主讲教师：夏夕美
diagram of the Course
1
brief introduction to
international trade
2
Works before signing
contract
3
4
5
contract
Fulfill contract
Other type of trade
Performance of import
contract
Most of the import transactions in
our country are under FOB term,
on Letter of Credit.
*Import License
*Trade Negotiation & Conclusion
of transport contract
*Application for opening the L/C
Performance of import
contract
*Booking Shipping Space &
Covering insurance
*Document Examination and
Payment
*Customs Clearance
*Taking Delivery and Inspection
*Claim & Settlement of Disputes)
1. Import License
The first step in an import
transaction is to select the
commodity you wish to import.
And find out whether a import
license is needed and can be
obtained before you start the
negotiation and follow the
procedure for grant of import
license.
2.Sign the contract
A transaction starts from
negotiating the terms of import
contract that will determine the
rights and obligations of both the
importer.
(inquiry, offer, counter-offer and
acceptance)
Generally speaking, the contract
must be made in written form.
3.L/C issuance & amendment
If L/C will be used for payment,
the importer should open the L/C
The exporter might request for
in time in favor of the exporter
L/C amendments after he has
who would usually arrange
checked the L/C terms.
production or shipment after
If the request is made according
receiving this L/C.
to the contract terms, the
importer wants to accept the
request, he should apply to the
issuing bank for amendments.
4. Shipment & insurance
The importer is responsible
for shipment under certain
trade terms such as FOB, he
If the insurance
is to be
should
arrange the
arranged
by
the
importer,
the
transportation
and
keep
the
importer should ask the
exporter
informed
of
the
exporter to advise the
progress
facilitate
shipment in
in order
time soto
that
the
smooth
delivery
of the
goods can
be covered
by goods.
insurance without delay.
5. Document examination
and payment
Document examination is a very
important step and this should be
done with great care. Either the
issuing bank or the importer
should scrutinize the documents
to ensure that documents are
delivered in accordance with L/C
terms, Then make payment.
6. Customs clearance
All goods imported into a country
have to pass through the
procedure of Customs clearance as
they cross the border.
The goods are examined,
appraised, assessed, valuated and
then allowed to be taken out of
charge of the Customs for use by
the importer.
7. Taking delivery
& re-inspection
With the shipping documents, the
importer can now take delivery of
the goods from the carrier.
After that, re-inspection should be
carried out to confirm if the goods
are up to the standard set in the
sales contract.
If
such as of
weight
8.problems
Settlement
disputes
shortage, inferior quality or damage
inspection,
problems
areAfter
foundthe
and
attributedifto
the
such as
weight
shortage,
exporter,
the
importer
should make
inferior
quality
wrong
claims
against
the or
exporter.
If the
loss
or
damage
is due to the
shipment
are
found,
the
negligence of the carrier, the claim
importer
should
make
claims
should
be made
against
the
carrier.
against
the
exporter.
If the
loss or
damage
has been
caused
by should
the risks
Claims
bethat
filedare
within
covered
by insurance,
the claim
the time
limit stipulated
in the
should
becontract.
made against the
sales
underwriter.
8. Settlement of disputes
In case a claim cannot be settled
between the parties involved
through negotiation, the dispute
should be submitted to mediation
or arbitration if that has been
agreed upon.
Otherwise, a lawsuit might be
necessary to settle the dispute.
申请开立
信用证
银行审单付款
买汇、赎单
A
进
口
阶
段
履
行
合
同
申请
进口
许可
证
租船订舱
货
物
装
船
接
货
报
关
发催装通知
商
检
办理保险
拨
交
结
算
Performance of export
contract
Contracts for export in our country
are mostly signed under CIF term
on Letter of Credit. The whole
export process generally includes
about eight procedures, among
which cargo readiness, Letter of
Credit, booking space or ship and
document and payment are the
most important ones.
Performance of export
contract
* Pre-export work
*Trade Negotiation
*Preparation of the goods
*Applying for Inspection
*Implementing payment terms
*Urging the customer to establish
an L/C
*Examining the L/C & Amending
the L/C
Performance of export
contract
四、租船定舱（Chartering a ship and
booking space）
五、投保（Taking out insurance）
六、报关（Making declaration to
customs ）
七、制单结汇（Making out documents
for settlement under L/C）
1. Pre-export work
*Successful export begins with
full research on the markets.
*Then with that full research,
you will carefully design your
strategies with regard to
markets and products, where
you will have a competitive
edge.
1. Pre-export work
•Many countries have export
controls (foreign policy
controls, national security
controls etc.) , an exporter
needs or could obtain the
export license .
•*negotiation skills
* Credit
risk: the risk that
the
1. Pre-export
work
importer may not pay according to
the
contract terms；
In addition,
before engaging in
an
export risk:
transaction,
*
Currency
the risk ofan
loss
due
to adverse
exporter
mustfluctuation
be awareinof the
exchange
rate；
risks he is
facing and take
actions
to mitigate
*necessary
Carriage risk:
possible
loss of
cargo
in transit;
the risks.
Such risks include:
* Country risk: the political risk of
the importing country.
* Credit
risk against the work
buyer can
1. Pre-export
be covered by insisting upon an
•With
regard
to
currency
risk,
risk
irrevocable letter of credit from a
management
product
such
In fact, these
risks can
be as a
reputable
bank；An
appropriate
forward
contract
can
be
utilized
mitigated
to
a
great
extent
by be
credit insurance policy can also
•Alternatively,
thepurpose；
export
taking appropriate
steps.order
obtained
for this
*
Carriage
riskin
can
be own
covered by
can
be
signed
your
Alternatively, the export order
taking
a marine insurance policy.
currency.
can be signed in your own
*currency.
Lastly, country risks can be
covered by certain organizations
such export credit agencies or
insurance companies.
2. Export contract
With successful negotiations, you
will receive an export order. you
should first acknowledge the
export order, and then proceed to
examine carefully in respect of
items.
After confirmation of the export
order, you should proceed to enter
into a formal export contract with
the overseas buyer.
3. Pre-shipment and
post-shipment finance
Post-shipment
finance
is
Pre-shipment finance is given
provided for bridging the gap
for
working
for of goods
between
thecapital
shipment
purchase
of raw-material,
and realization
of export
proceeds,
which
is done by
processing,
packing,
banks
by
purchasing
or
transportation, ware-housing,
negotiating the export
etc.
of the goods meant for
documents.
export.
4. Export credit insurance
All exporters want to make
sure they will get paid and
there are many ways to
achieve that purpose.
Purchasing export credit
insurance is one of them.
5. Preparation of goods
To
summarize,
the goods
Once
you are ready
with to be
exported
mustfor
be exporting
ready for
infrastructure
shipment
time.
The quality,
goods andin
have
obtained
If
the goods
need
toyou
be
packing
and
marking
ofshould
goods
necessary
finance,
inspected
shipment,
the
must
strictly
follow
the goods
proceed
tobefore
procure
the
inspection
obtained.
stipulations
in thebe
sales
for export.should
It
should be noted that an
contract.
inspection
certificates
should
then prepare the commercial
be
obtained.
draft
& packing list
6. L/C
If payment is to be made by L/C.
If there
is anything
inthe
the L/C
the
exporter
should ask
that hasto
not
been
upon
importer
open
theagreed
L/C in time.
by the
exporter
After
receiving
theand
L/C,importer,
the
exporter
must check
theask
L/C the
the exporters
should
against the sales contract. Only
importer
to
amend
the
L/C
in
when all the terms in the L/C are
order to avoid
disputes
consistent
with the
term oflater,
sales
especially
inthe
payment.
contract,
can
exporter proceed
to ship the goods.
Urge L/C
The covering letter of
credit is expected to
reach here before MAY,
since the stipulated
month of shipment is
MAY 25.
Urge L/C
Considering to prepare
for the shipment
timely, we are looking
forward to your
immediate covering
letter of credit.
7. Export declaration and
customs clearance
After payment is reasonably
assured, exporters should
declare the customs by filling in
certain customs forms and
submitting appropriate
document such as commercial
invoice, export license, copy of
sales contract, inspection
certificates, etc.
8. Shipment
Once the goods are cleared,
shipment can be made anytime.
Upon completion of the
shipment, the exporter should
give the importer a shipping
advice to enable him to arrange
insurance, payment and receipt
of the goods.
9. Insurance
Appropriate insurance coverage
must be arranged for each
shipment.
It is the responsibility of either
the exporter or the importer,
depending on the terms of sale.
10. Documentation and
payment
After shipment is made, the
ALL
documents
must
be
made
exporter should present to the
out
in
accordance
with
the
L/C
negotiating bank the
terms
such within
as types
ofnumber
documents
the
documents,
number
of
original
of days after B/L issuance
and
copies,
items
of
the
(maximum21) specified by the
documents,
etc.
L/C and before the L/C expires.
处理单证不符的办法(Ways of
dealing with discrepancy)
（二） 1.表提 (presentation in writing)
2.电提(presentation by cable)
3.跟单托收(documentary collection)
Making out documents for
settlement under L/C
信用证条件下制单结汇的方法(Ways of
settlement under L/C)
1.收妥结汇(settling exchange after
receiving money)
2.押汇(negotiation)
3.定期结汇(settling exchange at
regular time)
出口货物装出之后，进出口公司即应按信用
证的规定，正确缮制各种单据。在信用证规
定的交单有效期内，递交银行办理议付结汇
手续。我国出口结汇有三种：
1、收妥结汇：又称收妥付款，是指议付行
收到外贸公司的出口单据后，经审查无误，
将单据寄交国外付款行索取货款，待收到付
款行将货款拨入议付行帐户的贷记通知书时，
即按当日外汇牌价，折成人民币拨给外贸公
司。
2、押汇：又称买单结汇，是指议付行
在审单无误情况下，按信用证条款买
入受益人的汇票和单据，从票面金额
中扣除从议付日到估计收到票款之日
的利息， 将余款按议付日外汇牌价拆
成人民币，拨给外贸公司。
3、定期结汇：是议付行根据向国外付
款行索偿所需时间，预先确定一个固
定的结汇期限，到期后主动将票款金
额折成人民币拨交外贸公司。
催证
审证
改证
出
口
阶
段
履
行
合
同
申请
出口
许可
证
办理保险
保险单
制作有关单据
租
船
订
舱
发运
货物
办理
报关
备货/加工/
包装/刷唛
海关
检验
放行
向商
检局
报检
货物
装船
后取
得提
单
向买
方发
装船
通知
检验
证书
汇集
有关
的单
证
持全套
货运单
据连同
信用证
向银行
办理议
付
Any questions ?