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Chapter One International Trade 1

1.1 International Trade 1

1.2 Definition of International Trade 2

1.3 Reasons for International Trade 2

1.3.1 Resource Reasons 2

1.3.2 Economic Reasons 3

1.3.3 Other Reasons 3

1.4 The Differences Between International Trade and Domestic Trade 4

1.5 Forms of International Trade 4

1.5.1 Export Trade,Import Trade and Transit Trade 5

1.5.2 Direct Trade,Indirect Trade and Entrepot Trade 5

1.5.3 Visible Goods Trade and Invisible Goods Trade 5

1.5.4 Barter Trade and Free-liquidation Trade 6

1.6 Benefits from International Trade 7

1.6.1 Economic Growth 7

1.6.2 Cheaper Goods and Services 7

1.6.3 Greater Variety 7

Technical Terms 8

Exercises 8

Chapter Two International Business Correspondence 10

2.1 The Essence of Business Letters 10

2.2 Elements of Business Letters 11

2.2.1 Letterhead 12

2.2.2 Reference 12

2.2.3 Date 13

2.2.4 Inside Address 13

2.2.5 Attention Line 14

2.2.6 Salutation 15

2.2.7 Subject Line 15

2.2.8 Body of a Letter 16

2.2.9 Complimentary Close 16

2.2.10 Signature 16

2.2.11 IEC(Initials,Enclosures and Carbon Copies Block) 17

2.2.12 Postscript 17

2.3 Envelope Addressing 18

2.4 Business Letter Format and Outline 19

2.4.1 Format 19

2.4.2 Outline 21

2.5 Basic Principles for Business Letters 22

Specimen Letters 24

Technical Terms 24

Exercises 25

Chapter Three International Trade Terms 26

3.1 Components of Trade Terms 26

3.2 INCOTERMS 27

3.2.1 Scope of INCOTERMS 28

3.2.2 Structure of INCOTERMS 2000 28

3.2.3 Common Issues 29

3.3 Interpretation of Trade Terms in INCOTERMS 2000 30

3.3.1 Group E—Departure 30

3.3.2 Group F—Main Carriage Unpaid(by Seller) 30

3.3.3 Group C—Main Carriage Paid(by Seller) 32

3.3.4 Group D—Arrival 34

3.4 Contrasts between FOB,CFR and CIF 36

3.5 Considerations for Choosing Trade Terms 36

Technical Terms 37

Exercises 37

Chapter Four Establishing Business Relations 39

4.1 The Significance of Establishing Business Relations 39

4.2 The Channels of Establishing Business Relations 40

4.3 Information Collection of the Prospective Clients 40

4.4 Some Skills in Establishing Business Relations 41

4.4.1 Skills for Writing a First Letter to a Prospective Corporation 41

4.4.2 Skills for Replying a Letter 42

Specimen Letters 43

Skill Training 47

Technical Terms 50

Exercises 51

Chapter Five Enquiry and Offer 54

5.1 Enquiry 55

5.2 Offer 56

5.2.1 Firm Offer 56

5.2.2 Non-firm Offer 57

5.2.3 Proforma Invoice:a Special Offer 58

5.3 Counter-Offer 59

5.4 Counter-Counter-Offer 60

Specimen Letters 61

Skill Training 66

Technical Terms 68

Exercises 69

Chapter Six Acceptance,Order and Business Contract 72

6.1 Acceptance 72

6.2 Order 73

6.3 Business Contract 75

6.3.1 Contracts 75

6.3.2 Confirmation 79

6.3.3 Significance and Function of Contract 81

Specimen Letters 81

Skill Training 86

Technical Terms 88

Exercises 89

Chapter Seven International Payment 91

7.1 Nature of International Payment 91

7.2 Instruments of International Payment 92

7.2.1 Draft 92

7.2.2 Promissory Note 94

7.2.3 Check 95

7.3 Methods of International Payment 96

7.3.1 Cash in Advance 96

7.3.2 Documentary Letter of Credit 98

7.3.3 Documentary Collection 101

7.3.4 Open Account 103

Specimen Letters 104

Skill Training 107

Technical Terms 110

Exercises 111

Chapter Eight Letter of Credit 114

8.1 Nature of Letters of Credit 114

8.2 Procedures of Letter of Credit Operations 115

8.2.1 Issuance of Letter of Credit 115

8.2.2 Amendment of Letters of Credit 118

8.2.3 Utilization of Letters of Credit 120

8.3 Considerations in Using L/C 121

8.3.1 Points for Attention in Using L/C 121

8.3.2 L/C Risks and L/C Risk Prevention 121

Specimen Letters 122

Skill Training 127

Technical Terms 130

Exercises 130

Chapter Nine International Cargo Transportation 135

9.1 Ocean Transportation 135

9.1.1 Liner Transportation 135

9.1.2 Charter Transportation 137

9.2 Shipping Documents 139

9.2.1 Packing List 139

9.2.2 Booking Note 140

9.2.3 Shipping Order 142

9.2.4 Mate's Receipt 143

9.2.5 Bill of Lading 144

9.3 Clause of Shipment 150

9.3.1 Packing and Marking 150

9.3.2 Time of Shipment and Time of Delivery 153

9.3.3 Port of Shipment and Port of Destination 153

9.3.4 Partial Shipment and Transshipment 154

9.3.5 Shipping Instruction and Shipping Advice 155

9.4 Other Modes of Transportation 155

Specimen Letters 157

Skill Training 159

Technical Terms 161

Exercises 162

Chapter Ten Insurance 165

10.1 Fundamental Principles of Cargo Insurance 165

10.2 Risks and Losses in Cargo Transport 167

10.2.1 Risks 167

10.2.2 Losses 168

10.2.3 Expenses 169

10.3 Ocean Marine Insurance under C.I.C 169

10.3.1 Basic Risks Coverage 169

10.3.2 Additional Risks Coverage 170

10.4 Insurance Practice of International Trade 172

10.4.1 Insured Amount 173

10.4.2 Insurance Premium 173

10.4.3 Insurance Document 173

Specimen Letters 175

Skill Training 180

Technical Terms 183

Exercises 184

Chapter Eleven Inspection,Claim,Force Majeure and Arbitration 190

11.1 Commodity Inspection 190

11.1.1 Place and Time of Inspection 191

11.1.2 Inspection Bodies 191

11.1.3 Inspection Standards 192

11.1.4 Major Inspection Certificates 193

11.1.5 Inspection Clause in the Sales Contracts 194

11.2 Complaints and Claims 194

11.2.1 Types of Claim 195

11.2.2 Claim Clause in Sales Contracts 195

11.3 Force Majeure 196

11.3.1 Consequences of Force Majeure 196

11.3.2 Force Majeure Clause in Sales Contracts 196

11.4 Arbitration 197

11.4.1 The Definition of Arbitration 197

11.4.2 Features of the Arbitration 198

11.4.3 Arbitration Procedures 198

11.4.4 Arbitration Clause in Sales Contracts 200

Specimen Letters 200

Skill Training 204

Technical Terms 206

Exercises 207

Chapter Twelve Import and Export Procedures 209

12.1 General Procedures of Export Transaction 209

12.1.1 Preparations for Exporting 209

12.1.2 Negotiation of a Sales Contract 211

12.1.3 Performance of the Contract 212

12.1.4 Settlement of Disputes 215

12.1.5 Flowchart of Export Procedure 215

12.2 General Procedures of Import Transaction 216

12.2.1 Preparations for Importing 216

12.2.2 Trade Negotiation 216

12.2.3 Performance of the Contract 217

12.2.4 Settlement of Disputes 218

12.3 Export Documentation 218

12.3.1 Role of Documentation 218

12.3.2 Export Documents 219

Technical Terms 229

Exercises 230

参考文献 231