International trade as one of the main forms of international economic relations is carried out through commercial (trade) operations, i.e. certain techniques for the preparation and implementation of trade cooperation.
International commercial operations are a complex of basic and auxiliary (supporting) operations carried out on a reimbursable basis between counterparties of different countries for transactions that are formalized by foreign trade agreements or contracts.
The main operations in international trade include:
operations for the purchase and sale or exchange of goods in tangible form; transactions for the purchase and sale or exchange of scientific and technical knowledge (in the form of trade in patents, licenses, know-how); operations for the purchase and sale or exchange of scientific and technical services (consulting, engineering); international lease operations; international tourism operations; operations for the provision of consulting services in the field of management, information; operations for the exchange of cinema and television programs, etc.
Auxiliary or supporting operations related to the promotion of goods from sellers to buyers include:
operations for international transportation of goods; operations on international settlements; customs operations; insurance operations; operations to finance the operations themselves; transactions to conclude agreements with intermediaries; operations to conclude agreements with organizations that study the market, etc.
Depending on the complexity of the main operations, one main operation can contain up to 10 auxiliary ones.
The implementation of international commercial transactions requires the use of certain legal forms and the use of specific methods of their conduct. In international trade practice, two main methods of operations are used:
Straight. Indirect.
The direct method involves the establishment of links between the direct producer and the final consumer, the supply of goods directly to the final consumer, the purchase of goods directly from the commodity producer on the basis of a contract of sale. The direct method is most often used when trading large-sized and expensive equipment; sales and purchases of industrial raw materials in foreign markets on the basis of long-term contracts; when exporting standard multi-series equipment through their own foreign branches and subsidiaries with their own retail network; in the procurement of agricultural commodities directly from producer farmers in developing countries. Export and import operations of state-owned enterprises are also carried out by the direct method.
This method of trading allows you to establish closer contacts with customers, better study market conditions. It provides for the early organization of delivery, which is especially important for complex and complete equipment, is purposeful (creates a system of commercial relations). This method creates a long and stable relationship between consumers and suppliers, which is very important for the trade of raw materials and materials. Established connections usually do not stop even after the delivery, installation, adjustment and commissioning of equipment. Transnational companies widely use the direct method in trading with their sales, production, subsidiaries of foreign companies.
The indirect method involves the purchase or sale of goods through a trade and intermediary link on the basis of the conclusion of a special contract-agreement with a reseller, providing for the fulfillment by the intermediary of certain obligations in connection with the sale or acquisition of goods.
The indirect method is used in the sale of goods in remote hard-to-reach and poorly studied markets, in the promotion of new goods, in the case of monopolization of the import of goods by large intermediary firms, in the sale of goods of mass demand. In international trade, about 50% of the goods sold are carried out indirectly. The use of intermediaries is aimed at increasing the efficiency of foreign trade operations by accelerating the turnover of capital, skillful use of market conditions and the provision of all necessary trade services.
The effectiveness of international commercial transactions depends on:
the availability of theoretical knowledge in the field of international trade and their skillful use in each case; proper planning of the operation, selection and optimal combination of the main and supporting operations; knowledge of the peculiarities of the legal regime in force in international trade.