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国际贸易实务双语教程(第三版)课后答案

国际贸易实务双语教程(第三版)课后答案
国际贸易实务双语教程(第三版)课后答案

Unit 1 A brief introduction to international trade

Key

I. Answer my questions

1. International trade is business whose activities involve the crossing of national borders. It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation, tourism, banking, advertising, construction, retailing, wholesaling, and mass communications. It includes all business transactions that involve two or more countries. Such business relationship may be private or governmental.

2. Sales expansion, resource acquisition and diversification of sales and supplies.

3. To gain profit.

4. To seej out foreign markets and procurement.

5. There are four major forms which are the following:

Merchandise exports and Imports, Service Exports and Imports, Investment and Multinational Enterprise.

6. It is the account which is a summary statement of the flow of all international economic and financial transactions between one nation (eg.the United States ) and the rest of the world over some period of time, usually one year.

7. Merchandise Exporting and Importing.

8. Yes. There are great differences between them.

1) direct investment takes place when control follows the investment. It usually means high commitment of capital, personnel, and technology abroad. It aims at gaining of foreign resources and foreign markets. Direct investment may often get higher foreign sales than exporting. And sometimes it involves two or more parties.

2) While portfolio investments are not under control. And they are used primarily for financial purposes. Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.

9. MNE is the abbreviation of the multinational enterprise. Its synonyms are NNC (the multinational corporation) and TNC (transnational corporation).

10. Examples are travel, transport, fee, royalties, dividends and interest.

11. The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.

12. It is limited by the number of people interested in a firm’s products and services and by customers’ capacity to make purchase.

13. This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm’s resources.

14. Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.

15. It is a way of doing business in which one party (the franchiser) the use of a trademark that is an essential asset for the franchisers’ business.

II Match each one on the left with its correct meaning on the right

1. J

2.A

3.E

4.B

5.C

6.D

7.I

8.G

9.F 10.H

III Translate the following terms and phrases into Chinese

1 购买力11经济复苏;恢复

2潜在销售量12 经济衰退

3加价,涨价13间接投资

4国内市场14有形货物

5制成品15有形进出口

6边际利润16收入及支出;岁入及岁出

7市场占有率17超额能力

8贸易歧视18贸易中间人(商);经纪人

9时机选择19全部包建的工程承包方式

10经销周期20许可证协定

IV Case Study

1 [Answer]:

Batteries called "white elephant" exported from China were very popular in Southeast Asia, because "white elephant" was a lucky thing in Southeast Asia, but no one was interested in it in the market of Europe and the United States. The boss of the company was very strange that the quality of the battery or the price of reasons, so he asked his staff to investigate. Finally he found that is the brand "white elephant" to be blame. The brand's name translated into English was "white elephant" which meant something were no use but cumbersome in Western countries. It was really a bad translation from culture information perspective. The meaning derived from a legend. According to the legend, there was a king who hated a minister, so he gave a white elephant to the minister for punishment. The minister has to take care of the white elephant, he couldn't give it to others or kill it because it's the king gave it to him. However, the appetite of the white elephant was so great, and the minister became poorer. So it showed people in western countries would not buy the battery for the consumers have no willing to buy something useless but cumbersome.

V. Open

VI.Translate the following into English

1. Trade is often the ‘engine’ of growt h. However oversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth. A healthy expansion of exports may not always be sufficient condition for rapid and sustained growth, but a strong positive association between the two is clearly undeniable. Trade expansion contributes to economic growth in many ways. Among them are the benefits of specialization; the favorable effects of international competition on domestic economic efficiency; the increased capacity to pay for the imports required in development and more generally the stimulus to investment.

2. International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.

3. There exist different ways of conducting international business. Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a designated area within a specified period of time. In this kind of business transaction, the product is bought by the exclusive seller and therefore he should sell the product by himself, assuming sole responsibilities for his profit

and loss. Exclusive sale is different from agency where only commission is involved. And difference exists between general contract and exclusive sales because the exclusive seller enjoys exclusive right in a particular area.

4. There is no country in the world that can produce all the products it needs. Thus countries join in international division of labor for effective production and reproduction. Sometimes a country can buy goods and services from abroad on a barter basis. Barter means doing business by exchanging goods of one sort for goods of another sort without using money. Barter trade itself is not enough to meat a country’s imp ort needs. But as a form of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.

Unit 2 General Procedures of Export and Import Transaction

I. Answer the following questions

(Omited)

II. Filling the blanks with the suitable words in the text:

1.meeting/satisfying;

2.agent, foreign/overseas;

https://www.sodocs.net/doc/198106627.html,mission;

4.own;

5.setting;

6.patent;

7.profits;

8.outlets; 9.joint, venture; 10.subsidiary

III. J udge the following statement, mark True (T) or False(F)

1F 2. T 3. F 4. F 5.F 6.F 7.T 8.F 9.F 10. T

IV. Explain the meaning of the words or phrases below as requested

1. Offer: An offer is a proposal made by sellers to buyers in order to enter into the contract.

2. Withdrawal: It means an offer by the offerer has been withdrawn before it is reached to the offeree in order to prevent its entry into force.

3. Enquiry: An enquiry is a request for business information, such as price lists, catalogue, samples, and details of the goods or trade terms. It can be made either by the importer or the exporter.

4. Acceptance: Acceptance is a statement made by other conduct of the offerees indicating unconditional consent to an offer.

5. Shipping agent: Shipping agent(船代)is a ship owner's representative whose job is to find the ships to carry.

V. Compose a letter of enquiry with the following particulars:

Keys

Messrs. Arthur Grey & Son,

19 Cheapside,

London, E.C.2

Dear Sirs,

We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Ice Box in your district.

We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing

conditions together with illustrated catalogue for our consideration.

We are looking forward to your early reply.

Yours faithfully,

VI. Please make your offer according to the following particulars:

Key

Dear Sirs,

Thank you for your letter of 5th May. We are glad to learn of the inquiries you have had from your customers for our raincoats. Our "D.D." range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries, from many of whom we have already had repeated orders. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.

For the quantities you mention we are pleased to quote as follows:

"D.D." Raincoats

100 men's medium @ US$14.50 US$ 1,450

100 men's small 14.0 1,400

100 women's medium 13.2 1,320

100 women's small 12.7 1,270

US$ 5,440

Payment: by irrevocable L/C at sight

Shipment: Shipment will be effected within three or four weeks after receiving the L/C.

This offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.

We are awaiting your early orders.

Yours sincerely, VII. Write a counter-offer according to the following particulars:

Keys:

Dear Sirs,

We thank you for your quotation May 10 for 1,000 sets of Hair IceBox. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.

Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedly high bank interests.

In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day’s sight”.

Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.

Yours sincerely,

VIII. Translate the followings into English

1). Economic activity began with the cavemen, who was economically self-sufficient. He did his own hunting, found his own shelter, and provided for his own needs. As primitive populations grew and developed, the principle of division of labor evolved. One person was more able to perform some activity than another, and therefore each person concentrated on what he did best. While one hunted, another fished. The hunter then traded his surplus to the fisherman, and each benefited from the variety of diet.

In today’s complex economic world, neither individuals nor nations are self-sufficient nations are self-sufficient. Nations have utilized different economic resources; people have developed different skills. This is the foundation of international trade and economic activities.

Foreign trade, the exchange of goods between nations, takes place for many reasons. The first, as mentioned above, is that no nation has all of the commodities than it needs. Raw materials are scattered around the world. Large deposits of copper are mined in Peru and Zaire, diamonds are mined in South Africa, and petroleum is recovered in Middle East. Countries that do not have these resources within their own boundaries must buy from countries that export them.

Foreign trade also occurs because a country often does not have enough of a particular item to meet its needs. Although the United States is a major producer of sugar, it consumes more than it can produce internally and thus must import sugar.

Third, one nation can sell some items at a lower cost than other countries. Japan has been able to export large quantities of radios and television sets because it can produce them more efficiently than other countries. It is cheaper for the United States to buy these from Japan than to produce them domestically.

Finally, foreign trade takes place because of innovation or style. Even though the United States produces more automobiles than any other country, it still imports large quantities of autos from Germany, Japan and Sweden, primarily because there is a market for them in the United States.

2). The different kinds of trade nations engaged in are varied and complex, a mixture of visible and invisible trade. Most nations are more dependent on exports than on any other activity. The earnings from exports pay for the imports that they need and want. A nation’s balance of payment is a record of these complex transactions. By reflecting all of these transactions in monetary terms , a nation is able to combine the income it receives, for example, from exports, tourists expenditures, and immigrant remittances. This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineers.

IX. Case Study

[Answer]:

A 公司与B公司的第一封信函可视为发盘,在该发盘中A公司对包装做出了要求。而B公司对该发盘中包装条款进行了修改,可视为还盘,或新的发盘,B公司发出还盘后A公司未进行回复,虽然它用行动表明受B公司发盘约束,但没有明确向B公司表示接受,此时认为合同未成立。因此,B公司以此为由,拒不履行合同。A公司将陷入被动。

为了避免出现此情况,A公司在收到B公司发盘时,应及时表示接受。

Unit 3

Contracts for the International Sale of Goods

Key

I. Translate the followings from Chinese into English:

1 terms of payment

2 written form of contract

3 execution of the contract

4 sales contract

5 purchase confirmation

6 terms of transaction

7 trading partners 8 the setting up of a contract

9 trade agreement 10 consignment contract

11 the contract proper 12 extension of the contract

13 the contracting parties 14 special clause

15 general terms and conditions

II. Answer the following questions in English:

1 A contract is an agreement which sets forth bind obligations of the relevant parties. And any part that fails to fulfill his contractual obligations may be sued and forced to make compensation.

2 There are two parties of business contract negotiations: oral and written. The former refers to direct discussions abroad; written negotiations often begin with enquiries made by the buyers.

3 A written contract is generally prepared and signed as the proof of the agreement and as the basis for its execution. A sales or purchase confirmation is less detailed than a contract, covering only the essential terms of the transaction. It is usually used for smaller deals or between familiar trade partners.

4 The setting up of a contract is similar to that of a trade agreement or any other type of formal agreements. It generally contains: 1) the title. The type of the contract is indicated in the title; 2) the contract proper. It is the main part of a contract; 3) the signature of the contracting parties indicating their status as the seller or the buyer; 4) the stipulations on the back of the contract and are equally binding upon the contracting parties.

5 It generally contains the time of shipment, the mode of payment described in addition to an exact description of the goods including the quantity, quality, specifications, packing methods, insurance, commodity inspection, claims, arbitration and force majeure, etc.

III. Translate the following into Chinese:

合同是在双方达成协议的基础上制定的,而协议又是双方进行商务谈判的结果。商务谈判有口头谈判和书面谈判两种形式。口头谈判是通过参加商品交易会,派遣贸易小组,出国或邀请客户本国进行的面对面讨论,而通过国际长途电话所进行的商务讨论也属于口头谈判。

IV. Case Study

1 [Answer]:

The law of the United States of America applies to this contract because: (a) this was a CIF contract; (b) the place of conclusion of the contract was in the USA; (c) the place of the execution of the contract was also in the USA. The seller completed this responsibilities after he delivered the goods at the port of the USA.

2 [Answer]:

This contract was not concluded effectively. Item 1 of Article 19 of the CISG indicates, " A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection to the offer and constitutes a counter-offer.

In this case, though Mr. Johnson accepted Mr. Anderson's offer, his acceptance contained some additions to and modifications of the offer; for example, Mr. Anderson asked for " telegraphic transfer", Mr. Johnson sent the money to the bank to be kept there. According to Item 3 of Article 19 of the CISG, alteration to the mode of payment is material one, thus Mr. Johnson might keep silent and reject the acceptance.

3. 答:合同规定水分最高为14% ,杂质不超过2.5% ,从合同内容看,在这笔进出口交易中,双方以商品的规格作为表示商品品质的方法,并以此作为交验商品的依据,属于凭规格的买卖,只要我方所交货物符合合同规定的规格,我方就算已经履行了合同。但是成交前我方向对方寄送样品时并未声明是参考样品,签约后又电告对方成交货物与样品相似,这样对方就有理由认为该笔交易既凭规格又凭样品。而在国际贸易中,凡属于凭样品买卖,卖方所交货物必须与样品完全一致,否则买方有权拒收货物或提出索赔。因此,在这种情况下,我方很难以该笔交易并非凭样品买卖为由不予理赔。

4. 答:卖方未按合同规定包装货物,应视为违反合同。买方向卖方违反合同包装条款的行为提出异议并要求赔偿是合理的。但是,买方以此为理由拒收货物是过分的要求。因为《公约》第50条第1款规定:“买方只有在(卖方)完全不交付货物或不按合同规定交付货物等于根本违反合同时,才可以宣告整个合同无效。”并且,第25条规定:“一方当事人违反合同的结果,如使另一方当事人蒙受损害,以至于实际上剥夺了当事人根据合同规定有权期待得到的东西,即为根本违反合同。……”然而,卖方在交货发生困难的情况下,及时采取了补救措施,只要所用塑料包装不对货物质量造成影响,这种补救措施可视为是合理的,虽然仍属违约行为,但并不构成违反合同,买方只能对塑料包装造成的运输、储存、装卸等方面的不便而发生的损失提出索赔,而不能拒收货物。

V.

V. Please fill in the Sales Contract according the letters between LONDON GREEN TRADE CORP. and GUANGDONG LIGHT ELECTRICAL APPLANCES CO. , LTD.

售货合同

SALES CONTRACT

卖方:GUANGDONG LIGHT ELECTRICAL

Sellers: APPLANCES CO. , LTD Contract No.: 98SGQ468001

Date: APR. 22, 2009

地址:Signed at : GUANGZHOU

Adress: 52, DEZHENG ROAD SOUTH, GUANGZHOU,CHINA Telex: 0835

Fax: 86-020-********

Buyers: LONDON GREEN TRADE CORP.

Address: ELITHERBERTH STR. AUTO P. O. BOX. 16, LONDON Telex:_________________

Fax:_____________________

This Sales Contract is made by and between the Sellers and the Buyers, whereby the sellers agree to sell and the buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below:

(6) Packing: CARTON

(7)Delivery from GUANGZHOU to LONDUN

(8)Shipping Marks: N/M

(9)Time of Shipment: Within 30 days after receipt of L/C. allowing transshipment.

(10) Terms of Payment: By 100% Confirmed Irrevocable Letter of Credit in favor of the Sellers to be available by sight draft to be

opened and to reach China before MAY 15,2009 and to remain valid for negotiation in China until the 15th

days after the foresaid Time of Shipment. L/C advised by BANK OF CHINA GUANGZHOU BRANCH.

TEX: 0835 GZBC. CN. ALL banking Charges outside China ( the mainland of China ) are for account of the

Drawee.

(11)Insurance: To be effected by Sellers for 110% of full invoice value covering F. P. A. up to LONDON To be effected

by the buyers.

(12)Arbitration: All disputes arising from the execution of or in connection with this contract shall be settled amicably by

negotiation. In case of settlement can be reached through negotiation, the case shall then be submitted to China

International Economic & Trade Arbitration Commission. In Shenzhen ( or in Beijing) for arbitration in act with

its sure of procedures. The arbitral award is final and binding upon both parties for setting the Dispute. The fee,

for arbitration shall be borne by the losing party unless otherwise awarded.

The Seller 李牛The Buyer David Curtis_

希将本确认书一份签署后寄回本公司

Please sign and one copy of this sales confirmation to us at you earliest convenience

VI.Please make out a Sales Confirmation according to the following particulars:

上海进出口贸易公司

SHANGHAI INPORT & EXPORT TRADE CORPORATION

1321 ZHONGSHAN ROAD SHANGHAI CHINA

售货确认书

邮政编码:200032 S/C No:TH040311

Post code::200032 DATE:24.03,2009

传真:(21)56090053

Fax:(21)56090053

TEL:56090054

To Messrs:THKAMULA TRADE CO。,LTD

谨启者:兹确认售予你方下列货品,成交条款如下:

Dear Sirs,

装运港/目的港:

LOADING PORT & DESTINA TION: FROM SHANGHAI TO ODAKA

装运期限:

TIME OF SHIPMENT :NOT LATER THAN AUGUST, 2009

可分批及转船:

ALLOWING TRANSHIPMENT AND PARTIAL SHIPMENT:ALLOWED

保险:

INSURANCE:FOR INVOICE AMOUNT COVERING ALL RISK AND W AR RISKS

付款条件:

TERMS OF SHIPMENT :BY 100%CONFIRMED IRREVOCABLE SIGHT LETER OF CREDIT

买方须于2009 年6月30日前开出本批交易的信用证(或通知售方进口许可证号码),否则,售方有权不经过通知取消本确认书,或接受买方对本约未执行的全部或一部分,或对因此遭受的损失提出索赔。The Buyer shall establish the covering Letter of Credit (or notify the Import License Number )before 30/06/2009 , falling which the Seller reserves the right to rescind without further notice ,or to accept whole or any part of this Sales Confirmation non-fulfilled by the Buyer ,or, to lodge claim for direct losses sustained , if any.

凡以CIF条件成交的业务,保额为发票的110%,投保险别以售货确认书中所开列的为限,买方如果要求增加保额或保险范围,应于装船前经卖方同意,因此而增加的保险费由买方负责。For transactions conclude on C.I.F basis , it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in Sales Confirmation. If additional insurance amount or coverage is required , the buyer must have consent of the Seller before Shipment ,and the additional premium is to be borne by the Buyer.

品质/数量异议:如买方提出索赔,凡是品质异议须于货到目的口岸之30 日内提出,凡属数量异议须于货到目的口岸之15 日内提出,对所装货物所提任何异议属于保险公司、轮船公司等其他有关运输或邮递机构,卖方不负任何责任.。QUALITY /QUANTITY DISCRPANCY:In case of quality discrepancy ,claim should be filed by the Buyer within 30 days after the arrival of the goods at port of destination ;while for quantity discrepancy ,claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination .It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to cause for which the Insurance Company ,Shipped Company other transportation organization/or Post Office are liable.

本确认书内所述全部或部分商品,如因人力不可抗的原因,以致不能履约或延迟交货,卖方概不负责。The Seller shall not be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Major incidents.

买方在开始卖方的信用证上请注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the letter of Credit to be opened in favour of the Seller.

买方收到本售货确认书后请立即签回一份,如买方对本确认书有异议,应于收到后五天内提出,否则认为以同意接受本确认书所规定的各项条款。The buyer is requested to sign and return one copy of the Sales Confirmation immediately after the receipt of same, Objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyer has accepted the terms and condition of the sales confirmation.

买方:卖方:

THE BUYER:高村THE SELLER:高丽

SHANGHAI IMPORT & EXPORT TRADE

CORPORATIONT

Unit 4

Trade Terms

Keys

I (Omited)

II 1) F. Price terms, or trade terms, are used to indicated the different liabilities, cost and risks of the buyer and the seller.

2) F. Warsaw-Oxford rules specialize in explaining CIF contracts.

3) T.

4) T.

5) F. On CIP terms the seller’s responsibilities end when he hands over the goods to the carrier at

the place of shipment, although he has to pay the freight rate and insurance premium.

6) T.

7) T.

8) F. By CFR Landed is meant that the seller pays for unloading the goods at the port of

discharge.

9) T.

10) F. On FAS terms the seller needs only to put the goods within the reach of the ship’s tackle.

He is not responsible for loading the goods on board.

III. Judgment

a)Incorrect. On FOB terms the seller’s responsibilities end when he delivers the goods at

the port of shipment, that is, at one of the ports in China.

b)Incorrect. On CIF terms the seller pays for transportation and insurance till the goods

reach the destination; the terms should be followed by the port of destination.

c)Correct.

d)Incorrect. On CIP terms the seller pays for transportation and insurance till the goods

reach the destination; the terms should be followed by the port of destination.

e)Correct.

f)Correct.

g)Incorrect. On FOB terms the seller’s responsibilities end when he delivers the goods at

the port of shipment, that is, at one of the ports in China.

h)Incorrect. On DES terms the seller must put the goods under the actual control of the

buyer at the port destination; a port of destination should be attached to DES.

i)Incorrect. On DDP terms the seller must physically deliver the goods to the buyer at a

named place in the import country, that is, a named place of destination should be added

to DDP terms.

j)Correct.

IV. Translation

1)please refer to INCOTERMs (19900

2)you must load the goods on board in accordance with the stipulations of the INCOTERMS

3)In reference to the consignment of June 5

4)but our business is on cash payment whether the customs are new or old

5)meeting each other halfway and allowing you a 10% discount

6)the lowest FOB Liverpool prices of the following articles.

7)Our prices are subject to change without notice

8)As this is a big order, we hope you can make a 5% discount off the list price

9)Because of the frequent change of the market prices, it is not possible for us to keep the

prices open for a whole week

10)to receive your cable offer of July 15 for 300 dozen shirts of sample No.1302 CIF New York

at USD 35 per dozen

V. 单项选择题

1.D

2.A

3.A

4.B

5.D

6.C

7.A

8.C

9.D 10.C

11.C 12.C 13.A 14.B 15.B 16.C 17.D 18.B 19.C 20.C

21.D 22.D 23.A 24.A 25.D

VI. Case Study

1 [Answer]:

It was not right for the buyer not to take delivery of the goods. In this case, the contract concluded between the seller and the buyer was on CIF terms, according to which, the seller’s responsibilities ended when he loaded the goods on board the ship and paid the freight and insurance premium; the risk separation was the side of the ship; that is to say, the risks were transferred to the

buyer or the other parties concerned after the seller put the goods on board the ship. Since the documents presented by the seller were right and proper, the seller could directly get paid from the Issuing Bank of the L/C.

However, part of the goods got lost because of rough sea. Does this mean that the buyer suffered loss? It is definitely not the case because there are other two sub-contracts existing on CIF terms-I/P and Bill of Lading. In this case the buyer could claim damages with the insurance company, but he had to take delivery of the goods. Obviously, the actual reason for the buyer’s refusal to accept the goods in this case was that the prices of the goods were going down. This is, certainly, unjustified.

2 [Answer]:

In this case the contract was concluded between Company E and Company W on FOB term, according to which the seller (Company E) ended his responsibilities when he delivered the goods on board the ship at the port of shipment. He did not need to pay for transportation of the goods or the insurance premium. Therefore, it was not right for W to ask E to pay the freight and indicate “Freight Repaid” on the Bill of Lading. The reason why W asked E to do that might be that he wanted to transfer the freight charges to E.

However, in practical dealings, foreign trade companies often come across such situations, especially when a contract is concluded with an agent, who wants to resells the goods. In this case, E might comply with W’s reques t, but he had to indicated that the freight should be borne by W.

3 [Answer]:

The buyer's demands are unreasonable

If the transaction is made on FOB terms, usually the buyer is responsible for charter booking. The seller can accept the seller's commission on behalf of charter booking, but the seller does not undertake the responsibility of not renting boats and risks. In this case, the export company failed in charter booking on behalf of the buyer, and the buyer did not agree to replace the transaction conditions, therefore, the export company did not hold any responsibilities of failing charter booking and the delay of the delivery. Buyer could not propose to withdraw the contract, either. So, the buyer's demands are unreasonable, responsibilities and risks should be borne by the buyer himself.

4 [Answer]:

Our company can not refuse to make the payment for the sheets, not make claims against the seller. Because:

1) If the transaction is made on CIF, it is symbolic delivery, under which the buyer’s responsibility is to v oucher Delivery whereas the buyer pays when they gets the documents. The buyer should do so once the seller submits the documents agreed upon according to the contract. Even when the goods suffer damage or losses in transit the buyer has to fulfill payment obligations. On the contrary, if the documents presented by the seller are not in compliance with the contract, even the goods are in good order, the buyer has the right to refuse to accept the goods. In this case, the seller submits the whole set of documents as stipulated in the contract, therefore, our company has to make the payment.

2) Under CIF term, the risks transfer line of buyer and seller are bound by the shipboard. After the goods have been passed the ship's rail, the burden of risk is borne by the buyer. In this case, before the goods have been passed the ship's rail, the goods are in good condition. So the seller need not take risk responsibilities. Our company can not make any claims on the seller, but can make claim on the insurance company according to relevant conditions.

5. [Answer]:

卖方对此项差价损失不需负责。因为:按照国际商会《INCOTERM S2000》的解释:“FOB 是指当货物在装运港越过船舷时,卖方即完成交货,买方必须自该交货点起,负担一切费用和货物灭失或损坏的风险。”按本例的情况,卖方已按照合同规定的条件,将货物在约定的装运港装上买方租派的船只上,自装船越过船舷之时起,货物的风险已由卖方转移给买方。在运输途中部分大米受到海水浸泡,致使品质受到影响,这是

属于风险损失范围,与卖方的交货品质无关。事实上,货物在装船时,已验明品质是符合合同规定的条件的。因此,按照FOB 条件的解释,卖方不需负责。

6. [Answer]:

(1)按《INCOTERM S2000》的解释,在CIF 条件下,卖方负责装船以前的一切风险,买方负责装船以后的一切风险。本案的卖方已将出口货物装上了船,付清运费并已取得装船提单,卖方的责任已经解除,风险已转移给了买方,所以由该船遭扣押另行转船的一切费用应由买方负担。(2)第二次运费可由买方向保险公司索要。买方可依据《海商法》海上保险之委付,将保险标的的一切权利转移给保险公司,请求支付该保险标的的全部投保金额,但应以货物装船已过4个月不能成行或尚未交付收货人为限。

7. [Answer]:

本案买卖双方订立的是CIF 合同。CIF 合同的含义是卖方负担货物在装运港越过船舷前的一切责任、费用和风险。2000通则在CIF 解释中的第B5 款规定:“买方负担货物越过装运港的船舷后一切货损货差的风险。”因此,货船在途中沉没造成的货物损失应由买方负担,买方应接受所有单据并且按合同规定支付全部货款。在接受单据后,买方可以凭单据向保险单载明的承保人(保险公司)索赔,通常可以获得相当于货物价值(CIF 价)1.1倍的赔偿。

8. [Answer]:

本例的情况有两种可能,因此要作两种回答:(1)在CIF 合同中,卖方负有两项重要义务:一是必须按照合同的规定交付货物;二是必须按照合同的规定提供单据。相对来说,买方享有两项拒收权:一是有权拒绝接受有瑕疵的货物;二是有权拒受有瑕疵的单据。按这种解释,本例买方有权拒绝接受有擦改痕迹的单据。但是,事后查明,擦改是改正货物配舱的舱位号码,并非擦改重大项目的;同时又是在单据签字前擦改的。如果买方自己是收货人,此项擦改过的单据,对买方的权利并无重大影响。因此,在这种情况下,买方不能拒受单据,如果此项擦改给他带来不便或其他额外支出,他可向卖方提出损害赔偿。这是第一种情况。(2)但是,如果买方不是货物的直接收货人,他在卖方提交单据后,拟将这批货物转交给第三者,他是准备通过转交单据进行交割的。那么在这种情况下,由于单据有瑕疵,将给他转让单据带来重大困难。因此,他拒受这种有瑕疵的单据是有充分根据的。正如施米拖夫所说:“从商业观点来看,可以说,CIF 合同的目的不是货物本身的买卖,而是与货物有关单据的买卖。”如果本例买方的目的不是买卖货物本身,而是以转让单据而获得利益,那么,这种有瑕疵的单据与他的目的直接相违背。尽管这种擦改的单据不是重大的擦改,但对于他转让单据却带来重大障碍。因此,他主张拒受单据又是合理的,在法律上也有依据。这是第二种情况。

9. [Answer]:

此项损失应由买方承担,买方不应该向该公司提出索赔。

以CPT术语成交时,风险转移以货交承运人为界,即卖方将货物交给指定承运人,风险即由卖方转移至买方,买方可投货物保险以确保损失最小。就本案例而言,该公司已将货物交给承运人,运输途中及后期风险均由买方自己承担,因此,该公司可拒绝买方的索赔要求。

10.[Answer]:

按照CIP条件成交,卖方要承担保险费和运费。因为CIP条件适合于各种运输方式,风险是在承运人控制货物时转移,所以卖方要负责办理交货地点到指定目的地的全程运输,而不仅仅是水上运输,因此卖方应支付全程运费。就本案例而言,卖方支付了海上运输的费用,但并没有将货物送往指定目的地,因此还需支付铁路运输的费用。由此,我方应支付货款,但不需支付铁路运费,卖方行为不尽合理。

Unit 5

Quality of Commodity

Key:

I. Give the Chinese equivalents for the following English terms:

1 本身所具有的特性

2 光泽、造型、结构

3 耐用性

4 可销售性

5 社会属

6 消毒

7 适用性8 卫生

9 规格10 水产品

11 跨国公司12 保证生活质量

II. Two columns are given for you to decide which method is best suited for a certain commodity. Please match them.

1 A ,

2 C,

3 D,

4 E,

5 B,

6 G,

7 F,

8 H

III. 多项选择题

1.AE

2.ABE

3.ABC

4.CDE

5.AC

6.ABD

7.BCE

8.ACDE

9.BD 10.AC

11.BC 12.AC 13.BCDE 14.CD 15.AB

16.CDE 17.ABCDE

IV. Monomial Choice

1.A

2. D

3.A

4.D

5.A

6.A

7. B

8.B 9 .D 10. A

V. 案例分析

1. [Answer]:

我方应负责赔偿。作为出口公司理应知道所售货物的英文名称。如来证货名与实际不符,我方一是应要求对方改证,二是应自己更改货物的英文名称。如只考虑单证相符而置货物上的名称不顾,势必给对方在办理进口报关时造成严重后果。

2. [Answer]:

1)这个问题要视合同如何约定,如果合同约定了检验期间,则由于甲方没有在约定的检验期间内验货导致其丧失了质量异议权。如果合同没有约定检验期间,则在甲方收货后两年内都有权要求退货,依据是合同法第157、158条。所以,乙方已履行部分可以要求退货。

2)未履行部分可以解除。因乙方行为已导致合同目的无法实现,甲方经催告后可解除合同,理由是合同法第94条。

3)定金应双倍返还给甲方。

4)定金和违约金只能择其一,给甲方造成损失的,乙方仍应当赔偿,包括差旅费500元,已收取的货款应当退还给甲方。

3 [Answer]:

The exporter didn’t fulfill his obligation. Though the exporter made shipment on time, in order to deliver the apples in good quality, he arranged the goods with higher quality, but the quality is not similar to the level on the contract. So the seller breaches the contract. If the buyer lodges a claim, the seller will suffer the loss.

In order to avoid the problem, the seller should ask for the buyer’s opinion firstly.

4. [Answer]:

买方的索赔要求是合理的,此案中,虽然合同对商品的品质提出了要求,但卖方在成交前寄送样品的行为本身即表明该批货物既凭说明买卖(sale by description), 又凭样品买卖(sale by sample)。因此,买方在对商品进行检验后发现与样品不符提出索赔的要求是合情合理的。

卖方的失误在于使用两种方式约束商品品质对其不利。

5. [Answer]:

我方这样做是不合适的。因为如双方事先无品质机动幅度的规定,卖方在交货时,对于货物的质量(包括规格、花色搭配、型号等)应严格遵守合同的规定。否则,由此而产生的一切后果将由卖方承担。就本案而言,我方在发现pyw—B型电冰箱数量短缺,应先征得买方的同意才能

发货,而不能擅自以其他型号的电冰箱来代替。因此,我方的做法是不合适的。

6. [Answer]:

按合同规定的品质条件提交货物是卖方的基本义务之一,本案买卖双方凭样品买卖,卖方的交货应与样品完全一致,卖方应承担交货品质不符的责任。但《公约》第86条第一款规定:“如果买方已收到货物,但打算行使合同或本公约的任何权利,把货物退回,他必须按情况采取合理措施,以保全货物,他有权保有这些货物,直至卖方把他所付的合理费用偿还给他为止。”即买方在决定退货后,应采取合理措施妥善保管货物。而本案中的买方却未这样做,导致货物变质。我方可就货物的损失及进口国海关向我方收取的费用与买方进行交涉,尽可能挽回损失。

Unit 6 Quantity of Goods

Key:

I.Here given in the following are short forms for some units of me asure and weight. Please give the complete form of each:

1)吨2)盎斯3)磅4)品脱5)码6)加仑7)令8)公斤9)克10)平方米

II. Please read the statements carefully, and then give your choice True or False.

1. T

2. F where the goods are to be unloaded must be decided and confirmed by the buyer at least 48 hours before the ship arrives at the first optional port.

3. T

4. T

5. T

6. F a letter of indemnity is issued by the shipper to the shipping company in exchange for a clean-on-board shipped bill of lading.

7. F according to article 23 of the UCP NO.500,” IF A Cr edit calls for a bill of lading covering a port to port shipment, banks will, unless otherwise stipulated in Credit, accept a document, however named, which ……contains no indication that it is subject to a charter party ……”

8. T

9. F dispatch money is an amount paid by the ship-owner to the shipper for the shipper’s quicker loading and unloading of the goods.

10. T

III. Please give the following definitions for the names in English:

1. Gross weight is the sum of total weight of the commodity itself and the tare (the package weight). That’s to say it refers to the net weight plus the tare weight of the goods.

https://www.sodocs.net/doc/198106627.html, weight is the actual weight of commodity without the addition of the tare. In international trade if the goods are sold by weight, the net weight is often used.

3. Actual tare: The actual weight of packages of the whole commodities.

4. Average tare: In this way, the weight of packages is calculated on the basis of the average tare of a part of the packages.

5. Customary tare: The weight of standardized package has a generally recognizer weight which can be used to represent the weight of such packages.

6. Computed tare: The weight of package is calculated according to the tare previously agreed upon by the seller and the buyer instead of actual weighing.

IV. 简答题

1. 答:数量条款规定了买卖双方交货数量及与之有关的权利和义务,他涉及成交数量的确定、

计量单位和计量方法的规定及数量机动幅度等内容。为订好数量条款,应依据政策的规定和经营意图,根据需要和可能,按外商资信情况和市场行情变化,正确掌握进出口商品的成交数量,以利于合同的履行。

2. 答:(1)大宗农、副产品、矿产品及一部分工业制成品惯于采用按重量计算,一些贵重商品也惯于采用重量单位。

(2)按数量计算适用于大多数工业制成品,尤其是日用消费品、轻工业品、机械产品及一部分土特产品。

(3)按长度计算多用于金属绳索、布匹,绸缎等商品买卖。

(4)面积单位可用于玻璃板、地毯、皮革等商品。

(5)体积单位仅用于木材、天然气及化学气体的买卖。

(6)容积单位中的蒲式耳是美国用来计量各种谷物的,公升和加仑多用于液体商品。

(7)有些国家对某些商品有自己习惯的或法定的计量单位。例如棉花许多国家以"包"为单位,糖以"袋"为单位。

3. 答:(1)毛重。是商品本身加包装重量。

(2)净重。是商品本身实际重量,不包括皮重。计算皮重时有按实际皮重、平均皮重、习惯皮重、约定皮重计算等四种做法。

(3)公量。有些商品因较强的吸湿性导致重量不稳定,对此类商品可用科学的方法除去其所含实际水分,然后再加上国际公认的标准含水量。即公量=干量+标准含水量。

(4)理论重量。对按固定规格形状和尺寸所生产和买卖的商品可从其件数推算总重量,此总重量即为理论重量。一般只作为计算实际重量的参考。

(5)法定重量和实物净重。法定重量是商品重量加上直接接触商品的包装物料的重量,而除去这部分重量所表示出来的纯商品重量即为实物净重。此方法大多用于海关征税。

4. 答:数量机动幅度是指卖方可按买卖双方约定的某一具体数量多交或少交若干的幅度。他的规定方法有:

(1)合同中明确具体的规定数量的机动幅度。它既可只简单规定机动幅度,也可在此基础上约定由谁选择及作价原则。

(2)合同中为明确规定数量机动幅度,但将数量定为约数。《跟单信用证统一惯例》规定约数的增减幅度不超过10%。

(3)合同中未明确规定数量机动幅度。此时卖方交货数量原则上应与合同完全一致,但《跟单信用证统一惯例》500号出版物规定货物数量允许有5%的伸缩。

5. 答:(1)目前对在机动幅度范围内超出或低于合同数量的多装或少装部分,一般按合同价格计价结算。

(2)为防止有权选择溢短装的当事人利用行市变化有意多装或少装而获取额外好处,有的合同规定多装或少装部分不按合同价格计算,而代之以按装船日的行市或目的地的市场价格计算。

(3)若双方未能就装船日或到货日或是市场价格取得协议,则可交由仲裁机构解决。

(4)有的合同还规定多交或少交货物中一部分按合同价格计算,其余部分按装船时或到货时的市价计算。

IV. Case study

1[Answer]:

According to Article 11 of CISG: “A contra ct of sale need not be concluded in, or evidenced by, writing and is not subject to any other requirement as to form. It may be proved by any means, including witnesses.” Though China and the US are both member countries of the CISG, China declared that it won’t be bound by Article 11 and its related articles. That is to say, any kind of contracts in China must be evidencing by writing. In this case, though both companies agreed orally as to the main terms of the sales contract, there is no writing evidencing the contract. This contract,

according to Chinese law, is not effective.

2[Answer]:

According to Item 2 of Article 21 of CISG: “If a letter or other writing containing a late acceptance shows that it has been sent in such circumstances that if its transmission had been normal it would have reached the offeror in due time, the late acceptance is effective as an acceptance unless, without delay, the offeror orally informs the offeree that he considers his offer as having lapsed or dispatches a notice to that effect. In this case, in order to avoid unnecessary loss, the Chinese company should telephone or dispatch immediately a notice informing that the acceptance is ineffective as it is late.

3. [Answer]:

In international trade, the more or less clause has ample meaning , it means not only the total quantity should be subject to the stipulation, but also the quantity in each type. In this case, though the total quantity has not surpassed the 5%, but the quantity in each type is far away from the stipulation in the contract. So we consider that the seller has breached the quantity clause. and the importer refuse the goods owing to quantity problems is reasonable.

4. [Answer]:

对方的要求是合理的。卖方交货的数量应严格按照信用证的规定执行,且应按商品的净重交货。本案我方用双线新麻袋包装货物,每袋50公斤,但货物扣除皮重后不足500吨,说明我方短量交货,买方有权要求我方退回因短量而多收的货款,因此,对方的要求是合理的。

5. [Answer]:

卖方避免对交易货物的品质承担双重担保义务(既凭规格又凭样品);虽卖方电文中告诉对方货物与样品相似,而不是完全相符,但买方有权保留所赔的权利;买出具品质比样品低7%的证明,虽不符合实情,卖方拿不出留存样品,故要赔偿600英镑。

Unit 7 Packing and Marking of Goods

Key

I. For the false statements, please state True or False

1.(T)

2.(F)

3.(F)

4.(F)

5.(F)

6.(F)

7.(F)

8.(F)

9.(F)

II. Put the following into English:

1. consuming taste

2. gift packing

3. prettify commodities

4. portable packing

5. social customs

6. transparent packing

7. creative design 8. suspensible packing

III. Suppose you are an exporter and your business place is in China, please make the judgment if the following statements are correct or not and give your reasons.

1.(F)

2. (F)

3. (T)

4. (F)

5. (T)

6. (T)

7. (F)

8. (F)

9. (F) 10. (T)

IV. IV. Please give the definition to the followings in English:

1 Transport Packing: Transport packing is also called outer packing or big packing. It is used to prevent the packed goods from any damage, easy to store, pilferage-proof, convenient to load and unload and discharge.

2 Container: The container is a kind of tool used for transportation which can be thought of as a particular shipping packing of the cargo, usually provided by the ship company to go around.

3 Sales packing: Sales packing (also called inner packing, small packing or immediate packing ) is not only adopted as a form of protection to reduce the risks of goods being damaged in transit and prevent pilferage, but mainly with the purpose of promoting sales. It is now universally recognized as

a decisive aid in selling household consuming goods.

4 Neutral packing: The Neutral packing means that there is neither a name of the origin, nor a name and address of the factory/manufacturer, nor a trade mark, a brand, or even any words on the (outer or inner) packing of the commodity and the commodity itself. The purpose of using neutral packing by exporters is to break down the tariff and non-tariff barriers of some countries or regions, or meet the special demand of the transaction (such as entrepot). It may also help the manufacturers in exporting countries to increase the competitiveness of their products, expand the exports and market profitably in the importing countries.

5 Packing mark: Packing mark or recognition mark refers to different diagrams, words and figures which are written, printed, or brushed on the outside of the shipping packing in order that it is easy and convenient for goods’ loading, unloading, store, inspection and discharge.

6 Shipping mark: Shipping marks are marks of simple designs, some letters, numbers and simple words on packages, often stenciled, that serve as identification of the consignment to which they belong. It is one of the most important elements which are agreed on by the exporter and the importer in a sales contract.

V. 简答题

1. 答:包装重要性体现在以下几个方面:

(1)是实现商品价值和使用价值的重要手段,是商品生产和消费之间的桥梁。

(2)出口商品需经过长距离辗转运输,有时需多次装卸、搬运和存储,包装可保证商品质量和数量完整,方便货物装卸、搬运、储存。

(3)商品生产过程,包装是最后一道工序;在流通领域中,包装具有保护商品、美化商品、宣传商品、提高售价的重要作用,并可作为对外竞争的重要手段。

约定包装条件的意义在于:

(1)不仅起到保护和美化商品作用,且包装本身还是货物说明的组成部分。

(2)按一些国家法律解释,如一方违反了所约定的包装条件,另一方有权提出索赔,甚至拒收货物。

2. 答:(1)必须适应商品特性。

(2)必须适应各种不同运输方式的要求。

(3)必须考虑有关国家的法律规定和客户要求。

(4)要保证包装牢固的前提下节省费用,便于各环节有关人员进行操作以免使货物遭受损失。

3. 答:(1)按包装方式,可分为单件运输包装和集合运输包装,后者又分为集装包和集装袋。

(2)按包装造型,可分为箱、袋、桶和捆等方式。

(3)按包装材料,可分为纸制,金属、木制、麻制品、玻璃制品、陶瓷制品及竹、柳、草制品包装等。

(4)按包装质地,可分为软性,半硬性和硬性包装。

(5)按包装程度,可分为全部包装和局部包装。

4. 答:(1)便于陈列展销,以吸引顾客和供消费者选购。

(2)便于识别商品,以便消费者了解,看货成交。

(3)便于携带和使用,为消费者提供方便。

(4)要有艺术吸引力,以便吸引顾客、提高售价、扩大销路。

5. 答:(1)包装的装潢画面要美观大方,富有艺术吸引力,突出特点,图案和色彩要适应有关国家民族习惯和爱好,便于扩大出口。

(2)包装上的文字说明应同装潢画面紧密配合,互相衬托,以达到宣传和促销目的,使用

文字应简明扼要,并能让顾客看懂,必要时可中、外文并用。

(3)包装上标签应注意有关国家的标签管理条例,尤其是食品、药品、服装。

(4)销售包装还应注意条形码技术的使用问题。

6. 答:(1)有效提高结算效率和准确性,也方便了顾客。

(2)有利于提高国际间贸易信息传递的准确性,使交易双方及时了解对方商品有关资料和本国商品在对方的销售情况。

(3)条形码的使用是有效促使名优商品打入许多国家超级市场的前提条件。

7. 答:定牌生产产生的原因有:

(1)世界许多国家超级市场、大百货公司和专业商店在其经营出售商品上标有本商店使用的商标或品牌,以扩大本企业知名度并显示该商品身价。

(2)出口厂商为利用买方经营能力及商业信誉和品牌声誉,以提高商品售价和扩大销路,也采用定牌生产。

我国出口贸易中定牌生产具体做法有:

(1)在商品或包装上,打印上外商所指定的商标或品牌,而不标明生产国别和出口厂商名称。

(2)在商品或包装上,表明我国的商标或品牌,同时加注国外商号名称或表示其商号的标记。

(3)在商品或包装上,采用买方指定商标或品牌,同时注明"中国制造"字样。

8. 答:制定原因为:

(1)运输标志内容较多。

(2)有时要加进一些不必要项目。

(3)各国和各种运输方式之间对运输标志的要求差异较大,不能适应国际货物流动量的增加和多式联运的开展,不利于电子计算机在运输和单证流转方面的应用。

作用有:

(1)减少了运输标志内容,节省出口成本、时间和费用。

(2)提高计算机操作和审单效率,加速船舶和资金周转。

(3)消除因运输标志内容过多和繁杂而可能造成的失误和困难,保证交货的顺利进行。

1.答:

(1)对包装要求应当明确具体,做到明确规定包装材料、造型、规格。除传统商品外不宜采用"按惯常方式包装"等含糊包装术语。另外,除非买卖双方对具体内容事先充分交换意见或在长期业务往来中就问题取得一致认识,包装条款一定要明确具体。

(2)应订明包装费用由何方负担。按惯例,包装费用一般在货价之内,包装条款中无须另行订明。若买方坚持要求对原本不需包装的商品实施特殊包装,导致包装费用超出正常,增加产品成本,或包装物料刚好构成产品成本增加时,则需订明包装费用负担。若卖方同意接受买方提供包装,包装条款中还应订明寄送包装方法,包装送达日期,送交包装延迟责任及运送包装费用负担等内容。进口合同中对包装技术性较强的商品通常在单价后注明"包括包装费用",以免发生纠纷。

(3)明确由何方提供运输标志。按惯例,运输标志可由买方提供,也可由卖方决定。卖方决定时可不订入合同,或只订明"卖方标志",由卖方设计后通知买方。买方提供时应在合同中规定买方提供时间,如超过时间卖方可提出其他补救方法。

(4)明确包装不良应负的责任。保险公司一般不负责因包装不良造成的损失。在包装条款中,应对包装不善所造成损失的索赔问题作适当规定,以防止进口货物因包装不良受到损失,对仪器、机器设备进口时使用的包装条款,更应就索赔问题作出详细规定。

VI.案例题

1、答:(1)外商做法是否合理应从两个方面来看。(2)一般来讲,保险公司不负责因包装

不良所造成的损失。所以在进口合同条款中外商应对包装不善造成的损失的索赔问题做出详细规定。若买方已做出规定,包装不良造成损失由卖方负责,那么外商的做法是合理的。若买方未作具体规定,则外商做法不尽合理,应由双方协商解决,或提交仲裁机构解决。

2、答:(1)按国际贸易习惯,唛头由买方提供时在合同中应规定买方提供时间。如超过时间,卖方可提出其他补救办法,如自行规定唛头。(2)该公司在此情况下应致电买方询问延误原因,请其快速电告所设计唛头,否则将由该公司自行规定。

3、答:(1)我方据此提出拒收或索赔是完全合理的。(2)在国际货物买卖中,如一方违反了所约定的包装条件,另一方有权提出索赔,甚至可以拒收货物。由此可知,虽然外商交货数量与合同规定数量相符,但他的行为违反了合同中的包装条款,已构成违约,我方可以提出拒收或索赔。

4、答:有些国家的法律,把买卖分为两类,一种叫凭样品买卖,一种叫凭说明买卖。后者所包括的范围很广,不仅涉及商品品质方面的问题,也包括数量,甚至包括合同中有关装运期、包装和货物花式搭配方面的陈述。按照英国买卖法的规定,凡合同中一切有关货物“说明”的事项都是合同的要件,如有违反,买方有权拒收货物,并可以提出索赔。本案例中,英国法认为,包装是属于“说明”的组成部分,屑于要件,卖方违背合同要件,买方有理由拒收全部货物,也可以接受合乎规定部分,拒收不合规定部分,并提出损害赔偿。

5、答:海关处置正确。这实际上是一个定牌中性包装问题,在国际贸易中对于中性包装,尤其是定牌中性包装,在按照买方的要求注明有关商标、牌号外,还应注明以后因此而产生的侵权行为或知识产权纠纷,由买方承担一切责任和费用。

6、答:有些国家的法律,把买卖分为两类,一种叫凭样品买卖,一种叫凭说明买卖。后者所包括的范围很广,不仅涉及商品品质方面的问题,也包括数量,甚至包括合同中有关装运期、包装和货物花式搭配方面的陈述。按照英国买卖法的规定,凡合同中一切有关货物“说明”的事项都是合同的要件,如有违反,买方有权拒收货物,并可以提出索赔。本案例中,英国法认为,包装是属于“说明”的组成部分,属于要件,卖方违背合同要件,买方有理由拒收全部货物,也可以接受合乎规定部分,拒收不合规定部分,并提出损害赔偿。

Unit Eight Price of Goods

Key

I、单项选择题

1、C

2、B

3、D

4、A

5、B

6、A

7、C

8、D 9、A 10、B 11、B 12、D 13、C

II、多项选择题

1、ABCE

2、ABC

3、BCD

4、ABCDE

5、BCE

6、ABC

7、ABCDE

8、ABCE

9、AC 10、ABCE

11. ABCDE

III、名词解释

1、出口总成本:是外贸企业为出口商品支付的国内总成本。它的构成因素有进货成本和国内费

用。如是需缴纳出口税的商品,还应包括出口税。

2、出口换汇成本:指某商品出口净收入一个单位的外汇所需要的人民币成本。是衡量外贸企业

和进出口交易盈亏的重要指标。

3、固定价格:指交易双方协商一致的基础上,对合同价格予以明确、具体的规定。

4、后定价格:指在合同中不明确规定价格,具体价格留待以后确定。

5、暂定价格:在合同中先订立一个初步价格,作为开立信用证和初步付款依据,待双方确定最

后价格后再进行最后清算,多退少补。

6、待定价格:交易双方就其他条件达成一致,合同已成立,但规定“价格待定”或合同中没有

明示或默示规定货物价格的情况。

7、价格调整条款:在订约时只规定初步价格,同时规定,如原材料价格和工资等发生变化,按

原材料价格和工资等的变动来计算合同最终价格。

8、佣金:指代理人或经纪人为委托人服务而收取的报酬。

9、明佣:交易双方在洽谈时将佣金明确表示出并写入价格条款中。

10、折扣:是卖方给予买方一定的价格减让,一般可在买方支付货款时预先扣除。

11、出口成本价格:是企业以出口总成本为基础计算出来的单位成本价格。

12、出口外汇净收入:是出口外汇总收入扣除劳务费用等非贸易外汇后的外汇收入。

13、出口盈亏额:是指出口销售的人民币净收入与出口总成本的差额。

IV、简答题

1、答:(1)要考虑商品的质量和档次,贯彻以质论价的原则。

(2)要考虑运输距离,核算运输成本,做好比价工作,以体现地区差价。

(3)要考虑交货地点和交货条件,把买卖双方的责任、费用和风险在价格中体现出来。

(4)要考虑季节性需求的变化,掌握好季节性差价,争取有利价格。

(5)要考虑成交数量,成交量大时可给予适当优惠。

(6)要考虑支付条件是否有利和汇率变动的趋势,把利息负担和汇率变动风险也计入货价。

(7)要考虑国际市场价格走势,注意搜集国际市场信息,对其价格及供求状况进行分析和预测。

(8)要考虑交货期远近、市场销售习惯及消费者爱好与否等因素。

2、答:固定价格明确、具体、肯定,便于核算和执行,是国际市场上常见做法。它的不足之处在于:

(1)合同缺乏稳定性。行市剧变时,不守信用的商人会寻找各种借撕毁合同,使我方遭受不应有的损失。

(2)价格不稳定时,国外商人会观望不前,怕承担价格波动带来的风险。为使交易顺利达成,提高履约率,减少风险,我们采用固定价格时应注意两点。

(1)必须对影响商品供求的各种因素细致研究,并在此基础上对价格走势作出判断,以此作为决定合同价格依据。

(2)通过各种途径了解客户资信情况,慎重选择订约对象。

3、答:非固定价格是一种变通做法,它的有利之处在于:

(1)有助于暂时解决价格方面的分歧,双方可先就其他条款达成协议,早日签约,待日后再确定成交价格。

(2)解除客户对价格风险顾虑,使之敢于签订交货期长的合同。有利于巩固和扩大出口市场,有利于生产、收购和出口计划完成。

(3)虽不能完全排除交易双方的价格风险,但有利于出口方不失时机地做成生意,也有利于进口方保证一定的转售利润。

非固定价格的缺点在于:

(1)因先订约后作价,就不可避免的带来较大的不稳定性。特别是待定价格,万一双方作价时不能取得一致意见,合同就无法执行。

(2)如作价条款规定不当,合同还有失去法律效力的危险。

4、答:在实际业务中,如果交易双方对佣金虽已达成协议,却约定不在合同中表示出来,约定的佣金由一方当事人按约定另行支付,则称为“暗佣”。国外中间商或买主,为赚取“双头佣”,或为达到逃汇或逃税的目的,往往提出使用“暗佣”。

“暗扣”是指当事人出于各种考虑,对折扣虽已达成协议,却不在合同价格条款中表示出来,折扣的金额由一方当事人按约定另行支付。

5、答:佣金的支付要根据中间商提供服务的性质和内容而定。支付方法有两种:(1)交易

国际贸易实务课后习题答案

国际贸易实务(答案) 第一章 案例分析题:某年 3 月,A 公司与 B 公司按照 CIF 条件签定了一份出口某种日用品的合同。由于考虑到该商品的季节性很强,买方要求在合同中规定货物必须在4月底之前运达目的港,以保证5月初投入市场,过期买方不再接受货物。卖方为了卖得好价钱,同意了买方的条件,并在合同中作出了明确的规定。卖方在合同规定的装运期内发运了货物,然而载货船只在途中发生故障,修船延误了时间,结果货到目的港已是五月中旬。买方拒绝接受货物,并提出索赔,双方为此发生了争执。卖方认为,合同是按照 CIF条件成交的,根据《INCOTERMS 2010》的解释,CIF是在装运港交货,买卖双方承担的风险是以装运港船上为界划分,也就是说卖方只承担货物装上船之前的风险,而在运输途中发生的货物损坏,灭失以及延误的风险均由买方承担。但买方则认为,双方在订立合同时已明确规定了期限到达,这是买方接受货物的前提条件。现在货物抵达目的港的时间超过了规定的最后期限,买方自然有权要求解除合同。你认为卖方主张有理,还是买方主张有理? 答:我认为是买方的主张有理。 理由:虽然根据《INCOTERMS 2010》的解释,CIF是在装运港交货,买卖双方承担的风险是以装运港船上为界划分也就是卖方只承担货物装上船之前的风险,而在之后的风险由买方承担。在一般情况下卖方不承担因为装船之后的由于运输公司逾期到达目的港的风险责任。但是,由于在合同中有一条对于卖方极其不理的条款:“保证在 4 月底之前到达目的港,过期买方不接受货物”,买方也同意签署了合同,那么就应当根据合同中的条款履行,买方可以拒绝接受逾期货物。 第二章 思考题: 1、EXW 买卖双方的基本义务卖方基本义务: (1)在合同规定的时间、地点,将合同约定的货物置于买方的处置之下 (2)承担将货物交给买方处置之前的一切费用和风险。 (3)提交商业发票或有同等作用的电子讯息,以及合同可能要求的,证明货物符合合同规定的其他任何凭证。 买方基本义务:(1)在合同规定的时间、地点,受领卖方提交的货物,并按照合同规定支付货款。(2)承担受领货物之后的一切费用和风险。(3)自担风险和费用,取得任何出口和进口许可证或者其他官方许可,在需要办理海关手续时,并办理货物出口的一切海关手续。 2、比较 FCA、CPT 和 CIP 的异同点。 相同点: 第一、适用于任何运输方式,包括多式联运,也包括海运。 第二、卖方在规定的日期或期间内在出口国的内地或港口把货物交给承运人或第一承运人照管。 第三、卖方自行负担风险和费用,取得出口许可证或其它官方批准证件,并办理货物出口所必须的一切海关手续;买方自负风险和费用,取得进口许可证或其它官方批准文件,并办理货物进口以及必要时经由另一国家过境运输所需的一切海关手续。

国际贸易实务双语课程设计

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