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及时查询卖方为货物所办 理的险别.ppt

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1、Unit 9 Insurance,Niu Yuanyuan,Lead-in,The transportation of goods from the seller to the buyer may undergo long-distance transportation. During this process it is quite possible that the goods will encounter various kinds of perils and may sustain loss or damage. In order to have themselves compensa

2、ted for any conceivable losses of their goods, the buyer or the seller usually applies to an insurance company for insurance covering the goods in transit before the transportation of the goods. It is now an indispensable part to the import and export practice.,Introduction,* While doing insurance n

3、egotiation, the following points should be taken into consideration:1. Adopting suitable price term.2. Choosing an economic and effective insurance coverage.3. Adding suitable additional risks if necessary.4. Deal with claim adequately if there is any.* What do the above tactics mean? 1. Adopting su

4、itable price term. Price term decides which party will cover the insurance, so negotiators should adopt the right price term according to the specific situation. 价格术语决定保险由哪方购买,因此,谈判方应根据具体情况选择合适的价格术语。,2. Choosing an economic and effective insurance coverage. (1)Try to figure out the possible risks th

5、at the goods might run into during the transportation way. (2)Think about the nature and packing of the goods before choosing the insurance coverage. (3)Take some specific conditions into consideration such as political situation.(1)找出货物在运输途中可能遭遇的风险。(2)在投保前应考虑货物的性质与包装(以便选择合适的险别)。(3)考虑诸如政治等的具体情况。,3.

6、Adding additional risks if necessary. Add suitable additional risks or ask for a change of the risk according to the specific conditions of goods if it is the other party to cover the goods and the insurance offered fail to protect the goods.如果是对方投保而且所提供的险别不能很好地对货物起到保险作用,应根据货物具体情况要求对方改投别的险别或增加附加险。Pr

7、emiums vary with risks, the more risks involved, the higher the premium will be. So when covering insurance, the persons concerned would try to seek a balance between the scope of insurance and premium when they cover insurance for goods. But how can you seek a balance between the scope of insurance

8、 and premium?,Supplementary materials,What factors will affect the price of insurance?The main factors affecting the price of insurance are:(1) Premiums vary with risks.(2) The more risks involved, the higher the premium will be. The main factor affecting the price of insurance is the kinds of risk

9、involved. Different risk means different charge. The premium is low if the insurance policy protects the insured against a few limited risks, and the premium is high if the insurance policy protects the holder against many more risks. 影响保险价格的主要因素有:1.险别不同保险费不同。2.投保的险别越多,保险费越高。,How to deal with claim

10、if there is any happen?While dealing with insurance claim, you should:1、Be polite and patient.2、Pay attention to the claim time-limit.3、Apply for inspection of the goods.4、Inform the Insurance Company and offer documents and evidence for claim. 5、Try to figure out whose obligation it is so that the

11、problem can be solved satisfactorily.处理保险索赔时,您应当:1、礼貌而又耐心。2、注意索赔时效。3、申请对货物的检验。4、通知保险公司并提供索赔的相关证据。5、明确责任,圆满解决问题。,What do you know about the kinds of Insurance?Risks in cargo transport are of many kinds. F. P. A., W. P. A. and All Risks are three main types of marine cargo insurance cover used today.

12、Besides these, there are Additional Extra Risks such as Theft, Pilferage & Non-Delivery Risks ( T.P.N.D.), Shortage Risk, Leakage Risk, etc.保险的种类:海运风险是多种多样的。平安险、水渍险和一切险是海洋运输货物保险的三种主要险别。此外,还有附加额外的风险,如偷窃、提货不着险,短量险,渗漏险等。Which party should cover insurance, exporter or importer? Usually, price terms deci

13、de which party will cover insurance. For example, if the business is concluded on the basis of FOB or CFR, then it will stipulate clearly that insurance is to be covered by the buyer in the contract, while if its concluded on the basis of CIF, then its the seller to cover insurance.通常情况下,价格术语决定由哪方办理

14、保险。例如,凡采用FOB或CFR条件成交时,在买卖合同中,常常订明由进口商(买方)投保。而以CIF条件成交,则由出口商(卖方)办理保险。,Dialogue One,Negotiating about Insurance Issues,Lead-in,As what we know that goods will encounter various kinds of perils and may sustain loss or damage during the transition, so the buyer or seller would like to apply to an insura

15、nce company for insurance covering the goods. So insurance negotiation has become one important part of a transaction negotiation. What knowledge should a negotiator have in order to achieve a successful insurance negotiation? Today we are going to learn it.,Grasp the main idea of the dialogue1) Who

16、 is going to cover insurance according to the price term in the transaction of dialogue one?How about the price term of FOB? According to the price term in the transaction of dialogue one, the Foreign Trading Company of China is to cover insurance. If the business is concluded on the basis of FOB, i

17、ts Austrian Trading Company Ltd, the importer to cover insurance.2) How many basic risks are provided by the PICC? What are they?The principal perils which the basic marine policy of the PICC insures against under its Ocean Marine Cargo Clause are three basic risks. They are Free Particular Average

18、(F.P.A.), with Particular Average (W.P.A.) and All Risks( A.R.). 3) Can we just have additional risks when we cover insurance for our consignment?No, we cant.,Explanation and comments on the dialogue,1. Knowledge about the insurance negotiation* What knowledge should negotiators have before an insur

19、ance negotiation?Before an insurance negotiation, the negotiators should have a clear idea about:1. Types of perils2. Losses and charges3. Risks coverage4. Calculation of insurance premium and insurance value谈判前,谈判者应了解以下知识:1. 投保的险别2. 损失及费用3. 险别4. 保险费及保险金额的计算,*Can you tell the types of perils? The pr

20、incipal perils which the basic marine policy of the PICC insures against under its Ocean Marine Cargo Clause are three basic risks, Free Particular Average (F.P.A.), with Particular Average (W.P.A.) and All Risks ( A.R.). Besides the basic risks, there is another type of riskadditional risk. 按中国人民保险

21、公司海洋运输货物保险条款,该公司的基本海运保险单承保的主要险别有三种基本险:平安险,水渍险,一切险。此外,还有另外一种险别,即附加险。* How is the insurance premium set up? Premium rate is set up according to the different periods, kind of goods, the risk and destination by the insurance company.保险费率是由保险公司根据一定时期、不同种类的货物的赔付率,按不同险别和目的地确定的。,*How to calculate insurance

22、 value?Insured value: According to the international practice, the insured amount is usually the amount of CIF value of the consignment plus 10% which is representing an anticipated profit of the buyers.Insurance value is calculated as follows:Cost of Goods + Amount of Freight + Insurance Premium +

23、a Percentage of the Total Sum to Represent a Reasonable Profit on Sale of GoodsUsually, it is : Insurance amount = CIF value x 110%保险金额:按照国际保险市场的习惯做法,出口货物的保险金额一般按CIF货价另加10%计算,这增加的10%保险加成是买方进行这笔交易所付的费用和预期利润。保险金额 = 货物成本 + 运费+ 保险费+总金额的一定百分比(代表货物出售后的合理利润)通常是:保险金额=CIF价110% 保险费=保险金额保险费率(=CIF价110%保险费率),3、价

24、格间的换算:在我国出口业务中,CFR和CIF是两种常用的术语。鉴于保险费是按CIF货值为基础的保险额计算的,两种术语价格应按下述方式换算:(1)由CIF换算成CFR价:CFR=CIFx1-保险费率x(1+加成率) (2)由CFR换算成CIF价:CIF=CFR/1-保险费率x(1+加成率) Example 1: 我国某外贸公司进口成交一批价值为CFR12000美元的货物。现按CIF价格加成10%投保一切险和战争险,(查保费率表得出一切险和战争险费率分别为0.5%和0.04%),请计算出保险费。计算如下:(1)查保费率表得出一切险和战争险费率分别为0.5%和0.04%,则总费率为: 0.5%+0.

25、04%=0.54% (2)将CFR价值转化为CIF价值,(即:由CFR换算成CIF价:CIF=CFR/1-保险费率x(1+加成率)) CIF=12000/(1-0.54%1.1)=12072(美元) 得出保险费为:120720.54%1.1=71.7(美元),Comments,案例分析:本案例介绍的是关于保险的知识与买卖双方如何确认投保的保险责任范围。保险由哪方投保是国际贸易的基本常识,如果采用了CIF价格术语成交,那么保险理应由卖方投保。这时,买方应主动与卖方洽谈确认对方所投的险别适合该批货物。评点: 国际贸易中,货物的保险是双方合同中一项非常重要的内容。其要点是:1、保险的办理方通常是由交

26、易成交的价格术语决定。2、如果是由卖方办理保险,作为买方,应在合同签订以前及时与出口商商谈所要投保的险别,综合考虑货物的各种情况,确定所选择的险别应适合货物的特性,如不能,应及时加保附加险。,Translation Practice,The teacher - Chinese The students - English1)通常你们为这类商品投保什么险?2)你们是富有经验的出口商,我宁愿听听你们的意见。3)我们将按合同条款来安排保险。4)你能告诉我如何计算保险金额?5)通常,我们按发票价值的110%进行投保。6) 还有一件事,如果我想按130%进行投保呢?7) 你是说按发票价130%进行投保吗

27、?这可以,但你必须负担额外的保险费。8)我们可以确定一下所有必要的险别,并把它们写进合同了。1)What kind of risk do you usually insure against the goods?2)Since youre an experienced exporter, I would rather ask for your advice.3)Well arrange the insurance in accordance with these terms and conditions in the contract.4)Could you let me know how t

28、o calculate the insurance value?5)Usually we cover the insurance for 110% of the invoice value.6) One more thing, what if I want 130% coverage?7) You mean 130% of the Invoice value? This can be done, but you will have to pay the extra premium.8) We can fix all the necessary risks and put them into t

29、he contract.,The teacher - Chinese The students - English1)通常你们为这类商品投保什么险?2)你们是富有经验的出口商,我宁愿听听你们的意见。3)我们将按合同条款来安排保险。4)你能告诉我如何计算保险费?5)通常,我们按发票价值的110%进行投保。6) 还有一件事,如果我想按130%进行投保呢?7) 你是说按发票价130%进行投保吗?这可以,但你必须负担额外的保险费。8)我们可以确定一下所有必要的险别,并把它们写进合同了。Repeat the above sentences with the following key words or

30、phrases:1) What kind of risk do you insure against ?2) since. Id rather ask for advice3) We will arrange . in accordance with .4) Could you let me know ?5) cover the insurance for of the invoice value6) .what if ?7) .pay the extra premium8) risk and put them into ,Supplementary materials,办理国际货物运输保险,

31、几乎是每一单出口业务都要做的事,但要办得既稳妥又经济却不简单。多投险种当然安全感会强很多,但保费的支出必定也会增加,因此在投保时总是希望在保险范围和保险费之间寻找平衡点。如何灵活运用保险,回避出口货物运输中的风险,是技巧性很强的专业工作。货物保险主险的选择、主险和附加险的搭配运用都需要专业知识。通常情况下要对以下几个因素进行综合考虑:1、货物的种类、性质和特点;2、货物的包装情况;3、货物的运输情况(包括运输方式、运输工具、运输路线);4、发生在港口和装卸过程中的损耗情况等;5、目的地的政治局势。总之,综合考虑货物的各种情况非常重要,这样既可节省保费,又能较全面地提高风险保障程度。,Dialo

32、gue Two,Negotiating about Changing Insurance Terms,Lead-in,We have learnt some basic knowledge of insurance such as the basic types of perils, additional risks and the calculation of premium and insurance value. We also know that we should have a discussion with the other party who is responsible fo

33、r covering the insurance and make sure that their choice is a right one for the goods. But what if the coverage is not suitable for the goods? Today we are going to learn how to deal with this problem in dialogue two.,Explanation and comments on the dialogue,1. The skills of insurance negotiation.*W

34、hat to pay attention to if its the other party to cover insurance?1. Study the specific situation of the goods and try to figure out what risks the goods might run into during the transition of the goods.2. Find out what insurance clause is offered for the goods in time if its the other party to cov

35、er the insurance. 1.研究货物的具体情况,考虑货物在运输途中可能遭遇到的风险。2.如果是对方投保,应及时了解对方为货物投保的险别。,How to deal with the problem if the coverage is not suitable for the goods?1. Negotiate with the party who is to cover the insurance and try to have them change to the suitable insurance for the goods if the offered insurance

36、 is not a suitable one.2. Try to seek a balance between the scope of insurance and premium when covering the insurance against goods, that is, to buy as much protection as necessary and keep the cost as lower as possible.1.与办理保险方协商,如对方选择了不适合货物的保险,让其改投合适的险别。2.在保险责任范围与保险费之间寻求平衡点,尽可能以较低的费用投保保险范围较大的必须险别

37、。,How to calculate insurance premium?Insurance premium is usually calculated according to premium rate. First, find out the premium rate for the goods, second, consider what risks are covered, then calculate the total value you are insuring. The formula is: Premium = insured amount x premium rate, t

38、hat is Insurance premium = CIF value x 110 % x premium rate保险费:保险费则根据保险费率表按保险金计算。首先,找出该货物的保险费率,然后考虑所要投保的险别,计算出所投保货物的价值。计算公式是:保险费=保险金额保险费率 即:保险费=CIF价110%保险费率例如:一批货物由上海出口至某国某港口CIF总金额为30000美元,投保一切险(保险费率为0.6%)及战争险(保险费率为0.03%),保险金额按CIF总金额加10%。则投保人应付的保险费为: 30000X(1+10%)X(0.6%+0.03%) =33000X(0.006+0.0003)

39、=33000X0.0063=207.90(美元),Grasp the main idea of the dialogue and answer the questions.1.What risk did Mr. Chen cover for the goods?2.Did Mr. Black agree to cover WPA? Why?3.How did they settle this problem?For your reference1.Mr. Chen covers the goods against W.P.A.2.No, he didnt. Because he thought

40、 the consignment was easy to be broken.3.Mr. Chen had the insurance changed from W.P.A. to All Risks for 110% of CIF invoice value as per the ocean marine cargo clauses of the PICC.,Comments,案例分析:在本案例中,根据成交的价格术语,货物的保险应由卖方办理。出于对保险费用的考虑,卖方认为应该投保水渍险。买方在保险谈判时发现了对方所要投保的水渍险这一险别并不适合该批货物。因为该批货物为玻璃器皿,极易破碎,而只

41、有因自然灾害及海上意外事故造成的破碎,如货船搁浅、沉没,或由于着火、爆炸或碰撞所引起的破碎才属于水渍险的范围。否则,就属于破碎险的范围,也就是说该批货物如果投保了水渍险还应加保破碎险,才能对货物起到很好的作用。买方发现这一问题后,坚决要求更该险别。而卖方认为如果要加保破碎险,买方必须承担额外的保险费用。经过协商,双方最终同意将水渍险更该为一切险,这样买方不需要承担额外的保险费用,而只是支付稍微高一点的保险费率就可以了。这样,投保的险别既适合货物的特性,能对货物起到很好的保险保险作用,又减少了费用的支出,较好地解决了这一问题。评点:本案例介绍的是该批货物的保险由卖方办理而买方认为卖方所选择的险别

42、不适合该批货物,要求卖方更改险别。其要点是:1、及时查询卖方为货物所办理的险别。2、综合考虑货物的整体情况,以货物的安全保险为起见,与卖方商谈并更改为货物必须的险别。3、尽量以最少的费用获得最高的保险范围,为公司节约支出。,Practice,Translation :1. Since this transaction is concluded on the base of CIF clause, we would like to know what insurance you have taken out on these goods.2. We have talked about it wi

43、th our underwriter, and think that we should get a policy for With Particular Average.3. If you wish to cover the goods against Risk of Breakage, we can add this item, but its an additional risk item, and you have to bear the extra cost.4. What if we change to “All Risks”? Do we still have to pay ex

44、tra for the Risk of Breakage?5. The insurance of All Risks has that item under coverage already. All you need to do is to pay a little higher premium rate.6. The value of the goods is just too high. So the safety of the goods is all that counts.7. Ill have your insurance changed from W.P.A. to All R

45、isks for 110% of CIF invoice value as per the ocean marine cargo clauses of the PICC.8. We adopt the Warehouse to Warehouse Clause which is commonly used in international insurance.1、既然这笔交易是以到岸价成交,我们想知道你方为这批货物办理的险别。2、我们已经跟保险商谈过了,我们认为应该投保水渍险。3、如果你方希望加保破碎险,我们可以加上这一条,但是它属于附加险,你方得承担额外费用。4、但是如果我们换成“一切险”呢

46、?还要求我们负担破碎险的额外费用吗?5、破碎险已包含在一切险的投保范围之内。然而您所需要做的不过是支付稍微高一点的保险费率。6、这批货物价值不菲,所以货物的安全非常重要的。7、我们会将水渍险改为一切险,根据中国人民保险公司海洋运输货物运输条例,按到岸价发票总值的110%进行投保。8、我们采用国际保险中惯用的货仓到货仓的责任条款。,Supplementary materials,1、“一切险”是最常用的一个险种。买家开立的信用证也多是要求出口方投保一切险。投保一切险最方便,因为它的责任范围包括了平安险、水渍险和11种一般附加险,但是,其费用也高。就保险费率而言,水渍险的费率约相当于一切险的1/2

47、,平安险约相当于一切险的1/3。 是否选择一切险作为主险要视实际情况而定。例如,毛、棉、麻、丝、绸、服装类和化学纤维类商品,遭受损失的可能性较大,如粘污、钩损、偷窃、短少、雨淋等,有必要投保一切险。有的货品则确实没有必要投保一切险,像低值、裸装的大宗货物如矿砂、钢材、铸铁制品,主险投保平安险就可以了;另外,也可根据实际情况再投保舱面险作为附加险。对于不大可能发生碰损、破碎或容易生锈但不影响使用的货物,如铁钉、铁丝、螺丝等小五金类商品,以及旧汽车、旧机床等二手货,可以投保水渍险作为主险。 有的货物投保了一切险作为主险可能还不够,还需投保特别附加险。某些含有黄曲霉素的食物,如花生、油菜籽、大米等食

48、品,往往含有这种毒素,会因超过进口国对该毒素的限制标准而被拒绝进口、没收或强制改变用途,从而造成损失,那么,在出口这类货物的时候,就应将黄曲霉素险作为特别附加险予以承保。因此,在办理货物保险时,应对货物情况进行综合考虑,对不适合的险别,应坚决要求更改。2、碰损破碎险(clash and breakage)属于海洋货物运输险种的一般附加险(additional risks)。本保险对被保险货物在运输过程中因震动、碰撞、受压造成的破碎和碰撞损失,负责赔偿。碰损破碎险只能在投保平安险、水渍险的基础上加保,但若投保 “一切险”时,则该险别已包括在内,故勿需加保。,3、附加险。附加险不能单独投保,可在投

49、保一种基本险的基础上,根据货运需要加保其中的一种或若干种。若投保了平安险或水渍险,则由被保险人根据货物特性和运输条件选择一种或几种附加险,经与保险人协议加保。若投保了一切险后,因一切险中已包括了所有一般附加险的责任范围,所以只须在特殊附加险中选择加保。 4、“仓至仓条款(Warehouse to warehouse)”是海洋货运保险单背面保险条款内的保险专用术语。它是保险人负责保险责任起讫的条款,既不是承运人负责运输责任起讫的条款,也不是发货人负责交货起讫的条款。目前常见的两大类仓至仓条款都在保险条款内列明,如:1) 中国人民保险公司海洋运输货物保险条款1/1/81( PICC OCEAN M

50、ARINE CARGO CLAUSES)简称CIC 条款。2) 英国伦敦保险业协会货物险条款、协会货物险(A)条款1/1/82INSTITUTE CARGO CLAUSES(A),简称ICC(A)。 仓至仓条款海上货物运输保险合同中,规定保险责任起止期的条款一般为:保险期间自货物从保险单载明的起运港(地)发货人的仓库或储存处开始运输时生效,到货物运达保险单载明目的港(地)收发人的最后仓库或被保险人用作分配、分派或非正常运输的其他储存处所为止;如未抵达上述仓库或储存处所,则以被保险货物在最后目的港(地)卸离海轮满60日为止;在货物未经运抵收货人仓库或储存处所并在卸离海轮60天内,需转运到非保险单载明的目的地时,以该项货物开始转运时终止。也即“仓至仓”条款,它所指的运输包括海上、陆上、内河和驳船运输的整个运输过程。,

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