K THUT NGHIP V

NGOI THNG

M mn hc: 706001
B mn: Qun tr kinh doanh quc t
Khoa Qun tr kinh doanh
Trng i hc Tn c Thng
Ngi son: ThS. Hunh Tun Cng 1
Email: thaycuong@gmail.com
 KT QU HC TP
Sau khi hon thnh mn hc, SV c bn s t
c nhng kt qu sau:
- Sinh vin c kin thc c bn v tng quan
cc hot ng lin quan n xut nhp khu,
k nng giao dch, son tho, t chc thc
hin hp ng.
- Sinh vin c kh nng thuyt trnh, phn
bin 1 vn .
 NOI DUNG CUA MON HOC
Gm 4 chng:

- Gii thiu mn hc
1. Cc iu kin thng mi quc t - Incoterms 2000
2. Giao dch m phn hp ng xut nhp khu
3. Thuyt trnh ti
3. Hp ng xut nhp khu
4. T chc thc hin hp ng xut nhp khu v thuyt trnh
 GIO TRNH & TI LIU THAM KHO
Gio trnh chnh:
TS on Th Hng Vn, K thut ngoi thng, NXB thng k,
H Ni, 2000
Ti liu tham kho:
+ V Hu Tu, K thut nghip v ngoi thng, NXB gio dc,
H Ni, 2002.
+ TS V Thanh Thu TS on Th Hng Vn, Thc hnh kinh
doanh xut nhp khu ti Vit Nam, Gio trnh Trng i
hc kinh t TPHCM.
+ TS Nguyn Trng n, Hp ng kinh doanh quc t, NXB
Tr, TPHCM, 2000.
+ Tp bi ging mail cho SV
+ Website : www . smenet.com.vn; www .customs.gov.vn; www
.mot.gov.vn; www .itpc.hochiminhcity.gov.vn
+ Bi c thm v bi tp mail cho SV sau mi bui hc
 CCH THC HC TP
- Tham d tt c cc bui hc l thuyt
- Cch kim tra 10%: Mi bui hc SV phi chun b bi theo
hng dn GV, trong gi hc s gi 5-15 SV tr li cu hi, ni
dung cu hi ri vo phn chun b bi, phn bi tp giao v
phn ging bui hm trc. Ly im bnh qun.
- Cch kim tra 20%: chia lp thnh nhiu nhm, 2 nhm xp
thnh 1 cp c giao 1 ti v chun b trong vng 7 tun. n
ngy qui nh mi cp s bc thm chn i thuyt trnh. Sau thi
gian, i thng s c 8-10 im, i thua s c 4-7 im.
- Cch kim tra 70%: thi theo hnh thc trc nghim theo t tp
trung ca trng.
 CCH NH GI

KIEM TRA LAN 1-10%: Cui mi bui hc

u gi tn ngu nhin SV ln tr li cu hi.
KIEM TRA LAN 2-20%: thuyt trnh
THI-70%: Thi trac nghiem (c s dung tai
lieu)
 Chng 1
INCOTERMS 2000
INTERNATIONAL COMMERCIAL TERMS

Cac ieu kien thng mai quoc te

Ni dung:
1/ Gii thiu v Incotems
2/ 13 iu kin Incoterms 2000
3/ La chn iu kin Incoterm
4/ Lu khi s dng Incoterms

12/17/13 706001, Incoterms 1

 KHI NIM INCOTERMS

Incoterms viet tat cua thuat ng

INTERNATIONAL COMMERCIAL
TERMS goi la cac ieu kien thng mai
quoc te do Phong thng mai quoc te ICC
(International chamber of commerce) an
hanh.

12/17/13 706001, Incoterms 2

 LCH S

Incoterms c xuat ban au tien vao nam

1936, cho en nay a c sa oi , bo sung 6
lan vao cac nam 1953, 1967, 1976, 1980, 1990
va 2000 nham lam cho cac quy tac o luon
phu hp vi thc tien thng mai quoc te hien
hanh.

12/17/13 706001, Incoterms 3

 MC CH INCOTERMS
- Rut ngan va tinh gian c hp ong ma khong
lam anh hng en quyen va ngha vu cua cac
ben.
- Phan nh c ranh gii trach nhiem gia
ngi ban va ngi mua ve cac loai chi ph (chi
ph lam thu tuc XK, NK, thue phng tien chuyen
ch, mua bao hiem, chen lot , san hang, boc, d)
va cc ph.

12/17/13 706001, Incoterms 4

 MC CH INCOTERMS

- Ranh gii trach nhiem ve nop thue va thc

hien cac thu tuc xuat khau, nhap khau.
- Xac nh thi iem va ni rui ro, ton that di
chuyen t ngi ban sang ngi mua.
- Giup cho cac ben mua, ban tranh c
nhng tranh chap khong can thiet, nhat la trong
trng hp luat phap cac nc co s giai thch
trai ngc nhau.
12/17/13 706001, Incoterms 5
CC VN LU KHI DNG INCOMTERMS

- Incoterms khong phai la luat ma ch la van ban

co tnh chat khuyen nhu, khuyen khch ngi mua
va ngi ban tren toan the gii t nguyen ap dung.
- Sau khi chn Incoterms, hai ben co quyen tang
giam ngha vu cho nhau nhng khong c lam
thay oi ban chat ieu kien giao hang.
- Trong trng hp gia Incoterms va hp ong co
nhng qui nh khac nhau th hai ben phai thc hien
theo nhng ieu a thoa thuan trong hp ong.
12/17/13 706001, Incoterms 6
 TNG QUAN INCOTERMS 2000

Incoterms gom co 13 ieu kien thng mai

chia lam 4 nhom:

* Nhom E: gom 1 ieu kien

EXW Ex Works: Giao tai xng
(a iem quy nh nc xuat khau)
ac iem: Ngi ban chu chi ph toi thieu, giao hang tai
xng, tai kho mnh la het ngha vu.

12/17/13 706001, Incoterms 7

 TNG QUAN INCOTERMS 2000

Nhom F: Gom 3 ieu kien:

FCA Free Carrier: Giao cho ngi van tai
(a iem quy nh nc xuat khau)

FAS Free Alongside Ship: Giao doc man tau (Tai cang
xep hang quy nh)

FOB Free On Board: Giao hang len tau

(Tai cang xep hang quy nh)
12/17/13 706001, Incoterms 8
 TNG QUAN INCOTERMS 2000

ac iem cua nhom F:

- Ngi ban lam thu tuc xuat khau, ngi
mua lam thu tuc nhap khau.
- Ngi ban khong tra chi ph va cc
chuyen ch van tai chnh.
- a iem chuyen rui ro ve hang hoa tai
nc XK
12/17/13 706001, Incoterms 9
 TNG QUAN INCOTERMS 2000

Nhom C: Gom 4 ieu kien

CFR Cost and Freight: Tien hang va
cc ph
CIF Cost, Insurance and Freight: Tien
hang, bao hiem va cc ph
CPT Carriage Paid To: Cc ph tra ti
CIP Carriage and Insurance Paid to:
Cc ph, bao hiem tra ti
12/17/13 706001, Incoterms 10
 TNG QUAN INCOTERMS 2000

ac iem:
- Ngi ban lam thu tuc xuat khau,
ngi mua lam thu tuc nhap khau.
- Ngi ban phai tra cc ph van tai
chnh
- a iem chuyen rui ro ve hang hoa
tai nc XK
12/17/13 706001, Incoterms 11
 TNG QUAN INCOTERMS 2000

* Nhom D: Gom 5 ieu kien

DAFDelivered At Frontier: Giao hang tai bien
gii
DESDelivered Ex Ship: Giao hang tai tau
DEQ Delivered Ex Quay: Giao hang tren cau
cang
DDU Delivered Duty Unpaid: Giao hang
thue cha tra
DDPDelivered Duty Paid: Giao hang thue a tra
12/17/13 706001, Incoterms 12
 TNG QUAN INCOTERMS 2000

ac iem cua nhom D:

- Ngi ban thue phng tien van tai va chu
moi chi ph e a hang en a iem ch quy
nh
- a iem chuyen rui ro ve hang hoa tai nc
nhap khau.
- Ngi ban mua bao hiem v quyen li cua mnh.
12/17/13 706001, Incoterms 13
2. NOI DUNG CAC IEU KIEN INCOTERMS 2000
2.1 EXW (Ex Work): Giao tai Xng.
Ngi ban hoan thanh ngha vu giao hang khi at hang
di s nh oat cua ngi mua tai c s cua ngi ban hoac
1 ni c quy nh khac (nha may, x nghiep, kho bai).
Hang hoa khong c hoan tat thu tuc hai quan XK, va
khong c chat len bat c phng tien gom hang nao.

BAN VT HQ HQ VT MUA

VT VT

EXW
Rui ro

Chi ph
12/17/13 706001, Incoterms 14
A - Trch nhim ca ngi Bn:
a. Cung cap hang hoa va bo chng t giao dch.
b. Thong bao thi gian & a iem giao hang.
c. Tra moi chi ph cho viec kiem tra ve so lng, chat lng.
d. Tra cac chi ph bao b, ong goi, ke, ky ma hieu.
e. Cung cap cho ngi mua cac thong tin lien quan en hang hoa e
ngi mua tien hanh mua bao hiem.
B - Trch nhim ca ngi mua:
a. Tra tien hang.
b. Chu chi ph va hoan thanh cac thu tuc xuat khau.
c. Thue phng tien van tai, chu chi ph, rui ro, cung nh cc ph
chuyen ch hang hoa.
d. Mua bao hiem hang hoa.
e. Nhan hang tai a iem quy nh.
f. Chu moi chi ph lien quan en thu tuc nhap khau.
12/17/13 706001, Incoterms 15
2.2 FCA (Free Carier): Giao cho ngi chuyen ch.
Ngi ban hoan thanh ngha vu giao hang cho
ngi chuyen ch c ch nh bi ngi mua tai
ni quy nh. Hang hoa a hoan tat thu tuc hai quan
XK.

BAN VT HQ HQ VT MUA

VT VT

FCA
Rui ro

Chi ph
12/17/13 706001, Incoterms 16
A - Trch nhim ca ngi Bn:
- Giong EXW.
- Hoan thanh thu tuc hai quan xuat khau.
- a hang en a iem quy nh.

B - Trch nhim ca ngi mua:

- Giong EXW
- Mien tr ngha vu thu tuc xuat khau
- Nhan hang tai a iem quy nh.

Lu y:
+ Neu giao hang tai c s cua ngi Ban th ngi ban phai chu
them chi ph boc hang len phng tien. Neu giao hang ni
khac th ngi ban khong phai chu chi ph boc hang.
+ Rui ro se chuyen sang cho ngi mua khi ngi ban giao hang
cho ngi chuyen ch au tien do ngi mua ch nh.
12/17/13 706001, Incoterms 17
2.3 FAS (Free Alongside Ship): Giao doc man tau.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c at doc man tau tai cang quy nh.
Hang hoa a hoan tat thu tuc hai quan XK.

BAN VT HQ HQ VT MUA

VT VT

FAS
Rui ro

Chi ph
12/17/13 706001, Incoterms 18
A - Trch nhim ca ngi Bn:
- Giong FCA.
- a hang at doc man tau tai cang giao hang quy nh.
- Chu them rui ro va cac khoan chi ph t c s ngi ban en
khi hang at doc man tau.

B - Trch nhim ca ngi mua:

- Giong FCA
- Giam tr rui ro va cac khoan chi ph t c s ngi ban en khi
hang at doc man tau.

Lu y:
- Theo Incoterms 1990, ngi mua phai chu them
ngha vu lam thu tuc xuat khau (ay la iem khac
biet gia Incoterms706001,
12/17/13
2000 vi Incoterms 1990). 19
Incoterms
2.4 FOB (Free On Board): Giao len tau.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c chuyen qua khoi lan can tau. Hang
hoa a hoan tat thu tuc hai quan XK.

BAN VT HQ HQ VT MUA

VT VT

FOB
Rui ro

Chi
12/17/13ph 706001, Incoterms 20
A - Trch nhim ca ngi Bn:
- Giong FAS.
- a hang qua khoi lan can tau tai cang i.
- Chu them rui ro va cac khoan chi ph t doc man tau
e a hang qua khoi lan can tau.

B - Trch nhim ca ngi mua:

- Giong FAS
- Giam tr rui ro va cac khoan chi ph t doc man tau e
a hang qua khoi lan can tau.

12/17/13 706001, Incoterms 21

Lu y:
+ Sau khi giao hang xong, ngi ban khan trng oi
MR lay B/L
+ Chu y cac bien dang cua ieu kien FOB
FOB Berth term (FOB ieu kien tau ch),
FOB Shipment to destination (FOB ch ti ch)
FOB Trimmed (FOB san hang)
FOB Stowed (FOB xep hang)
+ Khi giao hang bang container nen s dung FCA.
12/17/13 706001, Incoterms 22
2.5 CFR (Cost and Freight): Tien hang & Cc ph.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c chuyen qua khoi lan can tau. Ngi
ban co trach nhiem thue tau, tra cc ph va hoan
tat thu tuc hai quan XK.

BAN VT HQ HQ VT MUA

VT VT

CFR
Rui ro

Chi
12/17/13ph 706001, Incoterms 23
A - Trch nhim ca ngi Bn:
- Giong FOB.
- Co trach nhiem thue tau va tra cc ph van tai chnh.

B - Trch nhim ca ngi mua:

- Giong FOB
- Giam tr ngha vu thue tau va tra cc ph van tai
chnh.

Lu y: CFR = FOB + F
12/17/13 706001, Incoterms 24
2.6 CIF (Cost, Insurance and Freight): Tien hang,
Ph bao hiem va Cc ph.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c chuyen qua khoi lan can tau. Ngi
ban co ngha vu thue tau, mua bao hiem, tra cc
ph va hoan tat thu tuc hai quan XK.
BAN VT HQ HQ VT MUA

VT VT

CIF
Rui ro

Chi
12/17/13ph +I
706001, Incoterms 25
A - Trch nhim ca ngi Bn:
- Giong FOB.
- Thue phng tien van tai va tra cc ph van tai chnh.
- Co trach nhiem mua bao hiem cho hang hoa.
B - Trch nhim ca ngi mua:
- Giong FOB.
- Giam tr ngha vu thue tau va cc ph van tai chnh.
- Giam tr ngha vu mua bao hiem cho hang hoa.
Lu y: CIF = CFR + I = FOB + F + I
- Sau khi giao hang xong, ngi ban nhanh chong lay
B/L e tranh rui ro, ton that
- Chu y cac bien dang cua ieu kien CIF
12/17/13 706001, Incoterms 26
VAN N:
Van n ng bien la mot chng t chuyen ch
hang hoa bang ng bien do ngi chuyen ch hoac
ngi ai dien cua ho cap cho ngi gi hang sau khi a
xep hang len tau hoac sau khi a nhan hang e xep.

Chc nang cua van n:

- La bien lai nhan hang e ch cua ngi chuyen ch.
- La bang chng cua hp ong van tai.
- La chng t s hu hang hoa mo ta tren van n.

12/17/13 706001, Incoterms 27

2.7 CPT (Carriage Paid To): Cc ph tra ti.
Ngi ban hoan thanh ngha vu giao hang cho
ngi chuyen ch au tien do mnh ch nh nhng
chu them chi ph can thiet e mang hang en a
iem ch quy nh. Hang hoa a hoan tat thu tuc
hai quan XK.
BAN VT HQ HQ VT MUA

VT VT

CPT
Rui ro

Chi ph
12/17/13 706001, Incoterms 28
A - Trch nhim ca ngi Bn:
- Giong FCA.
- Thue phng tien van tai va chi tra cc ph van tai chnh.
- Chu chi ph can thiet a hang en a iem ch quy nh.

B - Trch nhim ca ngi mua:

- Giong FCA
- Khong phai thue phng tien van tai va tra cc ph chnh.
- Khong phai chu chi ph van chuyen t c s ngi ban en ni
giao hang quy nh.

Lu y: CPT = FCA + F

12/17/13 706001, Incoterms 29

2.8 CIP (Carriage and Insurance Paid to): Cc
ph va bao hiem tra ti.
Ngi ban hoan thanh ngha vu giao hang cho
ngi chuyen ch au tien do mnh ch nh nhng
chu them chi ph can thiet e mang hang en a
iem ch quy nh, mua bao hiem cho hang hoa va
hoan tat thu tuc hai quan XK.
BAN VT HQ HQ VT MUA

VT VT

CIP
Rui ro

Chi
12/17/13ph +I
706001, Incoterms 30
A - Trch nhim ca ngi Bn:
- Giong CPT.
- Co trach nhiem mua bao hiem cho hang hoa.

B - Trch nhim ca ngi mua:

- Giong CPT
- Giam tr ngha vu mua bao hiem cho hang hoa.

Lu y: CIP = CPT + I = FCA + F + I

Khi giao hang bang container, xa lan nen s dung ieu kien
CIP thay cho CIF.
Ve c ban, CIP giong vi FCA ngoai 2 iem: Thue phng
tien van tai va tra cc ph en a iem ch quy nh + Mua bao
hiem cho hang hoa.
12/17/13 706001, Incoterms 31
2.9 DAF (Delivered At Frontier): Giao tai bien gii.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c at tren phng tien van tai cua
ngi ban, cha d ra tai bien gii quy nh.

DAF ap dung chu yeu cho van tai ng bo

BAN VT HQ HQ VT MUA

VT VT

DAF
12/17/13 706001, Incoterms 32
Giao iem la a iem tai bien gii c xac nh
A. Trach nhiem cua ngi ban:
- Cung cap hang hoa va cac chng t giao dch, thong
bao giao hang, tra cac chi ph kiem tra so lng chat
lng, ong goi, ke, ky ma hieu bao b.
- Chu chi ph chuyen ch HH ra bien gii giao hang.
- Cung cap cho ngi mua 1 chng t e ngi mua
nhan hang tai bien gii: van n, lenh giao hang
(delivery order).
- Chu moi rui ro ton that ve hang hoa cho ti khi hang
a c giao cho ngi mua tai bien gii qui nh tren
phng tien van tai cha d ra.
- Chu chi ph qua canh (neu co), mua bao hiem tng
chang.
12/17/13 706001, Incoterms 33
 B. Trach nhiem ngi mua:
- Nhan hang tai bien gii va tra tien hang.
- Lam thu tuc thong quan nhap khau.
- Mua bao hiem chang con lai cho hang hoa.
- Chu moi rui ro, ton that ve hang hoa khi hang a thc s
at di s kiem soat nh oat cua mnh.
Lu y:
- DAF chu yeu ap dung cho van tai ng bo.
- Neu tai bien gii co nhieu a iem co the giao hang c
nhng H khong ghi ro th ngi ban co quyen chon a iem
giao hang sao cho phu hp vi mnh.
- Xem xet van e bao hiem giao hang trong TH hang hoa
c d tai bien gii (bao hiem chang ke tiep)
- Chi ph sang toa, chuyen truc.

12/17/13 706001, Incoterms 34

2.10 DES (Delivered Ex Ship): Giao tai tau cang en.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa con tren boong tau tai cang en.

BAN VT HQ HQ VT MUA

VT VT

DES
Rui ro

Chi
12/17/13ph 706001, Incoterms 35
A - Trch nhim ca ngi Bn:
- Giong FOB.
- Co trach nhiem thue tau, tra cc ph van tai chnh va
Chu moi rui ro ve hang hoa en khi giao hang tren tau
cua mnh tai cang en.
- Mua bao hiem cho hang hoa.
B - Trch nhim ca ngi mua:
- Giong FOB
- Giam tr ngha vu thue tau, tra cc ph van tai chnh
va moi rui ro ve hang hoa sau khi hang a c ngi
ban giao tren tau tai cang en.

12/17/13 706001, Incoterms 36

2.11 DEQ (Delivered Ex Quay): Giao tai cau cang
cang en.
Ngi ban hoan thanh ngha vu giao hang khi
hang hoa c at tren cau cang tai cang en.

BAN VT HQ HQ VT MUA

VT VT

DEQ
Rui ro

Chi
12/17/13ph 706001, Incoterms 37
A - Trch nhim ca ngi Bn:
- Giong FOB.
- Co trach nhiem thue tau, tra cc ph van tai chnh,
va Chu moi rui ro ve hang hoa en khi d hang xuong
cau cang tai cang en.
- Mua bao hiem cho hang hoa.
B - Trch nhim ca ngi mua:
- Giong FOB
- Giam tr ngha vu thue tau, cc ph van tai chnh va
rui ro ve hang hoa sau khi hang a c ngi ban d
xuong cau cang tai cang en.

12/17/13 706001, Incoterms 38

2.12 DDU (Delivered Duty Unpaid): Giao hang cha
nop thue.
Ngi ban hoan thanh ngha vu giao hang cho
ngi mua khi hang hoa c at tren phng tien
van tai cha d ra tai ni en va cha nop thue nhap
khau.
BAN VT HQ HQ VT MUA

VT VT

DDU
Rui ro

Chi
12/17/13ph 706001, Incoterms 39
-HQ
A - Trch nhim ca ngi Bn:
- Giong FOB.
- Co trach nhiem thue phng tien van tai, tra cc ph
va chu moi rui ro cho en khi hang c van chuyen
ti ni en quy nh tren phng tien van tai cha d
xuong.
- Mua bao hiem cho hang hoa.
B - Trch nhim ca ngi mua:
- Giong FOB
- Giam tr ngha vu thue phng tien van tai, tra cc
ph va chu moi rui ro cho en khi hang c van
chuyen ti ni en quy nh tren phng tien van tai
cha d xuong.
12/17/13 706001, Incoterms 40
2.12 DDP (Delivered Duty Paid): Giao hang thue a
tra.
Ngi ban hoan thanh ngha vu giao hang cho
ngi mua khi hang hoa c at tren phng tien
van tai cha d ra tai ni en.

BAN VT HQ HQ VT MUA

VT VT

DDP
Rui ro

Chi
12/17/13ph 706001, Incoterms 41
 ieu kien nay giong ieu kien DDU nhng
ngi ban co them ngha vu lam thu tuc
nhap khau, nop thue nhap khau va cac th
thue khac cho ngi mua.
ieu kien nay the hien trach nhiem toi
a cua ngi ban (ngc vi EXW)

12/17/13 706001, Incoterms 42

A - Trch nhim ca ngi Bn:
- Giong FOB.
- Co trach nhiem thue phng tien van tai, tra cc ph
va chu moi rui ro cho en khi hang c van chuyen
ti ni en quy nh tren phng tien van tai cha d
xuong.Mua bao hiem cho hang hoa.
- Hoan tat thu tuc HQ va cac khoan thue nhap khau.
B - Trch nhim ca ngi mua:
- Giong FOB
- Giam tr ngha vu thue phng tien van tai, tra cc
ph va chu Rui ro cho en khi hang c van chuyen ti
ni en tren phng tien van tai cha d xuong.
- Mien tr thu tuc HQ va cac khoan thue nhap khau.
12/17/13 706001, Incoterms 43
 * Mot so nhan xet:
- Trong Incoterms 2000, EXW trach nhiem
ngi ban la toi thieu, DDP trach nhiem ngi
ban la toi a
- Khi lan can tau kho thc hien viec la ni phan
chia rui ro, ngi ta khuyen dung: FCA thay
cho FOB, CPT thay cho CFR, CIP thay cho
CIF.
- Viet Nam hien nay thng xuat theo ieu
kien FOB nhap theo ieu kien CFR hoac CIF
12/17/13 706001, Incoterms 44
1.5 Khai quat chung ve 13 ieu kien:
Loai E Loai F Loai C Loai D

a iem di chuyen rui Ni i Ni i Ni i Ni

ro en
Ngi chu rui ro tren B B B S
ng van tai

Ngi thue phng tien B B S S

van tai

Ngi lam thu tuc xuat B S S S

khau

Ngi lam thu tuc nhap B B B S: DDP

kha u
12/17/13 706001, Incoterms B: -----
45
1.6 Incoterms va s tng thch vi cac
phng thc chuyen ch.
Tat ca cac phng thc EXW, FCA, CPT, CIP,
ke ca a phng thc. DAF, DDU, DDP
Van chuyen bang may FCA
bay: AIR

Van chuyen bang FCA

ng sat

Van chuyen bang FAS, FOB, CFR, CIF,

ng bien, thuy noi DES, DEQ
a
12/17/13 706001, Incoterms 46
 LA CHON INCOTERMS
Moi ben ky ket hp ong eu co gang gii
han ngha vu cua mnh cang t cang tot. Nh
vay ngi ban se co gang thng lng e
co hp ong theo ieu kien EXW, con ngi
mua ngc lai se muon ieu kien DDP.

12/17/13 706001, Incoterms 47

 LA CHON INCOTERMS

Trong thc t da vo cc vn sau:

- Kha nang thue phng tien van tai
- Tnh hnh th trng
- Kha nang lam thu tuc thong quan XNK
- Kha nang chap nhan rui ro
- Trnh o nghiep vu kinh doanh
- V the, thoi quen trong buon ban
- Cach thc chuyen ch(hang ri, hang Cont)
12/17/13 706001, Incoterms 48
* Lu y khi s dung Incoterms:
Incoterms ch cp n hng ha hu hnh
Can phai ghi ro Incoterms ap dung (Incoterms
2000, 1990, )
Trach nhiem, rui ro ieu kien nhom C giong
nhom F
Khong nen ghi kem vao ieu kien thng mai
quoc te bat c 1 thuat ng nao.
Nen s dung cac ieu kien theo o gianh c
quyen thue tau va ky hp ong bao hiem.
12/17/13 706001, Incoterms 49
 SINH VIN T C V TM HIU THM

Khi nim, mc ch ca Incoterms: sch

Lch s pht trin ca Incoterm: sch
Ti liu Incoterms 2000 (ni dung chi tit
tng iu khon Incoterms 2000): mail cho
SV
Lm bi tp: mail cho SV

12/17/13 706001, Incoterms 50

 CHNG 2
GIAO DCH AM PHAN HP
ONG XUAT NHAP KHAU
Ni dung:
1/ Nhng vn cn bn
2/ m phn hp ng XNK
3/ Cc hnh thc m phn hp ng ngoi
thng

12/17/13 706001, Giao dch-m phn 1

 I- CAC VAN E CAN BAN

1- Nghien cu tiep can th trng:

1.1- Nghien cu ve san pham :
- Cong dung, pham chat, gia ca, mau ma,
bao b ong goi.
- Tap quan, th hieu tieu dung.
- Chu ky song cua san pham
- Tnh hnh sxuat mat hang o : nguyen lieu,
thi vu, nang lc san xuat, trnh o ky thuat,
tay nghe.

12/17/13 706001, Giao dch-m phn 2

1.2- Nghien cu th trng :
Chu trng, ng loi, chnh sach thng mai.
S on nh ve kinh te, chnh tr, thng mai.
He thong tien te, tn dung.
He thong giao thong van tai
Luat thue, chnh sach thue xuat nhap khau.
Dung lng th trng

12/17/13 706001, Giao dch-m phn 3

 1.3- La chon thng nhan :
- T cach phap ly.
- Kha nang tai chnh, ky thuat, lnh vc kinh
doanh.
- Uy tn thng trng.

12/17/13 706001, Giao dch-m phn 4

 2- Tnh toan t suat ngoai te
2.1-T suat ngoai te xuat khau(Kx) : la so
tien trong nc phai chi ra e co c 1
n v ngoai te tnh theo gia FOB
Tong chi ph hang xuat khau
Kx =
Tong doanh thu hang xuat khau
Trong o :
+ Tong chi ph hang XK tnh bang tien trong nc bao gom: tr gia thu
mua hang XK, cph ong goi bao b, cph lu thong noi a, chi ph thu
tuc HQ, kiem nghiem, giao nhan, lai tien vay NH, thue, cac cph khac,
+ Tong doanh thu hang xuat khau tnh bang ngoai te theo gia FOB.

+ Neu Kx < t gia hoi oai thi iem thanh toan th nen xuat khau
+ Neu Kx > t gia hoi oai thi iem thanh toan th khong nen XK
12/17/13 706001, Giao dch-m phn 5
 2.2- T suat ngoai te nhap khau la so tien
trong nc thu c khi phai chi ra 1 n v
ngoai te e nhap khau (Kn)
Tong doanh thu hang nhap khau
Kn =
Tong chi ph hang nhap khau
Trong o :
+ Tong doanh thu hang NK tnh bang ong tien trong nc (so lng x gia ban)

+ Tong cph hang NK tnh bang ngoai te. Bao gom : tr gia thu mua hang NK
tnh theo gia CIF, chi ph lu thong trong noi a (van tai, kho bai, xep d, ),
ph thu tuc hai quan, kiem nghiem, giao nhan, lai NH, thue nhap khau va cac
thue khac, cac chi ph khac.

+ Kn > t gia hoi oai thi iem thanh toan th nen nhap khau
+ Kn < t gia hoi oai thi iem thanh toan th khong nen nhap khau
12/17/13 706001, Giao dch-m phn 6
 II- AM PHAN HP ONG XUAT
NHAP KHAU
1- Khai niem :
La qua trnh 2 ben hay nhieu ben tien
hanh thng lng cac ieu khoan ve
mua ban hang hoa nham at c muc
tieu la ky ket c hp ong ngoai
thng. (TS on Th Hng Vn, K thut ngoi
thng, NXB thng k, H Ni, 2000 )

12/17/13 706001, Giao dch-m phn 7

2- Cac nguyen tac c ban trong am phan :

am phan la 1 viec t nguyen, bat c

ben nao cung co the thoai lui hay t
choi tham d vao bat c luc nao.
Ch xay ra am phan khi cac ben hieu
rang : s viec ch c quyet nh khi co
thoa thuan chung, con neu s viec co the
quyet nh bi 1 ben th khong can xay
ra am phan

12/17/13 706001, Giao dch-m phn 8

2- Cac nguyen tac c ban trong am phan :

Thi gian la 1 trong nhng yeu to

quyet nh trong am phan.
Khong phai la gianh thang li bang
moi gia ma at c ieu ma ca 2 ben
eu mong muon
Pham chat, nang lc, ky nang, thai o
cua nhng ngi ngoi tren ban am phan
co anh hng quyet nh en tien trnh
am phan.
12/17/13 706001, Giao dch-m phn 9
3- Sai lam thng mac trong am phan:
Vao ban am phan vi ay nh kien
Khong xac nh c ngi co quyen quyet
nh cuoi cung cua pha oi tac
Khong xac nh c chnh xac the manh cua
mnh va khong the s dung the manh o.
Ngoi vao ban am phan ch co 1 phng an
duy nhat.
e vuot khoi tay quyen ra yeu cau trc
Voi bo cuoc khi cuoc am phan co ve i vao
be tac
Khong chon c thi iem hp ly e ket thuc
cuoc am phan
12/17/13 706001, Giao dch-m phn 10
 III - HNH THC AM PHAN
HP ONG NGOAI THNG

12/17/13 706001, Giao dch-m phn 11

1/ am phan bang th :
Thong qua viec viet cac th nh :
Chao hang - Offer
Th hoi hang Enquiry / Inquiry
Th bao gia Quotation
Th hoan gia Counter-Offer
Th chap nhan Acceptance
Th at hang Order

12/17/13 706001, Giao dch-m phn 12

 am phan bang th
u iem :

t ton kem.
Co thi gian tham khao trong noi bo.
Cung luc co the gi c nhieu
khach hang nhieu ni khac nhau.
Co the giau c nhc iem rieng
cua mnh

12/17/13 706001, Giao dch-m phn 13

 am phan bang th
Nhc iem :

Mat c hoi.
Mat thi gian

12/17/13 706001, Giao dch-m phn 14

 am phan bang th
Trng hp ap dung :
Khach hang xa hoac truyen
thong
Khi khach hang mi quen biet
Viec mua ban khong khan trng.
Khi gia tr hp ong tng oi nho.
Khi hang hoa khong phc tap.
12/17/13 706001, Giao dch-m phn 15
1.1- Th hoi hang/hoi gia (the
Enquiry/Inquiry) :

Th gi cho ngi ban e e ngh cho

biet gia ca va moi ieu kien can thiet
trc khi quyet nh mua hang.

12/17/13 706001, Giao dch-m phn 16

Cach viet th hoi hang : gom 3 phan

Phan m au
Noi dung chnh
Phan ket luan
Lu y

12/17/13 706001, Giao dch-m phn 17

1.2- Th chao hang, bao gia (Offer /
Quotation)

La viec ngi ban the hien ro y

nh ban hang cua mnh.

12/17/13 706001, Giao dch-m phn 18

Neu can c vao mc o chu ong cua
ngi xuat khau th co :

Chao hang thu ong : ngi xuat

khau ch chao hang sau khi nhan c
hoi hang cua ngi nhap khau.
Chao hang chu ong : ngi XK chu
ong chao hang khi cha nhan c hoi
hang cua ngi NK.

12/17/13 706001, Giao dch-m phn 19

Neu can c vao s rang buoc trach
nhiem cua ngi ngi chao hang ta
co 2 loai chao hang chnh :

Chao hang co nh (firm offer) : la

viec chao ban 1 lo hang nhat nh, trong o
neu ro thi gian ma ngi chao hang b rang
buoc trach nhiem vao li e ngh cua mnh.
Trong thi gian hieu lc, neu ngi mua chap
nhan hoan toan li chao hang o th hp ong
coi nh c ky ket.

12/17/13 706001, Giao dch-m phn 20

Chao hang t do (free offer) :
chao hang khong rang buoc trach
nhiem ngi phat ra no, cung 1 luc vi
cung 1 lo hang ngi ta co the chao
hang t do cho nhieu khach hang.
Chao hang t do tr thanh hp ong
khi co s xac nhan lai cua ngi xuat
khau.
Lu y

12/17/13 706001, Giao dch-m phn 21

1.3- Th hoan gia/tra gia (counter
offer) :
Hoan gia la 1 e ngh mi do ben mua
(hoac ban) a ra sau khi a nhan c
chao hang (hoac at hang) cua ben kia
nhng khong chap nhan hoan toan chao
hang (hoac at hang) o.

12/17/13 706001, Giao dch-m phn 22

Cach trnh bay 1 la th tra gia :

- Phan m au
- Phan noi dung chnh
- Phan ket

12/17/13 706001, Giao dch-m phn 23

1.4- Th chap nhan (acceptance)
La th cua 1 pha gi cho pha ben kia e
chap nhan hoan toan li chao hang hay
at hang cua pha ben kia a ra.

12/17/13 706001, Giao dch-m phn 24

Mot th chap nhan co hieu lc phai
hoi u cac ieu kien sau ay :

La s chap nhan hoan toan va vo ieu kien.

Phai gi en cho pha ben kia trong thi gian
hieu lc cua th chao hang hay n at hang.
Phai do chnh ngi nhan c chao hang hay
at hang chap nhan.
Phai c truyen at en tay ngi chao hang
hay at hang.

12/17/13 706001, Giao dch-m phn 25

1.5- Th at hang (order) :
La th cua ngi mua gi en cho ngi
ban e yeu cau ngi ban cung cap cho
ho so hang hoa theo cac ieu kien a
thoa thuan.

12/17/13 706001, Giao dch-m phn 26

Cach viet n at hang :

Phan m au
Phan noi dung chnh
Phan ket thuc

12/17/13 706001, Giao dch-m phn 27

 Tom tat trnh t viet th

Trng hp ben mua chu Trng hp ben ban chu

ong hoi hang trc ong chao hang trc
1 Hoi hang Chao hang
2 Chao hang Tra gia
(hoan gia)
3 Tra gia (hoan
gia)
4 Chap nhan
5 Chap nhan at hang
6 at hang

12/17/13 706001, Giao dch-m phn 28

2/ am phan bang cach gap mat
trc tiep :
u va nhc iem :
u iem : giai quyet va ket thuc c van
e.
Nhc iem : Ton kem, de boc lo nhng
nhc iem rieng cua ngi am phan

12/17/13 706001, Giao dch-m phn 29

 am phan bang gap mat trc tiep

Trng hp ap dung :

Hp ong co gia tr cao

Hp ong co tnh chat phc tap.
Khi muon tao moi quan he hp tac lau
dai.

12/17/13 706001, Giao dch-m phn 30

 am phan bang gap mat trc tiep
Ky nang :
e am phan bang cach gap mat trc tiep at
c ket qua oi hoi ngi am phan phai co
cac ky nang sau :
Hieu ngi.
Thuyet phuc.
Chu ng
Dien at.
Nhay cam.
12/17/13 706001, Giao dch-m phn 31
 Cac noi dung trong am phan trc tiep :
Theo ly thuyet
Article 1 : Commodity (ten hang)
Article 2 : Quality (chat lng)
Article 3 : Quantity (so lng)
Article 4 : Shipment/Delivery (giao hang)
Article 5 : Price (gia ca)
Article 6 : Payment (thanh toan)
Article 7 : Packing and marking (bao b va ky ma hieu)
Article 8 : Warranty (bao hanh)
Article 9 : Penalty (phat)
Article 10 : Insurance (bao hiem)
Article 11 : Force majeure (bat kha khang)
Article 12 : Claim (khieu nai)
Article 13 : Arbitration (trong tai)
Article 14 : General condition (ieu khoan chung)
12/17/13 706001, Giao dch-m phn 32
 Trong thc te :

Article 1 : Commodity (ten hang)

Article 2 : Quality (chat lng)
Article 3 : Quantity (so lng)
Article 4 : Shipment/Delivery (giao hang)
Article 5 : Price (gia ca)
Article 6 : Payment (thanh toan)

12/17/13 706001, Giao dch-m phn 33

Ky thuat giai quyet nhng tnh huong be
tac trong am phan trc tiep :

Tnh huong be tac :

oi ben eu co cam giac khong the nhng
bo c na, cuoc am phan ri vao trang
thai gay go, co nguy c tan v.

12/17/13 706001, Giao dch-m phn 34

 Nguyen nhan dan en tnh trang be tac :

Khoang cach li ch ma 2 ben e ra qua ln

Mot ben dung the manh e ep buoc ben kia.
Do khong hieu nhau.
Nang lc can bo am phan b han che.

12/17/13 706001, Giao dch-m phn 35

 Ky thuat giai quyet cac tnh huong be tac

Tao ra cac phng an e cung at c

muc ch.
Thay the can bo am phan.
Tap trung vao nhan vat chu chot.
Di bua lm cui

12/17/13 706001, Giao dch-m phn 36

3- am phan bang ien thoai :

u iem :
- Nhanh chong
- Nam bat c thi c.
Nhc iem :
- Ton kem.
- Khong co thi gian.
- Khong co bang chng phap ly.
12/17/13 706001, Giao dch-m phn 37
 am phan bang ien thoai

Trng hp ap dung :

Khach hang quen biet.

Khi hang hoa khong co tnh chat phc tap
Khi viec mua ban oi hoi s khan trng
Khi e xac nh nhanh 1 hay 1 vai van e
nao o ma 2 ben cha thong nhat.

12/17/13 706001, Giao dch-m phn 38

 Mot so van e can lu y khi am phan
bang ien thoai :

Trc khi goi :

+ Chuan b noi dung can goi.
+ Chuan b giay but ghi chep nhng thong tin
can thiet.
+ Kiem tra lai so may can goi cho chnh xac.
+ Phai kiem tra lai ten ngi can goi.
+ Phai chuan b tnh huong oi pho vi nhng
y kien khac a ra.
12/17/13 706001, Giao dch-m phn 39
Trong khi goi :

+ Ca 2 phai t gii thieu ve mnh (neu goi lan

au)
+ Noi ro rang, chnh xac, ngan gon, ay u
noi dung can trnh bay.
+ Ghi chep nhng thong tin can thiet.
+ Trc khi gac may phai co li chao ngi
a tiep chuyen vi mnh.

12/17/13 706001, Giao dch-m phn 40

Sau khi goi :

+ Co van ban xac nhan lai nhng ieu ma

2 ben a thong nhat tren ien thoai.
+ Thc hien nhng ieu a thong nhat o.

12/17/13 706001, Giao dch-m phn 41

 am phan bang ien thoai

Mot so van e can tranh :

Tranh goi ien thoai cho oi tac trong gi ho ang
ngh ngi.
Khong noi nho hay noi ln qua.
Khong e im lang keo dai qua lau trong luc goi.
Khong noi ngap ngng khi ang noi chuyen tren ien
thoai.
Khong noi chuyen ien thoai trong luc c quan ang
hoi hop, trong luc am phan trc tiep vi oi tac.
Khong ien thoai van e lien quan en tai chnh vao
au gi lam viec.

12/17/13 706001, Giao dch-m phn 42

 SINH VIN T C V TM HIU THM

Cc phong cch tip cn vn trong m phn: (gio

trnh)
+ Phong cch hp tc (collaborating)
+ Phong cch tha hip (compromising)
+ Phong cch dn xp (accomodating)
+ Phong cch iu khin (controlling)
+ Phong cch trnh n (avoiding)
Cc kiu m phn: (gio trnh)
+ m phn theo kiu mc c lp trng (positional
bargaining).
+ m phn theo kiu nguyn tc (principled negotiation)
Ngh thut m phn: ti liu tham kho
Lm bi tp: mail cho SV
12/17/13 706001, Giao dch-m phn 43
 CHNG 3
HP ONG XUAT
NHAP KHAU
Ni dung:
1/ Khi nim
2/ c im ca hp ng ngoi thng
3/ Phn loi hp ng ngoi thng
4/ C cu hp ng ngoi thng
5/ Ni dung ca hp ng ngoi thng
12/17/13 706001, hp ng ngoi thng 1
I - KHAI NIEM :

Hp ong ngoai thng la s

thoa thuan gia cac ben mua-ban
cac nc khac nhau. Trong o
qui nh : ben ban phai cung cap
hang hoa, chuyen giao cac chng
t, ben mua phai thanh toan tien
hang va nhan hang. (TS on Th Hng Vn,
K thut ngoi thng, NXB thng k, H Ni, 2000)

12/17/13 706001, hp ng ngoi thng 2

II AC IEM CUA HP ONG
NGOAI THNG :
2.1 Chu the: Tr s thng mai cac nc khac
nhau
2.2 oi tng hp ong: la hang hoa c di
chuyen qua bien gii quoc gia cua mot nc
2.3 ong tien tnh gia tren hp ong : la ngoai
te oi vi 1 hoac ca 2 ben
2.4 Chu s chi phoi cua nhieu he thong luat
khac nhau

12/17/13 706001, hp ng ngoi thng 3

III - NOI DUNG CUA HP ONG
XUAT NHAP KHAU :
3.1- ieu khoan ten hang
commodity :
Phai xac nh c ten goi cua
hang hoa chnh xac va ngan gon,
khong nham lan.

12/17/13 706001, hp ng ngoi thng 4

Thng dung cac bien phap sau :
Ghi ten bao gom ten thong thng, ten thng
mai, ten khoa hoc. Ap dung cho dc pham,
dc lieu, cay giong, con giong hay hoa chat
Ghi ten hang kem theo ten a phng san xuat
ra no.
Ghi ten hang kem vi qui cach.
Ghi ten hang kem vi cong dung.

12/17/13 706001, hp ng ngoi thng 5

3.2- ieu khoan qui cach, chat
lng Quality/Specification :
Xac nh pham chat cua san pham
la c s e xac nh gia va mua
c hang hoa ung yeu cau cua
mnh.

12/17/13 706001, hp ng ngoi thng 6

Co nhieu phng phap e xac nh pham chat hang
hoa :
Xac nh pham chat da vao mau hang (sample) :
pham chat cua lo hang da vao pham chat cua 1 so t
hang hoa ai dien cho lo hang o. Phng phap nay
co nhc iem la tnh chnh xac khong cao (khng
dung cho hoa tuoi, hang tuoi).
Xac nh pham chat da vao tieu chuan : oi
vi nhng san pham a co tieu chuan th da vao
tieu chuan e xac nh pham chat cua san pham.
Phng phap xac nh pham chat da vao nhan
hieu hang hoa (trade mark)

12/17/13 706001, hp ng ngoi thng 7

 Xac nh pham chat da vao tai lieu ky thuat : bang
thuyet minh, hng dan van hanh, lap rap,
catalogue,
Xac nh pham chat da vao ham lng cua 1 so
chat nao o trong san pham : Chia lam 2 loai ham
lng :
+ Ham lng chat co ch : qui nh ham lng (%)
min
+ Ham lng chat khong co ch : qui nh ham lng
(%) max

12/17/13 706001, hp ng ngoi thng 8

Xac nh da vao hien trang cua hang hoa -
As is sale hoac arrive sale co sao ban vay.
ac iem cua phng phap nay la gia ban
khong cao

Trong thc te, ngi ta co the ket

hp c cac phng phap tren
vi nhau e co hieu qua cao hn.
12/17/13 706001, hp ng ngoi thng 9
3.3- ieu khoan so lng trong
lng (quantity) :
Noi len mat lng cua hang hoa c
giao dch, ieu khoan nay bao gom
cac van e ve n v tnh so lng
(hoac trong lng) cua hang hoa,
phng phap qui nh so lng va
phng phap xac nh trong lng.

12/17/13 706001, hp ng ngoi thng 10

n v tnh so lng :
Lu y he thong o lng v co nhieu he thong khac nhau

He Anh My He Metre
n v o khoi lng
1 MT (metric ton) 1,000 kg
1 ST (short ton) 907.184 kg
1 LT (long ton) 1,016.047 kg
1 Lb (pound) 0.454 kg

12/17/13 706001, hp ng ngoi thng 11

 Phng phap qui nh so lng :

Phng phap qui nh dt khoat so lng.

Phng phap qui nh phong chng :
dung khi mua hang hoa co khoi lng ln
nh : phan bon, quang, ngu coc,
Cac t s dung : khoang (about), xap x
(approximately), tren di (more or less),
t en (from to )

12/17/13 706001, hp ng ngoi thng 12

Phng phap qui nh trong lng :

Trong lng tnh (net weight) ch

tnh trong lng cua ban than hang
hoa.
Trong lng ca b (gross weight) :
trong lng cua ban than hang hoa
cong trong lng bao b.
Gross weight = net weight + tare
12/17/13 706001, hp ng ngoi thng 13
3.4- ieu khoan giao hang
(shipment/delivery) :

Xac nh thi han, a iem

giao hang, phng thc giao
hang va thong bao giao hang.

12/17/13 706001, hp ng ngoi thng 14

 a iem giao hang :
+ Ten cang boc/cang i/ni i
V du : Port of loading : Kobe port
+ Ten cang d/cang en/ni en
V du : Port of discharging : Saigon
port

12/17/13 706001, hp ng ngoi thng 15

 Thi han giao hang : la thi han
ma ngi ban phai hoan thanh
ngha vu giao hang.
Trong buon ban quoc te co 3 kieu
qui nh thi han giao hang.

12/17/13 706001, hp ng ngoi thng 16

- Thi han giao hang co nh ky :
+ Ngay co nh. Vd : 31/12/2010
+ Ngay cuoi cung cua thi han giao
hang. Vd : khong cham qua ngay
31/12/2010
+ 1 khoan thi gian. Vd : qu 3 nam
2010

12/17/13 706001, hp ng ngoi thng 17

- Thi han giao hang khong nh ky :
qui nh chung chung, t c dung.
+ Giao hang cho chuyen tau au tien
(shipment by first available steamer)
+ Giao hang khi nao co khoang tau
(subject to shipping space available)
+ Giao hang khi L/C c m (subject to
the opening of L/C)
+ Giao hang khi nao xin c giay phep
xuat khau (subject to export licence)
12/17/13 706001, hp ng ngoi thng 18
- Thi han giao hang ngay :
+ Giao nhanh (prompt)
+ Giao ngay lap tc (immediately)
+ Giao cang sm cang tot (as soon as
possible)

moi ni giai thch cac ieu kien tren 1

cach khac nhau, v vay cac ben oi tac
khong nen dung qui nh nay.

12/17/13 706001, hp ng ngoi thng 19

 Thong bao giao hang :
- Trc khi giao, ngi ban thong bao : hang san sang
e giao. Ngi mua thong bao nhng ieu can thiet
e gi hang hoac ve chi tiet cua tau en nhan hang.
- Sau khi giao hang : ngi ban thong bao tnh hnh
hang a giao, ket qua giao hang

12/17/13 706001, hp ng ngoi thng 20

 Mot so qui nh khac :
+ oi vi hang hoa co khoi lng ln : cho phep giao
tng phan partial shipment allowed
+ Giao 1 lan total shipment
+ Neu doc ng can oi phng tien van chuyen : cho
phep chuyen tai transhipment allowed

12/17/13 706001, hp ng ngoi thng 21

3.5- ieu khoan gia ca (price) :

ieu kien nay can xac nh :

n v tien te cua gia ca, mc
gia, phng phap qui nh gia
ca, giam gia, ieu kien c s
giao hang tng ng.

12/17/13 706001, hp ng ngoi thng 22

n v tien te : ong tien ghi gia co the la
ong tien cua nc ngi ban hoac nc
ngi mua, cung co the la cua nc th 3

12/17/13 706001, hp ng ngoi thng 23

 Phng phap nh gia :
- Gia co nh (fixed price) : gia c khang
nh luc ky ket hp ong va khong thay oi
trong suot qua trnh thc hien hp ong.
- Gia qui nh sau : c xac nh sau khi ky
hp ong hoac bang cach am phan, thoa
thuan trong 1 thi gian nao o.
- Gia co the xet lai (rivesable price) : gia a
c xac nh trong luc ky hp ong nhng co
the xem xet lai neu vao luc giao hang gia th
trng bien ong ti mc nhat nh.
12/17/13 706001, hp ng ngoi thng 24
12/17/13 706001, hp ng ngoi thng 25
 ieu kien c s giao hang :

USD 250 /MT FOB Saigon port Incoterms 2000

Loai Mc gia n v ieu kien thng Dan chieu

tien te o lng mai quoc te Incoterms

12/17/13 706001, hp ng ngoi thng 26

3.6- ieu khoan thanh toan
(payment) :

Bao gom : ong tien thanh toan,

thi han tra tien, hnh thc tra
tien, cac chng t e lam can c
tra tien

12/17/13 706001, hp ng ngoi thng 27

 ong tien thanh toan (currency
of payment) : viec thanh toan tien
hang c tien hanh bang ong
tien cua nc xuat khau, cua nc
nhap khau hoac cua nc th 3.
Thi han thanh toan (time of
payment) : co the tra ngay, tra
trc hoac tra sau
12/17/13 706001, hp ng ngoi thng 28
Hnh thc thanh toan (methods
of payment) : co nhieu hnh thc
thanh toan khac nhau nh L/C,
Clean collection, D/A, D/P, T/T,
M/T, CAD, tien mat, cheque,
moi phng thc co nhng u
nhc iem khac nhau..

12/17/13 706001, hp ng ngoi thng 29

 MOT SO PHNG THC THANH TOAN

Phng thc tra tien mat (by cash):

ngi mua thanh toan bang tien mat
khi ngi ban giao hang.
Phng thc nay tuy n gian
nhng t c ap dung hien nay
trong thanh toan quoc te v rui ro
cao va hieu qua thap.
12/17/13 706001, hp ng ngoi thng 30
 MOT SO PHNG THC THANH TOAN

Phng thc chuyen tien (remittance) : ngi

mua lenh cho NH chuyen 1 so tien cho ngi ban
+ Hnh thc ien bao (telegraphic transfers T/T) :
ngan hang chuyen tien ien ra lenh cho ngan hang
ai ly nc ngoai chuyen tien cho ngi nhan.
+ Hnh thc th (mail transfers M/T) : ngan hang
chuyen tien viet th ra lenh cho ngan hang ai ly
nc ngoai tra tien cho ngi nhan.
Phng thc nay co li cho ngi NK v ho nhan
c hang mi tra tien. Ch ap dung khi oi tac tin
tng lan nhau hay H co gia tr tng oi nho.
12/17/13 706001, hp ng ngoi thng 31
 NH ra lenh cho NH ai ly
chuyen tien cho ngi XK
(4)
NGAN HANG NGAN HANG
BEN NHAP BEN XUAT
KHAU KHAU
NH cat NH ai ly
tai khoan Ngi NK chuyen tien
cua ngi viet lenh cho ngi
NK va chuyen XK
gi giay tien cho (5)
bao n NH
(3) (2)

NGI NGI
NHAP KHAU XUAT KHAU
Ngi ban giao hang
+ bo chng t cho
12/17/13 706001, hp ng ngoi thng 32
ngi mua(1)
 MOT SO PHNG THC THANH TOAN

Phng thc thanh toan nh thu

(collection) : ngi ban sau khi
hoan thanh ngha vu giao hang se
ky phat hoi phieu oi tien ngi
mua, nh ngan hang thu ho so tien
ghi tren t hoi phieu o.

12/17/13 706001, hp ng ngoi thng 33

Co 2 loai nh thu :
- Nh thu trn (clean collection) :
ngi xuat khau uy thac cho ngan
hang thu ho so tien tren t hoi
phieu ma khong kem theo ieu
kien g ca ve chng t.

12/17/13 706001, hp ng ngoi thng 34

 NH chuyen hoi phieu cho
NH ben NK va nh thu ho
tien ben NK (3)
NGAN HANG NGAN HANG
BEN XUAT BEN NHAP
KHAU KHAU
NH chuyen tien hoac
Ngi hoan lai hoi phieu b t NH
XK ky NH
choi cho NH ben XK (6) Ngi chuyen
hoi phieu chuyen
NK tra hoi
oi tien tien hoac
tien hay phieu va
va nh hoan hoi
t choi yeu cau
NH thu phieu b
(5) tra tien
ho tien t choi
(4)
(2) (7)

NGI NGI
XUAT KHAU NHAP KHAU
Ngi XK giao hang
12/17/13 + bo
706001, hpct
ngcho
ngoing
thngi 35
mua (1)
- Nh thu kem chng t
(documentary collection) : ngi
ban sau khi hoan thanh ngha vu
giao hang, lap bo chng t thanh
toan nh NH thu ho vi ieu kien la
ngi mua tra tien hoac chap nhan
tra tien th NH mi trao chng t
cho ngi mua nhan hang.
12/17/13 706001, hp ng ngoi thng 36
Tuy theo thi han tra tien, ngi ta
chia phng thc nay thanh 2 loai :
+ D/P documentary against
payment nh thu tra tien oi
chng t
+ D/A documentary against
acceptance nh thu chap nhan tra
tien oi chng t
12/17/13 706001, hp ng ngoi thng 37
 NH ben XK chuyen bo ct
va hoi phieu cho NH ben
NK va nh thu ho tien (3)
NGAN HANG NGAN HANG
BEN XUAT BEN NHAP
KHAU KHAU
NH ben NK chuyen tien
Ngi hoac hoan lai hoi phieu NH chuyen
XK gi NH
b t choi cho NH ben Ngi ct neu ben
bo ct chuyen
XK(6) NK tra NK tra tien.
va hoi tien hoac
tien Gi ct lai
phieu hoan hoi
hay t va bao NH
nh NH phieu b
choi XK neu
thu ho t choi
(5) khong tra
tien (7)
tien
(2) (4)
NGI NGI
XUAT NHAP
KHAU Ngi ban giao hang KHAU
12/17/13 (1)ng ngoi thng
706001, hp 38
Nh thu kem chng t an toan hn nh
thu trn v ngan hang giup ngi xuat
khau khong che chng t. Tuy vay van
co bat li khi :
- Ngi NK t choi khong nhan chng
t.
- Thi gian thu tien ve con qua cham.

12/17/13 706001, hp ng ngoi thng 39

 MOT SO PHNG THC THANH TOAN

Phng thc tn dung chng t

(letter of credit) : ngan hang m th
tn dung cam ket se tra 1 so tien
nhat nh cho ngi XK khi ngi
XK xuat trnh cho ngan hang bo
chng t thanh toan phu hp vi
nhng qui nh e ra trong th tn
dung.
12/17/13 706001, hp ng ngoi thng 40
12/17/13 706001, hp ng ngoi thng 41
 Cc n xin m L/C, NH m
L/C, va gi ban chnh L/C
cho ngi XK qua NH thong
bao (2)
NGAN HANG NGAN HANG
THONG BAO NH thong bao chuyen M L/C
bo ct cho NH m
L/C(5)

NH m L/C kiem tra bo ct,

neu phu hp th ttoan, neu
NH Ngi XK khong th t choi va gi tra NH m Ngi
thong lap bo ct bo ct (6) L/C oi
NK gi
bao gi va trnh NH thong bao tien ngi
Ngi NK kiem n xin
ban NH m NK va
chuyen tien tra ct, neu phu m L/C
chnh L/C thong chuyen bo
hoac bo ct b hp L/C th tra cho NH
L/C cho qua NH ct cho
t choi cho tien NH m,neu (1)
ngi thong ngi
bao(5) ngi XK (6) khong th t choi NK(7)
XK ttoan(8)
(3)
NGI XUAT KHAU NGI NHAP KHAU
neu chap nhan L/C, Ngi
XK giao hang cho ngi
12/17/13 706001,
NK. Nehp ng
u kho ngngoi thng
th ye u cau 42
NH sa (4)
 MOT SO LOAI TH TN DUNG
C 2 loai chnh :
- Th tn dung co the huy bo
(revocable letter of credit) : la loai
L/C ma ngan hang m L/C va ngi
nhap khau co the sa oi, bo sung
hoac co the huy bo L/C bat c luc
nao ma khong can bao trc cho
ngi hng li L/C.
12/17/13 706001, hp ng ngoi thng 43
 MOT SO LOAI TH TN DUNG

- Th tn dung khong the huy bo

(irrevocable letter of credit) : L/C sau khi
c m th ngan hang m L/C va ngi
nhap khau khong c sa oi, bo sung
hoac huy bo trong thi han hieu lc cua
no, tr khi co s thoa thuan ong y cua
cac ben tham gia L/C.

12/17/13 706001, hp ng ngoi thng 44

Th tn dung khong the huy bo co nhieu loai :
+ Th tn dung khong the huy bo co xac nhan
(confirmed irrevocable letter of credit) : la loai L/C
khong the huy bo, c ngan hang khac am bao
tra tien theo yeu cau cua ngan hang m L/C.

+ Th tn dung khong the huy bo, mien truy oi

(irrevocable without recource letter of credit) : la
loai L/C ma sau khi ngi xuat khau a c tra
tien th ngan hang m L/C khong co quyen oi lai
tien t ngi xuat khau trong bat c trng hp
nao.

12/17/13 706001, hp ng ngoi thng 45

 MOT SO LOAI TH TN DUNG
- Th tn dung tuan hoan (revolving
letter of credit) : la loai L/C ma ngi
hng li sau khi s dung xong hoac a
het thi han hieu lc th no t ong co
gia tr nh cu va c nh vay no tuan
hoan cho en khi nao tong gia tr cua
hp ong c thc hien hoan tat.

12/17/13 706001, hp ng ngoi thng 46

 MOT SO LOAI TH TN DUNG
- Th tn dung d phong (standby letter
of credit) : Standby L/C la 1 van ban do
ngan hang phat hanh theo ch th cua
ngi yeu cau m th tn dung cam ket
thanh toan cho ngi thu hng khi
ngi yeu cau m L/C khong thc hien
hp ong hay ieu kien a c qui nh
trong L/C.

12/17/13 706001, hp ng ngoi thng 47

BO CHNG T THANH TOAN (payment
documents) :
- Hoi phieu (bill of exchange)
- Hoa n thng mai (commercial invoice)
- Van n (bill of lading)
- Chng th bao hiem (insurance policy)/insurance
certificate) neu xuat nhap khau theo ieu kien
CIP/CIF
- Giay chng nhan chat lng hang hoa (certificate of
quality)
- Giay chng nhan so lng/trong lng hang hoa
(certificate of quantity/weight)
- Giay chng nhan xuat x hang hoa (certificate of
origin)
- Phieu ong goi hang hoa (Packing list)
- Cac chng t kha706001,
12/17/13 c (other documents)
hp ng ngoi thng 48
3.7- ieu khoan bao b va ky ma
hieu (packing and marking) :

Bao gom :
- Yeu cau chat lng bao b
- Phng thc cung cap bao b
- Gia ca bao b

12/17/13 706001, hp ng ngoi thng 49

Pphap qui nh chat lng bao b :
- Qui nh chung chung : Chat lng
bao b phu hp vi 1 phng tien van tai
nao o
Vd :
+ Bao b phu hp van chuyen ng sat
+ Bao b phu hp van chuyen ng bien
Phng phap nay co nhc iem la co
the dan en tranh chap v 2 ben khong
hieu giong nhau
12/17/13 706001, hp ng ngoi thng 50
- Qui nh cu the :
+ Yeu cau vat lieu lam bao b (ay, PP, corton, go
ghep, giay, )
+ Yeu cau hnh thc cua bao b : hop (case), bao
(bales), thung (drums), cuon (roll), bao tai (bags),
+ Yeu cau ve so lp bao b va cach thc cau tao
cua moi lp o
+ Trong lng tnh (net weight), trong lng ca b
(gross weight) cua moi bao.

12/17/13 706001, hp ng ngoi thng 51

 Ky ma hieu : la nhng ky
hieu, hang ch hng dan s
giao nhan, van chuyen, bao
quan hang hoa

12/17/13 706001, hp ng ngoi thng 52

3.8- ieu khoan van tai
(transportation) :
Bao gom :
- Ai thue phng tien van tai ?
- Thue au ?
- Thue phng tien van tai nh
the nao ?

12/17/13 706001, hp ng ngoi thng 53

Qui nh ve phng tien van tai :
+ Loai tau
+ C tau
+ Quoc tch tau
+ Trong tai tau
+ Mn nc tau
+ Tuoi tau
+ Chieu dai, rong tau
+ Hanh trnh chuyen ch.
12/17/13 706001, hp ng ngoi thng 54
3.9 - ieu khoan bao hanh (warranty) :

Trong ieu khoan nay phai the hien

c 2 yeu to :
Thi gian bao hanh : can phai qui
nh het sc ro rang nh : thi han bao
hanh, thi iem tnh thi han bao hanh,

12/17/13 706001, hp ng ngoi thng 55

 Noi dung bao hanh : ngi ban cam ket
trong thi han bao hanh hang hoa se am
bao cac tieu chuan chat lng, ac iem ky
thuat, phu hp vi qui nh cua hp ong, vi
ieu kien ngi mua phai nghiem chnh thi
hanh s hng dan cua ngi ban ve s dung
va bao dng. Neu trong giai oan o, ngi
mua phat hien thay khuyet tat cua hang hoa
th ngi ban phai sa cha mien ph hoac
giao hang thay the
12/17/13 706001, hp ng ngoi thng 56
3.10 - ieu khoan phat va boi thng thiet hai
(penalty) :

ieu khoan nay qui nh nhng bien phap khi

hp ong khong c thc hien (toan bo hay 1
phan) do nguyen nhan chu quan gay ra. ieu
khoan nay cung luc nham 2 muc tieu :
Lam cho oi phng e ngai khi co y nh khong
thc hien hp ong.
Xac nh so tien phai tra nham boi thng thiet
hai gay ra ma khong phai yeu cau toa xet x

12/17/13 706001, hp ng ngoi thng 57

 Cac trng hp phat :
- Phat cham giao hang.
- Phat giao hang khong phu hp ve so
lng va chat lng
- Phat do cham thanh toan.

12/17/13 706001, hp ng ngoi thng 58

3.11 - ieu khoan bao hiem
(Insurance):

Can thoa thuan ai la ngi mua bao

hiem, ieu kien bao hiem can mua,
mua bao hiem au, gia tr bao hiem
c ke khai la bao nhieu va loai
chng th bao hiem can lay la A, B
hay C.

12/17/13 706001, hp ng ngoi thng 59

3.12 - ieu khoan bat kha khang (force
majeure) hoac con co ten la Act of
God hanh vi thng e
Bat kha khang la s kien khi xay ra lam cho
hp ong khong the thc hien c ma khong
ai b coi la chu trach nhiem. Cac s kien bat
kha khang mang 3 ac iem sau :
- Khong the lng trc c
- Khong the vt qua
- Xay ra t ben ngoai (do khach quan gay ra)

12/17/13 706001, hp ng ngoi thng 60

3.13 - ieu khoan trong tai
(arbitration):
Can qui nh cac noi dung sau :
- Ai la ngi giai quyet tranh chap (toa
an hay trong tai)
- Luat ap dung vao viec xet x
- a iem giai quyet tranh chap.
- Cam ket chap hanh tai quyet
- Phan nh chi ph giai quyet tranh
chap.
12/17/13 706001, hp ng ngoi thng 61
 Cac thuat ng trong hp ong
WIPON : Whether in port or not : a cap cang hay cha
WIBON : Whether in berth or not : tau a cap cau cang hay cha
WIFPON : Whether in free partique or not : tau a kiem dcdh hay cha
WCCON : whether customs clearance or not : tau a khai hai quan hay cha
NOR - notice of readiness : thong bao tau a san sang e xep hay d hang.
L/C - letter of credit
TT - telegraphic transfers
MT - mail transfers
C/O - certificate of origin
B/L - bill of lading
ETA - estimated time of arrival
ETD - estimated time of despatch
WWDSHEXEIU-weather working day Sunday,holidays excepted even if
used
WWDSHEXUU - weather working day Sunday, holidays excluded unless
used
Chater Party : hp ong thue tau
P/L - packing list
D/P - documentary against payment nh thu tra tien oi chng t
D/A documentary against acceptance : chap nhan thanh toan oi chng t
FCL - full container load
LCL - less container load 706001, hp ng ngoi thng
12/17/13 62
CFS - container freight station
CY - container yard
 SINH VIN T C V TM HIU THM

C s php l v iu kin hiu lc ca hp ng ngoi

thng ti VN: (gio trnh)
C cu ca hp ng ngoi thng : (gio trnh)
Cc iu khon trong hp ng ngoi thng: (gio
trnh)
Hc thuc t vng ting Anh cc thut ng trong hp
ng ngoi thng.
Dch t Anh sang Vit 1 hp ng ngoi thng: mail
SV
Lm bi tp: mail SV

12/17/13 706001, hp ng ngoi thng 63

 CHNG 4

TO CHC THC HIEN

HP ONG
Ni dung:
1/ Cc cng vic khi thc hin hp ng xut khu
2/ Cc cng vic khi thc hin hp ng nhp khu

12/17/13 706001, thc hin hp ng 1

I. CAC CONG VIEC PHAI THC HIEN KHI XUAT
KHAU HANG HOA:
1. GIUC NGI MUA M L/C VA KIEM TRA L/C:
Nha xuat khau phai:
- Thong bao giao hang
- Nhan L/C va kiem tra L/C
Kiem tra L/C tren co s:
+ Hp ong mua ban (HMB la c s e m L/C)
+ Bang ieu le thc hanh tn dung chng t UCP 500
cua ICC

12/17/13 706001, thc hin hp ng 2

2. CHUAN B HANG HOA:
Thu gom hang
ong goi hang hoa
Ke ky ma hieu

12/17/13 706001, thc hin hp ng 3

3. KIEM TRA PHAM CHAT:
3.1 Kiem tra trc khi giao:
- Ky hp ong vi cong ty giam nh
- Cung cap giay chng nhan pham chat cua c s
- Cung cap mau hang cho giam nh
- Tra ph giam nh
3.2 Kiem tra pham chat e xac nh hang hoa phu hp vi
tieu chuan xuat khau:
- Lam n xin kiem tra en bo KHCNMT
- Xuat trnh giay chng nhan pham chat cua c s
- Xuat trnh hang hoa e c quan quan ly lay mau
- Nop le ph

12/17/13 706001, thc hin hp ng 4

4. LAM THU TUC XUAT KHAU HANG HOA:
4.1 Lam thu tuc Hai quan:
- M t khai hai quan
- Xuat trnh hang hoa e HQ kiem tra
- Nop thue va cac le ph lien quan
- Kiem tra sau thong quan

12/17/13 706001, thc hin hp ng 5

4.2 Xin phep xuat khau:
Xin phep cua Thu tng chnh phu
Xin phep cac bo chuyen nganh
Xin giay phep xuat khau t ong

12/17/13 706001, thc hin hp ng 6

4.3 Kiem tra ve sinh
- n xin kiem tra gi bo y te
- Giay chng nhan ve sinh cua c s
- Le ph kiem tra
- Cung cap mau hang e bo y te kiem tra

12/17/13 706001, thc hin hp ng 7

4.5 Kiem dch: nhng hang hoa co nguon goc t ong thc vat
trc khi xuat khau phai xin kiem dch
- Kiem dch oi vi nhng san pham co nguon goc t ong vat,
ho s gom:
+ n gi c quan kiem dch ong vat cua bo NN va PTNT
+ Giay chng nhan kiem dch cua c s
+ Xuat trnh hang va mau hang e kiem tra
+ Nop le ph

12/17/13 706001, thc hin hp ng 8

- Kiem dch oi vi nhng san pham co nguon goc thc vat:
+ n xin kiem dch gi c quan kiem dch thc vat cua bo
NN va PTNT
+ Giay chng nhan kiem dch cua c s
+ Xuat trnh hang va mau hang e kiem tra
+ Nop le ph

12/17/13 706001, thc hin hp ng 9

5. THUE PHNG TIEN VAN TAI:
Theo cac ieu kien nhom C, thue tau v quyen li cua ngi
mua. Theo ieu kien nhom D la thue tau cho mnh.
- Thue tau v quyen li ngi mua
+ Thue tau can c vao quy nh cua H
+ HMB khong quy nh, th can c vao Incoterm
- Thue tau v quyen li ngi ban. C s e thue tau:
+ Tnh chat cua hang hoa
+ Tuyen ng
+ ieu kien cang khau

12/17/13 706001, thc hin hp ng 10

6. GIAO HANG LEN TAU, LAY VAN N:
6.1 Nhng cong viec phai lam e giao hang:
- Ky hp ong uy thac giao nhan hang hoa
- Lien he vi cac c quan hu quan e nam nhng thong tin ve
tau, hang..
+ Lien he vi cty ai ly tau bien e nam thong tin ve tau, lay s
o xep hang
+ Lien he vi cang e: nam ngay gi boc hang len tau; ky cac
H thue nhan cong, dung cu, boc d
+ Lien he vi c quan giam nh: e lap cac bien ban can thiet
+ Lien he cong ty giao nhan e nam ngay gi giao hang
+ Lien he Hai Quan e lam thu tuc lien quan en xuat khau.
- Cung cap cac giay t can thiet cho cac ben lien quan
- C ngi theo doi e giai quyet nhng vng mac trong qua
trnh giao nhan hang hoa
- Thu thap cac so lieu cua moi ca giao hang
- Chuan b van n e khi co bien lai thuyen pho se thc hien ky
phat van n
12/17/13 706001, thc hin hp ng 11
6.2 Giao hang bang container:
a. Giao hang le:
Ngi ban chuan b hang hoa van chuyen hang hoa ra tram
ong hang container giao cho ngi chuyen ch e lay van
n (house B/L) Trc khi giao ngi ban can :
- Lam thu tuc HQ
- Cung cap chng t cho cac ben co lien quan

12/17/13 706001, thc hin hp ng 12

b. Hang nguyen:
- Lam thu tuc mn container rong
- Ch container ve kho bai cua mnh
- ong hang vao container di s giam sat cua HQ va c
quan giam nh
- Sau khi ong hang nh HQ va c quan giam nh niem
phong cap ch cho container.
- Ch container ra bai container giao cho ngi chuyen ch
va lay van n e thanh toan.

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7. MUA BAO HIEM CHO HANG HOA:
- Theo ieu kien CIF/CIP:
+ Ngi ban mua BH v quyen li cua ngi mua
+ C s: theo H/ theo Incoterm
- DEQ/DAF/DDU/DDP:
+ Ngi ban mua BH v quyen li cua ngi ban
+ C s:
. Tnh chat hang hoa
. Tuyen ng
. iu kin kh hau thi tiet
. Tnh hnh chnh tr XH
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8. LAP CHNG T THANH TOAN
- C s e lap chng t thanh toan:
+ Theo L/C
+ Theo HMB
- Sau khi lap xong tien hanh kiem tra cac chng t e am
bao tnh ong bo cua cac chng t.
+ Kiem tra hnh thc chng t
+ Kiem tra noi dung ghi trong cac chng t
- Sau khi lap bo chng t thanh toan gi ngay cho NH e
lay tien.

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9. KHIEU NAI VA GIAI QUYET KHIEU NAI:
* Ngi XK i khieu nai trong trng hp ngi mua:
+ Cham m L/C
+ Cham i thue tau en lay hang
+ T choi tra tien hang khong co ly do chnh ang
Ho s khieu nai:
. n khieu nai
. Cac chng t co lien quan
. Bang tnh toan ton that

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* Ngi XK giai quyet khi b khieu nai:
+ Nhan ho s va kiem tra ho s
+ Tien hanh kiem tra thc te hang hoa
+ Nghien cu tnh toan thiet hai
+ Viet th tra li

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10. KIEN E BAO VE QUYEN LI VA THAM GIA KIEN:
- Ho s:
+ n kien
+ Ho s i khieu nai
+ Cac giay t chng minh vu khieu nai khong thanh cong
- i kien:
+ Nghien cu ho s kien
+ Thue trong tai e bao ve quyen li
+ Cung cap cac chng c cho trong tai
+ Tham gia tranh luan trc trong tai
+ Thc hien cac phan quyet cua trong tai
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II. CAC CONG VIEC PHAI LAM E THC HIEN H NK
1. GIUC NGI BAN GIAO HANG:
2. M L/C:
- Lam n xin m L/C (theo mau cua Ngan hang), can c vao
H MB e viet.
- Ky quy tai ngan hang

3. THUE TAU: iu kin F

4. MUA BAO HIEM CHO HANG: F + CFR + CPT

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6. GIAO NHAN HANG HOA:
6.1 Nhan hang t tau bien:
-Ky H uy thac giao nhan
-- Lien he vi cac c quan huu quan:
-. Vi cong ty/ai ly tau bien: lay lenh giao hang va s o xep
hang len tau
-. Vi cang e ky H thue phng tien boc d, biet ngay d
hang ra khoi tau
-. Vi cong ty giam nh e kiem tra, giam nh, lap cac bien
ban can thiet
-+ Cung cap cac chng t can thiet phuc vu cho viec giao nhan
hang
-+ C ngi theo doi e giai quyet cac vng mac trong qua
trnh giao nhan
-+ Chuan b phng tien, nhan cong ra cang nhan hang
-+ Thu thap cac chng t phap ly ban au e phuc vu cho viec
khieu nai, oi boi thng sau nay
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6.2 Nhan hang bang container:
- Nhan nguyen cont:
+ Xuat trnh van n/ lenh giao hang e lam thu tuc nhan hang t
ngi chuyen ch
+ Lam thu tuc mn cont (ky H mn cont)
+ Van chuyen cont ve a iem d hang
+ D hang ra khoi cont di s giam sat cua HQ va cac ben co
lien quan
- Nhan hang le:
+ Xuat trnh lenh giao hang cho ngi chuyen ch
+ Khi nhan thay hang h, v mi cac ben hu quan lap bien ban

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7. LAM THU TUC THANH TOAN:
Khi nhan c chng t, ngi nhap khau phai kiem tra cac
chng t thanh toan tren c s quy inh tren H va/hoac L/C.
chap nhan hay t choi thanh toan (lam theo mau cua NH)

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8. KHIEU NAI OI BOI THNG:
- Xac nh oi tng b khieu nai
+ La ngi ban: trong trng hp: Giao hang khong ung thi
han quy nh; Giao hang co quy cach pham chat khong ung
H; Bao b hang hoa khong ung; Co s gian tra la ao
+ La ngi van tai: Cham giao hang so vi thi han quy nh;
Hang h hong do loi cua tau; La ngi bao hiem: ch c khieu
nai nhng ton that ve hang nam trong pham vi c bao hiem

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* Neu khong xac nh c:
. Chon ngi nao con thi han khieu nai t nhat
. Bao lu quyen khieu nai: sao bo ho s i khieu nai cho nhng
ngi con lai

* Lam ho s khieu nai:

+ n: neu c s va yeu cau
+ Cac loai chng t kem theo (chng t hang hoa, van tai, bao
hiem, bien ban)
+ Giay tnh toan ton that
+ Bien lai bu ien chng nhan a gi cho nhng ngi con lai

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9. I KIEN:
- Viet n kien: ho s gom:
+ n
+ Ho s khieu nai
+ Cac giay t chng minh vu khieu nai khong thanh
cong
- La chon trong tai
- Cung cap nang chng, chng c
- Theo kien (tham gia tranh luan trc toa)
- Thc hien phan quyet cua trong tai

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 SINH VIN T C V TM HIU THM

Danh mc hng ha cm xut-nhp: (gio trnh)

Qui trnh t chc thc hin hp ng nhp khu: (gio
trnh)
Qui trnh t chc thc hin hp ng xut khu: (gio
trnh)
Qui trnh khai bo hi quan xut khu: (gio trnh)
Qui trnh khai bo hi quan nhp khu: (gio trnh)
Tm hiu thc t vic giao nhn hng ha xut nhp
khu ti 1 cng ti Tp.HCM: (i thc a)

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