, and expiring not earlier than August 15, 2008. Banking charges occu
33、rred in Seller or beneficiarys country shall be borne by beneficiary, charges occurred outside beneficiarys country shall be borne by Buyer or applicant. 7. Insurance: Covering All Risks for C.I.F. invoice value plus 10%, claims payable in Australia. 8. Other terms: The General Terms and Conditions
34、of this contract on the next page constitute an inseparable part from this Contract and shall be equally binding upon both parties hereto. the Seller the Buyer,Section 1,GENERAL TERMS AND CONDITIONS 1. Documents The seller shall present the following documents to the buyer: Full set (3/3) of origina
35、l clean on board Bill of Lading marked “freight prepaid” Commercial invoice in two originals Packing list in two originals Insurance policy in two originals and two copies 2. Inspection The buyer shall have the right to re-inspect the Quality and Quality (Weight) of the cargo. The re-inspection fee
36、shall be borne by the Buyer. Should the Quality and/or Quantity (Weight) be found not in conformity with that of the contract, the Buyer is entitled to lodge with the Seller a claim which should be supported by survey reports issued by the Competent Inspection Bureau.,Section 1,3. Force Majeure The
37、Seller shall not be held responsible for the delay of shipment or non-delivery of the goods due to Force Majeure such as War, Serious Fire, Flood, Typhoon, Earthquake and other cases. The Seller shall advise the Buyer immediately of the occurrence mentioned above and within fifteen days thereafter,
38、with a certificate of the accident issued by the Competent Government Authorities or the Chamber of Commerce where the accident occurs as evidence thereof if available. Under such circumstances, the Seller, however, is still under the obligation to take all necessary measures to hasten the delivery
39、of the goods. In case the accident lasts for more than six (6) months, the Buyer shall have the right to cancel the contract. 4. Claims Within fifteen days after the goods arrival at the destination, should the Quality, Specifications or Quantity be found not in conformity with the stipulation in th
40、e contract except those claims for which the Insurance Company or the owner of the vessel are liable. The Buyer shall, on the strength of the Inspection Certificate issued by the Competent Inspection Bureau, have the right to claim for replacement with new goods or for compensation.,Section 1,5. Arb
41、itration All disputes in connection with the execution of this contract shall be settled friendly through negotiations. In case no settlement can be reached, the case may then be submitted to the China International Economic and Trade Arbitration Commission of China Council for the Promotion of Inte
42、rnational Trade for arbitration. The arbitration shall take place in Guangzhou, China, according to its Rules of Arbitration. The decision made by the commission shall be accepted as final and binding upon both parties. Neither party shall seek recourse to a law court or other authorities to appeal
43、for revision of the decision. Arbitration fee shall be borne by the losing party. 6. Effectiveness This Contract is made out in two original copies, one copy to be held by each party. The Buyer is requested to sign and return one copy of this Contract immediately after receipt of the same. Objection
44、, if any, should be raised by the Buyer within five days after the receipt of this Contract, in the absence of which it is understood that the Buyers have accepted the terms and conditions of the Contract.,Section 1,Step 3 Implementation of contract Under CIF contract with terms of payment by letter
45、 of credit, the implementation of the contract usually goes through the following steps:,After a contract is signed, it is the main task for the exporter to prepare the goods for shipment. The quantity, quality and packing must strictly follow the in the sales contract.,stipulation n. 约定, 规定, 条款,sti
46、pulations,Section 1,If the goods need to be inspected before shipment, the inspection should be carried out in time and the inspection certificates should be obtained. An inspection certificate usually has a validity period, so shipment should be made within the period.,If the exporter and importer
47、agreed to make payment by L/C, the exporter should ask the importer to issue the letter of credit in time. After receiving the letter of credit, the exporter must examine the letter of credit carefully against the sales contract. Only when all the terms in the letter of credit comply with the terms
48、of the sales contract, can the exporter make shipment of the goods. But if there are any discrepancies, the exporter should ask the importer to amend the letter of credit.,Section 1,The most common and the cheapest method of transport is ocean transportation. Shipment is made according to the contract terms after receiving the letter of credit. The exporter should contact the shipping company or its agents for and booking shipping space. After the goods are loaded, the shipping company issues a bill of lading which is a receipt evi