Objective (目标)

 Understand the classification of international trade 了解国际贸易分类；   

 Understand the procedure of import and export 了解国际贸易的进出口流程；   

 Understand the typical international trade conventions 了解主要的国际贸易惯例；   

 Master the key terms in Incoterms 2010   

   掌握Incoterms 2010的几种主要术语

 Understand 8 main forms of international trade 了解8中主要的国际贸易形式

Key Points and Difficult  Points（重点及难点）

Key Points（重点）:

Definitions of the key terms of Incoterms 2010 and the responsibility of seller and buyer.

Difficult  Points（难点）:

Differences between various terms.

Vocabulary and Terminology

EXW (Ex Works… Named Place) 工厂交货

FCA (Free Carrier… Named Place) 货交承运人

FAS (Free Alongside Ship… Named Port of Shipment) 船边交货

FOB (Free On Board… Named Port of Shipment) 船上交货

CFR (Cost and Freight… Named Port of Destination) 成本加运费

CIF (Cost, Insurance and Freight… Named Port of Destination) 成本加保险费和运费

CPT (Carriage Paid to… Named Place of Destination) 运费付至

CIP (Carriage and Insurance Paid to… Named Place of Destination) 运费、保险费付至

DDP (Delivered Duty Paid… Named Place of Destination) 完税后交货

DAT (Delivered At Terminal… named terminal at port or place of destination) 终点站交货

DAP (Delivered At Place… named place of destination) 指定地点交货

FOB liner terms 班轮条件

FOB under tackle 吊钩下交货

FOB stowed 包括理仓费

FOB trimmed 包括平仓费

payable at usance 远期付款

contract of carriage 运输合同

demurrage charges 滞期费

exclusive sales 包销 exclude

general agent 总代理 agency

sole agent/ exclusive agent 独家代理

commission agent 佣金代理

consignment 寄售 consignor, consignee

transit trade 转口贸易

invitation to tender 招标 invite

submission of tender 投标

book of tender 投标书

tenderee 招标人 tenderer

bidden 投标人 bid

performance bond 履约保函

standby letter of credit 备用信用证

barter 易货贸易

counter trade 对销贸易

switch trade 转手贸易

compensation trade 补偿贸易

offset 抵消贸易

consignor 委托人

consignee 受托人 

counter purchase 互购贸易

spot exchange 现汇

Main contents

1. classification of international trade 国际贸易术语分类

2. procedure of international import and export 进出口流程

3.1.1 Classification of International Trade

(1) Classification by the Direction Goods are Transferred

 Export trade

 Import trade

 Transit trade

1) Export trade: domestic goods leaving customs frontier. 本国货物离开关境。

2) Import trade: foreign goods entering customs frontier. 外国货物进入关境。

3) Transit trade: goods from a country passing through host country’s territory and being delivered to other countries. 

别国出口货物通过本国国境，未经加工改制，基本保持原状运往另一国

(2) Classification by Countries Involved

 Direct trade 直接贸易

 Indirect trade 间接贸易

 Transit trade  转口贸易

1) Direct trade: the direct deal of goods between consuming and producing countries. 

货物消费国与货物生产国直接买卖货物

2) Indirect trade: the goods transaction being made via a third country. 

货物生产国与货物消费国通过第三国进行买卖

3) Transit trade: in an indirect trade, what the third country commits. 

在间接贸易中，第三国所从事的就是转口贸易 

(3) Classification by Exchange Settlement Means

 Trade by free settlement 自由结汇贸易 

 Barter trade 易货贸易

1) Trade by free settlement: 

the way currency is used as settlement means in international trade.

 在国际贸易中，以货币作为清偿工具

2) Barter trade: 

goods after evaluation are used to settle the transaction in international trade.

以货物经过计价作为清偿工具

3.1.2 International Trade Contract

 The cross nation nature makes it riskier. 国际贸易风险大

 the provisions concerning goods, transportation, insurance, and claim indemnity and etc. 环节多

 must be clearly and explicitly defined.  规则清楚明确

 the conclusion and performance of international trade contract must be in accordance with norms of law. 符合法律规范

 the most globally influential international trade custom and international treaty are INCOTERMS, UCPDC, and CISG formulated by ICC. 由国际商会监管

3.1.3 Procedure of Import

 In principle, China conducts importation under FOB term, using L/C as settlement mean. In this context, the process has three stages.

(1) Preparation 准备阶段

(2) Negotiation and Contract Conclusion谈判与合同签订阶段

(3) Contract Performance合同执行阶段

(1) Preparation Preceding Importation:

The following works should be done in this stage:

• market investigation

• choice of market

• import cost estimation

• import scheme specification

• timing and counter party of import

• import license application

• foreign exchange arrangement

(2) Negotiation and Contract Conclusion: 

Different negotiation methods for different goods. 

• Business correspondence is used in the import of common goods

• oral negotiation is necessary for key material import

• The negotiation will generally run through the process of inquiry, offer, counter-offer and acceptance

(3) Contract Performance:

the following activities to perform import contract: 

• entrance of transportation agreement

• insurance application

• documents examination

• customs declaration

• goods reception and inspection

3.1.4 Procedure of Export

 In principle, China conducts exportation under CIF or CFR terms, regularly using L/C as settlement means. 

 the process exportation generally has three stages:

(1) Preparation 

international market investigation should be conducted in the following aspects: 

 Export country’s political, economic, and foreign trade condition

 The political attitude held by related clients towards China and their creditworthiness

 The production, consumption, trade, and price of relative commodity

 exporters should make export scheme, determine the means of settlement and promotion strategy

(2) Negotiation and Contract Conclusion:

involves the work of inquiry, offer, counter-offer and acceptance

(3) Contract Performance 

The following activities are involved: 

 Preparing goods in accordance with contract;

 Urging the importer to issue L/C if it is used as settlement means

 Handling goods inspection and arranging insurance

 Issuing shipment notification, filling in documents according to the requirement 

 Lodging a claim, requiring arbitration, or even filing a lawsuit in the event of breach or dispute.