国际贸易实务1

nullnullInternational Trade Practice 国 际 贸 易 实 务By Zhou Mingzhi 周明智Self-introductionSelf-introduction周明智 Contact: lovelijoezhou@yahoo.com Mingzhi.zhou@hotmail.com Mobile:13523477998Chapter 1 Introduction to Int’l Trade PracticesChapter 1 Introduction to Int’l Trade Practices1. 1 What is international trade? Exchanging of (Buying or selling) goods, services or technology from or to a customer in another country or area. 1.2 Why do nations trade? Different natural resource reserves because of geological or geographical reasons; International specialization, one country is more efficient than the other; Benefits every country; 1.3 What are international trade practices about? --Studying laws, rules, regulations, practices, tactics, procedures of doing imp.& exp. business.null 1.4 Characteristics of int’l trade: Compared with domestic trade, int’l trade is --More difficult & Competition is even more fierce because of different culture, language, laws, customs, more trade barriers, hard to do market investigations, complicated negotiation tactics;null--More complicated & more procedures: different currencies and exchange rates, measurement units, business practices, customs and trade regulations, go through more procedures, as shipment and insurance, etc. -- More risky & unstable: more risks involved in int’l trade as credit, commercial, exchange rate, delivery, price, political risks in addition to longer time, rapid changes & wider range; More parties involved: shipping agency, inspection, insurance, customs, banks, embassies, CCPIT… Concerning foreign affairs.null1.5 Why do we study this course? --To enable students to do business with foreign countries so as to promote the economic growth and improve the living standard of our country. (in another words, to learn to earn big money both for you and the country !) Necessary?--Definitely! For instance: if your customer asks you to offer on CIF term, Payment by D/A, and insurance to cover WPA, but you don’t know what those special terms mean. Can you do business with them? In fact, the talents for international trade are insufficient seriously on the quantity and quality in our country.null1.6.1 What do we learn in this course? ☆ Int’l trade rules, conventions, laws, practices; ☆ Chinese foreign laws and regulations & practices; ☆ Contract clauses of Imp. & exp. contracts and relevant laws & practices (mainly for int’l sale of goods, why? ); ☆ Main procedures involved in imp. & exp. business; ☆ Tactics on negotiation with customers both from home and abroad; To sum up, to do business with foreigners and to improve our ability to communicate in business English.null 1. Domestic laws: The contract law of PRC.中华人民共和国合同法 Foreign trade law of PRC 对外贸易法 04年4月修订 Sale of goods act （英）货物买卖法 1.6.2 Laws, rules & conventions applicable to int’l trade 2. International rules & conventionsUnited Nations Convention on Contracts for the Int’l Sale of Goods---CISG <<联合国国际货物销售合同公约>>Hague Rules (1924)、Visby Rules (1968)、Hamburg Rules (1978) (海牙、维斯比、汉堡规则）提单United Nations Convention on Int’l Cargo Multimodal Transport <<联合国国际货物多式联运公约>>(1980年)null1.6.3 International trade practicesIncoterms 2000《国际贸易术语解释通则》Uniform Customs and Practice for Documentary Credit ---UCP600 《跟单信用证统一惯例》Uniform Rules for collection—URC522 国际商会托收统一惯例 Some universally binding customary practices or regulations formed during long term of int’l trade development and defined and edited by int’l organizations.null1.6.4 Functions of int’l trade practices 1. Simplify negotiation procedure & thus reduce time and cost of negotiation and in this way stimulate conclusion of contract. 2. Promote settlement of disputes and discrepancies arising from int’l sales contracts. 3. Help all parties, as the banks, insurance agencies, shipping forwarders, customs, involved in int’l trade to perform their business and solve problems. null 1.6.5 Differences between int’l treaty, practices and domestic law The relationship between int’l treaty, practices and domestic law varies in different countries. Int’l treaty may take effect automatically in some countries, which means that once it’s approved by the government of that country it becomes effective since that time, while in other countries, it will have to wait for the legislative institution’s approve of that country to become effective. Int’l practices are of NGO and no need approval of a country’s government. It becomes effective when the parties concerned agree to be subjective to it.null1.7 ContentsChapter2 Commodity and descriptionChapter3 Trade Terms and pricingChapter4 International Cargo TransportChapter5 International Cargo Transport InsuranceChapter6 International PaymentsChapter7 Inspection,Claims,arbitration and Force MajeureChapter8 Negotiation and Conclusion of ContractChapter9 Execution of E/I Contract Chapter 10 Customs clearance Chapter 11 Trade Forms These 6 chapters concern s/c clausesChapter1 PrefaceExp/Imp transaction proceduresnull1.8 How are we going to learn this course? (my teaching plan for this course) Pre-class study and questioning in class attendance will account for 15% of final score; Lecture and discussion; Home work & lab practice15% (copying found disqualifies this credit); Final Exam 70%null1.9.1 The Development of China’s foreign trade(USD100million) USD1154.7 billion 3rd of world USD1422.1 billion USD1760.6 billion ,1-7 usd1172 billionnull1.9.2. China’s Export composition in 2003 (inUSD100m.)5%52%25%18%2006 machinery exp. 56.7%, hi-tech products exp. 29%null1.9.3 A comparison of exp.& imp. volume of some key areas in 2006 In usd billion1.9.4 Latest exp. & imp. situation up to July 20071.9.4 Latest exp. & imp. situation up to July 2007 1.9.5 China’s GDP in 20061.9.5 China’s GDP in 2006China’s GDP in 2006 was RMB20940.7 billion, 10.7% higher than that of the previous year. First industry covered RMB2470 billion，up5.0%；that of the second was RMB10200.4billion，increased by 12.5%；GDP of the third industry increased 10.3% to RMB8270.3 billion. null 1.9.6 GDP & it’s increasing rate in 2002-20061.9.7 Increasing rate of China’s foreign trade 1.9.7 Increasing rate of China’s foreign trade 2002 21.8% 2003 37.1% 2004 35.7% 2005 23.2% 2006 23.8% What conclusion can you draw if you compare the increasing rate of China’s GDP with that of foreign trade?null1.9.8 Degree of dependence on foreign trade 贸易依存度=进出口总额 / GDP (BillionRMB). 1.10 Qualification Exams for International Business Doers.国际商务助理商务及商务师执业资格考试 《国际商务理论与实务》、《国际商务专业知识》和《业务外语》3个科目。其中业务外语科目应参加全国职称外语等级考试中的B级考试。 外销员从业资格考试 《外经贸综合业务》和《外经贸外语》2个科目，《外经贸外语》考试分笔试和口语两部分； 报关员执业资格考试 外贸报检报验员执业资格考试null 1.11 Recommended websiteshttp://www.mofcom.gov.cn商务部 http://www.cosco.com.cn 中国远洋运输集团总公司 http://www.cifa.org.cn 中国国际货运代理协会 http://www.ccpit.org 中国贸促会/中国国际商会 http://www.customs.gov.cn 海关总署 http://www.safe.gov.cn中国国家外汇管理局 http://china.alibaba.com 阿里巴巴 http://www.wto.org WTO http://www.iccwbo.org 国际商会 http://202.196.167.3/training/doc/simtrade/null1.12 Recommendation of books 进出口贸易实务（第四版）上海人民出版社 吴百福 《国际贸易实务》对外经贸大学 冷柏军 International Trade Practices 帅建林 西南财经大学出版The end of chapter oneThe end of chapter one Thank you! nullChapter 2 Commodity and Description 6 hrsContents of this chapter Section 1 Name of commoditySection 2 Quality of commoditySection 3 Quantity of commoditySection 4 Packing of commoditynullSection 1 Name of Commodity2.1.1. Definition--A kind of title or conception that can distinguish one particular commodity from others. “品名”是指能使某种商品区别于其他商品的一种称呼或概念。它在一定程度上体现了商品的自然属性、用途以及主要的性能特征。明确商品的品名是交易进行的前提。它是买卖双方交收货物时的一项基本依据。Name of Commodity:E.g.:Chinese Green Tea2.1.2 The importance of describing commodities in a correct way in an S/C or P/C.2.1.2 The importance of describing commodities in a correct way in an S/C or P/C. If the goods delivered by the seller are not in accordance with the agreed name of commodity, the buyer reserves the right to reject the goods or even cancel the contract and lodge a claim. (CISG) 若卖方交付的货物不符合合同规定的品名或说明，则买方有权拒收货物，撤消合同并提出损害赔偿。 null2.1.3 Naming MethodsNaming by usage:Loom Naming by materials:Gunny bagsNaming by composition:Naming by appearance:Naming by commendatory term:Naming by place, historic person, workmanship…Pearl creamgreen beans、flaresClean & Clear2.1.4 How to describe commodities correctly in an S/C or P/C. 2.1.4 How to describe commodities correctly in an S/C or P/C. Name & description of goods: Ladies Handbag LPD2162 Brown / Tan CC LOGO 11" X 5" X 22.1.5 Some points to be considered under name of commodity clause 品名条款需要注意的问： 2.1.5 Some points to be considered under name of commodity clause 品名条款需要注意的问题： 1) Try to adopt the internationally accepted name, especially for new products. E.g: ‘dog-skin plaster’ is not a proper one. 2) The customs and carriage tariffs --在不违反政策的前提下，从进出口国海关商品分类名称选择有利于减纳关税或方便进出口的品名； --使用运费表中品名适于较底的运费率的名称； 3） To be in conformity with the description in other docs & true to real goods. 与有关文件上对品名描述的以及实际货物一致性。 4) Make it simple and easy for execution of S/C. 凡做不到或不必要的描述性词句，都不应列入， 以免给履行合同带来困难。null5) And in many cases, the description of the goods will include it’s standard, grade, modal, specifications etc. 实务中，通常把有关商品的具体品种、等级或型号的概括性描述，品质规格包括进去加以限定，从而把品名条款与品质条款合而为一。 6）In English, other languages are rarely used, especially when L/C payment is applied.null2.2 Quality of Commodity2.2.1 Quality of commodity: It refers to the outer appearance and the inner features of the goods: --the shape, structure, color, size --their chemical composition --physical and mechanical performance --biological features, or technical indexes 商品的质量是外观形态和内在质量的综合。它直接影响商品的使用价值和价格，是决定商品使用效能和影响商品市场价格的重要因素。因此，国际市场竞争的趋势是高质量而非单纯的低价格。2.2.2 Regulations on quality in CISG2.2.2 Regulations on quality in CISGUnited Nations Convention on Contracts for the International Sale of Goods, CISG 《联合国国际货物合同公约》规定： The seller must deliver goods which are of the  quantity, quality and description required by  the contract and which are contained or packaged in  the manner required by the contract. 卖方交货必须符合约定的质量，如卖方交货不符约定的品质条件，买方有权要求损害赔偿，也可要求修理或交付替代货物，甚至拒收货物和撤消合同。 商品质量的优劣不仅关系到买卖双方的经济利益，而且还关系到商品信誉、企业信誉、国家形象和消费者的利益. 2.2.3 int’l quality control standards ISO9000,14000, OHSAS180002.2.3 int’l quality control standards ISO9000,14000, OHSAS18000 1987版ISO9001标准从自我保证的角度出发，更多关注的是企业内部的质量管理和质量保证；1994版ISO9001标准则通过20个质量要素，把用户要求、法规要求及质量保证的要求纳入标准的范围中：2000版ISO9001标准在标准构思和标准目的等方面出现了具有时代气息的变化，过程方法的概念、顾客需求的考虑、持续改进的思想贯穿於整个标准，把组织的质量管理体系满足顾客要求的能力和程度体现在标准的要求之中。2000年12月15日正式由国际标准化组织颁布实施 ISO9000、ISO9001、ISO9004、ISO19011四项标准构成新版ISO9000族标准的核心标准。 nullISO9001：2000标准作为通用的质量管理体系标准可适用於各类组织，不受组织类型、规模、经济技术活动领域或专业范围、提供产品种类的影响和限制。 1、 任何组织的质量管理体系应考虑四个应考虑四个重要组成部分：首先是管理职责，包括方针、目标、管理承诺、职责与许可权、策划、顾客需求、质量管理体系和管理评审等项内容；其次是资源管理，包括人力资源、资讯资源、设施设备和工作环境等项内容；第三是过程管理，包括顾客需求转换、、采购、产品生产与服务提供等项内容；第四是测量、分析与改进，包括资讯测评、质量管理体系内审、产品监测和测量、过程监测和测量、不合格品控制、持续改进、纠正和预防等。 2、 标准中使用的术语“产品“可以指有形的实物产品，也可以指”服务”。 3、 主要目的是展现组织有能力持续提供满足顾客需求和相关法律、法规要求的产品，能确保其通过有效运行质量管理体系增强顾客的信任。 2.2.4 Quality requirement for exp. goods2.2.4 Quality requirement for exp. goods 出口商品应坚持“质量第一”的原则和贯彻“以销定产”的方针，并符合下列要求： 1.针对不同市场和不同消费者的消费水平、需求和消费习惯来确定出口商品的品质、规格、花色、式样等商品质量。  2.不断更新换代和精益求精，凡质量不稳定或不过关的商品，不宜轻易出口，以免败坏声誉。 3.适应进口国的有关法令规定和要求。 4.适应国外自然条件、季节变化和销售方式以及商品在流通过程中的变化规律，以增强其竞争力。null2.2.5 Methods of Stipulating Quality Specification GradeStandardBrand or Trade Mark OriginSale by Sample or real goods seller’s sample(卖方样品) buyer’s sample counter/return （复样） sampleSale by Description Illustration(1) Sale by real goods(1) Sale by real goods看货买卖：即先由买方或其代理人在卖方销售地验看货物，达成交易后，卖方即按验看过的商品交付货物，且买方不得对品质提出异议。多用于首饰、珠宝、字画等商品。 (2) Sale by samples(2) Sale by samplesWhen sending samples to the buyer, the seller should keep some original sample原样 Use elastic clause（使用弹性条款） as “ Quality to be about equal to the Sample” or a “ Quality to be similar to the Sample”. (not easily accepted by the buyer) When sale by buyer’s samples, the seller should make duplicate samples (复样)or counter sample(对等样品) for the buyer’s approval before production. Sometimes, sealed samples are used to avoid disputes upon the quality of goods. Clarify the buyer’s rights in the S/C once the quality of the goods shipped is not in conformity with the sample.null(3) Sale by specification （凭规格买卖）--Sale by specification：to describe goods in the s/c with key indexes as their chemical composition, content, purity, performance, capacity, length, thickness, sizes etc.E.g. Description of goods Northeast China beans Oil content: 18% min Moisture: 13% max Admixture: 1% max Imperfect grains: 7% maxNow, you do it!Now, you do it!Put the following into English 货物名称：冻带骨兔肉 规格：特级：每只净重不低于1500克； 　 大级：每只净重不低于1000克； 　 中级：每只净重不低于600克； 　 小级：每只净重不低于400克 。null(4) Sale by Grade（凭等级买卖）E.g.: Fresh Eggs, shell light brown and clean, even in size Grade AA: 60-65gm per egg Grade B: 55-60gm per egg Grade C: 45-50gm per egg Grade D: 40-45gm per egg Grade E: 35-40gm per egg --to describe in s/c goods of one category but of different quality by using words, figures or marks representing different quality grades of goods.Qualified ?(5) Sale by Standard （凭标准买卖）(5) Sale by Standard （凭标准买卖）. To describe goods in s/c with quality standards set forth by government or trade union or exchanges or some commercial institutions or organizations. 。suitable for agricultural produce of which the quality varies easily and for some industrial goods .nullChinese Tong Oil, F.A.Q, F.F.A 4% max 中国桐油，大路货，游离脂肪酸最高4% Chinese Groundnut, 2004 crop, F.A.Q. Moisture 10%(max.) Oil content 45% (min.) Admixture 5% (max.) Imperfect Grains 8% (max.) (5) Sale by Standard （凭标准买卖） For agricultural products, F.A.Q. or G.M.Q. maybe used to define the quality: 1） F.A.Q. 2） G.M.Q. Fair Average Quality良好平均品质Good Merchantable Quality上好可销品质E.g.:(5) Sale by Standard （凭标准买卖）(5) Sale by Standard （凭标准买卖）Grade A00, A0 for aluminum; Size: 38/42/oz, 40/50/oz for groundnut kernels; Grades 6A, 5A, 4A, 3A, 2A, A, B, C, D, E, F, G for silk; Standards: ISO, IEC (int’l electric committee), BS (British Standard), ANSI (US), NF(FRANCE), DIN (Germany) JIS, JAS (Japan) (5) Sale by Standard （凭标准买卖） Some popular standards:(5) Sale by Standard （凭标准买卖） Some popular standards: “中国强制认证”，“China Compulsory Certification”，缩写 “CCC”。 En, E-mark (Economic Commission of Europe, ECE 欧洲 经济委员会) 包括28个国家 GS德语Geprufte Sicherheit (安全性已认证) Germany Safety FCC Federal Communications Commission美联邦通信 委员会 CSA加拿大标准Canadian Standards Association VDE 德国国家产品标志 UL 保险商试验（Underwriter Laboratories Inc.） Sale by Brand or Trademark 凭商标或品牌买卖Sale by Brand or Trademark 凭商标或品牌买卖 to describe goods in s/c by using their trade mark or brand name, as Maling Brand Worcesersire Sauce梅林牌辣酱油, Qimen Black tea, crocodile, sprit, Nike, Addidas. Coca cola (7) Sale by name of origin, or by geographical indication 凭产地名称或地理标志买卖(7) Sale by name of origin, or by geographical indication 凭产地名称或地理标志买卖E.g. Zhongmou garlic Changbaishan Ginseng Minquan grape wine Shandong Chinese onion (8) Sale by description and illustration （凭说明书或图样买卖）(8) Sale by description and illustration （凭说明书或图样买卖） For some machinery, electric appliances, instrument, heavy equipment, transportation vehicles, they are so complicated that only the name, brand, model are not enough to specify their quality, so, illustrations of various kinds are usually used to describe their quality in s/c. 2.2.4 Quality latitude clause & quality tolerance 品质机幅度条款与品质公差2.2.4 Quality latitude clause & quality tolerance 品质机幅度条款与品质公差Quality latitude clause(品质机动幅度)： --- The quality of the goods to be delivered by the seller is flexible within a certain range. --即质量指标在一定幅度内可以机动。具体方法有规定范围、极限和上下差异三种。null2.2.5 Terms of Quality in a contractB601 Tomato Paste 28/30 Concentration Grey Duck’s down, content 18% (1% more or less) E.g.:Quality of goods must be clearly described in an s/c. As different goods have different quality, we have different ways to express their different quality. Stipulating a range （范围） Yarn-dyed Gingham (色织条格布 ) Width 41/42" Live Yellow Eel (活黄鳝) 75g and up per piecenull(2) Stipulating a ‘MAX.’ or ‘MIN.’Fish Meal Protein 55% Min. Fat 9% Max. Moisture 11%Max. Salt 4%Max.Note: mostly for primary productsE.g.:nullUsing Quality Tolerance Clause 品质公差Quality tolerance(质量公差)： the quality difference commonly accepted or recognized by the same industry in the international market. 是指允许交付货物的特定质量指标有在公认的一定范围内的差异。--Industrial manufactured goods: Machinery, instrument or equipment Note Note For goods sold/bought by weight, more or less shipment is usually allowed, which will be stipulated in s/c as “Amount of credit and quantity of merchandise (5%) more or less acceptable.” 信用证的金额及货物的数量均可允许5%增减。null2.3 Quantity of GoodsGenerals: Quantity（数量）--The weight, numbers, length, volume, area, and capacity of goods, which are indicated by different measuring units. Article 52 of CISG stipulates: “If the seller delivers a quantity of goods greater than that provided for in the contract , the buyer may take delivery of the goods or refuse to take delivery of the excess quantity. If the buyer takes delivery of all or part of the excess quantity, he must pay for it at the contract rate.” 2.3.1 Systems & units of Measurement2.3.1 Systems & units of MeasurementMetric system, U.S system, British system, Int’l system of unit, we use Int’l system of unit. Units: mt/MT/ M/T, kg, gram, lb, l., gal, s/t, l/t, pc, doz, oz, carton (CTN), case, drum, barrel, bale, yd, ft (20’), inch (10”), 《中华人民共和国计量法》第3条规定：“国家采用国际单位制。国际单位制计量单位和国家选定的其他计量单位为国家法定计量单位。”null2.3.1 Units of MeasurementNumbers:Length:Area:Volume:Capacity:Piece/pc, Dozen/doz, drum, carton/ctnmeteryardfoot1m=1.094yd =3.281ft m2 yd2 ft2m3 yd3 ft3 liter gallon bushelWeight:kg. metric ton long/short ton1MT=1000kgs 1LT =1016kgs 1ST=907.2kgsnull2.3.2 Calculation of weight Gross Weight, GW(毛重)Conditioned Weight (公量) Theoretical Weight（理论重量）Net Weight, NT (净重), NNTnullBy Gross Weight (毛重)USD300 per MT, gross for net每公吨300美元，以毛作净By Net Weight (净重)gross weight – tare = net weightBy actual tare（皮重） By average tare By customary tare By computed (双方约定）tarenull公量=商品的干净重×(1+公定回潮率) = 实际重量（1+公定回潮率） 1+实际回潮率High-valued goods: wool, raw silk Unsteady moisture contentFormula:--Through scientific methods to remove the moisture content of the commodity then add standardized moisture.By Conditioned Weight (公量)null 公量的计算：某厂出口生丝10公吨，双方约定标准回潮率是11%，用科学仪器抽出水分后，生丝净剩8公吨。某厂出口生丝的公量是？公量=干量+标准含水量 =8+8*11% =8.88（公吨）nullMore or Less clause（溢短装条款）Quantity Latitude4. Terms of Quantity in a contract (M)大同锅炉用煤，500公吨，5%溢短装，由卖方选择,溢短量价值以合同价计。E.g