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1、International trade,also called foreign trade,world trade or overseas trade,in essence,is the exchange of capital,goods and services across national boundaries.1.directions:Import trade 进口贸易Export trade 出口贸易Transit trade 过境，贸易2.contentsTrade in goods货物贸易Trade in services服务贸易Trade in technology/techn
2、ology trade技术贸易Trade in services include:Financial services金融服务Communication services 通信服务Construction and related services 建筑及相关工程服务Transport services 运输服务distribution services分销服务Tourism and related services旅游及与旅行相关的服务Health and social services健康与社会服务Educational services教育服务Etc.Technology trade in
3、clude:Licensing trade 许可贸易许可贸易（licensing trade）是指交易双方通过签订许可协议来实现技术转让的一种方式。具体地讲，许可贸易是指技术许可方（供方）允许被许可方（受方）取得其拥有的专利、商标或专有技术的使用权以及制造、销售该技术项下产品的权利，并由被许可方支付一定数额的报酬。Franchising 特许专营它是指由一家已经取得成功经验的企业，将其商标、商号名称、服务标志、专利、专有技术以及经营管理的方式或经验等全盘地转让给另一家企业使用,由后一企业(被特许人 franchisee)向前一企业(特许人franchiser)支付一定金额的特许费(franch
4、ise fee)的技术贸易行为。技术服务和咨询technical consulting service 技术服务和咨询是指独立的专家或专家小组或咨询机构作为服务方应委托方的要求，就某一个具体的技术课题向委托方提供高知识性服务，并由委托方支付一定数额的技术服务费的活动。合作生产 cooperative production是指两国或多国的企业对某一产品共同研究、共同开发、共同生产、互相提供生产中所需要的零部件，生产经营中共负盈亏的技术转让方式。Trade protectionismFree trade theories about 15th century to 18th centurytheo
5、ry:It holds that a countrys wealth was measured by its holding of treasure,usually in the form of gold and government should intervene with trade to prevent the free interflow of foreign products into their domestic markets.Adam Smith,18th century,Britain Theory:“The Wealth of Nation”The real wealth
6、 of a country consisted of the goods and services available to it citizens.The national interest could be gained by trading.If trade were unrestricted,each country would specialize in those products that resulted in a competitive advantage or it.David Richard,19th century,Britaintheory:when one coun
7、try has no or few absolute advantages,trade can still take place and bring benefit to the trading partners.A country will gain if it concentrates its resources on producing the commodities it can produce most efficiently.1930s,Britain Theory:economic growth came from investment,and investment could
8、multiply the increase of national income.To have consumers in foreign countries means more chances for investment and increase of import means the outflow of national currency and reduction of chances for investment and national income.Market researchBusiness negotiationExecution of the contractObje
9、ctives:Find the target market(size,potentials,opportunities,risks etc.)and prospective customersDifferent factors to be taken into consideration:political conditionseconomic condition financial situations government policieslegal systemsforeign trade situation geographical factorssocial and cultural
10、 backgroundmarket(supply,demand,size etc)Customer(financial status,demands,integrity)source of information:first-hand information:survey,trade fair and exhibition,showroom etcsecondary data:libraries(trade journals,national trade statistics)government(tax records,license applications,registration sy
11、stems)professional trade associations(international chamber of commerce,the China Council for promotion of International trade)banks private business firms:marketing research firms,individual manufacturers,middleman four stages:enquiry询价/询盘offer and counter-offer,报价/报盘/发盘和还盘acceptance受盘 conclusion o
12、f a contract达成合同 Enquiry:询价/询盘Definition:Kinds:CharacteristicsformsOffer:报价/报盘/发盘和还盘DefinitionKindsContentsCharacteristicsCounter offer:还盘Definition CharacteristicsAcceptance 受盘definitionRequisitesConclusion of a contract达成合同What is contractDifferent formsFormation of contractspecialize in 专门经营 enjo
13、y great popularity 享有盛誉 favourable price 优惠价格 favourable terms 优惠条件 enter into business relations 建立业务关系 on the basis of equality and mutual benefit 在平等互利的基础上 joint venture enterprise 合资企业 cooperative enterprise 合作企业 exclusively foreign-owned enterprise 外商 独资企业 state-owned enterprise 国营企业 collective
14、ly-owned enterprise 集体企业 individually owned enterprise 个体企业to make an inquiry for sth 对某物询价 to keep the inquiry on file 把询价记录在卷 to inquiry for sth 对某物询价 to inquiry about sth询问某事 accept an offer 接受报盘 extend an offer 延长报盘 renew an offer 更新报盘 withdraw an offer 撤销报盘 the validity of an offer 报盘有效期 make a
15、n offer 报价 offer firm 报实盘 the offer subject to final confirmation 报盘以最后确认为准conclude business with sb.与某人达成交易 5.close business,close a deal,close a transaction,close a bargain 达成交易 specialize in 专门经营 Execution of the contract:Preparing goods for shipmentApplying for inspection Reminding,examining and
16、 modifying L/CChartering and booking shipping spaceGoing through customs formalities Taking out insurance if necessaryPreparing documents for bank negotiationSettlement of disputes Parties involved in The exportersThe shipping agents at the port or airport of loadingThe railway in the exporters coun
17、tryThe road hauler in the exporters countryThe port authorityThe shipping company(for sea freight)The airline(for air freight)The insurance company or brokersThe exporters bankThe importers bankThe railways in the importers countryThe road hauler in the importers countryThe shipping agent at the por
18、t or airport of dischargeThe importersBasic documentsBill of ladingCommercial invoicePerforma invoice 形式发票Consular invoice 领事发票Packing listWeight memoCertificate of originCertificate of inspectionInsurance policy(certificate)Sales contractSales confirmationQuality of GoodsKey terms:I.Method of stipu
19、lating quality of the goods1.Sale by description 凭文字说明买卖1)sale by specification,grade or standard 凭规格，等级或标准买卖 FAQ fair average quality 良好平均品质 GMQ good merchantable quality 上好可销品质2)sale by brand name or trade mark凭品牌或商标买卖3)sale by name of origin凭产地买卖4)sale by description and illustration 凭说明书，图样买卖2.S
20、ale by sample凭样品买卖1)sale by the sellers sample凭卖方样品买卖original sample原样duplicate sample复样2)sale by the buyers sample凭样品买卖counter sample回样Match the commodities with their quality stipulation method.Garment manualFish F.A.QHaier washing machines sampleMedical apparatus brand nameWheat G.M.QKey:Garment
21、sample Fish G.M.QHaier washing machines brand name Medical apparatus manualWheat F.A.Q II.Quality clause in the sales contractTolerance clause公差条款Examples:blouse,Article No.328,size 8-16 in white,yellow,red and black.Desk model 202:top surface area 1200 mm wide,finished in oak(橡木),three equal size d
22、rawers in right pedestal.消费品：consumer goods|consumption goods特价品：bargain goods廉价品：low-priced goods 贵重品：article of value 奢侈品：luxury goods 耐用商品：durable goods 日用品：daily commodity 杂货：fancy goods|sundry goods|miscellaneous goods|general goods 标准货|正牌货：standard goods|standard merchandise 易销商品|适销品：marketabl
23、e commodity 制成品：finished goods|manufactured goods|finished article 半成品：half-finished goods|semi-manufactured goods|unfinished goods|unfinished articleQuantity of Goods1.Unit of quantityweight:gram,kilogram,metric ton,long ton,short ton,etc.number:piece,pair,set,dozen,gross,ream,roll,etc.length:meter
24、,foot,inch,yard,etc.area:square meter,square foot,etc.volume:cubic meter,cubic foot,cubic yard,etc.capacity:gallon,liter,bushel,etc.2.Methods of calculating weightKey terms:Gross weight毛重Net weight净重Gross for net以毛作净3.Quantity clause Examples:Chinese rice,500 M/T packed in gunny bags,50 kg.each,net
25、weight.Key terms:More or less clause溢短装条款1,000 m/ts with 5%more or lessExercises:please give the complete form.TMiKmSq mYdLbGalLgKey:T tonMi mileKm kilometerSq m square meterYd yardLb poundGal gallonL literG gram Packing of goodsPacking of goodsKey terms:Key terms:Nude cargoNude cargo裸装货裸装货Bulk carg
26、oBulk cargo散装货散装货Packed cargoPacked cargo包装货包装货Shipping/transport/outer/outside/big packing:Shipping/transport/outer/outside/big packing:运输包装运输包装Marketing packingMarketing packing销售包装销售包装Bag 袋Sack 麻袋Carton 纸箱Case 箱Box 盒Crate 板条箱Drum 桶Bale 包Can/Tin 罐、听Carboy 玻璃瓶Bundle 捆Container 集装箱Pallet 托盘Container
27、s:Marking:Marking:标志标志Shipping markShipping mark唛头唛头Indicative markIndicative mark指示型标志指示型标志Warning markWarning mark警示型标志警示型标志Shipping marks Shipping marks 运输标志（唛头）运输标志（唛头）triangle:triangle:三角形三角形,diamond:,diamond:菱形菱形,rectangle:,rectangle:长方形长方形,oval:oval:椭圆形椭圆形,star:,star:星形星形,pentagon:,pentagon:五
28、边形五边形,hexagon:hexagon:六边形六边形 ATSATSSingapore portSingapore portQTY.3 SETS QTY.3 SETS N.W.30 KG.N.W.30 KG.G.W.32 KG.G.W.32 KG.MEA.1005050 CM.MEA.1005050 CM.ITEM NO.B115ITEM NO.B115Indicative marks:Indicative marks:Warning marks:Warning marks:Neutral packingNeutral packing中性包装中性包装 Brand designated by
29、the buyerBrand designated by the buyer定牌中性定牌中性Packing clause in the contractPacking clause in the contractExamples of packing clauses:Examples of packing clauses:In wooden cases containing 30 In wooden cases containing 30 pcspcs of 40 lbs of 40 lbs eacheachPacking and marking shall be at the sellers
30、 Packing and marking shall be at the sellers option.In case special instructions are option.In case special instructions are necessary,they shall be informed to the seller in necessary,they shall be informed to the seller in time so as to enable the seller to comply with time so as to enable the sel
31、ler to comply with them.them.Packing must be suitable for ocean shipment Packing must be suitable for ocean shipment and sufficiently strong to withstand rough and sufficiently strong to withstand rough handling.handling.Translate the following sentences:Translate the following sentences:ValvesValve
32、s（电子管）（电子管）and all delicate parts are to be and all delicate parts are to be wrapped in soft material and firmly packed in wrapped in soft material and firmly packed in cardboardcardboard（薄纸板）（薄纸板）boxes.These in turn are to be boxes.These in turn are to be packed in casespacked in cases（木箱）（木箱）in su
33、ch a manner that in such a manner that movement inside the cases is impossible.movement inside the cases is impossible.（这样木箱中的货物（这样木箱中的货物不会到处乱动）不会到处乱动）All powders are wrapped in polythene bags All powders are wrapped in polythene bags（麻袋）（麻袋）and then packed in tinsand then packed in tins（罐头里）（罐头里）,t
34、he lids of,the lids of which are sealed with adhesivewhich are sealed with adhesive（粘着）（粘着）tape.tape.（用胶带封顶）（用胶带封顶）Components of price terms:Components of price terms:US$100 per dozen CIF LondonUS$100 per dozen CIF Londontype of currencytype of currencyunit priceunit pricemeasurement unitmeasurement
35、 unittrade termstrade termsInternational Rules for the Interpretation of International Rules for the Interpretation of Trade TermsTrade Terms国际贸易术语解释通则国际贸易术语解释通则Importance:provide a set of international Importance:provide a set of international rules for the interpretation of the most rules for the
36、interpretation of the most commonly used trade terms in foreign monly used trade terms in foreign trade.ICC international chamber of commerceICC international chamber of commerceKey points in Key points in IncotermsIncoterms:Procedure Procedure RisksRisksResponsibilitiesResponsibilitiesCosts and oth
37、er expensesCosts and other expensesKey terms:Key terms:EXWEXW EX WORKS(.named place)工厂交货(指定地点)FCAFCA FREE CARRIER(.named place)货交承运人(指定地点)FASFAS FREE ALONGSIDE SHIP(.named port of shipment)船边交货(指定装运港)FOBFOB FREE ON BOARD(.named port of shipment)船上交货(指定装运港)Chapter Six Insuranceunderwriter 保险商（指专保水险）,
38、保险承运人 insurance company 保险公司 insurer 保险人 insurance broker 保险经纪人 insurance underwriter 保险承保人 insurance applicant 投保人 insurant,the insured 被保险人，受保人 to cover(effect/take out)insurance 投保 insurance coverage;risks covered 保险范围 insurance slip 投保单 insured amount 保险金额 insurance against risk 保险 insurance cla
39、use 保险条款insurance instruction 投保通知 insurance business 保险企业Chapter Seven Payment TermsBill of Exchange 汇票 drawer 出票人 Drawee 受票人（付票人）payee 受款人Commercial bill and bankers billClean bill and documentary billSight (demand)bill and time(usance)bill 1.to draw(fill up the particulars)Restrictive payee限制性抬头(
40、pay Co.only,pay Co.not transferable)To order指示性抬头(payCo.or Order or pay to the order of.Co.)Requires endorsement To bearer 持票人或来人抬头(pay bearer)requires no endorsement2.presentation 提示（make payment or acceptance）3.Acceptance 承兑（written signature of drawee）4.payment付款（payment at maturity）5.endorsement
41、背书（transferable and negotiable）Modes of payment in International trade1.remittance 汇付Remitter汇款人 payee 收款人Remitting bank汇出行 paying bank 汇入行Mail transfer 信汇（paying bank）Telegraphic transfer 电汇(correspondent bank代理行)Demand draft 票汇（branch or correspondent bank）2.collection 托收D/P付款交单D/A 承兑交单3.L/CThe op
42、enerThe opening bankThe advising bankThe beneficiaryThe negotiating bankThe paying bankDocumentary L/C and clean L/CIrrevocable and revocableConfirmed and unconfirmedSight and usance Transferable and non-tansferableRevolving循环Reciprocal对开27:SEQUENCE OF TOTAL：1/140A:FORM OF DOC.CREDIT：IRREVOCABLE20:D
43、OC.CREDIT NUMBER：103CD13727331C:DATE OF ISSUE：08121531D:DATE AND PLACE OF EXPIRY：DATE 090202 PLACE IN SPAIN51D:APPLICANT BANK：BANCO SANTANDER,S.A.28660 BOADILLA DEL BARCELONA,SPAIN50:APPLICANT：LINSA PUBLICIDAD,S.A.VALENCIA,195 BAJOS.08011.BARCELONA,SPAIN59:BENEFICIARY：SHANDONG YIHAN IMP.&EXP.CO.,LTD
44、.NO.51 JINSHUI ROAD,QINGDAO,CHINA32B:AMOUNT：CURRENCY EUR AMOUNT 19250.0041A:AVAILABLE WITHBY ANY BANK IN CHINA BY NEGOTIATION42C:DRAFTS AT 30 DAYS AFTER SIGHT42A:DRAWEE：LINSA PUBLICIDAD,S.A.43P:PARTIAL SHIPMTS：NOT ALLOWED43T:TRANSSHIPMENT：NOT ALLOWED44E:PORT OF LOADING：ANY CHINESE PORT44F:PORT OF DI
45、SCHARGE：VALENCIA,SPAIN44C:LATEST DATE OF SHIPMENT：09011545A:DESCRIPTION OF GOODSGOODS AS PER S/C NO.YH08036 DATED ON DEC.1,2008CARDHOLDER DYED COW LEATHERBLACK COLOUR/8000PCS AT USD1.45/PC FOB QINGDAOBROWN COLOUR/5000PCS AT USD1.50/PC FOB QINGDAOPACKING:200PCS/CTN46A:DOCUMENTS REQUIRED1.SIGNED COMME
46、RCIAL INVOICE IN 3 COPIES2.CERTIFICATE OF ORIGIN GSP FORM A ISSUED BY OFFICIAL AUTHORITIES3.PACKING LIST IN 3 COPIES4.FULL SET CLEAN ON BOARD BILLS OF LADING MADE OUT TO ORDER MARKEDFREIGHT PREPAID AND NOTIFY APPLICANT5.INSURANCE POLICY/CERTIFICATE IN DUPLICATE ENDORSED IN BLANK FOR110%INVOICE VALUE
47、 COVERING ALL RISKS AND WAR RISK AS PER CIC.47A:ADDITIONAL CONDITIONSBILL OF LADING ONLY ACCEPTABLE IF ISSUED BY ONE OF THEFOLLOWING SHIPPING COMPANIES:KUEHNE-NAGEL(BLUE ANCHOR LINE)VILTRANS(CHINA)INTL FORWARDING LTD.OR VILTRANS SHIPPING(HK)CO.,LTD.71B:CHARGES：ALL CHARGES ARE TO BE BORN BY BENEFICIA
48、RY48:PERIOD FOR PRESENTATION：WITHIN 5 DAYS AFTER THE DATE OF SHIPMENT,BUT WITHIN THE VALIDITY OF THIS CREDIT49:CONFIRMATION INSTRUCTION：WITHOUTChapter Eight dispute settlementsupplemented material accept a claim接受索赔settle a claim解决索赔entertain a claim受理索赔admit a claim同意索赔dismiss a claim驳回索赔reject a c
49、laim拒绝索赔relinquish a claim撤回索赔waive a claim放弃索赔withdraw a claim撤回索赔claim on account of damage因损坏而索赔claim for damage由于损坏而索赔claim for financial loss要求经济损失的诉权claim for inferior quality因质量低劣而索赔claim for payment要求付款的诉权claim for proceeds要求赔偿货款claim for short delivery因短装而索赔CFRCFR COST AND FREIGHT(.named po
50、rt of destination)成本加运费(指定目的港)CIFCIF COST,INSURANCE AND FREIGHT(.named port of destination)成本、保险费加运费(指定目的港)CPTCPT CARRIAGE PAID TO(.named place of destination)运费付至(指定目的地)CIPCIP CARRIAGE AND INSURANCE PAID TO(.named place of destination)运费、保险费付至(指定目的地)DAFDAF DELIVERED AT FRONTIER(.named place)边境交货(指定