Technology of foreign trade operations. Foreign trade operations: essence and types
The method of carrying out foreign trade operations is a method of carrying out trade exchange ( trading operation, or trade deal). In international trading practice, two main trading methods are used:
direct method (transaction directly between the producer and the consumer);
indirect method (transaction through an intermediary).
With the direct trading method, there is a certain financial benefit, since the costs are reduced by the amount of the commission fee to the intermediary, the risk and dependence of the results of commercial activities on the possible dishonesty or insufficient competence of the intermediary organization are reduced. This method also allows you to constantly be in the market, take into account its changes and respond to them in a timely manner. At the same time, the use of the direct method of trading implies the presence of commercial qualifications and trading experience. Otherwise, financial costs will not only not be reduced, but may increase significantly. In addition, international trade is more risky than domestic trade due to economic, political, legal and social conditions in different countries ah, their traditions and customs, as well as the large distances between trading partners. As a result, it is often expedient and sometimes necessary to use intermediaries to conduct international trade transactions.
More than half of the international commodity exchange is carried out with the assistance of trade intermediaries, i.e. goods independent of producers and consumers trading firms, organizations and individuals. There are different types of intermediaries.
Simple intermediaries (brokers) look for and bring mutually interested sellers and buyers together, but they themselves do not directly participate in transactions.
It is widespread that sellers or buyers (principals) involve firms, organizations and individuals in transactions on behalf and at the expense of principals, i.e. as attorneys.
Principals execute contracts signed by attorneys, reimburse them for expenses incurred and pay remuneration, which is an assessment of the competence and efficiency of intermediaries.
An even wider application in international trade received commission agreements, according to which commission agents acquire the right to look for partners and sign contracts with them on their own behalf, but at the expense of the seller or buyer (committents), who bear commercial risks. Before third parties, commission agents act as sellers.
Another common form of commission agreement is the sale of goods on consignment terms. The exporter (consignor) delivers the goods to the warehouse of the intermediary (consignee) for sale on the market within a certain period. The consignee makes payments to the consignee as it is sold from the warehouse. The consignee has the right to return the goods not sold by the established date to the consignee. On consignment terms, they sell mainly consumer goods. Essentially, in a consignment, the exporter lends to the intermediary for average term sale of goods. An indispensable condition of the consignment agreement is the preservation of the right of ownership of the goods by the committent until they are sold to buyers.
The main tasks of both the exporter and the importer in preparatory stage export-import operations are the search and selection of a counterparty, establishing contacts with him.
In order to find a potential partner, the firm structure of an industry or market is determined, leading firms in the industry are identified, and individual firms are studied.
The firm structure of the industry is established according to special commodity-brand or industry directories, catalogs, industry publications of industrial associations, chambers of commerce and industry, etc. Then firms are selected, their market share is determined, legal form, structure of governing bodies, dispersion of operations, etc.
The choice of a counterparty depends on the nature and subject of the transaction, the country of conclusion and execution of the contract, market capacity, and the situation in this market. When choosing a counterparty, they determine in which market (that is, in which country) it is better to sell or buy goods, as well as with which foreign buyer or supplier to conclude a deal.
It takes into account intergovernmental trade agreements or protocols on mutual deliveries over a certain period, the degree of monopolization of the market by large firms and the possibility of market penetration, the duration of trade relations with a particular firm, the nature of the firm's activities (whether it is a consumer or producer of a given product or acts as reseller), etc.
To establish contacts with a potential partner, the seller, using direct connections, can:
Send a proposal (offer) directly to one or more potential buyers. The offer contains all the main terms of the forthcoming transaction: the name of the product, its quantity, quality, price, terms and conditions of delivery, terms of payment, the nature of the container and packaging, the procedure for acceptance and delivery, etc. In international trade practice, a firm and free offer is distinguished. A firm offer is a written offer by the exporter for the sale of a certain consignment of goods, sent by the offeror to one potential buyer, indicating the period during which the exporter is bound by his offer and cannot make a similar offer to another buyer. Failure to receive a response from a potential importer within the period specified in the offer is tantamount to the latter's refusal to conclude a transaction on the proposed terms and releases the exporter from the offer made by him. A free offer is an offer for the same lot; goods to several potential buyers. It does not set a time limit for a response and therefore the offeror is not bound by his offer. The buyer's consent to the conditions set forth in the free offer is confirmed by his firm counter-offer;
Accept and confirm the buyer's order. An order confirmation is a commercial document that is a message from the exporter about the acceptance of the terms of the order without reservations;
send the buyer an offer in response to his request, indicating specific conditions future contract;
· take part in auctions, exhibitions and fairs;
send to a potential buyer commercial letter with information about intentions to enter into negotiations regarding the conclusion of a specific transaction.
In the event that the initiative to conclude a transaction comes from the importer, he can use the following methods to establish contacts with a potential exporter:
Sending a request to the manufacturer of the goods of interest to him. One of the main purposes of the request is to obtain competitive offers from export firms, from which the best ones are selected. To do this, requests are usually sent not to one, but to several well-known companies in the industry. various countries. The request specifies the exact name desired product, its quality, grade, quantity, as well as the desired delivery time for the buyer. When requesting proposals for machinery and equipment, indicate necessary information for their manufacture or desirable indicative technical and economic indicators (power, productivity, number of revolutions, speed, fuel consumption, efficiency, dimensions, etc.). The price at which the importer is willing to buy this product, in requests, as a rule, is not indicated, but only the method of fixing it is determined. In requests for complex machinery and equipment, the importer usually asks for a price for each item in the offer. Sometimes he asks about additional services, which will be provided to him by the exporter, and indicates the most acceptable terms of payment for him:
Sending an order to a potential or already known seller;
announcement of tenders;
· sending a commercial letter of intent to a potential exporter to enter into negotiations in response to its advertising, information or offer.
However, in practice, when choosing a counterparty, connections, recommendations, etc. often play the main role. Another common option is random, one-time transactions, dictated by changes in the domestic market and the desire to get super profits as soon as possible.
Negotiations organized at the initiative of the exporter or importer can be conducted by means of letters, by telegraph, teletype, telefax, and also by telephone. Usually these methods are combined in various combinations, but personal contacts, as a rule, are decisive.
After agreeing on all the terms of the forthcoming transaction, a contract is concluded. For this, they are used various ways.
Signing of the contract by the counterparties participating in it. A contract can only be concluded if it is signed by the parties whose legal addresses are indicated in it, or if it is signed by persons entitled to sign such documents;
Acceptance by the buyer of the firm offer of the seller. If the buyer agrees to all the terms of the offer, he sends the seller a written confirmation containing unconditional acceptance. A response to a firm offer containing conditions different from the initial ones, which at the same time do not change their essence, is recognized as an acceptance if the offeror does not object to them without undue delay. In this case, the terms of the contract are recognized as the terms of a firm offer with the changes contained in the acceptance;
Acceptance by the seller of the buyer's counter-offer. If the buyer does not agree with one or more of the essential terms of the offer, then he sends the seller a counter-offer indicating his conditions and the deadline for a response. Such conditions may be price, quantity and quality, place and delivery time, scope of liability, dispute resolution procedure. If the seller agrees with all the terms of the counter-offer, he accepts it and notifies the buyer in writing. If the seller does not agree, then he notifies the buyer about this or sends a new offer;
Acceptance by the seller of the written consent of the buyer with the terms of the free offer (buyer's counter-offer). The exporter accepts the counter-offer that he previously received, or from the buyer with whom it is preferable to conclude a deal;
confirmation by the seller of the buyer's order. In this case, the transaction is formalized by two documents: the buyer's order and the seller's confirmation;
exchange of letters and confirmation of the previously reached agreement.
Both methods have their own characteristics, advantages and disadvantages. The choice of one or another method depends on the specifics of the product, market, demand, distribution channels of goods.
According to the directions of trade, all foreign trade operations can be divided into 4 groups:
export;
· re-export;
import;
· re-imported.
The methods have approximately the same distribution.
Advantages of the direct method. The direct method allows:
establish direct contact between the manufacturer and the end user;
· provide the company with stable contracts both for the sale of its products / and for providing itself with raw materials;
take more Active participation in production and marketing cooperation;
carry out barter transactions.
The disadvantages include the following:
· the need to create their own commercial services / attract merchants / financiers;
· taking on additional risks / related to foreign activities.
Advantages of the indirect method:
the ability to sell goods more quickly and profitably / than the manufacturer of the goods himself manages;
Obtain valuable and necessary information from the market;
organize Maintenance produced goods at a higher quality level and more quickly;
· obtain additional benefits by attracting funds and efforts of the intermediary / increasing the competitiveness of the goods sold and accelerating the turnover.
The disadvantages of the indirect method are:
· the manufacturer or supplier of the goods moves further away from the end consumer;
· the prestige of the supplier in the market largely depends on the intermediary;
the intermediary is able to slow down the sale of goods;
part of the manufacturer's funds is diverted to pay for the intermediary.
2. Basic group "C" according to "Incoterms 2000". Rights and obligations of the parties. Transportation methods
Incoterms (from English - Incoterms - International Commercial Terms) - International rules for the interpretation of trade terms. They were developed by the International Chamber of Commerce (ICC), a non-governmental organization of business circles established in 1919, which currently unites thousands of national chambers of commerce and industry (in particular, the Chamber of Commerce and Industry of the Russian Federation is a member of the ICC), as well as individual commercial associations and associations (ICC headquarters - Paris, France).
Group C. "Basic Carriage Paid" Contains four terms:
CFR Cost and Freight (...named port of destination)
Cost and Freight (... named port of destination)
· CIF Cost, Insurance and Freight (... named port of destination).
Cost, insurance and freight (... named port of destination)
· CPT Carriage Paid To (... named place of destination). Freight/carriage paid to (... named place of destination)
· CIPCarriageandInsurancePaid To (... namedplaceofdestination)
Freight/carriage and insurance paid to (... named place of destination)
According to the terms of this chapter, the seller is considered to have fulfilled his obligation to deliver from the moment the goods are handed over to the carrier at the point agreed with the buyer.
The terms of group "C" impose on the seller the obligation to conclude a contract of carriage to the agreed point.
Table 1
Group "C" terms
C.F.R. The term "Cost and Freight" means that the seller has delivered when the goods have passed the ship's rail at the port of shipment. The seller must pay the costs and freight necessary to bring the goods to the named port of destination, HOWEVER, the risk of loss or damage to the goods and any additional expenses arising after the shipment of the goods are transferred from the seller to the buyer. Under the terms of the CFR term, the seller is responsible for clearing the goods for export. This term can only be used when goods are transported by sea or inland waterways. If the parties do not intend to deliver the goods across the ship's rail, the term CPT should be used.
CIF. The term "Cost, Insurance and Freight" means that the seller has delivered when the goods have passed the ship's rail at the port of shipment. The seller must pay the costs and freight necessary to bring the goods to the named port of destination, BUT the risk of loss or damage to the goods, as well as any additional costs incurred after the goods have been shipped, is transferred from the seller to the buyer. However, under the terms of the CIF term, the seller is also obliged to purchase marine insurance in favor of the buyer against the risk of loss and damage to the goods during transport. Therefore, the seller is obliged to conclude an insurance contract and pay insurance premiums. The buyer should take into account that under the terms of the CIF term, the seller is required to provide insurance with only minimal coverage. In the event that the buyer wishes to have insurance with greater coverage, he must either specifically agree on this with the seller, or himself take measures to conclude additional insurance. Under the terms of the CIF term, the seller is responsible for clearing the goods for export. This term can only be used when goods are transported by sea or inland waterways. If the parties do not intend to deliver the goods across the ship's rail, the term CIP should be used.
C.I.P. The term "Freight/Carriage and Insurance Paid To" means that the seller will deliver the goods to the carrier named by him. In addition, the seller must pay the costs associated with the carriage of the goods to the named destination. This means that the buyer assumes all risks and any additional costs until the goods are delivered in this way. However, under the terms of CIP, the seller is also obliged to provide insurance against the risks of loss and damage to the goods during transport in favor of the buyer. Consequently, the seller concludes an insurance contract and pays insurance premiums. The buyer should note that under the terms of the CIP term, the seller is required to provide insurance with a minimum coverage. In the event that the buyer wishes to have insurance with greater coverage, he must either specifically agree on this with the seller, or himself take measures to conclude additional insurance.
The word "carrier" means any person who, on the basis of a contract of carriage, undertakes to provide for himself or arrange for the carriage of goods by railway, road, air, sea and inland water transport or a combination of these modes of transport.
In the case of carriage to the destination by several carriers, the transfer of risk will occur when the goods are placed in the care of the first carrier. Under the terms of the CIP term, the seller is responsible for clearing the goods for export. This term can be used when transporting goods by any mode of transport, including multimodal transport.
CPT. The term "Freight/Carriage Paid To" means that the seller will deliver the goods to the carrier named by him. In addition, the seller must pay the costs associated with the carriage of the goods to the named destination. This means that the buyer assumes all risks of loss or damage to the goods, as well as other costs after the goods are handed over to the carrier. The word "carrier" means any person who, on the basis of a contract of carriage, assumes the obligation to ensure or organize the transport of goods by rail, road, air, sea and inland water transport or a combination of these modes of transport.
In the case of carriage to an agreed destination by several carriers, the transfer of risk will occur when the goods are placed in the care of the first of them. Under the terms of the CPT term, the seller is responsible for clearing the goods for export. This term can be used when transporting goods by any mode of transport, including multimodal transport.
Thus, when using the conditions of the basic group "C", the goods can be transported both by water, air and rail, and by a mixed mode of transportation, and the basic group "C" includes four terms.
3. Practical task
Develop a draft contract for the sale of children's clothing (goods of your choice). The parties to the agreement are Chinese (exporter) and Russian (importer) enterprises. When choosing the basic terms of delivery, it must be taken into account that all risks are transferred to the buyer after the delivery of the goods to the Russian customs, and payment is made upon delivery of the goods.
International sales contract.
№ _1 _
G.__ Wuhan ___ 01 _/__September_ __/ 2011
The company "San”, hereinafter referred to as the “Seller”, represented by Bingwena Ganga acting on the basis of the charter, on the one hand, and __LLC "Sea of Clothes", hereinafter referred to as the "Buyer", on the other hand, have entered into this agreement as follows:
1. The Subject of the Agreement
1.1. The subject of this agreement is the sale and purchase of children's clothing "Sun".
1.2. The range of goods, the price and its configuration are indicated in the specification, which is an integral part of this Agreement.
1.3. The Seller undertakes to transfer the specified goods to the Buyer in the agreed quantity, range and assortment, and the Buyer undertakes to accept these goods and pay for them in the manner and within the time limits established by the parties to this agreement.
2. Price of goods and payment procedure
2.1. The prices for the goods under the contract are agreed upon by the parties and are indicated in the specification.
2.2. The parties to this agreement have determined the following procedure for paying for goods in accordance with the international system "Incoterms 2000" under the basic terms of delivery of group "D":
The Buyer transfers by payment order to the settlement account or pays to the Seller's cash desk 100% of the cost of the total amount of goods on the invoice, within 3 banking days upon delivery of the goods.
3. Ownership of the goods
3.1. In the sense of this agreement, the parties have determined that the ownership of the goods that are the subject of the agreement (clause 1 of the agreement), as well as all risks, are transferred to the buyer after the delivery of the goods to the Russian customs, and payment occurs upon delivery of the goods.
4. Terms of transfer of goods
4.1. The moment of transfer of goods under this agreement is the moment of acceptance by the representative of the Buyer of the finished goods according to the consignment note of the Seller.
4.2. The goods must be handed over to the Buyer in order to fulfill the obligations of the Seller under the contract within the time period agreed by the parties. The term set by the parties is __ 14 __ days from the date of dispatch of the Seller's goods.
4.3. The goods are shipped in the packaging and containers provided by the manufacturer for this product.
4.4. The Seller undertakes, simultaneously with the transfer of the goods, to transfer to the Buyer the accessories of this goods (products), as well as related documents necessary for the use of the goods for their intended purpose.
5. The procedure for the transfer of goods.
5.1. The transfer of goods to the Buyer is carried out in the following order:
1. By any of the means of communication, the Seller notifies the Buyer of the readiness of the goods.
2. The Seller arrives or sends a representative to receive the goods within no more than 14 days if the Seller is unable to come to given term, he notifies the Buyer of the postponement of the acceptance date.
3. The Seller demonstrates the goods to the Buyer.
4. After the demonstration of the goods, a bilateral act of acceptance and transfer of goods is drawn up, which is an integral part of the contract.
6. Liability of the parties
6.1. Warranty period of operation is 3 months.
6.2. The buyer is obliged to carefully study all the instructions attached to the product before using the product.
6.3. Disputes arising from the performance of the terms of this agreement, the parties will seek to resolve it amicably in the order of pre-trial proceedings. At the same time, each of the parties has the right to claim that it has in writing the results of resolving the issues that have arisen.
6.4. If a mutually acceptable solution is not reached, the parties have the right to submit the disputed issue for resolution in court, in accordance with the applicable laws. Russian Federation provisions on the procedure for resolving disputes between legal entities.
7. Risk of accidental loss of goods
7.1 The risk of accidental loss or accidental damage, loss or damage to the goods that are the subject of this agreement shall be borne by the Seller or the Buyer, depending on which of them had the ownership of the goods at the time of accidental loss or accidental damage to it.
7.2 The Parties are not liable if their inability to fulfill the terms of the Agreement is due to force majeure circumstances that arose against the will and desire of the Parties.
7.3 A party that fails to fulfill its obligations due to force majeure must immediately notify the other party of the impediment and its impact on the performance of obligations under the contract.
8. The validity of the contract in time
8.1. This Agreement shall enter into force from the date of its signing by the parties, from which it becomes binding on the parties that have concluded it.
8.2. The agreement is valid until the parties fulfill their obligations.
9. Legal addresses of the parties
10. Signatures of the parties
______________________ |
______________________ _____________ _________________ |
Bibliography
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2. Gorchikova I.I. International business. - M: Mega, 2009. - 452 p.
3. Mamedov O.Yu. Basics of the theory modern economy. - Rostov-on-Don: Statics, 2009. - 228s.
4. Seltsovsky V.L., Economic and statistical methods of foreign trade analysis, M.: Finance and statistics, 2008. - 411 p.
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1. Main types of foreign trade transactions. Organization and procedure for carrying out export-import operations. The main stages of preparation, execution and completion of the transaction.
2. World Trade Organization (WTO). Basic Rules and Agreements.
3. Characteristics of transactions for the sale of goods, services and results of intellectual activity in the foreign market. Basic provisions of the WTO Agreement on Trade in Services.
4. International transport operations. Terms and conditions of use various kinds transport in the implementation of international transport.
5. "Incoterms 2010". Basic transport terms of delivery and their main characteristics.
6. Ways of analysis and formation of prices in the implementation of foreign trade operations for:
a) commodities; b) durable goods; c) goods delivered in a short time.
7. Forms of settlements when conducting foreign trade operations. Letter of credit forms of payment. Transaction passport.
8. Insurance of foreign trade operations. Basic requirements and opportunities. Insurance subject to the basic terms of supply "Incoterms 2010".
9. Tariff and non-tariff methods of regulation of foreign trade operations. The main directions of their improvement in the conditions of work in the WTO.
10. State regulation trade in the Russian Federation. Main the legislative framework and powers of federal, regional and local authorities management.
1. Essence, functions and content of commercial activities in modern conditions. Functional-environmental approach in commercial activities
Modern definitions commercial activities. Commercial activity as a system economic relations. business models. Characteristics of the functions of commercial activities. Functional-environmental approach to commercial activity
2. Organization and management of the assortment of goods. Modern methods assortment formation.
The essence of the trade assortment. Factors influencing the formation of the assortment. range indicators. Range assessment. Approaches and basic techniques for the formation of an assortment of goods. Assortment planning in trade organizations. Modern methods of assortment formation
3. Objects and subjects of commercial activity. Cooperative-network interaction in commercial activities.
Classification of objects of commercial activity, structured by markets, by nature of origin. Economic and trade-technological relations as an object of commercial activity.
Individuals and legal entities, the concept of organization, commercial and non-profit organizations, associations commercial enterprises. Individual, partnership and collective organizations. The state as a subject of commercial activity.
Cooperative-network interactions and structures in commercial activities
4. Principles as the basis for organizing commercial activities. Economic laws.
The concept of principles. The principles of commercial activity, due to the operation of economic laws. The need for knowledge of economic laws and markets.
5. Conceptual approaches to the organization of commercial activities.
Brief description of the conceptual approaches: production, sales, marketing, logistics, innovation, anti-crisis. Features of the functions of commercial activities when using different conceptual approaches.
6. Mechanisms of commercial activity. Principles of improvement.
The concept of the mechanism of commercial activity, and its structure. External and internal mechanisms of commercial activity. Principles of improvement of the mechanism of commercial activity.
7. Goal-setting and formulation of tasks in commercial activities. Restructuring of trade enterprises.
The concept of goals and objectives. Classification of goals depending on their content, time of setting. The dependence of goals on external and internal conditions of functioning. Setting the goals of the organization at various stages (phases) life cycle companies. The relationship of goals and objectives of the organization. Making a profit as a condition efficient operation. Concretization of goals in the tasks of the enterprise. Restructuring of trade enterprises. Methods and results.
8. Factors determining the development of commercial activity. Innovation.
The concept of factors and conditions for the functioning of a commercial organization. Characteristics of external and internal factors influencing the development of the company, the organization of commercial activities. Formation favorable opportunities commercial activities.
The essence of innovation, classification, implementation, impact on business results.
9. The effectiveness of commercial activities. Indicators of results of activity of the commercial enterprise.
The concept of effect and efficiency. The system of indicators used in evaluating the results of commercial activities. The system of indicators used in evaluating the effectiveness in the context of the functions of commercial activities.
Formation of a synergistic effect in commercial activities.
10. Financial support for commercial activities.
Financial support in the system of relations of commercial activity. The concept of finance, financial resources, investment. Classification of financial resources depending on the source of their formation, the period of use. Grade financial support commercial activities.
11. Logistics and technical support of commercial activities.
Material and technical support in the system of relations of commercial activity. Essence is material technical support. Types of material - technical support. Indicators of the effectiveness of the material and technical support of commercial activities.
12. Organization of procurement activities. Determining the volume of purchases of goods.
The essence of procurement. Purchase of goods in the system of relations of commercial activity. The content and structure of procurement activities depending on the conceptual approaches to the organization of commercial activities. Selection of suppliers under different approaches. Determination of the optimal volume of purchases of goods and the frequency of delivery, the point of order resumption.
13. Organization of commercial services of enterprises. conditions for effective operation.
Commercial services as a mechanism for the formation of intercompany relations. Objective necessity and formation factors organizational structure commercial enterprise, their evolution. Features of cross-functional structure.
14. Information support for commercial activities. Electronic technologies.
The place of information support in the system of functions of commercial activity. The concept of information support. The content of information support. Formation of external and internal information flows.
The role, meaning, concept of information, electronic technologies, the Internet. Electronic - Information system commercial activities.
15. Marketing activity in the system of relations of commercial activity.
The essence of marketing activities commercial organizations and its place in the system of relations. Types of marketing systems. Characteristics of distribution channels, their choice. Features of marketing activities depending on the conceptual approaches to the organization of commercial activities Indicators of the effectiveness of marketing activities.
16. Electronic retail: essence, features, organization.
Essence ecommerce. Basic forms of e-commerce. The concept and characteristics of an electronic store. Organization of the e-shop. The main systems of payments and delivery of goods in e-commerce. Approaches to assessing the effectiveness of the electronic store.
17. Personnel as a key competence of commercial activity. Modern systems of stimulation and motivation.
The concept of staff, labor resources. Classification of labor resources. Purpose, tasks of labor support for commercial activities. Personnel selection methods. Advantages and disadvantages of external and internal sources recruitment. Stimulation and motivation of staff. Indicators of the effectiveness of the selection, use of labor resources.
18. Economic relations in commercial activities. Integration-network structures and interaction environment.
The essence and role of economic relations in the organization of commercial activities. Classification of economic relations. Transactions, the procedure for concluding contracts, execution and control over the fulfillment of contractual obligations. Optimization of economic relations as a way to increase the efficiency of commercial activities. Integration-network structures and the environment of interaction of commercial enterprises
19. Customer service system. The main directions of its improvement.
The concept of shopping customer service. service system, a brief description of basic elements. The relationship of elements of the service system with the functions of commercial activities. The main directions for improving the service system. The impact of service quality on the final results of commercial activity.
20 Planning and organizing the sale of goods in the system of relations of commercial activity.
Sale of goods in the system of relations of commercial activity. Choice of wholesale and retail sales goods. Sales planning. Evaluation of sales effectiveness. Measures to improve the efficiency of the sale of goods. Psychological aspects successful sales.
FEA is carried out at each enterprise by performing a series of actions (foreign trade operations)
FOREIGN TRADE OPERATION - a set of actions of counterparties from different countries aimed at making a trade exchange and ensuring this exchange.
This complex includes:
Market research;
Determination of consumer requirements for the product;
Search for counterparties;
Establishing contacts with contractors;
Negotiating and concluding contracts;
Control over the execution of the contract.
Foreign trade operations can be classified according to the following criteria:
1) by directions of trade;
Export - commercial activity associated with the export of domestic products and its transfer to foreign hands.
Condition: a competitive product is needed, advertising is important.
1. Contract.
2. Crossing of state borders by goods.
3. Payment for the goods.
Imported
Re-export is a commercial activity related to the export of previously imported goods without its additional processing to other countries.
There are two types of re-export operations:
Without prior importation into the country of the re-exporter;
With preliminary import into the country of the re-exporter.
2. Receives an offer in response.
3. The re-exporter informs the importer about the offer.
4. The re-exporter and the exporter enter into a contract for the supply of goods.
5. An agreement is concluded between the re-exporter and the importer.
6. Delivery of goods to the re-exporter (or importer, if without prior importation).
7. Payment.
Re-import - characterizes the failed export operation.
2) by product groups
Operations for trade in machinery and equipment. The main difference between operations from others: this operation is not completed, but, in fact, is just beginning (installation, adjustment, maintenance, personnel training, supply of spare parts).
1. Supply of machinery equipment.
2. An additional contract for installation and maintenance is concluded. service.
3. Personnel training (better at the exporter).
Commodity trading operations. Feature: both the exporter and the importer are interested in concluding a deal for large volumes, for a long time;
On trade in consumer goods: the exporter does not deal with the final consumer of goods, but with wholesale buyers;
Food trading operations.
3) According to the degree of readiness of goods:
Trade in finished products (delivery of disparate equipment)
1. Conclusion of the contract.
2. Implementation of pre-sales service.
3. Supply of equipment from the exporter to the importer.
Supply of parts and assemblies for the subsequent assembly of machines
1. Negotiations with a branch (foreign) on the construction of an assembly plant.
2. Regulated supply of parts and assemblies to the country (branch).
4. Sale in your (branch) country.
5. Implementation in another country.
Supply of complete equipment
1. Contract (exporter-importer).
2. The subcontractor delivers the complete equipment to the exporter.
3. Supply of equipment from the exporter to the importer.
4. Installation by the exporter of equipment in the country of the importer.
10% advance payment from the importer
20% cash
70% credit for several years from the exporter to the importer
The main forms of trade in complete equipment:
Ø construction of turnkey enterprises;
Ø construction of an enterprise on a compensation basis;
Ø construction of the enterprise on the terms "goods in hand";
Ø construction of an enterprise on the terms "market in hand" (providing a sales market);
Ø BOT (build, operate, transfer).
Parts trading operations
1. Agreement.
2. Supply of spare parts from the warehouse to the exporter.
3. Delivery of spare parts from the exporter to the general agent (importer).
4. Delivery of spare parts from the general agent to subagents.
The general agent sells goods on consignment terms.
The essence of CONSIGNMENT: spare parts are supplied at the expense of the exporter for a certain period, after which the exporter either returns all or part of the spare parts or buys the features of the spare parts trade:
Difficult to set up profitable production spare parts;
The need for spare parts is dictated by the machine, not by other properties;
Spare parts as separate item more expensive than spare parts.
4) Foreign trade operations of competitive type.
Competitions in the following types of foreign trade operations:
International commodity auctions are periodically operating markets for the sale of goods with individual properties (paintings, tea, but not coffee animals, furs, flowers). There are certain restrictions on the minimum composition of the lot (LOT - a group of homogeneous goods), similar lots are grouped into strings.
International auctions – TENDERS – business deal sale and purchase, in which the buyer announces a competition for sellers.
International commodity exchanges. The difference lies in the number of buyers and sellers (there are many buyers and one seller at the auction, vice versa at the auction, and a lot of both at the exchange). DEALER - trades in goods, BROKER - in securities (we have). The product must be (principles) interchangeable, standardized, mass demand and production.
5) Barter or countertrade operations.
Buy-back - (counter purchases) purchase and sale operations in which the exporter undertakes to purchase goods in the importer's country for a certain amount of foreign exchange earnings.
2. Delivery of goods to the importer.
3. Counterpurchase contract.
4. Delivery of goods on it.
The exporter does not have to purchase the goods from the importer; the importer is obliged to provide a list of goods that the exporters of his country agree to sell to the exporter; and the exporter can use this product himself or sell it in his country. from 10 to 100% of foreign exchange earnings can be spent on a counter purchase.
A barter transaction is an equivalent exchange of goods of equal value. Advantage: no currency required. To carry out barter in Ukraine, it is necessary to open a deposit in foreign currency for the amount of the contract. The disadvantage is that one of the parties may inflate the price of their goods.
Compensation deal. Difference from barter: the exchange is not of goods for goods, but of several goods and a cash balance is possible.
1. Contract.
2. Delivery of goods for a large amount.
3. Delivery of goods for a smaller amount.
4. The difference (non-convertible balance) is credited to a bank account in the country that delivered the goods for a smaller amount. It cannot be transferred to the country that supplied the goods for a large amount, in monetary terms, but can be spent on the purchase of goods, etc.
Operations on tolling raw materials. A counterparty that has raw materials transfers it to another counterparty for processing and pays either in foreign currency or in finished products.
1. Negotiations, contract.
2. Supply of raw materials.
3. Part or all of the finished product is returned to the supplier.
4. Part of the raw materials can be transferred to a third counterparty.
5. Settlement of the fourth transaction for raw materials between the supplier and the third counterparty.
In Ukraine, there is a law on operations on tolling raw materials. If the contractor is located in Ukraine, then it is charged upon import of raw materials supplied by the customer customs duty, collection, excise duty, VAT and for all these payments our company issues a promissory note, which, upon export finished products simply repaid, i.e. payments are not made.
Purchase of obsolete products is a sale and purchase operation in which the exporter, by selling goods, undertakes to buy obsolete products from the importer.
1. Negotiations, contract.
2. Delivery of a new product.
3. Negotiations for the purchase of old products.
4. Sale of obsolete products to the exporter.
Obsolete products are either repaired and sold as used ones, or partly for spare parts, partly for scrap metal. This is how German automobile firms, IBM, sell their goods.
Deliveries for assembly.
For example, Ukraine orders Finland to build a warship, but sets the condition that the weapons must be Ukrainian, then the delivery is made from Ukraine to Finland. Advantages: currency savings, indirect export.
1. Contract for the supply of complete equipment with the condition of equipping with domestic components.
2. Supply of components.
3. Supply of complete equipment (finished products) to the customer.
4. Installation of equipment for the customer.
6) Operations for trade in scientific and technological achievements and provision of services:
trade in licenses and know-how.
LICENSOR - the seller.
LICENSEE - Buyer.
INVENTION - a technical innovation that has novelty, originality and technical significance.
KNOW-HOW is an unpatented invention, an industrial secret.
There are two patenting systems: verification(an invention is checked for the possibility of being patented for a long time, the absence of analogues is checked, it can last up to two years); safe house– a patent is issued in any case.
1. An evaluation of the technical solution in the country of the licensee is carried out.
2. Patenting in the country of the licensee.
4. Determination of the license price.
5. Search and establishment of contacts.
6. Agreement.
7. Transfer of documentation to the licensee.
Determining the price of a license is very complex issue, because nothing to compare with. With a secret system, the one who patents can pay a fine if it turns out that there are already analogues.
The license fee can be: lump sum payment- one-time; royalty- in parts. The term of the license depends on the object, but on average 7 years.
Rental of machines and equipment.
They are distinguished by time the following types rent:
Short-term (renting) - a few days, a few months;
Medium-term (hairing);
Long-term (leasing) - the most common in foreign trade, over 1.5 years.
1. The producer (equipment manufacturer) and the lessor conclude a contract for the purchase of equipment by the lessor.
2. Supply of equipment to the lessor.
3. Settlement for the sale of equipment with the producer.
4. Agreement between the lessor and the lessee.
5. Delivery of new equipment by agreement to the lessee.
6. Return of equipment to the lessor.
7. Agreement between the lessor and another lessee.
8. Supply of used equipment to another lessee by agreement.
9. Return of the equipment to the lessor.
10. Contract between the lessor and the buyer.
11. Sale of equipment.
The first lessee can buy the equipment at residual value. The lessor can be a leasing fund, a bank or a subsidiary of the manufacturer.
Engineering.
INTERNATIONAL ENGINEERING - activities to provide a range of services of an industrial, commercial scientific and technical nature, provided both by specialized engineering and consulting firms, and by industrial, construction and other companies.
Engineering structure:
Red design services (market research, etc.);
Design services;
Preparation of a draft master plan, accompanying schemes and recommendations;
Post-Project Services:
conclusion of contracts;
organization of tenders;
control over the implementation of the project;
Conducting acceptance tests.
1. Contract.
2. Pre-design work.
3. Design.
4. Control over the progress of construction.
5. Training of specialists and commissioning of the facility.
Contracting operations - one party (customer) instructs the other party (contractor) to perform a set of works and, after acceptance of the work performed, settles accounts with the contractor.
7) Trade and intermediary operations - purchase and sale operations that are carried out on behalf of exporters and importers by independent individuals and legal entities (intermediaries).
Trade and intermediary operations for the distribution of goods. In this case, intermediaries are called DISTRIBUTORS. He takes orders from small wholesale buyers for the purchase, concludes contracts for the purchase of large quantities of goods and distributes among customers.
Intermediaries for the establishment of economic relations and the conclusion of contracts. Depending on whose expense they act, whether they participate in negotiations and whether they have the right to sign contracts:
§ Act on behalf and at the expense of clients, but do not participate in negotiations and do not have the right to sign contracts (REPRESENTATIVE AGENTS); represent the interests of clients, establish contacts, in addition to representative agents, these intermediaries include brokers and brokers;
§ Intermediaries who act on behalf and at the expense of the client, participate in negotiations and sign contracts - ATTORNEY AGENTS or TRADING AGENTS. They act on the basis of commission agreements (the one who trusts is the principal). In other countries - an agency agreement.
§ intermediaries who act on their own behalf at the expense of the client - COMMISSIONERS and CONSIGNATORS. The COMMITTENT (the one who instructs) and the commission agent (receives a commission) participate in the commission agreement. CONSIGNMENT is a type of commission transaction. The CONSIGNER instructs the consignee to sell the goods from his warehouse within a certain period (consignment period). At the end of the consignment period, depending on the type of contract, the consignee either returns the goods (returnable consignment), or buys (irrevocable consignment), or returns part, buys part (partially returnable consignment).
§ Intermediaries for the resale of goods. Depending on the nature of their activities and on the country: merchants, stockholders, dealers, concessionaires, operators, principals. They act in their own name and at their own expense. Types of remuneration to intermediaries: percentage of the transaction amount, the difference between the export price and the price in the domestic market, mixed, cost-payments.
Intermediary efficiency:
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Intermediary operations for the physical movement of goods from the places of their production to the places of their consumption.
8) Operations of providing type (auxiliary):
Insurance is a mandatory action in foreign economic activity;
Transport;
Warehouse;
Freight forwarding;
Customs.
Topic 3.
3.3. Organization and technique of conducting a trade transaction with direct relations between counterparties .
Stages of conclusion foreign trade deal:
§ Comprehensive study foreign markets.
1) the existing real and potential demand for specific types goods;
2) the competitiveness of the goods is assessed;
3) promising technical requirements to goods;
4) commercial conditions for the sale of goods are studied; the level of prices, the procedure for issuing loans; prospects for changes in exchange rates;
5) trade and political conditions of work in the market are determined;
6) the behavior of buyers is studied: popular ways of buying, selling goods, motives that encourage buyers to buy products;
§ The choice of forms and methods of work in the market.
§ Search for a counterparty. The firm acts as a counterparty.
Firms can be classified
1) by type economic activity and the nature of the transactions
Trading;
Insurance;
Transport;
Industrial, etc.
2) by organizational and legal basis:
associations of persons
General partnerships
Limited partnerships
capital pooling
3) by the nature of ownership:
Private
State
Cooperative
4) by ownership of capital:
National
Foreign
mixed
The sources used to search for firms are divided into:
Published - company reports, company catalogs, directories, industry guides, periodicals, offer proposals.
Unpublished - information about previously concluded transactions.
The study of firms is carried out according to the following general information:
Company name, address, country of incorporation, telephone number, fax number, etc.
Amount of capital, assets, turnover, number occupied places;
Type of economic activity, nature of ownership, development features, product range, share in national and world trade;
Importance and nature of foreign economic activity, production base;
The most important firms-contractors and firms-competitors;
The structure of the management apparatus.
§ Choosing a counterparty and establishing contact with him.
The exporter can use several ways to establish contacts with the counterparty:
A) send an offer directly to one or more buyers.
OFFER - a written offer of the seller sent to a potential buyer.
Offer details:
Name of product;
quantity of goods;
basic condition of deliveries;
delivery time;
credit terms;
validity period of the offer (with a firm offer);
the name of the exporter and his address;
signature and date of posting.
Offer types:
proactive (at the initiative of the exporter)
passive - at the request of the importer, the exporter sends an offer
firm - an offer for the sale of a certain product sent by the seller to one potential buyer, indicating the validity period of the offer
free - sent to several possible buyers and does not have an expiration date
B) accept and confirm the buyer's order
C) send the buyer an offer in response to his request
D) take part in tenders organized by the buyer-counterparty
D) take part in fairs, exhibitions
E) send a sales letter to a potential buyer
G) send a proforma contract to an already known buyer
The importer uses the following methods of establishing contacts with the selected counterparty:
A) send an order to an already known counterparty
B) send a request in order to receive an offer from the counterparty
B) announce a tender
D) send a sales letter
D) send the exporter an acceptance of his offer
Conducting business negotiations.
Business negotiations can be carried out by phone, by correspondence and through personal meetings.
Business negotiations through personal meetings are the most common.
They consist of the following stages:
Preparing for negotiations
Negotiation technique.
Preparation for negotiations
– determination of the goals of negotiations (search for a counterparty, the desire to sell goods and the desire to buy goods, the creation of an enterprise with foreign investment, the harmonization of commercial terms of transactions, the resolution of disputes, the exchange of information, etc.)
– a plan of negotiations is drawn up (subject of negotiations, participants in negotiations, strategy and tactics of negotiations, organizers and those responsible for preparing and conducting negotiations, clarification of the necessary advertising materials, a cultural program is outlined, a cost estimate is drawn up)
Negotiation technique:
Introduction
Information exchange
Argumentation (direct discussion of the contract)
Argumentation methods: fundamental, division into parts, shifting emphasis, boomerang, ignoring.
Most effective fundamental method, because involves citing factual data as arguments, the more weighty the data, the more difficult it is for the partner to refute them.
Split method used by the parties for a more detailed analysis of individual issues. It is especially necessary when it is difficult for one of the parties to fulfill the partner's wish and a detailed consideration of its alternative implementation is required.
Shifting emphasis method is used to implement its tactics and shift the center of gravity of negotiations from the most important issues to secondary ones.
boomerang method used when the partner is talkative, likes to occupy the podium and owns it exclusively. The other side listens, finds contradictions, uses them in counterarguments.
Ignore method used when it is necessary to pass by and not notice the partner's unpleasant suggestions.
Counterargument
Final part
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Content
Introduction…………………………………………………………………………...2
Technology of foreign trade operations of the JSB "Belarusbank"…………………..3
Conclusion………………………………………………………………………….14
List of used literature……………………………………………………………………………………………………………………………………………….
Introduction
A foreign trade operation is a set of actions of participants in the trading process, representing different countries, in order to carry out a trade exchange. At the same time, there must be at least two participants in the trading process (counterparties): the seller and the buyer.
The effectiveness of export-import operations allows you to identify and quantify the causes of success and failure, helps you make the right decisions, optimize economic performance. This can be done using the following methodology for analyzing the effectiveness of export-import operations, which provides for:
- analysis of import of goods on the terms of a commercial loan;
- analysis of the effectiveness of export operations;
- analysis of the efficiency of the return on funds invested in export operations.
The organization of foreign trade operations at the enterprise includes the following stages: studying the conjuncture of the foreign market by the exporter and importer for the type of goods they are interested in; choice of forms and methods of work in the market; planning a foreign trade operation; conducting advertising company; preparation and conclusion of a foreign trade contract; fulfillment of contractual obligations and control over execution.
Management of foreign trade activities is carried out at the enterprise level in accordance with the legislation of foreign economic activity and local regulations.
This paper discusses the technique and technology of foreign trade operations on the example of the Belarusbank.
Technology of foreign trade operations of the JSB "Belarusbank"
Any relationship between the parties, as a rule, is concluded through an agreement.
In accordance with the Civil Code of the Republic of Belarus (hereinafter referred to as the Civil Code), an agreement of two or more persons on the establishment, change or termination of civil rights and obligations is recognized as an agreement.
There are many types of contracts depending on their content and application: reimbursable and gratuitous contracts, public contracts, contracts in favor of a third party, unilateral contracts, etc.
The consideration of a foreign trade contract must be approached individually. A foreign trade contract is the main commercial document of a foreign trade operation, indicating an agreement reached between the parties. The subject of a foreign trade contract may be the sale of goods, the performance of contract work, rent, licensing, loan or credit, the granting of the right to sell, etc.
A foreign trade contract is governed by a number of regulatory requirements. A properly drawn up contract will minimize the risks when concluding a transaction and makes it possible to prevent disagreements between counterparties under the contract, and will also be a guarantor of confidence that you will not have to blush and explain yourself to the regulatory authorities under the concluded transaction.
It is necessary to pay special attention to the form of the contract, since in some countries there are no legal requirements for the execution of foreign trade transactions, for example, in Germany, France, Italy and the USA. The Austrian legal system recognizes that entrepreneurs have the right to deliver goods abroad on the basis of an oral agreement. In the UN Convention on Contracts for the International Sale of Goods, concluded in Vienna on 11.04. 1980, to which Belarus is also a party, a similar provision is reflected. At the same time, Belarusian domestic law takes a tougher position on this issue.
In accordance with the Civil Code, a foreign economic transaction must be concluded in writing if one of the parties is a Belarusian enterprise. This condition was also noted in the reservation on accession to the above-mentioned UN Vienna Convention (Russia, Hungary, Lithuania and Ukraine have the same reservation).
Belarusian civil law provides for several options for complying with the written form of the transaction, for example, drawing up a single document signed by the parties, or exchanging documents by mail, telegraph, fax or other means of communication. The choice of the most preferred of them is determined by the parties to the transaction independently. In practice, foreign economic contracts are often signed using facsimile, which reduces the time spent on negotiations, however, when considering a case in court, difficulties may arise due to the absence of the original contract by the parties. In order to avoid problems, it is advisable for the parties to draw up a single document signed by both parties.
It is important to draw up a contract in two languages, indicating which language is preferred in case of discrepancies. If the foreign trade agreement is drawn up only in a foreign language, the bank will refuse to approve the transaction passport and make settlements under the agreement. Resolution of the Board of the National Bank of the Republic of Belarus dated September 30, 2004 No. 151 "On Approval of the Instructions for Banks to Control Foreign Trade Operations" (hereinafter - Instruction No. 151) provides for cases when a bank must refuse to endorse a transaction passport to a client. In particular, one of the cases is the failure of the client to submit a foreign trade agreement in any of the state languages of the Republic of Belarus. The requirement of this norm means that if the contract is drawn up only in a foreign language, it must be translated into Russian or Belarusian, signed by both parties, which will be a contract drawn up in the state language of the Republic of Belarus. Other documents attached to the contract (or individual information contained in these documents) that are relevant for the purposes of currency control (specifications, bills, invoices, etc.) can be translated into Russian or Belarusian by the client in cases where it is necessary bank as a currency control agent in accordance with Article 27 of the Law on Currency Regulation and Currency Control. In cases where the endorsement of the transaction passport is not required, the translation of a foreign trade contract can be carried out in the manner prescribed by the legislation of the Republic of Belarus.
In order for a foreign economic transaction to be recognized as concluded, its parties must reach agreement on the essential terms. Essential are: a condition on the subject of the contract (the name of the transferred goods, the work performed, the specified service, etc.); other conditions (price, deadlines, quantity, location of property, its composition, etc.), which can be classified as essential in cases where they are named as such in the legislation for contracts of this type (for example, the name and quantity of goods for a contract purchase and sale or denomination, the amount of leased property and the amount of rent under the lease agreement, etc.).
According to the Civil Code, if the parties fail to reach an agreement on at least one of the essential conditions, the contract is considered not concluded. It is necessary to approach foreign trade agreements more carefully.
In accordance with the norms of the Regulations on the procedure for monitoring the conduct of foreign trade operations by legal entities and individual entrepreneurs, approved by Decree of the President of the Republic of Belarus dated 4.01. 2000 No. 7 "On Improving the Procedure for Conducting and Controlling Foreign Trade Operations" (hereinafter referred to as the Regulations), the obligation of legal entities and individual entrepreneurs to provide in a foreign trade agreement for the presence of:
- dates and places of conclusion of the contract,
- the subject matter of the contract,
- quantity, quality and price of goods,
- terms of calculation and delivery,
- currency of payment,
- terms of delivery of goods,
- liability of the parties,
- procedure for resolving disputes,
- as well as the names, legal addresses and bank details of the contracting parties.
At the same time, these provisions can be defined both in the text of the agreement itself and in its accompanying annexes, additional agreements and specifications.
All the same Instruction No. 151 stipulates that the bank refuses to endorse the transaction passport to the client if the foreign trade agreement, taking into account all the annexes, does not contain information about the currency of payment, the terms of payment (advance payments and / or payment upon delivery).
A foreign trade contract may contain elements of other types of contracts and, accordingly, their essential terms, however, a foreign trade contract should be considered as a contract, the terms of which are essential in accordance with the Regulations. At the same time, in accordance with the currency legislation, the bank is not entitled to make payments to the client on the basis of agreements that do not provide for all essential conditions according to the Regulation.
The process of concluding a foreign trade agreement is facilitated by the use of "basic terms of delivery" - abbreviations for the typical terms of an agreement on the international sale of goods - INCOTERMS (international rules for the interpretation of trade terms). With their help, in the contract, in addition to the obligations of the parties and the terms of delivery, the moments of transfer of risks from the seller to the buyer can also be prescribed. But the question of the transfer of ownership of the goods is determined in the contract itself or in accordance with the applicable law.
One of the important constituent parts of any foreign trade agreement, the currency terms of the agreement act: the currency of the price of the agreement, the currency of payment, the conversion rate of the currency of the price into the currency of payment, clauses that protect the parties from currency risks.
Price currency is the currency in which the price of goods is set in a foreign trade agreement or the amount of an international loan is expressed. The currency of the price is set to insure the risk of changes in the exchange rate of the payment currency.
Currency of payment - the monetary unit in which goods are paid for in a foreign trade operation. If it does not match the transaction currency, the conversion rate is used to convert the transaction currency into the payment currency.
It is very important in the contract to provide for the timing of the foreign trade operation, taking into account the norms of the currency legislation of the Republic of Belarus.
Terms of carrying out foreign economic operations are provided for in clause 2.6. Decree of the President of the Republic of Belarus dated 04.01. 2000 No. 7 "On improving the procedure for conducting and controlling foreign trade operations" (hereinafter - Decree No. 7).
Legal entities and individual entrepreneurs are obliged to provide for foreign economic operations:
admission Money from the export of goods (works, services) no later than 90 calendar days from the date of shipment of goods, performance of works, provision of services, and from the export under contracts of commission of goods (works, services) produced by residents of the Republic of Belarus - no later than 180 calendar days;
performance of work, provision of import services no later than 90 calendar days from the date of payment for the work performed, services rendered;
receipt of goods for import no later than 60 calendar days from the date of payment for goods;
receipt of goods, performance of work, provision of services in the non-monetary form of termination of obligations under a bilateral foreign trade agreement (with the exception of agreements under which an assignment of a claim or transfer of a debt is carried out), providing for an equivalent exchange of goods, or other transactions for which raw materials, materials, components are supplied , semi-finished products, equipment and energy carriers used for own production, no later than 60 calendar days from the date of each export shipment.
The Decree also defines what should be considered the date of shipment (receipt), performance of work, receipt of funds from export, payment for import:
- the date of shipment (receipt) of goods under a foreign trade agreement is the day of their customs clearance in the customs regimes provided for by the Customs Code of the Republic of Belarus (except for transit). If, in accordance with the legislation, customs clearance is not carried out, the date of shipment of goods is the date of their release from the warehouse, produced in the prescribed manner, and the date of receipt of goods is the date of their receipt by the importer in the prescribed manner.
- the date of performance of work (rendering of services) is the date of signing by the parties of the act of acceptance and delivery of the work (services) performed, in the case of international transportation - the date of receipt of the goods by the consignee, noted by him in the shipping documents, in the case of the provision of services for processing the customer's raw materials - the date of shipment ( receipts) of finished products made from these raw materials;
- the date of receipt of funds from the export of goods (works, services) is the date of their transfer to the exporter's account in the servicing bank, in cases provided for by law - to accounts in foreign banks;
- the date of the import payment is the date of debiting the funds from the importer's account. In the case of using a letter of credit form of payment, the date of payment is the date of debiting funds under a letter of credit from the importer's account (carrying out payment under a letter of credit);
The deadlines for receipt determined by Decree No. 7:
cash from the export of goods (works, services), as well as goods (works, services) in the non-monetary form of termination of obligations under a bilateral foreign trade agreement (with the exception of agreements under which an assignment of a claim or transfer of a debt is carried out), providing for an equivalent exchange of goods, or otherwise operations for which raw materials, components, semi-finished products, equipment and energy carriers used for own production are supplied, are calculated from the date following the date of each export shipment according to a separate customs declaration or each stage of the performance of work, the provision of services, drawn up by a separate act on acceptance and delivery of work performed, services rendered or other document provided for by law;
of goods, performance of work, provision of import services are calculated from the date following the date of each payment made, issued by a separate payment document, each export shipment, each stage of performance of work, provision of services, executed by a separate payment document in accordance with the requirements of Decree No. 7.
Compliance with the deadlines for conducting foreign trade operations specified by law is mandatory, since, in accordance with Decree No. 7 to legal entities and individual entrepreneurs of the Republic of Belarus are subject to economic sanctions for unauthorized exceeding the deadlines for conducting foreign trade operations - in the amount of up to 2% of funds not received in due time (the value of funds not received in fixed time goods, works not performed, services not rendered) for each day of exceeding the deadline, but not more than the amount of the specified funds not received within the established period (the cost of goods, works not performed, services not provided within the established period).
etc.................