暢想網(wǎng)絡(luò)ln-icsgiriaL：&nKfekT白「k國(guó)際貿(mào)易實(shí)務(wù)(下劃線為重點(diǎn)記憶和理解，無的為一般記憶和了解)Chapterone.國(guó)際貿(mào)易概念：Internationaltradeisalsoknownasworldtrade,foreigntrade,overseastrade.Itreferstotheprocessoffairanddeliberateexchangeofgoodsorservicesbetweentwoormorecountries,involvingtheuseoftwoormorecurrencies.Besides,internationaltradeconcernstradeoperationsofbothimportandexportandincludesthepurchaseandsaleofbothvisibleandinvisiblegoods..國(guó)際貿(mào)易產(chǎn)生的原因：(了解)Resourcereasons(naturalresource,humanresourceandtechnology)Economicreasons(economicbenefits,comparativeadvantageandeconomiesofscale)Otherreasons(politicalreasons,differencesintastes,preferencesandconsumptionpatterns).國(guó)際貿(mào)易與國(guó)內(nèi)貿(mào)易的不同：Inparticular,internationaltradeismoresubjectto:LanguagehabitsandculturaldifferencesForeignlaws,customsandregulationsorinternationalrulesExchangeratefluctuationsandinterestrateHigherlevelofpolitical,financialandtransportationrisksMorecomplexbusinessproceduresthereforemanagersneedabroaderrangeofmanagementskills.國(guó)際貿(mào)易的分類：1)從貨物流向(directionofcargoflow)分:exporttrade,importtradeandtransittrace(過境貿(mào)易)2)從參與的貿(mào)易方(thenumberofparticipants)分：directtrade,indirecttradeandentrepottrade(轉(zhuǎn)口貿(mào)易)轉(zhuǎn)口貿(mào)易:entrepottradereferstothetransactionwhichinvolvesimportinggoodsfromoverseasforfurtherprocessingorassemblingandthere-exportingthegoodsabroad.轉(zhuǎn)口貿(mào)易又稱中轉(zhuǎn)貿(mào)易或再輸出貿(mào)易，是指國(guó)際貿(mào)易中進(jìn)出口貨物的買賣，不是在生產(chǎn)國(guó)和消費(fèi)國(guó)之間直接進(jìn)行，而是通過第三國(guó)轉(zhuǎn)手進(jìn)行的貿(mào)易。對(duì)于第三國(guó)來說，就是轉(zhuǎn)口貿(mào)易，與過境貿(mào)易的最大區(qū)別在于貨物的所有權(quán)會(huì)發(fā)生轉(zhuǎn)移，并且只涉及一個(gè)貿(mào)易方。國(guó)際上有很多中轉(zhuǎn)地，如新加坡，香港，鹿特丹等3)從商品形式(formofgoods)分：有形貿(mào)易(visible/tangibegoodstrade)和無形貿(mào)易(invisible/intangiblegoodstrade)4)按結(jié)算方式(thesettlementinstrument)分：易貨貿(mào)易(bartertrade)和自由結(jié)匯貿(mào)易(free-liquidationtrade).進(jìn)出口貿(mào)易的程序：Exportandimportprocedures:Generalspeaking,fromthebeginningtotheendofatransaction,thewholeoperationundergoesfourstages:1)thepreparationofatransaction2)thenegotiationofthecontract3)theperformanceofthecontract暢想網(wǎng)絡(luò)mcsginal:&riMy「k4)thesettlementofdisputes其中第二個(gè)環(huán)節(jié)：①Negotiationcanbeconductedintwoforms:Inwords(face-to-facenegotiationornegotiationthroughtelephone)Inwriting(businesscorrespondencewhichincludesletters,faxes,e-mails)②Fourmainsteps:詢盤(enquiry),發(fā)盤(offer),還盤(counter-offer),接受(acceptance)Chaptertwo國(guó)際貿(mào)易術(shù)語(yǔ).三種貿(mào)易術(shù)語(yǔ)的解釋規(guī)則(threesetsofrules)1)1932年華沙牛津規(guī)則(Warsaw-OxfordRules1932)2)美國(guó)對(duì)外貿(mào)易修正案1941(RevisedAmericanForeignTradeDefinitions1941)3)2000年國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則(InternationalRulesfortheInterpretationofTradeTerms2000).incoterms2000的具體內(nèi)容(E、F、C、D組的劃分，重點(diǎn)在F、C類(這個(gè)不知道怎么寫，看書本P34-42).裝運(yùn)合同術(shù)語(yǔ)和到貨合同術(shù)語(yǔ)區(qū)別Shipmentcontract:起運(yùn)前交付(thedeliverywillhappenatthetimeorbeforethetimeofshipment)如：EFC類Arrivalcontract:到達(dá)目的地后交付(deliveratthetimeofarrival).象征性交接合實(shí)際交接Symbolicdelivery:買方并沒有實(shí)質(zhì)性的接受到貨物，而是通過一系列運(yùn)輸單據(jù)證明其交接。(thebuyerdoesnotphysicallyreceivethegoods,thedeliveryisprovedbythesubmissionoftransportdocumentbythesellertothebuyer)只意味著買方同意了買方交貨的事實(shí)，并不代表買方接受了該批貨物就是與合同一致的貨物。Actualdelivery:thebuyer(orhisagent)physicallyreceivesthegoodsuponthetimeofdeliveryChapterthree出口商品的價(jià)格.出口商品價(jià)格的表達(dá)(expressionofexportprice)Thestandardformatofapriceininternationaltradehasfourcomponents通常一個(gè)標(biāo)準(zhǔn)出口價(jià)格包括四個(gè)部分：貨幣(acodeofcurrency)金額(anumberindicatingtheprice)數(shù)量單位(aunitformeasuringquantity)貿(mào)易術(shù)語(yǔ)(acertaintradeterm)例如：USD22.5/PieceCIFNewYork這是一種出口價(jià)格的表現(xiàn)形式，在紐約市用CIF貿(mào)易術(shù)語(yǔ)進(jìn)行交易，每件貨為22.5美元.價(jià)格的計(jì)算FOB價(jià)格：以出口國(guó)貨幣計(jì)算FOB=totalcost+profit以外國(guó)貨幣計(jì)算FOB=(Totalcost+profit)/Exchangerate暢想網(wǎng)絡(luò)mcsginaLid-riMy匕4匕「kCFR價(jià)格：CFR=FOB+OceanfreightCIF價(jià)格：CIF=FOB+Oceanfreight+InsurancePremiumInsurancepremium=CIF*(1+markup)*Premiumrate(R)CIF=CFR/11-markup*R)包含傭金(commission)的價(jià)格：Commission?=contractvalue*commissionratePriceincludingC=netprice/11 -Crates)Netprice=priceincludingC(1-Crates)PriceincludingC指的是FOB或FCA條件下的價(jià)格折扣價(jià)： Discount=contractprice*discountrateActualprice=contractprice-discount二contractprice*(1-discountrate).價(jià)格評(píng)估的兩個(gè)指標(biāo)：出口利潤(rùn)率(Exportprofitmargin):Exportprofitmargin=exportrevenue(FOB) -exportcost(FOB)Exportrevenue(FOB)公式中用的是FOB價(jià)格，即不包含運(yùn)費(fèi)保險(xiǎn)費(fèi)的價(jià)格，并且使用的是出口國(guó)貨幣。反映的是一單位的銷售額能賺取多少的利潤(rùn)，越大越好出口換匯成本(ExportCostforForeignExchange):Exportcostforforeignexchange=exportcostinlocalcurrencyExportrevenueinforeigncurrency該指標(biāo)反映的是要賺取一單位的外國(guó)貨幣需要花費(fèi)的本國(guó)貨幣成本，越小越好.定價(jià)的四個(gè)步驟：(要求能夠知道概念和判斷)詢盤：Apotentialclientasksforinformationfromthecounterparttohisintentioninbuyingorsellingofacertaincommodity.發(fā)盤：Asufficientlydefiniteproposaladdressedtooneormorespecificpersonsforconcludingacontract,necessarilyindicatingtheintentionoftheofferortobe boundincaseofacceptance.還盤：Areplytoanofferwhichcontainsadditions,limitationsofothermodifications.接受：Anunconditionalstatementmadeformallybyoranactionconductedbytheoffereeindicatingassenttoanofferorcounter-offer.參考書上67-72頁(yè)的幾個(gè)exampleChapterfour商品條款1,品質(zhì)條款：注：CISG規(guī)定，如果一項(xiàng)商品交易既憑描述性買賣又憑樣品實(shí)物買賣，那么賣方必須使交貨的商品同時(shí)符合這兩個(gè)條件1)商品質(zhì)量用文字說明表示(salebydescription)憑規(guī)格買賣(salebyspecification):用商品質(zhì)量的若干指標(biāo)，如大小、容量、成分等憑等級(jí)買賣(salebygrade):如一級(jí)二級(jí)，大中小號(hào)等暢想網(wǎng)絡(luò)rncsginaL:&riMy憑標(biāo)準(zhǔn)買賣(salebystandard):采用一些組織如ISO制定公布的標(biāo)準(zhǔn)。有兩種主要的標(biāo)準(zhǔn)：良好平均品質(zhì)F.AQ(多適用于農(nóng)產(chǎn)品銷售)和上好可銷品質(zhì)G.M.Q(多適用于木材，冷凍類產(chǎn)品)憑品牌和商標(biāo)買賣(salebybrandnameortrademark)憑產(chǎn)地買賣(salebyorigin)憑說明書和圖樣買賣(salebydescriptionsorillustrations)2)商品質(zhì)量用實(shí)物樣品表示(salebysample)①憑賣方樣品買賣(salebyseller‘ssample):賣方提供原樣，買方選擇，賣方需留樣(duplicate)②憑買方樣品買賣：又叫來樣制作，但容易產(chǎn)生工業(yè)產(chǎn)權(quán)糾紛③憑對(duì)等樣品買賣(salebycountersample):對(duì)等樣品又叫回樣areturnedsample或確認(rèn)樣aconfirmedsample,是賣方根據(jù)買方來樣仿制的樣品。為避免糾紛，需由第三方或公證機(jī)關(guān)進(jìn)行“封樣”(sealedsample)Acountersampleisareplicamadebythesellerofthesampleprovided,normallybythebuyer.Itisalsocalledareturnedsampleoraconfirmedsample..品質(zhì)條款的注意事項(xiàng)(必須在合同中注明)1)品質(zhì)機(jī)動(dòng)(Qualitylatitude):meansthepermissiblerangewithinwhichthequalityofthegoodsdeliveredbythesellermaybeflexiblycontrolled.是指對(duì)特定質(zhì)量指標(biāo)在一定幅度內(nèi)可以機(jī)動(dòng)。2)品質(zhì)公差(Qualitytolerance):referstothequalitydeviationrecognized,whichallowsthequalityofthegoodsdeliveredtohavecertaindifferencewithinarange.是指允許交付貨物的特定質(zhì)量指標(biāo)在公認(rèn)的一定范圍內(nèi)的差異。3)保障條款(SafeguardClause):保護(hù)賣方避免受到因工業(yè)產(chǎn)權(quán)和知識(shí)產(chǎn)權(quán)而受到不應(yīng)該的控告.計(jì)量方法(measuringquantity)國(guó)際貿(mào)易中主要使用的度量衡制度有四種：公制 (metricsystem),美制(U.S.system)，英制(Britishsystem)和國(guó)際單位制(Internationalsystemofunits).主要單位有：重量(weight):ton,gram,kilogram,pound,ounce.注意：ton有metricton(1000KG),longton(1016KG)和shortton(907KG)之分，合同中如果未注明，很容易產(chǎn)生糾紛。容積(capacity):gallon,liter,bushel….個(gè)數(shù)(number):piece,package,pair,set,gross,dozen,head,case,barrel,drum,bag.…長(zhǎng)度(length):yard,meter,foot,centimeter…..面積(area):squareyard,squaremeter,squarefoot,squareinch ….體積(volume):cubicyard,cubitmeter…...重量的計(jì)算方法：1)毛重Grossweight:商品連同包裝的重量2)凈重Netweight:商品本身重量3)條件重量Conditionedweight：Thedryweightofcommodityplusthestandardmoisturecontent涉及含水分問題標(biāo)準(zhǔn)回潮率(standardregainrate):theratiobetweenthewatercontentandthedryweightofthegoods,whichisacceptedintheworldmarketoragreedI暢想網(wǎng)絡(luò)In-icsgiriaLid-nNyf-.y&i-kuponbythesellerandthebuyer實(shí)際回潮率(actualregainrate):theratiobetweentheactualregainingwatercontentinthegoodsandtheactualdryweightConditionedweight=driednetweight*(1+standardregainrate)actualweight*(1+standardregainweight)_1+actualregainweight4)理論重量(Theoreticalweight)：whenthetotalweightoftheproductiscalculatedbymultiplyingthetotalquantityandtheunitweight,ratherthanmeasuredactually.適用于固定規(guī)格和體積的商品。5)法定重量(Legalweight)：Theweightofgoodsincludingtheimmediate,inner,ordirectpackingofthegoods. 通常法定重量是征收關(guān)稅的依據(jù)。.包裝的類型1)包括裸裝貨(nudecargo),散裝貨(bulkcargo)，包裝貨(packedcargo)2)運(yùn)輸包裝(transportpacking)又稱shippingpacking,outerpacking,bigpacking,ismainlyadoptedtofacilitatecargotransportation.包裝容器(cont