INTERNATIONAL TRADE TRANSACTION

Dr. Phan Thi Thu Hien

School of Economics and International Business
phanhien@ftu.edu.vn
STUDY MATERIALS

• Drafting and Negotiating International Commercial

Contracts, ICC 2010.
• United Nations Convention for Contracts on International
Sales of Goods (CISG), Vienna,1980.
• UNIDROIT, Principles of International Commercial
Contracts, Roma, 1994 and 2004.
• Vu Huu Tuu, Foreign Trade Techniques, Hanoi, 2007.
• Pham Duy Lien, International Trade Transactions, Hanoi,
2012
STUDY MATERIALS

Websites/Online sources
www.uncitral.org
www.cisg.law.pace.edu
www.unilex.info
http://www.iccwbo.org/
www.trungtamwto.vn/vandedacbiet/cong-uoc-vien
www.moit.gov.vn
http://www.vcci.com.vn/
Course Description

1. Study Objectives
• Gaining theoretical knowledge and practice of international
trade transactions.
• Skills in drafting and operating contracts for sales of goods.
• Well-doing business in different markets of commodities,
trade partners, culture, etc.
2. Methodology
• Two-way attending lectures on the class.
• Self-studying and exploiting materials suggested by the
teacher.
• Analyzing case studies and team working.
Course Description

Assessment Rate Form of Time

Assessment allowance

Class participation 10% small tests

Mid-term assessment 40%

Assignment Case study or
presentation

Mid-term exam Written exams 60 minutes

Final-term exam 50% Written exams 75 minutes

 Study Schedule

Time Allocation

No. Content In class At home

Theory
Exercise Self-study

Chapter 1: An overview on Trade &

1 Modes of International Trade 9 3 10
Transactions
2. Chapter 2: Incoterms 6 3 20
Chapter 3: Contracts for sales of
3 6 3 10
goods
4 Chapter 4: Export Management 6 3 10
5 Chapter 5: Import Management 3 3 10
Total 30 15 60
Chapter 1

MODES OF INTERNATIONAL TRADE TRANSACTION

FUNDAMENTALS OF INTERNATIONAL TRADE
TRANSACTION

1. Concepts
International trade in goods and service: purchase, sale,
exchange of goods and service across national borders.
2. International trade transaction
• Commercial activity: for profit purpose
• Movements of goods and money across borders.
• Here.
I. GENERAL VIEW OF CONTRACT FOR
INTERNATIONAL SALES OF GOODS

Contracting
Parties

Goods Inter. Currencies

Transition
factors
Applicable
Contract
Laws
FUNDAMENTALS OF INTERNATIONAL TRADE

3. Main questions
• What is the commodity??
• Which mode of transaction
• Who ? Actors, Parties??
• How, when and where ?? Process, procedures and
conditions, documentary works.
• Why?? Purposes/Goals of transaction.
International Commecial Laws and regulations

• The United Nations Commission on International Trade

Law.
• ICC - International Chamber of Commerce
• Vietnam Commerce Law 2015 and governmental
documents Decree No.187/2013 ND-CP dated November
20, 2013.
• Vietnam Foreign Trade Management 2017
I. TRADITIONAL MODE OF INTERNATIONAL
TRADE TRANSACTIONS.

• GOODWILL AND FREEDOM

• PARTIES: PLACE OF BUSISNESS
• GOODS TRANSITION: THROUGH COUNTRY
BORDERS
• CURRENCY: FOREIGN CURRENCIES
1. DIRECT TRANSACTIONS

1.1. ENQUIRY
Ref.: 20130115
Dear Sirs,
It is pleasure to know that you are one the largest
manufacturer of garment in Vietnam. Now, we want to import
1000 men T-shirts in your latest catalogue. Please give us
the details of price and other conditions for this order. We
lookfoward to receiving your reply soon.
1. DIRECT TRANSACTIONS

• A proposal for establishing the deal

• Created by the Buyer.

• No engagement of the Buyer.

• No requirement on formation and content.

Q/A : It is good to send many enquiries for collecting

information , isnt’ it? Why?
1. DIRECT TRANSACTIONS

1.2. OFFER
A proposal for concluding a contract addressed to
one or more specific persons constitutes an offer if it is
sufficiently definite and indicates the intention of the
offeror to be bound in case of acceptance. A proposal is
sufficiently definite if it indicates the goods and
expressly or implicitly fixes or makes provision for
determining the quantity and the price.
1. DIRECT TRANSACTIONS

OFFER CLASSIFICATION
1. Based on the Offeror
Offer and Order/ Selling and purchasing offer
2. Based on implementation method:
Passive offer and Active offer
3. Based on level of biding on the parties:
Free offer and Firm offer
1. DIRECT TRANSACTIONS

Dear Sirs,
It is pleasure to receive your enquiry of Ref.20130115, I
would like to send an offer as following:
Price: USD 80/unit FOB Haiphong port, Incoterms 2010.
Payment: L/C atsight
Delivery: as soon as possible
We look forward to receiving your firm order.
1. DIRECT TRANSACTIONS

Q/A : How to classify the free offer and firm offer?

• Title
• The offeree
• Validity Time
• Retained conditions and terms.
1. DIRECT TRANSACTIONS

VALIDITY OF AN OFFER
• Good Faith, goodwill and freedom.
• Fully reach the offeree.
• Legal: Party, Goods, Format and Content.
Q/A; What is a legal offer? Based on which laws?
sg
1. DIRECT TRANSACTIONS

CISG 1980, Article 15.

(1) An offer becomes effective when it reaches the offeree.
(2) An offer, even if it is irrevocable, may be withdrawn if the
withdrawal reaches the offeree before or at the same time as
the offer.
1. DIRECT TRANSACTIONS

CISG Article 16
(1) Until a contract is concluded an offer may be revoked if the
revocation reaches the offeree before he has dispatched an
acceptance.
(2) However, an offer cannot be revoked:
(a) if it indicates, whether by stating a fixed time for acceptance
or otherwise, that it is irrevocable; or
(b) if it was reasonable for the offeree to rely on the offer as
being irrevocable and the offeree has acted in reliance on the
offer.
1. DIRECT TRANSACTIONS
Hoàn giá (tiếng Anh: Counteroffer) là một đề nghị phản hồi lại đề nghị ban đầu. Khi một cá nhân đề nghị hoàn giá, điều đó có nghĩa là đề
nghị ban đầu đã bị từ chối và được gợi ý bằng một đề nghị khác

1.3. COUNTER OFFER hoàn giá

Counter Offer is bargaining process of price and other

contracting conditions and terms.
CISG 1980, Article 19: A reply to an offer which purports
to be an acceptance but contains additions, limitations or
other modifications is a rejection of the offer and constitutes
a counter-offer.
1. DIRECT TRANSACTIONS

1.4. ACCEPTANCE
Accept primarily the offer.
Express the offeree’s goodwill to conclude a Contract.
Q/A: How to make an acceptance?
- Absolute Acceptance
Acceptance with some changes and/or additions.
Refer to primary conditions and terms of the offer: a
Counter-Offer not an acceptance
Others : As an acceptance unless the Offeror rejects.
1. DIRECT TRANSACTIONS

Q/A:
A silent response to the offer is an acceptance?
In case the Offeror rejects how should the offeree’ react?
Is there a new offer??
1. DIRECT TRANSACTIONS

EFFECTIVENESS OF AN ACCEPTANCE
• Legal acceptance
• Not depend on any conditions or terms.
• Accepted by the last offeree
• Acceptance must reaches to the offeror
• Accepting in the validity time of the offer
1. DIRECT TRANSACTIONS

Conclude an Contract:
Offer + Acceptance
Or Order + Confirmation
REVOKE AN ACCEPTANCE
Notice of offer revocation reaches the offeree before or
at the same time the acceptance comes into effectiveness.
1. DIRECT TRANSACTIONS

Vienna Act 1980 Article 19

(2) A reply to an offer which purports to be an acceptance
but contains additional or different terms which do not
materially alter the terms of the offer constitutes an
acceptance, unless the offer or, without undue delay, objects
orally to the discrepancy or dispatches a notice to that effect.
1. DIRECT TRANSACTIONS

(3) Additional or different terms relating, among other

things, to the price, payment, quality and quantity of the
goods, place and time of delivery, extent of one party’s
liability to the other or the settlement of disputes are
considered to alter the terms of the offer materially.
1. DIRECT TRANSACTIONS

1.5. CONFIRMATION OF AN AGREEMENT.

Q/A:
• It is necessary to confirm an agreement in writing.
• An order is a firm offer. T/F ? Why?
• A counter offer will make a firm offer to be a free offer.
T/F? Why?
1. DIRECT TRANSACTIONS

Q/A:
A silent response to the offer is an acceptance?
In case the Offeror rejects how should the offeree’ react?
Is there a new offer??

Case Study:

1. Problem 3.22 Freddone is an environmentally friendly, post-Freon

cooling chemical manufactured in Italy by Buongiorno S.A. according to a
formula protected by patent. Buongiorno has offered to sell 100 barrels of
it to Hudson Heating & Cooling Corp. at $1200 per barrel for a total price
of $120,000.
1. DIRECT TRANSACTIONS

Which of the following would constitute acceptance of Buongiorno’s

offer?
(a) Buongiorno sends an invoice, and Hudson pays it.
(b) Instead of outright paying the invoice, Hudson has a letter of credit
issued in favor of Buongiorno. Buongiorno receives the letter of credit
and says nothing.
Problem 3.23 What if the offer came from Hudson, the buyer?
(a) Buongiorno sends an invoice to Hudson.
(b) Buongiorno ships the goods.
(c) (c) Buongiorno cashes Hudson’s check.
2. INTERMEDIARY TRANSACTIONS

1.1. Definition
Transactions made by the Seller and the Buyer with
connecting activities of the third party. He is a commercial
intermediary.
1.2. Characteristics
• Based on authorizations.
• Dependent relationship
2. INTERMEDIARY TRANSACTIONS

• Sharing profits.
• Linkages of the Seller and the Buyer/ The Manufacturer
and the Consumer.
Q/A: What are the advantages and disadvantages of the
commercial intermediary activities? And when a trader need
an intermediary?
2. INTERMEDIARY TRANSACTIONS

VN Commercial Law 2005, Article 3:

Commercial intermediary activities mean activities
carried out by a trader to effect commercial transactions for
one or several identified traders, including representation for
traders, commercial brokerage, goods sale or purchase
entrustment, and commercial agency.
2. INTERMEDIARY TRANSACTIONS

1.3. Classification
1.3.1. Broker
• Supporting the Seller and the Buyer to exchange
information and negotiate an contract.
• Gaining commision from the Seller and /or the Buyer.
• Not involve in making and implementing the final signed
contract.
2. INTERMEDIARY TRANSACTIONS

1.3.2. Agency
Agent is a trader who acts under the authorization of the
principal. It is stipulated in the Agency Agreement
Involve in the making and implementing the signed Contract.
Agent is a party in the agency contract
2. INTERMEDIARY TRANSACTIONS

Article 166.- Commercial agency

Commercial agency means a commercial activity
whereby the principal and the agent agree that the agent, in
its own name, sells or purchases goods for the principal or
provides services of the principal to customers for
remuneration.
2. INTERMEDIARY TRANSACTIONS

CLASSIFICATION
a. Based on the relationship between the Agent and the
Principals
• Mandatory Agent
• Commission Agent
• Merchantable Agent.
b. Based on the power scope of the Agent
2. INTERMEDIARY TRANSACTIONS

• Off- Take Agent

• General Agent
• Normal Agent
• Exclusive Agent
• Special Agent
c. Based on the specialization of the agent.
Forwarding, customs, export agent, etc.
2. INTERMEDIARY TRANSACTIONS

1.4. Agency Contract

Formation
VN Commercial Law 2005, Article 168:
Agency contracts must be made in writing or in other
forms of equivalent legal validity.
b. Legally regulated contents
2. INTERMEDIARY TRANSACTIONS

• Opening
• Effectiveness and Expiry Date
• Agency Area
• Rights and Obligations of the Agent
• Rights and Obligations of the Principal
• Price
• Remuneration and Cost
• Conclusion and Termination of the Contract .
• Signatures
2. INTERMEDIARY TRANSACTIONS
II. COUNTERTRADE

1. Definition
A reciprocal trade in which goods or services are traded
for other goods or services when they can be traded for
money.
2. Characteristics
Exporter is Importer in parallel
Money is mean of calculation not payment.
II. COUNTERTRADE

Focusing on the utility not value of the goods.

Balance Trading : goods, costs, conditions of transactions.
Q/A: When do you participate in countertrade?
1.3. Classification
• Barter
II. COUNTERTRADE

• Compensation
• Parallelogram payment
• Counter Purchase.
• Offset
• Buyback
• Switch Trading
1.4. Contract for Counter Trade
- Two list of goods: Sending and Receipt.
- Contract performance security: deposits, penalty and reciprocal
L/C.
III. RE-EXPORT

1.1. Definition
It is a commercial activity in which the trader exports the
previously imported goods for earning his profits.
1.2. Characteristics
Triangle transactions with two separate sales of goods
transactions.
Goods kept unchanged, no value-added activities.
III. RE-EXPORT

Goods: fluctuating price with high demand and supply.

Targeting: margin profits of the re-export trader.
In Vietnam: priorities of tax and tarrif.
1.3. Classifications
1.3.1. Genuine Re-export
III. RE-EXPORT

Goods
Export Country
Money

Re-export Country Import Country

Customs Procedures
For Imp. And Exp.
 III. RE-EXPORT
1.3.2. Transfer of goods through border-gate

Export Country

(2) (1)
Re-expt. Country
No Customs Procedures
For Imp. And Exp.

Import Country
Areas for transshipment of
goods at Vietnamese ports
(2)
Bounded Warehouse or
goods Yard at bordergates
III. RE-EXPORT

1.4. Performance the re-export trading

 Drafting, negotiating and concluding International
Contracts.
 Contract performance guarantee
 Penalty
 Deposits
 Back to back L/C
III. RE-EXPORT L/C: letter of credit: thư tín dụng

Back to back L/C

+ L/C1: first/master L/C
+ L/C2: second/ back to back L/C

Exporter/ Third
L/C 2 party Supplier

Re-exporter/ Seller L/C 1 Importer/

Buyer
IV. INTERNATIONAL PROCESSING

1.1. Definition
Commercial processing means a commercial activity
whereby a processor uses part or whole of raw materials
and materials supplied by the Principal to perform one or
several stages of the production process at the latter's
request in order to receive remuneration (VN Commercial
Law 2005).
 IV. INTERNATIONAL PROCESSING
International Processing = Commercial Processing
performance+ International Factors.

(1) Raw /semi products materials + standard

the Principal Processor

(2) Finished goods

(3) Processing charges

and/or costs

57
IV. INTERNATIONAL PROCESSING

1.2. Characteristics
• Trading and manufacturing combination
• Processing remuneration equals to value of consumed
labor
• Processing materials ownership not transferred from the
Principal to the processor during the processing time.
Here.
IV. INTERNATIONAL PROCESSING

Vietnam: priorities in tax and customs regulations.

1.3. Classification
1.3.1. According to the number of parties in processing
Two parties. The Processor and the Principal
Many parties : Principal with several processors (transition
Processing)
IV. INTERNATIONAL PROCESSING

1.3.2. According to the materials ownership

• Send processing materials and Receive processed
products.
• Sell processing materials and Buy processed products.
• Mixed of the above types of processing.
IV. INTERNATIONAL PROCESSING

1.3.3. According to processing price

Cost Plus
Target Price
1.4. Processing Contract
- Formation: In writing and modes of equivalent legal value.
- Contents: Stipulated in Decree 187/2013 ND-CP
IV. INTERNATIONAL PROCESSING

• Name, address of parties.

• Name, quantity of procesed products;
• Processing prices;
• Time and mode of payment;
• List, quantity, value of materials imported and those
manufactured domestically (if any) for processing;
material consumption and waste levels;
IV. INTERNATIONAL PROCESSING

• List and value of equipments and machinery leased, lent,

or given (if any) for processing;
• Measures to deal with wastes and principles for dealing
with equipments and machinery leased or lent and
abundant materials after procesing contract is ended;
• Place and time of delivery;
• Product’s brand and origin;
• Contract effectiveness.
TOTAL EXPORT TURNOVER

300

264.19

250 243.5
253.07

215.12 236.68

200 213.01
176.58
162.02
174.8
150.22 165.57
150
147.85

100

72.24
84.84

50
32.44

14.45 36.98
15.64
0
2000 2005 2010 2014 2015 2016 2017 2018 2019

Nhập khẩu Xuất khẩu

64
TOP MAJOR EXPORT COMMODITIES
UNIT: bi. US dollar

60

51.38
49.22
50

40 35.92
32.85

29.56 30.48
30

18.32 18.3

20
16.24 16.36
10.65
8.51
8.91 4.7
10 8.02
2.08
4.01 1.69

0.63 1.07
0
Máy vi tính, Hàng dệt may Điện thoại và Giày dép các Máy móc Gỗ và sản đá quý, kim Chất dẻo NL Sản phẩm nội Phương tiện
sản phẩm các loại linh loại thiết bị, dụng phẩm gỗ loại quý, và và sản phẩm thất, và chất vận tải và phụ
điện tử và kiện cụ, phụ tùng sản phẩm liệu khác gỗ tùng
linh kiện khác
2018 2019

65
TOP MAJOR IMPORT COMMODITIES
UNIT: bi. US dollar

60

51.36
50
43.14

40 36.75
32.88

30

20
15.01 15.53
10.2 10.55
10
3.6 4.16 4.07
3.16
1.83 2.55 3.79 2.75 3.58 3.66 1.53
1.2
0
Máy vi tính, Máy móc Ô tô nguyên Than các Dầu thô Linh kiện, Chất dẻo Sản phẩm từ Hoá chất và Quặng và
sản phẩm thiết bị, chiếc loại phụ tùng ô NL và sản sắt và thép sản phẩm khoáng sản
điện tử và dụng cụ, tô phẩm khác
linh kiện phụ tùng
khác

2018 2019

66
IV. OTHER SPECIFIC TRANSACTIONS

1. AUCTION OF GOODS

2. BIDDING FOR GOODS

3. GOODS EXCHANGE

4. FRANCHISE
Case: Apple’ Global Value Chain
Case: Apple’ Global Value Chain
Case: Apple’ Global Value Chain
Critical Thinking: Why and How do the Vietnamese firms
participate in the Samsung’ sGVC??
IV. 1. AUCTION OF GOODS đấu giá hàng hoá

1.1. Definition
VN Commercial Law, Article 185:
Auction of goods means a commercial activity whereby
sellers themselves conduct or hire auction organizers to
conduct public sale of goods to select purchasers that offer
the highest prices.
IV. 1. AUCTION OF GOODS

1.2. Characteristics
• Special Transaction: public sale of goods; demand higher
than supply. benefit belongs to seller, buyer have to accept the quality

• Goods characteristics: precious, non-standardized, high

value.
• Transacted price : usually higher than market price.
IV. 1. AUCTION OF GOODS

1.3. Classification
Trading Auctions.
Non- Trading Auctions.
1.4. Mode of auction performance
the organizer set low standard
Upward price -> the buyer offer higher
than the law -> choose buyer
with highest price
Downward the organizer set high standard price -> choose the buyer with the closest price to seiling price

1.5. Auctions Conducting

IV. 2. BIDDING FOR GOODS

1.1. Definition
VN Commercial Law, Article 214
Bidding for goods or services means a commercial
activity whereby a party purchases goods or services
through bidding (referred to as bid solicitor) in order to
dự thầu, solicitor selected -> bidder: nhà thầu

select, among traders participating in the bidding (referred to

as bidders), a trader that satisfies the requirements set forth
by the bid solicitor and is selected to enter into and perform
a contract (referred to as bid winner)
IV. 2. BIDDING FOR GOODS

1.2. Characteristics
• Special Transaction: public purchasing of goods, supply
higher than demand.
• Bidding price: usually lower than market one.
• Goods: various, high value , capital and technology
intensive.
• Follow Bid Guides/regulations of some internationals
organizations as WB, ADB, JCB.
 IV. 2. BIDDING FOR GOODS

1.3. Classification
1.3.1. According to the number of bidders
•
đấu thầu mở rông Open Bidding
•
đấu thầu hạn chế Restricted Bidding first round -> 2nd, 3rd round …. limited number … to choose the best

1.3.2. According to the implementation of Bidding

• One Stage Bidding or Two stages Bidding
giai đoạn

• One Dossier and Two Dossiers

hồ sơ
IV. 2. BIDDING FOR GOODS

1.4. Bidding Perfomance trc đấu giá phải trả 1 khoản deposit, nếu ko trúng thầu thì sẽ đc trả lại

• Pre-qualification bidders
• Tender Dossier
• Tendering Notice
• Instructions to bidder
• Management of bidding dossiers
• Bidding Bonds
• Confidentiality of bidding information
IV. 2. BIDDING FOR GOODS

• Bid Opening
• Consideration of bid dossiers upon bid opening
• Minutes of bid opening
• Evaluation and comparison of bid dossiers
• Amendment of bid dossiers
• Classification and selection of bidders
• Notification of bidding results and entry into contracts
• Contract performance security.
IV. 3. GOODS EXCHANGES

Stock Exchange: sở GD chứng khoán

1.1. Definition
Goods Exchange is a special market in which the
parties agree to purchase and sell a defined quantity of
goods of a defined type through the appointed brokers of
môi giới
be chose by the principal
Goods Exchange.
sở GD hàng hoá

1.2. Characteristics
• Specific place and time of performance
• Goods: big volume, standard and uniform
IV. 3. GOODS EXCHANGES

• Conducting under the G.E regulations: time trading,

delivery date, trading sizes of goods, clearing
procedures,etc.
• G.E price is good reference for international traders .

Q/A: Why G.E is a special mode of transaction?

IV. 3. GOODS EXCHANGES

1.3. Basic business in Goods exchanges

1.3.1. Spot Transaction: Goods Delivery and Payment shall
giao nhanh

be made just after concluding the Contracts.

1.3.2. Forward/Future Transaction
Price determined at the contracting date but the delivery
of goods at a specific point of time in the future under the
contract.
future: delivery date cố định
forward: delivery date flexible
IV. 3. GOODS EXCHANGES

Forward/ Future contract means an agreement whereby

the seller undertakes to deliver and the purchaser
undertakes to receive the goods at a specific point of time in
the future under the contract ( Vn Commercial Law 2005).
• Most of unrealistic transactions.
• Profit from the price fluctuation.
• Compensate for obligation postponement.
Here.
https://www.visualcapitalist.com/the-new-era-of-commodity-
trading/
IV. 3. GOODS EXCHANGES

1.3.3. Hedging tự bảo hiểm

The trader involves in the two contracts , one is contract

on sales of goods as normal transactions and other is
forward contract in G.E aiming to prevent
insurance
the loss of price
fluctuation.
IV. 3. GOODS EXCHANGES

1.3.4. Option Contracts.

Option contract means an agreement whereby the
purchaser has the right to purchase or sell a specific goods
at a pre-fixed price level (hereinafter called executed price)
and must pay a certain sum of money to buy this right
(hereinafter called option money). The option purchaser may
opt to effectsở
orgd hhnot tomôieffect
chỉ định
buyer: nhà đầu cơ
such
giới, chia hàng purchase
theo phân or sale of goods.
lô, chỉ định delivery

seller: nhà trồng trọt, cung cấp…

hh có khối lượng lớn -> có tính đồng loạt (mua từ nhiều nguồn)
seller và buyer ko bt nhau là ai
nghiệp vụ giao ngay (chiếm tỉ lệ nhỏ 10%) gd thật
nhiều gd khống
dịch vụ phái sinh (hedging, option)
IV. 4. FRANCHISE

1.1. Definition nhượng quyền thương mại

Vietnam Commercial Law 2005

Commercial franchise means
a commercial activity whereby
franchisors permit and
require franchisees to undertake
by themselves to purchase
or sell goods or provide services
on the following conditions.
IV. 4. FRANCHISE

1. The purchase or sale of goods or provision of services

shall be conducted in accordance with methods of business
organization prescribed by franchisors and associated with
the franchisors’ trademarks, trade names, business knows-
how, business slogans, business logos and advertisements.
2. Franchisors shall be entitled to supervise and assist
franchisees in conducting their business
IV. 4. FRANCHISE

1.2. Characteristics
• Use the franchisor’ uniform intellectual properties within
franchising network.
• Firm and equal cooperation relationship between the
franchisor and other franchisees.
• Independent legal and financial responsibilities.
IV. 4. FRANCHISE

1.3. Classification
1.3.1. According to the core characteristics
Distribution Franchising
Business formulation Franchising
1.3.2. According to the franchising modes
Single Franchising
Exclusive Franchising
Regional franchising
Joint -Venture Franchising
for each mode of trans: what
- who - how - adv/disadv

Case: Describe and evaluation Starbucks’s franchising

network in Vietnam
IV. FRANCHISE

Q /A:
• Presenting some successful franchising models in
Vietnam (KFC, Highland Coffee,etc)
• Advantages and Disadvantages of commercial
franchising.
• How do Vietnamese traders promote and conduct
franchising contracts in global market.?