(完整版)国际贸易实务英文版第二版课后习题答案

III. Explain the following terms

1. shipment contract

Shipment contract is a contract using an Incoterm which indicates that the delivery happens at the time or before the time of shipment.

2. symbolic delivery

Symbolic delivery is a delivery situation in which when the seller delivers the buyer does not physically receive the goods. This kind of delivery is proved by the submission of transport document by the seller to the buyer.

3. arrival contract

Arrival contract means a contract using an Incoterm which indicates that the delivery happens when the goods arrive at the destination.

4. actual delivery

Actual delivery refers to a delivery situation in which when the seller delivers the buyer does physically receive the goods.

IV. Short questions

1. Who pays for loading for shipment under FOB ?

The seller.

2. Who pays for unloading under CIF?

The buyer.

3. Compare and contrast FOB, CFR and CIF?

Similarities: a. The seller's risk will be transferred to the buyer when the goods are loaded on board, b. The seller is responsible for export customs formalities while the buyer is responsible for import customs formalities, c. The buyer is responsible for unloading the goods at the port of destination, d. All three terms can only be used for waterway transportation.

Differences: a. FOB requires the buyer to arrange and pay for the ocean transportation; CFR requires the seller to arrange and pay for the ocean transportation; CIF requires the seller to arrange and pay for the ocean transportation and insurance against the buyer's risk.

4. What are the two types of trade terms concerning the transfer of risks?

Shipment contract terms vs. arrival contract terms. Under shipment contract terms the seller's risk will be transferred to the buyer before the goods depart from the place/port of shipment. Under arrival contract terms the seller will bear the risk of the goods until the goods arrive at the destination.

5. What are the differences and similarities between CPT and CFR?

Major similarities: a. The seller should contract and pay for the major carriage. b. The seller is not taking the risk of loss of or damage to the goods during the transportation.

Difference: a. CPT is applicable to any kind of transportation mode while CFR is only used for waterway transport, b. Under CPT the seller's risk will be transferred to the buyer when the goods are handed over to the first carrier nominated by the seller. Under CFR the seller's risk will be transferred when the goods are loaded on board the vessel.

6. What are the differences and similarities between CIP and CIF?

Major similarities: a. The seller should contract and pay for the major carriage. b. The seller is not taking the risk of loss of or damage to the goods during the transportation, c. The seller must obtain insurance against the buyer's risk.

Difference: a. CPT is applicable to any kind of transportation mode while CFR is only used for seaway or inland waterway transport, b. Under CPT the seller's risk will be transferred to the buyer when the goods are handed over to the first carrier nominated by the seller. Under CFR the seller's risk will be transferred when the goods are loaded on board the vessel.

7. If you trade with an American, is the sales contract subject to Incoterms without any doubt? What should you

do?

No. The Revised American Foreign Trade Definitions 1941 is still in use, especially in the North American area. It has different interpretation about some trade terms. The traders should clarify the choice of rules before any further discussion.

8. What are the most commonly used trade terms?

FOB, CFR & CIF.

9. Who is responsible for carrying out customs formalities for exports under an FOB contract?

The seller. According to Incoterms 2010, except EXW and DDP these two terms, all the other eleven terms require the seller to handle the export customs formalities, while the buyer the import customs formalities.

10. If a Chinese trader signs an FOB Hamburg contract, is he exporting or importing?

Importing. FOB should be used with a "named port of shipment", if Hamburg is the port of shipment, from the Chinese trader's perspective, he is importing.

V. Case studies

1. An FOB contract stipulated "The shipment will be effected in March 2011." When the goods were ready on 10

March 201 l, the seller contacted the buyer for shipment details. The buyer faxed "Please send the goods to the port for loading on 21 March. The vessel will depart on 22 March." The seller sent the goods to the port accordingly. However the nominated vessel did not turn up and the goods had to be stored in the warehouse at the port. On the night of 21 March a fire happened in the warehouse area and part of the goods was damaged.

When the vessel arrived two days later the seller and the buyer had an argument about the settlement of the loss. The seller required the buyer to bear the loss caused by the fire, but the buyer believed that the vessel arrived within the shipment period and the loss occurred before the seller delivered the goods therefore the seller should bear the loss. Please provide your solution.

析：1)首先案例中提到货物发生了损失是由于货物存放在码头仓库期间发生火灾造成的。2)卖方之所以会把货物存放在码头仓库是因为买方指定的船只在约定时间没有出现。3)Incoterms 2010有规定，买方有向卖方提供准确、及时的装船通知的义务，如果买方没有履行该义务而导致了货物受损，即使双方没有完成交货，买方也要承担相关损失。

答案：买方应该承担损失。

答题切入点：1)分析货物受损原因。2)根据《2010年国际贸易术语解释通则》买方在提供装运通知方面的义务。3)解释提供装运通知与完成交货风险转移之间的关系。

2. A contract to sell grain used a CFR term. The grain was officially certified as Grade One at the time of being

delivered on board at the port of shipment. After making the shipment, the seller gave the buyer timely notice.

However, due to the long voyage, some grain went bad. At the destination, the grain could only be sold as "Grade 3 ". Consequently, the buyer claimed compensation for the damage. Should the seller pay?

析：1)货物在装运港已经“officially certified as Grade One'’，这就说明货物的质量是合格的，而且是经官方确认的。2)文中提到“due to long voyage"这说明货物变质的原因是由于运输时间长。

答案：No。

答题切入点：a．货物变质的原因．b．CFR术语下风险转移的情况。

3. Under a CIF contract, the goods had been loaded on board the vessel according to the terms of the contract.

Then the vessel departed. An hour later, the vessel struck a rock and sank. The next day the seller's bank presented the shipping documents, insurance policy and invoices to the buyer, and demanded payment.

(1) Knowing that he will not receive the goods, should the buyer pay?

(2) Which party would have to take the loss?

析：本题的关键疑问在于买方明知货物已全部损失，不可能再收到货物，是否还应支付货款。这是考察对“symbolic delivery”这个概念的理解。在CIF术语下，卖方交货时买方并没有真正收到货物，卖方的交货是通过货交承运人并获得相关单据(尤其是物权凭证)来实现的。而相应的，买方必须接受交货，也就是买方必须接受卖方提供的相应单据并履行相关支付的义务。

(1)答案：Yes．

答题切入点：1)卖方履行其义务的情况；2)CIF术语对双方交货、领受货物的规定；3)解释“symbolic delivery”在这里的应用。

(2)答案：The buyer．

答题切入点：CIF术语下风险转移的情况。由于本章主要讨论贸易术语的应用，关注的主要是买、卖双方。如果答案是保险公司，则要求说明损失的风险首先是由买方承担的，在风险属于保险公司承保范围内的情况下，保险公司会对买方进行部分或全部的赔偿。

4. A Shanghai company signed a CIF contract to sell Christmas goods to a British company. The USD1 million contract stipulated, "The seller guarantees that the goods arrive at the port of destination by December 1, 2010. If the carriage is late, the buyer can cancel the purchase, and get the refund for the payment. " So the shipment was made. Unfortunately, due to mechanical problems, the vessel arrived at the destination a few hours late. The buyer refused to accept the goods. As a result, the goods had to be sold on the spot, and the seller lost USD700 000. Comment on this case.

析：卖方受损的原因是货物达到目的港的时间晚于合同规定的时间，因此买方拒收货物。从表面上看，似乎问题就是出在卖方违约上，但如果仔细分析就会发现，该合同本身的内容就存在自相矛盾的问题。合同用的是CIF术语，卖方在货装上船时风险就转移。卖方既不承担运输途中的风险，也不保证货物是否能抵达目的港。CIF合同本质上是一个“shipment contract”。但加上一条保证到岸时间的条款后，合同的性质发生了变化：它变成了一个“arrival contract”。也就是说，在货物按时抵达目的港之前的一切风险都由卖方承担，否则卖方就是违约。

答题切入点：1)CIF术语对双方风险及义务的划分，点出“shipment contract”这一概念；2)解释“arrival date”clause对合同性质的改变。

5. A Chinese company finalized a transaction with a German company under CIF price and L/C payment. Both sales contract and L/C received stipulated that transshipment was not allowed. The Chinese company made the shipment on a direct vessel within the validity period of the L/C and negotiated the payment with a direct Bill of Lading successfully. After departing from the Chinese port, in order to take another shipment, the shipping company unloaded the goods from the original vessel and reloaded them onto another. Due to the delay and the poor condition of the second vessel, the goods arrived 2 months later than the expected time. The German company suffered and claimed compensation from the Chinese company with the reason that the Chinese side cheated them with a direct B/L. The Chinese company believed that since they signed the contract under a "到岸价" and they booked the shipping company, they would be responsible for what happened. As a result the Chinese side compensated. Comment on this case.

析：1)卖方按照合同规定履行了各项义务，造成货物到港延误的原因是船公司擅自改变运输安排，卖方对此并不知情。2)卖方把CIF理解成“到岸价格”存在错误，混淆了承担风险与承担费用的区别。

如果把CIF理解成“到岸价格”，那么CIF就变成了一个到岸合同术语(arrival contract term)了，而实际上它应该是个装运合同术语(shipment contract term)。3)因此，卖方在此情况下不应进行赔偿，而是应该协助买方向船方进行索赔。

答题切入点：1)分析买方受损的真正原因及责任方：2)解释卖方错误赔偿的原因；3)给出本案例正确的处理方法，尤其是卖方应该如何应对买方的要求。

III. Explain the following terms

1. inquiry

An inquiry is the act of a potential client asking for information from the counterpart to his intention in buying or selling a certain commodity.

2. offer

An offer is a sufficiently definite proposal addressed to one or more specific persons for concluding a contract, necessarily indicating the intention of the offeror to be bound in case of acceptance.

3. counteroffer

A counteroffer is a reply to an offer which contains additions, limitations or other modifications.

4. acceptance

An acceptance is a statement made by or other conduct of the offeree indicating assent to an offer.

IV. Short questions

1. What are the four components of the standard form of a price?

A code of currency, a number, a unit and a trade term.

2. While making pricing decision, what major factors should be considered?

When a seller is setting his export prices, the major factors he has to consider include cost, anticipated profit, capability of his target market, terms of payment, competition and relationship between the exporter and the importer.

3. What are the differences and similarities between commission and discount?

Similarities: Both commission and discount are used as incentive to promote transactions.

Differences: a. Commission payment is an add-up on top of the original price, while discount a reduction; b.

Commission mainly applies to transactions which involve middleperson or agent. Discount can be used without particular prerequisites.

4. When will an offer be terminated?

An offer will be terminated when: a. it is legally terminated (being withdrawn or revoked); b. it is not accepted by the offeree within the validity period or a reasonable period of time; c. it is rejected by the offeree; and d.

some uncontrollable events happen, preventing the offeror from fulfilling his obligations.

5. What are the possible modifications a counteroffer may make to an offer?

If a reply to an offer makes modifications in the following aspects, the reply will be considered as a counteroffer: ~_ price and payment; b. quality and quantity of goods; c. place and time of delivery; d. extent of one party's liability to the other; e. settlement of dispute.

V. Case studies

1. Under the price of USD25.5/dozen CFR Rotterdam BB Company signed a contract to sell 1 000 dozens of

T-shirt. The T-shirt was purchased from factory by RMB135/dozen. BB Company calculated 3 % of its product purchasing price as its overhead costs. The local transport and customs formalities took RMB2 500 and the container ocean freight was USD1 500. If the bank exchange rate was 1USD/6.5RMB, what would be the export profit margin for this deal? And what about its export cost for foreign exchange?

export profit margin: 9.26% ; export cost for foreign exchange : 5. 897

Export profit margin=[ Export revenue ( FOB ) - Export cost ( FOB )]/ Export revenue (FOB)

Export Cost for Foreign Exchange =[Export Cost in Local Currency]/[ Export Revenue in Foreign Currency]

2. The price quoted by a Shanghai exporter was "USD1 200 per M/T CFR Liverpool" The buyer requested a

revised FOB price including 2% commission. The freight for Shanghai-Liverpool was USD200 per M/T. To keep the export revenue constant, what would FOBC2% price be?

FOBC2% Shanghai USD1 020. 41/M/T

FOBC% = FOB/( 1 - Commission)

3. AC Company offered to sell goods at "USD100 per case CIF New York". The importer requested a revised

quote for CFRC5 %. The premium rate for insurance was 1.05 % and mark-up for insurance was 10%. To get the same export revenue, what would AC's new offer be?

CFRC5% New York USD104. 5/case

I = CIF x 110% x R

CFRC% = CFR/( 1 - Commission)

4. DD Company offered to sell goods at "USD2 000 per M/T CW Toronto with 'all risks' and 'war risk' for 110% of the value". The importer requested a revised quote for FOB Guangzhou. The freight for Guangzhou-Toronto was USD50 per M/T, and the premium rates for "all risks" and "war risk" were 1% and 0. 2% respectively. To get the same export revenue, what FOB price should the exporter offer?

FOB Guangzhou USD1 923.6/M/T

I =CIF x 110% x R

CIF = FOB + Freight + Insurance

5. The price quoted by an exporter was "USD450 per case FOB Shanghai". The importer requested a revised quote for CIF Auckland. If the freight was USD50 per case, 110% of the value was to be insured, and the premium rate for insurance was 0. 8%, what would the new price be?

CIF Auckland USD504. 44/case

CIF = CFR/( 1 - 110% x R)

CFR = FOB + Freight

6. X Company signed a contract to export two machines at an initial price (P0) of USD5 million each. At the time of setting P0, the material price index (M0 ) was 110, the wage index (W0 ) was 120. The contract contained a price revision clause that allowed the final price to be set on delivery.

At the time of delivery, the material price index (M) was 112, and the wage index (W) became 125. If the following ratios remained constant:

A (the management fee and profit as a percentage of the price) = 15%

B (the material cost as a percentage of the price) =30%

C (the wage cost as a percentage of the price) = 55 %

What is the final price (P) ?

USD5.14 million

P = P0. ( A + B. M/M0 + C. W/W0 )

7. On Nov. 20th, Lee Co. offered to sell goods to Dee Inc. at USD500 per case CIF London, "Offer valid if reply here 11/27. " On Nov. 22nd Dee cabled back, "Offer accepted if USD480 per case. " As Lee was considering the bid, the market price went over USD500. On Nov. 25th, Dee cabled an unconditional acceptance of Lee's initial offer. Could Lee reject Dee's acceptance?

析：1)11月22日Dee Inc．的回复对价格进行了更改，因此这是一个还盘。当Dee Inc．对报盘进行还盘，原来的报盘就自动中止了。在这个前提下，Lee Co．可以采取任何行动而不须顾虑先前的报价。

2)尽管Dee Inc．在原报盘的有效期内又发出了一个无条件接受报盘的回复，但由于之前他们已经进行

了还盘，所以此时的接受无效。

答案：Yes．

答题切入点：1)还盘的定义；2)报盘中止的因素。

8. X offered to sell goods to Y, "Shipment within 2 months after receipt of L/C, offer valid if reply here 5 days. " Two days later, Y cabled back, "Accept your offer shipment immediately. " X didn't reply. Two more days later, X received Y's L/C requiring immediate shipment. At this time, the market price of the goods went up by 20%. What options did X have to deal with Y?

析：1)Y在两天后的回复中虽然声明接受报盘，但同时要求“shipment immediately”，这是对原报盘的船期“shipment within 2 months”进行了修改，因此构成了一个还盘，原报盘则被中止。2)在这个前提下，再来考虑x都有哪些选择以及哪个是最可能或最好的。

答题切入点：1)还盘的定义；2)报盘中止的因素；3)X可能有的各项选择；4)X最可能选择的做法

及原因。

Chapter 4 Terms of Commodity

III. Calculation

Company C has a contract to export 10 metric tons of Seafood, to be packed in cartons each of 40 lb. (lib =0.

45 358kg), with a 5% more or less allowed both in quantity and in amount.

1. How many cartons of Seafood can Company C deliver at most?

2. How many cartons of Seafood should Company C deliver at least?

1 lib =0. 453 58kg, so 40 lb = 18. 144kg

Maximum: [10x l 000kg x (1 +5%) ]/18. 144= 578.7 (Attention: 0. 7 should be deleted here) = 578 cartons Minimum: [10 xl 000kg x (1 -5% ) ]/18. 144= 523.6 (Attention: 0, 6 should be added here) = 524 cartons

Answer: 1) At most, Company C can deliver 578 cartons of Seafood.

2) At least, Company C should deliver 524 cartons.

IV. Explain the following terms

1. quality latitude

Quality latitude means the permissible range within which the quality of the goods delivered by the seller may be flexibly controlled.

2. quality tolerance

Quality tolerance refers to the quality deviation recognized (e. g. by some industry), which allows the quality of the goods delivered to have certain difference within a range.

3. sale by counter sample

A counter sample is a replica made by the seller of the sample provided, normally by the buyer. In a sale by

counter sample, the counter sample will replace the original sample and become the final standard of quality of the transaction. By means of a counter sample, the seller would be more comfortable to prepare the mass products according to a sample provided by himself. Even in the worst scenario that the buyer later finds the counter sample does not match with the original, the seller will not carry any responsibility as the counter sample has been confirmed by the buyer.

4. gross for net

In the case of "gross for net", the goods are priced by their gross weight instead of the net. The "gross for net"

practice will be adopted when the packing may become an indivisible part of the product, such as tobacco flakes; or the packing material is almost of the same value as that of the goods, like grain and fodder.

5. standard regain

Standard regain (rate) refers to the ratio between the water content and the dry weight of the goods which is accepted in the world market or agreed upon by the seller and the buyer.

6. conditioned weight

Conditioned weight is adopted for some commodities like wool which is not usually packed in a vacuum container and tends to absorb moisture, as the weight of these commodities is likely to be unstable due to the fluctuation of their actual moisture content and varies greatly from time to time, and from places to places. In addition, these products are of high value, it becomes important for the buyer and seller to reach an agreement on the concept of weight.

7. more or less clause

"More or less clause" refers to the stipulation constituting part of the quantity clause in the contract that allows

the seller to deliver the goods with a certain percentage of more or less in quantity accordingly. The use of "more or less clause" is for the sake of efficient shipment and less complexity in contract execution because in practice it is not that easy to control the quantity of goods supplied strictly and exactly.

A more or less clause usually concerns three issues: 1 ) how much more or less should be allowed; 2) which

party is entitled to make the decision; and 3 ) how should the more or less portion of the goods be priced.

8. shipping marks

Shipping marks are a type of marking on the shipping packing. It quickens the identification and transportation of the goods and helps avoid shipping errors. International standard shipping marks are usually made up of four parts: 1) Consignee's code; 2) Destination; 3 ) Reference No. and 4) Number of packages.

9. F. A. Q.

F. A. Q. is the abbreviation of "fair average quality". F. A. Q. is a kind of standard used to indicate that the

quality of the product offered is about equal to the average quality level of the same crop within a certain period of time (e. g. a year. ).

10. neutral packing

Neutral packing is a special type of marking rather than a type of packing as its name may indicate. While neutral packing is required, no marking of origin or name of the manufacturer should appear on the product, on the shipping packing or sales packaging.

V. Short questions

1. What are the two common ways of indicating quality of goods for export?

Sale by description and sale by sample are the two common ways of indicating quality of goods for export.

Sale by description is a way to specify the quality of most commodities in international trade. Sale by description may take the form of sale by specification, sale by grade, sale by standard, sale by brand name or trade mark, sale by origin and sale by descriptions or illustrations.

A sale is made by sample when the seller and buyer agree that samples are used as reference of quality and

condition of the goods to be delivered. This method is used when it is difficult to describe quality of the commodity by words. According to the supplier of the sample, there are three cases under sale by sample: sale by seller's sample, sale by buyer's sample and sale by counter sample.

2. What are the issues to be concerned when specifying quality clause in a sales contract?

When stipulating a quality clause in a sales contract, the following are to be concerned:

~ adopting the right way to stipulate the quality: Sale by description is applicable to commodities of which quality can be expressed by some scientific indices. While sale by sample is adopted when it is difficult to describe quality of the commodity by words.

~ avoiding double standard, either by description or by sample: When samples are required under a sale by description, it is essential to indicate that the sample is for reference only.

~ making use of the quality latitude which allows the seller to have flexibility in controlling the quality because absolute quality is difficult or even impossible to handle.

~ in case of a sample provided by the buyer, making use of protecting clause.

3. What are the common ways to measure the weight of export goods.'?

The common ways to measure the weight of export goods include gross weight, net weight, conditioned weight, theoretical weight and legal weight.

~ Gross weight refers to the weight of the commodity plus the weight of the packing. Gross weight is applicable to commodities of comparatively low value.

~ Net weight means the actual weight of a commodity itself excluding the weight of the packing. According to CISG Article 56, the weight of a commodity is calculated by its net weight unless otherwise stated in the contract.

~ Conditioned weight is adopted for moisture unstable commodities with high value, such as wool.

~ The weight is a theoretical weight when the total weight of the product is calculated by multiplying the total

quantity and the unit weight, rather than measured actually. Theoretical weight is applicable to commodities of standardized sizes and specifications.

~ Legal weight is the weight of the goods including the immediate, inner, or direct packing of the goods.

According to the customs laws and regulations in some countries, legal weight is usually used as the basis for tariff calculation.

4. What are the different ways of calculating the tare when net weight is used?

In international trade, tare can be calculated by actual/real tare, by average tare, by customary tare or by computed tare when net weight is used and the weight of packing, i. e. the tare, must be deducted.

~ Actual/real tare refers to the actual weight of the packing of the commodities. In order to get the actual tare of the goods, each packing of a good has to be weighed in order to get a total.

~ By average tare, the weight of the packing is calculated on the basis of the average. The average tare can be calculated by weighing a part of the packing of the commodities and working out the average when the packing materials are uniform and the specifications of goods are standardized.

~ The packing of some commodities are unified and standardized and the weight of the packing is known and accepted by everyone. In this case, the recognized weight of the packing, which is called the customary tare, can be used in calculating the net weight.

~ Computed tare is the weight of the packing agreed upon by the parties concerned. In this case, the net weight is calculated by deducting the tare previously agreed upon from the gross weight of the commodity.

5. What are the issues to be concerned when specifying quantity clause in a sales contract?

When stipulating a quantity clause in a sales contract, the following are to be concerned:

~ adopting the right unit measurements

In international trade, the quantity of commodities is always shown as a specific amount in different measurement units such as weight, number, length, area and volume, etc. Since different commodities have different natures and characteristics, the adoption of measurement units varies. Therefore, the quantity of the contract commodity must be measured in the right measurement unit.

~ being aware of different measurement units

Due to the existence of different measurement systems in the world, traders need to be aware of the consistency of system. A notable fact is that some units in different systems carry the same name though; they are indicating standards of measurement with significant difference. In addition, it is true that due to the local background and customary practice, different countries adopt different systems of measurement. Therefore, traders need to clarify the use of unit and measurement system to avoid unnecessary disputes.

~ making use of the more or less clause which allows the seller to have flexibility in making shipment because absolute quantity is difficult or even impossible to handle .

"More or less clause" refers to the stipulation constituting part of the quantity clause in the contract that allows the seller to deliver the goods with a certain percentage of more or less in quantity accordingly. The use of "more or less clause" is for the sake of efficient shipment and less complexity in contract execution because in practice it is not that easy to control the quantity of goods supplied strictly and exactly.

VI. Case Studies

1. XYZ Company signed a contract to export Red Dates. The contract specified that the dates should be "Grade

3". But at the time of shipment, there were not enough third-grade dates on hand for delivery. As a result, dates of higher quality, Grade 2, were used as substitutes. The seller proudly marked the invoice, "Dates of Grade 2 sold at the price of Grade 3".

(1) Could the buyer refuse to accept the goods? Why or why not?

(2) Would you do differently if you were the seller? How?

析：本题的解题要点：1)联合国国际货物销售合同公约第三十五条(1)卖方交付的货物必须与合同所规定的数量、质量和规格相符，并须按照合同所规定的方式装箱或包装；2)合同本身的品质规定是“Grade 3”；3)实际所交货物的品质是“Grade 2”。

(1)答案：Yes，买方可以拒收货物。不论品质比规定的好或差，只要实际所交货物的品质与合同本身的品质规定不同，就是不符。在此情况下，买方有权利拒收货物。

答题切入点：品质不符的理解。

(2)答案：Yes，如果我是卖方，我会与买方磋商，寻求买卖双方都能接受的处理方法。

答题切入点：与买方磋商解决。

2.ABX Company sent a sample of exporting goods to a German buyer during negotiation. Later, a contract was signed, and the provision of the goods was, "Moisture: 14%; Impurity: 4%." Before shipment, the seller again cabled the buyer, "Quality as per sample". After taking the delivery, the buyer had the goods inspected. Although the quality conformed to the terms of the contract, it was lower than that of the sample by 7%. As a result, the buyer filed a claim for compensation. Did the seller make any mistake? Why or why not?

析：答案：Yes，买方可以向卖方提出索赔，因为卖方交付的货物的品质与样品不符；在这笔交易中，卖方犯了起码两个错误：

错误1)：品质条款没有品质机动

某些产品(如农副产品等)的质量具一定的不稳定性，为了交易的顺利进行，在规定其品质指标的同时，应制定一定的品质机动幅度，允许卖方所交的货物的品质指标在一定的幅度内有灵活性。否则单一的品质指标难以达到，往往给卖方履行合同带来困难。

答题的切入点：品质机动条款

错误2)：品质规定用了双重标准，既凭合同规格买卖，又凭样品买卖。

表示品质的方法很多，品质条款应视商品的特性而定，采取合理的品质规定。凡是能用一种方法表示某种品质的，一般就不宜用两种或两种以上的方法来表示。根据联合国国际货物销售合同公约，如同时采用既凭样品又凭规格买卖，则要求卖方交付的货物的品质必须既与样品一致，又要符合合同所规定规格，要做到两全其美，难以办到，往往给卖方履行合同带来困难。

答题的切入点：品质规定的双重标准，既凭合同规格又凭样品买卖。

3. ABC Company signed a contract to export rice. The quantity was 10 000 tons. After taking the delivery, the foreign buyer demanded an additional 160 metric tons of rice. What went wrong?

析：本题的解题要点：合约中的数量为“吨”，是不明确的规定。“吨”，在实行公制的国家一般理解为公吨，每吨为1 000公斤；在实行英制的国家一般理解为长吨，每吨为1 016公斤；在实行美制的国家一般理解为短吨，每吨为907公斤。所以，当卖方理解为公吨，每吨为1 000公斤；而买方理解为长吨，每吨为1 016公斤是，这份合约下卖方实际交货的数量与买方预期收货数量的差别为160公吨[(1 016kg-1 000kg)×100 000=160 000kg = 160 metric tons]。

答案：是买卖双方对合约数量规定的“吨”有不同的理解。

答题的切入点：1)数量规定不明确；2)不同度量衡制度下的“吨”表示的实际数量不同。

4. A Beijing company signed a contract to import wool from Australia. The quantity was specified as "20 M/T". When the wool was delivered, it had a regain of 33%.

(1) What is a regain rate?

(2) Why did the buyer get a bad deal?

(3) If the standard regain is 10% , and actual regain is 33% , what is the conditioned weight?

析：本题的解题要点：1)文中提到合同约定的数量是“20MT”，应理解为净重。因为计算重量的方法有毛重，净重，公量等，而根据联合国国际货物销售合同公约第五十六条，如果价格是按货物的重量规定的，如有疑问，应按净重确定。2)合同商品的羊毛，具有较强的吸湿性，其所含的水分受客观环境的影响较大，故其重量很不稳定。为了准确计算这类商品的重量，国际贸易中买卖双方通常会约定标准(公定)回潮率，采用按公量计算的办法。

(1)答案：回潮是指货物(纤维材料)在环境温度下吸湿含水的现象。回潮率则是指货物(纤维材料)含

水重量占货物(纤维材料)干重的百分比。

答题的切入点：回潮(率)的概念。

(2)答案：买方这笔交易不划算。因为合同中没有明确规定计算重量的方法，只能按净重计算。因

此当卖方实际交货的羊毛，因具有较强的吸湿性而其所含的水分高达33%是，买方也别无他法，只得

按净重(连带33%的水分)计算付款。

答题的切入点：合同约定计算重量的方法不明确。

(3)答案：如按公量计算，这批货只有16．54公吨。

计算：Conditioned Weight=Actual Weight×[(1+Standard Regain Rate)/(1+Actual Regain Rate)]=20×[(1+10%)/(1+33%)]=16.54

答题的切入点：公量的计算。

5. KH Company was exporting bicycles to the US. The contract stipulated, "Packed in wooden case. " Although

the letter of credit stated, "Packed in wooden case C. K. D. ", the exporter packed the bicycles as usual (SKD).

The invoice and shipping documents were marked "C. K. D. ". But at the port of destination, the customs imposed a severe penalty on the goods, and the buyer demanded compensation from the seller. Was the buyer entitled to the compensation?( C. K. D. : Completely Knocked Down, S. K. D. : Semi Knocked Down) 析：本题的解题要点：导致买方被海关罚款的原因是单货不符。单货不符的原因是卖方实际交货的包装与信用证规定不符；导致实际交货的包装与信用证规定不符的原因是信用证规定的包装与合同不符(或合同规定不够详细明确)。

答案：Yes，买方应得到赔偿。

答题的切入点：导致买方被海关罚款的直接原因；单货不符的责任方。

Chapter 5 Cargo Transportation

III. Calculation

1. The price quoted by an exporter was "USD38 per case FOB Shanghai". The importer requested a revised

CFR Liverpool price. If the size of each case was 50cm x 40cm x 30cm, gross weight per case was 40kg, freight basis was W/M and the quotation for Liverpool is USD100 per ton of carriage, plus 20% bunker adjustment factor (BAF) and 10% currency adjustment factor (CAF), what would be the CFR price?

W = 40kg = 0.04m/t

M = 50cm x 40cm x 30cm = 0.5 x 0.4 x 0. 3 = 0. 06cm3

M > W, M will be used as freight basis for freight calculation

Freight per case = M x basic freight rate x ( 1 + BAF rate + CAF rate) =0.06x100x(l+20% +10%) =USD7.8 CFR = FOB + Freight = 38 + 7.8 = USD45.80

Answer: The CFR price would be USD45.80 per case CFR Liverpool.

2. One consignment of 10 cartons of leather shoes, measurement of each carton is 50x50x50cm, gross weight of

each is 15KG. The air freight rate quoted for the flight required is USD1.3/KG. How much air freight should be paid to the carrier?

W = 15kg

M= (50 x50 x50)/ 6 000cm3=20. 83kg

M>W

Freight = USD1.3/kg x 20. 83 x 10 cartons = USD270. 79

Answer: The air freight is USD270. 79.

3. Company A is to deliver a small consignment of Hardware (Total: 120ctn/3cbm/6.5mt) from Shenzhen, China

to Berlin, Germany. The LCL ocean freight rate is USD45.00 per rate ton (lcbm:lmt). How much is the freight?

Total Weight = 6.5m/t

Total Measurement = 3cbm

M > W, so M is used as calculation basis.

Total freight = Basic Freight Rate x Total Quantity = 45.00 x 6.5 = USD292.50

Answer: The total freight would be USD292.50.

4. Company B is to export their goods by three 1 x 20' FCL Containers from Guangzhou, China to Felixstow, UK.

The quotation for FCL ocean freight rate is as follows :

O/F ( Ocean freight) rate: USD750.00/20';

BAF: USD500.00/20' ;

CAF: 12% on the basis freight

ISPS (International ship and port facility security) USD10.00/20'

How much is the total freight?

Total freight = [O/F x (1 +CAF) +BAF+ISPS] x Quantity = [750x (1 +12%) +500+10]x3= 1350 x 3

= USD4 050.00

Answer: The total freight would be USD4 050.00.

5. Company C is to deliver by air 10 sets of Hi-fi Equipments to Paris, France. The total weight is 550kg and the

measurement is 2.5cbm. The Air freight quoted by a logistics company is as follows:

A/F (Airfreight) rate: CNY10.00/kg

FSC ( Fuel surcharge) : CNY11.00/kg

SCC ( Security surcharge) : CNY1.20/kg

How much is the total air freight?

Total Weight = 550kg

Total Measurement: 2.5m3 / 6 000cm3= 2.5 x 1 000 000cm3 / 6 000cm3=2.5 x 167≈417kg

W > M, so W is used as the calculation basis.

Total air freight = ( A/F + FSC + SCC) x Quantity= (10.00 + 11.00 +1.20)x550= CNY12 210.00

Answer: The total air freight would be CNY12 210.00.

IV. Explain the following terms

1. liner service

Liner service provides regular sailings and arrivals and sails on a fixed (regular) sailing route and calls at fixed (regular) base ports with a comparatively fixed timetable and charges at comparatively fixed freight rates.

Normally, the freight of finer service is made up of two parts. One is the basic freight; the other is the surcharges and additionals.

2. F. I. O.

F. I. O. is the initial or abbreviations for "Free In and Out". "Free In and Out" is one of the four methods

usually used to divide the expenses of loading and unloading between the ship owner and the charterer in a charter party. Under F. I. O. , the ship-owner does not bear any loading and unloading cost.

3. demurrage

Demurrage is the amount of money paid as a penalty at an agreed rate by the charterer to compensate the ship-owner for his losses in case the charterer fails to have loading and unloading completed within the lay time. In a sales contract, demurrage is paid to the charterer (buyer or seller) by the other party (seller or buyer) in case the loading or unloading completes beyond the stipulated lay time.

4. dispatch money

Dispatch is the amount of money paid as a bonus by the ship-owner to the charterer if they get loading and unloading done ahead of schedule. Normally dispatch money is half the demurrage as the benefit from the expedite loading or unloading is supposed to be shared by both the ship-owner and the charterer. In the case of

a sales contract, dispatch is paid by the charterer (buyer or seller) to the other party (seller or buyer) in case the

loading or unloading completes ahead of the stipulated lay time.

5. containerization

Containerization is a method of distributing merchandise in a unitized form adopting an inter-modal system which provides a possible combination of sea, road and other modes of transportation, For the sake of containerization, containers, as a very special form of transportation, are widely used in different modes of transportation.

6. FCL

FCL, a short for Full Container Load, is one type of the two container transportation services. If the goods are of a container load, FCL service shall be adopted. Under FCL service, the freight is calculated based on container capacity and the origin and destination of the goods, not on the quantity of the goods involved as in the case of LCL, the other type of the container transportation services.

7. time of delivery

Time of delivery refers to the time limit during which the seller shall deriver the goods to the buyer at the agreed place. For all shipment contracts, time of shipment is time of delivery and they can be used interchangeably in the contract. For all arrival contracts, time of shipment and time of delivery the two completely different concepts and time of delivery should be stipulated in the contract.

8. optional ports

Optional ports refer to two or more ports of destination rather than a definite. They are specified in the contract.

The seller may accept two or more optional ports to meet the buyer's special requirements, when a buyer cannot, at the time of contracting, make the decision as to which market should the goods be delivered to.

V. Short questions

1. Under what circumstances does time of shipment equal to the time of delivery?

Time of shipment refers to the time limit for loading the goods on board the vessel at the port of shipment while time of delivery refers to the time limit during which the seller shall deliver the goods to the buyer at the agreed place.

For all shipment contracts, time of shipment equals to time of delivery and they can be used interchangeably in the contract. According to Incoterms 2010, contracts concluded on the basis of terms like FOB, CFR, CIF, FCA, CPT, CIP are shipment contracts. Under the shipment contract, the seller fulfills his obligation of delivery when the goods are shipped on board the vessel or delivered to the carder and the seller only bears all risks prior to shipment.

2. What are the functions of a bill of lading?

A bill of lading has three major functions : First, it is a cargo receipt. Second, it is evidence of a contract of

carriage. Finally, it is a document of title to the goods.

3. What are the main types of bills of lading?

Bills of lading can be classified into various forms according to different standards.

~ According to whether the goods have been loaded on board the carrying vessel, bills of lading can be classified into shipped ( or on board) B/L and received for shipment ( or received) B/L.

~ According to the apparent condition of the received cargo, bills of lading can be classified into clean B/L and unclean B/L.

~ According to the address of the consignee, bills of lading can be divided into straight B/L, order B/L and open B/L.

~ According to whether transshipment is involved in transit, bills of lading can be classified into direct B/L and transshipment B/L.

~ According to the perplexity or simplicity of the bill content, bills of lading can be classified into long form B/L and short form B/L.

~ According to the payment condition of freight, bills of lading can be classified into freight prepaid B/L and freight to be collected B/L.

~ According to the validity, bills of lading are classified into original B/L and copy B/L.

~ Other forms of bill of lading also exist according to different circumstances. They are stale B/L, ante-dated

B/L, advance B/L and on-deck B/L.

4. What are the ways of dividing charges of loading and unloading in a charter party?

Four methods are usually used to divide the expenses of loading and unloading between the ship-owner and the charterer:

~ Liner Terms/Gross Terms or In and Out ( I. & O. ) : The ship-owner bears loading and unloading cost.

~ Free In (F. I. ) : The ship-owner is only responsible for unloading cost.

~ Free Out (F. O. ) : The ship-owner is only responsible for loading cost.

~ Free In and Out (F. I. O. ) : The ship-owner does not bear loading and unloading cost. Or F. I. O. S. T. ( free in and out, stowed and trimmed) : The ship-owner does not bear loading and unloading cost, not even bear the expenses of stowing and trimming.

5. What factors are to be concerned in stipulating clause of delivery in a contract?

The shipment clause in a sales contract usually includes stipulations concerning time of delivery ( time of shipment), port (place) of shipment and port (place) of destination, partial shipments, transshipment, or lay days, demurrage and dispatch money.

VI. Case studies

1. ABC co. signed a contract to export 200 M/T of beans. The letter of credit stipulated, "Partial shipment not

allowed". When the shipment was being made, the exporter loaded 100 M/T each on board the same vessel for the same voyage at the port of Shanghai and the port of Dalian. The shipment document was clearly marked with the ports of shipment and the dates of shipment. Did the exporter violate the terms of the L/C?

析：本题的解题要点：ucP600第三十一条：b．表明使用同一运输工具并经由同次航程运输的数套运输单据在同一次提交时，只要显示相同目的地，将不视为部分发运，即使运输单据上表明的发运日期不同或装货港、接管地或发运地点不同。案例虽然没有说明货物是否在同一目的港卸货，但如果没有强调说明，一般认为是同一个目的地。

答案：No。卖方没有违反信用证“不允许分批装船”的规定。

答题切入点：对转船的定义和相关规定的理解。

2. Dee co. signed a large export contract stipulating, "Shipment will be made during August of 2012". But due to

the problems with the vessel, the shipment was not made until September 13. Upon Dee's request, the carrier ante-dated the B/L to August 31.

(1) What could be the consequence of ante-dating?

(2) What would be the fight thing to do in case of a possible shipment delay?

析：本题的解题要点：对于倒签提单，各国法律和海运行规都是不允许的。倒签提单是指承运人在货物装船完毕，签发提单时，应托运人的请求将提单签发日期提前到信用证规定的日期。倒签提单是一种非常严重的行为，托运人的目的都是为了使提单签发日期符合信用证的规定，顺利结汇，但对收货人来说则构成合谋欺诈，可能使收货人蒙受重大损失。

1)答案：倒签提单是一种严重的合谋欺诈行为，托运人和承运都有可能被追究法律责任。如使收货

人蒙受重大损失，还会被追讨经济方面的赔偿。

答题切入点：对倒签提单及其相关规定的理解。

2)答案：与买方磋商，寻求买卖双方都能接受的解决办法；如1)延期信用证的有效期和船期；2)

买方同意向银行(开证行)和卖方开出保函，保证接受签发日期迟于信用证规定日期的提单。

答题切入点：与买方磋商解决。

3. Company E in the mainland of China reached an FOB contract with Company F in China's Hong Kong,

exporting Steel Sheets. To resell the goods, Company F signed another CFR contract with Company G in South Korea. Later, Company E received from company F the relevant L/C for the transaction. The price showed in the L/C was FOB as contracted. The L/C also stipulated that Busan (in South Korea) should be the port of destination. What's more, the L/C stipulated that the B/L should be marked with "Freight Prepaid".

(1) Why did Company F have such requests?

(2) Should Company E accept these L/C clauses?

析：本题的关键是1)理解中国香港公司作为中间商是要把从E公司购买的钢板转卖给韩国的G公司。为免周折，中间商往往会安排货物直接从出口装运港运往韩国G公司所指定的目的港(地)。2)FOB 合同下，买方虽然既无义务租船订舱，也无须承担出货物自出口装运港之后的一切运输费，但通常会接受买家的委托安排货物运往买家指定的目的港(地)，只是“运费到付”，即由承运人向目的港(地)的收货人收取。

(1)答案：因为港商为了简化向韩商的交货手续，或者是企图将运费转嫁给出口商。

答题的切入点：FOB和CFR术语下出口货物运输义务以及主运费的买方和卖方之间划分。

(2)答案：可以，只要运至釜山的运费由中国香港公司承担。具体做法可由FOB合同下的卖方E公

司和买家G公司磋商决定，如可采取a．中国香港公司先将运费汇交E公司；或者b．由中国香港公司先将运费交付船公司，经从船公司得到确认后E公司可照办；或者C．要求修改信用证，加入允许收益人超支运费条款。

答题的切入点：在FOB合同下，货物自在出口装运港之后的运费由买方承担。

Chapter 6 Transport Insurance

III. Explain the following terms

1. insurable interest

Insurable interest is the interest in insurance subject matter (cargo or property accepted for insurance) held by the insurant and recognized by laws, indicating that the insurant will suffer some financial losses if any maritime risks materialize.

2. utmost good faith principle

The utmost good faith principle or bona fide principle means that both parties shall be honest and faithful when entering into the insurance contract, that is, the insurant shall expose to the insurer all the important facts that will influence the judgment and evaluation by the insurer to the perils.

3. indemnity principle

The indemnity principle means that in the event of loss of or damage to the subject matter resulting from an insured peril, the insurer shall compensate the claimant exactly what the latter has lost in the occurrence of the peril. In practice, this is almost always compensated by paying an amount of money equal to the value of the goods lost or damaged.

4. proximate cause principle

The proximate cause refers to the major and/or effective reason that has caused the accident and the proximate cause principle is employed in the judgment of causation between accidents and losses.

5. cargo transportation insurance

Cargo transportation insurance means that the insurant, referred to as either the exporter or importer, enters with an insurance company and/or an underwriter into a contract of insurance in which the insurant undertakes the payment of an insurance premium and the insurance company will, according to the terms indicated in the insurance contract, indemnify the insurant of any loss that occurs within the scope of coverage.

6. marine cargo insurance contract

Marine cargo insurance contract refers to a contract whereby the insurer undertakes to indemnify the assured in a manner and to the extent thereby agreed, against marine losses, that is to say, the losses incidental to marine adventure.

7. general average contribution

Where there is a general average loss, the party on whom it falls is entitled, subject to the conditions imposed by maritime law, to a ratable contribution from the other parties interested, and such contribution is called a general average contribution.

8. inherent vice

Inherent vice refers to the inherent tendency of the cargo to deteriorate due to the essential instability of the components not resulted from external cause.

9. warehouse to warehouse clause

Warehouse to warehouse clause refers to the duration of insurance throughout which the insurance company undertakes an insurance liability. According to it, the insurance company undertakes an insurance liability over the insured cargo from the warehouse or place of storage of the shipper named in the policy until the cargo has arrived at the warehouse or place of storage of the receiver named in the policy, limited to sixty (60) days after completion of discharge of the insured goods from the seagoing vessel at the final port of discharge before they reach the above mentioned warehouse or place of storage.

10. franchise

Franchise in insurance refers to the practice that the loss or damage below a certain specified percentage value is non-recoverable. Franchise can be classified into two categories: deductible franchise and non-deductible franchise. Under a deductible franchise, where the loss or damage exceeds the percentage allowed, the insurance company needs merely indemnify the exceeding part to the insured whereas under a non-deductible franchise, as long as the loss or damage exceeds the franchise percentage, the insurance company shall indemnify full amount to the insured.

IV. Short questions

1. What are the four insurance principles guiding insurance practice in China?

The four principles guiding insurance practice in China are the Insurable Interest Principle, the Utmost Good Faith Principle, the Indemnity Principle and the Proximate Cause Principle.

2. What are the differences between general average and particular average?

Although both general average and particular average belong to the category of partial loss, there is still some differences between them:

~ Causes: Particular average is a kind of cargo loss usually caused directly by sea perils, while general average is caused by intentional measures taken to save the common interest.

~ Indemnification: Particular average is often borne by the party whose cargo is damaged, while general average should be proportionally contributed among all parties benefited from the intentional measures.

3. What are the conditions for general average?

A partial loss can be treated as general average if it is formed upon the following conditions:

~ The danger that threats the common safety of cargo and/or vessel shall be materially existent and is not foreseen.

~ The measures taken by the master shall be aimed to remove the common danger of both vessel and cargo and shall be undertaken deliberately and reasonably for common safety.

~ The sacrifice shall be specialized and not caused by perils directly and the expense incurred shall be additional expense which is not within the operation budget.

~ The actions of the ship's master shall be successful in saving the voyage.

4. What are the differences between the scope of I. C.C. (B) and I. C.C. (C) ?

The scope of I. C.C. (C) covers loss of or damage to the cargo attributable to fire or explosion; vessel of craft being stranded, grounded, sunk or capsized; overturning or derailment of land conveyance; collision or contact of vessel, craft or conveyance with any external object other than water; or discharge of cargo at a port of distress; general average sacrifice; or jettison.

Apart from those covered under I. C.C. ( C), the scope of I. C.C. ( B ) also covers loss of or damage to the subject matter insured attributable to earthquake, volcanic eruption or lightning; washing overboard; entry of

sea, lake or river water into vessel, craft, conveyance, container, lift van or place of storage; or total loss of any package lost overboard or dropped whilst loading onto or unloading from, vessel or craft.

5. List the risks that are known as general additional coverage.

General additional insurance coverage mainly covers 11 types of risks:

~ T. P. N. D (Theft, Pilferage and Non-delivery)

~ Fresh Water Rain Damage

~ Risk of Shortage

~ Risk of Intermixture and Contamination

~ Risk of Leakage

~ Risk of Clash and Breakage

~ Risk of Odor

~ Heating and Sweating Risk

~ Hook Damage

~ Risk of Rust

~ Breakage of Packing Damage

6. What are main expenses involved in ocean marine insurance? How to define them?

Marine cargo insurance also covers the expenses incurred to avoid or reduce the damage to or loss of the subject matter insured. There are mainly two types of expenses. One is sue and labor expenses, the other is salvage charges. Sue or labor expenses are extraordinary expenses made in a time of peril by the insured to act to avert, or minimize any loss of or damage to the subject matter insured. Salvage charges are expenses resulting from measures properly taken by a third party other than the insured, his agents, or any person employed by them to preserve maritime property from perils at sea.

7. What documents are needed when an insurance claim is made?

When making an insurance claim, the claimant usually is required to submit the following documents :

~ Original insurance policy or insurance certificate

~ Original bill of lading or other transport document

~ Commercial invoice

~ Packing list

~ Certificate of Loss (Certificate of Survey)

~ The landing account or weight notes (notes on weight) at destination

~ Any correspondence with the carrier or any other party who could be responsible for the loss or damage ~ Master's protest

8. What are the prerequisites for a claim?

The prerequisites for a claim are:

~ The risks exposed to the goods insured should fall within the insurance coverage stipulated in the insurance policy.

~ The claimant should be able to evidence the insurable interest he has in the goods insured.

~ The risks covered should occur within the duration of the insurance liability.

V. Calculation

1. A Chinese company offered to a British counterpart at USD500 per case FOB Shanghai. The British importer

asked the exporter to offer a CIF price. Suppose the freight is USD 50 per case and premium rate is 0.5% , what would the new offer be?

CIF=(FOB+F)/(1-110% x R)=(500+50)/(1-110%*0.5%)≈USD553

Answer: The new offer is USD553 per case CIF Shanghai.

2. Company A transacted with Company B, exporting frozen food under CIF. The total amount of the invoice

value was USD 10 000. The premium rate was 0.4% and the goods were insured against FPA with a markup of 10%. Please calculate the insurance amount and insurance premium respectively?

Insurance amount = CIF x ( 1 + markup rate) = 10 000 x 110% = USD11 000

Insurance premium = CIF insurance amount x insurance rate = 11 000 x 0. 4% = USD44

Answer: The insurance amount and insurance premium are USD11 000 and USD44 respectively.

3. Our exporting company offered light industrial products to a British importer at GBP10 000 per metric ton CIF

London ( insurance covering All Risks with 10% markup and 1% premium rate). However, the importer intended to effect insurance by himself, as a result, he counter-offered CFR price. What is the CFR price? How much premium should the exporter need to deduct from the CIF price?

CFR=CIF x (1-110% x R) =10000x(1-110% x1%) =GBP9890

Insurance premium = CIF -CFR = 10 000 -9 890 = GBP110

Answer: The CFR price is GBP9 890 per metric ton CFR London and the exporter should deduct GBPll0 from the CIF price as the premium.

VI. Case studies

1. X Company signed a CIF contract to export candies. The cargo was insured for "all risks". Due to the long

voyage, candies absorbed sweating in the ship's hold, and thus softened and degraded. Was the insurance company liable for the damage? Why or why not?

析：答案：No。案例中提到“due to the long voyage，candies absorbed sweating in the ship's hold and thus softened and degraded”，这说明candies变软的原因在于长时间海上运输，吸收了船舱的热气所致。

保险公司不应给予赔偿原因有三：1)在货物运输保险中没有“长时间运输”这一风险；2)candy变软是由于其本身的货物特性决定的，糖果即使在常温下摆放一段时间都会变软，因此可认为是糖果的内在瑕疵(inherent vice)所导致的；3)虽然一般附加险中包含了“heating and sweating'’这一险种，但此险种是指由于某种意外的原因(如船上的制冷设备坏了)导致船舱内温度、湿度突然变化，造成货物品质变化的情况，本案例不属于此情况。

答题的切入点：1）货物inherent vice属于保险公司的除外责任；2）“heating and sweating risk”的适用范围。

2. An exporter signed an FOB contract with a French company, and a CIF contract with a British company. Both

cargoes were insured for marine cargo insurance. But in transit from the exporter's factory to the port of shipment, the goods were damaged. Under each deal, who should obtain insurance? Who should take the loss?

析：本题的解题要点：1)理解FOB和CIF合同中买卖双方中哪一方应该投保，虽然这两个合同都是“shipment contract”，买方负责主要路程的风险，如在FOB项下，风险在船舷转移，买方承担主要航程的风险，因此通常是买方会去投保；但在CIF项下，卖方有购买保险的责任，卖方是投保人。2)决定哪一方是货物的受损方，要看货物受损是发生在风险转移之前还是之后，发生在之前，卖方是受损方，之后，则买方是受损方。此外，在买了保险的情况下，受损方通常会提起索赔，但索赔要满足三个条件，如果投保人或受益人投了保，且风险在承保范围内，又对受损货物有可保利益，同时又能满足仓至仓条款，索赔人就可以向保险公司索赔。

1)答案：FOB下，进口商法国公司投保；CIF下出口商投保。

答题切入点：术语的理解。

2)答案：FOB下，出口商承担损失；CIF下出口商承担损失，但如果风险在承保范围内，出口商可

以向保险公司索赔。

答题切入点：满足索赔的条件：保险范围、可保利益和保险起讫期限。

3. On a voyage the cargo ship had an accidental fire. To save the ship, the captain ordered to have water poured

into the compartment. The fire was put out.

(1) For party X, her goods burnt amounted to 10% of USD0.5 million cargo;

(2) For party Y, his goods damaged due to water poured accounted for 20% of USD1 million cargo;

(3) For the carrier, engine damages due to the fire equaled 10% of USD50 million ship;

(4) Extra wages for the seamen totaled USD50 000.

Based on the information above, indicate

1 ) Which is PA?

2) Which is GA?

3) What is the GA contribution for each party?

解：本题的关键在于对共同海损和单独海损的区别和共同海损分摊的计算。单独海损是承保风险所直接导致的船货损失。共同海损不是承保风险所直接导致的损失，而是指载货的船舶在海上遇到灾害或者意外事故，威胁到船货各方的共同安全，为解除这种危险，维护船货安全，由船方有意识地、合理地采取措施，所作出的某些特殊牺牲或支出的某些额外的费用。

1)答案：Party X和carrier的损失。

2)答案：Party Y的损失和海员的拯救费用。

答题切入点：共同海损和单独海损的区别，及满足共同海损的条件。

3）GA Total loss=20%×1+0.05=USD0.25m

GA Total Benefit=0.5×90%+50×90%+1=USD46.45m

GA contribution rate=[GA total loss/GA Total Benefit]×100% =(0.25/46．45)×100%=0.005 4×100%=0.54%

G.A. Contribution by X=0.5×90%×0.54%=0.002 43m≈USD2 430

G.A. Contribution by Y=1×0.54%=0.005 4m≈USD5 400

G.A. Contribution by Carrier=50×90%×0.54%=0．243m≈USD243 000

答题切入点：共同海损计算的步骤。

4. An importer signed an FOB contract with an Australian company, importing a batch of woolen blanket. The contract required that goods be carded by containers. The goods were packed as follows: each blanket in a plastic bag, four blankets to a large polyethylene bag. The importer effected insurance against WPA and War Risk. When goods arrived at the destination, the goods were found wet to different extents. Upon careful investigation, finally the importer found that there were several holes on the top of the container, the biggest of which was as big as 4cm in diameter. The importer faxed the exporter, asking for compensation. However, the exporter suggested the importer should lodge a claim against the insurer for compensation. Comment on this case and work out the solution.

析：本题的关键在于分析损失应该由谁来负责。

1)卖方的损失?这里要理解FOB术语中，出口方的交货的责任范围。本案例中卖方已经按合同和术

语要求完成了交货，货物受损是在风险转移之后，因此损失应该由买方负责。

此部分的答题切入点：FOB术语中出口方责任的理解，风险转移点的理解。

2)保险公司负责理赔?案例中“the exporter suggested the importer lodge a claim against the insurer for compensation”一说不正确。进口商虽然投保了WPA和战争险，但损失是由于集装箱的问题造成的，属于第三方的责任，买方没有理由向保险公司索赔。

此部分的答题切入点：保险险别的承保范围，点出货物受损的直接原因。

3)谁是第三责任方?货物受损是由于承运人提供的集装箱出问题而导致的，因此，承运人应该负担

责任，买方应该向承运人索赔。

此部分的答题切入点：承运人的责任。

5. An African seller signed a CIF contract exporting goods to an American buyer. The seller insured the goods against All Risks at the request of the buyer and transferred the insurance policy and the bill of lading to the buyer afterwards. In transit from the seller's warehouse to the port of shipment, the goods suffered losses which were within the insurance coverage. When the buyer asked the insurer for compensation with the insurance policy, the insurer refused to make compensation on the ground that the buyer held no insurable interest in the goods when the loss occurred. Comment on the case.

析：本题的解题要点：保险单转让之后，保险单的权益就有效地转让给了买方，买方就承受了保险单项下的全部权益。卖方在货物受损时对货物具有可保利益，但卖方把他的权益转让给买方之后，买方由权利向保险公司索赔本来属于卖方的权益。保险公司根据保险单承保范围和保险条款中的“仓至仓”条款，应该赔偿买方的损失。

答题切入点：1)保单转让后权益的变化；2)索赔的条件。

Unit 7 International Payments

III. Short questions

1. After Bank X advised exporter Y of the L/C, the shipment was made. When the cargo was on the way, the

importer filed for bankruptcy. Is Y out of luck of collecting the payment? Can the opening bank refuse to make reimbursement to the negotiating bank? Why or why not?

No, exporter Y does not need to worry about the payment. Because the payment is by L/C, the issuing bank is responsible for making payment regardless of the importer's situation. But the condition is that exporter Y can fulfill all the requirements listed on the L/ C. According to UCP600, a credit constitutes a definite undertaking of the opening bank to pay or to pay at maturity in case of acceptance. Therefore once the stipulated documents are presented to the opening bank and the terms and conditions of the credit are complied with, the opening bank cannot refuse to make reimbursement to the negotiating bank.

2. An L/C does not indicate whether it is revocable Or not, is it revocable? Can a revocable credit be

transferable?

According to UCP600, if an L/C does not indicate whether it is irrevocable or not, it will be considered as irrevocable. And a transferable L/C must be irrevocable.

3. After a gullible importer paid Bank C against the seemingly correct shipping documents, he went to take the

delivery, but found out that the goods were inferior counterfeits. Is Bank C liable under UCP600? Can the importer do anything in order to recover the loss?

Bank C is not liable in this case because UCP600 stipulates that in credit operations all parties concerned deal with documents, and not with goods, services and/or other performances to which the documents may relate.

In order to recover the loss, the importer should rely on the sales contract and seek for solution.

4. An exporter, Wu Co. , received an L/C issued by Bank B and confirmed by Bank K. After Wu shipped the

goods, Bank B declared bankruptcy. Will Wu have sleepless nights?

No, Wu Co. does not need to worry about the payment. When the L/C is confirmed, the confirming bank holds the same definite undertaking as the issuing bank to pay or to pay at maturity in case of acceptance.

5. Does a payment credit differ from a sight credit?

A payment credit could be settled by sight payment or deferred payment. In" both cases, a draft drawn on the

issuing bank may not be necessary. While when a sight credit is used, payment would be made immediately against a sight draft and required commercial documents.

6. Are the following credits transferable? (A) This L/C is assignable; (B) This L/C is transmissible; (C) This L/C

is fractionable; (D) This L/C is divisible.

According to UCP600, a credit can be transferred only if it is expressly designated as " transferable" by the issuing bank. Terms such as " divisible", " fractionable ", "assignable", and "transmissible" do not render the Credit transferable.

7. Under an anticipatory credit, the exporter made an advance, but disappeared without presenting the documents

as required. Who is liable for repayment of the advance?

The special clause is required by the applicant, as a result he has to make repayment of the advances if the beneficiary fails to present documents for settlement.

8. Use an example to explain why a back-to-back credit is needed.

A back to back credit is normally used by middleperson for the protection of his interest. For example, agent A

received a documentary credit from the end buyer B, A can use this credit as a backup to apply for the opening of a new credit in favor of the end supplier C. By doing so A can be sure that neither B nor C would know each other, therefore well protecting A's business confidentiality.

9. What is the difference between a back-to-back credit and a transferable credit?

When a back-to-back credit is used, there actually involve two credits. When a transferable credit is used, operation is based on only one credit.

IV. Case studies

1. On September 1, X Company signed a contract to export goods to the U. S. On September 30, City Bank sent

an irrevocable L/C with an amount of USD30, 000. The L/C stipulated shipment during October, and Bank of Tokyo to be the reimbursing bank. On October 2, Bank of China advised X of the L/C. But ten days later, X learnt that the importer was near bankruptcy. How should X deal with the situation?

析：1)案例中X公司收到的是一份不可撤销的信用证(an irrevocable L/c)，说明X公司在满足信用证所列条件的情况下，可以直接从开证行或开证行指定银行获得货款，而不需考虑进口商的状况。2)在这种情况下，X公司在做决策时，需要考虑的一是自身完成信用证所列条件的能力，二是与进口商的合作问题。

答题切入点：1)信用证支付情况下各方的关系；2)X公司可选择的做法及注意事项。

2. F, a state-owned enterprise, signed a contract to import 1 000 M/T of galvanized steel sheets from a H. K.

company. On March 1, a Shanghai bank issued the L/C for USD200, 000. On March 24, container shipment was made. On March 25, the negotiating bank in H. K. negotiated the draft along with the shipping documents.

On March 26, the opening bank received the "clean B/L" while the sealed container arrived at Shanghai. On March 30, it was found that inside the container were rusted iron drums, rather than the ordered steel sheets.

The issuing bank was immediately notified of the fraud, but it could not refuse to take up the documents. In April 5, F co. uncovered that the commodity specified on the B/L was 50 mm, inconsistent with 50 cm required by the L/C. On April 14, the issuing bank requested the HK bank to exercise the right of recourse. (a) Would there be any problem with the recourse? (b)What were the lessons?

析：1)在3月30日进口方发现货不对板，通知开证行时开证行“could not refuse to take up the document”，这里说明开证行尽管知道货不对板，但如果它认为议付行所提交的单证与信用证相符，开证行必须依照信用证规定的义务行事，即对议付行进行偿付。因为，在信用证的运作下，各方只凭单据操作，而不涉及实际的货物。2)4月5日进口商发现单据有不符点，可以想象的结果就是进口商拒绝赎单付款。此时开证行已向议付行支付了货款，而又遭到进口商以正当理由拒绝赎单付款，它是遭受损失的一方，因此会向议付行提出行使追索权。3)但根据UCP600开证行进行的议付是“无追索权的议付”。

(1)答案：Yes．

答题切入点：UCP600对开证行责任的规定。

(2)答题切入点：在分析所吸取教训的时候，要分步进行。1)首先要分析在这起事件中哪几方遭受

损失；2)然后进一步说明各方遭受损失的原因；3)最后提出预防类似情况出现的方法。

3. FF Company signed a contract to export goods to AA company in Africa. In September FF was notified of the

L/C, but the money of account was different from that required by the sales contract. Besides, the goods were not ready for shipment. In November, AA urged FF to deliver the goods. FF requested an L/C amendment and an extension of the shipment date. The next day, AA cabled back, "L/C amended. " FF shipped the goods.

However, the amended L/C never arrived, and the opening bank refused to pay against the shipping documents.

The goods were stored in the warehouse at the port of destination. FF had to pay much rent and insurance. At this time, AA requested D/A. Should FF accept it? Is there any lesson to be learnt from this case?

析：案例中由于AA公司没有如约修改信用证，使得FF公司提交的单据不符合信用证的要求，这时作为银行付款承诺的信用证已经失效。买卖双方的支付关系又回到了依靠商业信用的情况。而这时AA公司要求使用承兑交单(D/A)，即是要求卖方同意在买方只作出支付承诺(承兑)而未付款的情况下获得可以提取货物的单据。

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。

国际贸易实务黎孝先王健第五版教学大纲完整版

《国际贸易实务》教学大纲 课程编号： ZH045402 课程名称：国际贸易实务 总学时数：72 实验或上机学时： 一、说明 （一）《国际贸易实务》的课程性质： 本门课程在涉外经济专业中作为专业主干课，旨在让学生了解和掌握对外贸易所必须的 技能与操作，为其他专业课的学习打下坚实的基础。 （二）教材及授课对象： 授课对象：国际经济与贸易专业本科生 使用教材：《国际贸易实务》，对外经贸大学出版社，2011年第5版 （三）《国际贸易实务》的课程目标（教学目标）： 基础知识要求：通过本门课程的教学应当使同学们能够熟悉国际贸易的各项流程，了解 并掌握对货物数量，质量，包装，贸易术语及出口价格核算，际贸易中相关的各种条约惯例 与习惯做法相关知识。 素质要求：掌握国际贸易过程中的主要操作技能与操作方法，能够独立处理业务中所涉 及的问题。 实践操作要求：熟练掌握集装箱转装运计算，唛头的书写，包装条款，租船订舱的基本 程序，运价表运费计算，处理各种海运单据。 （四）《国际贸易实务》课程授课计划（包括学时分配） 章次内容讲授实验 第0章绪论 1 第一章贸易术语与国际贸易惯例 1 第二章适用于各种运输方式的贸易术语8 第三章适用于水上运输方式的贸易术语8 第四章合同的主体与标的 6 第五章国际货物运输 6 第六章国际货物运输保险 2 第七章进出口商品的价格8 第八章国际货款的收付8 第九章进出口商品的检验 2 第十章争议的预防与处理 2 第十二章国际货物买卖合同的订立 4 第十三章进出口合同的履行 4 第十四章违约及其法律救济方法 2 第十五章国际贸易方式 1

实验课实验课程（一）至（九）9 总学时72 （五）考核要求：本课程的考核分为平时考核与期末考核；平时考核占总成绩的30％，期末考核占70％。平时主要考核到课率、课堂表现、作业和笔记等；期末考核形式为闭卷、笔试。 二、教学内容 绪论 主要教学目标：掌握国际贸易的特点，了解国际贸易适用的法律与惯例，了解国际贸易遵循的原则，掌握货物贸易的基本做法。 教学方法及教学手段：教师讲授 教学重点和难点：重点是国际贸易的特点，难点是国际货物贸易的基本做法。 一、国际贸易的特点 二、国际货物贸易适用的法律与惯例 三、国际贸易遵循的准则 四、国际货物贸易的基本做法 五、本课程的研究对象与学习方法 第一章贸易术语与国际贸易惯例 主要教学目标：掌握贸易术语的概念及其发展,深刻理解贸易术语在国际贸易中的重要作用和意义。了解国际贸易术语的三种国际贸易惯例，充分理解《INCOTERMS 2010》的特点。 教学方法及教学手段：教师讲授 教学重点和难点：重点是贸易术语，难点是三种主要国际贸易惯例。 第一节贸易术语的含义及其产生与发展 一、贸易术语的含义及作用 二、贸易术语的产生与发展 第二节国际贸易惯例及其性质和作用 一、关于贸易术语的国际贸易惯例 二、国际贸易惯例的性质和作用 第二章适用于各种运输方式的贸易术语 主要教学目标：熟练掌握适用于各种运输方式的七种贸易术语的含义、关于买卖双方的主要规定，熟悉使用各种贸易术语时需要注意的问题。 教学方法及教学手段：教师讲授 教学重点和难点：重点是七种贸易术语，难点是FCA、CPT、CIP贸易术语之间的异同。

国际贸易实务英文名词解释(英to英)

国际贸易实务英文名词解释（英to英） What’s International Trade? The international trade is the exchange of goods and services produced in one country for goods and services produced in another country. EXPORTING Exporting is the process of earning money by providing the right product at the right price at the right time in the right place beyond your home boundary. The ultimate goal is to make sure that the exporter is to be paid for the goods he sells. EXW EXW means the seller delivers when he places the goods at the disposal of the buyer at the seller’s premises (法定地址) or another named place. The seller doesn’t not declare the goods for export and he needn’t load goods on any collecting vehicle. FAS Free alongside ship means that the seller delivers when the goods are placed alongside the vessel at named port of shipment. This means that the buyer has to bear all costs and risks of the goods from that moment. FOB Free on Board means the seller delivers when the goods pass the ship’s rail at the named port of shipment. This means that the buyer has to bear all the costs and risks from that point. The FOB terms require the seller to clear the goods for export. CFR Cost and freight means that the seller delivers when the goods pass ship’s rail at the named port of shipment CIF CIF means that the seller bears the same obligations as under CFR. In additional that he has to procure marine insurance against the buyer’s risk of loss or damage to the goods during the carriage. The seller contracts for insurance and pay the insurance premium. FCA, Free carrier (…Named place) It means that the seller fulfils his obligation to deliver when he has handed over the goods, cleared for export, into the custody of the carrier named by the buyer at the named place or point. If no precise point is indicated by the buyer, the seller may choose within the place or range stipulated where the carrier shall take charge of the goods. When, according to commercial practices, the seller’s assistance is required in making the contract with the carrie r, the seller may act at the buyer’s risk and expenses.

国际贸易实务课后问题详解

《国际贸易实务》思考与练习参考答案 主编：鲁丹萍（教授） 项目一 1.名词解释 备案登记：依法新成立或已成立的资企业，包括个体工商户和个人独资企业，需从事进出口业务的，应在进行工商登记时，在经营围中加上进出口容。 OEM：原意是指原始设备制造商，如今已经延伸至为客户按指定设计、原料、品牌定制生产产品的行为，即俗称的“贴牌生产”,港台地区称为“代工”。 ODM：原始设计制造商，指由采购方委托制造方，由制造方从设计到生产一手包办，而由采购方负责销售的生产方式，采购方通常会授权其品牌，允许制造方生产贴有该品牌的产品。 展卖：是利用各种形式的展览会和博览会以及其他交易会形式对商品实行展销结合的一种贸易方式，也是国际贸易中一种行之有效的习惯做法。 中国进出口商品交易会（广交会）：中国进出口商品交易会（China Import and Export Fair, CIEF），又称为“广交会”（Canton Fair），创办于1957年春季，每年春秋两季在举办，迄今已有五十多年历史，是中国目前历史最长、层次最高、规模最大、商品种类最全、到会客商最多、成交效果最好的综合性国际贸易盛会。目前，广交会已发展成为中国规模最大的传统性、综合性、多功能的国际贸易盛会，对促进中外经贸合作和技术交流做出了重要贡献，因而被国际经贸界人士誉为“贸易的桥梁，友谊的纽带”。 2. 单项选择题 （1）D （2）D （3）B （4）A （5）B 3. 多项选择题 （1）ABCD （2）ABC （3）ABC （4）CD （5）ABC 4. 简答题 （1）答案要点：

国际贸易从业人员素质要求有：①语言。国际贸易涉及的双方一般跨越国界，因此跨越语言的障碍是从事这一职业必须具备的第一大技能。国际贸易从业人员至少要具备英语的日常交流能力，甚至具备将英语作为工作语言的能力。②国际贸易知识与实务操作技能。国际贸易的操作较之国贸易，涉及面广、环节众多、不仅受国政策影响，也受国际经济形势及贸易对象所在国政策的影响，相当复杂。因此在从事国际贸易之前有必要学习国际贸易知识与实务操作技能。③特定商品知识。无论从事什么商品的国际贸易，也不管是从事货物贸易还是服务贸易，其从业人员对于自身所从事的特定商品知识一定要有充分的了解。④专业英语术语。各行各业都有一些本行业的专业英语术语，甚至许多是以缩写形式出现的，非专业人员一般都不理解其含义。⑤职业道德。国际贸易从业人员应具备的职业道德包括爱国、爱岗、敬业、守法、诚实、守信等。 （2）答案要点： 国际贸易客户寻找的途径有以下几种：①境外展览或交易会。这是最传统也是最有效的寻找客户途径，至今依然受到国际贸易业人士的青睐，是最主要的寻找客户方式之一。②网络。随着互联网的日益普及，各国都出现了类似阿里巴巴这样的国际贸易电子商务平台，这已成为中小企业寻找客户的一种有效途径。③专业报刊杂志上的广告。这种方式可以较有针对性的实现专业买卖双方之间的对接，也是寻找专业客户的一种较好方式。④生意伙伴或客户的推荐。这种方式一般是通过向生意伙伴或客户支付佣金，以获得在与原客户非竞争区域客户数量的增加和客户围的扩大。⑤市场营销调研。商机有时候隐藏在日常生活之中，靠调研来获取。比如籍著名旅美华侨叶康松先生就发现了国对于西洋参的巨大市场需求，将美国西洋参大量进口至国销售，从而获得了巨大的成功。⑥国外商会及行业协会。商会与行业协会是业人士聚集的场所和信息交换的平台，经常可以通过行业协会的牵线搭桥来寻找对路的客户。⑦进出口商的询函。网络世界，信息顺畅。进出口商都可以通过网络搜索获得客户的联络方式，由此开始贸易接洽。⑧使领馆（贸易代表处）商务信息。使领馆（未建交的国家一般设贸易代表处）的商务信息是免费向本国进出口商公布的，一般我们可以通过登录使领馆查询获得。⑨行业名录。这是一种行业企业信息的集中汇总出版物，有纸质版也有电子版，里面涵盖了业主要企业的联系方式，是一种搜寻客户的便捷途径。 （3）答案要点： 展会的选择依据：①展会的影响力。任何企业参加展会的目的是获取信息、结识伙伴、开拓市场、达成交易。对于买卖双方而言，展会的影响力是首先要考虑的因素。②展会的举办地。世界上举办展会的城市众多，但具有较大影响力的展会则集中在一些国际大都市、专业展览城市。③展会的专业性。对于发达国家的进口商而言，其专业性很强、专业化程度很高。④展会的费用。企业应根据自身的预算作出相应的资金安排、选择适合的展会参展。5. 案例分析题 （1）分析要点： 详见建交信函的撰写要求。

黎孝先《国际贸易实务》(第2版)章节专项练习及详解(第15~21章)【圣才出品】

黎孝先《国际贸易实务》（第2版）章节专项练习及详解 第十五章独家经销与独家代理 一、名词解释 1．包销 答：包销（Exclusive Sales），也称独家经销（Sole Distribution），是指经销商在协议规定的期限和地域内，对指定的商品享有独家专营权的经销方式。 2．独家代理 答：独家代理（Sole Agent or Exclusive Agent）是在指定地区和期限内单独代表委托人，从事代理协议中规定的有关业务的代理人。其中，委托人在该地区内，不得再委托其他代理人。 二、单项选择题 1．下列有关独家代理的说法中，正确的是（）。 A．委托人在代理区域内，还可指定其他的一般代理人 B．委托人要维护代理人的独家专营权，否则要承担违约责任 C．委托人直接与代理区域内的客户订立合同时，代理人不能享受佣金 D．独家代理只能用于商品买卖中，一般代理可用于其他业务 【答案】B 【解析】独家代理是指在指定地区和期限内单独代表委托人行为，从事代理协议中规定

的有关业务的代理人。A项，委托人在该地区内，不得再委托其他代理人；C项，采用独家代理方式，委托人不可以直接与代理区域内的客户订立合同；D项，独家代理除用于商品买卖外，还可用于其他业务。 2．经销方式下的定销与包销的关键区别在于（）。 A．前者供货商与经销商之间是信托关系；后者双方之间是买卖关系 B．前者经销商不享有独家专营权；后者经销商享有独家专营权 C．前者经销商享有独家专营权；后者经销商不享有独家专营权 D．前者适用于初级产品的交易；后者适用于工业制成品的交易 【答案】B 【解析】包销是指经销商在协议规定的期限和地域内，对指定的商品享有独家专营权的经销方式；定销也称一般经销，是指经销商不享有独家专营权，供货商可在同一时间、同一地区内，委派几家商号来经销同类商品。 3．在独家经销业务中的供货商和经销商之间是一种（）。 A．买卖关系 B．信托关系 C．互购关系 D．委托代理关系 【答案】A 【解析】独家经销业务中的两个当事人——供货人和包销人之间是一种买卖关系，即供货人是卖方，包销人是买方。双方通过订立独家经销协议确立对等的权利和义务。从法律

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