CITF-学习笔记(3.8.8 使用支票的缺点-Disadvantages of using cheques)

3.8.8 使用支票的缺点-Disadvantages of using cheques

在某些国家/地区,将支票寄出国外可能会违反买方政府的外汇管制规定。买方的银行和受益人的银行通常对处理此类支票收取高额费用。
In some countries, sending a cheque abroad may contravene the exchange control regulations of the buyer’s government. The buyer’s bank and the beneficiary’s bank usually impose heavy charges for handling such cheques.

在收取支票的时间与买方银行实际汇出资金的时间之间不可避免地存在延迟。加快支票清算过程的一种方法是使用”密码箱”设施,这对于向美国销售并由买方支票付款的卖家特别有用。买方被指示将支票邮寄到美国的邮局(PO)箱地址。当地银行每天至少打开一次”密码箱”,并开始清算支票。这个过程大大减少了清算时间,因为支票本身不必从美国到原籍国再返回。银行可以通过与国外代理银行安排来组织”密码箱”设施。
There is an inevitable delay between the time when the cheque is collected and the time when funds are actually remitted by the buyer’s bank. One method of speeding up the process of clearing cheques is to use a ‘lockbox’ facility, which is particularly useful for sellers who sell to the USA and who are paid by the buyer’s cheque. The buyer is instructed to post the cheque to a post office (PO) box address in the USA. A local bank opens the ‘lockbox’ at least once a day and initiates the clearing of the cheques. This process dramatically reduces the clearing time because the cheque itself does not have to go from the USA to the originating country and back again. Banks may be able to organise ‘lockbox’ facilities by making arrangements with correspondent banks abroad.

支票结算
CHEQUE CLEARING
出示支票获得付款的过程。
The process of presenting cheques for payment.
美国每天使用超过2000万张支票,但这只是20年前(美联储,2021年)的三分之一。在许多地区,特别是欧洲,支票的使用正在迅速下降,一些地方已经完全取消了支票,如比利时,荷兰,芬兰和波兰。
Over 20m cheques are used in the USA every day, but this is just a third of the total presented 20 years ago (Federal Reserve, 2021). In many regions, particularly Europe, the use of cheques is declining rapidly, and some places have eliminated them altogether, such as Belgium, the Netherlands, Finland and Poland.


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CITF-学习笔记(3.8.7 银行汇票和客户支票 Bank drafts and customer cheques)

3.8.7 银行汇票和客户支票 Bank drafts and customer cheques

~银行汇票~

付款也可以使用银行汇票进行,银行汇票是买方银行开具的一种支票形式,支付给卖方,由买方银行在卖方所在国的代理行支付。如果汇票以卖方自己的货币计算,则资金可以直接记入卖方的账户。如果汇票不是卖方的货币,其银行可以协商汇票,并按现行汇率贷记当地等值货币,但须收取一些费用。其他,银行可将汇票寄给付款银行支取金额。银行之间的结算将通过nostro和vostro账户进行。
Payments can also be made with bank drafts, a form of cheque drawn by a buyer’s bank, payable to the seller and drawn on the buyer’s bank’s correspondent in the seller’s country. If the draft is in the seller’s own currency, the funds can be credited directly to the seller’s account. If the draft is not in the seller’s currency, its bank may negotiate the draft and credit the local currency equivalent at the prevailing exchange rate, subject to any charges. Otherwise, the bank will send the draft to the drawee bank for collection of the proceeds. Settlement between the banks will be via the nostro and vostro accounts.

~支票~

买方可以通过签发自己的支票付款,但须遵守当地的外汇管制条例。卖方的银行可以同意议付支票 – 即贷记卖方的账户 – 或将支票发送给其代理以获得付款,即通过跟单清收。
A buyer can pay by issuing its own cheque, subject to local exchange control regulations. The seller’s bank may either agree to negotiate the cheque – credit the seller’s account immediately – or send the cheque to its correspondent to obtain payment, ie via a documentary collection (see Topic 8).


议付将涉及向卖方收取费用,以支付付款和收款之间向银行支付的利息和手续费。如果支票是外币,则此费用可以计入汇率。议付将是“有追索权”的,即如果支票未支付,银行将从卖方的账户中扣除以收回最初议付的金额。因此,议付措施由银行自行决定。
Negotiation will involve a charge to the seller to cover the interest and handling cost to the bank for the period between making and receiving payment. This charge can be built into the exchange rate if the cheque is in a foreign currency. Negotiation will be ‘with recourse’, ie if the cheque is unpaid, the bank will debit the seller’s account to recover the amount originally negotiated. Negotiation facilities are therefore at the bank’s discretion.


清收:卖方收款的前提是其银行收到来自买方银行的付款。
A collection means that the seller will only get funds when its bank receives payment from the buyer’s bank.


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CITF-学习笔记(3.8.6 外国银行账户Foreign bank accounts)

3.8.6 外国银行账户Foreign bank accounts

希望在其他国家/地区进行或接收定期付款的公司,可能能够开设自己的外国账户。这些公司在其国内银行的代理银行开立账户,或者,如果其银行由同一银行集团的另一成员或分行在国外代表,则可以在该集团成员或分行开立账户。在外国开立账户将受到当地银行账户规则和适用于外国公民账户的任何外汇管制的约束。
A company that expects to make or receive regular payments in another country may be able to open its own foreign account(s). Such companies open an account with their domestic bank’s correspondent bank or, if their bank is represented in the foreign country by another member of the same banking group or by a branch, then an account can be opened with that group member or branch. Opening an account in a foreign country will be subject to any local rules governing bank accounts and to any exchange controls applicable to accounts belonging to foreign nationals.

如果该公司的国内银行是在其与之进行交易的国家/地区有代表的一组银行的成员,则开设外国银行账户可能是管理和转移资金的最有效手段。例如,一家在国外设有子公司的银行可以提供一项服务,使持有该子公司的外国账户的客户能够立即在两国之间转账,并在线提供付款指示。
If the domestic bank of the company is a member of a group of banks with representation in the country with which it is trading, opening a foreign bank account can be a most efficient means of managing and transferring money. For example, a bank with a subsidiary abroad may offer a service that gives its customers with foreign accounts held with that subsidiary the ability to transfer money instantly between the two countries, giving payment instructions online.

外国银行还可以提供专业服务,如零平衡,净额结算,清扫等 – 所有这些都使公司能够优化其现金状况。
The foreign bank may also offer specialised services such as zero‑balancing, netting, sweeping, etc –all of which enable a company to optimise its cash position.


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CITF-学习笔记(3.8.5 实时总结算 Real‑time gross settlement (RTGS))

3.8.5 实时总结算 Real‑time gross settlement (RTGS)

银行也可以代表自己、代表客户和其他大型机构使用电子清算和结算系统。
Banks, on their own behalf and on behalf of their customers and other large institutions, can also access electronic clearing and settlement systems.

一个例子是英国的CHAPS(清算机构自动支付系统)。CHAPS支付系统由律所等使用,以便在完成房产购买时付款。CHAPS在成员银行之间提供当日安全、安全的英镑或欧元资金电子转账服务,这项服务称为RTGS。
An example is the UK‑based CHAPS (Clearing House Automated Payment System). The CHAPS payment system is used by, among others, solicitors to make payments when a property purchase is completed. CHAPS provides a same‑day, secure electronic transfer of funds in either pounds sterling or euro between member banks, a service known as RTGS.

REAL‑TIME GROSS SETTLEMENT (RTGS)
一种支付系统,以电子方式,实时(即时)和一对一的方式在银行之间转移和结算付款。
A payment system that transfers and settles payments between banks electronically, in real time (instantaneously) and on a one‑to‑one basis.

通过 SWIFT 报文或 RTGS 系统进行的付款是无法收回的。一旦发送,即使它们被错误发送,也不能提取或取消,除非收件人同意退还款项
Payments made either via SWIFT messages or by RTGS systems are irrecoverable. They cannot be withdrawn or cancelled once sent, even if they have been sent in error, unless the recipient agrees to return the money

TARGET2在欧盟提供了一个直接的支付平台,成员国没有自己的RTGS系统也能参与。
TARGET2 provides a direct payment platform in the EU without the involvement of the member country’s own RTGS systems.


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CITF-学习笔记(3.8.4 Use of BIC and IBAN)

3.8.4 Use of BIC and IBAN

银行要求欧盟境内的所有转账都包含完整且清晰的收款人银行和账户详细信息。这些被称为银行标识符代码(BIC)和国际银行帐号(IBAN)详细信息,通常在经常账户持有人的银行对账单顶部引用。IBAN在75个国家使用;其中34个是单一欧洲支付区的成员。
Banks require all transfers within the EU to include full and clear beneficiary bank and account details. These are known as Bank Identifier Code (BIC) and International Bank Account Number (IBAN) details and are usually quoted at the top of bank statements of current account holders.
IBAN is used in 75 countries; 34 of them are members of the Single European Payment Area.

EXAMPLE OF A BIC
典型的BIC标识银行和分行。它将显示如下:MIDLGB22123。
BIC 由银行代码 (MIDL)、国家/地区 ISO 代码 (GB) 和分行标识符号组成 (22123).
A typical BIC identifies the bank and branch. It would appear as follows: MIDLGB22123.
The BIC consists of a bank code (MIDL), a country ISO code (GB), and a branch identifier number (22123).

EXAMPLE OF AN IBAN
IBAN可识别特定的银行帐户,并使其更容易处理跨境付款。典型的 IBAN 最多可长达 32 个字符,如下所示:GB15MIDL40051512345678。
An IBAN identifies a specific bank account and makes it easier to process payments across borders. A typical IBAN can be up to 32 characters long and would appear as follows: GB15MIDL40051512345678.

IBAN 由国家/地区代码 (GB)、校验位 (15)、银行代码 (MIDL)、 后跟排序代码 (400515) 和帐号 (12345678) 组成。
The IBAN consists of the country code (GB), a check digit (15), the bank code (MIDL), followed by a sort code (400515) and an account number (12345678).
在资金转帐指令中包含这两个代码,使使用 SWIFT 的银行能够通过直通式处理 (STP) 相互发送报文,从而消除延迟和查询。
Inclusion of both of these codes in funds transfer instructions enables banks using SWIFT to send messages to each other using straight‑through processing (STP), eliminating delays and queries.

直通式处理
STRAIGHT‑THROUGH PROCESSING (STP)
一种系统,其中交易由自动化系统处理,极少的人为干预。
A system where a transaction is processed by automated systems with minimal human intervention.


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CITF-学习笔记(3.8.1 付款 Payments)

3.8.1 付款 Payments

金融机构面临着巨大的压力,要求它们为国家之间的国际贸易提供更快、更有效的支付方式。
There is strong pressure on financial organisations to deliver ever speedier and more efficient means of payment for international trade between countries.

在欧盟内部,限制资金进出国资金转移的外汇管制条例的消失消除了国际资金转移的官方障碍和拖延,但必须保持所有交易的完整和准确的记录,以便进行统计,并帮助侦查洗钱和其他经济犯罪。
Within the EU, the disappearance of exchange control regulations restricting transfers of funds in and out of countries has removed official barriers and delays to international money transmission,although it is important that full and accurate records of all transactions are maintained for statistical purposes, and also to aid detection of money laundering and other economic crimes.

现在,大多数银行为国际金融交易提供全方位的选择,价格反映了交易完成的速度。规则通常是,受益人(卖方)越快收到其账户中的清算资金,交易费用就越高。在当今支持IT的环境中,资金可以通过相互连接的计算机立即转移到世界各地,只需适度的成本即可转移到银行。
Most banks now offer a full range of choices for international financial transactions, with prices reflecting the speed with which the transaction is completed. The rule is generally that the quicker the beneficiary (seller) receives cleared funds in its account, the higher the charge for the transaction. In today’s IT‑enabled environment, funds can be transferred instantaneously around the world by interlinked computers at only a moderate cost to banks.

使银行能够在它们之间进行转账的主要要求是将经核实的指示从一家银行传送和接收到另一家银行,授权收款银行将受益人(卖方)的账户记入贷方。这些指示过去常常通过海运或空运邮件以经签署的文件传送给海外的代理银行,需要花费过多的时间才能采取行动。向每个代理银行发送了载有经授权签署此类指示的人员的标本签名的书籍,以便收件人能够确认信息是真实的,并且在工作人员更换时定期更新此类签名簿。后来,通过电传或电缆在银行之间发送指令,由于缺乏可以验证的签名,消息被编码并携带测试密钥,银行两端都持有代码表簿,从而能够实现身份验证。
The main requirement to enable banks to make transfers between themselves is the transmission and receipt of an authenticated instruction from one bank to another, authorising the recipient bank to credit the account of the beneficiary (seller). Such instructions used to be transmitted by sea or air mail in signed documents to correspondent banks overseas and took an inordinate time to be acted upon. Each correspondent bank was sent books containing specimen signatures of those authorised to sign such instructions, so that messages could be confirmed as authentic by the recipient, and such signature books were regularly updated when staff changed. Later, instructions were sent between banks by telex or cable and, lacking signatures that could be authenticated, the messages were encoded and carried test keys, for which banks at either end held books of code tables, enabling authentication to be achieved.

在这种系统下进行的转账曾经被称为”邮件转账”(MT)、’有线/电汇’(TTs)或’电汇’,而且长期以来,这些系统并排运行,所有系统都根据有关转账的紧迫性使用。如今,资金转帐指令通过计算机的互连,使用”SWIFT”等系统在银行之间几乎即时发送,并且此类转帐往往被称为”国际支付”,”优先支付”,”快递支付”或”普通”或”紧急”付款,具体取决于银行和所需的付款类型。身份验证是通过内置于系统中的加密进行的。
Transfers made under such systems were once called ‘mail transfers’ (MTs), ‘cable/telegraphic transfers’ (TTs) or ‘wire transfers’ and, for a long time, these systems ran side by side, with all being used depending on the urgency of the transfers in question. Nowadays, funds transfer instructions are sent between banks almost instantaneously through the interlinking of computers, using systems such as ‘SWIFT’, and such transfers tend to be called ‘international payments’, ‘priority payments’, ‘express payments’, or ‘ordinary’ or ‘urgent’ payments, depending on the bank and type of payment required. Authentication is by encryption built into the system.


全球最大的安全金融消息传递系统
World’s largest secure financial messaging system
SWIFT(全球银行间金融电信协会)是一个由其成员拥有的合作社。它运营着世界上最大的安全金融消息传递平台,用于传达支付和与支付相关的信息。2021 年 1 月,SWIFT 平均每天处理 4,210 万条个人财务报文(SWIFT,2021 年)。
SWIFT (Society for Worldwide Interbank Financial Telecommunication) is a co‑operative owned by its members. It operates the world’s largest secure financial messaging platform for communicating payment and information relating to payments. In January 2021 SWIFT processed on average 42.1 million individual financial messages per day (SWIFT, 2021).


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3.8代理银行业务-Correspondent banking

CITF-学习笔记(3.8代理银行业务-Correspondent banking)

3.8代理银行业务-Correspondent banking

3.8.1 Payments
3.8.2 ‘Nostro’ and ‘vostro’ accounts
3.8.3 Bookkeeping for transfers of funds
3.8.4 Use of BIC and IBAN
3.8.5 Real‑time gross settlement (RTGS)
3.8.6 Foreign bank accounts
3.8.7 Bank drafts and customer cheques
3.8.8 Disadvantages of using cheques
3.8.9 Continuous linked settlement (CLS)

银行通常需要与其他国家/地区的银行合作,统称为”代理银行”。它们可能是独立的银行或同一组的成员。
banks are often required to work with banks in other countries, collectively referred to as ‘correspondent banks’. They may be separate banks or members of the same group.

For any domestic bank, their correspondents will include:
1.已签订正式代理银行协议的完全独立银行
wholly independent banks with which formal correspondent banking agreements have been reached;
2.在另一个国家经营的子公司或联营公司也受代理银行协议的约束
subsidiary or associate companies operating in another country also subject to a correspondent banking agreement;
3.国有/国有银行
state‑owned/government‑owned banks;
4.境内银行海外分行
overseas branches of the domestic bank.
或者,公司可以使用外国银行在公司所在国的分行的服务进行交易。
Alternatively, a company may use the services of a foreign bank’s branch in the company’s country for a transaction.

银行可以在国外市场开设代表处。这些银行在没有银行执照的情况下运作,在许多情况下无法签订代理银行协议或进行任何交易,但允许银行在另一个国家建立业务(establish a presence ?)。
Banks can open representative offices in foreign markets. These operate without a banking licence and will in many cases not be able to enter into correspondent banking agreements or conduct any transactions but allow the bank to establish a presence in the other country.

如今,在合规和风险政策方面存在许多监管障碍(见第1.6.1节)。因此,维持关系的成本和风险显著增加,许多银行正在减少其代理网络。
Nowadays there are many regulatory obstacles with regard to compliance and risk policies (see section 1.6.1). As such, the cost and risk of maintaining relationships has significantly increased and many banks are reducing their correspondent networks.

无论国内银行与海外代理之间的所有权关系如何,代理银行中使用的机制通常都是相同的。代理银行服务包括:
The mechanisms used in correspondent banking are generally the same whatever the ownership relationship between the domestic bank and the overseas correspondent. Correspondent banking services include:
1.‘nostro’ and ‘vostro’ accounts;
2.SWIFT payments (requiring IBAN and BIC numbers within the EU and a few other countries – see section 3.8.3);
3.real‑time gross settlement (RTGS);
4.overseas bank accounts;
5.bank drafts and customer cheques;
6.continuous linked settlement (CLS);
7.the handling of documentary collections;
8.the issuance and/or confirmation of documentary and standby letters of credit;
9.the issuance of direct or indirect bank guarantees.


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CITF-学习笔记(3.6代理商或分销商 Agents or distributors)

3.6代理商或分销商 Agents or distributors

代理商- AGENT
由出口公司指定的第三方,代表其在特定地理区域或行业部门营销和销售其产品或服务。
A third party appointed by the exporting company to act on its behalf to market and sell its product or service in a particular geographical territory or industry sector.

代理商通常以佣金为基础受雇,通常为一些非竞争性公司工作。通常,他们将协商保留费,任何后续销售都将产生佣金。因为他们是自雇人士,所以他们可以产生的销售额越多,他们就能赚到的越多。
Agents are often employed on a commission basis and usually work for a number of non‑competing companies. Generally, they will negotiate a retainer fee and any subsequent sales will generate a commission. Because they are self‑employed, the more sales they can generate, the more they can earn.

代理协议是在出口公司(委托人)和代理商之间起草的,因此出口公司可以放心地控制其货物的销售对象和价格。该协议还定义了允许代理商销售其产品的地区,因此在任何一个国家/地区,公司雇用多个代理商的服务并不罕见。
Agency agreements are drawn up between the exporting company (the principal) and the agent, so the exporting company can be assured of having some control over who its goods are sold to and at what price. The agreement also defines the territory where the agent is allowed to market its product, so in any one country it is not unusual for a company to employ the services of several agents.


分销商-DISTRIBUTOR
履行与代理商类似的角色,主要区别在于分销商通常直接购买货物,然后在指定区域内以利润出售货物。使用分销商为卖方提供了优势,因为他们通常不对分销商产生的任何损失或索赔负责。然而,主要的缺点是,由于货物已出售给分销商,卖方对销售地点和方式的控制较少。分销协议可以提供一些保护。
Fulfils a similar role to an agent, with the main difference that the distributor usually makes an outright purchase of the goods and then sells them on, again in a specified territory, at a profit. Using a distributor provides an advantage to the seller, as they are not usually responsible for any losses or claims incurred by the distributor. However, the main disadvantage is that as the goods have been sold to the distributor, the seller has less control over where and how they are sold. The distribution agreement can provide some protection.

分销协议可以是单一的经销权,即授予在特定市场销售产品或服务的唯一权利,也可以是选择性的经销权,其中对谁(以及在什么条件下)可以销售产品或服务施加限制。
Distribution agreements can either be sole distributorships, where the sole rights to sell the product or service in a particular market are granted, or a selective distributorship, where restrictions are applied as to whom (and under what conditions) the product or service can be sold.


Table : Differences between agents and distributors

Agent Distributor
不取得货物的所有权和控制权,因此不承担风险

Does not take ownership and control of the goods, therefore is not assuming risks

直接购买货物,获得所有权和控制权,承担所有风险

Purchases the goods outright, taking ownership and control, assuming all risks

代表出口公司谈判货物销售,赚取佣金

Negotiates the sale of the goods on behalf of the exporting company for a commission

将货物出售给客户,赚取利润

Sells the goods on to customers, making a profit

无权同意/设定销售价格

Has no authority to agree the sale price

通常有权设定货物的销售价格

Usually has the authority to set the selling price of the goods

通常不为买方提供售后支持

Does not usually provide after-sales support for the buyer

经常提供售后支持
可以是选择性或单一经销
Quite often provides after-sales support
Can be selective or sole distributorships

 


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CITF-学习笔记(3.5 间接出口中使用的中间商-Intermediaries used in indirect exporting)

3.5 间接出口中使用的中间商-Intermediaries used in indirect exporting

出口管理公司-Export management companies
出口管理公司将作为卖方的出口部门,并成立以提供全方位的服务。他们将代表卖方行事,以卖方的名义或以自己的名义收取佣金,工资或保留费加佣金。一些较大的出口管理公司可以通过安排融资或直接购买产品为卖方提供即时付款。通常,出口管理公司将拥有产品或市场方面的专业知识,这是对于卖方的主要优势之一。使用这种公司的主要缺点是卖方可能会失去对其产品营销和销售的所有控制权。
Export management companies will act as the export department for the seller and are set up to provide a whole range of services. They will act on behalf of the seller, either in the name of the seller or in their own name for a commission, salary, or retainer fee plus commission. Some of the larger export management companies can provide immediate payment for the seller by either arranging financing or by directly purchasing the product. Typically, the export management company will have expertise either in products or in the market, which is one of the main advantages to the seller. The main disadvantage of using such a firm is that the seller can potentially lose all control over the marketing and sale of its products.


贸易公司-Trading houses
出口贸易公司将直接从制造商处购买商品,并在海外市场销售。它们通常是特定于产品或特定于市场的。一旦他们从制造商那里购买了商品,他们就可以以他们选择的任何价格将它们出售给他们想要的任何人。同样,制造公司将失去所有控制权;但是,好处是会产生额外的销售。
Export trading houses will purchase the goods directly from the manufacturer and sell them on in an overseas market. They are often product‑specific or market‑specific. Once they have purchased the goods from the manufacturer, they are then able to sell them to whoever they wish and at whatever price they choose. Again, the manufacturing company will lose all control; however, the upside is that additional sales are generated.


保付公司-Confirming houses
严格来说,保付公司不是出口公司的入境途径。他们是受外国买家委托从卖家所在国家/地区寻找产品的公司。他们将寻求以最低的价格获得产品,并将由其外国客户支付佣金。在某些情况下,保付公司可能是外国政府机构或准政府机构,其任务是促进其国家的出口贸易。它们提供买方向卖方付款的保证,如果买方的信用评级较差,这将非常有用。一些出口信贷机构可以履行确认机构的角色
Confirming houses are not, strictly speaking, a route to entry for an exporting company. They are firms commissioned by a foreign buyer to find products from the country of the seller. They will seek to obtain the product at the lowest price and will be paid a commission by their foreign client. In some instances, confirming houses may be foreign government agencies or quasi‑government firms that are tasked with promoting export trade for their country. They offer a guarantee of payment to the seller from the buyer, which is useful if the buyer has a poor credit rating. Some export credit agencies can fulfil the role of the confirming house (for more about export credit agencies, see Topic 13).


采购代理(位于卖方所在国家/地区)-
Buying agent (based in the seller’s country)

许多大型海外公司或采购机构将雇用代理商,其职责是为各自的公司或客户寻找产品和购买。他们的立场通常是采购产品并谈判销售合同;但是,由于它们位于买方的母国,因此销售合同将受母国法律的约束。
Many large overseas companies or buying agencies will employ agents whose responsibility is to look for products and buy for their respective companies or clients. Their position is usually to source the product and negotiate the sales contract; however, because they are based in the home country of the buyer, the sales contract would be subject to the home country’s law.


联合营销 Co‑marketing
联合营销是一种安排,其中一个制造商同意分销第二家公司的产品或服务。一个典型的例子是,当一家公司与海外买家签订合同,提供广泛的产品或服务时。供应公司可能没有能力履行整个合同,因此它将转向其他国内公司提供剩余的产品。然后,第二家公司能够将其产品出口到国际市场,这对第二家公司的优势在于,它通常能够出口其产品,分担与出口相关的营销和分销成本。
Co-marketing is an arrangement in which one manufacturer agrees to distribute a second firm’s product or service. A typical example would be when a company has a contract with an overseas buyer to provide a wide range of products or services. The supplying company may not have the capability to fulfil the whole of the contract, so it will turn to other domestic companies to provide the remaining products. This second company is then able to export its products to the international market, which has the advantage to the second company that it is often able to export its product, sharing the marketing and distribution costs associated with exporting.


Check your understanding
What is the difference between direct and indirect exporting?
2.3.1 Direct exporting vs indirect exporting


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