GeneralProceduresofExportandImportTransactionGeneralProceduresOfExportTransactionsGeneralProceduresof

ExportandImportTransactionPreparationforTransaction1BusinessNegotiation2SigningContract3ImplementationofContract41.GeneralProceduresofExportStep1Step2Step3Step4MarketResearchResearchontheCountriesorRegionsResearchontheMarketResearchontheCustomerSelectCustomerCreditInformation3CPrinciple：Credit、Capital、CapacityImplementexportplanGoodsPlaceQuantityPricePaymentNegotiatetermsoftransactionQuality、Quantity、PackingTradeTerms、PricePaymentTransportation、Insurance1.1ResearchontheCountriesorRegionspolitical,financialandeconomicconditions;policies,lawsandregulationsgoverningforeigntrade,foreignexchangecontrol,customstariffsandcommercialpractices;foreigntradesituation(thestructure,quantity,volumeofexportingandimportingcommodities,tradingpartnersandtraderestrictions,etc.).1.2ResearchontheMarketproductionconsumptionpriceanditstrendthemajorimportingorexportingcountriesofaparticularcommoditymarketingandpromotionTheFourP’s:ProductPricePlacePromotion

1.3ResearchontheCustomercreditinformationofthecustomerreputationsizeofhisbusinesshowhepayshisaccountsinformationabouthistradeactivities.HowtoObtainCustomer’sInformation業務函電往來

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工商團體證信機構

我國駐外經濟機構

ResourcesSpecimenLetter

(Seller’slettertohisbankmanager,askingforinformation)DearSir,IamthinkingofgrantingcredittoMessrs…of…whomIhaveonlyslightknowledgegainedduringafewmonthsoftradingonacashbasis.

Ifyoucanfindoutanythingabouttheirfinancialandcreditstanding,Ishallbeverygratefultoyou.Theygivemeonlytheirbankers,The…Bankof…asareference,andtheyestimatetheirmonthlyordersatabout800pounds.Ihopethatyouwillbeabletoassistme.Yoursfaithfully,SpecimenLetter(favorablereply)

DearSirs,Withreferencetoyourenquiryof…concerningthefirmsnamedontheenclosedslip,wecanadviseyouthattheyareoldestablisheddealersofthehighestreputeandcreditstanding,andareconsideredsafeforthecredityoumention.Thisinformationisforyourownuseonlyandisgivenwithoutresponsibility.Yoursfaithfully,SpecimenLetter

(unfavorablereply)DearSirs,ReplyingtoyourenquiryDD/CCof…weregrettosaythatwecannotgiveinformationinthiscase.Wewouldadviseyoutoactwithcaution.Yoursfaithfully,2.BusinessNegotiationAcceptanceCounter-offerOfferInquiry接受還盤發盤詢盤

BusinessNegotiation

Thenegotiationisthedealingsbetweenseller(orexporter)andbuyer(orimporter)inordertoreachanagreementofthetermsinrespectofquality,quantity,packing,price,shipment,insurance,payment,inspection,claimanddisputes,arbitration,forcemajeure,etc.

Onlywhenthepartiesallagreeonthevarioustermsconsultedcanthebusinessbedoneandthecontractofsalesconcluded.Businessnegotiationcanbeconductedthroughcorrespondence,telephone,cableortelex.2.1Enquiry

Anenquiryisarequestforbusinessinformation,suchaspricelists,catalogues,samplesanddetailsaboutthegoodsortradeterms.Itcanbemadebyeithertheimporterortheexporter.Onreceivingtheenquiry,itisaregularpracticethattheexportershouldreplytoitwithoutdelaytostartthenegotiation.2.1EnquiryItshouldbenotedthatwhoevermakesanenquiryisnotliableforthebuyingortheselling,andtheoppositeparty,inthemeantime,canmakenoreplyatall.Butaccordingtothecommercialpracticethereceiverofanenquirywillrespondwithoutdelayintheusualformofaquotation,anoffer,orabid.ENQUIRIES買方詢盤請報中國松香5/6月裝運100公噸CIF倫敦。

PLSQUOTELOWESTPRICECFRSINGAPOREFOR500PCSFLYINGPIGEONBRANDBICYCLESMAYSHIPMENTCABLEPROMPTLY(請報500輛飛鴿牌自行車成本加運費至新加坡的最低價，五月裝運，盡速電告)賣方詢盤可供中國綠茶8月裝運，如有興趣請遞盤（電告）。CANSUPPLYALUMINIUMINGOT99PCTJULYSHIPMENTPLSCABLEIFINTERESTED（可供99%鋁錠，七月份裝運，如有興趣請電告）Specimenletters(aninquiry)DearSirs,Messrs.Brown&Clarkofthiscityinformusthatyouareexportersofallcottonbed-sheetsandpillowcases.Wewouldliketosendusdetailsofyourvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Specimenletters(aninquiry)Wearelargedealersintextilesandbelievethereisapromisingmarketinourareaformoderatelypricedgoodsofthekindmentioned.Whenreplying,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchaseofquantitiesofnotlessthan100dozenofindividualitems.PricesquotedshouldincludeinsuranceandfreighttoLiverpool.yoursfaithfully,2.2Offer

AccordingtoUnitedNationsConventiononContractsforSaleofGoods,aproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanofferifitissufficientlydefiniteandindicatestheintentionoftheofferortobeboundincaseofacceptance.發盤（Offer）又稱發價、要約，交易的一方向對方提出買賣某種商品的各項交易條件，并愿意按照這些條件達成交易，訂立合同的一種肯定明確的表示。法律后果：發盤一經發出，即具有法律約束，在其有效期內發盤人不得任意撤銷或修改。發盤一經受盤人在有效期內表示無條件的接受，發盤人將承擔按發盤條件與受盤人訂立合同的法律責任，合同成立后對雙方都有法律約束力。構成發盤的條件條件1發盤要向一個或一個以上特定的受盤人提出條件2發盤內容必須十分確定a.標明貨物的名稱b.明示或默示地規定貨物的數量或規定數量的方法c.明示或默示地規定貨物的價格或規定明確價格的方法條件3發盤要表明一經受盤人接受，發盤人即受約束的意旨《聯合國國際貨物銷售合同公約》規定：FirmOfferandNon-firmOffer

Afirmoffer

isakindofofferwhichismadetoaspecificpersonorpersonstoexpressorimplyadefiniteintentionoftheofferortomakeacontractunderaclear,completeandfinaltradeterms.

Onceitisunconditionallyacceptedbytheoffereewithinitsvalidity,thisfirmoffercannotberevokedoramendedandisbindingonbothofferorandofferee.Thenthetransactioniscompletedandacontractisconcludedrightaway.Afirmofferlapseswhenitexceedsthetermsofvalidity.Thelapsedofferisnolongerbindingontheofferor.Atthismoment,eveniftheoffereeexpresseshisacceptance,theofferorisentitledtorefuseit.

實盤示例“茲發盤1000打運動衫，規格按3月1日樣品，每打CIF紐約80美元，標準出口包裝，5-6月裝運，以不可撤銷信用證支付，限4月20日復到有效。”

“可供青島絲綢800公斤，28.5×49每公斤8美元，FOB青島，5/6月裝運，不可撤銷信用證付款。”Specimenletters(afirmoffer)DearSirs,Weareverypleasedtoreceiveyourenquiryof15thJanuaryandencloseourillustratedcatalogueandpricelistgivingthedetailsyouaskfor.Alsobyseparatepostwearesendingyousomesamplesandfeelconfidentthatwhenyouhaveexaminedthemyouwillagreethatthegoodsarebothexcellentinqualityandreasonableinprice.Specimenletters(afirmoffer)Onregularpurchasesinquantitiesofnotlessthan100dozenofindividualitemswewouldallowyouadiscountof2%.PaymentistobemadebyirrevocableL/Catsight.Becauseoftheirsoftnessanddurability,ourallcottonbed-sheetsandpillowcasesarerapidlybecomingpopularandafterstudyingourpricesyouwilllearnthatwearefindingitdifficulttomeetthedemand.Specimenletters(afirmoffer)

Butifyouplaceyourordernotlaterthantheendofthismonth,wewouldensurepromptshipment.Weinviteyourattentiontoourotherproductssuchastable-clothandtablenapkins,detailsofwhichyouwillfindinthecatalogue,andlookforwardtoreceivingyourfirstorder.YoursFaithfully,Non-firmoffer

Anon-firmoffer

isanofferwithoutengagement.Itisunclear,incompleteandwithreservation.Ithasnobindingforceupontheofferor.Thetradetermsarenotindicatedclearlyanddefinitely.Thecontentisnotsocompletedasthatofafirmoffer.Ithasnotermofvalidity.Non-firmofferMoreover,theofferormakestheofferwithreservation:theofferissubjecttohisfinalconfirmation.Soanon-firmofferoftenbearssuchwording“thisofferissubjecttoourfinalconfirmation”,or“thepricesaresubjecttochangewithoutnotice”.Specimenletters(anon-firmoffer)

Gentlemen:DriedApricotWithoutPit

InreplytoyourletterofAugust15th,wearemakingyouanoffer,subjecttoourfinalconfirmation,asfollows:Commodity:DriedApricotWithoutPitof2000crop

Specification:Asperattachedbrochure

Specimenletters(anon-firmoffer)

Packing:250gtoaplasticbag,100bagstoacartonQuantity:400cartonsPrice:US$75netpercartonCFRJiddaShipment:September/October,2000Payment:byconfirmedirrevocableletterofcreditpayablebydraftatsighttobeopenedinourfavour,30daysbeforethetimeofshipment.Specimenletters(anon-firmoffer)

Underseparatecover,wehavesentyousamplesofourvariouskindsofcannedfoodandotherdriedfruits.Ifyouhaveanyotherquestionspleasedonothesitatetowriteus.Ifyoufindtheaboveacceptable,pleasecableusforconfirmation.YoursFaithfully,發盤的生效（1）口頭發盤自對方了解發盤內容時生效（2）書面發盤a.投郵（發信）主義——英美法系b.到達（受信）主義——大陸法系（3）數據電文形式進入特定系統時間發盤的有效期（1）口頭發盤除發盤人發盤時另有聲明外，受盤人只能當場表示接受，方為有效（2）書面發盤a.規定最遲接受的期限例如:“發盤限5月1日復到我方有效”b.規定一段接受的期限例如:“發盤有效期為10天”或“發盤限10天回復”c.不明確規定有效期限，在合理時間內有效思考題

一法國商人于某日上午走訪我國外貿企業洽購某商品。我方口頭發盤后，對方未置可否，當日下午法商再次來訪表示無條件接受我方上午的發盤。此時，我方已獲知該項商品的國際市場價格有趨漲的跡象。對此，你認為我方應如何處理為好，為什么？分析

中國與法國均系《聯合國國際貨物銷售合同公約》締約國，洽談過程中，雙方對《公約》均未排除或作出任何保留。因此，雙方當事人均應受該《公約》約束。按《公約》規定：對口頭要約，須立即接受方能成立合同。據此，我方鑒于市場有趨漲跡象，可以予以拒絕或提高售價繼續洽談。發盤的撤回與撤銷公約規定，發盤在未生效之前，可撤回，如果撤回通知早于或同時于原發盤送達受盤人（1）撤回

Withdrawal（2）撤銷

Revocation發盤在生效之后、未接受之前，可以撤銷，如果撤銷通知在受盤人發出接受通知前送達受盤人思考：A公司可以撤銷發盤嗎？

2月11日A公司向海外B公司發盤：H型壓縮機50臺，每臺100美元CIF紐約，6月1日前裝運，限2月15日復到。2月12日，國際市場上，壓縮機開始漲價，到了2月13日已經上漲了20%，此時B公司來電對A公司2月11日的發盤表示接受。A公司立即向B公司去電撤銷其2月11日的發盤。發盤的失效ONETWOTHREEFOURFIVE有效期已過受盤人拒絕或還盤發盤人依法撤銷發盤人或受盤人在發盤被接受前喪失行為能力發生不可抗力事件2.3Counter-offer

Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Thismeanstheoffereedeclinesthetermsoftheoffer.Therefore,acounter-offeris,infact,anewofferand,atthesametime,theoriginalofferlapses.2.3Counter-offer

Additionalordifferentterms,putforwardbytheofferee,relatingtotheprice,payment,qualityandquantityofthegoods,placeandtimeofdelivery,extentofoneparty’sliabilitytotheotherorthesettlementofdisputesareconsideredtoalterthetermsofoffermaterially.2.3Counter-offer

Onreceivingthecounter-offer,theofferormayweightheadvantagesanddisadvantagesanddecidetoacceptordeclineitaccordingtothespecificsituation.Hemayalsomakeare-offertoputforwardsomenewtermsorconditions.Thisiscalledan“anti-counter-offer”.OfferandCounter-offerOfferorOffereeOffer(newofferor)(newofferee)Counter-offer(newofferor)(newofferee)AntiCounter-offer還盤示例你10日電收悉，還盤每打70美元CIF紐約。你10日電收悉，裝運期5月D/P遠期30天。YOURCABLE10THCOUNTEROFFERUSD70PERDOZENCIFNEWYORK（你10日電收悉，還盤每打70美元CIF紐約）YOURCABLE10THMAYSHIPMENTD/P30DAYS（你10日電收悉，裝運期5月D/P遠期30天）Specimenletter(acounter-offer)DearSirs,“D.D”RaincoatsThankyouforyourletterofJune25offeringusyour“D.D”brandraincoats.Tobecandidwithyou,welikeyourraincoats,butyourpricesappeartobeonthehighsideascomparedwiththoseofothermakes.Itisunderstoodthattoacceptthepricesyouquotedwouldleaveuslittleornomarginofprofitonoursales.AsyouknowKuwaitSpecimenletter(acounter-offer)isadevelopingcountry;itsprincipaldemandisforarticlesinthemediumpricerange.Weappreciateyourpromptresponsetoourenquiryandwouldliketotakethisopportunitytoconcludesometransactionswithyou.Wewouldtherefore,suggestthatyoumakesomeallowance,say10%onyourquotedpricessoastoenableustointroduceyourproductstoourcustomers.If,however,youcannotdoso,thenweshallhavenoalternativebuttoleavethebusinessasitis.Specimenletter(acounter-offer)foryourinformation,someparcelsformHongKonghavebeensoldhereatamuchlowerprice.Wehopeyouwillconsiderourcounterofferfavorablyandletushaveyouracceptancebyfax.Itmayinterestyoutoknowthatonceyouhaveopenedupamarkethere,youwouldhaveeveryadvantageofdevelopingabeneficialtradeintheGulf.Yourssincerely,2.4Acceptance

Acceptanceisastatementmadebyorotherconductoftheoffereeindicatingunconditionalassenttoanoffer.Anacceptanceoraconfirmationisinfactanunreservedassentofthebuyersorthesellers,whoaftermutualnegotiationsarewillingtoenterintoacontractinaccordancewithtermsandconditionsagreedupon.構成有效接受的條件4.接受通知的傳遞方式應符合發盤的要求。（投郵生效；到達生效）2.接受必須同意發盤所提出的交易條件1.接受必須由特定受盤人做出3.必須在發盤規定的時效內做出Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancemustbeabsoluteandunconditional.

Itshouldbeanunreservedassenttoallthetermsputforwardintheoffer.Inprinciple,ifanyadditions,modificationsorlimitationstotheofferaremadetheyareacounter-offer,andnotanacceptance.Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancecanbemadebyanactperformedbyanofferee,

suchasonerelatingtothedispatchofthegoodsorpaymentoftheprice.Inthisway,theoffereemayindicateassentwithoutnoticetotheofferor.Theacceptanceiseffectiveatthemomenttheactisperformed,providedthattheactisperformedwithinthestipulatedperiodoftime.Accordingtothepracticeinforeigntrade,anacceptanceshouldabide:

Anacceptancemustbeclearlyexpressedbytheofferee’sverbalorwrittenstatement.

Silenceorinactivityisbynomeansanacceptance.

Anacceptancemustbemadebyoffereewithinthevalidperiodofafirmoffer.

Asarule,anacceptancegoesintoeffectimmediatelyassoonasitreachestheofferor.Specimenletter(anacceptance)DearSirs,WearegladtoknowfromyourletterofJuly10ththatyouhaveacceptedourofferdatedJuly4th.Inreply,weconfirmhavingsoldtoyou15,000metrictonsofsmallredbeansonthefollowingtermsandconditions:Specimenletter(anacceptance)Price:atUS$400permetrictonCFRSeattle.Packing:ingunnybagsofabout50kilogramsneteach.Quality:FAQ1998.Shipment:tobeeffectedfromShanghaitoSeattleduringDecember1998.Payment:byaconfirmedandirrevocableletterofcreditinourfavor,payablebydraftatsight.Specimenletter(anacceptance)Wearepleasedtohavetransactedthisfirstbusinesswithyouandlookforwardtothefurtherexpansionoftradetoourmutualbenefit.Yoursfaithfully,3.SigningContract

WhatIsaContract?Acontractisanagreementbetweentwoormorepartiesthatisenforceableinacourtoflaw.Ininternationaltrade,exportandimportcontractincludes:contract,confirmation,agreementandmemorandum.國際貨物買賣合同的基本形式合同形式書面形式合同確認書協議備忘錄意向書訂單委托訂單口頭形式以行動表示國際貨物貿易合同示例賣方：_____地址：_______郵碼：_____電話：_____

法定代表人：____________職務：____________乙方：______地址：______郵碼：______電話：_____

法定代表人：____________職務：____________經賣買雙方友好協商一致同意成交下列商品，訂立條款如下，共同遵守：

1.商品：2.規格：3.數量：4.單價：

5.總價：U.S.D(大寫：)6.包裝：7.裝運期：

8.裝運口岸和目的地：9.保險：10.付款條件：11.裝船標記及交貨條件：貨運標記由賣方指定。

12.注意：開立信用證時請注明合同編號號碼。

賣方：______買方：______

代表：_______代表：________

簽約日期：____年__月__日約首正文約尾4.ImplementationofContract出口合同的履行程序1.PreparingGoodsforShipment2.Reminding,ExaminingandModifyingL/C3.InspectionApplication5.CustomsFormalities6.Insurance7.DocumentsPreparationforBankNegotiation8.SettlementofDisputes4.CharteringandBookingShippingSpace4.1PreparingGoodsforShipment

Afteracontractismade,itisthemaintaskfortheexportertopreparethegoodsforshipmentandcheckthemagainstthetermsstipulatedinthecontract.Thequality,specification,quantity,markingandthepackingshouldbeinlinewiththecontractortheL/C,thedateforthepreparationshouldagreewiththeshippingschedule.4.2InspectionApplication

Ifrequiredbythestipulationsofthestatesorthecontract,theexportershouldobtainacertificateofinspectionfromtheinstitutionsconcernedwherethegoodsareinspected.Usually,thecommoditywillbereleasedonlyaftertheissuanceoftheinspectioncertificatebytheinspectionorganization.4.3Reminding,ExaminingandAmendingofLetterofCredit(L/C)Ininternationaltrade,abanker’sletterofcreditiscommonlyusedforthepaymentofthepurchaseprice.Inthecourseoftheperformanceofcontract,oneofthenecessarystepsfortheselleristourgethebuyertoestablishL/C.Accordingtothecontract,thebuyershouldestablishtheL/Contime,butsometimeshemaydelayitforvariousreasons.Forthesafecollectionofpayment,thesellerhastourgethebuyertoexpeditetheopeningofL/C.Uponreceiptofaletterofcredit,thesellermustexamineitverycarefullytomakesurethatalltermsandconditionsarestipulatedinaccordancewiththecontract.Ifanydiscrepanciesexist,thesellershouldcontactthebuyerimmediatelyfornecessaryamendmentssoastoguaranteethesmoothexecutionofthecontract.4.4Charteringand

BookingShippingSpaceAfterreceivingtherelevantL/C,theexportershouldcontracttheship’sagentsortheshippingcompanyforthecharteringandthebookingofshippingspaceandpreparefortheshipmentinaccordancewiththeimporter’sshippinginstruction.Charteringisrequiredforgoodsoflargequantitywhichneedsfullshipload;andforgoodsinsmallquantities,spacebookingwouldbeenough.4.5CustomsFormalities

Beforethegoodsareloaded,certainproceduresincustomsformalitieshavetobecompleted.Asrequired,completedformgivingparticularsofthegoodsexportedtogetherwiththecopyofthecontractofsale,invoice,packinglist,weighmemo,commodityinspectioncertificateandotherrelevantdocuments,havetobelodgedwiththeCustoms.4.5CustomsFormalities

Afterthegoodsareonboard,theshippingcompanyortheship’sagentwillissueabillofladingwhichisareceiptevidencingtheloadingofthegoodsonboardtheship.

出口貨物報關單示例4.6InsuranceTheexporttradeissubjecttomanyrisks.Forexample,shipsmaysinkorconsignmentsmaybedamagedintransit,exchangeratesmayalter,buyersdefaultorgovernmentsuddenlyimposeanembargo,etc.Itiscustomarytoinsurancegoodssoldforexportagainsttheperilsofthejourney.Thecoverpaidforwillvaryaccordingtothetypeofgoodsandthecircumstances.Iftheexporterhasboughtinsuranceforthegoods,hewillbereimbursedforthelosses.4.7DocumentsPreparationforBankNegotiationweightmemoinsurancepolicycertificateoforiginbillofladingcommercialinvoicecertificateofinspectionpackinglistCorrect/completeConcise/clean4.8SettlementofDisputes

Sometimescomplaintsorclaiminevitablyariseinspiteofthecarefulperformanceofacontractbytheexporterandimporter.

Reasons

:moreorlessquantitydelivered,wronggoodsdelivered,poorpacking,inferiorquality,discrepancybetweenthesamplesandthegoodswhichactuallyarrived,delayinshipment,etc.4.8SettlementofDisputes

Inaccordancewithspecificconditions,complaintsandclaimsmaybemadetotheexporter,importer,insurancecompanyorshippingcompany.Oncedisputesarise,itisadvisedthatarbitrationisbetterthanlitigation,andconciliationisbetterthanarbitration.

negotiation>conciliation>arbitration>litigation

5.GeneralProceduresofImportTransactiontoconductmarketinvestigationtoformulateimportplanforacertaincommoditytosendinquiriestotheprospectivesellersoverseastocompareandanalyzetheoffersorquotationsreceivedtomakecounter-offersanddecideonwhichofferismostbeneficialGeneralProceduresofImportTransaction5.GeneralProceduresofImportTransactiontosignapurchasecontracttoapplytoabankforopeningaletterofcredittobookshippingspaceorcharteracarryingvesselfortakingoverthecargoes,ifthecontractisintermsofFOBtoeffectinsurancewiththeinsurancecompanyuponreceiptofshippingadvicetoapplyforinspectionifnecessarytoattendtocustomsformalitiestoclearthegoodsthroughtheCustomstoentrustforwardingagentswithallthetransportarrangementsfromtheporttotheend-user’swarehousetosettledisputes(ifany)進口合同的履行6.進口索賠1.開證5.報關/報驗/接貨

4.審單/付款/贖單2.租船/訂艙/催裝3.投保Procedures進口合同的履行程序6.OrganizationsInvolvedin

ExportandImportTransactionTheexportersTheshippingagentsattheportorairportofloadingTherailways(insomecases)intheexporter’scountryTheroadhauler(insomecases)intheexporter’scountryTheportauthorityTheshippingcompany(forseafreight)Theairline(forairfreight)TheinsurancecompanyorbrokersTheexporter’sbankTheimporter’sbankTherailways(insomecases)intheimporters’countryTheroadhauler(insomecases)intheimporters’countryTheshippingagentattheportorairportofdischargeTheimporters7.SpecialistsInvolvedin

ExportandImportTransaction

Ashippingagentand/orfreightforwarder

(forwardingagent)willtakeresponsibilityforthedocumentationandarrangeforthegoodstobeshippedbyair,sea,railorroad.Theseservicesmaybecarriedoutbythesupplier’sownexportdepartment,iftheyhavetheexpertise