Chapter One Introduction to International Trade 1

1.1 A Brief History of International Trade 國(guó)際貿(mào)易歷史簡(jiǎn)介 1

1.2 Reasons for International Trade 國(guó)際貿(mào)易產(chǎn)生的原因 2

1.3 Categories of International Trade 國(guó)際貿(mào)易的分類 2

1.3.1 Import, Export and Transit Trade 進(jìn)口貿(mào)易，出口貿(mào)易和過(guò)境貿(mào)易 3

1.3.2 Direct, Indirect and Entrepot Trade 直接貿(mào)易，間接貿(mào)易和轉(zhuǎn)口貿(mào)易 3

1.3.3 Visible Trade and Invisible Trade 有形貿(mào)易和無(wú)形貿(mào)易 4

1.3.4 Barter Trade and Free-liquidation Trade 易貨貿(mào)易和自由結(jié)匯貿(mào)易 4

1.4 The Difficulties in International Trade 國(guó)際貿(mào)易存在的問(wèn)題 5

1.5 Benefits of International Trade 國(guó)際貿(mào)易的利益 6

1.6 E-commerce and International Trade 電子商務(wù)與國(guó)際貿(mào)易 6

1.6.1 Development of E-commerce 電子商務(wù)的發(fā)展 6

1.6.2 Types of E-commerce 電子商務(wù)的分類 6

Chapter Two Business Correspondence in International Trade ????11

2.1 Elements of Business Letters 商業(yè)信函的構(gòu)成 11

2.1.1 Letter Head/Heading 信頭 12

2.1.2 Reference Number 參考案號(hào)，信函編號(hào) 14

2.1.3 Date line/Date 日期 14

2.1.4 Inside Address 封內(nèi)地址 15

2.1.5 Attention Line 具體經(jīng)辦人，注意項(xiàng) 15

2.1.6 Subject Line 主題行，事由 16

2.1.7 Salutation 稱呼 16

2.1.8 Body of a Letter 信函主體 16

2.1.9 Complimentary Close 結(jié)尾敬語(yǔ) 17

2.1.10 Signature 簽名 17

2.1.11 Reference Notation 經(jīng)辦人代號(hào) 18

2.1.12 Enclosure 附件 18

2.1.13 Carbon Copy/CC 抄送 18

2.1.14 Postscript 附言 18

2.2 Envelope Addressing 信封的寫(xiě)法 19

2.3 Business Letter Format 商業(yè)信函格式 20

2.4 Business E-mail Writing 商業(yè)電子郵件寫(xiě)作24

2.5 7 Cs Principles in Business Letters 商業(yè)信函的7C原則 26

Chapter Three International Trade Terms ??30

3.1 International Conventions Related to Trade Terms 與貿(mào)易術(shù)語(yǔ)相關(guān)的國(guó)際慣例 30

3.1.1 Warsaw-Oxford Rules 1932 《1932年華沙-牛津規(guī)則》30

3.1.2 The Revised American Foreign Trade Definitions 1990

《1990年美國(guó)對(duì)外貿(mào)易定義修訂本》31

3.1.3 International Rules for the Interpretation of Trade Terms-Incoterms

《國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則》 31

3.2 Interpretation of Trade Terms in INCOTERMS 2010

《國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則2010》對(duì)貿(mào)易術(shù)語(yǔ)的解釋 33

3.2.1 Group E-Departure E組-離廠 33

3.2.2 Group F-Main Carriage UnPaid (by Seller) F組-主運(yùn)費(fèi)（賣(mài)方）未付 34

3.2.3 Group C-Main Carriage Paid (By Seller) C組-主運(yùn)費(fèi)（賣(mài)方）已付 35

3.2.4 Group D-Arrival D組-貨物到達(dá) 37

3.3 Considerations for Using the Incoterms 2010 rules

使用《國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則2010》的注意事項(xiàng) 40

3.4 Trade Terms and the Price Clause in Sales Contracts

銷(xiāo)售合同中的貿(mào)易術(shù)語(yǔ)及價(jià)格條款 41

Chapter Four General Procedures of International Trade ??45

4.1 Preparation for Transaction 貿(mào)易前的準(zhǔn)備 45

4.1.1 Market Research 市場(chǎng)調(diào)查 45

4.1.2 Establishment of Business Relations 建立貿(mào)易關(guān)系46

4.2 Process of Business Negotiation 商業(yè)談判

4.3 Conclusion of Sales Contract 簽訂銷(xiāo)售合同 47

4.4 Performance of Sales Contract 履行合同 47

4.4.1 The Seller s Performance of Sales Contract 賣(mài)方履行合同 48

4.4.2 The Buyer s Performance of Sales Contract 買(mǎi)方履行合同 49

4.4.3 Settlement of Disputes(if any) 解決爭(zhēng)議（如需要） 50

4.5 Documentation in International Trade 國(guó)際貿(mào)易單證 52

4.5.1 Documents in Preparation for Business Negotiation 商業(yè)談判前單證準(zhǔn)備 52

4.5.2 Documents Involved in Goods Preparation 備貨時(shí)的相關(guān)單證 53

4.5.3 Documents Related to Booking Shipping Space or Chartering

租訂船只的相關(guān)單證 53

4.5.4 Documents after Shipment 裝運(yùn)后的單證 54

4.5.5 Insurance Policy 保險(xiǎn)單，保單 54

4.5.6 Main Documents for Bank Negotiation 銀行議付所需單證 54

Chapter Five Business Negotiation in International Trade ??57

5.1 Establishing Business Relations 建立貿(mào)易關(guān)系 57

5.1.1 Ways of Choosing Foreign Target Markets and Potential Customers

選擇海外目標(biāo)市場(chǎng) 和潛在客戶 57

5.1.2 Establishing Business Relations 建立貿(mào)易關(guān)系 58

5.2 Inquiry/Enquiry 詢盤(pán)，詢價(jià) 59

5.2.1 Categories of Inquiry 詢盤(pán)分類 59

5.2.2 Response to an Inquiry Letter 詢盤(pán)函的回復(fù) 60

5.3 Offer 報(bào)盤(pán)，報(bào)價(jià) 60

5.3.1 Firm Offer/Definite Offer 實(shí)盤(pán) 61

5.3.2 Non-firm Offer/Indefinite Offer 虛盤(pán) 62

5.3.3 Writing Offer Letters 報(bào)盤(pán)信函寫(xiě)作 63

5.3.4 A Special Offer: Proforma Invoice 形式發(fā)票：一種特殊報(bào)盤(pán) 63

5.3.5 Differences of Offer, Quotation, and Bid 報(bào)盤(pán)、報(bào)價(jià)和遞盤(pán)的區(qū)別 64

5.4 Counter Offer 還盤(pán)，還價(jià) 65

5.5 Counter-counter Offer 再還盤(pán)，再還價(jià) 65

5.6 Acceptance 接受 66

Chapter Six Conclusion of International Trade Contract ??77

6.1 Order 訂單 77

6.1.1 Categories of Orders 訂單分類 77

6.1.2 Writing Order Letters 訂單信函寫(xiě)作 78

6.2 Confirmation 確認(rèn)書(shū) 78

6.3 Business Contract 商業(yè)合同 79

6.3.1 Categories of Business Contract 商業(yè)合同的分類 79

6.3.2 Components and Language Features of Business Contract

商業(yè)合同的構(gòu)成及語(yǔ)言特點(diǎn) 80

6.3.3 Principles for Implementation of Business Contracts 商業(yè)合同的履行原則 81

6.3.4 Amendment and Termination of Business Contracts 商業(yè)合同的更改和終止 82

Chapter Seven International Payment ????????92

7.1 Instruments of International Payment 國(guó)際支付工具 92

7.1.1 Drafts 匯票 92

7.1.2 Promissory Note 本票 95

7.1.3 Check/Cheque 支票 96

7.2 Methods of International Payment 國(guó)際支付方式 97

7.2.1 Remittance匯付 97

7.2.2 Collection 托收 100

7.2.3 Letter of Credit (L/C) 信用證 103

Chapter Eight International Cargo Transportation ????125

8.1 Modes of Transportation 運(yùn)輸方式 125

8.1.1 Ocean Transportation 海洋運(yùn)輸 125

8.1.2 Other Modes of Transportation 其它運(yùn)輸方式 127

8.2 Transportation Documents 運(yùn)輸單據(jù) 129

8.2.1 Major Shipping Documents 主要海運(yùn)單據(jù) 129

8.2.2 Other Transportation Documents 其它運(yùn)輸單據(jù) 135

8.3 Clauses of Shipment 裝運(yùn)條款 136

8.3.1 Packing and Marking 包裝與嘜頭 137

8.3.2 Time of Shipment and Time of Delivery 裝運(yùn)時(shí)間與交貨時(shí)間 139

8.3.3 Port of Shipment and Port of Destination 裝運(yùn)港與目的港 140

8.3.4 Partial Shipment and Transshipment 分批裝運(yùn)與轉(zhuǎn)船 140

8.3.5 Shipping Instruction and Shipping Advice 裝運(yùn)指示與裝運(yùn)通知 141

Chapter Nine Insurance ????151

9.1 Parties Involved in Cargo Insurance 保險(xiǎn)當(dāng)事方 151

9.2 Fundamental Principles of Insurance 保險(xiǎn)的基本原則 152

9.3 Risks, Losses and Expenses in Ocean Marine Cargo Insurance

海運(yùn)中的風(fēng)險(xiǎn)、損失和費(fèi)用 153

9.3.1 Risks 風(fēng)險(xiǎn) 153

9.3.2 Losses 損失 154

9.3.3 Expenses費(fèi)用 155

9.4 Marine Insurance Coverage under C.I.C 中國(guó)保險(xiǎn)條款規(guī)定的海運(yùn)險(xiǎn)別 155

9.4.1 Basic Risks Coverage 基本險(xiǎn)別 156

9.4.2 Additional Risks Coverage 附加險(xiǎn)別 156

9.5 Other Types of Cargo Insurance 其它貨運(yùn)險(xiǎn) 157

9.6 Procedures of Cargo Insurance Arrangment 辦理保險(xiǎn)的程序 157

9.7 Insurance Clause in Sales Contracts 銷(xiāo)售合同中的保險(xiǎn)條款 160

Chapter Ten Commodity Inspection, Claim, Force Majeure and Arbitration ??170

10.1 Commodity Inspection 商品檢驗(yàn)，商檢 170

10.1.1 Inspection Time and Place 商檢時(shí)間和地點(diǎn) 170

10.1.2 Inspection Authorities 商檢機(jī)構(gòu) 171

10.1.3 Major Inspection Certificates主要商檢證書(shū) 172

10.1.4 Inspection Clause in the Sales Contract 銷(xiāo)售合同中的商檢條款 172

10.2 Complaints and Claims 投訴和索賠 173

10.2 Force Majeure 不可抗力 174

10.2.1 Consequences of Force Majeure 不可抗力的后果 174

10.2.2 Stipulations of Force Majeure Clause in Contracts合同中的不可抗力條款 175

10.3 Arbitration 仲裁 175

10.3.1 The Definition of Arbitration 仲裁定義 176

10.3.2 Features of the Arbitration 仲裁特征 176

10.3.3 Arbitration Procedures 仲裁程序 176

10.3.4 Arbitration Costs 仲裁費(fèi)用 177

10.3.5 Advantages of Arbitration Comparing with Litigation 仲裁相對(duì)于訴訟的優(yōu)勢(shì) 178

10.3.6 Arbitration Clause in Sales Contract 銷(xiāo)售合同中的仲裁條款 178

Appendix 1 Export Licence ??185

Appendix 2 Import Licence 186

Appendix 3 Proforma Invoice ?? 187

Appendix 4 Commercial Invoice 189

Appendix 5 Packing List ????190

Appendix 6 Certificate of Inspection ??191

Appendix 7 Shipping Order 192

Appendix 8 Customs Declaration Form ????193

Appendix 9 Shipping Advice ????194

Appendix 10 Bill of Lading ??195

Appendix 11 Insurance Policy ??196

Appendix 12 Draft (Bill of Exchange) ????198

Appendix 13 Certificate of Origin ??199

Appendix 14 Purchase Order ????200

Appendix 15 Sales Confirmation ????201

Appendix 16 Sales Contract ??????202

Appendix 17 Letter of Credit ??206

Appendix 18 Booking Note ??208

Appendix 19 Mate s Receipt ??209

Appendix 20 Application Form for Cargo Transportation Insurance ????210^[1]