＂ＢＥＣ高級(jí)全方位訓(xùn)練＂

1、高級(jí)全方位訓(xùn)練            先來(lái)一些外貿(mào)上的術(shù)語(yǔ)，雖然高級(jí)不會(huì)考這些術(shù)語(yǔ)，但是對(duì)于大家將來(lái)要走外貿(mào)這一條路是很有用的專業(yè)的術(shù)語(yǔ)是一定要記得的，不然和他們打交道的時(shí)候就有問(wèn)題啦，其他相關(guān)的知識(shí)有個(gè)大概了解就行，當(dāng)然你能記住是最好的    E組(Group E)啟運(yùn)(Departure)EXW(Ex Works) 工廠交貨    F組(Group F)主要運(yùn)費(fèi)未付(Main Carriage

2、 Unpaid)(1)FCA (Free Carrier) 貨交承運(yùn)人(2)FAS (Free Alongside Ship) 裝運(yùn)港船邊交貨(3)FOB (Free on Board) 裝運(yùn)港船上交貨    C組(Group C)主要運(yùn)費(fèi)已付(Main Carriage Paid)(1)CFR (Cost and Freight) 成本加運(yùn)費(fèi)(2)CIF (Cost,Insurance and Freight) 成本、保險(xiǎn)費(fèi)加運(yùn)費(fèi)(3)CPT (Carriage Paid To) 運(yùn)費(fèi)付至目的地(4)CIP (Carriage and Insuranc

3、e Paid To) 運(yùn)費(fèi)、保險(xiǎn)費(fèi)付至目的地    D組(Group D)抵達(dá)(Arrival)(1)DAF (Delivered At Frontier) 邊境交貨(2)DES (Delivered Ex Ship) 目的港船上交貨(3)DEQ (Delivered Ex Quay) 目的港碼頭交貨(4)DDU (Delivered Duty Unpaid) 未完稅交貨(5)DDP (Delivered Duty Paid) 完稅后交貨    一. 貨物交付在13個(gè)術(shù)語(yǔ)中，在交付貨物方面，CFR、CIF兩個(gè)術(shù)語(yǔ)沒(méi)

4、有作任何改變。FOB術(shù)語(yǔ)中賣方的義務(wù)的規(guī)定僅作了文字位置的調(diào)整，可以認(rèn)為沒(méi)有變化。FAS僅在船只前增加了“買(mǎi)方指定的”詞語(yǔ)。其余貿(mào)易術(shù)語(yǔ)的修訂主要是交貨地點(diǎn)和位置的細(xì)化，以及將貨交某人支配改為向某人交付貨物。    EXW補(bǔ)充了賣方將貨物交由買(mǎi)方支配時(shí)貨物“沒(méi)有裝上任何收取貨物的運(yùn)輸工具”。假如在指定的地點(diǎn)內(nèi)沒(méi)有就具體位置達(dá)成一致，并且有多個(gè)具體位置，賣方可選擇一個(gè)最適合其目的的位置。原來(lái)術(shù)語(yǔ)沒(méi)有具體位置的規(guī)定。與此相聯(lián)系，買(mǎi)方收取貨物是在賣方據(jù)上述規(guī)定交付時(shí)而不是原來(lái)規(guī)定的“交由買(mǎi)方支配時(shí)”。    FCA術(shù)語(yǔ)變

5、化最大。新術(shù)語(yǔ)的規(guī)定相對(duì)簡(jiǎn)單，沒(méi)有了運(yùn)輸方式的區(qū)別和集裝箱貨與非集裝箱貨的區(qū)別，但規(guī)定了是否在賣方所在地交貨的區(qū)別。假如指定地點(diǎn)是在賣方的場(chǎng)所，當(dāng)貨物裝上買(mǎi)方或買(mǎi)方代理人指定的承運(yùn)人提供的運(yùn)輸工具時(shí)，交貨完成；假如指定地點(diǎn)是在賣方的場(chǎng)所之外，當(dāng)貨物交由買(mǎi)方指定的或賣方選擇的承運(yùn)人或另一人支配、沒(méi)有卸離賣方的運(yùn)輸工具時(shí)，交貨完成。    CPT與CIP兩術(shù)語(yǔ)的修訂相同，要求據(jù)運(yùn)輸合同向承運(yùn)人交付，原來(lái)規(guī)定交由承運(yùn)人支配。在有后續(xù)承運(yùn)人的情況下，在指定地點(diǎn)的“指定位置”向第一承運(yùn)人交付。增加了指定位置的規(guī)定。    D

6、AF要求賣方將貨物運(yùn)抵邊境的指定地點(diǎn)交貨，“在到達(dá)的運(yùn)輸工具上不卸貨”交由買(mǎi)方支配。假如買(mǎi)方要求、賣方同意，在買(mǎi)方承擔(dān)費(fèi)用和風(fēng)險(xiǎn)的情況下，賣方可以訂立將貨物運(yùn)到買(mǎi)方指定超越邊境的指定地點(diǎn)的進(jìn)口國(guó)境內(nèi)最終目的地的運(yùn)輸合同。    DES和DEQ都要求在“運(yùn)輸合同所指的”地點(diǎn)或碼頭而不是原來(lái)規(guī)定的“通常”地點(diǎn)交付。DEQ還規(guī)定，在就具體的港口沒(méi)有達(dá)成一致的情況下，賣方可選擇最適合其目的的港口.    DDU和DDP的修訂一樣，除原來(lái)規(guī)定的將貨物交由買(mǎi)方支配外，還增加了交由“買(mǎi)方指定的另一人”支配的規(guī)定。同時(shí)補(bǔ)充規(guī)定“在

7、指定的目的地在到達(dá)的運(yùn)輸工具上不卸貨”交付。    二. 清關(guān)手續(xù)在清關(guān)手續(xù)方面只改變了兩個(gè)術(shù)語(yǔ)的規(guī)定，但該改變是實(shí)質(zhì)性的，買(mǎi)賣雙方的責(zé)任發(fā)生了轉(zhuǎn)移，這就是FAS和DEQ。FAS原來(lái)規(guī)定出口清關(guān)由買(mǎi)方承擔(dān)，賣方提供幫助。新術(shù)語(yǔ)規(guī)定賣方承擔(dān)貨物出口的出口許可、官方授權(quán)及海關(guān)手續(xù)。新術(shù)語(yǔ)與舊術(shù)語(yǔ)的規(guī)定正好相反。但假如雙方同意由買(mǎi)方辦理出口手續(xù)，應(yīng)在合同中明確規(guī)定。    EDQ原來(lái)規(guī)定進(jìn)口手續(xù)由賣方承擔(dān)，買(mǎi)方提供幫助。新術(shù)語(yǔ)規(guī)定賣方只承擔(dān)出口而不承擔(dān)進(jìn)口許可及海關(guān)手續(xù)。與以前的規(guī)定也正好相反。新術(shù)語(yǔ)修訂的結(jié)果是使原來(lái)輕

8、易引起誤解的清關(guān)特例與其他同類術(shù)語(yǔ)相一致。除EXW與DDP這一對(duì)應(yīng)的術(shù)語(yǔ)分別由買(mǎi)方辦理出口清關(guān)和賣方辦理進(jìn)口清關(guān)外，其他術(shù)語(yǔ)都是出口方辦理出口清關(guān)，進(jìn)口方辦理進(jìn)口清關(guān)。     三. 費(fèi)用承擔(dān)共同特點(diǎn)是有關(guān)關(guān)稅、捐稅和官費(fèi)的費(fèi)用承擔(dān)增加了“適用時(shí)”（where applicable）這一詞語(yǔ)。這表明這方面的費(fèi)用并不必然產(chǎn)生，只有在產(chǎn)生時(shí)才由賣方或買(mǎi)方承擔(dān)的情形。另外，另一重要修改是將“官費(fèi)”改為“費(fèi)用”，費(fèi)用的范圍增加了。FOB的修訂僅限于此。與交付貨物的修訂相一致，EXW費(fèi)用轉(zhuǎn)移的時(shí)間從原來(lái)的貨交買(mǎi)方支配時(shí)起改為交付時(shí)起。貨物出口時(shí)買(mǎi)方需支付的關(guān)稅、捐

9、稅和其他“官費(fèi)”現(xiàn)改為買(mǎi)方需支付關(guān)稅、捐稅和其他“收費(fèi)”。買(mǎi)方費(fèi)用的范圍開(kāi)始增加，而不僅僅限于官費(fèi)。刪除了買(mǎi)方承擔(dān)進(jìn)口費(fèi)用的規(guī)定。該刪除使買(mǎi)方的義務(wù)更為明確，原對(duì)進(jìn)口費(fèi)用的規(guī)定屬多余。    FCA規(guī)定費(fèi)用的承擔(dān)以貨物交付時(shí)為分界點(diǎn)，將原來(lái)規(guī)定的“向承運(yùn)人”交貨時(shí)刪除。假如因?yàn)橘I(mǎi)方?jīng)]有指定承運(yùn)人或另一人，或因買(mǎi)方指定方?jīng)]有收取貨物，由此產(chǎn)生的額外費(fèi)用收買(mǎi)方承擔(dān)。FAS賣方承擔(dān)到貨物交付時(shí)的所有費(fèi)用，增加了“適用時(shí)賣方承擔(dān)出口支付的海關(guān)費(fèi)用、關(guān)稅、捐稅和其他費(fèi)用”的規(guī)定。在買(mǎi)方方面，原由買(mǎi)方承擔(dān)的出口和進(jìn)口時(shí)的上述費(fèi)、稅改為承擔(dān)進(jìn)口時(shí)的上述費(fèi)稅。 

10、;   CFR賣方支付簽訂運(yùn)輸合同所產(chǎn)生的運(yùn)費(fèi)和其他費(fèi)用，包括貨物的裝船費(fèi)和“據(jù)運(yùn)輸合同由賣方支付的在約定的卸貨港的卸貨費(fèi)”。原來(lái)的規(guī)定僅限于“定期班輪可能收取的”在卸貨港的卸貨費(fèi)。新術(shù)語(yǔ)將賣方支付卸貨費(fèi)的運(yùn)輸方式的范圍擴(kuò)大了。同時(shí)，新術(shù)語(yǔ)增輯“適用時(shí)，根據(jù)運(yùn)輸合同，由賣方支付的途經(jīng)任何國(guó)家運(yùn)輸應(yīng)繳納的關(guān)稅、捐稅和其他費(fèi)用”。與此對(duì)應(yīng)，買(mǎi)方支付直到目的港的與貨物有關(guān)的運(yùn)輸中的費(fèi)用，以及包括駁運(yùn)費(fèi)和碼頭費(fèi)的卸貨費(fèi)用，“除非上述費(fèi)用據(jù)運(yùn)輸合同，由賣方支付”?！斑m用時(shí)”買(mǎi)方支付必要時(shí)經(jīng)由任何國(guó)家運(yùn)輸所交納的關(guān)稅、捐稅和其他費(fèi)用及海關(guān)手續(xù)費(fèi)用，“除非包括在運(yùn)輸合同中”。卸

11、貨費(fèi)用具體由哪一方支付，據(jù)運(yùn)輸合同確定。    CIF賣方需要支付“據(jù)運(yùn)輸合同記入賣方賬戶的”在約定卸貨港的卸貨費(fèi)用。適用時(shí)還應(yīng)支付“據(jù)運(yùn)輸合同由賣方支付的經(jīng)由任何國(guó)家運(yùn)輸”所支付的關(guān)稅、捐稅和其他費(fèi)用。與CFR相同，買(mǎi)方支付直到目的港的與貨物有關(guān)的運(yùn)輸中的費(fèi)用，以及包括駁運(yùn)費(fèi)和碼頭費(fèi)的卸貨費(fèi)用，“除非上述費(fèi)用據(jù)運(yùn)輸合同由賣方支付”?！斑m用時(shí)”買(mǎi)方支付必要時(shí)經(jīng)由任何國(guó)家運(yùn)    2007-12-06        . >>&

12、#160;   輸所交納的關(guān)稅、捐稅和其他費(fèi)用及海關(guān)手續(xù)費(fèi)用，“除非包括在運(yùn)輸合同中”。    CPT和CIP相同。賣方支付簽訂運(yùn)輸合同所產(chǎn)生的運(yùn)費(fèi)和其他費(fèi)用，包括貨物的裝運(yùn)費(fèi)和“據(jù)運(yùn)輸合同由賣方支付的在約定目的地的卸貨費(fèi)”。買(mǎi)方支付直到目的地的與貨物有關(guān)的運(yùn)輸中的費(fèi)用，以及卸貨費(fèi)用，“除非上述費(fèi)用據(jù)運(yùn)輸合同由賣方支付”?！斑m用時(shí)”買(mǎi)方支付必要時(shí)經(jīng)由任何國(guó)家運(yùn)輸所交納的關(guān)稅、捐稅和其他費(fèi)用及海關(guān)手續(xù)費(fèi)用，“除非包括在運(yùn)輸合同中”。    DAF與原來(lái)的規(guī)定相比，賣方承擔(dān)的費(fèi)用減少，少了

13、卸貨費(fèi)用。賣方支付產(chǎn)生于運(yùn)輸合同的費(fèi)用、交付貨物的費(fèi)用?！斑m用時(shí)”，支付出口必要的海關(guān)手續(xù)，以及出口和交付前經(jīng)由任何國(guó)家運(yùn)輸應(yīng)支付的關(guān)稅、捐稅和其他費(fèi)用。    DES中賣方的支付責(zé)任與DAF相同。買(mǎi)方應(yīng)支付交付時(shí)起的與貨物有關(guān)的費(fèi)用，“包括從船上提取貨物所必要的卸貨費(fèi)用”。DEQ與原來(lái)的規(guī)定相差不大。費(fèi)用的分配點(diǎn)增加了“在碼頭上”一詞。買(mǎi)方的費(fèi)用負(fù)擔(dān)增加。買(mǎi)方支付貨物交付后的貨物費(fèi)用“包括為之后運(yùn)輸在港口處理貨物的費(fèi)用或在倉(cāng)庫(kù)或運(yùn)輸站存儲(chǔ)的費(fèi)用”。買(mǎi)方還應(yīng)支付“適用時(shí)，海關(guān)手續(xù)費(fèi)用、貨物進(jìn)口和之后運(yùn)輸支付的關(guān)稅、捐稅和其他費(fèi)用”。  

14、;  DDU中賣方支付費(fèi)用的責(zé)任基本沒(méi)有變化。買(mǎi)方的付費(fèi)義務(wù)有些變化。買(mǎi)方支付貨物交付時(shí)起的貨物費(fèi)用，原來(lái)規(guī)定在指定的目的地交由買(mǎi)方支配時(shí)起的貨物費(fèi)用。在額外費(fèi)用方面，新術(shù)語(yǔ)刪除了原來(lái)規(guī)定“當(dāng)貨物交由買(mǎi)方支配買(mǎi)方?jīng)]有收取貨物”所產(chǎn)生的額外費(fèi)用。這與交付方式的變化有關(guān)，貨物不再限于交由買(mǎi)方本人支配，可以交由其指定人。    DDP在賣方方面，海關(guān)手續(xù)費(fèi)用增加了“出口和進(jìn)口所必要的”這一詞語(yǔ)。經(jīng)由任何國(guó)家的運(yùn)輸?shù)年P(guān)稅、捐稅和其他費(fèi)用，適用時(shí)，賣方應(yīng)予以支付，刪除了“除非另有約定”和“必要時(shí)”的規(guī)定。在買(mǎi)方費(fèi)用方面，買(mǎi)方支付貨物交付時(shí)而非原

15、來(lái)規(guī)定的交由買(mǎi)方支配起的與貨物有關(guān)的費(fèi)用。在買(mǎi)方承擔(dān)的額外費(fèi)用方面，原來(lái)規(guī)定假如在貨物交由買(mǎi)方支配時(shí)買(mǎi)方?jīng)]有收取貨物則應(yīng)支付由此引起的額外費(fèi)用，新術(shù)語(yǔ)修訂為“假如買(mǎi)方?jīng)]有據(jù)B2履行其義務(wù)”，應(yīng)支付由此引起的額外費(fèi)用。B2中買(mǎi)方的義務(wù)是指應(yīng)賣方的請(qǐng)求在賣方承擔(dān)風(fēng)險(xiǎn)和費(fèi)用的情況下為取得進(jìn)口貨物所必要的進(jìn)口許可和其他官方許可提供幫助。這與原來(lái)的規(guī)定完全不同。這也是由于交付方式變化了的緣故，貨物不僅可交買(mǎi)方，還可交由買(mǎi)方指定的另一人。    四. 風(fēng)險(xiǎn)轉(zhuǎn)移在13個(gè)貿(mào)易術(shù)語(yǔ)中，C組中的術(shù)語(yǔ)（CFR、CIF、CPT和CIP）的風(fēng)險(xiǎn)承擔(dān)沒(méi)有改變。EXW和D組術(shù)語(yǔ)是直接

16、交付的貿(mào)易術(shù)語(yǔ)。共同特點(diǎn)是原來(lái)規(guī)定風(fēng)險(xiǎn)據(jù)A4交由買(mǎi)方支配時(shí)轉(zhuǎn)移，新術(shù)語(yǔ)將其改為據(jù)A4“交付”時(shí)轉(zhuǎn)移。DDP賣方的承擔(dān)的風(fēng)險(xiǎn)沒(méi)有變化。在買(mǎi)方方面，增加了一款規(guī)定。“假如買(mǎi)方?jīng)]有據(jù)B2履行義務(wù)，承擔(dān)由此產(chǎn)生的貨物滅損的全面額外風(fēng)險(xiǎn)?！辟I(mǎi)方在B2中的義務(wù)是以賣方請(qǐng)求并承擔(dān)風(fēng)險(xiǎn)、費(fèi)用的情況下在取得進(jìn)口許可等方面提供幫助。    FCA賣方承擔(dān)貨物交付時(shí)而非交由承運(yùn)人時(shí)止的與貨物有關(guān)的費(fèi)用，買(mǎi)方承擔(dān)貨物交付時(shí)起的與貨物有關(guān)的費(fèi)用?！耙?yàn)橘I(mǎi)方?jīng)]有據(jù)A4指定承運(yùn)人或另一人，或因?yàn)橘I(mǎi)方指定的承運(yùn)人或另一人沒(méi)有在約定的時(shí)間接管貨物”，或者因?yàn)橘I(mǎi)方?jīng)]有據(jù)B7給予“適當(dāng)”的通

17、知，貨物滅失的風(fēng)險(xiǎn)期限屆滿日起由買(mǎi)方承擔(dān)。新術(shù)語(yǔ)增加了三項(xiàng)內(nèi)容：指定承運(yùn)人或另一人；另一人沒(méi)有接管貨物一項(xiàng)；“適當(dāng)?shù)摹蓖ㄖ?。原?lái)規(guī)定沒(méi)有通知，現(xiàn)在規(guī)定沒(méi)有適當(dāng)?shù)耐ㄖ?。這表明買(mǎi)方的責(zé)任增大，不僅要給予通知，而且還必須是適當(dāng)?shù)耐ㄖ?#160;   FAS對(duì)賣方來(lái)說(shuō)沒(méi)有變化。買(mǎi)方方面，由于該術(shù)語(yǔ)將出口清關(guān)由買(mǎi)方改為賣方，因而在風(fēng)險(xiǎn)轉(zhuǎn)移方面刪除了買(mǎi)方“沒(méi)有據(jù)B2履行義務(wù)”（指自費(fèi)取得進(jìn)口許可）承擔(dān)額外風(fēng)險(xiǎn)的規(guī)定。另外，根據(jù)B7規(guī)定，買(mǎi)方應(yīng)給予賣方有關(guān)船名、裝貨位置和要求的交付時(shí)間的充分通知。新術(shù)語(yǔ)規(guī)定，因?yàn)橘I(mǎi)方指定的船只比“據(jù)B7通知的”而非原來(lái)文本的比規(guī)定的時(shí)間早停止

18、裝貨，由此產(chǎn)生的額外費(fèi)用由買(mǎi)方承擔(dān)。這更符合這一術(shù)語(yǔ)的實(shí)質(zhì)。    FOB賣方承擔(dān)的風(fēng)險(xiǎn)沒(méi)有變化。買(mǎi)方承擔(dān)風(fēng)險(xiǎn)的變化與FAS相似。根據(jù)B7規(guī)定，買(mǎi)方應(yīng)給予賣方有關(guān)船名、裝貨位置和要求的交付時(shí)間的充分通知。因?yàn)橘I(mǎi)方指定的船只比“據(jù)B7通知的”而非原來(lái)文本的比規(guī)定的時(shí)間早停止裝貨，由此產(chǎn)生的額外費(fèi)用由買(mǎi)方承擔(dān)。    這個(gè)是關(guān)于進(jìn)出口實(shí)務(wù)方面的資料，大家可以好好看看，本人覺(jué)得用處挺大，對(duì)于考試都有一定的幫助，尤其是口語(yǔ)和閱讀方面    General Procedures of

19、Export and Import Transaction    I. Text    . >>    For most nations exports and imports are the most important international activities. Each country has to import the articles and commodities it does not itself produce, and it has t

20、o earn foreign exchanges to pay for them. It does this by exporting its own manufactured articles and surplus raw materials. Thus the import and export trades are two sides of the same coin, and both can have beneficial effects on the home market. Imports create competition for home-produced goods;

21、exporting gives a manufacturer a larger market for his products, so helping to reduce the unit cost. In each case the effect is to keep prices in the home and market down.    But there may be factors that compel governments to place restrictions on foreign trade. Imports may be c

22、ontrolled or subjected to a custom duty to protect a home industry, or because the available foreign exchange had to be channeled into buying more essential goods and exports, too, may re restricted, to conserve a particular raw material required by a developing home industry.    

23、;These factors mean that importing and exporting are subject to a lot of formalities, such as customs entry and exchange control approval, from which the home retail and wholesale trades are free. They also mean that the procedures of foreign trade is much more complicated than that of domestic trad

24、e, the latter involves specialized knowledge and highly trained personnel.    2007-12-06            This unit tries to present a general picture and a brief introduction to export and import trades for the purpose of cla

25、rifying their complicated procedures.    2.1 Procedures of Export and Import Transaction    An export or import business is so complicated that it may take quite a long time to conclude a transaction. Varied and complicated procedures have to be gone through i

26、n the course of ex. >>    port or import transaction. From the very beginning to the end of the transaction, the whole operation generally undergoes four stages: preparing for exporting or importing, business negotiation, implementing the contract, and settlement of dispute

27、s(if any). Each stage covers some specific steps. Since the export and import trades are two sides of the same coin, and one countrys export is another countrys import, hence, we will take the procedures of export transaction in the following diagram to illustrate the general procedures of export an

28、d import transaction. Before proceeding to the following units, wed better keep this general picture in mind.     The most difficult part of exporting is taking the first step. Any exporter who wants to sell his products in a foreign country or countries must first conduct a lot

29、of market research. Market research is a process of conducting research into 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 exporte

30、r needs to know which foreign companies are likely to use his products or might be interested in marketing and distributing the products in their country. He must think whether there is a potential for making a profit. He must examine the market structures and general economic conditions in those pl

31、aces. If the economy is in a recession, the demand for all products is usually decreased. So the exporters products might not sell well at such times. Market research mainly covers:     1) Research on the countries or regions     Countries or regions with diff

32、erent political and economic systems hold quite different attitude toward foreign trade business. The exporter should investigate their political, financial and economic conditions; their policies, laws and regulations governing foreign trade, foreign exchange control. Customs tariffs and commercial

33、 practices; their foreign trade situation (the structure, quantity, volume of exporting and importing commodities, trading partners and trade restricti. >>    ons,etc.)    2) Research on the market    A research should also be conduct

34、ed about the production, consumption, price and its trend, the major importing or exporting countries of a particular commodity in order to fix the right price of exporting commodities and properly handle other business terms.    3) Research on the customer    

35、;In international trade, credit information is of greater importance than in home trade. The exporter should know what kind of reputation the buyer or importer has, the approximate size of his business, how he pays his accounts and information about his trade activities. Obviously, customers with so

36、und reputation and good financial standing will facilitate the export trade. The exporter can obtain this information from various sources such as references given by the buyer, his bank, various trade associations and enquiry agencies. In this way, the potential customers can be identified. &#

37、160;  In addition to conducting market research to collect information or data from external sources, the exporter can also take the initiative in marketing and promoting his products in the overseas market. The frequently adopted strategies are sales literature, point of sale advertising,

38、 packaging, sponsorship, showrooms, trade fair and exhibition, publicity, public relations,etc.        2. Business negotiation     . >>    If a foreign company is interested in buying the exporters products, negoti

39、ation should be organized. Business negotiation plays a very important role in the conclusion and implementation of a sale contract. It has a great bearing on the economic interest of the parties concerned.    No matter what way the negotiations are held, in general, they consist

40、 of the following links: enquiry, offer, counter-offer, acceptance and conclusion of sales contract. Among which offer and acceptance are two indispensable links for reaching an agreement and concluding a contract.    2007-12-06        

41、0;       Enquiry    An enquiry is request for business information, such as price lists, catalogue, samples, and details about the goods or trade terms. It can be made by either the importer or the exporter. On receiving the enquiry, it is a reg

42、ular practice that the exporter should reply to it without delay.    1) Offer and counter-offer    An offer is a proposal made by sellers to buyers in order to enter into a contract. In other words, it refers to trading terms put forward by offerers to offeree

43、s, 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, non-firm offer. A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection of the offer

44、and constitutes a counter offer.    . >>    2) Acceptance    Acceptance is a statement made by or other conduct of the offerees indicating unconditional assent to an offer. A contract is concluded once the offer is accepted.  

45、60;  3) Conclusion of sales contract    As soon as an offer is accepted, a written sales contract or sales confirmation is usually required to be signed between the buyer and the seller to confirm the sale and stipulate their rights and obligations respectively. A sales

46、 contract or sales confirmation contains some general terms and conditions as well as the specific terms that vary with the commodity. But such terms as the names of seller and buyer, the description of the goods, quality and specification, quantity, packing, unit price, amount, payment, date of del

47、ivery, shipping, insurance, inspection, claim and arbitration are indispensable. The sales contract or sales confirmation is normally made out in two originals, one for buyer and the other for his seller.        3. Implementation of Contract   &

48、#160;Under CIF contract with terms of payment by L/C, the implementation of export contract usually goes through the steps of goods preparation, inspection application, reminding of L/C, examination and modification of L/C, chartering and booking space shipping, shipment, insurance, documents prepar

49、ation for bank negotiation and the settlement of claims, etc.</o:p. >>   >    1) Preparing goods for shipment    After a contract is made, it is the main task for the exporter to prepare the goods for shipment and check them against

50、the terms stipulated in the contract. The quality, specification, quantity, marking and the packing should be in line with the contract or the L/C, the date for the preparation should agree with the shipping schedule.    2) Inspection application    If require

51、d by the stipulations of the states or contract, the exporter should obtain a certificate of inspection from the institutions concerned where the goods are inspected. Usually, the commodity will be released only after the issuance of the inspection certificate by the inspection organization.    3) Reminding, examining and modifying L/C    In international trade, a bankers letter of credit is commonly used for the payment of purchase price. In the course of the performance of contract, one of the necessary steps