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ИНФРАСТРУКТУРА МЕЖДУНАРОДНОЙ ТОРГОВЛИ
ВНЕШНЕЭКОНОМИЧЕСКАЯ ДЕЯТЕЛЬНОСТЬ ПРЕДПРИЯТИЯВИДЫ ПОСТАВОК
  1. прямой (без посредников)

  2. косвенный (через агентские фирмы) Этот вид лучше подходит для России, так как нет знаний торговых обычаев, нет практики, следовательно, нет условий для прямого сбыта.

  3. Продажа через смешанные компании с участием иностранных фирм: договоры консигнации – в первичной форме это склады запчастей, которые местные фирмы – консигнаторы – могут продавать в своей стране от своего имени, но за счет экспортера, который является собственником продукции до передачи ее в 3-и руки (организовывают рекламу, отвечают за сохранность качества оборудования перед продавцом, обязаны информировать его о состоянии рынка данной продукции и о действиях фирм-конкурентов, демонстрируют работу оборудования покупателю и т.д.). Продажа сопровождается рядом услуг, в основном, инжиниринговых.

Распространенная форма продаж машин – национальные сделки.

Виды кооперации:

  • внутриотраслевая;

  • межотраслевая;

  • технологическая.

Сделки:

  1. несвязанная торговля (деньги - товар);

  2. связанная торговля (взаимопогашаемая);

  3. бартер.

Рынок оферт – обмен услугами.


ТЕМА: «ИНФРАСТРУКТУРА МЕЖДУНАРОДНОЙ ТОРГОВЛИ»

  1. Торги (самая распространенная форма внешней торговли, особенно с развивающимися странами) – продажа оборудования, предприятий «под ключ», «под готовую продукцию» и т.д.

Покупатель объявляет конкурс для продавцов на поставку товаров с определенными технико-экономическими характеристиками. Завершаются торги заключением контракта купли-продажи или договора подряда. Покупатели создают тендерные комитеты, в состав которых входят технические и коммерческие эксперты, председателями которых становятся руководители организаций, производящих закупки.

Торги часто проводит государство.

В развивающихся странах Азии, а также в Австралии применяется двухступенчатая система открытых торгов: в 1-ом туре происходит предварительный отбор, во 2-ой тур выходят только фирмы, которые отобраны тендерным комитетом.

Закрытые торги – допускаются к участию только известные в данной отрасли фирмы.

Объявления об открытых торгах публикуются в экономических журналах, специализированных бюллетенях, которые рассылают торговые представительства за 2 месяца до проведения торгов. Условия торгов издаются в сборниках (тендерниках) и являются платными.

При проведении как открытых, так и закрытых торгов на сложное оборудование большими партиями происходит объединение фирм в консорциумы (закрытые: 5-7 фирм).

К моменту закрытия торгов их участники за несколько минут до закрытия подают свои предложения с указанием цен, размеров кредита и т.д.

Существуют также негласные торги (Скандинавские страны).

Торги обостряют конкуренцию между продавцами, для которых главной задачей является правильно определить цену. Повышается ответственность поставщиков за качество продукции и сроки ее выполнения. Торги сразу позволяют продать крупные партии.

Необходимо соблюдать:

  • технические условия;

  • все документы должны быть заверены;

  • все требования тендерных комитетов.

Фирмы – участники предоставляют гарант –залог (1-5% от суммы тендера). Этот залог либо возвращается, либо увеличивается до 10% в зависимости от того, выиграла фирма – оферент или проиграла.


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MYY



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