國際貿(mào)易Unit_02

1、 unit 2 INTERNATIONAL unit 2 INTERNATIONAL Business Practice Business Practice 1 What is international trade? 2 What are the major motivations for firms to operate international business? 3 What measures do most companies usually adopt to avoid wild swings in the sales and profits? 4 Please give the

2、 four major operation forms chosen by most companies. 1. International trade is business whose activities involve the crossing of national borders. It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation, t

3、ourism, banking, advertising, construction, retailing, wholesaling, and mass communications. It includes all business transactions that involve two or more countries. Such business relationship may be private or governmental. 2. Sales expansion, resource acquisition and diversification of sales and

4、supplies. 3. To seek out foreign markets and procurement. 4. There are four major forms which are the following: Merchandise exports and Imports, Service Exports and Imports, Investment and Multinational Enterprise. Main Points in this Unit Section One Procedures of Export and Import Transaction（進出口

5、貿(mào)易的步驟） Section Two Business Negotiation（交易 的磋商） 1 What is Exporting Theaters sell entertainment; insurance companies sell financial protection against future loss, ideas urging actions can be sold too. Exporting is the process of earning money by providing the right product at the right price,at the

6、 right time,in the right place beyond your home boundary. The ultimate goal is to make sure that the exporter is to be paid for the goods he sells. Section One Procedures of Export and Import Transaction 1 What is Exporting The procedures of an export or import business are so complicated that it ma

7、y take quite a long time to conclude a transaction. Four stages: preparing for exporting or importing business negotiation implementation of the contract settlement of disputes(if any) Section One Procedures of Export and Import Transaction Export Procedurers 3 What is Importing Is referred to the p

8、urchase activities of foreign products produced in the world market or those services provided by foreign companies. Procedures of import transaction 1.Conduct market investigation 2;Formulate import plans for a certain commodity 3.Send enquiries to the prospective sellers overseas 4.Compare and ana

9、lyze the offers or quotations時價 received 5.Make counter-offers and decide on which offer is most beneficial 6.Sign a purchase contract Section One Procedures of Export and Import Transaction 3 What is Importing 7.Apply to a bank for opening a letter of credit 8.Book shipping space or charter a carry

10、ing vessel for taking over the cargoes, if the contract is in terms of FOB. 9.Effect insurance with the insurance company upon receipt of shipping advice裝運通知 10.Apply for inspection if necessary 11.Attend to customs formalities報關單 to clear the goods through the customs 12.Entrust forwarding agents委托

11、承運人 with all the transport arrangements from the port to the end users warehouse 13.Settle disputes(if any) Section One Procedures of Export and Import Transaction Acceptance Signing ContractApplying Import License Opening L/C Chartering Space Ship Delivery Checking L/C Arrival Declare and Discharge

12、 Conclusion Discharge Track GoodsInsurance SettlementClaims, Adjustment Procedures of Import Transaction Market Research Any exporter who wants to sell his products in a foreign country or countries must first conduct a lot of market research. Market research is a process of conducting research into

13、 a specific market for a particular product. Export market research, in particular, 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 know which foreign companies are likely to use his products or mi

14、ght be interested in marketing and distributing the products in their country. Marketing concept營銷理念營銷理念 The marketing concept We must produce what people want, not what we want to produce This means that we put the customers first This means that we put the customers first We organize the company s

15、o that this happensWe organize the company so that this happens We must find out what the customer wants We must find out what the customer wants We carry out market researchWe carry out market research We must supply exactly what the customer wantsWe must supply exactly what the customer wants Mark

16、eting concept We can do this by offering the right marketing mixWe can do this by offering the right marketing mix銷售銷售 組合策略組合策略-The Four Ps-The Four Ps 1.The right product1.The right product 2.The right price2.The right price 3.Available through the right channels of distribution: 3.Available throug

17、h the right channels of distribution: placeplace 4.Presrnted in the right way :promotion4.Presrnted in the right way :promotion the exporters * the railway (in some cases)in the exporters country出口商所在國家的鐵 路部門 the road hauler (in some cases) in the exporters country出口商所在國家的 陸運承運人 the port authority 港

18、口當局 * the shipping company (for sea freight)港務公司（ 對海洋運輸） the airline (for air freight) * the insurance company or brokers經(jīng)紀人 * the exporters bank * the importers bank * the railways (in some cases) in the importer country the road hauler 陸運承運人( in some case) in the importer country * the shipping ag

19、ent at the port or airport of discharge裝卸港或機場的運輸 經(jīng)紀人 * the importers Parties involved in export and import transaction 進出口貿(mào)易所涉及的當事人進出口貿(mào)易所涉及的當事人 Parties Involved in Exp. 為什么談判為什么談判 Who they negotiate with; 與誰談判與誰談判 What they negotiate about; 談判的內(nèi)容談判的內(nèi)容 Where they negotiate; 談判的地方談判的地方 When they negot

20、iate; 談判的時間談判的時間 How they negotiate; 談判的方式談判的方式 Features of Business Negotiation Business negotiation can be a very trying process that is full of confrontation and concession.for the most part, it comes to the interaction between two sides with a common goal but divergent methods. These methods mus

21、t be negotiated to the satisfaction of both parties. Business negotiation proceed through four stages: 1.Non-task sounding開局前的試探開局前的試探 2.task-related exchange of information交換與探班目交換與探班目 標有關的信息標有關的信息 3.persuasion說服說服 4.concessions and agreement讓步與同意讓步與同意 The negotiation consist of the following links

22、: Enquiry Offer Counter-offer Acceptance Conclusion of Contract indispensable link indispensable link Offer, and acceptance are two indispensable links for reaching an agreement and concluding a contract. The ways of Negotiation: Oral Written (letter, fax, email, telex, etc.) To improve the success

23、rate of the transction,the following preparations shouldo be made before the business negotiation. 1.arrange sound trade negotiations personnel. 2.select target market 3.select transaction object 4.work out import and export mangagement plan. What should be negotiated while negotiating includes all

24、the terms based on which the contract is going to be concluded: the name of the commodity, quality or specifications,quantity,packing, price,shipment,insurance,payment, inspection,claims,adjustment, force majeure,etc. the essential terms in a transactions Price Packing Insurance Payment Shipment Qua

25、ntity Name Quality or specifications 規(guī)格 Contract Name of commodity Quality Quantity Package Price Payment Transport and insurance The time limit and place of performance 履行地履行地 The prevention and handling of dispute預防與處理預防與處理 Body The rest are general transaction terms, which can be printed on the b

26、ack of the contract. Such as inspection . claims, arbitration , force majeure. What is an enquiry? An enquiry is a request for business information, such as price lists, catalogue, samples, and details about the goods or trade terms(貿(mào)易條款determine at what points the seller has fulfilled his obligatio

27、ns so that the goods in legal sense could be said to have been delivered to the buyers). It can be made by either the importer or the exporter. On receiving the enquiry, it is a regular practice that the exporter should reply to it without delay. The seller and the buyer both can make an inquiry. Us

28、ually, the inquiry made by the buyer is also called bid遞盤, and the inquiry made by the seller is also called selling inquiry索盤. Inquiry will not bind upon both parties, but usually when you receive an inquiry, you should reply it as soon as possible （1）The meaning of an offer * An offer is a proposa

29、l made by sellers to buyers in order to enter into a contract. In other words, it refers to trading terms（ 交 易條件）put forward by offerers（發(fā)盤人 ）to offerees（受盤人）, on which the offerers are willing to conclude business with the offerers. There are two kinds of offers, one is the firm offer, the other, n

30、on-firm offer. * The party who makes an offer is called an offeror發(fā)盤方, in the case of the seller, the offer is called a selling offer賣方發(fā)盤, while in the case of the buyer, and it is called a buying offer買方發(fā)盤 or a bid. firm offer實盤實盤non-firm offer虛盤虛盤 （2）The basic conditions of an offer I ) The offer

31、shall be made to one or more specific persons The offer shall be the definite representation in which the offeror expresses that he shall conclude transaction on the terms and conditions stipulated therein. * The “Convention” stipulates that a sufficiently definite offer should include three basic e

32、lements: name, quantity and price * In our foreign trade practice, a complete offer shall include the quality, quantity, packing, price, terms of delivery of the goods and terms of payment and so on. * This intention may be indicated by terms as “firm” offer, “offer with engagement”實盤, etc. * If the

33、 offer has a restrictive condition, i.e., “subject to取決于 our final confirmation”, then its a non-firm offer regarded as an invitation for offer邀請 發(fā)盤. The term of validity is not an indispensable condition of an offer （1）Stipulate the latest date for acceptance. For example: This offer is subject to

34、your reply reaching here on or before 29, June （2）Stipulate a period of time for acceptance As to this method, there is a question of computing validity time. (3) Time of Validity or Duration of Offer Different views of the time that a written form offer becomes effective ： 1. Despatch Theory投遞主義，發(fā)信

35、主義投遞主義，發(fā)信主義 2. Arrival Theory到達主義到達主義 授信主義授信主義 Both “convention”公約公約 and our “contract law” adopt arrival theory. A.Withdrawal （撤回）（撤回） Definition of the withdrawal of an offer: The withdrawal of an offer means the offerors intent indication to make an offer invalid before the offer gets its effecti

36、veness. B. Revocation（撤銷）（撤銷） Definition of the revocation of an offer: The revocation of an offer means the offerors intent indication to make an offer invalid after the offer gets its effectiveness. (6) Termination of an offer 發(fā)盤的失效發(fā)盤的失效 In the following cases, an offer is terminated: 1.The offere

37、e has already made it counter-offer. 2.The offer has been lawfully withdrawn or revoked by the offeror. 3.The offer has been overdue. 4. There appears force majeure,namely war, government prohibition,the party in question is in incapacity, bankruptcy or death. A reply to an offer which purports to b

38、e an acceptance but contains additions, limitations or other modifications is a rejection of the offer and constitutes a counter offer. (1) A reply to an offer which alter the terms of the offer materially constitutes a counter-offer (2) An acceptance with restrictive conditions is another form of c

39、ounter-offer, such as “subject to our final confirmation”. (3) If offeree accepts the original offer after he made a counter-offer, the contract is invalid. 3. Counter-Offer An acceptance or a confirmation An acceptance or a confirmation is an unreserved assentis an unreserved assent（完全，無條件地同意）完全，無條件地同意） of the buyers or the sellers,