TRA LI 120 CU HOI VN AP GIAO DICH TMQT

1.Cc bc tin hnh hp ng mua bn quc t? * Trong hp ng xut khu: - Gic ngi mua m th tn dng. - Xin giy php xut khu. - Chun b hng ha. Thu tu v lu cc. - Mua bo him cho hng ha. - Kim dch v kim nghim hng ha, kim tra cht lng hng ha . - Lm th tc hi quan. - Giao hng. - Thanh ton. - Gii quyt khiu ni. * Trong hp ng nhp khu: - Xin giy php nhp khu. - Tin hnh cc th tc thuc ngha v thanh ton. - Thu tu/ lu cc. - Mua bo him. - Thng quan nhp khu hng ha. 2.So snh u gi v u thu. u gi + PT giao dch c bit c t chc cng khai tai mt thi im, ia im nht inh, tai o hh c ba thanh tng l, tng t ngi mua canh tranh nhau va hh se c ban cho ngi nao tra gia cao nht Do ngi bn t chc cng khai. u thu + T hh/dv l hoat ng TM, theo bn mua thng qua mi thu (bn mi thu) nhm la chon trong s thng nhn tham gia u thu (bn d thu) thng nhn p ng tt nht cc yu cu do bn mua t ra, k kt v thc hin hp ng. TN c la chon goi l bn trng thu.

Ngi mua c xem hng trc. Cnh tranh mua. Hng ha c gi mc cao hn gi quc t ca n. Th trng thuc v ngi bn

Th l u thu c ghi r trong h s mi thu. Thng co nhiu bn tham gia ( bn k s t vn, bn cp vn) Hng ha c s lng ln, quy cch phm cht phc tpaj, gm c hng ha v hnh v hu hnh. Th trng thuc v ngi mua.

3.So snh mi gii v i l. 4.Mua bn i lu l g? Cc hnh thc? Cu 3,4 phn sau c. Mi ngi c tham kho. 5.S giao dch hang ha l g? c nhng hnh thc giao dch no? =>L.TMVN 2005, 63: Mua bn hng ha qua S giao dich hng ha l hoat ng TM, theo o cac bn thoa thun thc hin vic MB mt lng nht inh cua mt loai hh nht inh qua S GDHH theo nhng tiu chun cua SGDHH vi gia c thoa thun tai thi im giao kt H va thi gian giao hang c xac inh tai mt thi im trong tng lai. * Cc hnh thc giao dch gm c: - Giao dch giao ngay. - Giao dch k hn. 6.Hp ng mua bn l g? ngha ca ngun lut iu chnh trong thng mi quc t. * L s tha thun gia cc ng s c tr s thng mi ti cc quc gia khc nhau, theo mt bn gi l bn bn ( bn XUT KHU) c ngha v chun vo quyn s hu ca mt bn khc gi l bn mua ( bn NHP KHU) mt ti sn nht nh ( hng ha); bn mua c ngha v nhn hng, thanh ton cho bn bn v c quyn s hu hng ha theo tha thun. * ngha ca ngun lut: 7.Incoterms l g? Nhng ch khi s dng? ( cu ny c th xem r hn phn pha sau) * Incoterms ( iu kin c s giao hng) l nhng quy nh mang tnh nguyn tc v vic phn chia trch nhim, ch ph v ri ro gia bn bn v bn mua trong qu trnh giao nhn hng. * Ch khi s dng: Ch s dng khi mua bn hng ha hu hnh. L tp qun thng mi v khng mang tnh bt buc.

Phi c dn chiu trong hp ng. Ghi r l bn nm no. Cn c vo thc tin thng mi chn ra iu kin ph hp nht. Ch gii quyt cc vn lin quan n giao nhn hng ha. Hai bn c quyn b sung, ct gim hoc loi b cc quy nh nhng vi iu kin khng lm thay i tnh cht ca cc iu kin y. Khng nn s dng cc thut ng vn ti: FO, FI, FIO.

8.C nhng ch tiu cht lng no i vi hng k thut(ci ny t chu, xong hi thm v d l xe Honda:-s) 9.Bi tp v trng lng thng mi, ci ny d. 10.Dung sai l g? Gi dung sai quy nh ntn trong hp ng : Dung sai: Khi thc hin hp ng, cc bn c th giao nhn theo mt s lng cao hoc thp hn s lng quy nh trong hp ng. * Gi dung sai: t chu, tm mi m trn mng chng c g c. 11.Phn bit LC vi nh thu. LC LC l s tha thun m ngn hng theo yu cu ca bn mua cam kt s tr tin cho bn bn hoc bt c ngi no theo lnh ca bn bn khi ngi bn xut trnh b chng t v thc hin y cc yu cu c quy nh trong th tn dng. + Gm c: LC hy ngang: l LC m ngn hng pht hnh c th thay i ni dung bt c lc no m khng ph thuc vo mun ngi bn. LC khng hy ngang: ( nh ngha bn di). Tr ngay. Tr chm. Gip lng. Nh thu L phng thc thanh ton m qua ngn hng s tip nhn cc chng t theo ng ch th tin hnh vic thanh ton/ chp nhn thanh ton hoc giao chng t theo cc iu kin khc t ra. + Gm 2 loi l: Nh thu km chng t: ngi mua c th khng mun nhn hng. Nh thu khng km chng t: ngi mua c th tr hon thanh ton.

Nhiu ri ro cho ngi bn Thng ch c s dng cho nhng l hng c gi tr khng qu ln.

LC l hnh thc m bo quyn li cho ngi bn.

12.LC l g? LC ko hy ngang l g? ( cu ny c th xem r hn phn pha sau) * LC l s tha thun m ngn hng theo yu cu ca bn mua cam kt s tr tin cho bn bn hoc bt c ngi no theo lnh ca bn bn khi ngi bn xut trnh b chng t v thc hin y cc yu cu c quy nh trong th tn dng. * LC khng hy ngang: l loi th tn dng m trong thi hn hiu lc ca n ngn hng pht hnh khng c quyn thay i hay hy b ni dung ca n cho d ngi yu cu m tn dng c ra lnh hy b/ thay i i chng na. Nh vy, th tn dng hy ngang s l mt m bo v thanh ton cho ngi bn. 13.Th no l bkk? ngha ca bt kh khng trong hp ng(cu ny ca t, hi thm, cc cch quy nh bkk trong hp ng-> tch:-<) == Bt kh khng (BKK) l nhng hin tng, s kin c tnh cht khch quan, khng th lng trc c nm ngoi tm kim sat ca con ngui, khng th khc phc c, xy ra sau khi k kt Hp ng v cn tr vic thc hin cc ngha v ca Hp ng. * ngha ca BKK trong h? * Cc quy nh: Dn chiu vn bn ca ICC, n phm s 421 ( cch 2) iu khon bt kh khng (hp 2.1) quy nh min pht theo hp ng v bao gm cc iu khon nh ch v chm dt hp ng. Cc bn c th a vo hp ng nguyn vn iu khon bt kh khng ca ICC trong n phm s 421, hoc dn chiu nh sau: iu khon "bt kh khng" (min trch nhim) ca Phng thng mi quc t (n phm s 421 ICC) l mt phn ca hp ng ny.

Hp 2.1 Bt kh khng (iu khon min trch nhim) iu khon mu di y l iu khon bt kh khng chun do ICC khuyn ngh, xut bn ln u tin vo nm 1985. Cc iu khon force majeure (bt kh khng), thng c s dng trong thc t, thm ch c nhng nc khng ni ting Php, i khi c gi l iu khon min tr hoc "iu khon min trch nhim". Cc l do min trch nhim (1) Mt bn khng phi chu trch nhim v khng thc hin ngha v ca mnh nu bn chng minh c: vic khng thc hin ngha v l do tr ngi vt qu kh nng kim sot mnh; v bn khng th tr liu c tr ngi v cc tc ng ca n ti kh nng thc hin hp ng vo thi

im k kt hp ng; v bn khng th trnh hoc khc phc n hay t nht l tc ng ca n mt cch hp l. (2) Tr ngi c cp n trng on (1) nu trn c th ny sinh t cc s kin sau (s lit k ny cha hon ton y ): a) Chin tranh, d c tuyn b hay khng, ni lon v cch mng, hnh ng cp bc, cc hnh vi ph hoi; b) Thin tai nh bo ln, gi lc, ng t, sng thn, l lt, st nh; c) N, chy, ph hu my mc, nh xng hoc bt k h thng my mc hoc thit b no khc; d) Ty chay, nh cng v cc v ng ca gy p lc, ln cng, chim gi nh my v cc khu nh, v dng sn xut xy ra nh my ca bn mun c min trch nhim; e) Hnh ng ca c quan c thm quyn, d hp php hay khng hp php, ngoi cc hnh vi m bn mun c min trch nhim cho l ri ro theo cc iu khon khc ca hp ng; v ngoi cc vn c cp trong on 3 di y (3) Nhm mc ch nh on 1 nu trn v tr khi c cc quy nh khc trong hp ng, kh khn tr ngi khng bao gm vic thiu s cp php, thiu giy php, giy php c tr hoc nhp cnh, hoc vn bn chp thun cn thit cho vic thc hin hp ng v c cp bi c quan c thm quyn quc gia ca bn mun c min trch nhim. Nhim v thng bo (4) Bn mun c min trch nhim [phi thng bo ngay cho bn kia] v tr tri v cc tc ng ca tr ngi ti kh nng thc hin hp ng. Bn cng phi c thng bo khi khng cn l do min trch nhim. (5) L do min trch nhim bt u c hiu lc t thi im xy ra tr ngi, hoc t thi im nhn c thng bo nu thng bo khng c gi kp thi. Nu khng gi thng bo s th bn phi chu trch nhim bi thng tn tht m l ra c th trnh c. Tc ng ca cc l do min trch nhim (6) Nu c l do min trch nhim theo iu khon ny min cho bn khng thc hin hp ng khng phi bi thng thit hi, khng b pht hp ng v chu cc hnh thc pht khc, ngoi tr trch nhim tr li cho s tin n cho n lc tm ra l do min trch. (7) Hn na, nu c l do min trch nhim th mt bn c quyn hon thc hin hp ng trong mt khong thi gian thch hp, do , bn kia b tc i quyn (nu c) chm dt hoc hu hp ng. Khi quyt nh th no l khong thi gian thch hp, cn xem xt n kh nng tip tc thc hin hp ng ca bn khng thc hin hp ng v li ch ca bn kia trong vic tip tc thc hin hp ng sau khi c s tr hon. Trong khi ch bn khng th thc hin hp ng tip tc thc hin hp ng tr li, bn kia cng c th tm dng vic thc hin hp ng ca mnh. (8) Nu cc l do min trch nhim tn ti trong khong thi gian di hn thi hn do cc bn quy nh [khong thi gian thch hp do cc bn xc nh], hoc khng c iu khon quy nh khon thi gian di hn khong thi gian thch hp, bt c bn no cng c quyn chm dt hp ng bng cch gi thng bo cho bn kia.

(9) Mi bn c th gi li nhng g nhn c t vic thc hin hp ng trc khi hp ng b chm dt. Mi bn phi gii thch cho bn kia khon thu khng chnh ng t vic thc hin hp ng. Cc bn phi thanh ton s d cui cng ngay lp tc. Trch: Trng ti v cc phng thc gii quyt tranh chp la chn Trung tm trng ti thng mi quc t v Trung tm Trng ti quc t Vit Nam 14. Th no l trng ti? c im? phn loi (hi thm, cc bc x = trng ti) * Trng ti l cc t nhin nhn hoc php nhn c cc bn tha thun s gii quyt tranh chp pht sinh t hp ng. * c im ca trng ti. - Thm quyn gii quyt ca trng ti da trn s tha thun ca cc bn. - Phn quyt ca trng ti c gi tr trung thm i vi cc bn. - Trng ti thng mi quc t l mt ch nh b gii hn. Trong trng hp tha thun trng ti c quy nh nhng vn nm ngoi thm quyn gii quyt ca trng ti theo lut trng ti nc . - Php lut v trng ti ngy mt pht trin v hon thin. * Phn loi trng ti: - Trng ti quy ch. Trng ti quy ch l hnh thc trng ti c thnh lp di dng cc trung tm, t chc hoc hip hi, c c cu t chc cht ch, c tr s c nh. Hu ht cc t chc trng ti u c Quy tc t tng trng ti ring, mt s c Danh sch trng ti vin ring. - Trng ti v vic: Trng ti v vic c th c hiu l hnh thc trng ti c lp ra theo yu cu ca cc ng s gii quyt mt v tranh chp c th v t gii th khi tranh chp c gii quyt. Trng ti v vic c ngha l trng ti khng c tin hnh theo quy tc ca mt t chc trng ti thng trc. Do cc bn khng bt buc phi tin hnh trng ti theo quy tc ca mt t chc trng ti thng trc, h c th t do quy nh quy tc t tng ring. Ni cch khc, trng ti v vic l trng ti t tin hnh (do it yourself arbitration). 15.Th no l iu khon khiu ni? ngha v bn bn v mua? * Khiu ni l vic mt bn giao dch yu cu bn kia gii quyt nhng thit hi, tn tht do bn kia gy ra hoc do vi phm cam kt quy nh trong hp ng * Ngha v ca cc bn: Bn bn: Xem xt n khiu ni trong thi gian quy nh v khn trng phc p li bn khiu ni. Xc nhn li vn khiu ni.

Phi hp vi bn khiu ni gii quyt vn . Bn mua:

- Gi nguyn hin trng v bo qun hng ha cn thn. - Thu thp cc chng c cn thit lm cn c khiu ni. - Khn trng thng bo cho cc bn lin quan. - Lp h s khiu ni trong thi gian khiu ni. - Phi hp vi bn b khiu ni. 16.Nghin cu thng nhn (c xong bn t ku ch hiu thng nhn l g, c gi l i tc kinh doanh) th cn nghin cu j? * Ni dung ca nghin cu i tc: - T cch php l. - C cu t chc, quy m hot ng, lnh vc kinh doanh. - Kh nng ti chnh, lnh vc kinh doanh. - Uy tn trn th trng. 17.m phn l g? Cc hnh thc m phn, u nhc (hi thm, v d cho vn phong tc tp qun, vn ha nh hng ti m phn trc tip) * m phn thng mi l qu trnh mc c v thuyt phc gia bn mua v bn bn v cc ni dung lin quan ti giao dch mua bn nh: gi c, phm cht, giao hng, thanh ton nhm t c s thng nht i ti tho thun k kt hp ng. * Cc hnh thc m phn: - m phn bng in thoi. - m phn bng th tn.( ngy nay vn l hnh thc m phn ch yu) - m phn bng gp mt trc tip. 18. Son tho cc iu khon hp ng than vi cc iu khon s lng cht lng, gi.(hi thm, ai cp giy php xut khu than:-s) Ci ny l ty mi ngi son nn t hok lm na ( tit kim time v cng ang phi thi m) 19. Quy trnh xut hang bng container? FCL, LCL * Hng nguyn container: ( FCL) - Thu container. - Lp list container.

- ng hng, nim phong, kp ch. - Mang hng ti CY. - Ly B/L. * Hng l: (LCL) - Lp list hng ha. - Mang hng ra CFS. - Xp hng vo container, lm th tc hi quan. - Ly B/L. 20.Quy trnh nhp hang bng container? * FCL: - Nhn giy thng bo hng n, cm B/L, giy gii thiu i ly lnh giao hng ( D/O ) - Xc nhn D/O. - Nhn hng ti bi CY. - D hng ra khi container. - Tr container. * LCL: - Ly lnh giao hng. - Nhn hng ha ti bi CFS 21. Vit Nam thng xut khu s dng c s giao hang no khi xut caf:-s. 22.C/O l g? Cc loi CO chnh, ai cp? C/O l chng t do nh sn xut hoc c quan c thm quyn thng l phng thng mi & cng nghip vit nam (VCCI) cp cc nhn ni sn xut hoc khai thc ra hng ha. * Cc loi chnh gm c: ( Mu A n mu S xem c th v v cng chi tit ti gio trnh trang 283-285) 23.Bi tp quy i cng iu kin tn dng, FOB-> CIF. 24. Ni dung ca L/C? quy tc lp L/C? Nhng thng tin cn kim tra ca L/C i vi ngi XK. * Ni dung ca L/C: - S hiu th tn dng. - a im m LC, ngy m LC.

- Loi LC. - Tn nhng ngi lin quan n phng thc tn dng chng t. - S tin ca th tn dng. - Thi hn hiu lc. - Thi hn tr tin. - Thi hn giao hng. 25. Ngha v ca ngi bn trong iu kin CIF? hng ha b hng hc do cht lng tu bo qun km th chi ph v tn tht thuc v ai? * Ngha v ca ngi bn: - K hp ng thu tu. - Thng quan xut khu hng ha. - Hon thnh cc ngha v giao hng khi hng c t ln tu hoc mua hng c giao nh vy. - Cung cp chng t vn ti. - Mua bo him cho hng ha v cung cp chng t bo him cho ngi mua. * ( Cu ny t hok chc chn nn mail hi thy nhng cha thy thy rep g c nn t tr li theo hiu thi, mi ngi gp h t) Trong iu kin CIF, ngi bn c ngha v mua bo him cho hng ha m bo quyn li ca ngi mua, ngi mua/ ngi c li ch lin quan u c quyn khiu ni vi cng ty bo him nu b vi phm li ch.Trong trng hp ngi mua cha quy nh g v cht lng tu trong hp ng th khi hng ha hng do tu c cht lng bo qun km => ngi mua khiu ni vi cng ty bo him hng bo him. 26. Bo him theo iu kin CIF? - Ngi bn mua bo him theo quy nh ca hp ng mua bn. Trong trng hp hp ng khng quy nh th mua bo him nh sau: Mua ti 1 cng ty bo him c uy tn. Gi tr bo him = 110% tng gi cif. Mua bng ng tin ca hp ng. Mua bo him theo iu kin ti thiu ( k C ca hip hi nhng ngi bo him London) Thi hn bo him: phi bo v c ngi mua v mt mt h hng hng ha trong sut qu trnh vn chuyn. Giy chng nh bo him hay bo him n c tnh chuyn nhng. 27. iu kin gi c? 28. Phn bit i l v mi gii? ( trng) 29. Khi nim Incoterms? Lu khi s dng Incoterms? (trng) 30. iu khon trng ti?(trng)

31. Qu trnh giao hng ng trong container? Giao hang ong trong container co 2 loai: 1. Giao hang le( LCL: Less than container load): Ap dung trong trng hp hang cua chu hang khng cht y 1 container nn phai em ti CFS( Container Freight Station: L ni thu gom hng l, c tp trung li ng hng vo Container, xut khu bng ng bin.) ong hang va giao hang cho ng chuyn ch. Ng chuyn ch co nhim vu cp cho chu hang chng t vn tai va ong hang cua chu hang vao vi container cua chu hang khac. 2. Giao nguyn container( FCL: Full container load): ap dung cho trng hp lng hang hoa u ln ong vao 1 container. Ngban thu container rng v c s cua minh, thc hin ong hang di s chng kin cua cac bn, khi hoan thanh, tin hanh nim phong kep chi cho container. Sau o ng ban se ch container ti CY( Container Yard) giao hang cho ng chuyn ch. Ng ban nhn c 1 chng t vn tai thng thng( theo Incoterms) nhng thc t cn phai ly c vn n ( theo UCP 600). Ng ban phai thng bao cho ng mua nhng thng tin lin quan ti l hang ng mua sp xp hp ng bao him cho l hang, thc hin thu tuc thng quan va nhp hang ni n. 32. Lit k phiu ng gi? ng gi chi tit? Phiu ong goi( Packing list): la bang k khai tt ca hang hoa g trong mt kin hang( hom, hp, container) v..vPhiu ong goi c t trong bao bi sao cho ng mua co th d dang tim thy, cung co khi c trong mt tui gn bn ngoai bao bi. Phiu ong goi ngoai dang thng thng, co th la dang Phiu ong goi chi tit( Detailed packing list) nu no co tiu nh vy va ni dung tng i chi tit, hoc la Phiu ong goi trung lp( Neutral packing list) nu no khng chi ra tn ng ban. Cung co khi ng ta phat hanh loai Phiu ong goi kim ban k trong lng. (Packing and Weight list). 33. iu khon bao b?( Tham khao chi tit hn trong sgt 109-112, phn di y la ghi chep bai giang cua c Ngoc ) Trong hot ng thng mi, bao b gi mt v tr rt quan trng v n c nhng chc nng sau y: - Cha ng hng ho theo tiu chun n v - Bo v hng ho, trnh nhng tn tht thit hi do tc ng ca mi trng bn ngoi, ca t nhin hoc do nhng hnh n c ca con ngi - Lm tng gi tr ca sn phm do tnh thm m ca bao b - Gi , kch thch nhu cu ngi tiu dng - Hng dn ngi tiu dng cch s dng hng ho - Phn bit hng ho ca hp ng ny vi hng ho ca hp ng khc Chnh v vy vic cung cp bao b l yu cu khng th thiu i vi doanh nghip ni chung v i vi thng 10

nhn kinh doanh xnk ni ring do khi thng tho hp ng ngoi thng cc bn cn tho thun iu khon ny mt cch cn thn. V iu khon ny trong hp ng ngoi thng ngi ta thng quy nh theo 2 cch: Cch 1: Quy nh chung chung, chng hn: Bao b phi ph hp vi tnh cht hng ho, phng tin vn chuyn v theo tiu chun xut khu, do ai cung cp (ngi bn hay ngi mua) phi quy nh c th trong hp ng. Cch th 2: Quy nh c th: Thoa thun nhng yu cu chi tit v bao bi: - Cht liu sn xut bao b: Tuy c im tng hang hoa. - Hinh thc bao bi: Dang thung, sottn dung ti da dung ticch thung hang va thit k n gian. - S lp bao bi va cu tao mi lp. - Sc cha cua bao bi: khi lng mi bao phai phu hp vi quy inh cua nganh hang va tp quan cua cang giao nhn. - Gia c bao bi: ai, nep Yu cu cac bn phai co kin thc, kinh nghim trong linh vuc thng phm hoc va phng thc vn tai. V phng thc cung ng bao bi va gia ca bao bi( Tham khao gt) 34. Hp ng mua bn hng ha quc t l g? Hp ng mua ban hang hoa quc t con goi la hp ng xut, nhp khu hay hp ng mua ban ngoai thng, la s thoa thun gia ng s co tru s kinh doanh cac nc khac nhau, trong o mt bn c go la bn Xut khu( bn ban) co nghia vu chuyn vao quyn s hu mt bn khac c goi la bn nhp khu( bn mua) mt tai san nht inh la hang hoa ; Ben mua co nghia vu tra tin va nhn hang. -c im+ iu kin hiu lc+ ni dug chu yu tham khao giao trinh trang 67- 72. 35. Cc chng t php l khi nhn hng? Khi nhn hng nhp khu, ngi giao nhn phi tin hnh kim tra, pht hin thiu ht, mt mt, tn tht kp thi gip ngi nhp khu khiu ni i bi thng. Mt s chng t c th lm c s php l ban u khiu ni i bi thng, l: Bin bn kt ton nhn hng vi tu Bin bn k khai hng tha thiu Bin bn hng h hng v Bin bn gim nh phm cht Bin bn gim nh s trng lng Bin bn gim nh ca cng ty bo him Th khiu ni Th d khng .......... a. Bin bn kt tan nhn hng vi tu (Report on receipt of cargoROROC) y l bin bn c lp gia cng vi tu sau khi d xong l hng hoc ton b s hng trn tu xc nhn s hng thc t giao nhn 11

ti cng d hng qui nh. Vn bn ny c tnh cht i tch chng minh s tha thiu gia s lng hng thc nhn ti cng n v s hng ghi trn bn lc khai ca tu. V vy y l cn c ngi nhn hng ti cng n khiu ni ngi chuyn ch hay cng ty bo him (nu hng ho c mua bo him). ng thi y cng l cn c cng tin hnh giao nhn hng nhp khu vi nh nhp khu v cng l bng chng v vic cng hon thnh vic giao hng cho ngi nhp khu theo ng s lng m mnh thc t nhn vi ngi chuyn ch. b. Bin bn k khai hng tha thiu (Certificate of shortlanded cargoCSC) Khi giao nhn hng vi tu, nu s lng hng ho trn ROROC chnh lch so vi trn lc khai hng ho th ngi nhn hng phi yu cu lp bin bn hng tha thiu. Nh vy bin bn hng tha thiu l mt bin bn c lp ra trn c s bin bn kt ton nhn hng vi tu v lc khai. c. Bin bn hng h hng b (Cargo outum report- COR) Trong qu trnh d hng ra khi tu ti cng ch, nu pht hin thy hng ho b h hng v th i din ca cng (cng ty giao nhn, kho hng). v tu phi cng nhau lp mt bin bn v tnh trng v ca hng ho. Bin bn ny gi l bin bn xc nhn hng h hng v do tu gy nn. d. Bin bn gim nh phm cht (Survey report of quality) y l vn bn xc nhn phm cht thc t ca hng ho ti nc ngi nhp khu (ti cng n) do mt c quan gim nh chuyn nghip cp. Bin bn ny c lp theo qui nh trong hp ng hoc khi c nghi ng hng km phm cht. e. Bin bn gim nh s lng/ trng lng y l chng t xc nhn s lng, trng lng thc t ca l hng c d khi phng tin vn ti (tu) nc ngi nhp khu. Thng thng bin bn gim nh s lng, trng lng do cng ty gim nh cp sau khi lm gim nh. f. Bin bn gim nh ca cng ty bo him. Bin bn gim nh ca cng ty bo him l vn bn xc nhn tn tht thc t ca l hng c bo him do cng ty bo him cp lm cn c cho vic bi thng tn tht. g.Th khiu ni y l vn bn n phng ca ngi khiu ni i ngi b khiu ni tho mn yu sch ca mnh do ngi b khiu ni vi phm ngha v 12

hp ng (hoc khi hp ng cho php c quyn khiu ni). h. Th d khng (Letter of reservation) Khi nhn hng ti cng ch, nu ngi nhn hng thy c nghi ng g v tnh trng tn tht ca hng ho th phi lp th d khng bo lu quyn khiu ni i bi thng cc tn tht v hng ho ca mnh. Nh vy th d khng thc cht l mt thng bo v tnh trng tn tht ca hng ho cha r rt do ngi nhn hng lp gi cho ngi chuyn ch hoc i l ca ngi chuyn ch. Sau khi lm th d khng kp thi bo lu quyn khiu ni ca mnh, ngi nhn hng phi tin hnh gim nh tn tht ca hng ho v lp bin bn gim nh tn tht hoc bin bn hng v h hng lm c s tnh ton tin i bi thng. 36. Hon gi? Hoan gia( Counter-offer) la bc th ba trong cac bc giao dich thng thng trc tip, o la s mc ca v gia ca hoc iu kin giao dich. Khi ng nhn c chao hangko chp nhn hoan toan chao hang o, ma a ra nghi mi thi nghi nay la tra gia( Bid). Khi co s tra gia, chao hang trc coi nh huy bo. Trong bun ban quc t, mi ln giao dich thng phai trai qua nhiu ln tra gia mi kt thuc. Nh vy, hoan gia bao gm nhiu s tra gia. 37. Mua bn i lu? Mua ban i lu (Counter-trade) la mt phng thc giao dich trao i hang hoa trong o xut khu kt hp cht che vi nhp khu, ng ban ng thi la ng mua, lng hang giao i co gia tri tng xng vi lng hang nhn v. y muc ich xut khu khng phai thu v mt khoan ngoai t ma nhm thu v mt hang hoa khac co gia tri tng ng. ( tham khao thm gt 15-22) 38. Cc bc giao dch thng thng? Co 5 bc giao dich thng thng trc tip: 1. Hoi hang 2. Phat gia( Chao hang, t hang) 3. Hoan gia 4. Chp nhn 5. Xac nhn 39. Khi nim, c im, phn loi ti xut? 1. inh nghia: Giao dich tai xut la xut khu tr ra nc ngoai nhng hang hoa trc y a nhp khu, cha qua ch bin nc tai xut.

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Giao dich tai xut bao gm nhp khu va xut khu vi muc ich thu v mt lng ngoai t ln hn vn bo ra ban u. Giao dich nay lun thu hut ba nc: nc xut khu, nc nhp khu va nc tai xut. Vi vy giao dich tai xut con c goi la giao dich 3 bn hay giao dich tam giac( Triangular transaction). 2. c im: a) Ng ban va la ng mua. b) Sau mi chuyn hang u co vic thanh toan bng tin. 3. Phn loai: Tai xut theo ung nghia: hang hoa i t nc xut khu ti nc tai xut ri lai c xut khu t nc tai xut sang nc nhp khu. Chuyn khu: hang hoa t nc xut khu sang trc tip nc nhp khu, nc tai xut thu tin cua nc nhp khu va tra tin cho nc xut khu Tham khao thm gt 28-30. 40. ngha ca vic thng bo giao hng? -V thng bao giao hang :Tham khao gt trang 124 - Y nghia: Vi du vi k FOB co quy inh 2 ln thng bao: + thng bao trc khi giao hang: Ng mua thng bao v tn tau, ia im va t/gian giao hang yu cu. Nu ng mua chm thng bao, ng ban se chon phng tin va moi chi phi phat sinh do ng mua chiu. + thng bao sau khi giao hang: ng ban thng bao cho ng mua v hang hoa a c giao: SL, ia im giaonh o ng mua se hoan thin thu tuc bao him cho l hang sau khi nhn c thng bao nay. Nu ng ban chm thng bao ma trong thi gian giao hang va hoan thin hp ng bao him co xay ra rui ro thi ng ban phai chiu trach nhim. Do vy, co th thy vic thng bao giao hang co y nghia h tr cho ca hai bn trong vic nhn thng tin va co nhng hanh ng phu hp trong qua trinh giao nhn hang hoa. 41. L/C hy ngang Th tin dung L/C la mt cng cu quan trong cua phng thc thanh toan th tin dung L/C la mt ban cam kt cua ngn hang m L/C se tra tin cho ng xut khu nu ho xut trinh u b chng t phu hp vi quy inh trong L/C. La vn ban phap ly iu chinh mi quan h gia ngn hang va ng mua. Ngn hang m L/C cn c va hp ng mua ban hang hoa nhng L/C sau khi lp thi hoan toan c lp vi hp ng mua ban. L/C huy ngang ( Revocable L/C ) la loai th tin dung ma ngn hang m( tc la ngn hang phat hanh) co th sa i hoc huy bo vao bt c luc nao ma khng cn s chp thun cua bn ban( ngi hng). Vi vy, L/C huy ngang khng phai la mt cam kt co li cho ng ban trong vic thanh toan tin hang. 42. Cc bin php nghip v ti s giao dch hng ha? 1. Cac hoat ng mua ban: 14

+ Giao dich ky han + Giao dich giao ngay 2. Cac hoat ng bao him + hp ng v quyn chon +Nghip vu t bao him. (Tham khao chi tit gt 40-41) 43. Trng lng giao hng? iu kin S lng : 1. n vi tinh 2. PP quy inh s lng 3. PP xac inh trong lng (giao trinh 104-109) 44. Khi nghin cu th trng trong nc th phi nghin cu nhng j? Trc khi bc vao mt giao dich mua ban hang hoa quc t, cn co cac bc chun bi, bao gm 2 b phn chu yu: 1. Nghin cu tip cn thi trng. 2. Lp phng an kinh doanh. Trong bc 1, khi nghin cu thi trng trong nc, ngoai vic nm vng tinh hinh thi trng trong nc va cac ng li, chinh sach, lut l quc gia co lin quan ti hoat ng kinh t i ngoai, n vi kinh doanh cn phai: 1. Nhn bit hang hoa 2. Nm vng thi trng 3. La chon khach hang Chi tit mi phn: gt 150-157. 45. Chun b hng ha xut khu? Thc hin cam kt trong hp ng xut khu, chu hang xut khu phai tin hanh chun bi hang xut khu . Cn c la hp ng a ky hoc/va L/C. Cng vic chun bbi hang hoa xut khu bao gm 3 khu: 1. Thu gom tp trung am thanh l hang xut khu 2. ong goi bao bi hang xut khu 3. Ky ke ma hiu hang xut khu ( gt 210-215) 46. Cch tnh trng lng b? Trong lng ca bi la trong lng cua hang hoa cung vi trong lng cua cac loai bao bi hang o. Gt trang 107 15

47. Cht lng go VN? Vit Nam, sn xut la go ang l mt trong cc hot ng kinh t ng hng u. Theo s liu ca Tng cc thng k, tnh n 22/10/2010 c nc xut 5,56 triu tn go, t gi tr 2,35 t USD. Theo k hoch c nm 2010 xut 6,5 triu tn, kim ngch t 2,6 t USD.La go l mt trong cc mt hng xut khu ch lc ca Vit Nam. Hin ti Vit Nam l nc xut khu go th hai th gii ch sau Thi Lan. Nhng hng th hai ny qu cch xa nhiu im: nng lc xut khu ch 5 triu tn so 10 triu tn ca Thi Lan nhng gi li r hn Thi Lan. Gn y, Vit Nam bt u chim th phn ca Thi Lan ti n v Pakistan, mt s nc khc, xut khu go cht lng thp ch yu i Trung ng, chu Phi. Nh vy hin ti v tr ca la go Vit Nam mi ch c khng nh trn th trng go phm cp trung bnh, gi tr thng mi ca ht go l cha cao v cha thc s tr thnh mt th hng ha c gi tr. Nh vy, nhng g t c so vi tim nng ca chng ta vn cn rt nh b. 48. Phn bit tu chuyn, tu ch? Trong mt s k c s giao hang ( CIF or FOB) thi chu hang xut khu phai thu tau bin ch hang. Co th thu: Tau chuyn ( Bulk Cargo): hang thu nguyn mt con tau va ly hp ng vn tai v thi gian, ia im va cach thc bc d hang. Thng thng tau chuyn la tau nho, khng co cn cu nn chi phi bc d hang c tinh ring. Tau ch( Liner): Chu hang tim 1 con tau co lich trinh c inh va thi gian phu hp giao hang. Chi phi bc d hang c tinh trong chi phi va rui ro c chuyn cho ng chuyn ch khi cn cu moc vao hang hoa. 49. c im iu kin CFR? Cac ban co th tham khao tt ca trong Incoterms. Con theo slide c Ngoc, c im dk CFR: Vic vn tai do ng ban sp xp. Hp ng vn tai phai ghi ro iem giao hang ni i va nhn hang ni n, hp ng phai c lp theo cac k thng thng, lich trinh thng thng va phai phu hp vi c im cua hang hoa Chng t vn tai ging CIP, CPT. Rui ro chuyn t ng ban sang ng mua k t khi hang ln tau tai cang i. Ranh gii phn chia chi phi la tai cang ich. Chi phi: gia FOB+ cc phi

50. Vit nam dng h thng o lng j? BNG N V O LNG HP PHP CA VIT NAM: Ban hnh theo Ngh nh 186/CP ngy 26.12.1964 ca th tng Chnh ph. c xy dng trn c s h n v quc t SI. Bng ny c 6 n v c bn: mt, kilgam, giy, ampe, kenvin, canela; v khong 100 n v dn xut cho 72 i lng thuc su lnh vc: c (19 i lng), in v t (18 i lng), nhit (11 i lng), quang (9 i lng), m (9 i lng) v phng x (6 i lng). Cc n v trn c b sung, hon thin bi nhng tiu chun Vit Nam (TCVN) ban hnh vo nhng nm sau ny.

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51. So snh trch nhim ngi bn ca CIF v FOB? iu kin Trach nhim cua ng ban 52. Chuyn khu? Giao dich tai xut, tham khao gt tr 28-30 53. ngha C/O? Chng t nay cn thit cho hai quan tuy theo chinh sach nha nc ma vn dung cac u ai kho tinh thu. No cung cn thit cho kim soat ch han ngach . ng thi trong chng mc nht inh, no noi ln phm cht hang hoa- nht la nhng th san- bi vi c im ia phng va iu kin san xut o co anh hng ti cht lng cua hang hoa. Chi tit trong gt tr 283 54. u im ca trng ti? iu kin trong tai : gt tr 139-141 55. u gi vi u thu khc nhau ntn? Ging: u la mt phng thc hoat ng thng mai. Khac: KN u gia Ng ban hang t minh lam hoc thu t chc u gia thc hin vic cng khai ban hang hoa chon c ng mua tra gia cao nht. u thu Bn mua hang hoa thng qua mi thu lac chon trong cac thng nhn tham gia au thu ng co th ap ng tt nht cac y/c do bn mi thu t ra va c la chon ky kt va thc hin Mt hang Kho tiu chun hoa, vi du: da, lng thu, len th, che, hng Ban cht liu, rau qua Chon ng mua tt nht hp ng( trung thu) Mt hang ln( thit bi toan b), hang c bit( thc n cho tu nhn), mt hang tp hp thanh chui thit bi Chon ng ban tt nht CIF FOB

56. H thng o lng thng mi? Giao trinh tr 105 57. Cc iu khon thu tu theo CIF? iu kin CIF : Hp ng vn tai, khoan A3 tr 108 Incoterms 2010 58. Hin trng xem hng trc?

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Cai nay khng bit phn nao na Chi co Thu tuc xem hang trc khi khai hai quan??? 59. Quy nh cht lng theo cc ch tiu i khi quen dng? Giao trinh tr 100-101 60. Phn bit hp ng thng mi v hp ng thng mi quc t? Hp ng thng mai quc t la: Hp ng mua ban: + Bn ban cam kt chuyn vao quyn s hu cua bn mua mt loai hang hoa, dich vu va c nhn mt khoan tin tng ng tri gia hang hoa va dich vu o. + Mang tinh cht n bu, song vu Co cac yu t quc t: +Cac bn ky kt hp ng co tru s thng mai cac nc khac nhau +Hang hoa : di chuyn qua bin gii. +ng tin thanh toan la ngoai t. 61. Trnh by tiu chun cht lng ca hng cng nghip? ( Cn b sung) 62. Lch s hnh thnh Incoterms? Nm 1936, phng Thng mi quc t ICC International Champer of Commerce ti Paris pht hnh Incoterms nhm thng nht tp qun thng mi quc t , trnh c nhng v tranhchp v kin tng lm lng ph thi gian v ca ci ca con ngi v x hi.T n nay, Incoterms c sa i v b sung 7 ln vo cc nm 1953, 1967, 1976,1980, 1990, 2000 v 2010 nhm ph hp vi thc tin thng mi quc t. Incoterms ra i ln sauhon thin hn ln trc, nhng khng ph nh ln trc. Incoterms 2010 l phin bn mi nht ca Incoterm, c Phng thng mi Quc t (ICC) Paris, Php v c hiu lc k t ngy 1 thng 1 nm 2011. - Incoterms 1980 Gm 14 iu kin: Ex Works; Free Carrier; Free on Rail/Free on Truck; Fob Airport; Free alongside Ship; Free on Board; Cost and Freight; Cost, insurance and freight; Freight Carriage paid to; Freight Carriage and insurance paid to; Ex Ship; Ex Quay; Delivered at frontier; Delivered Duty paid. - Incoterms 1990 Gm 13 iu kin: EXW; FCA; FAS; FOB; CFR; CIF; CPT; CIP; DAF; DES; DEQ; DDU; DDP. - Incoterms 2000 Gm 13 iu kin: EXW; FCA; FAS; FOB; CFR; CIF; CPT; CIP; DAF; DES; DEQ; DDU; DDP. - Incoterms 2010 bao gm 11 iu kin, l kt qu ca vic thay th bn iu kin c trong Incoterms 2000 (DAF, DES, DEQ, DDU) bng hai iu kin mi l DAT v DAP. 63.Ni dung ca L/C v nhng thng tin cn kim tra i vi ngi xut khu. Mt s quy tc L/C ti VN. A. ni dung L/C: a. S hiu ca th tn dng

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b. a im v ngy m th tn dng (ngn hng pht hnh) Ngy m L/C l ngy bt u pht sinh v c hiu lc s cam kt ca ngn hng m L/C i vi ngi hng li; l ngy ngn hng m chnh thc chp nhn n xin m ca ngi NK; l ngy bt u tnh thi hn hiu lc ca L/C v cng l cn c ngi XK kim tra xem ngi NK c m L/C ng thi hn khng... c. Loi th tn dng d. Tn, a ch ca nhng ngi lin quan n phng thc tn dng chng t - Ngi yu cu m th tn dng - Ngi hng li - Ngn hng m th tn dng - Ngn hng thng bo - Ngn hng tr tin (nu c) - Ngn hng xc nhn (nu c) e. S tin ca th tn dng S tin phi c ghi va bng s v bng ch v phi thng nht vi nhau. Tn n v tin t phi ghi c th, chnh xc. Khng nn ghi s tin di dng mt con s tuyt i, v nh vy s c th kh khn trong vic giao hng v nhn tin ca bn bn. Cch tt nht l ghi mt s lng gii hn m ngi bn c th t c. f. Thi hn hiu lc ca th tn dng L thi hn m ngn hng m cam kt tr tin cho ngi hng li, nu ngi ny xut trnh c b chng t trong thi hn hiu lc v ph hp vi quy nh trong th tn dng g. Thi hn tr tin ca th tn dng Thi hn tr tin c th nm trong thi hn hiu lc ca th tn dng (nu tr tin ngay) hoc nm ngoi thi hn hiu lc (nu tr chm). h. Thi hn giao hng: y l thi hn quy nh bn bn phi chuyn giao xong hng cho bn mua, k t khi th tn dng c hiu lc Nu hai bn tho thun ko di thi gian giao hng thm mt s ngy th thi hn hiu lc ca th tn dng cng c ko di thm mt s ngy tng ng. i. Nhng ni dung lin quan ti hng ho: Tn hng,s lng,trng lng, gi c, quy cch phm cht, bao b, k m hiu... cng c ghi c th trong ni dung th tn dng j. Nhng ni dung v vn chuyn giao nhn hng ho: iu kin c s v giao hng (FOB, CIF...), ni giao hng, cch vn chuyn, cch giao hng,... k. Cc chng t m ngi hng li phi xut trnh: Cc loi chng t phi xut trnh:cn c theo yu cu c tho thun trong hp ng thng mi, thng thng mt b chng t gm c:

Hi phiu thng mi (Commerial Bill of Exchange) Ho n thng mi (Commercial Invoice)

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Vn n hng hi (Ocean Bill of Lading) Chng nhn bo him (Insurance Policy) Chng nhn xut x (Certificate of Origin) Chng nhn trng lng (Certificate of qulity) Danh sch ng gi (packing list) Chng nhn kim nghim (Inspection Certificate)

h.S cam kt ca ngn hng m th tn dng y l ni dung rng buc trch nhim mang tnh php l ca ngn hng m th tn dng i vi th tn dng m mnh m. Chng ti cam kt vi nhng ngi k pht hoc ngi cm phiu trung thc rng cc hi phiu c k pht v chit khu ph hp vi cc iu khon ca th tn dng ny s c thanh ton khi xut trnh v cc hi phiu c chp nhn theo iu khon ca tn dng s c thanh ton. B.Nhng ch ca nh xut khu: a. S hiu, a im v ngy m L/C ( No of L/C, place and date of issuing)

- a im m L/C: c ngha trong vic chn lut p dng khi xy ra tranh chp (nu c) - Ngy m L/C : l cn c nh xut khu kim tra xem nh nhp khu c m L/C ng hn hay khng. b. Tn ngn hng m L/C ( opening bank; issuing bank) c. Tn v a ch ngn hng thng bo ( advising bank), ngn hng tr tin ( negotiating bank or paying bank), ngn hng xc nhn ( confirming bank) d. Tn v a ch ngi th hng e. Tn v a ch ngi m L/C f. S tin ca L/C ( amount) S tin ca L/C va ghi bng s va ghi bng ch v phi thng nht vi nhau. Tn ca n v tin t phi ghi r rng, phi kim tra k xem c ph hp vi hp ng khng. g. Loi L/C : i vi nh xut khu, ngn hng khuyn co loi L/C c li nht l L/C khng hu ngang min truy i ( Irrevocable without recourse L/C) Nu l hng c gi tr ln, ngn hng pht hnh khng phi l ngn hng c uy tn th nn la chn L/C c xc nhn. h. Ngy v a im ht hiu lc ca L/C - Khi kim tra phi lu : Ngy ht hiu lc ca L/C phi sau ngy m L/C ( date of issue) v sau ngy giao hng mt khong thi gian hp l, thng c tnh bng khong thi gian giao hng cng vi thi gian lp v kim tra chng t ca ngi bn, cng vi thi gian lu gi v chuyn chng t t ngn hng ngi bn qua ngn hng m L/C. i. Thi hn giao hng ( shipment date or time of delivery) Trong trng hp ng quy nh thi gian giao hng bng cch no th L/C phi quy nh bng cch y. Cn c vo hp ng ,ngi xut khu kim tra xem ngi nhp khu c m L/C theo ng nh vy khng? j. Cch giao hng - giao hng mt ln: partial shipment not allowed - Giao hng nhiu ln trong thi gian quy nh, s lng quy nh; 20

partial shipment allowed: + during October 2000: 100 MTS + during November 2000: 100 MTS - Giao hng nhiu ln nhng quy nh gii hn trng lng ca mi chuyn, gii hn s chuyn: Total 1000MTS, each shipment minimum 50 MTS to maximum 100 MTS the interverning period between 20 to 10 - Giao nhiu ln, mi ln c s lng nh nhau: Shipment is equal monthly in September, October, November and December 2000 for total 4000 MTS. k. Cch vn ti - Trong L/C cho php chuyn ti hay khng, nu cho php th phi ghi transshipment permitted; khng cho php ghi : transhipment not allowed l. Phn m t hng ho ( Description of goods) Ngi xut khu phi kim tra: tn hng, quy cch, s lng hoc trng lng hng, gi c hng ho ph hp vi hp ng ngoi thng tho thun khng? Ngi bn c nng lc thc hin hay khng? m. Cc chng t thanh ton ( documents for payment) Khi nhn L/C, ngi xut khu phi kim tra k quy nh v b chng t trn cc kha cnh: - S loi chng t phi xut trnh - S lng chng t phi lm i vi tng loi ( thng thng lp 3 bn) - Ni dung c bn c yu cu i vi tng loi - Thi hn mun nht phi xut trnh cc chng t - Quy nh cch thc tr tin Trong hp ng quy nh cch no th L/C phi quy nh bng cch . C.Nhng quy tc L/C vn 64.Ph bo him theo k CIF. iu kin v gi c trong CIF * ph bo him: ngi bn phi bng chi ph ca mnh mua bo him cho hng ha vi mc bo him ti thiu l iu kin C ca vin nhng ng bo him London hoc bt k k no tng t. Gi tr bo him ti thiu= gi hng quy nh trong hp ng+ 10% = 110% gi hng quy nh (bng ng tin ca hp ng). * iu kin gi c trong CIF: gi ca bn bn hng bao gm gi thnh ca sn phm, cc ph vn chuyn v ph bo him. (t ko bt phi nu j na trong phn ny v cc iu kin quy nh khc v gi c nh ng tin tnh gi, gim gi, phng php quy nh gi l phi quy nh trong hp ng ging nh tt c cc iu khon giao hng khc) 65.So snh hnh thc thanh ton nh thu v thanh ton bng L/C * l/c: ngn hng ng ra bo lnh thanh ton tin hng cho ngi nhp khu => ngi xut khu chc chn nhn c tin t ngn hng pht hnh L/C (Ch cn trnh c b chng t ph hp) *nh thu: ngn hng ch c vai tr l trung gian thu tin h, ko bo lnh hay cam kt j vi ngi bn cng nh ngi mua. => ngi mua vn c th ko tr tin, trong TH ny,ngi bn c th kin ng mua ra ta. 66.Ni dung, phn loi, mc ch s dng ca ha n thng mi *ni dung * Tn ca khu hng n; * Tn ngi mua; * Tn ngi bn; * M t chi tit sn phm: tn thng thng ca sn phm, cp hng hay cht lng, v m hiu, s hiu v k hiu ca hng ha khi lu thng trn th trng ni a nc xut khu, cng vi s m hiu bao gi hng ha; * S lng tnh theo trng lng hoc kch thc ca nc giao hng hoc ca Hoa K;

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* Gi ca tng mt hng; * Loi tin; * Cc chi ph lin quan ghi r tng khon (nu c) nh: cc ph vn ti quc t, ph bo him, hoa hng, chi ph bao b, chi ph cngten, chi ph ng gi, v tt c cc chi ph v ph tn khc (nu cha nm trong cc khon trn) lin quan n vic a hng t dc mn tu ti cng xut khu n dc mn tu (FAS) ti cng n Hoa K. Chi ph ng gi, bao b, cngten v cc ph vn ti ni a n cng xut khu khng phi lit k nu nh nm trong gi ha n v c ch thch nh vy. * Cc gim gi, chit khu; * Nc xut x hng ha; * Ha n thng mi phi th hin r c s h tr ca ngi mua cho vic sn xut hng ha hay khng; Nu c th phi ghi r gi tr (nu bit) v tn nh cung cp; S h tr c min ph hay trn c s thu mun hay phi tr tin ring? Nu phi tr tin ring th gi km ha n. H tr bao gm nh khun c, khun p, dng c sn xut, trng in, ch bn, s , bn thit k, h tr ti chnh v.v. *phn loi (237) a. Ho n tm tnh Dng thanh ton bc u gia ngi bn v ngi mua trong khi ch i thanh ton cui cng, Ho n tm thi c lp khi ngi bn cha r mt hoc mt s chi tit chnh thc cho vic thanh ton cui cng nh : gi c, s lng, khi lng, phm cht hng ho. Hng ha c giao lm nhiu ln , mi ln thanh ton 1 phn n khi giao xong mi thanh ton dt khot. Ho n tm thi gc p dng trong cc trng hp sau: Khi hp ng quy nh thanh ton cui cng s cn c vo tng lng hocc khi lng xc nh ti cng n, nhng ngi bn sau khi hon thnh giao hng mun tm thi thu tin ngay, Khi l hng c giao lm nhiu lnn, ho n tm thi s c s dng thanh ton tng ln v thanh ton chnh thc s c thc hin khi hon thnh giao hng ln cui . Khi gi c hng ho s c xc nh ti mt thi im sau khi hon thnh giao hng Khi t l tng hoc gim gi s c xc nh ni hng n cn c vo s bin i ca phm cht hng ho hay khi trng lng hng ho pht sinh trong qu trnh chuyn ch Khi gi c hp ng l gi tm tnh, cn gi chnh thc s c quyt nh bi gi th trng, gi s giao dch vo thi im giao hng ti a dim n cui cng. b. Ho n chnh thc L ho n s dng thanh ton cui cng ca ton b l hng thuc mt hp ng gi l ho n chnh thc c. Ho n chi tit Ho n chi tit l loi ho n thng mi, trong gi c c chi tit ho theo tng chng loi hng ho, tng b phn ca gi hng cn c vo s tho thun quy nh trong hp ng hay trong LC. V d: Nu iu kin c s giao hng l CIF, s chi tit ho c th phn thnh 3 phn C, I, v F thm ch c li mua chu, nu c d. Ho n xc nhn

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L ho n c s xc nhn ca Phng Thng mi v cng nghip nc ngoi bn hoc mt c quan c thm quyn ca nc ngi mua ng nc ngi bn v xut x hng ha. e. Ho n trung lp Trong phng thc bun bn thng qua trung gian hoc tm nhp ti xut hoc chuyn khu, ngi bn hng thc t khng mun ng teen trn ho n, do hc s dng ho n trung lp, tcl lai ho n do mt ngi khc k pht hc khng phi l ngi bn hng thc t (l ha n ko ghi r tn ng bn). f. Ho n chiu l mc ch ca n l nhm: Lm chng t khai bo hi quan v lm th tc nhp khu hoc lm chng t xin giy php mua ngoi t, nu c hoc Lm chng t k khai hng ho nhp vo mt nc trng by trin lm, hi ch hoc Lm chng t gi km vi hng ho bn theo phng thc i l, gi bn nc ngoi hoc Thay cho mt n cho hng g. Ho n hi quan L loi chng t dng khia bo hi quan mt s nc chu M La Tinh, c... Mc ch : nhm to thun tin cho vic khai bo hi quan nc nhp khu phn loi hng nhp khu theo lung xanh, v xc nh ngun gc xut x ca hng ho, nu nh khng c giy chng nhn xut x h. Ho n lnh s mt s nc Chu Phi hoc M La Tinh, ngi mua hng thng yu cu ngi bn nc ngoi xut trnh ho n lnh s nhm xc nh ngun gc xut x hng ho, tnh thu nhp khu hoc thc hin cc quy nh ca c ch qung l ngoi thng hoc ngoi hi ca nc nhp khu *mc ch s dng - xut trnh ha n cho ngn hng i tin hng, cho cng ty bo him tnh ph bo him khi mua bo him hng ha, cho c quan qun l ngoi hi ca nc nhp khu xin cp ngoi t, cho hi quan tnh thu. 67.So snh v phn loi i l, mi gii * mi gii: - thng nhn trung gian gia ngi mua v ngi bn, c y thc bn hoc mua hng ha, dvu - C quan h vi ngi y thc da trn s y thc tng ln ch ko phi hp ng di hn. - khng tham gia vo vic thc hin hp ng tr khi c y quyn - khong c ng tn mnh m ng tn ngi y thc khi thc hin nghip v. - khng chim hu hng ha - khng chu trch nhim c nhn trc ngi y thc v vic khch hng khng thc hin hp ng * i l: - l t nhin nhn hoc php nhn tin hnh mt hay nhiu hnh vi theo s y thc ca ngi y thc - c quan h vi ngi y thc da trn hp ng i l. - cc loi i l: a. theo quyn hn c y thc: + i l ton quyn: c thay mt ng y thc lm mi cng vic m ngi y thc lm. + tng i l: c y quyn lm 1 phn vic nht nh + i l c bit: c y thc lm 1 vic c th. b. theo quan h gia i l v mi gii: 23

+ i l th y: hnh ng vi chi ph v danh ngha ca ngi y thc v nhn th lao l 1 khon tin or % trn kim ngch ca cng vic + i l hoa hng: danh ngha ca mnh, chi ph ca ng y thc, nhn th lao theo tha thun + i l kinh tiu: chi ph v danh ngha ca mnh, th lao l chnh lch gia gi bn v gi mua. Ngoi ra, trn th trng cn c: + Factor: c giao quyn chim hu hng ha hoc chng t s hu hng ha, c ng tn bn hay cm c hng ha vi gi c c li nht cho ngi y thc, c trc tip nhn hng t ngi mua. + i l gi bn: c y thc bn hng ha m ngi y thc giao cho vi danh ngha ca mnh v chi ph ca ngi y thc. + i l bo m thanh ton: i l ng ra bo m bi thng cho ng y thc nu ngi mua t3 k kt hp ng vi mnh ko tr tin. + i l c quyn: i l duy nht ca 1 ngi y thc thc hin mt cng vic no . 68.Khi nim Incoterm,ngun lut iu chnh, ch khi s dng incoterm *khi nim: Incoterms (vit tt ca International Commerce Terms - Cc iu khon thng mi quc t) l mt b cc quy tc thng mi quc t c cng nhn v s dng rng ri trn ton th gii. Incoterm quy nh nhng quy tc c lin quan n gi c v trch nhim ca cc bn (bn bn v bn mua) trong mt hot ng thng mi quc t. *ngun lut iu chnh: T ko bit ci ny, search ko c, mi ng ai bit b sung h t nh>.< *ch s dng: - incoterms ch ad i vi hp ng ngoi thng m ko p dng cho hp ng ni thng. - incoterms ch p dng cho hp ng mua bn hng ha dng vt cht hu hnh, khng p dng cho hng ha phi vt cht v hnh. - 7 bn incoterm sau 6 ln sa i c gi tr nh nhau - khi p dng incoterms, c bn c theer tha thun thm nhng quy nh khc tri vi incoterms. - incoterms do ICC ban hnh, c cc bn tha thun dn chiu trong hp ng nhng ko c ngha mc nhin rng ICC l trng ti phn x tranh chp. - incoterms ko th thay th cho hp ng mua bn quc t m ch l 1 phn trong hp ng. - hn ch s dng cc tp qun, thi quen thng mi hnh thnh t pht trong hot ng mua bn. - trong trng hp chuyn ch hng ha bng container s dng vn ti ng thy nn chn iu kin FCA, CPT, CIP thay cho FOB, CFR, CIF. - VN, nn la chn iu kin Incoterms sao cho VN dnh c quyn thu tu v mua bo him hng ha. 69.iu kin trng ti thng mi Trong giao dch, cc bn tha thun gii quyt cc tranh chp bng trng ti. Khi , 2 bn phi x r hnh thc trng ti lTrng ti quy ch (trng ti hot ng thng xuyn theo 1 quy ch nh sn v cc bn phi tun theo quy ch , trnh t t tng tun theo quy nh ca trung tm trng ti) hay trng ti v vic (cc bn phi quy nh tt c nhng g lin quan n vic thnh lp v cch hot ng ca ban trng ti ). Nu tha thun chn hnh thc trng ti v vic th nhng vn cc bn cn quy nh, tha thun gm: - a im trng ti (nc nk, nc xk hay nc th 3 no ) Trnh t tin hnh trng ti Lut dng xt x: c 2 bn tha thun trc hoc do y ban trng ti chn hoc c chn cn c vo a im trng ti. Chp hnh ti quyt: do 2 bn tha thun trc.

70.Quy trnh ng trong container v khiu ni: * ng container:

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- nu hng 1 container, ch hng phi ng k thu container, chu chi ph ch container rng t bi container v c s ca mnh, ng hng vo container ri giao cho ngi vn ti. - nu hng ko 1 container th ch hng phi giao hng cho ngi vn ti ti ga container. * khiu ni: - khi thc hin hp dng nhp khu, nu ch hng xnk pht hin hng b tn tht, h hng, thiu ht,. mt mt th cn lp h s khiu ni ngay ko b l thi hn khiu ni. + i tng khiu ni l ng bn nu hng c cht lng hoc s lng ko ph hp vi hp ng , bao b ko thch ng, thi hn giao hng b vi phm, giao hng ko ng b thanh ton nhm ln, + i tng khiu ni l ngi vn ti nu hng ha b tn tht trong qu trnh chuyn ch hoc li do ng vn ti gy ra. + i tng khiu ni l cng ty bo him nu hng ha tn tht do thin tai, tai nn bt ng hoc li ca ngi t3. n khiu ni phi i km bng chng v vic tn tht, ha n, vn n ng bin ,n bo him, - Nu ch hng xnk b khiu ni i bi thng cn phi nghim tc, thn trng trong vic xem xt yc ca khch hng, gii quyt khn trng, hp l. Nu khiu ni ca khch hng l c c s, ch hng c th gii quyt bng mt s pp nh: giao hng tt thay th hng km cht lng, sa cha hng hng, gim gi hng ha, Nu khiu ni ko c gii quyt, 2 bn c th kin ra ta n hoc hi ng trng ti. 71.Lit k phiu ng gi, bao b, bn k chi tit: * Cc loi bao b thng dng trong thng mi quc t: +bao b ngoi: - hm (hm g thng, g dn, g ghp, hm kp, ): ng nhng hng ha c gi tr tng i cao. - bao(bao ti, bao vi bng, bao giy,..) : ng sn phm nng nghip v nguyn liu ha cht. - kin hay b: nhng hng ha c th p gn m ko b h hng. - thng (thng g, thng nhm, thp,): ng hng ha cht lng, bt v 1 s loi hng ha khc. +bao b bn trong: dng cc loi vt liu bao gi bn trong nh: vi bng, vi bt, du, m, giy, + ngoi ra cn c bao b trc tip Khi chn loi bao b phi ch : iu kin vn ti, iu kin kh hu, iu kin v lut php v thu quan, iu kin chi ph vn chuyn. V lit k phiu ng gi v bn k chi tit t ko hiu lm m search cng ko thy:( 72.Ni dung iu kin c s giao hng - 74 iu kin c s giao hng quy nh nhng c s c tnh nguyn tc ca vic giao nhn hng ha gia bn bn vi bn mua. C 11 iu kin c s giao hng - EXW: ngi bn phi t hng ha di quyn nh ot ca ng mua trong thi hn v ti a im do hp ng quy nh, nu hp ng ko quy nh, ti a im vn thng giao hng ln phng tin vn ti ca ng mua. Ngi mua phi nhn hng ti xng ca bn bn, chu mi ri ro v ph tn lo liu vic chuyn ch v a im ch FCA: CPT CIP DAT

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DAP DDP FAS FOB CFR CIF

73.Cc chng t php l khi nhn hng (229): Gm cc loi: chng t hng ha, chng t vn ti, chng t bo him, chng t kho hng, chng t hi quan v cc phng tin tn dng - Chng t hng ha: + ha n thng mi + bng k chi tit + phiu ng gi + giy chng nhn phm cht + giy chng nhn s lng + giy chng nhn trng lng Chng t vn ti: + vn n ng bin + bin lai thuyn ph + giy gi hng ng bin + phiu gi hng + bn lc khai hng + s xp hng + bn k s kin + bng tnh thng pht bc d + bin bn kt ton nhn hng + bin bn hng v, h hng + giy chng nhn hng thiu + vn n ng st + vn n ng khng Chng t bo him: + n bo him + giy chng nhn bo him Chng t kho hng: + bin lai kho hng + chng ch lu kho Chng t hi quan: + t khai hi quan + giy php xnk

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+ giy chng nhn kim dch v kim tra v sinh + giy chng nhn xut x + ha n lnh s Cc phng tin tn dng nh : hi phiu, sc, th tn dng.

74.Ni dung hp ng mua bn i lu (21) C th Bao gm: - cc danh mc hng ha (giao v nhn) s lng v gi tr hng ha gi c v cch xc nh gi c cc iu kin giao hng nh: a im, thi hn giao hng, phng thc giao nhn thanh ton: thi gian, phng thc thanh ton, iu khon khiu ni hoc i bi thng. iu khon thc hin i lu (l c im c bit trong hp ng mua bn i lu). iu khon ny c thc hin bng mt trong nhng phng php sau: + dng th tn dng i ng: l th tn dng c hiu lc tr tin khi bn i tc cng m 1 th tn dng c s tin tng ng (nh vy bn no cng phi m L/C v cng phi giao hng) + dng ngi t3(thng l ngn hng): khng ch chng t s hu hng ha v ch giao chng t cho bn nhn hng nu bn ny i li 1 chng t s hu hng ha khc c gi tr tng ng. + dng ti khon c bit ngn hng: theo di vic giao nhn hng ca 2 bn (n cui k nu cn s d th bn b n s phi giao nt hng hoc chuyn s d sang k sau chuyn tip hoc thanh ton bng ngoi t) + pht v giao hng thiu hoc chm: bn khng giao hoc chm giao phi np pht bng ngoi t mnh ( mc pht do 2 bn quy nh trong hp ng). 75.Trnh by gii quyt tranh chp bng trng ti TM (139) + tha hip trng ti: cc bn tha thun a tranh chp ra 1 hi ng trng ti. + t chc y ban trng ti: 2 cch: c1- mi bn chn 1 trng ti, cc trng ti chn ra 1 trng ti t3 lm ch tch y ban trng ti, c2- hai bn cng chn ra 1 trng ti xt x. + tin hnh xt x: y ban trng ti x ngy h xt x v thng bo cho cc bn. n ngy xt x, hi ngh s tin hnh d cc bn vng mt, cc bn phi a ra bng chng khi xt x. + ha gii: nu cc bn ng ha gii d a tranh chp ra hi ng trng ti th phin ta cng coi nh chm dt. + ti quyt: q ca trng ti phi c thng qua bi a s, q l chung thm v c gi tr bt buc vi cc bn tham gia. + cc bn chp hnh ti quyt. - Chi ph trng ti: thng l do bn thua kin chu, tuy nhin cn ty tha thun ca cc bn. - lut p dng: do 2 bn quy nh trc hoc do y ban tng ti chn hoc cn c vo a im trng ti 76.Cc bc GD thng thng, cc bc thc hin hp ng: a. hi gi: tn hng, quye cch, phm cht, s lng,thi gian gio hng mong mun, loi tin, th thc thanh ton, iu kin c s giao hng - l li thinh cu bc vo giao dch ca bn mua v mt php lut. - bn mua ngh bn bn bo co gi c hng ha v iu kin mua hng (v mt thng mi). b. cho hng: l li ngh k kt hp ng t bn bn, gm: ch , ni dung, hnh thc,s lng.

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- cho hng c nh: c y cc yu t cn thit ca hp ng th hin ch mun rng muc hp ng ca bn bn. - cho hng t do: l li ngh gi cho nhiu ngi, ko rng buc trch nhim ca bn cho hng. c. t hng: li ngh k kt hp ng t phi ngi mua, nu c th hng ha nh mua, quy cch, phm cht, s lng , thi hn giao hng, iu kin ring nu c. d. hon gi: gm nhiu s tr gi, mc v v gi, v iu kin giao hng e. chp nhn cho hng: ng hon ton cc iu kin ca cho hng m pha bn kia a ra. * cc bc thc hin hp ng- 207: - Xin giy php xnk (nu l mt hng cn giy php) Chun b hng xk + thu gom tp trung hng lm thnh l xk + ng gi bao b hng xk + k k m hiu hng xk Kim tra cht cht lng hng xk (kim nghim, kim dch, ktra cht lng) Thu tu lu cc (ng no phi thu tu v thu nh th no ty theo iu khon ghi trong hp ng) Mua bo him (ty iu khon trong hp ng) Lm th tc hi quan Giao nhn hng vi tu Lm th tc thanh ton Khiu ni v gii quyt khiu ni (nu c)

77.Cch xin th tc hi quan 3 bc: - Khai bo hi quan: khai bo cc chi tit v hng ha (loi hng, tn hng, s lng, gi tr, tn cng c vn ti, nk hoc xk vi nc no) hi quan kim tra. T khai hi quan phi km 1 s chng t khc nh: giy php xnk, ha n, phiu ng gi, bng k chi tit, Xut trnh hng ha: sp xp hng ha trt t tin cho vic kim sot. thc hin th tc ktra gim st, ch hng phi np ph hi quan. Thc hin cc quyt nh hi quan nh: cho hng i qua, cho hng i qua sau khi np thu, cho hng i qua vi 1 s k (phi sa cha, bao b li,), hng ko c xut or nhp khu. *c 1 bn lm cu ny nh th ny nhng t ngh y l cch c quan hi quan thc hin lm th tc hi quan cho hng ha th ng hn, cn cu hi l nhng vic ch hng phi lm xin th tc hi quan: - b1: c quan hi quan tip nhn h s, kim tra kin v k t khai hi quan, kim tra h s v thng quan i vi l hng min ktra thc t hng ha - b2: kim tra thc t hng ha v thng quan vs l hng phi kim tra thc t. - b3: thu thu, l ph hi quan, ng du lm th tc hi quan, tr t khai cho ngi khai hi quan. - b4: phc tp h s gm: + t khai hi quan + hp ng mua bn + ha n thng mi + vn ti n 28

+ mt s chng t lin quan: bn k chi tit hng ha, t khai gi tr hng nhp khu, giy php nk, giy chng nhn xut x hng ha 78.Phng thc c ph xut khu ca VN Hin nay cc doanh nghip VN p dng phng php bn hng giao xa tc l k hp ng nhng khng cht gi m khi giao hng mi cht gi bn da vo gi c ph giao dch trn th trng London v tr li i 1 mc no , cn gi l phng thc bn tr li. Phng thc bn tr li ph bin trong hn chc nm qua, thng p dng cho cc hp ng giao xa m nh nhp khu thng ng trc 70% s tin ca hp ng cho nh xut khu, phn cn li c tnh ton khi giao hng v cht gi da vo gi c ph gio dch trn th trng k hn London. 79.KN, phn loi, c im ti xut (28) * khi nim: ti xut l li xut khu tr ra nc ngoi nhng hng trc y nhp khu cha qua ch bin nc ti xut (mc ch kim li hay thu v 1 s lng ngoi t ln hn s vn b ra ban u). * c im: - hng ha cha qua 1 khu gia cng ch bin no - hng ha c cung cu ln v bin ng thng xuyn (ci ny t i chp c ca ng khc, ko bit ng ko) - C s tham gia ca 3 bn: giao dch tam gic - Ngi bn va l ngi mua - sau mi chuyn hng u c vic thanh ton bng tin * phn loi: - ti xut theo ng ngha: hng ha t nc xk n nc ti xut ri li xk t nc ti xut sang nc nk : nc xk>nc ti xut -> nc nk. - chuyn khu: hng ha t nc xk chuyn trc tip sang nc nk. Nc ti xut tr tin cho nc xk v thu tin nc nk. C 3 hnh thc chuyn khu: + hng t nc xk chuyn thng sang nc nk + hng t nc xk chuyn n nc ti xut nhng ko lm th tc thng quan vo nc ti xut m c ch sang nc nk + hng t nc xk ch n nc ti xut, lm th tc nhp kho ngoi quan nc ti xut , sau c xk sang nc nk. 80. ngha ca thng bo giao hng? C bao nhiu ln thng bo? ngha: l ngha v ca 1 bn phi kp thi cung cp thng tin cho bn cn li bn cn li thc hin cc ngha v tng ng. S ln thng bo ph thuc vo iu kin giao hng c p dng l g. V d vi iu kin FOB th c 3 ln thng bo giao hng: o Thng bo hng sn sng o Thng bo v phng tin v a im vn ti o Thng bo hng giao ln tu 81.Nghin cu th trng trong nc th cn nghin cu nhng g? Xc nh mc tiu nghin cu Ni dung nghin cu Mi trng kinh doanh Chnh sch kinh t Quan h cung cu, dung lng th trng, tp qun v th hiu tiu dng iu kin a l, iu kin giao thng vn ti. Quan h ngoi giao, thng mi gia hai quc gia Phn tch th trng Tm kim thng tin Phn khc th trng Quy m v trin vng tng trng

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Xu hng th trng

82. ngha ca C/O v nu cc loi C/O c VN C/O l giy chng nhn xut x hng ha do c quan c thm quyn hay i din c thm quyn ti nc xut khu cp chng nhn xut x ca sn phm nc theo cc quy tc xut x. - Cc loi C/O: Mu A, B, D, E, S, T, AK Mu B: C/O cp cho MI hng ha ca nc sn xut, khng nhm mc ch u i g ngoi vic xc nh ni sn xut, ch bin hng ha. Mu C: C/O cp cho hng ha ca 1 nc ASEAN xut khu sang 1 nc thnh vin ASEAN khc theo Tha thun Thng mi u i ( PTA Preferential Trading Arrangement) Mu D: C/O cp cho hng ha c xut x ASEAN hng cc u i theo Hip inh thu quan u i c hiu lc chung ( CEPT) nhm tin ti thnh lp Khu vc Mu dch t do ASEAN ( AFTA) Mu E: C/O cp cho hng ha cc nc ASEAN v Trung Quc hng cc u i thu quan theo iu 6 v Chng trnh thu hoch sm ( EHP) ca Hip inh chung v Hp tc kinh t ton din ASEAN Trung Quc Mu T: C/O cp cho cc sn phm dt may c SX ti Vit Nam, xut khu sang cc nc c k kt hip nh hng dt may vi Vit Nam. Mu O: C/O cp cho mt hng c ph xut khu t cc nc thnh vin ca T chc c ph th gii ( ICO) sang cc nc khc cng l thnh vin. Mu X: C/O cp cp cho mt hng c ph xut khu t cc nc thnh vin ca T chc c ph th gii ( ICO) sang cc nc khc khng phi l thnh vin ca ICO. Mu Handlooms: C/O theo Hip nh hng dt may gia Vit Nam v EU, ch c cp cho cc hng dt may th cng xut sang cc nc thnh vin EU. Mu Handicrafts: C/O ch cp cho hng th cng xut sang cc nc thnh vin EU, tr cc mt hng dt may ly mu Handlooms Mu S: C/O cp cho hng ha c hng u i theo Hip nh v Hp tc KT, VH, KHKT gia CP Nc CHXHCN Vit Nam v CP Nc CHDCND Lo. 83.Cch thc xut khu go, cch quy nh go xut khu => t khng hiu r y cu hi v cch thc xut khu go :-?? V d v quy nh go xut khu: Phm cht go XK 25% tm - m ti a 14% - Tp cht ti a 0,5% - Ht v ti a 25% - Ht nguyn ti thiu 40% - Ht h ti a 2% - Ht bc bng khng qu 8% - Ht khng qu 4% 84.u im s dng trng ti Hiu lc ca quyt nh trng ti Tnh b mt Tnh lin tc Tnh linh hot Tit kim thi gian Duy tr c quan h i tc Trng ti cho php cc bn s dng kinh nghim ca cc chuyn gia.

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 Tnh chung thm v hiu lc ca quyt nh trng ti vi vic gii quyt tranh chp trong kinh doanh quc t 85.Chun b hng ha trong Xut khu 1) Tp hp hng ha 2) ng gi Nguyn tc ng gi - Ph hp phng thc vn chuyn v tit kim chi ph vn chuyn. - m bo thm m - Tit kim nguyn vt liu ng gi - m bo cht lng v an ton cho hng ha - Ph hp quy nh php lut Chng t ng gi 3) K k m hiu hng ha Nguyn tc thc hin - Kch thc ph hp - Mi kin k t nht 2 mt v theo trnh t ph hp - K bng mc khng phai, m bo an ton cht lng hng ha Ni dung k m hiu 4) Kim tra cht lng ti c s ngi bn 86.1000MT+2%, gii thch ? Quy nh v dung sai: c th giao 1000x98%= hoc 1000x102%= Khi cho php dung sai cn phi quy nh r: Phm vi dung sai quy nh trong H hoc theo tp qun bun bn: ng cc 5%, c ph: 3%... Bn la chn dung sai Gi dung sai: gi theo gi hp ng, gi th trng, 87. ngha iu kin c s giao hng trong iu khon gi ca hp ng Ty thuc vo iu kin c s giao hng c p dng m kt cu gi ca hng ha l khc nhau, dn n chnh lch gia cc mc gi tng ng vi cc iu kin c s giao hng khc nhau. V d: vi iu kin EXW th gi ch bao gm gi thnh phm, vi iu kin CIF th gi bao gm c gi thnh phm, ph vn chuyn v bo him 88.Tnh thi gian bnh qun( quy dn v thi gian ) ri chn ra cch no hiu qu hn khi cho li sut v gi trong FOB v CIF => phn ny trong bi tp c th :-s 89.Cht lng hng ha, quy nh phm cht,tiu chun k thut Cc cch quy nh cht lng hng ha 1) Da vo mu hng 2) Da vo s xem hng trc 3) Da vo hin trng hng ha 4) Da vo phm cp hoc tiu chun 5) Da vo ti liu k thut 6) Da vo quy cch ca hng ha 7) Da vo dung trng hng

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8) Da vo cc ch tiu i khi quen dng FAQ: Phm cht bnh qun kh GAQ: Phm cht bnh qun tt. GMQ: Phm cht tiu th tt 9) Da vo hm lng cht ch yu trong hng ha 10) Da vo s lng thnh phm thu c t HH 11) Da vo nhn hiu hng ha 12) Da vo m t hng ha Kim tra cht lng: Inspection 1) a im kim tra C s sn xut a im giao hng a im hng n Ni s dng 2) Ngi kim tra Nh sn xut i din cc bn trong H T chc trung gian 3) Chi ph kim tra 4) Giy chng nhn phm cht V d quy nh phm cht: Phm cht c ph Robusta Vit Nam nh bng v - m khng qu 12,5% - Ht en: 0% - Ht v khng qu 0,3% - Tp cht khng qu 0,1 % - Ht trn sn ti thiu 90% trn c sn 16 90.Lut p dng trong hp ng, ngha. * lut quc gia (nu c cc bn ng la chn) * iu c quc t: ch yu l cng c vin 1980 * tp qun quc t: Ch yu l: 1) Incoterms 2000 2) Tp qun khu vc nh: iu kin thng mi theo UCC (p dng i vi khu vc Bc M). 3) UCP 600. 4) Mt s tp qun Thng mi Quc t khc. ngha: t chu, c g t b sung sau nh? 91.Gi trong u thu khc u gi nh th no ?( Cn b sung) 92. Giao dch qua trung gian thng mi A, khi nim: l phng thc giao dch trong 1 hoc 2 bn thng qua ngi trung gian th 3 k kt hp ng. - Trung gian l cc thng nhn thc hin mt hoc mt s cng vic cho thng nhn khc Cng vic ca trung gian c quy nh trong hp ng y thc gia nguwoif y thc vi TGTM

B, L do s dng TG Do cc kh khn v tnh hnh th trng

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Trung gian l cu ni v thng tin Thng tho cc tp qun ca th trng C quan h tt vi cc i tc kinh doanh trn th trng Do cc kh khn v php lut

- S dng t cch php l ca trung gian Do tp qun mt s th trng quy nh

C, c im TGTM hnh ng theo s y thc L cu ni gia sn xut v tiu dng, ngi bn v ngi mua Tnh cht ph thuc Li nhun chia s u im S dng thng tin ca trung gian trnh bt ri ro Tn dng c s vt cht ca trung gian gim chi ph u t S dng cc dch v ca trung gian: bo hnh ,s cha, thanh ton,( oto, hoa ti..) Vn ti tp trung gim chi ph Kinh doanh hiu qu hn Nhc S ph thuc vo trng gian - Doanh li b chia s cho trung gian - Trung gian hay c yu sch i vi nh kinh doanh ( vd: ngnh dc phm) B ng vn - Hng tiu th chm c bit khi trung gian hot ng cho nhiu ch hng - Thng b cc trung gian chim dng vn D/ phn loi 1/ M gii : l thng nhn lm trung gian cho caccs thng nhn khc trong vic m phn giao kt hp ng v c hng th lao theo hp ng - c im Mi quan h gia ngi m gii v ngi y thc da trn s y thc tng ln Mi gii khng ng tn trn hp ng Mi gii khng tham gia thc hin hp ng C th nhn th lao ca c 2 bn

Khng i din quyn li bn no 2/ i l: l thng nhn tin hnh mt hay nhiu hnh vi theo s y thc ca ngi y thc. Quan h gia ngi y thc v i l l quan h Hp ng i l. c im - a l ng tn trong hp ng: c tham gia hp ng v c trch nhim thc hin hp ng - Ch a din cho 1 bn

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- Mi quan h gia ngui y thc v a l l quan h di hn Phn loi Cn c vo mi quan h gia ngi y thc v i l - i l th y - i l hoa hng - i l kinh tiu Cn c vo phm vi quyn hn i l i l ton quyn Tng i l a l c bit i l thng i l c quyn Cn c vo lnh vc hot ng ca i l i l xut khu i k nhp khu i l giao nhn i l lm th tc hi quan Hp ng a l Hnh thc : vn bn Ni dung Phn m u Ngy hiu lc v ht hn hp ng Sn phm Khu vc lnh th Quyn v ngha v bn i l Quyn v ngha v ca bn y thc Gi c Th lao v chi ph Thanh l hp ng v cc quy nh v chm dt hp ng Ch k cc bn H thng o lng thng mi H thng o lng quc t(SI) H thng o lng Anh H thng o lng M 93.u thu v cc bc tin hnh. - L hot ng thng mi theo mt bn mua hnh ha v dch v thng qua mi thu( gi l bn mi thu) nhm la chn trong s cc thng nhn tham gia u thu ( gi l bn d thu) thng nhn p ng tt nht cc yu cu do bn mi thu t ra vsf c la chn k kt v thc hin hp ng( gi l bn trng thu) - c im Hng ha : tr gi cao, khi lng ln v a dng Phng thc giao dch c bit B rng buc bi cc iu kin vay v s dng vn

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Cch bc tin hnh 1. Chun b u thu 2. S tuyn 3. Ch dn, gii p thc mc cho nh thu 4. Thu nhn v qun l h s d thu 5. M thu 6. So snh v nh gi h s d thu 7. Xp hng v la chn nh thu 8. Thng bo kt qu v k hp ng 9. Bn trng thu t cc k qu hoc np bo lnh thc hin hp ng 94.Bao b theo tuyn ng nh th no ?Tuyn ng l g ?( Cn b sung) 95/ Trnh by quy nh theo cht lng theo mu hng - Cht lng hng ha c xc nh cn c vo cht lng ca mt s t hng ha gi l mu hng, do ngi bn a ra v c ngi mua tha thun. - Hng ha mua bn da vo mu hng thng l nhng hng ha kh tiu chun ha v kho m t vd: sn phm thi trang, trang sc bng vng-bc c nhng ng nt trang tr cu k, m ngh khm x c hoc nhng nt trm tr tinh vi hoc mt s loi qun o may sn, hoc mt s thit b phc tp. - Khi s dng phng php ny phi c 3 b mu: mt b ngi bn gi, mt b ngi mua gi v mt b do ngi trung gian gi. - Mi mu phi t c nhng tiu chun sau: + Mu phi l vt c trng cho hng ho v khng c thay i theo thi gian. + Mu c coi nh mt ph kin ca hp ng, khng c tch ri hp ng, do mu khng c tnh vo gi tr ca hp ng ( tr khi mu l vt c gi tr cao) + Ngi chp nhn mu phi l ngi c chuyn mn, k thut cao, am hiu v k thut, v tnh nng ca hng ho ( thng l ph gim c k thut hoc trng phng k thut) - V d: Nhp khu bt giy theo tiu chun cht lng nh mu v ti liu k thut 96/ VD v GD k hn trong mua bn hng ha ti s GD Giao dch k hn (Forward) Khi nim: L giao dch trong gi c c n nh vo lc k kt hp ng nhng vic giao hng v thanh ton u c tin hnh sau mt k hn, nhm mc ch thu c li nhun do chnh lch gi gia lc k kt hp ng vi lc giao hng. Trong trng hp gi c bin ng khng ng nh d on, bn d on khng ng c th ngh i tc hon ngy thanh ton n k hn sau v tr cho i tc mt khon tin b. Bn mua tr cho bn bn th gi l b hon mua cn bn bn tr cho bn mua gi l b hon bn. V d: Cng ty A nhp khu mt l hng t Chu u, v phi thanh ton bng ng EUR, nhng ngy thanh ton l 1 thng sau. Cng ty A lo rng nu mt thng sau mi mua EUR thanh ton m gi EUR lc li 35

tng ln, th s b l ngoi mong mun. trnh ri ro Cng ty A s ti ACB k hp ng Mua K Hn ng EUR, thi hn 1 thng, vi gi K hn l 23.294 ng/EUR (Gi bn giao ngay ACB ang nim yt lc ny l 23.278). Vo ngy o hn hp ng, d t gi EUR/VND l bao nhiu KH cng c mua EUR vi gi 23.924 ng. 97.iu kin thu tu trong CIF. Bng chi ph ca mnh, ng bn k hp ng vn ti vi iu kin thng thng chuyn ch hng ha ti cng n quy nh theo tuyn ng thng thng bng mt chic tu i bin loi thng dng chuyn ch hng ha hp ng Thu theo quy nh cu HMB Nu hp ng khng quy nh th incoterms 200 quy nh thu tu theo nhng iu kin sau: - Thu mt con tu i bin, khng phi l thuyn bum - Thu tu ph hp vi tnh cht ca hng ha - Tu i theo hnh trnh thng thng - Thu tu theo nhng iu keeinj thng thng 98.VN c c cp C/O cho hng ha c xut x nc khc ko? Giy chng nhn xut x (C/O) hng nhp khu phi do t chc c thm quyn ca nc sn xut cung cp.Vit Nam khng c quyn c cp C/o cho hng ha ca xut x nc nc - Lut thng mi sa i ca Vit nam c hiu lc t ngy 01/1/2006 a ra khi nim v xut x hng ha: Xut x hng ha l nc hoc vng lnh th ni sn xut ra ton b hng ha hay thc hin cng on ch bin c bn cui cng i vi hng ha trong trng hp c nhiu nc hoc vng lnh th tham gia vo qu trnh sn xut ra hng ha . - V nguyn tc, cc nc ch cp Giy chng nhn xut x cho hng ha c xut x ca quc gia mnh. Tuy nhin thc tin thng mi cho thy hng ha khng ch c xut khu trc tip ti nc nhp khu cui cng (ni tiu th hng ha) m c th c xut khu qua cc nc trung gian. Vic xut hin cc nc trung gian c nhiu nguyn nhn khc nhau, c th theo mng li phn phi ca nh sn xut, hoc do hng ha c mua i bn li qua cc nc trung gian, to thun li cho cc hot ng ny, mt s nc c qui nh hng nhp khu vo nc mnh khi xut khu c th c cp C/O gip lng trn c s C/O gc ca nc xut x. D C/O trc tip hay C/O gip lng u phi c T chc c thm quyn cp. - C quan c thm quyn cp Giy chng nhn xut x (C/O) ca Vit Nam l Phng Thng mi v Cng nghip Vit Nam 99.Trnh by v cc phng thc thanh ton . 1. Phng thc tr tin mt: tin hnh ngay khi k hp ng hoc t hnh hoc trc khi ng bn giao hnhg ( CBD) hoc khi ng bn giao hng(COD) hoc khi ng bn xut trnh chng t( CAD) 2. Phng thc chuyn tin : c th thc hin bng th MT, bng in ( T/T, T/tr) l phng thc thanh ton m khi n thi hn tr tin, ng mua s yu cu ngn hng ca mnh chuyn tin ca mnh vo ti khon ca ng bn ngn hng ng bn 3. Phng thc ghi s: l vic ng bn m mt ti khon c bit( khng nht thit kaf ti khon ngn hng) theo di vic giao hng v ch i tin sau mt thi gian nht nh 4. Nh thu: l phng thc thanh ton m theo ng bn dau khi giao hng s dung hi piu nh ngn hng thu tin h mnh

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5. Tn dng chng t: l s tha thun m ngn hng theo yu cu ca bn mua cam kt s tr tin cho bn bn hoc cho bt c ng no theo lnh ca bn bn khi bn bn xut trnh cc chng t v thc hin y cc yu cu c quy nh trong th tn dng 6. 100.Cc loi gia cng v phng thc thanh ton Cc hnh thc gia cng quc t . * Xt v mt quyn s hu nguyn liu: + Giao nguyn liu thu sn phm v tr tin gia cng + Mua t bn on: Bn t gia cng bn t nguyn liu cho bn nhn gia cng v sau thi gian sn xut, ch to s mua li sn phm. Hnh thc ny c li cho bn t gia cng v khi giao nguyn liu gia cng bn t gia cng d gp phi ri ro mt mt (chng hn: mt trm thnh phm, ho hon, bo lt .v.v.) , im li chnh ca phng thc ny l bn t gia cng khng b ng vn. V vn thanh ton tin nguyn liu, mc d bn nhn gia cng phi thanh ton nhng nguyn liu cha hn thuc quyn s hu ca hon ton ca h v khi tnh tin sn phm ngi ta thng tnh li sut cho s tin thanh ton cho bn t gia cng khi mua nguyn liu ca h. Do vy v thc cht th tin thanh ton cho nguyn liu ch l tin ng trc ca bn nhn gia cng v c th coi l tin t cc m bo thc hin hp ng. Bn nhn gia cng khng c quyn bn sn phm cho ngi khc. Thc t cng c trng hp bn nhn gia cng mua t nguyn liu ca bn t gia cng v c quyn bn sn phm cho ngi khc. Trong trng hp ny th quyn s hu nguyn liu thay i t ngi t sang ngi nhn gia cng . Ngoi ra ngi ta cn p dng mt hnh thc kt hp trong bn t gia cng ch giao nguyn liu chnh cn bn nhn gia cng cung cp nguyn liu ph. * Xt v gi gia cng: 2 hnh thc. + Hp ng thc chi, thc thanh: Chi bao nhiu cho vic gia cng th thanh ton by nhiu cng thm tin th lao gia cng . + Hp ng khon gn: Khon lun bao nhiu tin, xc nh gi nh mc (Target price) cho mi sn phm, bao gm chi ph nh mc v th lao nh mc. D chi ph thc t ca bn nhn gia cng l bao nhiu i na th hai bn vn thanh ton vi nhau theo gi nh mc . Ngoi ra ngi ta cn p dng phng php: tnh gi theo cng sut d kin * Xt v s bn tham gia: 2 loi + Gia cng hai bn: Trong ch c mt bn t gia cng v mt bn nhn gia cng + Gia cng nhiu bn, cn gi l gia cng chuyn tip: Trong bn nhn gia cng l mt s doanh nghip m sn phm gia cng ca n v trc l i tng gia cng cu n v sau, v bn t gia cng c th ch c mt v cng c th nhiu hn mt.

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V thanh ton - Thanh ton bng nh thu hoc L/C i ng - i vi vic thanh ton tin nguyn vt liu + Mua t on : thanh toan ngay D/P hoc L/C + Nhn nguyn vt liu / giao hng thnh phm: thanh tians chm D/A hoc L/C tr chm 101. Trnh by cc cng on GD ca TM in t Cc bc ca mt giao dch mua bn trn mng 1. Khch hng, t mt my tnh ni mng, in nhng thng tin thanh ton v i ch lin h vo n t hng (Order Form) ca Website bn hng (cn gi l Website Thng mi in t) ca doanh nghip cung cp hng ho v dch v 2. Doanh nghip nhn c yu cu mua hng ho hay dch v ca khch hng phi nhanh chng xc nhn nhng thng tin nhn c (mt hng, a ch lin h phng thc thanh ton) v tr li nhng cu hi km theo ca khch hng 3. Khch hng kim tra li cc thng tin bo v nhn vo nt t hng trn mn hnh t bn phm hay chut ca my tnh gi thng tin tr v cho doanh nghip 4. Doanh nghip tip nhn v lu tr thng tin t hng ng thi chuyn tip thng tin thanh ton (s th tn dng, ngy o hn, ch th ) c m ho n my ch (Server, thit b x l d liu) ca Trung tm cung cp dch v x l th trn mng Internet. Vi qu trnh m ha cc thng tin thanh ton ca khch hng c bo mt an ton nhm chng gian ln trong cc giao dch (chng hn doanh nghip s khng bit c thng tin v th tn dng ca khch hng). 5. Khi Trung tm X l th tn dng nhn c thng tin thanh ton, s gii m thng tin v x l giao dch ng sau bc tng la (FireWall) v tch ri mng Internet (off the Internet), nhm mc ch bo mt tuyt i cho cc giao dch thng mi, nh dng li giao dch v chuyn tip thng tin thanh ton n ngn hng ca doanh nghip (Acquirer) theo mt ng dy thu bao ring (mt ng truyn s liu ring bit). 6. Ngn hng ca doanh nghip gi thng ip in t yu cu thanh ton (authorization request) n ngn hng hoc cng ty cung cp th tn dng ca khch hng (Issuer). V t chc ti chnh ny s phn hi l ng hoc t chi thanh ton n trung tm x l th tn dng trn mng Internet. 7. Trung tm x l th tn dng trn Internet s tip tc chuyn tip nhng thng tin phn hi trn n doanh nghip, v ty theo doanh nghip thng bo cho khch hng c r l n t hng s c thc hin hay khng. 8. Ton b thi gian thc hin mt giao dch qua mng t bc 1 -> bc 6 c x l trong khong 15 20 giy. 102.Cc bc tin hnh nhp khu FOB, thanh ton bng L/C mt hng nguyn ph liu a/ Cc bc tin hnh nhp khu FOB b/ thanh ton bng L/C mt hng nguyn ph liu + Nhn NVL, giao thnh phm: Bn nhn gia cng m L/C tr chm, bn t gia cng m L/C tr ngay (L/C d phng) + Mua NVL, bn thnh phm: Bn nhn gia cng m L/C tr ngay v bn t gia cng m L/C tr ngay. 103.Quy trnh xut khu theo gi CIF hng ha hi sn 104.Chng minh nhn nh sau l sai : incoterm iu chnh tt c cc iu khon hp ng . Incoterms ch r bn no trong hp ng mua bn c ngha v thu phng tin vn ti hoc mua bo him khi no ng bn giao hng v chi ph mi bn phi chu, song incoterms khng ni g ti mc gi phi tr hay phng thc thanh ton ng thi incoterms cng khng cp ti s hcuyeenr giao quyn s hu v hng ha

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v hu qu ca vic vi pham hp ng. cc vn d ny thng c quy nh trong cc iu khaonr khc ca hp ng hoc trong lut iu chnh hp ng. 105.Quy nh cht lng hng nng sn, hi sn. Thng -da vo phm cp v tiu chun: cc ch tiu phm cht, phng thc sn xut, ch bin ng gi kim tra hng ha. Quy nh phm cp: loi 1 loi 2 - da vo cc ch tiu i khi quen dng: thng dng FAQ, GMQ trong + FAQ: l phm cht bnh qun kh, hng ha c phm cht khong thp hn phm cht bnh qun ca loi hng + GMQ: phm cht tiu th tt,ng bn phi giao hng ha c phm cht thng thng c mua bn trn th trng m mt khch hng mua bnh thng ,sau khi xem xt y , c th chp nhn 106. KN v hi ch v trin lm . - Hi ch l th trng hot ng nh k, c t chc vo mt thi gian v mt a im c nh trong mt thi hn nht nh, ti ngi bn em trng by hng ho ca mnh v tip xc vi ngi mua k hp ng mua bn. Trin lm l vic trng by gii thiu nhng thnh tu ca mt nn kinh t hoc mt ngnh kinh t, vn ho, khoa hc, k thut.v.v. Lin quan cht ch n hot ng ngoi thng l cc trin lm cng thng nghip, ti ngi ta trng by cc loi hng ho nhm mc ch qung co m rng kh nng tiu th. Ngy nay trin lm cn l ni thng nhn hoc cc t chc kinh doanh c th tip xc, giao dch vi nhau k kt cc hp ng mua bn c th.

107.Cc hnh thc khuyn mi xut khu . 108.Th no l nhng quyn mua bn hng ha( nhng quyn kinh doanh) - y ban thng mi Hoa K: franchise l mt hp ng hay mt tha thun gia t nht hai bn, trong ng mua franchise c cp php bn hay phn phi hng ha dch v theo cng mt k hoch hay h thng tip th ca nguwoif ch thng hiu, Hot ng kinh doanh ca ng franchise phi trit tuan theo k hoch hay h thongs tip th gn vi nhn hiu, thng hiu, biu tng, khu hiu, tiu ch, qung co,biu tng thng mi. Ng mua franchise phi tr mt khon ph gi l ph franchise - lut thng mi Vit Nam 2005: nhng quyn thng mi l hot ng thng mi m bn nhng quyn cho php v yu cu bn nhn quyn t mnh tin hnh vic mua bn hng ha, cung ng dch v theo cc in kin sau: vic mua bn hangfhoas cung ng dch v c tin hnh theo phng thc t chc kih doanh do bn nhng quyn quy nh v c gn vi nhn hiu hng ha, tn thng mai, b quyt kinh doanh, khu hiu kinh doanh, biu tng kinh doanh, qung co ca bn nhng quyn bn nhng quyn c quyn kim soat v tr gip cho bn nhn quyn trong vic iu chnh cng vic kinh doanh

-c im: Cc bn trong hot ng NQTM s dng chung thng hiu Bn nhng quyn c s h tr v gim st ng k v nhiu phng din i vi bn nhn quyn Bn nhn quyn phi tr ph cho bn nhng quyn

109.Trnh by iu kin trng hp min trch/ bt kh khng. 1/ Khi nim: bt kh khng ( BKK) l nhng hin tng, s kin c tnh cht khch quan khng th lng trc c nm ngoi tm kim sot ca con ngi khng th khc phc c xy ra sau khi k kt hp ng v cn tr vic thc hin cc ngha v ca hp ng

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2/ quyn v ngha v cc bn a/ Quyn - Bn gp BKK : min thi hnh ngha v trong khong thi gian xy ra BKK cng them thi gian khc phc hu qu - Trng hp BKK ko di qu thi gan quy nh th mt bn( bn b nh hng ti quyn li) c quyn xin hy hp ng m khng phi bi thng b/ Ngha v - Bn gp BKK thng bo BKK bng vn bn - Xc nhn li trong thi gian quy nh v km theo giy chng nh BKK ca c quan chc nng Lut TM 2005_ 296 + thi hn quy nh 5 thng i vi hng ha dch v m thi hn giao hng cung ng dch v c tha thun khng qu 12 thng k t khi giao kt hp ng 8 thng i vi hng ha dch m thi hn giao hng cung ng dch v c tha thun trn 12 thng k t khi giao kt hp ng

3/ Cc quy nh trong hp ng Quy nh khi nim v cc tiu ch khng nh mt s kin l BKK a. Quy nh khi nim v cc tiu ch khng nh mt s kin l BKK b. Lit k y cc s kin c coi l BKK, th tc tin hnh khi xy ra BKK v nhim v cc bn c. Dn chiu vn bn cc ICC n phm s 421 d. Quy nh kt hp 110.Hy trnh by v gi c nh, gi c xt li, gi quy nh sau v gi trt. A, Gi c nh ( vd: USD 20000/ units CIF Haiphong port) l gi c c quy nh vo lc k kt hp ng v khng c sa i nu khoong c tha thun khc. Gi c nh c vn dng mt cch phiir bin trong c giao dch nht l trong giao dch v cc mt hng bch ha, cc mt hng c thi han ch to ngn ngy B/ Gi quy nh sau L gi v khng c nh ngay khi k kt hp ng mua bn m c xc nh trong wuas trnh thc hin hp ng. trong hp ng, ng ta ch tha thun vi nhau mt thi im no v nhng nguyn tc no da vo hai bn s gp nhau xc nh gi. V d: nguwoif ta c th quy nh trong hp ng rng gi c s c xc nh thoe tha thun gia hai bn mt thng trc khi giao hng. i vi nhng hng ha c trao i c c s giao dch, ng ta c th quy nh rng gi c s c xc nh trn c s gi yt bng mt s giao dch no d, vo thi im no . i voiwis nhng mt hng khng mua bn c s giao dch th ngi ta xc nh cn c vo gi th trng chnh mt hng , v d du la cn c vo gi Trung Cn ng. 3/ Gi linh ng( gi c th xem xt li) L gi c xc nh trong lc k kt hp ddooongf nhng c th c xem xt li nu sau ny vo lc giao hng, gi th trng cu hang fhoas c s bin ng ti mt mc nht nh. Trong trng hp vn dng gi ny ng ta phi tha thun vi nhau ngun ti liu mc chnh lch ti a gia gi th trng v gi hp ng. ngy nay trong cc H di hn v mua bn nguyn liu cng nghip, hng lng thc ng ta thng tha thun iu khon hco php xt li gi H khi gi th trng bin ddoonogj vt qu mc 2 hoc 5% so vi gi H 4/ Gi di ng( gi trt) L gi c c tnh ton dt khot vo lc thc hin hp ng trn c s gi c quy nh ban u , c d cp ti bin ng v chi ph sn xut trong thi k thc hin hp ng Cng thc

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P1 = P0 ( F + m* M1/M0 + w *W1/W0) P0, P1, : Gi sn phm thi im k kt v thi im thc hin Hp ng Tng t: Gi nguyn vt liu (M) v nhn cng (W) 111.C nhng loi gim gi no v thc cht ca chng 1. Gim gi do tr tin sm: c s dng khi gi tham kho ( bng thi gi, gi cho hng) d kin vic bn chu mt thi hn ngn nhng nu ng mua li tr sm th c gim gi. Gim gi ny thng vo khong 2-3% ca gi tham kho. vd: hp ng ghi nh sau: 3% nu tr ngay, 2% nu tr 1 thng, 1% nu trae 2 thng dau khi giao hng ( COD 3%, one month 2%, two months 1% ) 2. Gim gi thi v: ginh cho nhng ng mua hng ng thi v thu hoch, nhm khuyn khch ng mua mua hng vo lc nhu cu t cng thng. v d i vi phn bn nu tri ma thi v chm bn th c gim khong 15% so vi gi tham kho 3. Gim gi i hng c mua hng m: thng vo mc 25-30% ca bng thi gi. Loi ny ginh chon g no trc y mua hng ca mt hng nht nh sau mt htowif gian thy kiu mu li thi li bn li cho hng nhm mua hng mi cng ca hng 4. Gim gi i vi nhng thit b dung ri 5. Gim gi do mua vi s lng ln 6. Gim gi n: thng c biu hin bng mt mc % nht nh so vi gi hng 7. Gim gi kp: l mt chui lin hon cc gim gi n m ng mua c hng bi nhiu nguyn nhn khc nhau : tr tin sm, tr tin mt, mua vo thi v 8. Gim gi ly tin: l loi gim gi c mc tng dn theo s lng hng c mua bn trong mt t giao dch nht nh 9. Gim gi tng thng: l loi gim gi m ng bn thng cho ng mua thng xuyn nu trong mt thi hn nht nh tng s tin mua hng t ti mt mc nht nh Vd: nu km ngch giao dch n 100 triu VND th gim gi 1%, t 101-200 triu VND gim gi 3%... 112.Trng hp no ng ta nn s dng FCA, CPT, CIP thay cho FOB, CIF, CFR. (FOB, CFR v CIF: ngi bn chuyn giao ri ro cho ngi mua khi hng c chuyn qua lan can tu) - Cc iu kin c bn FOB, CFR v CIF khi giao hng = container nn chuyn thnh cc iu kin tng ng FCA, CPT v CIP: khi ngi bn chuyn giao c ri ro cho ngi mua sau khi hng ha giao xong cho ngi chuyn ch + vn ti bng cng ten n, vic giao hng nh vy thng hay din ra ti im nhn hng ca ngi vn ti trc khi tu n. Nu mt mt hay h hng hng ha din ra trong thi gian ngi vn ti chu trch nhim, c th c trong thc t, th vn s tr nn kh xc nh mt cch chc chn rng liu iu din ra trc hay sau khi hng ha vt qua lan can tu. y l l do c th la chn iu kin FCA, CPT hay l CIP, khi ri ro, mt mt hay h hng hng ha chuyn t ngi bn sang ngi mua khi hng ha c giao cho ngi vn ti. - V thc t, cc iu kin FOB, CFR v CIF vn c dng khi vn ti = container v cc doanh nghip vn lm theo thi quen ng thi s chuyn giao ri ro c hiu ngm l khi hng ha c t trong container v c hi quan nim phong kp ch. Sau thi im , hng ha b lm sao th ng ch container phi chu trch nhim gii trnh ch khng phi l ngi bn na. 113. Hy trnh by cc cch quy nh v thi hn giao hng v a im giao hng . 1/ Cc cch quy nh v thi hn giao hng Thi gian giao hng c nh k

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- vo mt ngy c nh. Vd: 31/12/2011 - vo mt ngy c coi l ngy cui cng ca thi hn giao hng. Vd khng chm qu ngy 31/12/2011 - bng mt khong thi gian. Vd: qu III nm 2011, thng 12 nm 2011 - bng mt khong thi gian nht nh ty theo s la chn ca mt trong hai bn. Vd : trong vng 6 thng sau k kt hp ng ty theo s la chn ca nguwoif bn Thi gian giao hng ngay giao ngay giao gp cng sm cng tt

- M: giao hng ngay l giao tng vng 5 ngy k t sau khi k hp ng. giao gp l giao trong vng 5 ngy n 10 ngy sau khi k hp ng thi gian giao hng khng nh k - Quy nh chung chung - Thi hn giao hng nhanh Vd: giao hng cho chuyn tu u tin, giao hng khi no c khoang tu, gao hng ngay sau khi nhn c L/C, giao hng ngay khi no xin c giy php xut khu 2/ a im giao hng Cn c xc nh a im giao hng iu kin c s giao hng Phng thc vn ti Tha thun cc bn trong Hp ng

Cch quy nh trong Hp ng - Cng bc hng : Port of Departure - Cng n : Port of Destination Mt a im xc nh hay quy nh chung chung. Cng Hi phng hay Bt k cng no ca Vit Nam 114. kim tra, nh gi hng ngoi thng, ng ta thng dng nhng phng php no 115. qung co hng xut khu, chng ta c th vn dng nhng phng tin qung co no ? Phng tin qung co ny c u khuyt g ? 1/ Bo ch v tp san ng nh hng ha cng vi li gii thiu trn bo ch. u: Thng bo tin tc mt cch rng ri, kp thi v thng xuyn, c th ng i ng li nhiu ln mt mc qung co, chi ph qung co bng bo ch v tp san tng i r so vi cc phng tin khc Nhc: Ch yu pht hnh trong 1 nc 2/ Cc loi n lot phm L bi gii thiu nhng hnh nh minh ha( nu c), bao gm c giy ri ln sch hay qung cc gi qua ng bu in cho khch hng hoc i l m gii bn hng nc ngoi.

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u: Hnh thc phong ph : catalogue, bng gi, tp san nh, nh ,bu nh, thip) Ni dung c th kh t m, chi tit, c th gi ng i tng qung co v lin h trc tip 3/Qung co ngoi tri Nhng tranh hay bng sn qung co dc ng ray, san ga, tram xe, u: Thch hp vi nhiu i tng, tuyn truyn rng ri chi ph r. 4/Tham gia t chc trin lm, hi ch quc t u: C th vn dng mt cch tng hp cc u im cu cc phng tin qung co skhacs( va dng qung co in sn, li c thuyt minh trc tip, tip xuacs trc tip vi hng v ch hng, t quan h bun bn va trc mmawts li va lu di 5/ Pht thanh , v tuyn truyn hnh v in nh u: hiu qu nhanh chng kp thi phm vi qung co rng t hiu qu cao( nht l c amwtj hng tiu dung..) Nhc: chi ph cao 6/ Gi tng phm, qu biu Thng c gi trong c dp l c bit: ngy l, tt,. u: Hnh thc qung co kh tinh vi v t nh, nhanh chng tranh th c tnh cm ca ngui c qung co kch thch hoc mau chng gy thi quen u dung hng ca mnh Nhc: chi ph tn km 116.Hy CM cng thc tnh lng t hng tit kim EOQ v cho VD v cch tnh ? (ci ny t khng thy c gio dy thm ch cn ko thy cp n) M hnh: Lng t hng kinh t c bn (EOQ) CC GI THIT P DNG M HNH: - Nhu cu hng nm (D), chi ph tn tr (H) v chi ph t hng (S) c th tnh c. - Tn kho trung bnh l kch c ca n hng chia 2 (Q/2). iu ny hm l khng c hng tn kho an ton, n hng c nhn ngay lp tc, vt liu c s dng theo t l ng nht v hon ton s dng ht khi nhn n hng mi. 1.2 M hnh: EOQ cho cc l sn xut (POQ): Gi thit ca m hnh: - Nhu cu hng nm, chi ph tn tr v chi ph t hng ca mt loi vt liu c th c lng c. - Khng s dng tn kho an ton, vt liu c cung cp theo mc ng nht (p), vt liu c s dng mc ng nht (d) v tt c vt liu c dng ht ton b khi n hng k tip v n. - Nu ht tn kho th s p ng khch hng v cc chi ph khc khng ng k. - Khng c chit khu theo s lng. - Mc cung cp (p) ln hn mc s dng (d) (d p) V d 6-3: Cng ty C c b phn sn xut bn cnh c th sn xut vale # 3925. Nu vale ny sn xut ti ch theo l sn xut, h mun nhp kho mt cch t t vo nh kho chnh dng. ng gim c quan tm n vic ny c nh hng th no n lng t hng v chi ph hng tn kho hng nm, ng yu cu nhn vin phn tch tn kho thy khon tit kim khi dng m hnh ny. S liu c c lng nh sau: D = 10.000 vale/nm, H = 0,4 triu ng/vale/nm, S = 5,5 triu ng/n hng, p = 120 vale/ngy, d = 40 vale/ngy.

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Gii php: - Xc nh lng hng ti u khi p dng m hnh ny: vale/n hng - Tng chi ph cho trng hp ny: triu ng - Nu so vi trng hp trc (m hnh 1), th tit kim c: TK2 = TC2 TC3 = 209,76 171,26 = 38,5 triu ng 1.3 M hnh: EOQ vi chit khu s lng: Cc nh cung cp c th bn hng ha ca h vi gi n v thp hn nu lng hng c t mua ln hn. Thc t ny gi l chit khu theo s lng bi v nhng n hng s lng ln c th r hn khi sn xut v vn chuyn. Vn quan tm trong hu ht cc quyt nh s lng ca n hng l t vt liu cho tng n hng t c gi tt nht, nhng cng khng nn mua nhiu qu th chi ph tn tr lm hng khon tit kim do mua hng em li. Gi thit ca m hnh: - Nhu cu hng nm, chi ph tn tr v chi ph t hng cho mt loi vt liu c th c lng c. - Mc tn kho trung bnh hng nm c th c lng theo 2 cch: : Nu gi thit ca m hnh EOQ ph bin: khng c tn kho an ton, n hng c nhn tt c mt ln, vt liu c dng mc ng nht v vt liu c dng ht khi n hng mi v n. : Nu cc gi thit m hnh POQ ph bin: khng c tn kho an ton, vt liu c cung cp theo mc ng nht (p) , s dng mc ng nht (d) v vt liu c dng ht ton b khi n hng mi v n. - S thit ht tn kho, s p ng khch hng v chi ph khc c th tnh c. - C chit khu s lng, khi lng t hng ln gi s gim. Cng thc tnh chi ph: Chi ph muavt liu hng nm = Nhu cu hng nm x Gi n v vt liu Cvl = D x gTng chi ph vt liu Tng chi ph vic Chi ph vt liu TK hng nm tn kho hng nm hng nm TMC = TC + Cvl = + Cc bc thc hin: - Tnh lng hng ti u tng mc khu tr. Ch rng chi ph tn tr mt n v hng nm (H) c th c xc nh l t l phn trm (I) ca gi mua vt liu hay chi ph sn xut. - Xc nh xem Q* tng mc c kh thi khng, nu khng th iu chnh cho ph hp vi tng mc khu tr . - Tnh tng chi ph hng tn kho tng mc khu tr v chn mc c tng chi ph nh nht quyt nh thc hin. V d 6-4: EOQ vi chit khu theo s lng cng ty C ca v d 5-2. Nh cung cp loi vale #3925 ngh cng ty C mua s lng nhiu hn so vi hin nay s c gim gi nh sau: Mc khu tr n gi (Triu ng) 1 399 400 699 Trn 700 2,2 2,0 1,8 ng gim c yu cu nhn vin phn tch tn kho, nghin cu gi mi vi 2 gi thit: n hng c nhn 44

ngay cng mt lc v n hng c nhn t t. Gi s chi ph tn tr c c tnh l 20% gi mua. Gii php: Trng hp n hng c nhn ngay cng mt lc: - Tnh lng hng ti u cho tng mc khu tr: Q*11 = = vale Q*12 = = vale; Q*13 = vale - iu chnh Q* cho ph hp vi gi tng mc khu tr: Q*11 = loi (vt mc khu tr ) ; Q*12 = 524 vale ; Q*13 = 700 vale - Xc nh chi ph tn kho tng mc khu tr: TMC2 = ngn ng TMC3 = ngn ng Trng hp n hng c giao t t: - Tnh lng hng ti u cho tng mc khu tr: Q*21= = Q*22= ; Q*13= - iu chnh lng hng Q* cho ph hp vi tng mc khu tr: Q*11 = loi (vt mc khu tr ) ; Q*12 = 642 vale ; Q*13 = 700 vale - Xc nh chi ph tn kho tng mc khu tr: TMC2 = ngn ng TMC3 = ngn ng - So snh chi ph tng mc khu tr, ta thy mc chi ph mc khu tr 3 l nh nht nn quyt nh t mua hng l 700 vale/n hng. 117.Nhng cng c m phn t kt qu cao l nhng g ? - K nng SWOT Thnh cng trong m phn

m phn l mt k xo gii quyt vn c hiu qu vi nguyn tc ha bnh. Vn dng cc nguyn tc, k nng, chin thut trong m phn tt nhin khng phi thao tng, p o ngi ta mt cch min cng m l mt phng php i phng lm theo suy ngh ca mnh mt cch t nhin nht. 1. Sn sng m phn mi lc, mi ni 2. L mt ngi nghe tt 3. K hoch tng tn v gi thit r rng 4. Xy dng mc tiu nhiu mc v tp trung vo nhng mc tiu cao 5. Kin nhn 6. Nhn mnh vo s hi lng ca i tc 7. Khng ra tay trc 8. Khng chp nhn li ngh u tin 9. Khng qun quy tc c i, c li 10. Sn sng dng v ri cuc m phn Ngi m phn gii l nhng ngi c kh nng bm sinh bit mnh nn lm g v khng nn lm g trong cc tnh hung Hy m phn bn c hng ch khng phi cu xin ngi khc mua hng . 118.Sau khi hng xut c kim nghim v qua th tc hi quan, bn cn cn phi lm nhng g c th giao hng ln tu v ly vn n. Trc khi giao hng: + Lin lc vi cc bn lin quan + Cp nhp thng tin + Chun b nhn lc v thit b giao hng

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 Giao hng Giao hng ri Giao hng ng trong container + Hng nguyn container + Hng khng nguyn container (hng l) Sau khi hon thnh giao hng + Thng bo giao hng + Ly bng chng giao hng 119. Hy trnh by nhng trng hp c th khiu ni ng bn,ng vn ti, ngi bo him Khi thc hin hp ng nhp khu, nu ch hng xut nhp khu pht hin thy hng nhp khu b tn tht, v, thiu ht , mt mt, th cn lp h s khiu ni ngay khi b l thi hn khiu ni. 1. i tng khiu ni l ngi bn nu hng ha c cht lng hoc s lng khng ph hp vi hp ng, c bao b b vi phm , hng giao khng ng b, thanh ton nhm ln 2. i tng khiu ni l ngi vn ti nu hng b tn tht trong qua trnh chuyn ch hoc nu s tn tht do li ca ngi vn ti 3. i tng khiu ni l cng ty bo him nu hng ha ( i tng ca bo him) biij tn tht do thin tai ,tai nn bt ng hoc do li ca ngi th 3 gay nn khi nhng ri ro ny c mua bo him n khiu ni phi km theo nhng bng chng v vic tn tht nh bin bn gim nh, COR, ROROC, CSC.. ha n ,vn n ng bin, n bo him( nu khiu ni cng ty bo him) 120. Cho hng l g ? Ni dung ca n gm nhng g ? iu kin hiu lc ca n ? C nhng loi cho hng no ? 1/ Khi nim: Cho hng l li ngh k kt hp ng t pha bn bn Hnh thc: vn bn, li ni, hnh vi c th. 2/ Ni dung: tn hng , quy cch phm cht, s lng, gi c, iu lin c s giao hng, thi gian giao hng, iu kin thanh ton, bao b, k m hiu, th thc giao nhn 3/ iu kin hiu lc ca cho hng Bn c cho hng nhn c cho hng Cho hng hp php Cho hng s mt hiu lc khi ng c cho hng nhn c thng bo v vic hy cho hng trc hoc cng thi im nhn c cho hng

4/ Phn loi: + Cho hng c nh - Xc nh y cc yu t cn thit ca H Th hin ch ca bn cho mun c rng buc v hp ng

+ Cho hng t do - Li ngh gi cho nhiu ngi Khng rang buc trch nhim ca b cho hng Th hin trn b mt l cho hng t do

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 Phn bit cho hng c nh v t do Tiu cho hng Ni dung C s vit th Bn nhn cho hng Bo lu ni dung cho hng Quy nh thi gian tr li

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