Chapter One Introduction to International Trade 1

1.1 A Brief History of International Trade 國際貿易歷史簡介 1

1.2 Reasons for International Trade 國際貿易產生的原因 2

1.3 Categories of International Trade 國際貿易的分類 2

1.3.1 Import, Export and Transit Trade 進口貿易，出口貿易和過境貿易 3

1.3.2 Direct, Indirect and Entrepot Trade 直接貿易，間接貿易和轉口貿易 3

1.3.3 Visible Trade and Invisible Trade 有形貿易和無形貿易 4

1.3.4 Barter Trade and Free-liquidation Trade 易貨貿易和自由結匯貿易 4

1.4 The Difficulties in International Trade 國際貿易存在的問題 5

1.5 Benefits of International Trade 國際貿易的利益 6

1.6 E-commerce and International Trade 電子商務與國際貿易 6

1.6.1 Development of E-commerce 電子商務的發展 6

1.6.2 Types of E-commerce 電子商務的分類 6

Chapter Two Business Correspondence in International Trade ????11

2.1 Elements of Business Letters 商業信函的構成 11

2.1.1 Letter Head/Heading 信頭 12

2.1.2 Reference Number 參考案號，信函編號 14

2.1.3 Date line/Date 日期 14

2.1.4 Inside Address 封內地址 15

2.1.5 Attention Line 具體經辦人，注意項 15

2.1.6 Subject Line 主題行，事由 16

2.1.7 Salutation 稱呼 16

2.1.8 Body of a Letter 信函主體 16

2.1.9 Complimentary Close 結尾敬語 17

2.1.10 Signature 簽名 17

2.1.11 Reference Notation 經辦人代號 18

2.1.12 Enclosure 附件 18

2.1.13 Carbon Copy/CC 抄送 18

2.1.14 Postscript 附言 18

2.2 Envelope Addressing 信封的寫法 19

2.3 Business Letter Format 商業信函格式 20

2.4 Business E-mail Writing 商業電子郵件寫作24

2.5 7 Cs Principles in Business Letters 商業信函的7C原則 26

Chapter Three International Trade Terms ??30

3.1 International Conventions Related to Trade Terms 與貿易術語相關的國際慣例 30

3.1.1 Warsaw-Oxford Rules 1932 《1932年華沙-牛津規則》30

3.1.2 The Revised American Foreign Trade Definitions 1990

《1990年美國對外貿易定義修訂本》31

3.1.3 International Rules for the Interpretation of Trade Terms-Incoterms

《國際貿易術語解釋通則》 31

3.2 Interpretation of Trade Terms in INCOTERMS 2010

《國際貿易術語解釋通則2010》對貿易術語的解釋 33

3.2.1 Group E-Departure E組-離廠 33

3.2.2 Group F-Main Carriage UnPaid (by Seller) F組-主運費（賣方）未付 34

3.2.3 Group C-Main Carriage Paid (By Seller) C組-主運費（賣方）已付 35

3.2.4 Group D-Arrival D組-貨物到達 37

3.3 Considerations for Using the Incoterms 2010 rules

使用《國際貿易術語解釋通則2010》的注意事項 40

3.4 Trade Terms and the Price Clause in Sales Contracts

銷售合同中的貿易術語及價格條款 41

Chapter Four General Procedures of International Trade ??45

4.1 Preparation for Transaction 貿易前的準備 45

4.1.1 Market Research 市場調查 45

4.1.2 Establishment of Business Relations 建立貿易關系46

4.2 Process of Business Negotiation 商業談判

4.3 Conclusion of Sales Contract 簽訂銷售合同 47

4.4 Performance of Sales Contract 履行合同 47

4.4.1 The Seller s Performance of Sales Contract 賣方履行合同 48

4.4.2 The Buyer s Performance of Sales Contract 買方履行合同 49

4.4.3 Settlement of Disputes(if any) 解決爭議（如需要） 50

4.5 Documentation in International Trade 國際貿易單證 52

4.5.1 Documents in Preparation for Business Negotiation 商業談判前單證準備 52

4.5.2 Documents Involved in Goods Preparation 備貨時的相關單證 53

4.5.3 Documents Related to Booking Shipping Space or Chartering

租訂船只的相關單證 53

4.5.4 Documents after Shipment 裝運后的單證 54

4.5.5 Insurance Policy 保險單，保單 54

4.5.6 Main Documents for Bank Negotiation 銀行議付所需單證 54

Chapter Five Business Negotiation in International Trade ??57

5.1 Establishing Business Relations 建立貿易關系 57

5.1.1 Ways of Choosing Foreign Target Markets and Potential Customers

選擇海外目標市場 和潛在客戶 57

5.1.2 Establishing Business Relations 建立貿易關系 58

5.2 Inquiry/Enquiry 詢盤，詢價 59

5.2.1 Categories of Inquiry 詢盤分類 59

5.2.2 Response to an Inquiry Letter 詢盤函的回復 60

5.3 Offer 報盤，報價 60

5.3.1 Firm Offer/Definite Offer 實盤 61

5.3.2 Non-firm Offer/Indefinite Offer 虛盤 62

5.3.3 Writing Offer Letters 報盤信函寫作 63

5.3.4 A Special Offer: Proforma Invoice 形式發票：一種特殊報盤 63

5.3.5 Differences of Offer, Quotation, and Bid 報盤、報價和遞盤的區別 64

5.4 Counter Offer 還盤，還價 65

5.5 Counter-counter Offer 再還盤，再還價 65

5.6 Acceptance 接受 66

Chapter Six Conclusion of International Trade Contract ??77

6.1 Order 訂單 77

6.1.1 Categories of Orders 訂單分類 77

6.1.2 Writing Order Letters 訂單信函寫作 78

6.2 Confirmation 確認書 78

6.3 Business Contract 商業合同 79

6.3.1 Categories of Business Contract 商業合同的分類 79

6.3.2 Components and Language Features of Business Contract

商業合同的構成及語言特點 80

6.3.3 Principles for Implementation of Business Contracts 商業合同的履行原則 81

6.3.4 Amendment and Termination of Business Contracts 商業合同的更改和終止 82

Chapter Seven International Payment ????????92

7.1 Instruments of International Payment 國際支付工具 92

7.1.1 Drafts 匯票 92

7.1.2 Promissory Note 本票 95

7.1.3 Check/Cheque 支票 96

7.2 Methods of International Payment 國際支付方式 97

7.2.1 Remittance匯付 97

7.2.2 Collection 托收 100

7.2.3 Letter of Credit (L/C) 信用證 103

Chapter Eight International Cargo Transportation ????125

8.1 Modes of Transportation 運輸方式 125

8.1.1 Ocean Transportation 海洋運輸 125

8.1.2 Other Modes of Transportation 其它運輸方式 127

8.2 Transportation Documents 運輸單據 129

8.2.1 Major Shipping Documents 主要海運單據 129

8.2.2 Other Transportation Documents 其它運輸單據 135

8.3 Clauses of Shipment 裝運條款 136

8.3.1 Packing and Marking 包裝與嘜頭 137

8.3.2 Time of Shipment and Time of Delivery 裝運時間與交貨時間 139

8.3.3 Port of Shipment and Port of Destination 裝運港與目的港 140

8.3.4 Partial Shipment and Transshipment 分批裝運與轉船 140

8.3.5 Shipping Instruction and Shipping Advice 裝運指示與裝運通知 141

Chapter Nine Insurance ????151

9.1 Parties Involved in Cargo Insurance 保險當事方 151

9.2 Fundamental Principles of Insurance 保險的基本原則 152

9.3 Risks, Losses and Expenses in Ocean Marine Cargo Insurance

海運中的風險、損失和費用 153

9.3.1 Risks 風險 153

9.3.2 Losses 損失 154

9.3.3 Expenses費用 155

9.4 Marine Insurance Coverage under C.I.C 中國保險條款規定的海運險別 155

9.4.1 Basic Risks Coverage 基本險別 156

9.4.2 Additional Risks Coverage 附加險別 156

9.5 Other Types of Cargo Insurance 其它貨運險 157

9.6 Procedures of Cargo Insurance Arrangment 辦理保險的程序 157

9.7 Insurance Clause in Sales Contracts 銷售合同中的保險條款 160

Chapter Ten Commodity Inspection, Claim, Force Majeure and Arbitration ??170

10.1 Commodity Inspection 商品檢驗，商檢 170

10.1.1 Inspection Time and Place 商檢時間和地點 170

10.1.2 Inspection Authorities 商檢機構 171

10.1.3 Major Inspection Certificates主要商檢證書 172

10.1.4 Inspection Clause in the Sales Contract 銷售合同中的商檢條款 172

10.2 Complaints and Claims 投訴和索賠 173

10.2 Force Majeure 不可抗力 174

10.2.1 Consequences of Force Majeure 不可抗力的后果 174

10.2.2 Stipulations of Force Majeure Clause in Contracts合同中的不可抗力條款 175

10.3 Arbitration 仲裁 175

10.3.1 The Definition of Arbitration 仲裁定義 176

10.3.2 Features of the Arbitration 仲裁特征 176

10.3.3 Arbitration Procedures 仲裁程序 176

10.3.4 Arbitration Costs 仲裁費用 177

10.3.5 Advantages of Arbitration Comparing with Litigation 仲裁相對于訴訟的優勢 178

10.3.6 Arbitration Clause in Sales Contract 銷售合同中的仲裁條款 178

Appendix 1 Export Licence ??185

Appendix 2 Import Licence 186

Appendix 3 Proforma Invoice ?? 187

Appendix 4 Commercial Invoice 189

Appendix 5 Packing List ????190

Appendix 6 Certificate of Inspection ??191

Appendix 7 Shipping Order 192

Appendix 8 Customs Declaration Form ????193

Appendix 9 Shipping Advice ????194

Appendix 10 Bill of Lading ??195

Appendix 11 Insurance Policy ??196

Appendix 12 Draft (Bill of Exchange) ????198

Appendix 13 Certificate of Origin ??199

Appendix 14 Purchase Order ????200

Appendix 15 Sales Confirmation ????201

Appendix 16 Sales Contract ??????202

Appendix 17 Letter of Credit ??206

Appendix 18 Booking Note ??208

Appendix 19 Mate s Receipt ??209

Appendix 20 Application Form for Cargo Transportation Insurance ????210^[1]