TRA LI 120 CU HOI

VN AP GIAO DICH TMQT

y la phn t p hp cac cu tra li cho b 120 cu hoi GD ma chung ta co
c thc hi n bi nhom minh gm 4 ngi: L Huyn, Chi, Ngoc va Ngoc Huyn,
kinh t i ngoai k48. Phn tra li con nhiu thiu sot, trong qua trinh tham khao
cac ban hay chu ng b sung vao nhng phn o. Va nu ban nao co thi n y giup
hoan thanh b tra li nay thi xin email vao ia chi:
sinhvienngoaithuong47@gmail.com. Chung minh xin chn thanh cam n. Chuc
cac ban co m t ky thi thanh cng !
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

u thu

+ PT giao dch c bi t c t chc

cng khai ti m t thi im, a im
nht nh, ti hh c b thnh tng
l, tng t ngi mua cnh tranh
nhau v hh se c bn cho ngi no

+ T hh/dv l hot 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
1

tr gi cao nht
-

Do ngi bn t chc cng khai.

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

cu do bn mua t ra, k kt v thc

hi n hp ng. TN c la chon goi l
bn trng thu.
- 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. Moi ngi oc 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 dch hng ha l hot
ng TM, theo cc bn thoa thu n thc hi n vi c MB m t lng nht nh
ca m t loi hh nht nh qua S GDHH theo nhng tiu chun ca SGDHH vi
gi c thoa thu n ti thi im giao kt H v thi gian giao hng c xc
nh ti m t 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 thoa thun gia cc ng s c tr s thng mi ti cc quc gia khc
nhau, theo mt bn goi l bn bn ( bn XUT KHU) c ngha v chun vo
quyn s hu ca mt bn khc goi l bn mua ( bn NHP KHU) mt ti sn
2

nht nh ( hng ha); bn mua c ngha v nhn hng, thanh ton cho bn bn v
c quyn s hu hng ha theo thoa 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 chon 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 bo 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

Nh thu

LC l s thoa thun m ngn hng theo L phng thc thanh ton m qua
yu cu ca bn mua cam kt se tr tin ngn hng se tip nhn cc chng t
3

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

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.

12.LC l g? LC ko hy ngang l g? ( cu ny c th xem r hn phn pha

sau)
* LC l s thoa thun m ngn hng theo yu cu ca bn mua cam kt se 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 bo ni dung ca n cho d
ngi yu cu m tn dng c ra lnh hy bo/ thay i i chng na. Nh vy, th
tn dng hy ngang se 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, hoi
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
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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 goi 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; vbn 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,
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hoc t thi im nhn c thng bo nu thng bo khng c gi kp thi.

Nu khng gi thng bo se th bn phi chu trch nhim bi thng tn tht
m le 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: Trong ti v cc phng thc gii quyt tranh chp la chon Trung tm
trong ti thng mi quc t v Trung tm Trong ti quc t Vit Nam
14. Th no l trong ti? c im? phn loi (hoi thm, cc bc x = trong ti)

* Trong ti l cc t nhin nhn hoc php nhn c cc bn thoa thun se gii

quyt tranh chp pht sinh t hp ng.
* c im ca trong ti.
- Thm quyn gii quyt ca trong ti da trn s thoa thun ca cc bn.
- Phn quyt ca trong ti c gi tr trung thm i vi cc bn.
- Trong ti thng mi quc t l mt ch nh b gii hn. Trong trng hp thoa
thun trong ti c quy nh nhng vn nm ngoi thm quyn gii quyt ca
trong ti theo lut trong ti nc .
- Php lut v trong ti ngy mt pht trin v hon thin.
* Phn loi trong ti:
- Trong ti quy ch.
Trong ti quy ch l hnh thc trong ti c thnh lp di dng cc trung tm, t
chc hoc hip hi, c c cu t chc cht che, c tr s c nh. Hu ht cc t
chc trong ti u c Quy tc t tng trong ti ring, mt s c Danh sch trong ti
vin ring.
- Trong ti v vic:
Trong ti v vic c th c hiu l hnh thc trong 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. Trong tai v vic co ngha la trong tai khng c
tin hanh theo quy tc cua mt t chc trong tai thng trc. Do cac bn khng
bt buc phai tin hanh trong tai theo quy tc cua mt t chc trong tai thng
trc, ho co th t do quy inh quy tc t tng ring. Noi cach khac, trong tai v
vic la trong tai t tin hanh (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:
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- 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 (oc 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 (hoi 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.(hoi 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 khoi container.
10

- 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 hong hc do cht
lng tu bo qun km th chi ph v tn tht thuc v ai?

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* 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 hoi thy nhng cha thy thy rep g c
nn t tr li theo hiu thi, moi 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 hong 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 hong 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)

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29. Khi nim Incoterms? Lu khi s dng Incoterms? (trng)

30. iu khon trong ti?(trng)
31. Qu trnh giao hng ng trong container?
Giao hng ng trong container c 2 loi:
1. Giao hng l( LCL: Less than container load): Ap dng trong trng hp hng
ca ch hng khng cht y 1 container nn phi 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.) ng hng v giao hng cho ng chuyn ch. Ng
chuyn ch c nhi m v cp cho ch hng chng t v n ti v ng hng ca ch
hng vo vi container ca ch hng khc.
2. Giao nguyn container( FCL: Full container load): p dng cho trng hp
lng hng ha ln ng vo 1 container. Ngbn thu container rng v c s
ca mnh, thc hi n ng hng di s chng kin ca cc bn, khi hon thnh,
tin hnh nim phong kp ch cho container. Sau ng bn se ch container ti
CY( Container Yard) giao hng cho ng chuyn ch. Ng bn nh n c 1 chng t
v n ti thng thng( theo Incoterms) nhng thc t cn phi ly c v n n
( theo UCP 600). Ng bn phi thng bo cho ng mua nhng thng tin lin quan ti
l hng ng mua sp xp hp ng bo him cho l hng, thc hi n th tc
thng quan v nh p hng ni n.
32. Lit k phiu ng gi? ng gi chi tit?
Phiu ng gi( Packing list): l bng k khai tt c hng ha g trong m t ki n
hng( hm, h p, container) v..vPhiu ng gi c t trong bao b sao cho ng
mua c th d dng tm thy, cng c khi c trong m t ti gn bn ngoi bao b.
Phiu ng gi ngoi dng thng thng, c th l dng Phiu ng gi chi
tit( Detailed packing list) nu n c tiu nh v y v n i dung tng i chi
13

tit, ho c l Phiu ng gi trung l p( Neutral packing list) nu n khng ch ra

tn ng bn. Cng c khi ng ta pht hnh loi Phiu ng gi kim bn k trong
lng. (Packing and Weight list).
33. iu khon bao b?( Tham kho chi tit hn trong sgt 109-112, phn di y
l ghi chp bi ging ca c Ngoc )
Trong hot ng thng mi, bao b gi mt v tr rt quan trong 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 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 thu n nhng yu cu chi tit v bao b:
- Cht liu sn xut bao b: Ty c im tng hng ha.
- Hnh thc bao b: Dng thng, sott n dng ti da dung tcch thng hng v
thit k n gin.
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- S lp bao b v cu to mi lp.
- Sc cha ca bao b: khi lng mi bao phi ph hp vi quy nh ca ngnh
hng v t p qun ca cng giao nh n.
- Gia c bao b: ai, np
Yu cu cc bn phi c kin thc, kinh nghi m trong lnh vc thng phm hoc
v phng thc v n ti.
V phng thc cung ng bao b v gi c bao b( Tham kho gt)
34. Hp ng mua bn hng ha quc t l g?
Hp ng mua bn hng ha quc t cn goi l hp ng xut, nh p khu hay hp
ng mua bn ngoi thng, l s thoa thu n gia ng s c tr s kinh doanh
cc nc khc nhau, trong m t bn c go l bn Xut khu( bn bn) c ngha
v chuyn vo quyn s hu m t bn khc c goi l bn nh p khu( bn mua)
m t ti sn nht nh l hng ha ; Ben mua c ngha v tr tin v nh n hng.
- c im+ iu ki n hi u lc+ n i dug ch yu tham kho gio trnh trang 6772.
35. Cc chng t php l khi nhn hng?
Khi nhn hng nhp khu, ngi giao nh n 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 hong v
Bin bn gim nh phm cht
Bin bn gim nh s trong lng
Bin bn gim nh ca cng ty bo him
Th khiu ni
Th d khng
15

..........
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
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 hong b (Cargo outum report- COR)
Trong qu trnh d hng ra khoi tu ti cng ch, nu pht hin thy
hng ho b h hong 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 goi l bin bn xc nhn hng h hong o 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.
16

e. Bin bn gim nh s lng/ trong lng

y l chng t xc nhn s lng, trong lng thc t ca l hng
c d khoi phng tin vn ti (tu) nc ngi nhp khu. Thng
thng bin bn gim nh s lng, trong 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
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 hong lm c
s tnh ton tin i bi thng.
36. Hon gi?
Hon gi( Counter-offer) l bc th ba trong cc bc giao dch thng thng
trc tip, l s m c c v gi c ho c iu ki n giao dch. Khi ng nh n c
cho hngko chp nh n hon ton cho hng , m a ra ngh mi th ngh
ny l tr gi( Bid). Khi c s tr gi, cho hng trc coi nh hy bo. Trong bun

17

bn quc t, mi ln giao dch thng phi tri qua nhiu ln tr gi mi kt thc.

Nh v y, hon gi bao gm nhiu s tr gi.
37. Mua bn i lu?
Mua bn i lu (Counter-trade) l m t phng thc giao dch trao i hng ha
trong xut khu kt hp ch t che vi nh p khu, ng bn ng thi l ng mua,
lng hng giao i c gi tr tng xng vi lng hng nh n v. y mc ch
xut khu khng phi thu v m t khon ngoi t m nhm thu v m t hng ha
khc c ga tr tng ng.
( tham kho thm gt 15-22)
38. Cc bc giao dch thng thng?
C 5 bc giao dch thng thng trc tip:
1. Hoi hng
2. Pht gi( Cho hng, t hng)
3. Hon gi
4. Chp nh n
5. Xc nh n
39. Khi nim, c im, phn loi ti xut?
1. nh ngha: Giao dch ti xut l xut khu tr ra nc ngoi nhng hng ha
trc y nh p khu, cha qua ch bin nc ti xut.
Giao dch ti xut bao gm nh p khu v xut khu vi mc ch thu v m t
lng ngoi t ln hn vn bo ra ban u. Giao dch ny lun thu ht ba nc:
nc xut khu, nc nh p khu v nc ti xut. V v y giao dch ti xut cn c
goi l giao dch 3 bn hay giao dch tam gic( Triangular transaction).
2. c im:
a) Ng bn va l ng mua.
b) Sau mi chuyn hng u c vi c thanh ton bng tin.
18

3. Phn loi:
Ti xut theo ng ngha: hng ha i t nc xut khu ti nc ti xut ri li c
xut khu t nc ti xut sang nc nh p khu.
Chuyn khu: hng ha t nc xut khu sang trc tip nc nh p khu, nc ti
xut thu tin ca nc nh p khu v tr tin cho nc xut khu
Tham kho thm gt 28-30.
40. ngha ca vic thng bo giao hng?
-V thng bo giao hng :Tham kho gt trang 124
- ngha: V d vi k FOB c quy nh 2 ln thng bo:
+ thng bo trc khi giao hng: Ng mua thng bo v tn tu, a im v t/gian
giao hng yu cu. Nu ng mua ch m thng bo, ng bn se chon phng ti n v
moi chi ph pht sinh do ng mua chu.
+ thng bo sau khi giao hng: ng bn thng bo cho ng mua v hng ha c
giao: SL, a im giaonh ng mua se hon thi n th tc bo him cho l
hng sau khi nh n c thng bo ny. Nu ng bn ch m thng bo m trong thi
gian giao hng v hon thi n hp ng bo him c xy ra ri ro th ng bn phi
chu trch nhi m.
Do v y , c th thy vi c thng bo giao hng c ngha h tr cho c hai bn
trong vi c nh n thng tin v c nhng hnh n g ph hp trong qu trnh giao
nh n hng ha.
41. L/C hy ngang
Th tn dng L/C l m t cng c quan trong ca phng thc thanh ton th tn
dng
L/C l m t bn cam kt ca ngn hng m L/C se tr tin cho ng xut khu nu ho
xut trnh b chng t ph hp vi quy nh trong L/C.
L vn bn php l iu chnh mi quan h gia ngn hng v ng mua.

19

Ngn hng m L/C cn c v hp ng mua bn hng ha nhng L/C sau khi l p

th hon ton c l p vi hp ng mua bn.
L/C hy ngang ( Revocable L/C ) l loi th tn dng m ngn hng m( tc l
ngn hng pht hnh) c th sa i ho c hy bo vo bt c lc no m khng cn
s chp thu n ca bn bn( ngi hng). V v y, L/C hy ngang khng phi l
m t cam kt c li cho ng bn trong vi c thanh ton tin hng.
42. Cc bin php nghip v ti s giao dch hng ha?
1. Cc hot ng mua bn:
+ Giao dch k hn
+ Giao dch giao ngay
2. Cc hot ng bo him
+ hp ng v quyn chon
+Nghi p v t bo him.
(Tham kho chi tit gt 40-41)
43. Trng lng giao hng?
iu ki n S lng :
1. n v tnh
2. PP quy nh s lng
3. PP xc nh trong lng
(gio trnh 104-109)
44. Khi nghin cu th trng trong nc th phi nghin cu nhng j?
Trc khi bc vo m t giao dch mua bn hng ha quc t, cn c cc bc
chun b, bao gm 2 b ph n ch yu:
1. Nghin cu tip c n th trng.
2. L p phng n kinh doanh.

20

Trong bc 1, khi nghin cu th trng trong nc, ngoi vi c nm vng tnh

hnh th trng trong nc v cc ng li, chnh sch, lu t l quc gia c lin
quan ti hot ng kinh t i ngoi, n v kinh doanh cn phi:
1. Nh n bit hng ha
2. Nm vng th trng
3. La chon khch hng
Chi tit mi phn: gt 150-157.
45. Chun b hng ha xut khu?
Thc hi n cam kt trong hp ng xut khu, ch hng xut khu phi tin hnh
chun b hng xut khu . Cn c l hp ng k ho c/v L/C.
Cng vi c chun bb hng ha xut khu bao gm 3 khu:
1. Thu gom t p trung m thnh l hng xut khu
2. ng gi bao b hng xut khu
3. K k m hi u hng xut khu
( gt 210-215)
46. Cch tnh trng lng b?
Trong lng c b l trong lng ca hng ha cng vi trong lng ca cc loi
bao b hng .
Gt trang 107
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
21

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 nho b.
48. Phn bit tu chuyn, tu ch?
Trong m t s k c s giao hng ( CIF or FOB) th ch hng xut khu phi thu
tu bin ch hng. C th thu:
Tu chuyn ( Bulk Cargo): hng thu nguyn m t con tu v l hp ng v n ti
v thi gian, a im v cch thc bc d hng. Thng thng tu chuyn l tu
nho, khng c cn cu nn chi ph bc d hng c tnh ring.
Tu ch( Liner): Ch hng tm 1 con tu c lch trnh c nh v thi gian ph hp
giao hng. Chi ph bc d hng c tnh trong chi ph v ri ro c chuyn cho ng
chuyn ch khi cn cu mc vo hng ha.
49. c im iu kin CFR?
Cc bn c th tham kho tt c trong Incoterms. Cn theo slide c Ngoc, c
im dk CFR:
Vi c v n ti do ng bn sp xp. Hp ng v n ti phi ghi r im giao
hng ni i v nh n hng ni n, hp ng phi c l p theo cc k thng
thng, lch trnh thng thng v phi ph hp vi c im ca hng ha
Chng t v n ti ging CIP, CPT.
Ri ro chuyn t ng bn sang ng mua k t khi hng ln tu ti cng i.
Ranh gii phn chia chi ph l ti cng ch.
Chi ph: gi FOB+ cc ph

22

50. Vit nam dng h thng o lng j?

BNG N V O LNG HP PHAP 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.
51. So snh trch nhim ngi bn ca CIF v FOB?
iu ki n

CIF

FOB

Trch nhi m
ca ng bn
52. Chuyn khu?
Giao dch ti xut, tham kho gt tr 28-30
53. ngha C/O?
Chng t ny cn thit cho hi quan ty theo chnh sch nh nc m v n
dng cc u i kho tnh thu. N cng cn thit cho kim sot ch hn ngch .
ng thi trong chng mc nht nh, n ni ln phm cht hng ha- nht l
nhng th sn- bi v c im a phng v iu ki n sn xut c nh
hng ti cht lng ca hng ha.
Chi tit trong gt tr 283
54. u im ca trng ti?
iu ki n trong ti : gt tr 139-141
55. u gi vi u thu khc nhau ntn?

23

Ging: u l m t phng thc hot ng thng mi.

Khc:
KN

u gi
Ng bn hng t mnh lm

u thu
Bn mua hng ha thng qua

ho c thu t chc u gi

mi thu lac chon trong cc

thc hi n vi c cng khai

thng nhn tham gia u thu

bn hng ha chon c ng

ng c th p ng tt nht cc

mua tr gi cao nht.

y/c do bn mi thu t ra v c
la chon k kt v thc hi n

M t hng

Bn cht

Kh tiu chun ha, v d:

hp ng( trng thu)

M t hng ln( thit b ton b ),

da, lng th, len th, ch,

hng c bi t( thc n cho t

hng li u, rau qu

nhn), m t hng t p hp thnh

Chon ng mua tt nht

chui thit b
Chon ng bn tt nht

56. H thng o lng thng mi?

Gio trnh tr 105
57. Cc iu khon thu tu theo CIF?
iu ki n CIF : Hp ng v n ti, khon A3 tr 108 Incoterms 2010
58. Hin trng xem hng trc?
Ci ny khng bit phn no na Ch c Th tc xem hng trc khi khai
hi quan???
59. Quy nh cht lng theo cc ch tiu i khi quen dng?
Gio trnh tr 100-101
60. Phn bit hp ng thng mi v hp ng thng mi quc t?
Hp ng thng mi quc t l:
24

 Hp ng mua bn: + Bn bn cam kt chuyn vo quyn s hu ca bn

mua m t loi hng ha, dch v v c nh n m t khon tin tng ng
tr gi hng ha v dch v .
+ Mang tnh cht n b, song v
C cc yu t quc t: +Cc bn k kt hp ng c tr s thng mi cc
nc khc nhau
+Hng ha : di chuyn qua bin gii.
+ng tin thanh ton l ngoi 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.
25

- 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
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 se 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

26

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,trong 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)
Vn n hng hi (Ocean Bill of Lading)
Chng nhn bo him (Insurance Policy)
Chng nhn xut x (Certificate of Origin)
Chng nhn trong 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.
Chung ti cam kt vi nhng ngi ky phat hoc ngi cm phiu trung thc
rng cac hi phiu c ky phat va chit khu ph hp vi cac iu khoan cua th
tn dng nay s c thanh toan khi xut trinh va cac hi phiu c chp nhn
theo iu khoan cua tn dng s c thanh toan.
B.Nhng ch ca nh xut khu:

27

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 chon 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 chon 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;
partial shipment allowed:
+ during October 2000: 100 MTS
+ during November 2000: 100 MTS

28

- Giao hng nhiu ln nhng quy nh gii hn trong 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 trong
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 phai nu j na trong phn
nay vi cac iu kin quy inh khac v gia ca nh ng tin tnh gia, giam gia,
phng phap quy inh gia la phai quy inh trong hp ng ging nh tt ca cac
iu khoan giao hang khac)
65.So snh hnh thc thanh ton nh thu v thanh ton bng L/C

29

* 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 trong lng hoc kch thc ca nc giao hng hoc ca
Hoa K;
* 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 doc mn tu ti cng xut khu n doc 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,
30

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 tong 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 se c s dng thanh
ton tng ln v thanh ton chnh thc se c thc hin khi hon thnh giao hng
ln cui .
Khi gi c hng ho se c xc nh ti mt thi im sau khi hon thnh giao
hng
Khi t l tng hoc gim gi se c xc nh ni hng n cn c vo s bin
i ca phm cht hng ho hay khi trong long hng ho pht sinh trong qu
trnh chuyn ch
Khi gi c hp ng l gi tm tnh, cn gi chnh thc se 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 goi 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
L ho n c s xc nhn ca Phng Thng mi v cng nghip nc ngoi bn

31

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
hoc s dng ho n trung lp, tcl laoi 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 mot 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, o 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.
32

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 moi 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:
+ 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
thoa 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

33

*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 cai nay, search ko co, moi 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 thoa thun thm nhng quy nh khc tri
vi incoterms.
- incoterms do ICC ban hnh, c cc bn thoa thun dn chiu trong hp ng
nhng ko c ngha mc nhin rng ICC l trong 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 chon iu kin FCA, CPT, CIP thay cho FOB, CFR, CIF.
- VN, nn la chon iu kin Incoterms sao cho VN dnh c quyn thu tu v
mua bo him hng ha.
69.iu kin trong ti thng mi
Trong giao dch, cc bn thoa thun gii quyt cc tranh chp bng trong ti. Khi
, 2 bn phi x r hnh thc trong ti lTrong ti quy ch (trong 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 trong ti) hay trong ti v vic (cc bn
phi quy nh tt c nhng g lin quan n vic thnh lp v cch hot ng ca
ban trong ti ).
Nu thoa thun chon hnh thc trong ti v vic th nhng vn cc bn cn quy
nh, thoa thun gm:
- a im trong ti (nc nk, nc xk hay nc th 3 no )
- Trnh t tin hnh trong ti
- Lut dng xt x: c 2 bn thoa thun trc hoc do y ban trong ti chon
hoc c chon cn c vo a im trong ti.
- Chp hnh ti quyt: do 2 bn thoa thun trc.
34

70.Quy trnh ng trong container v khiu ni:

* ng container:
- 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 hong, thiu ht,. mt mt th cn lp h s khiu ni ngay ko bo 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
trong 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 hong, gim
gi hng ha,
Nu khiu ni ko c gii quyt, 2 bn c th kin ra ta n hoc hi ng trong
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 gon m ko b h hong.
- thng (thng g, thng nhm, thp,): ng hng ha cht long, bt v 1 s loi
hng ha khc.

35

+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 chon 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 ong goi va ban k chi tit t ko hiu lm ma 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 moi ri ro v ph tn
lo liu vic chuyn ch v a im ch
- FCA:
- CPT
- CIP
- DAT
- 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

36

+ giy chng nhn s lng

+ giy chng nhn trong 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 hong
+ 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
+ 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.
37

- 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 se 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 trong ti TM (139)
+ thoa hip trong ti: cc bn thoa thun a tranh chp ra 1 hi ng trong
ti.
+ t chc y ban trong ti: 2 cch: c1- mi bn chon 1 trong ti, cc trong ti
chon ra 1 trong ti t3 lm ch tch y ban trong ti, c2- hai bn cng chon ra
1 trong ti xt x.
+ tin hnh xt x: y ban trong ti x ngy h xt x v thng bo cho cc
bn. n ngy xt x, hi ngh se 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
trong ti th phin ta cng coi nh chm dt.
+ ti quyt: q ca trong 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 trong ti: thng l do bn thua kin chu, tuy nhin cn ty thoa
thun ca cc bn.
- lut p dng: do 2 bn quy nh trc hoc do y ban tong ti chon hoc cn
c vo a im trong ti
76.Cc bc GD thng thng, cc bc thc hin hp ng:
a. hoi 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).

38

b. cho hng: l li ngh k kt hp ng t bn bn, gm: ch , ni dung,

hnh thc,s lng.
- 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.
39

*co 1 ban lam cu nay nh th nay nhng t ngh y la cach c quan hai
quan thc hin lam thu tc hai quan cho hang hoa thi ung hn, con cu hoi
la nhng vic chu hang phai lam xin thu tc hai 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
+ 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 goi 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 bo 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 (cai nay t i chp c cua
ng khac, ko bit ung 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
40

* 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?
Xac inh 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 thi trng
Tm kim thng tin
Phn khc th trng
Quy m v trin vong tng trng
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.

41

- 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 Thoa 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 hoi v cach thc xut khu gao :-??
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 o khng qu 4%
84.u im s dng trng ti
42

Hiu lc ca quyt nh trong ti

Tnh b mt
Tnh lin tc
Tnh linh hot
Tit kim thi gian
Duy tr c quan h i tc
Trong ti cho php cc bn s dng kinh nghim ca cc chuyn gia.
Tnh chung thm v hiu lc ca quyt nh trong 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 chon dung sai
Gi dung sai: gi theo gi hp ng, gi th trng,

43

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 chon ra cch no
hiu qu hn khi cho li sut v gi trong FOB v CIF
=> phn nay trong bai 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 vao mu hang
2) Da vao s xem hang trc
3) Da vao hin trang hang hoa
4) Da vao phm cp hoc tiu chun
5) Da vao tai liu k thut
6) Da vao quy cach cua hang hoa
7) Da vao dung trong hang
8) Da vao cac chi tiu ai khai quen dng
FAQ: Phm cht bnh qun kh
GAQ: Phm cht bnh qun tt.
GMQ: Phm cht tiu th tt
9) Da vao ham lng cht chu yu trong hang hoa
10) Da vao s lng thanh phm thu c t HH
11) Da vao nhan hiu hang hoa
12) Da vao m ta hang hoa
Kim tra cht lng: Inspection
1) ia 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
44

 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 chon)
* 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 chiu, co gi 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 hop ng y thc gia
nguwoif y thc vi TGTM
B, L do s dng TG
Do cc kh khn v tnh hnh th trng
- 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

45

 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 ong 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
46

- Ch a din cho 1 bn
- 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.

47

- L hot ng thng mi theo mt bn mua hnh ha v dch v thng

qua mi thu( goi l bn mi thu) nhm la chon trong s cc thng nhn
tham gia u thu ( goi l bn d thu) thng nhn p ng tt nht cc
yu cu do bn mi thu t ra vsf c la chon k kt v thc hin
hp ng( goi 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
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 chon nh thu
8. Thng bo kt qu v k hp ng
9. Bn trng thu t coc 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 goi l mu hng, do ngi bn a ra v c ngi mua thoa
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 vngbc 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)
48

+ 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 goi l b hon mua cn bn bn tr
cho bn mua goi 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 tng ln, th se b l ngoi
mong mun. trnh ri ro Cng ty A se 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

49

- 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 se 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 se
dung hi piu nh ngn hng thu tin h mnh
5. Tn dng chng t: l s thoa thun m ngn hng theo yu cu ca bn mua
cam kt se tr tin cho bn bn hoc cho bt c ng no theo lnh ca bn bn
50

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 san phm va tra tin gia cng
+ Mua t ban oan: Bn t gia cng bn t nguyn liu cho bn nhn gia cng
v sau thi gian sn xut, ch to se 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
ong 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 ho 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 ho. 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 coc
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 khoan gon: 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
51

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 .
Ngoai ra ngi ta con ap dng phng phap: 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, con goi la 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.
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
goi 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 hoi 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

52

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 se 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, se 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 se 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 se 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 se 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 phong)
+ 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 hop 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

53

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 hoc, k thut.v.v. Lin quan cht che
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 thoa 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 goi 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
54

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 hop ng
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 hop 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 thoa 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 thoa 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
55

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 thoa 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 thoa thun vi nhau
mt thi im no v nhng nguyn tc no da vo hai bn se gp
nhau xc nh gi. V d: nguwoif ta c th quy nh trong hp ng rng gi c se
c xc nh thoe thoa 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
se 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 thoa 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 thoa 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
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

56

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 hong
hng ha din ra trong thi gian ngi vn ti chu trch nhim, c th c
57

trong thc t, th vn se 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 chon iu kin FCA, CPT hay l CIP, khi ri ro, mt mt hay
h hong 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
- 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 chon ca mt trong hai
bn. Vd : trong vng 6 thng sau k kt hp ng ty theo s la chon ca
nguwoif bn
Thi gian giao hng ngay
giao ngay
giao gp
cng sm cng tt
- M: giao hng ngay l giao tong 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 xac inh ia im giao hang
- iu kin c s giao hng
- Phng thc vn ti
58

- Thoa thun cc bn trong Hp ng

Cach quy inh trong Hp ng
- Cng bc hng : Port of Departure
- Cng n : Port of Destination
Mt a im xc nh hay quy nh chung chung.
Cang Hai phong hay Bt ky cang nao cua 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 hoa( 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.
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 doc 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
59

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) CAC GI THIT AP 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, ho 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
60

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.
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 ho vi gi n v thp hn nu lng hng c t mua ln hn. Thc t ny
goi 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 hong 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 se gim. Cng thc tnh chi
ph:

61

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 chon mc c tng chi ph
nho 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 se
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 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
62

- 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 nho
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 moi lc, moi 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 gioi 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
Giao hng
63

 Giao hang ri
Giao hang ong 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 khoi bo 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 se 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
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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
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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