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The international commercial operations are divided into the basic performed on a reimbursable basis between the participants of these operations and the secondary that are related to the promotion of goods from the seller to the buyer (Figure 2).

Foreign trade operations

On the degree of independence

The shape of the counter-trade

In areas of trade

Direct

Barter transactions

Basic

Counter-purchase

Indirect

Secondary

Compensation transaction

Operations on tolling

Buyoutold products

Delivery for packaging

Figure 1.2 Classification of foreign operations

The main commercial operations are:

– the exchange of products in a tangible form;

– the exchange of scientific and technical knowledge (in the form of trade patents, licenses, "know-how");

– the exchange of technical services (consultative, engineering, and construction);

• rental and others.

The operations that ensure international trade include:

• transactions for international shipping;

• forwarding operations;

• operations for cargo insurance;

• operations for the storage of goods in international traffic;

• international settlement transactions.

These operations are called merchandising operations.

The operations for the exchange of products in the tangible form can be represented as commercial export and import. Export operations are activities related to the sales and exportation of the goods abroad to transfer them to the property of the counterpart. Import operations are activities related to the purchase and importation of the foreign goods to sell them on the domestic market of the country [14].

Re-export and re-import operations are the kinds of export and import operations. The first group includes the operations involving export of the previously imported goods abroad and is not subject to any processing in the re-exporting country. The subject of re-export is mostly the goods which are sold at international auctions and commodity exchanges. These may be products that were not sold at the auctions returned from the consignment warehouse rejected by the buyer, and others. Re-export operations can be carried out without the importation of goods into their country [28]. Such operations are not referred to the export or import of the country; also, they are recorded by the customs statistics. They are carried out by trading companies for the purpose of getting profit due to the difference in prices for the same product in different markets.

The difference between the trade of the scientific and technical knowledge, experience and the trade of the material values consists in the fact that the international exchange acts as the results of the activities which are called «invisible» commodity [9].

Trade operations by scientific and technical knowledge connected with the exchange of the results of industrial research and development, having not only scientific and commercial value. In the form of goods here are the products of intellectual labor, presented in the form of patents, licenses, trademarks, industrial designs, which are part of the so-called industrial property, also the technical knowledge and experience, united by the term of "know-how", including the transfer of knowledge and experience by provision of technical documentation, drawings, trade secrets which cannot be patentable.

Scientific and technical knowledge comes in international traffic or on the basis of buying and selling (the sale of patents) or relations arising in connection with obtaining a temporary right of using the results based on international licensing agreements.

Exchange operations by licenses consist in granting the right of one party – patentee, called the licensor, to the other side – the person or company, called the licensee, for industrial and commercial us of the invention, for industrial and commercial use of the invention, enjoying patent protection during agreed period for a fee. Granting licenses to foreign contractors for the use of inventions, technical expertise, and also of trademarks is called foreign licensing [11].

Trade operations by technical services have been called engineering in international practice. As an independent kind of international commercial transactions, engineering involves the provision on the basis of the contract for engineering by one party, called a consultant, to the other party,
called the customer, complex or of certain types of engineering and technical services, connected with designing, construction and the introduction of the object in exploitation, the development of new technological processes in the company of the customer, improvement of existing production processes including the introduction of the product into production.

Providing a full range of services and supplies on the basis of the contract for engineering needed for the construction of the new object it called complex engineering [31]. It includes three separate kinds of engineering and technical services, each of which may be the subject of a separate agreement:

– consultative engineering, connected with intelligent services with the aim of designing objects, development and plans of construction and control for execution of works;

– technological, engineering consisting in the provision to customer technology or technologies, which are needed for the construction of industrial object and its exploitation (agreements on the transfer of manufacturing experience and knowledge), development of projects on energy supply and water supply, transport;

– construction engineering or general engineering, consisting in the supply of equipment, system installation including if necessary engineering works. Engineering and consulting services are provided in the form of technical documents, research results, source of data for construction, economic calculations, estimate, recommendations and other.

International rental operations mean renting of goods to a foreign counterparty. The essence of the rental operation is to provide by one side which is called landlord to the other side – renter equipment for the exclusive use for a fixed term for a fee based on lease agreement. In contrast to contract of buying and selling in which the property right of goods passes from the seller to the buyer, rent reserves the property right to the landlord rented equipment, giving renter a right to its temporary use. Long-term leases acquired most widespread in international commercial practice, called leasing operations. The objects of leasing transactions often perform standard and unique industrial equipment, aircraft engines, ships, planes, automobiles, containers, special wagons, electronic computers, and others [39].

In international trade practice used two main methods of commercial transactions: direct and indirect. The direct method involves establishing links between the producer and the final consumer, the supply of goods directly to the final consumer and the purchase of goods at direct independent producer on the basis of the buying and selling contract. The indirect method involves the buying and selling of goods through trade and intermediary link based on the conclusion of a special agreement with the reseller, providing fulfillment of certain obligations in connection with the sale of seller goods [29].

The direct method is most often used by firms in sales and purchases in foreign markets of industrial raw materials on the basis of long-term contracts for the export of oversized and expensive equipment, export of a standard serial equipment through its own overseas subsidiaries and affiliated companies with its retail network, for the purchase of agricultural products directly from the farmers-producers in developing countries. Direct exports and imports is a significant part of operations carried out by state enterprises and institutions, both industrialized and developing countries.

Implementation of commercial transactions, especially export, has several advantages: it allows you to establish closer contacts with foreign customers; it is better to study market conditions and quickly adapt their production programs to the demands and requirements of the foreign market.

The direct contacts are characterized by the following peculiar features:

– provide delivery of pre-defined types of products focused on the specific needs and requirements of a particular foreign consumers or groups of consumers;

– have the focused nature, because they are carried out on the basis of preliminary orders received by the supplier or previously agreed deliveries, mainly when shipped sophisticated and complex equipment. Also, these connections are not limited to relations between supplier-exporter and buyer-importer of equipment. They entail the establishment of a whole system of direct relations between specialized companies involved in the supply of equipment, i.e. subcontractors;

– establish between firms a close and stable cooperative relationships, which can start at the stage of research and design work. In recent years, the trend has evolved, when the method of direct links in the supply of complete sets of equipment applies not only to foreign but also in the company are in the importing country. This practice ensures close contact between the exporter and importer in the process of creating an object, coherence and coordination of their actions on its commissioning and it is characterized by long and steady consumer relations with suppliers.

The use of direct links is widespread in modern international commercial practices. The growth of direct sales n marketing industrial products caused, first of all, raising the technical level and the complexity of manufactured products in the market especially machinery and equipment, increasing share of unique equipment for sale, large ships, aircraft of the newest designs. Therefore it is necessary to establish direct contact between seller and buyer. However, such connection is not stopped and after the delivery of complete equipment and continuing in connection with its installation, adjustment and commissioning, and also maintenance in the process of exploitation.

The development of direct international commercial relations led to the value decreasing of indirect exports and imports, although the role of trade and intermediary links in general continues to be significant. More than half of all goods are sold through resellers, involving in international trade. Resellers have a major role especially in the marketing of standard industrial equipment and consumer goods.

Large industrial companies look for the services of resellers when selling the secondary products, also in distant, hard-to-get, poorly studied and small markets when promoting new products, the absence in the importing countries own sales network and in cases when the importation of certain goods is monopolized by large trade and intermediary firms. Services of reseller are used by small and medium-sized firms, the volume of export-import operations in which is small.

Industrial exporting firms have certain advantages in the use of reseller. Own network of technical service (warehouses of spare parts, repair shops, specialist staff) from resellers greatly make easier marketing of products. Brokerage firms, as a rule, know well the requirements of the local market, have strong business ties, carried out all activities related to the supply of goods and documentation, have great potential for the organization of advertising, participation in fairs, exhibitions and others [25].

Buying and selling operations refers to barter trade, where in a single document signed by the parties, one of the mutual obligations of the parties is provided:

– to carry out moneyless exchange of goods of equal value;

– accept as payment for the delivered goods partly cash and partly commodity values.

Counter trade may take the following forms: barter transactions, counter purchases, compensating transactions, operations on tolling, redemption of old products, delivery on equipment.

Barter operation is an operation to exchange a certain amount of goods same or different kinds an equivalent cost amount of other goods or products. Thus, the barter transaction does not involve any cash payments between the parties. In a barter agreement establishes amount of mutually delivered goods or specifies the amount by which the parties undertake to deliver the goods [33]. The advantage of this operation is that the currency is not necessary for its implementation, and the parties do not apply to the mediation of banks. When the parties negotiate scope of delivery they based on the price, indication of price, price indication in the text of the contract is necessary only for the customs authorities can to determine the amount of customs duties and taxes and for foreign trade statistics.

Counter purchase is the implementation of commitments accepted by exporters in contracts for the sale basic goods. This usually happens under the pressure of importers and as a result of competition of exporters.

The purpose of counter-purchase is delivery of goods by exporter with an obligation to buy from the importer of whole or part of the consignment agreed goods to compensate for the cost of exported goods, paid by the importer. Some difficulties in carrying out such an operation for the exporter is finding a third person which would be purchased and paid the price of imported goods.

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