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Royal Bank of Scotland: 贸易融资教程(75页)
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Introduction to export contracts and payments
In international trade there is little face-to-face contact between the exporter and the buyer. Further, the
involvement of third parties that separate the exporter from his customer (e.g. transporters, insurers, banks
and national officials) affects the exporter’s ability to control the receipt of sale proceeds of the goods.
However, the exporter can do a great deal to protect his own interests by making appropriate stipulations in
the sales contract, by choosing appropriate methods of payment and by complying precisely with all the
documentary requirements of the methods chosen.
Contents Page
Contents Page................................................................................................................2
Introduction to export contracts and payments ..............................................................4
Export sales contracts ....................................................................................................5
Trade terms and Incoterms ............................................................................................6
Differing distributions of responsibility, cost and risk......................................................7
Methods of receiving payment for exports .....................................................................9
Advance payment.........................................................................................................10
Open account trading ...................................................................................................11
Collections ....................................................................................................................12
Clean collection ............................................................................................................13
Documents against acceptance (D/A)..........................................................................14
Documents against payment (D/P) ..............................................................................15
Letters of Credit.............................................................................................................17
UCP 500: Uniform customs and practice for Letters of Credit......................................19
Revocable and irrevocable credits ...............................................................................20
Confirmed and unconfirmed credits .............................................................................21
With and without recourse ............................................................................................22
Transferable Credits .....................................................................................................23
The exporter as first beneficiary ...................................................................................24
The exporter as second beneficiary .............................................................................25
Back-to-back Credits ....................................................................................................26
Advance payment (“red clause”) Credits......................................................................27
Revolving Credits..........................................................................................................28
Evergreen Credits.........................................................................................................29
Standby Credits ............................................................................................................30
Clean Credits ................................................................................................................31
Credits financed by international agencies ..................................................................32
Inoperative Credits .......................................................................................................33
Payment under Credits.................................................................................................34
At sight or deferred .......................................................................................................35
Acceptance and negotiation .........................................................................................36
Discounting and purchasing term bills..........................................................................37
Confirmation and silent confirmation ............................................................................38
Assignment of proceeds ...............................................................................................39
Coping with exchange rates .........................................................................................40
Export finance options ..................................................................................................41
Pre-shipment finance....................................................................................................42
Red clause Credits (Advance payment Credits) ..........................................................43
Revolving Credits..........................................................................................................44
Formal lending facilities ................................................................................................45
Banks...........................................................................................................................46
ECGD supplier insurance .............................................................................................47
Finance against collections ..........................................................................................48
3
Finance against collections without insurance cover ...................................................49
Finance against collections with insurance cover ........................................................50
Credit insurance............................................................................................................51
Factoring, discounting, aval and forfaiting....................................................................52
Factoring......................................................................................................................53
Discounting...................................................................................................................54
Aval..............................................................................................................................55
Forfaiting......................................................................................................................56
Bankers’ acceptances ..................................................................................................57
Confirming houses........................................................................................................58
Problems that compromise payment............................................................................59
Banks and their role......................................................................................................60
Avoiding unacceptable Credits.....................................................................................62
Common discrepancies that compromise payment .....................................................63
Dates............................................................................................................................64
Bills of Exchange ..........................................................................................................65
Invoices........................................................................................................................66
Insurance documents ...................................................................................................67
Transport documents....................................................................................................68
Overcoming discrepancies ...........................................................................................69
Management controls ...................................................................................................70
Working with the Bank..................................................................................................71
Chasing progress..........................................................................................................72
Transport documents and control of goods..................................................................73
Managing credit insurance ...........................................................................................75
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