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1、国际贸易实务(下划线为重点记忆和理解，无的为一般记忆和了解)Chapter one1. 国际贸易概念：International trade is also known as world trade, foreign trade, overseas trade. It refers to the process of fair and deliberate exchange of goods or services between two or more countries, involving the use of two or more currencies. Besides, inter
2、national trade concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods.2. 国际贸易产生的原因：（了解）1) Resource reasons (natural resource, human resource and technology)2) Economic reasons (economic benefits, comparative advantage and economies
3、of scale)3) Other reasons (political reasons, differences in tastes, preferences and consumption patterns)3. 国际贸易与国内贸易的不同：In particular, international trade is more subject to:1) Language habits and cultural differences2) Foreign laws, customs and regulations or international rules3) Exchange rate f
4、luctuations and interest rate4) Higher level of political, financial and transportation risks5) More complex business procedures therefore managers need a broader range of management skills4. 国际贸易的分类：1)从货物流向（direction of cargo flow）分: export trade, import trade and transit trade(过境贸易)2)从参与的贸易方（the n
5、umber of participants ）分：direct trade, indirect trade and entrepot trade(转口贸易)转口贸易：entrepot trade refers to the transaction which involves importing goods from overseas for further processing or assembling and the re-exporting the goods abroad. 转口贸易又称中转贸易或再输出贸易，是指国际贸易中进出口货物的买卖，不是在生产国和消费国之间直接进行，而是通过第
6、三国转手进行的贸易。对于第三国来说，就是转口贸易，与过境贸易的最大区别在于货物的所有权会发生转移，并且只涉及一个贸易方。国际上有很多中转地，如新加坡，香港，鹿特丹等3）从商品形式（form of goods）分：有形贸易（visible/tangible goods trade）和无形贸易（invisible/intangible goods trade）4) 按结算方式（the settlement instrument）分：易货贸易（barter trade）和 自由结汇贸易（free-liquidation trade）5. 进出口贸易的程序：Export and import proc
7、edures: General speaking, from the beginning to the end of a transaction, the whole operation undergoes four stages:1) the preparation of a transaction2) the negotiation of the contract3) the performance of the contract 4) the settlement of disputes其中第二个环节： Negotiation can be conducted in two forms:
8、 In words (face-to-face negotiation or negotiation through telephone)In writing (business correspondence which includes letters, faxes, e-mails)Four main steps: 询盘(enquiry), 发盘(offer), 还盘(counter-offer),接受(acceptance)Chapter two 国际贸易术语1.三种贸易术语的解释规则（three sets of rules）1) 1932年华沙牛津规则（Warsaw-Oxford Ru
9、les 1932）2) 美国对外贸易修正案1941（Revised American Foreign Trade Definitions 1941）3) 2000年国际贸易术语解释通则（International Rules for the Interpretation of Trade Terms 2000）2. incoterms2000 的具体内容（ E、F、C、D组的划分，重点在F、C类）（这个不知道怎么写，看书本P34-42）3. 装运合同术语和到货合同术语区别Shipment contract: 起运前交付（the delivery will happen at the time
10、or before the time of shipment）如：E F C 类Arrival contract: 到达目的地后交付（deliver at the time of arrival）5. 象征性交接合实际交接Symbolic delivery: 买方并没有实质性的接受到货物，而是通过一系列运输单据证明其交接。（ the buyer does not physically receive the goods, the delivery is proved by the submission of transport document by the seller to the buy
11、er）只意味着买方同意了买方交货的事实，并不代表买方接受了该批货物就是与合同一致的货物。Actual delivery: the buyer (or his agent) physically receives the goods upon the time of deliveryChapter three 出口商品的价格1.出口商品价格的表达（ expression of export price）The standard format of a price in international trade has four components通常一个标准出口价格包括四个部分：货币（a cod
12、e of currency）金额（a number indicating the price）数量单位（a unit for measuring quantity）贸易术语（a certain trade term）例如： USD22.5/Piece CIF New York这是一种出口价格的表现形式，在纽约市用CIF贸易术语进行交易，每件货为22.5美元2. 价格的计算FOB价格： 以出口国货币计算FOB= total cost + profit 以外国货币计算 FOB= (Total cost + profit)/ Exchange rateCFR价格： CFR= FOB + Ocean
13、freightCIF价格： CIF=FOB + Ocean freight +Insurance Premium Insurance premium =CIF *(1+markup) *Premium rate(R) CIF=CFR / (1-markup*R)包含佣金（commission）的价格： Commission (C) = contract value * commission rate Price including C = net price / (1 C rates) Net price = price including C (1- C rates) Price inclu
14、ding C 指的是FOB 或 FCA 条件下的价格折扣价： Discount = contract price * discount rate Actual price = contract price discount = contract price * (1- discount rate)3. 价格评估的两个指标：出口利润率（ Export profit margin）: Export profit margin = export revenue (FOB) export cost (FOB) Export revenue (FOB)公式中用的是FOB价格，即不包含运费保险费的价格，并
15、且使用的是出口国货币。反映的是一单位的销售额能赚取多少的利润，越大越好出口换汇成本 （Export Cost for Foreign Exchange ）:Export cost for foreign exchange = export cost in local currency Export revenue in foreign currency该指标反映的是要赚取一单位的外国货币需要花费的本国货币成本，越小越好4. 定价的四个步骤：（要求能够知道概念和判断）询盘：A potential client asks for information from the counterpart to his intention in buying or selling of a certain commodity.发盘：A sufficiently definite proposal addressed to one or more specific persons for concluding a contract, necess
