国际贸易Chapter6.pptVIP

Chapter 6 The Methods to Price the Imports and Exports 1 Price Principles Strategy and Method 1. The Pricing Principles 1) The construction of the price The price term of a sales contract involves unit and total price. Unit price includes the measuring unit, unit price, money of account and trade terms. E.g. USD 100 per metric ton CIF London 1 Price Principles Strategy and Method 2) The pricing principles To price according to the international market; To price based on the situations of different policies; To price based on the purpose of purchasing. 1 Price Principles Strategy and Method 2. The Pricing Methods In international sales of goods, the following methods of pricing can be used: Fixed pricing Flexible pricing Partial fixed price and partial unfixed price Floating pricing 2 The Selection of Money of Account In international trade, the money of account can be the currency of the export country, the currency of the import country, or the currency of a third country agreed by both parties, it can also be a unit of account agreed upon by both parties. As the change of the value of the selected currency may directly affect the financial interests of both parties, the parties concerned should choose the currency favorable to them during pricing. 2 The Selection of Money of Account Theoretically, hard currency should be chosen for exports and soft currency for imports. In practice, however, the selection of money of account shall depend on the business practices and intentions of both parties. If unfavorable currency has to be adopted for the conclusion of a deal, the following two remedies may be taken: to make corresponding adjustment to the quotation according to the possible trend of the currency in the future and to get the Price Protected against the currency risks. 3 Commission and Discount 1. Commission 1) The implication of commission Commission is the remuneration paid by the principal to the agent in recompensing the latter for his sales work or se