Chapter14

Modesofinternationaltrade返回目錄LearningObjectives1.Conceptsandcharacteristicsofvarioustradeforms;2.Maincontentsofvarioustradeagreement;3.Issuesofusingvarioustradeforms.contents經(jīng)銷,代理與寄售(Distribution,AgencyandConsignment)招標與拍賣(TendersandAuction）

對銷貿(mào)易(Countertrade)

期貨交易（FuturesTrading）

一、1.經(jīng)銷（Distribution）㈠定義（Definition）:Itmeansthatthedistributorallocatesandsellsthegoodsonbehalfoftheexporter.

定銷(Fixeddistribution)

包銷(Exclusivesales)

㈡特征（Features）

TherelationbetweenthesupplierandthedistributorisPrincipaltoPrinciple;thedistributorsellsgoodsinhisownnameandonhisownaccount.

返回目錄㈢經(jīng)銷協(xié)議的內(nèi)容（Thecontentsofdistributionagreement）

1.經(jīng)銷協(xié)議的范圍(Thescopeoftheagreement)2.經(jīng)銷地區(qū)(Theareaofdistribution)3.經(jīng)銷數(shù)量或金額(Quantityandamount)4.作價方法(Methodsofpricing)5.其他義務(Otherobligations)6.經(jīng)銷期限(Periodofdistribution)2.代理（Agency）㈠定義（Definition）

Itmeansthattheagentsignscontractswithathirdpartyonbehalfoftheprincipleordoesothermattersrelatingtothesalesincompliancewiththeinstructionfromhisprincipal,whiletheprincipalshallberesponsiblefortheagent’sbusinessactivitiesandtheobligationsincurredtherein.

傭金代理(Thecommissionagent)

獨家代理(Thesoleagent)

總代理(Thegeneralagent)返回目錄㈡特點（Features）

Theagentcan’tsurpassthescopeofauthorityandhecan’tsigncontractinhisownname.Heisamiddlemanandreceivecommission.Heisfreefromtheresponsibilitiesofthecontract.

3寄售（Consignment）

㈠定義（Definition）

Itmeansthattheconsignordeliversthegoodstotheplaceofconsignmentabroadfirst,thenentruststheconsigneewiththetasktosellthegoodsaccordingtotheconditionsandmethodsstipulatedintheagreementofconsignment.返回目錄㈡特征(Features)l

Theconsignorshallfirstdeliverthegoodstotheagentorconsignmentagent.l

Beforethecommissionagentsellsoutthegoods,thetitletothegoodsstillbelongstotheconsignor.l

Thecommissionagentiscommissionedtosellthegoodsfortheconsignorandhewilldealwiththegoodsaccordingtotheorderoftheconsignoronly.l

Theconsignmentagentwillnotunderanyrisksandexpensesandheonlychargescommissionforhisservice.

二、1.招投標（tender）Procedures:invitationforbids,submissionoftenders,bidopening,tenderdiscussionandtenderdecision,establishmentofcontract,executionofcontract.返回目錄2.拍賣(Auction)㈠定義（Definition）Itisakindofspottransactioninwhichtheauctioneerisentitledtosellthegoodsaccordingtocertainprinciplesandregulations.㈡種類（Kindsoftheauction）l

增價拍賣（Mark-upauction）l

減價拍賣（

Mark-downauction）l

密封遞價（Sealedbidsorclosedbids）

㈢拍賣的程序（Theprocedureofauction）

準備階段

（Preparation）

正式拍賣（Formalauction）

成交與交貨（Makingpaymentandtakingdeliveryofthegoods）

㈣拍買的特點（Thefeaturesofauction）1.Itisprocessedinanorganization.2.Ithasitsparticularlawandregulations.3.Itisthespottransaction返回目錄

三、對銷貿(mào)易（Countertrade）

㈠定義（Definition）

Countertradeisamodeoftradewhichmakesuseoftheagreedcommodityorserviceasamodeofpaymentfortheequipment,technologyimportedfromabroad.㈡對銷貿(mào)易的形式（Theformsofcountertrade）1.易貨貿(mào)易（Bartertrade）2.補償貿(mào)易（Compensationtrade）3.互購（CounterPurchase）4.轉(zhuǎn)手貿(mào)易（SwitchTrade）5.抵消貿(mào)易（OffsetTrade）㈢對銷貿(mào)易的作用（Thefunctionofthecountertrade）返回目錄

四、期貨交易（Futurestrading）

㈠定義（Definition）

Itisanorganizedmarketatwhichfuturescontractsofparticularcommoditiesaresoldaccordingtoitsregulationsatastipulatedtime.

㈡期貨交易與現(xiàn)貨交易的區(qū)別（Thedifferencesbetweenfuturestradingandspottransaction）

TheobjectofthetransactionTheplaceandtimeoftransactionTheformoftransactionThewaysofcarryingoutcontractThelegalrelationsbetweenpartnerThepurposeoftransaction返回目錄㈢期貨市場的構(gòu)成（Theformationofthefuturesmarket）1.期貨交易所（FuturesExchanges）2.期貨傭金商(FuturesCommissionMerchant)3.清算所(ClearingHouse)4.期貨交易的參加者(Participantsoffuturestransaction)

①套期保值者（Hedger）②投機者(Speculator)

（四）套期保值(Hedging)Itmeansthatwhentheseller(buyer)sells(buys)theactualcommodity,hewillbuy(sell)thefuturescontractofthesameamountatthecommodityexchange.Fromtheviewpointoflongperiodoftime,pricesatthecommodityexchangearealmostthesameasthoseattheactualcommoditymarket,sothelossorprofitinactualcommoditybusinessmaybecompensatedoroffsetbytheprofitorlossinthesameamountatthecommodityexchange.套期保值的具體做法1.賣期保值（SellingHedge）2.買期保值（BuyingHedge）返回目錄進出口商的套期保值策略（Tactics）

Signtheimportcontractwithfixedprice1.