Chapter 1 Customer Development and Business Negotiation

Ways to Find a Customer

1.1 Trade Fair

1.2 Yellow Pages

1.3 Businesses-to-Business Gateways

1.4 Search Engines

1.5 Foreign Agencies

1.6 Foreign Wholesalers

1.7 Commission Agents

International Market Research

1.8 Market Research

How to Conduct Market Research？

1.9 Primary Research

1.10 Secondary Research

General Procedures to Conclude a Contract

1.11 Enquiry

1.12 Offer

1.13 Counter-Offer

1.14 Acceptance

Writing a Developing Letter

1.15 Discussion

1.16 What Makes a Qualified Developing Letter？

1.17 Developing Letter Modification

1.18 Some Tips to Write a Developing Letter

1.19 Group Work

1.20 How to Tackle the Most Common B2B Sales Objections

1.21 Discussion

Chapter 2 Description of Goods

Quality of Goods

2.1 Methods of Describing Quality of Goods

2.2 Quality Allowance or Tolerance

Quantity of Goods

2.3 Units of Measurement

2.4 Conversion of Different Measurement

2.5 Methods of Calculating Weight

2.6 More or Less Clauses

2.7 Quantity in L/C Transitions

Packaging of Goods

2.8 Transport Packaging

2.9 Sales Packaging

2.10 Shipping Marks

2.11 Shipping marks in ISBP 2013

2.12 Neutral Packing

Chapter 3 Incoterms

Brief Introduction of Incoterms

3.1 Brief Introduction of International Trade Terms

3.2 Role of Trade Terms

3.3 Directions of Incoterms 2010

3.4 Classification of the 11 Incoterms 2010 Rules

3.5 Explanations of Terms Used in the Incoterms 2010 Rules

3.6 Group Study

Specific Explanations of Trade Terms

3.7 Group Work

3.8 Group Discussion

3.9 Tips to Select a Trade Term

Calculating the Export Prices

3.10 Converting of the Export Prices under Different Trade Terms

3.11 Cost of Export

3.12 Export Price

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 4 Instruments of International Payment

Bill of Exchange

4.1 Main Parties of Bill of Exchange

4.2 Main Items of Bill of Exchange

4.3 General Procedures to Use a Draft

4.4 Classification of Draft

Promissory Note

4.5 Main Parties of Promissory Note

4.6 Main Items

4.7 Classification of Promissory Note

Check

4.8 Main Parties of Check

4.9 Main Items

4.10 Classifications of the Check

4.11 Comparisons among the Three Types of Instruments

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 5 Traditional Ways of International Payment

Remittance

5.1 Main Parties

5.2 Workflow of T/T

5.3 Utilization of Remittance in International Trade

Collection

5.4 Main Parties of Documentary Collection

5.5 Types of Collection

5.6 Ways of Releasing Documents

5.7 General Cautions and Notes

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 6 Letter of Credit

Related Concepts

6.1 Definition of Letter of Credit in UCP600

6.2 Characteristics of Credit

6.3 Role of Credit

6.4 Discrepancy

Banks in Letter of Credit

6.5 Issuing Bank's Roles and Responsibilities

6.6 Advising Bank's Roles and Responsibilities

6.7 Nominated Bank's Roles and Responsibilities

6.8 Negotiating Bank's Roles and Responsibilities

6.9 Confirming Bank's Roles and Responsibilities

6.10 Paying Bank's Roles and Responsibilities

6.11 Reimbursing Bank's Roles and Responsibilities

SWIFT Messages in Letters of Credit

6.12 Main SWIFT Message Types Used in L/C Transactions

6.13 MT 700 Issuing a Documentary Credit

Workflow of Letter of Credit

6.14 Issuing a L/C

6.15 Checking and Amendment

6.16 Recommended Steps to Check a L/C

6.17 Preparing Documents

6.18 Availability of L/C

Types of Letter of Credit

6.19 Confirmed and Unconfirmed Documentary Credit

6.20 Sight,Deferred,Acceptance and Negotiation Credit

6.21 Transferable Letter of Credit

6.22 Back-to-Back Letter of Credit

6.23 Usance Credits Payable at Sight

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 7 Modern Methods of International Payment

PayPal

7.1 Procedures to Use PayPal as the Seller

7.2 Advantages of PayPal Payment

7.3 Disadvantages to the Sellers

West Union

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

7.5 Characteristics of West Union

Credit Card

7.6 Procedures to Use a Credit Card Payment for the Seller

7.7 The Advantages and Disadvantages to Use Credit Card

Chapter 8 International Trade Financing

Export Bill Discounting

8.1 Application Scope

8.2 Process

Bill Purchase

8.3 Functions

8.4 Process

Packing Loan

8.5 Functions

8.6 Process

Two-Factor Export Factoring

8.7 Features

8.8 Process

Forfaiting

8.9 Functions

8.10 Features

8.11 Process

Issuing L/C with Credit Line

8.12 Functions

8.13 Process

Import Bill Advance

8.14 Features

8.15 Process

Import Hui Li Da

8.16 Features

8.17 Process

Multi-Currency Import Hui Li Da

8.18 Features

Two-Factor Import Factoring

8.19 Features

8.20 Process

Shipping Guarantee

8.21 Features

8.22 Process

8.23 Case Study

Chapter 9 International Cargo Transportation

Marine Cargo Transport

9.1 Advantages

9.2 Limitations

9.3 Parties Involved in the Chain of Marine Transport

Liner Transport

9.4 Main Features of Liner Transport

9.5 Liner Freight

9.6 Basic Standards for Charging Liner Freight

Chartering Transport

9.7 Features of Chartering Transport

9.8 Types of Chartering Transport

9.9 Relevant Legislations

Air Transportation

9.10 Advantages of Air Transportation

9.11 Limitations of Air Transportation

9.12 Types of Air Transportation

9.13 Air Freight

Multimodal Transportation

9.14 Advantages of Multimodal Transportation

9.15 Limitations of Multimodal Transportation

9.16 MTO

9.17 Relevant Legislations

Container Transportation

9.18 Relative Terms

9.19 Different Types of Container Shipping

9.20 Container Rates

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 10 Transport Documents

Bill of Lading

10.1 Bill of Lading in Letters of Credit Transactions

10.2 Special Hints on Bill of Lading from ISBP 2013

10.3 Workflow of Bill of Lading

Classification of Bill of Lading

10.4 Bearer,Order and Straight Bill of Lading

10.5 Received for Shipment and on Board Bill of Lading

10.6 Through,Combined,and Multimodal Transport Bill

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

10.8 Comparisons between Through and Combined Bill of Lading

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

10.10 Freight Prepaid Bill

10.11 Long Form and Short Form Bill of Lading

10.12 Clean and Unclean Bill of Lading

10.13 Charter Party Bill of Lading

10.14 Charter Party Bill of Lading in L/C Transactions

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

10.16 House and Master Bill of Lading

10.17 Difference between House and Master Bill of Lading

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

10.19 L/C Example with House Bill of Lading Presentation

10.20 Ante-Dated and Advanced Bill of Lading

10.21 Stale Bill of Lading

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

Sea Waybills

10.23 When Sea Waybills are Used

10.24 Presentation of Sea Waybill

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

10.26 Sea Waybill in L/C Transactions

10.27 Special Hints on Non-Negotiable Sea Waybill

Air Transport Document/Air Waybill

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

10.29 Special Hints on Air Transport Document from ISBP 2013

10.30 Master and House Air Waybill

10.31 Main Features of a Master Air Waybill

10.32 Main Features of a House Air Waybill

Road Transport Document/Road Consignment Note

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

Rail Transport Document/Rail Consignment Note

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

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 11 Transport Insurance for International Trade

Importance of Cargo Insurance

11.1 Cargo Insurance

11.2 The Consequences of not Insuring Your Goods

11.3 Insurance Terms and Duties

11.4 Managing the Risk

Risk Coverage

11.5 Risks

11.6 Marine Losses（Total Loss and Partial Loss）

11.7 Total Loss

11.8 Partial Loss

11.9 Maritime Charges

Institute Cargo Clauses

11.10 Types of Insurance under ICC 2009

11.11 Institute Cargo Clauses（A）

11.12 Exclusions

11.13 Duration（Transit Clause）

11.14 Termination of Contract of Carriage

11.15 Institute Cargo Clauses（B）

11.16 Institute Cargo Clauses（C）

11.17 Institute War Clauses（Cargo）

11.18 Institute Strikes Clauses（Cargo）

PICC（People's Insurance Company of China）

11.19 Types of Marine Cargo Insurance under PICC 2009

11.20 Exclusions

11.21 Duration

Liability Insurance for Freight Forwarders

11.22 Insurance Mediation Directive（IMD）

11.23 Advising the Freight Forwarder

11.24 Right of Lien

Obtaining Cargo Insurance

11.25 Open Cover

11.26 Voyage Policy

11.27 How to Claim on Your Policy

11.28 Pursuing Litigation

After-Class Practice

True or False Judgement

Multiple Choices

Chapter 12 Other Clauses in International Trade

Arbitration

12.1 The Definition of Arbitration

12.2 Characteristics

12.3 The Differences between Arbitration and Legal Actions

Force Majeure

12.4 Definition of Force Majeure

12.5 Stipulate the Force Majeure Clause in a General Way

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

12.7 Stipulate the Force Majeure Clause in a Way to Colligation

References