5. Основные этапы коммерческой операции. Документы, используемые при международных торговых операциях.

International transaction. Documents are necessary: as a proof of business activity, as a check against goods ordered and for bookkeeping purposes. The vas t majority of transactions today are on credit and documents can show who owes what and to whom. :

Buyer  Seller - Letter of enquiry. Enquiries sent to suppliers before goods are ordered. Buyer wants to acquaint himself with a variety of information before the order: prices; specifications; catalogues (price lists); delivery dates; discounts; details of carriage.

 sends Quotation -short letter (оферта- offer to close a transaction), price list and catalogue. Buyer receives several quotations + variety of information from potential suppliers. Decision is based upon prices, terms, delivery dates and the suitability of goods.

 sends an order. Member of the purchase department (resp. for raw materials, ready commodities) will sign the order. Orders are numbered (to be traced back easily) and dated. Upon receipt(по получении) seller will check the details (prices and delivery). Acknowledgement of order – sometimes sent back to confirm the details

: advice note (note to buyer with details of goods that they are being sent) извещение об отгрузке

delivery note (document showing that goods have been delivered) накладная на груз

invoice (document with details of goods, price, payment date) счет-фактура

if invoice is amended изменения:

credit note (sent to customer who is owed moneу, because goods have been returned) кредитное авизо

debit note (sent to customer who owes money to seller, because invoice was inсоrrеct) авизо

statement of account sent regularly to buyer listing all invoices, debit/credit notes, amounts of payments made and total to be paid отчет о состоянии счетов

 cheque

Payment:

Invoice – a document with details of goods, their price and the payment day

Pro-forma invoice- a quotation made to a potential purchaser giving details of prices, quantities, discounts, etc. Different types of payment: Payment on invoice – may be before or after the goods are delivered

Payment on statement – made when buyer receives a statement of account выписка о счете фактура at a later date (when purchases are made on a regular basis)

Open account – for regular customer with payment typically at 30, 60, 90 days (trade credit with a risk of non-payment carried by the exporter).

Another way of payment- Bill of exchange– exporter signs the BE and gives to the bank with various shipping documents. They are sent to the importer who pays for the consignment, receiver the shipping documents and can collect the goods when they arrive. An order sent by the drawer=exporter to the drawee= importer stating that drawee will pay on demand or at specified time the amount shown on the bill. Domiciled bill – bill containing a clause пункт of the place where the B/E is to be cleared. In document against payment transaction sight draft (переводной вексель) is presented to the importer and he pays immediately. Or after date- importer wrights ‘accepted’ and BE sent to exporter. Importer pays later- within 30, 60,90 days after the bill was drawn- documents against acceptance.

Factor – a supplier can use him to ensure rapid payment. In return for a fee factor pays the supplier the percentage of the invoice immediately and the remainder when the customer pays. B/E can be discounted – sold to the bank immediately in return for a fee (at a percentage less than its value). Exporter gets money immediately and importer can be given a credit. B/E can be negotiable – when the drawer endorses the bill (to write the name of the beneficiary- владелец). To endorse specially – make B/E payable only to the person named on the B/E. Dishonored B/E – the B/E that is not paid on the due date (exporter will protest  go to notary or layer who will take legal action).

Letter of credit - a letter issued by a bank to another bank to serve as a guarantee for payments made to a specified person under specified conditions.

Bill of lading –the most important document in shipping as document of title распорядительный документ, gives ownership of the goods to the person named on it. The words "to order" written on it /under the heading "consignee"/ - means that it is a-negotiable обращаемый document, can be traded. In this case it will be endorsed on the back and if the endorsement is blank there will be no restrictions on ownership. Bills are also marked "clean" to indicate that the goods were taken in good condition or "dirty/claused" if the packing or the goods were damaged. This protects the shipping company from claims. Certificate of origin shows where the goods were produced- country of origin.

Waybill- транспортная накладная.