2 销售合同的磋商The negotiation of a sales contract.PPT

国际贸易货物的基本做法 出口贸易的程序 交易磋商前的准备工作 市场调查与研究 选择交易对象 掌握货源情况 交易磋商阶段 询盘 发盘 还盘 接受 签订合同（以CIF术语成交，L/C方式付款为例） 履行合同阶段 备妥符合合同规定 的货物，刷制唛头 催证、审证、改证 向运输公司租船订舱 配载后送至码头仓库 向海关报关放行 装船后凭大副收据换取提单 缮制汇票、装船单据、连同L/C交银行议付 向商检局报验 向保险公司投保 国际贸易货物的基本做法 进口贸易的程序 租船订舱 编制计划并 上报审批 填制进口 订货卡片 进口公司 审查卡片 市场调研 选择买主 制定商品 经营方案 交易磋商和合同签订阶段 （假设FOB条件成交，L/C方式支付货款） 履行合同阶段 交易磋商前的准备工作 向保险公司投保 装船 接货 向海关报验 提货拨交、结算 索赔 申请开证 审单付款 买汇赎单 催货通知 进出口程序Export and import procedures The preparation of a transaction The negotiation of the contract The performance of the contract The settlement of disputes * 1.交易前的准备The preparation of a transaction Selecting the right market Relevant information of the market Cultural background and economic situations Political climate Current import and export statistics Government policy on international trade such as trade barriers and restrictions Sources of information Domestic organizations: Ministry of Commerce and its provincial committees Overseas organizations: Chinese Embassy, the Local banks, the agent and the local newspaper / journal articles * 1.The preparation of a transaction Finding the potential partner Sources of information Reference provided by the foreign partners The nearest consulate office International or local chamber of commerce Consulting firms Foreign exchange banks Trade directories and publications * 1.The preparation of a transaction Studying creditability of the partner Credit reference from the local bank or correspondent bank business range and annual sales volume sales literature and pricelists major customers business culture * 1.The preparation of a transaction Applying for Export or Import License Checking whether the goods to be transacted are within certain export or import controls such as license or quota If unable to apply or get the import and export licenses The exporter needs to consider to do business under EXW term The importer needs to consider to do business under DDP term * 2 销售合同的磋商The negotiation of a sales contract Two forms of