1、3)从商品形式(formofgoods)分:有形贸易(visible/tangiblegoodstrade)和无形贸易(invisible/intangiblegoodstrade)4)按结算方式(thesettlementinstrument)分:易货贸易(bartertrade)和自由结汇贸易(free-liquidationtrade)5.进出口贸易的程序:Exportandimportprocedures:Generalspeaking,fromthebeginningtotheendofatransaction,thewholeoperationundergoesfourstages
2、:1)thepreparationofatransaction2)thenegotiationofthecontract3)theperformanceofthecontract4)thesettlementofdisputes其中第二个环节:Negotiationcanbeconductedintwoforms:Inwords(face-to-facenegotiationornegotiationthroughtelephone)Inwriting(businesscorrespondencewhichincludesletters,faxes,e-mails)Fourmainsteps:
3、询盘(enquiry),发盘(offer),还盘(counter-offer),接受(acceptance)Chaptertwo国际贸易术语1.三种贸易术语的解释规则(threesetsofrules)1)1932年华沙牛津规则(Warsaw-OxfordRules1932)2)美国对外贸易修正案1941(RevisedAmericanForeignTradeDefinitions1941)3)2000年国际贸易术语解释通则(InternationalRulesfortheInterpretationofTradeTerms2000)2.incoterms2000的具体内容(E、F、C、D组的
4、划分,重点在F、C类)(这个不知道怎么写,看书本P34-42)3.装运合同术语和到货合同术语区别Shipmentcontract:起运前交付(thedeliverywillhappenatthetimeorbeforethetimeofshipment)如:EFC类Arrivalcontract:到达目的地后交付(deliveratthetimeofarrival)5. 象征性交接合实际交接Symbolicdelivery:买方并没有实质性的接受到货物,而是通过一系列运输单据证明其交接。(thebuyerdoesnotphysicallyreceivethegoods,thedeliveryi
5、sprovedbythesubmissionoftransportdocumentbythesellertothebuyer)只意味着买方同意了买方交货的事实,并不代表买方接受了该批货物就是与合同一致的货物。Actualdelivery:thebuyer(orhisagent)physicallyreceivesthegoodsuponthetimeofdeliveryChapterthree出口商品的价格1.出口商品价格的表达(expressionofexportprice)Thestandardformatofapriceininternationaltradehasfourcompone
6、nts通常一个标准出口价格包括四个部分:货币(acodeofcurrency)金额(anumberindicatingtheprice)数量单位(aunitformeasuringquantity)贸易术语(acertaintradeterm)例如:USD22.5/PieceCIFNewYork这是一种出口价格的表现形式,在纽约市用CIF贸易术语进行交易,每件货为22.5美元2.价格的计算FOB价格:以出口国货币计算FOB=totalcost+profit以外国货币计算FOB=(Totalcost+profit)/ExchangerateCFR价格:CFR=FOB+OceanfreightCI
7、F价格:CIF=FOB+Oceanfreight+InsurancePremiumInsurancepremium=CIF*(1+markup)*Premiumrate(R)CIF=CFR/(1-markup*R)包含佣金(commission)的价格:Commission(C)=contractvalue*commissionratePriceincludingC=netprice/(1Crates)Netprice=priceincludingC(1-Crates)PriceincludingC指的是FOB或FCA条件下的价格折扣价:Discount=contractprice*disco
8、untrateActualprice=contractpricediscount=contractprice*(1-discountrate)3.价格评估的两个指标:出口利润率(Exportprofitmargin):Exportprofitmargin=exportrevenue(FOB)exportcost(FOB)Exportrevenue(FOB)公式中用的是FOB价格,即不包含运费保险费的价格,并且使用的是出口国货币。反映的是一单位的销售额能赚取多少的利润,越大越好出口换汇成本(ExportCostforForeignExchange):Exportcostforforeignexc
9、hange=exportcostinlocalcurrencyExportrevenueinforeigncurrency该指标反映的是要赚取一单位的外国货币需要花费的本国货币成本,越小越好4.定价的四个步骤:(要求能够知道概念和判断)询盘:Apotentialclientasksforinformationfromthecounterparttohisintentioninbuyingorsellingofacertaincommodity.发盘:Asufficientlydefiniteproposaladdressedtooneormorespecificpersonsforconclu
10、dingacontract,necessarilyindicatingtheintentionoftheofferortobeboundincaseofacceptance.还盘:Areplytoanofferwhichcontainsadditions,limitationsofothermodifications.接受:Anunconditionalstatementmadeformallybyoranactionconductedbytheoffereeindicatingassenttoanofferorcounter-offer.参考书上67-72页的几个exampleChapter
11、four商品条款1.品质条款:注:CISG规定,如果一项商品交易既凭描述性买卖又凭样品实物买卖,那么卖方必须使交货的商品同时符合这两个条件1)商品质量用文字说明表示(salebydescription)凭规格买卖(salebyspecification):用商品质量的若干指标,如大小、容量、成分等凭等级买卖(salebygrade):如一级二级,大中小号等凭标准买卖(salebystandard):采用一些组织如ISO制定公布的标准。有两种主要的标准:良好平均品质F.A.Q凭品牌和商标买卖(salebybrandnameortrademark)凭产地买卖(salebyorigin)凭说明书和图
12、样买卖(salebydescriptionsorillustrations)2)商品质量用实物样品表示(salebysample)凭卖方样品买卖(salebysellerssample):卖方提供原样,买方选择,卖方需留样(duplicate)凭买方样品买卖:又叫来样制作,但容易产生工业产权纠纷凭对等样品买卖(salebycountersample):对等样品又叫回样areturnedsample或确认样aconfirmedsample,是卖方根据买方来样仿制的样品。为避免纠纷,需由第三方或公证机关进行“封样”(sealedsample)Acountersampleisareplicamade
13、bythesellerofthesampleprovided,normallybythebuyer.Itisalsocalledareturnedsampleoraconfirmedsample.2.品质条款的注意事项(必须在合同中注明)1)品质机动(Qualitylatitude):meansthepermissiblerangewithinwhichthequalityofthegoodsdeliveredbythesellermaybeflexiblycontrolled.是指对特定质量指标在一定幅度内可以机动。2)品质公差(Qualitytolerance):referstothequ
14、alitydeviationrecognized,whichallowsthequalityofthegoodsdeliveredtohavecertaindifferencewithinarange.是指允许交付货物的特定质量指标在公认的一定范围内的差异。3)保障条款(SafeguardClause):保护卖方避免受到因工业产权和知识产权而受到不应该的控告3.计量方法(measuringquantity)国际贸易中主要使用的度量衡制度有四种:公制(metricsystem),美制(U.S.system),英制(Britishsystem)和国际单位制(Internationalsystemo
15、funits).主要单位有: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,很容易产生纠纷。容积(capacity):gallon,liter,bushel.个数(number):piece,package,pair,set,gross,dozen,head,case,barrel,drum,bag.长度(length):yard,meter,foot,centimeter.面积(area):squareyard,square
16、meter,squarefoot,squareinch.体积(volume):cubicyard,cubitmeter.4.重量的计算方法:1)毛重Grossweight:商品连同包装的重量2)净重Netweight:商品本身重量3)条件重量Conditionedweight:Thedryweightofcommodityplusthestandardmoisturecontent涉及含水分问题标准回潮率(standardregainrate):theratiobetweenthewatercontentandthedryweightofthegoods,whichisacceptedinth
17、eworldmarketoragreeduponbythesellerandthebuyer实际回潮率(actualregainrate):theratiobetweentheactualregainingwatercontentinthegoodsandtheactualdryweightConditionedweight=driednetweight*(1+standardregainrate)actualweight*(1+standardregainweight)1+actualregainweight=4)理论重量(Theoreticalweight):whenthetotalwei
18、ghtoftheproductiscalculatedbymultiplyingthetotalquantityandtheunitweight,ratherthanmeasuredactually.适用于固定规格和体积的商品。5)法定重量(Legalweight):Theweightofgoodsincludingtheimmediate,inner,ordirectpackingofthegoods.通常法定重量是征收关税的依据。5.包装的类型1)包括裸装货(nudecargo),散装货(bulkcargo),包装货(packedcargo)2)运输包装(transportpacking)
19、又称shippingpacking,outerpacking,bigpacking,ismainlyadoptedtofacilitatecargotransportation.包装容器(container):case,drums,bags,bales,crate.包装方法(methodofpacking):单位包装(unitpacking)和集中包装(collectivepacking).其中集中包装主要由托盘(pallet),集装包(flexiblecontainer)和集装箱(container).Chapterfive国际货物运输1.班轮和租船运输1)班轮运输(linertranspo
20、rtation):是在一定航线上,在一定的停靠港口,定期开航的船舶运输。班轮运输的特点:班轮四固定船期固定(regularscheduleddeparture),航线固定(specifiedroute),停靠港口固定(routeswithfixedbaseports)和运费率相对固定(comparativelyfixedfreightrates)班轮的种类:工会同盟班轮(conferenceliners)和非工会同盟班轮(non-conferenceliners)货物由承运人负责配载装卸并承担费用(包括如速遣费和滞期费等额外费用)运费的构成(compositionoflinerfreight)
21、:基本运费(basicfreight)和附加费(surchargesandadditionals)TotalFreight=TotalQuantityxBasicRatex(1+Surcharge/AdditionalRates)基本运费的计算标准重量吨W(weightton)体积吨M(measurementton) W/M重量和体积,取高者(Note:1WT=1MT)基于商品价值A.V.根据商品FOB价值的百分比收费W/MorA.V.重量、体积、价值比较,取最高费率者,要先将W、M换算成basicrate再比较。注意单位Unit/Head最低费率MinimumRate对于数量太小的货物设定最
22、低费率临时议定运价OpenRate对于大宗价值低无包装的货物参考书本P121页例题附加费和附属费(了解)Surcharge附加费beyondourcontrol BunkerSurcharge(bunkeradjustmentfactor/BAF) 燃油附加费(15%ofthecost) CurrencySurcharge(currencyadjustmentfactor/CAF) 货币贬值附加费 PortCongestionSurcharge港口拥挤附加费 TransshipmentSurcharge转船附加费 DeviationSurcharge绕道附加费 PortSurcharge港口附
23、加费Additionals附属费underourcontrol Heavyliftadditional/Extrachargesonheavylifts超重费(over5 M/T) Lengthycargoadditional/Extrachargesonoverlengths超长费(over9m) Bulkycargoadditional超大费(over6cbm) Additionalondirect直行附属费 Notatbasicport,volumeover1000 M/T Additionalonoptionaldischargingport选卸港附属费 Additionalforal
24、ternationofdestination变更卸港附属费2)租船运输(chartertransportation):定程租船(voyagecharter)定期租船(timecharter)光船租船(bareboatcharter/demisecharter)定程和定期租船的区别(了解)p121F.I.O(freeinandout):theship-ownerdoesnotbearloadingandunloadingcost2.其他运输方式1)航空运输Airtransportation:运费计算与海洋运输中的一样,只是单位不同(Note:6000cm3=1kg)2)铁路和公路运输Rail(w
25、ay)transportationandRoadtransportation3)国际多式联运I.M.T(Internationalmultimodaltransportation):meansthecarriageofcargofromtheplaceofsellersinonecountrytothesiteofthebuyersinanothercountrybyatleasttwomodesoftransportationonthebasisofamulti-modaltransportationcontract.Onlyonemulti-modaltransportationopera
26、torOnlyonemulti-modaltransportationcontractOnlyonefreightrate4)集装箱运输:Containerizationisamethodofdistributingmerchandiseinaunitizedformadoptinganinter-modalsystemwhichprovidesapossiblecombinationofsea,roadandothermodesoftransportation.特点:高效率,安全,节约成本 Varietyinservice Involvingoneoperator Useofspeciale
27、quipment Lowriskofdamageandpilferage Substantialcostsavings集装箱种类 Drycargocontainer干货集装箱 Refrigerated/reefercontainer冷冻集装箱 Tankercontainer油罐集装箱 Carcontainer车辆集装箱集装箱运输服务1 整箱装(FCL)和拼箱装(LCL)服务2 CYtoCYservice,CFStoCFSservice,DRtoDRservice,DRtoCFSserviceandCFStoDRservice(集装箱场CY,集装箱货站CFS,自有集装箱DR) P127运费计算FCL:bythe
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