新编国际贸易实务双语教程PDF电子书下载

Chapter 1 Customer Development and Business Negotiation 1

Ways to Find a Customer 1

1.1 Trade Fair 1

1.2 Yellow Pages 1

1.3 Businesses-to-Business Gateways 2

1.4 Search Engines 3

1.5 Foreign Agencies 4

1.6 Foreign Wholesalers 4

1.7 Commission Agents 4

International Market Research 5

1.8 Market Research 5

How to Conduct Market Research？ 6

1.9 Primary Research 6

1.10 Secondary Research 7

General Procedures to Conclude a Contract 8

1.11 Enquiry 8

1.12 Offer 8

1.13 Counter-Offer 9

1.14 Acceptance 9

Writing a Developing Letter 9

1.15 Discussion 9

1.16 What Makes a Qualified Developing Letter？ 10

1.17 Developing Letter Modification 11

1.18 Some Tips to Write a Developing Letter 11

1.19 Group Work 12

1.20 How to Tackle the Most Common B2B Sales Objections 13

1.21 Discussion 14

Chapter 2 Description of Goods 16

Quality of Goods 16

2.1 Methods of Describing Quality of Goods 16

2.2 Quality Allowance or Tolerance 17

Quantity of Goods 18

2.3 Units of Measurement 18

2.4 Conversion of Different Measurement 18

2.5 Methods of Calculating Weight 19

2.6 More or Less Clauses 19

2.7 Quantity in L/C Transitions 20

Packaging of Goods 20

2.8 Transport Packaging 20

2.9 Sales Packaging 20

2.10 Shipping Marks 20

2.11 Shipping marks in ISBP 2013 21

2.12 Neutral Packing 21

Chapter 3 Incoterms 22

Brief Introduction of Incoterms 22

3.1 Brief Introduction of International Trade Terms 22

3.2 Role of Trade Terms 23

3.3 Directions of Incoterms 2010 23

3.4 Classification of the 11 Incoterms 2010 Rules 23

3.5 Explanations of Terms Used in the Incoterms 2010 Rules 24

3.6 Group Study 24

Specific Explanations of Trade Terms 25

3.7 Group Work 69

3.8 Group Discussion 70

3.9 Tips to Select a Trade Term 70

Calculating the Export Prices 71

3.10 Converting of the Export Prices under Different Trade Terms 71

3.11 Cost of Export 72

3.12 Export Price 73

After-Class Practice 75

True or False Judgement 75

Multiple Choices 75

Chapter 4 Instruments of International Payment 77

Bill of Exchange 77

4.1 Main Parties of Bill of Exchange 77

4.2 Main Items of Bill of Exchange 77

4.3 General Procedures to Use a Draft 78

4.4 Classification of Draft 80

Promissory Note 80

4.5 Main Parties of Promissory Note 81

4.6 Main Items 81

4.7 Classification of Promissory Note 81

Check 81

4.8 Main Parties of Check 81

4.9 Main Items 82

4.10 Classifications of the Check 82

4.11 Comparisons among the Three Types of Instruments 82

After-Class Practice 83

True or False Judgement 83

Multiple Choices 83

Chapter 5 Traditional Ways of International Payment 84

Remittance 84

5.1 Main Parties 84

5.2 Workflow of T/T 85

5.3 Utilization of Remittance in International Trade 85

Collection 86

5.4 Main Parties of Documentary Collection 86

5.5 Types of Collection 87

5.6 Ways of Releasing Documents 87

5.7 General Cautions and Notes 90

After-Class Practice 91

True or False Judgement 91

Multiple Choices 91

Chapter 6 Letter of Credit 92

Related Concepts 92

6.1 Definition of Letter of Credit in UCP600 92

6.2 Characteristics of Credit 93

6.3 Role of Credit 93

6.4 Discrepancy 94

Banks in Letter of Credit 94

6.5 Issuing Bank's Roles and Responsibilities 94

6.6 Advising Bank's Roles and Responsibilities 94

6.7 Nominated Bank's Roles and Responsibilities 95

6.8 Negotiating Bank's Roles and Responsibilities 95

6.9 Confirming Bank's Roles and Responsibilities 95

6.10 Paying Bank's Roles and Responsibilities 95

6.11 Reimbursing Bank's Roles and Responsibilities 95

SWIFT Messages in Letters of Credit 96

6.12 Main SWIFT Message Types Used in L/C Transactions 96

6.13 MT 700 Issuing a Documentary Credit 97

Workflow of Letter of Credit 99

6.14 Issuing a L/C 99

6.15 Checking and Amendment 100

6.16 Recommended Steps to Check a L/C 101

6.17 Preparing Documents 101

6.18 Availability of L/C 102

Types of Letter of Credit 106

6.19 Confirmed and Unconfirmed Documentary Credit 106

6.20 Sight,Deferred,Acceptance and Negotiation Credit 106

6.21 Transferable Letter of Credit 107

6.22 Back-to-Back Letter of Credit 108

6.23 Usance Credits Payable at Sight 109

After-Class Practice 109

True or False Judgement 109

Multiple Choices 109

Chapter 7 Modern Methods of International Payment 111

PayPal 111

7.1 Procedures to Use PayPal as the Seller 112

7.2 Advantages of PayPal Payment 112

7.3 Disadvantages to the Sellers 112

West Union 113

7.4 The Procedures to Use Western Union Money Transfer as a Seller 113

7.5 Characteristics of West Union 113

Credit Card 113

7.6 Procedures to Use a Credit Card Payment for the Seller 114

7.7 The Advantages and Disadvantages to Use Credit Card 114

Chapter 8 International Trade Financing 115

Export Bill Discounting 115

8.1 Application Scope 115

8.2 Process 115

Bill Purchase 116

8.3 Functions 116

8.4 Process 117

Packing Loan 117

8.5 Functions 117

8.6 Process 117

Two-Factor Export Factoring 118

8.7 Features 118

8.8 Process 119

Forfaiting 119

8.9 Functions 120

8.10 Features 120

8.11 Process 121

Issuing L/C with Credit Line 121

8.12 Functions 121

8.13 Process 122

Import Bill Advance 122

8.14 Features 122

8.15 Process 122

Import Hui Li Da 123

8.16 Features 123

8.17 Process 123

Multi-Currency Import Hui Li Da 124

8.18 Features 124

Two-Factor Import Factoring 125

8.19 Features 125

8.20 Process 125

Shipping Guarantee 126

8.21 Features 126

8.22 Process 126

8.23 Case Study 126

Chapter 9 International Cargo Transportation 129

Marine Cargo Transport 129

9.1 Advantages 129

9.2 Limitations 129

9.3 Parties Involved in the Chain of Marine Transport 129

Liner Transport 131

9.4 Main Features of Liner Transport 131

9.5 Liner Freight 132

9.6 Basic Standards for Charging Liner Freight 132

Chartering Transport 133

9.7 Features of Chartering Transport 133

9.8 Types of Chartering Transport 134

9.9 Relevant Legislations 136

Air Transportation 137

9.10 Advantages of Air Transportation 137

9.11 Limitations of Air Transportation 138

9.12 Types of Air Transportation 138

9.13 Air Freight 139

Multimodal Transportation 139

9.14 Advantages of Multimodal Transportation 139

9.15 Limitations of Multimodal Transportation 140

9.16 MTO 140

9.17 Relevant Legislations 140

Container Transportation 140

9.18 Relative Terms 141

9.19 Different Types of Container Shipping 141

9.20 Container Rates 142

After-Class Practice 142

True or False Judgement 142

Multiple Choices 142

Chapter 10 Transport Documents 144

Bill of Lading 144

10.1 Bill of Lading in Letters of Credit Transactions 144

10.2 Special Hints on Bill of Lading from ISBP 2013 146

10.3 Workflow of Bill of Lading 146

Classification of Bill of Lading 146

10.4 Bearer,Order and Straight Bill of Lading 146

10.5 Received for Shipment and on Board Bill of Lading 147

10.6 Through,Combined,and Multimodal Transport Bill 147

10.7 Multimodal/Combined Bill of Lading in L/C Transactions 148

10.8 Comparisons between Through and Combined Bill of Lading 148

10.9 Special Hints on Transport Document Covering at Least Two Different Modes of Transport from ISBP 2013 149

10.10 Freight Prepaid Bill 149

10.11 Long Form and Short Form Bill of Lading 149

10.12 Clean and Unclean Bill of Lading 150

10.13 Charter Party Bill of Lading 150

10.14 Charter Party Bill of Lading in L/C Transactions 150

10.15 Special Hints on Charter Party Bill of Lading from ISBP 2013 151

10.16 House and Master Bill of Lading 151

10.17 Difference between House and Master Bill of Lading 152

10.18 Is Freight Forwarder's Bill of Lading Acceptable under L/C Transactions？ 152

10.19 L/C Example with House Bill of Lading Presentation 152

10.20 Ante-Dated and Advanced Bill of Lading 153

10.21 Stale Bill of Lading 153

10.22 Electronic and Telex/E-mail Release Bill of Lading 155

Sea Waybills 156

10.23 When Sea Waybills are Used 156

10.24 Presentation of Sea Waybill 157

10.25 Similarities and Differences of Straight B/L and Sea Waybills 157

10.26 Sea Waybill in L/C Transactions 157

10.27 Special Hints on Non-Negotiable Sea Waybill 158

Air Transport Document/Air Waybill 158

10.28 Air Transport Document/Air Waybill in L/C Transactions 160

10.29 Special Hints on Air Transport Document from ISBP 2013 160

10.30 Master and House Air Waybill 161

10.31 Main Features of a Master Air Waybill 161

10.32 Main Features of a House Air Waybill 161

Road Transport Document/Road Consignment Note 162

10.33 Road Transport Document/Road Consignment Note in L/C Transactions 162

Rail Transport Document/Rail Consignment Note 163

10.34 Rail Transport Document/Rail Consignment Note in L/C Transactions 164

After-Class Practice 164

True or False Judgement 164

Multiple Choices 165

Chapter 11 Transport Insurance for International Trade 166

Importance of Cargo Insurance 166

11.1 Cargo Insurance 166

11.2 The Consequences of not Insuring Your Goods 166

11.3 Insurance Terms and Duties 167

11.4 Managing the Risk 167

Risk Coverage 168

11.5 Risks 168

11.6 Marine Losses（Total Loss and Partial Loss） 169

11.7 Total Loss 169

11.8 Partial Loss 170

11.9 Maritime Charges 170

Institute Cargo Clauses 171

11.10 Types of Insurance under ICC 2009 171

11.11 Institute Cargo Clauses（A） 172

11.12 Exclusions 172

11.13 Duration（Transit Clause） 173

11.14 Termination of Contract of Carriage 173

11.15 Institute Cargo Clauses（B） 174

11.16 Institute Cargo Clauses（C） 174

11.17 Institute War Clauses（Cargo） 174

11.18 Institute Strikes Clauses（Cargo） 174

PICC（People's Insurance Company of China） 174

11.19 Types of Marine Cargo Insurance under PICC 2009 175

11.20 Exclusions 175

11.21 Duration 176

Liability Insurance for Freight Forwarders 177

11.22 Insurance Mediation Directive（IMD） 177

11.23 Advising the Freight Forwarder 177

11.24 Right of Lien 178

Obtaining Cargo Insurance 178

11.25 Open Cover 178

11.26 Voyage Policy 179

11.27 How to Claim on Your Policy 179

11.28 Pursuing Litigation 180

After-Class Practice 180

True or False Judgement 180

Multiple Choices 180

Chapter 12 Other Clauses in International Trade 182

Arbitration 182

12.1 The Definition of Arbitration 182

12.2 Characteristics 183

12.3 The Differences between Arbitration and Legal Actions 183

Force Majeure 184

12.4 Definition of Force Majeure 184

12.5 Stipulate the Force Majeure Clause in a General Way 184

12.6 Stipulate the Force Majeure Clause in a Way to List the Contents 184

12.7 Stipulate the Force Majeure Clause in a Way to Colligation 185

References 186