2.2.4 数字网络和信息收集-Digital networking and information gathering

公司网页Company websites

Most businesses have websites that provide information as to the size of the company, its history, its product range and even testimonials. Caution is advised – you cannot believe all that you read.However, you can often get a feel for a company by examining its website.

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关于国家和特定行业的报告-Reports on countries and specific industries

You learned in section 2.2.2 that banks often produce country‑specific economic reports. These are also produced by government export agencies, chambers of commerce, think tanks and research institutes. All these organisations also produce reports on specific industries.

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贸易出版物-Trade publications

Print or digital trade journals and magazines provide sector‑specific information. Potential buyers or sellers may be featured, as well as interesting articles on specific countries or policies. It is also worth reading the business, economic and financial press information and navigating to sections relevant to your chosen markets.

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数字营销策略-Digital marketing strategy

All large corporates will have a well‑crafted web and digital strategy. Most will employ professional digital marketing agencies. Increasingly, SMEs and micro‑businesses are building their online presence and generating leads through digital marketing techniques（数字营销技术） such as search engine optimisation（搜索引擎优化） and social media（社交媒体）.

LinkedIn（人际关系网） is a particularly useful social media channel for businesses offering entry level options at no cost.

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在线网络工具-Online networking tools

Most chambers of commerce and government trade departments mentioned in section 2.2 offer networking opportunities, either through webinars, discussion forums or social media feeds.Following the social media feeds of both trade and financial journals can also provide a source of leads and networking opportunities.

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进入国际市场的方法-Methods of entering an international market

Once a potential new market has been identified and researched, a seller must decide on an appropriate entry strategy or route to market. The research that may have been done so far may have identified demand for the seller’s product, barriers to entry and potential buyers; it may not have highlighted how best to enter the market with the product or service. The first step in this process is to decide whether to export direct to the end user or indirectly via an intermediary.**此过程的第一步是决定是直接出口给最终用户还是通过中介间接出口。**

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2.2.2 银行-Banks

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贸易融资产品-Trade finance products

Banks offer a range of products, from simple payment systems to more complex methods such as documentary credits or commodity hedging. These include:
•货币风险 – 大多数银行会就货币风险以及如何解决这个问题向客户提供建议。 Currency risk – most banks will advise their customers on currency risk and how to address this.
•付款 – 所有银行都向买家或卖家提供有关在海外付款和接收付款，所涉及的风险以及为最大限度地降低风险而提供的机制的建议。
Payments – all banks advise buyers or sellers on making and receiving payments overseas, the risks involved, and the mechanisms offered to minimise risk.
•经济报告 – 其中许多将在有关个别国家的经济报告中得到解决。一些银行在内部制作这些报告，而另一些银行则推荐其他方制作的报告。涵盖的领域包括生活水平，消费者支出，外汇储备以及适用于进口到该国的法规和控制。
Economic reports – Many of these will be addressed in economic reports about individual countries. Some banks produce these internally while others recommend reports produced by other parties. Areas covered include the standard of living, consumer expenditure, foreign exchange reserves, as well as regulations and controls that apply to imports into the country.

第三方供应商的简介-Introductions to third-party providers

Most banks also help their customers to develop their international trade operations by introducing them to specialists in related areas. These services include the following.
•第三方检验和质量控制 – 这些作为减轻供应商不符合合同标准的风险的作用。 Third‑party inspection and quality control – these act as mitigants against the risks related to a supplier not meeting contracted standards.
•文件 – 一些银行提供有关贸易、运输、商业和保险文件的建议。
Documentation – some banks provide advice on trade, transport, commercial and insurance documents.

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关于启动2022年国际贸易金融专家（CITF）考试报名的通知

一、报名流程

1. 网上报名

CITF考试采取网上报名方式。考生请登陆 http://www.ccpit.org/ ，在页面中部“贸促服务”项下“培训考试”的“考试”模块，找到“国际贸易金融专家（CITF）考试报名通知”，在通知下方的报名入口进行网上报名。根据工作规定，培训中心只接受网上报名。

考生邮箱很重要，用于接收报名成功的确认邮件以及后续重要邮件，建议考生使用常用邮箱，因考生工作邮箱受限较多，避免使用工作邮箱用于报名注册。

首次报名(Registration)和补考报名(Resit)的报名截止时间均为2022年12月31日。

2. 缴纳报名费

考生提交报名信息后即可汇款。培训中心仅接受网上银行/手机银行转账，请考生在汇款后将电子汇款凭证截屏或拷贝后通过电子邮件发送至指定邮箱（citfchina@ccpit.org）。

汇款时，考生或代付款人必须在附言中注明考生姓名及考试名称，如“李明 CITF”。在填写完整报名信息并完成汇款后，请考生于汇款后三个工作日登录报名页面并查看报名状态。若款项已到账则考生报名状态会从“报名成功”变更至“缴费成功”。若汇款一周后，报名状态仍未改变，请联系工作人员询问。如遇周末或节假日，变更状态时间将顺延。

3. 确认邮件及激活LIBF账户

考生提交报名信息并成功汇款后，将在一周内收到由LIBF发送的确认邮件（Confirmation Email）。

收到LIBF确认邮件后，考生应在一周内登录LIBF官网（www.mylibf.com）并激活账号。上述邮件信息十分重要，请考生务必注意保存。

如考生在缴费成功后两周内仍未收到确认邮件，请与培训中心联系。

4. 复习材料

CITF考试无纸质教材。在收到英方确认邮件并成功激活LIBF账户后，所有考生（首次及补考报名）可在myLIBF账户阅读电子版教材。

二、费用

首次参加CITF考试的报名费（Registration）为6200元人民币，补考费(Resit)为4000元人民币。上述费用包括考试资格及发票寄送，不包括前去机考中心的食宿交通费用及其它任何未列明的费用。

三、汇款账户

收款人：中国国际贸易促进委员会（中国国际商会）培训中心

开户行：中国光大银行学院路支行

账 号：7505 0188 0001 41075

四、发票

考生在填写报名信息时选择需要开具发票的类型（增值税普通发票，增值税专用发票）并提交相应信息。

发票内容均为“CITF考试费”。

增值税专用发票采取纸质发票。需要开具增值税专用发票的考生，请在信息提交成功之后在报名后台上传个人名片。发票寄出后会将快递单号发送至考生预留邮箱。

增值税普通发票采用电子发票，考生将电子发票打印即可用于财务报销，电子发票与纸质发票有同等效力。电子发票开具完成将通过手机短信及电子邮件的形式发送至考生，请考生注意留意短信及邮件。发票开具时间不单独通知，请考生在缴费完成后的两个月内保持关注邮箱，注意查收来自“诺诺网”的邮件。

【重要须知】因考试有效期为12个月，为方便考生报销，考生可在报名界面自行选择“发票于款项到账当年开具”或“发票于款项到账次年开具”：

选择“发票于款项到账当年开具”，增值税发票开具时间一般在缴费完成后的两个月内；

选择“发票于款项到账次年开具”，增值税发票开具时间一般在次年1月31日前统一开具。发票开具时间不再另行通知。

发票一经开出，将不接受任何调换与修改，请考生谨慎填写发票信息,请务必确认发票抬头填写完整，相关税号等信息准确无误。培训中心对因考生本人信息填写失误造成的损失概不负责。

五、机考时间、改期和地点

1.机考时间：考试时间由考生自行预约。请注意，考试需在考生完成缴费并确认考试资格后的12个月内完成。超过12个月仍未参加考试将视为放弃考试。需要重新按照补考身份报名缴费。考生可在myLIBF账户主页找到考试截止日期（Registration Expiry Date）。

2.机考改期：考生自行预约机考中心考期考位成功后，若考生因故无法参加，可在规定时间内（务必在考前3个工作日）自行通过Pearson Vue网站重新查看可用的机考中心并免费改期。新预约完成后，考生会收到来自Pearson Vue发出的新确认邮件。

在12个月有效期内，考生只要提前3个工作日重新预约，则没有改期次数限制。但若在截止日期前仍未参加考试，则视为考生放弃考试资格。

建议考生尽早预约考试，避免因机考中心考期考位排满无法参加考试，引起不必要的损失。一般建议提前6个月预约，最迟不晚于考试有效期前2个月预约。

3.机考地点：考生将通过Pearson Vue系统自行预约机考中心考点。目前Pearson Vue在全国29个省市自治区设有机考中心，包括：安徽，北京，重庆，福建，甘肃，广东，广西，贵州，海南，河北，黑龙江，河南，湖北，湖南，江苏，江西，吉林，辽宁，内蒙古，青海，陕西，山东，上海，山西，四川，天津，新疆，云南，浙江（此名单仅供参考，具体城市以Pearson Vue信息为准）。

六、机考预约步骤（图解见考生必读）

1. 登录myLIBF学习界面

2. 点击“Important Registration Information”

3. 在“Assessment”项下可见用于Pearson Vue首次登陆的“User Name/Password”及其他注意事项

4. 点击“Home”返回myLIBF学习界面

5. 左侧“Useful Links”选择“Book an exam with Pearson Vue”

6. 输入Username及Password进行首次登陆密码变更，随后按步骤选择考试城市，考试时间并确认预约。

7. 预约确认后，考生将会在一小时内收到由Pearson Vue发送的英文确认邮件。如未收到确认邮件，请考生跟Pearson Vue客服联系确认（联系电话：400 120 0832）。

8. 考生在myLIBF账户可查看到预约成功的机考时间及地点。

9. 考生如因故无法按照预约时间参加考试，请务必至少提前三个工作日通过上述步骤在myLIBF账户内重新预约考试时间。

七、考试资格转让及退考

1. 考试资格转让

根据LIBF规定，CITF考试资格不能转让他人。代考或违反其他考场纪律者，将被取消考试资格和证书授予资格，并不予退款。

2.退考政策

考生缴费成功后2周内可向培训中心申请退考，培训中心在征得LIBF同意后会为考生办理退考手续，退款费用需扣除汇款手续费；2周后，不再接受任何理由的退考。

八、考题设置和评分标准

CITF考试时间为2个小时，满分100分，共100道题，全英文测试。考试共分为两个部分，A部分包括80道选择题，以CITF考试指导(The Guide to International Trade and Finance)内容为基础。B部分共计20题，包括4道案例题（每道案例题包含5个选择题，共计20题）。考生的答题正确率高于70%方能通过。

九、证书寄送和补制

首次通过或补考通过的考试证书将在成绩公布后约两个月寄送，如需要修改邮寄地址，考生需提前邮件通知培训中心工作人员。

若考生证书不慎丢失，可向培训中心申请办理证书补制手续。考生需填写《补制申请书》并缴纳600元补制费用。培训中心受理后将代考生向LIBF申请并约四周后寄送新证书。

十、考务查询

关于CITF考试，请关注网站通知。

考试报名联系人：邓默

电 话：010-82217209

指定邮箱：citfchina@ccpit.org

QQ 群：53839192

微信公众号：ccpit_training

十一、机考中心Pearson Vue 预约及查询

周一至周五，9：00-18:00

中国大陆：400 120 0832

十二、发票、汇款事宜查询

联系人：常青

邮 箱：changqing@ccpit.org

十三、相关网站

中国贸促会网站：www.ccpit.org

myLIBF学习系统：www.mylibf.com

Pearson Vue预约系统：www.pearsonvue.co.uk/libf

CITF学习网站：www.examcn.net

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2.2调查与网络化-Research and networking

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• 2.2.1 Trade missions, exhibitions and shows（贸易代表团、展览展示）
  2.2.2 Banks（银行）
  2.2.3 Status enquiries and credit control（状态查询及风险控制）
  2.2.4 Digital networking and information gathering（数字网络和信息收集）

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网络调查流行的同时，面对面的实地调查仍是无可替代。（Businesses should research new markets in order to trade successfully. Most research is now done online. Networking is also carried out via web‑based digital services such as social media. However, there is no substitute for visiting a country in person and meeting representatives of the business you wish to trade with face to face.）

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网络（社交？）-Networking
Other people who have recent experience in international trade are often an excellent source of advice and information. Local chambers of commerce or trade associations will often arrange seminars or networking events where businesses can meet and share experiences. For example, representatives from companies that have penetrated new markets may participate in a panel discussion sharing their experience and providing insights into pitfalls and successes来自已经进入新市场的公司的代表可以参加小组讨论，分享他们的经验，并提供对陷阱和成功的见解.

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政府部门-Government departments
Most governments have departments dedicated to helping exporting companies explore new markets. Some also provide advice on importing goods. Embassies（大使馆）are also an excellent source of information for prospective buyers and sellers.

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商会-Chambers of commerce
Through education and networking opportunities they help promote understanding between businesses in different countries, thus reducing risks. Some chambers of commerce also have regional offices. In addition, some also work with their counterparts in other countries to promote trade. An example is the Franco‑British Chamber法英商会 in France. Chambers of commerce should be the first point of contact for sellers entering a new market. They usually specialise in local products and are often able to advise on technical requirements.

Services offered may include:
•运输和物流、贸易融资和国际单证方面的培训课程（ training courses in transport and logistics, trade finance and international documentation）;
• 翻译服务和国别报告（translation services and country reports）;
• 定制市场研究匹配买家和卖家（bespoke market research matching buyers and sellers）;
• 海外贸易代表团（overseas trade missions）; and
• 有关国际展览和贸易展览的信息（information on international exhibitions and trade shows (see section 2.2.1)）.
While chambers of commerce often have a far-reaching role in promoting international trade, only governments are able to ratify official trade agreements between countries.**虽然商会在促进国际贸易方面往往发挥着深远的作用，但只有政府才能批准国家之间的官方贸易协定。**

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行政风险-Administrative risk

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文件（单据？）不完整或不正确-Incomplete or incorrect documents

行政风险与不完整或不正确的海关或进出口文件有关。这可能导致货物在边境、港口或机场被封锁。在极端情况下，货物也可能被没收或退还给发件人。（Administrative risk relates to incomplete or incorrect customs or import/export documents. This could result in goods being blocked at the border or at ports or airports. In extreme circumstances, goods can also be confiscated or returned to the sender.）

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与跟单信用证有关的困难-Difficulties related to documentary credits

此外，根据国际商会规则完成所需的单据远非易事。错误或丢失文件可能导致货物交付延迟，成本增加和付款延迟。（In addition, completing the required documentation under ICC rules is far from easy. Mistakes or missing documents can lead to delays in the delivery of goods, increases in cost and payment delays.）

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与跟单托收有关的困难-Difficulties related to documentary collections

在跟单托收所需的单据中，错误较少，因为与跟单信用证相比，这些错误的挑战性较小。但是，如果买家没有收到清关或任何其他管理目的所需的文件，他们可能无法付款。（Mistakes are less frequent in the documentation required for documentary collections as these are less challenging when compared with documentary credits. However, if a buyer does not receive the documents necessary for customs clearance, or any other administrative purpose, they might not be able to make payment. ）

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降低风险的方法-POSSIBLE MITIGATION METHOD

在准备所需的出口文件（单据）时应格外小心。应事先收集尽可能多的信息。（Utmost care should be taken while preparing the required export documentation. As much information as possible should be collected beforehand.）

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制造风险- Manufacturing risk

As long as a seller is dealing in manufactured goods, there will be a production process and various associated risks involved. Much investment is required before these goods are ready for sale and delivery.

All manufactured goods require investment. For example, a machine may need to be
conditioned for a particular customer or goods may need specific packing or labelling. If, for any reason, the buyer cancels the contract during that process, the investment made will be lost. The size of the loss will depend on that of the investment made or on the likelihood that the goods can be sold to another party.

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减少风险的方法-POSSIBLE MITIGATION METHODS
The following methods are possible:
•处罚条款 – 一些卖家能够在合同中加入处罚条款。但它们是可执行的吗？这将取决于法律和监管环境。
Penalty clauses – some sellers are able to incorporate penalty clauses in their contracts. But are they enforceable? This will depend on the legal and regulatory environment.
•不可撤销性 – 跟单信用证是不可撤销的。因此，未经卖方同意，不能修改或取消。如果买方想要取消合同，他们可能也想取消跟单信用证。卖方可能不同意买方的取消或修改请求。如果发生这种情况，他们将运送货物并出示原始信用证中指定的单据。然后，买方将有义务付款并取货。
Irrevocability – a documentary credit is irrevocable. Therefore, it cannot be amended or cancelled without the seller’s agreement. If the buyer wants to cancel the contract, they may want to cancel the documentary credit as well. The seller may not agree to a cancellation or amendment request from the buyer. If this happens, they will ship the goods and present the documents as specified in the original version of the credit. The buyer will then be obliged to pay and take up the goods.

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