(完整版)国际贸易实务英文版第三版知识点及模拟题
国际贸易实务第三版知识点
Unit11.Transit Trade: （过境贸易）Entrepot Trade 转口贸易2.Value of foreign trade (额）is an important index to show by means of currency of a country the total value of trade Quantum of foreign trade （量）reflects by means of constant price the development of foreign trade without consideration of inflation.量=value/price3.Imbalance of TradeTrade surplus (Favorable Balance of trade): export values exceeds import value. 顺差出口多Trade deficit (unfavorable Balance of Trade): import value exceeds export value.进口多4.Domestic laws：Foreign Trade Law of the PRC (2004)；The Contract Law (1999)5.International trade practice ：Not mandatory非强制的(Since it is not law)：《INCOTERMS 2010》；《UCP 600》;《URC 522》.6.International treaty：双边或多边书面协议国际法（国际条例或协定）优于国内法。
The United Nations Conventions for the International Sales of Goods (CISG)Unit2一，Methods Describing Quality of Goods表示商品品质的方法1.Sale by actual quality (以实物表示商品品质)（1）Sale as seen (看货买卖）适用：special types of goods such as jewelry, paintings, arts and crafts. It is used in auction/exhibition sale.（2）Sales by Sample(凭样品买卖) It is suitable for commodities that are difficult to standardize and normalize, such as arts and crafts. Sales by Seller’s / Buyer’s S SampleSeller:Duplicate Sample 复样(Keep Sample留存样);Original Sample原样, Type Sample 标准样. buyer:Counter Sample 对等样品(Return Sample 回样):对等样品（COUNTER-SAMPLE）对等样品是指卖方根据买方提供的样品, 加工复制出一个类似的样品提供给买方确认, 经确认后的样品, 就是对等样品, 有时也称“回样”, 业务上有时还称为“确认样”。
国际贸易实务双语教程(第三版)课后答案解析
Unit 1 A brief introduction to international tradeKeyI. Answer my questions1. 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 foreignsales 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 ofa trademark that is an essential asset for the franchisers’ business.II Match each one on the left with its correct meaning on the right1. J2.A3.E4.B5.C6.D7.I8.G9.F 10.HIII Translate the following terms and phrases into Chinese1 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 Study1 [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. OpenVI.Translate the following into English1. 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 moneyto 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 TransactionI. Answer the following questions(Omited)II. Filling the blanks with the suitable words in the text:1.meeting/satisfying;2.agent, foreign/overseas;mission;4.own;5.setting;6.patent;7.profits;8.outlets;9.joint, venture; 10.subsidiaryIII. 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. TIV. Explain the meaning of the words or phrases below as requested1. 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:KeysMessrs. Arthur Grey & Son,19 Cheapside,London, E.C.2Dear Sirs,We have obtained your name and address from China Council for Promotion of InternationalTrade 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:KeyDear 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." Raincoats100 men's medium @ US$14.50 US$ 1,450100 men's small 14.0 1,400100 women's medium 13.2 1,320100 women's small 12.7 1,270US$ 5,440Payment: by irrevocable L/C at sightShipment: 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 paidas 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 English1). 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 immigrantremittances. 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。
国际贸易实务 第三版
管按时装运，不管何时到达
一、FOB
• 全称：Free on Board • 中译名：“装运港船上交货”“离岸价”“船上交货”
• 采用此术语时后面一定要加注装运港名称，如FOB FUZHOU
（一）定义
卖方在合同规定的装运港和期限内把合同规定的货物装 到买方指定的船上，并负担货物装上船为止的一切费用和风 险。 到目的港的运输和投保由买方自行安排，承担运费和保 费。风险划分是在货物在装船时越过船舷，风险即由卖方转 移至买方。 装船后及时通知买方，是因为FOB贸易术语是由买方自己 投保的，如果卖方装船后没有及时通知买方，致使买方没有 投保，一旦发生风险或事故，由卖方承担责任事故
2、买方义务
（1）签订从指定地点承运货物的合同，支付有关的 运费，并将承运人名称及有关情况及时通知卖方。 （2）根据买卖合同的规定受领货物并支付货款。 （3）承担受领货物之后所发生的一切费用和风险。 （4）自负风险和费用，取得进口许可证或其他官方 证件，并且办理货物进口所需的海关手续
（三）注意问题
1、不同运输方式下交货条件不同。适用航空、铁路。 2、风险转移问题：
3、责任和费用划分问题
（四）FCA与FOB的异同点
二、CPT
• CARRIAGE PAID TO（…named place of destination）
• 运费付至（……指定目的地） • CPT=FCA+F(国外运费)
（一）定义：卖方要自负费用订立货物运往目的地指定地点的运输契约，并负责按合同规
2、关于FOB的装船费用
• 按照《INCOTERMS2000》的解释卖方义务的第六
条规定：“卖方必须支付与货物有关的一切费用，
直至货物在指定装运港以越过船舷时为止。”
(完整word版)国际贸易实务英文版第三版知识点及模拟题
国际贸易实务（下划线为重点记忆和理解，无的为一般记忆和了解）Chapter one1.国际贸易概念：International trade is also known as world trade，foreign trade，overseas trade。
It refers to the process of fair and deliberate exchange of goods or services between two or more countries, involving the use of two or more currencies。
Besides，international trade concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods.2.国际贸易产生的原因：（了解）1)Resource reasons （natural resource，human resource and technology)2)Economic reasons (economic benefits, comparative advantage and economies ofscale)3)Other reasons (political reasons，differences in tastes，preferences andconsumption patterns)3.国际贸易与国内贸易的不同：In particular, international trade is more subject to：1)Language habits and cultural differences2)Foreign laws, customs and regulations or international rules3)Exchange rate fluctuations and interest rate4)Higher level of political，financial and transportation risks5)More complex business procedures therefore managers need a broader range ofmanagement skills4.国际贸易的分类：1）从货物流向（direction of cargo flow）分: export trade, import trade and transit trade （过境贸易)2）从参与的贸易方（the number of participants )分:direct trade, indirect trade and entrepot trade(转口贸易)转口贸易：entrepot trade refers to the transaction which involves importing goods from overseas for further processing or assembling and the re-exporting the goods abroad. 转口贸易又称中转贸易或再输出贸易，是指国际贸易中进出口货物的买卖，不是在生产国和消费国之间直接进行，而是通过第三国转手进行的贸易。
2024年度国际贸易实务第三版教案案例分析和习题及答案大纲
某进出口公司与国外供应商签订采购合同，但在付款前发现对方存在欺诈行为。该公司立即采取措施防止损 失扩大，并成功追回已支付款项。该案例展示了在合同履行过程中及时发现并应对风险的重要性。
案例三
某外贸企业在与国外客户合作过程中发生质量纠纷，双方就赔偿问题展开谈判。最终，在律师的协助下，双 方达成和解协议并顺利解决纠纷。该案例强调了律师在合同纠纷处理中的专业作用。
付保费等步骤。
案例分析
通过具体案例分析，让学生了解 货物保险在实际业务中的应用， 培养学生的风险意识和保险意识
。
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运输与保险相关案例分析
运输案例分析
选取典型的运输案例，分析运输过程中可能遇到的问题和风险， 以及应对措施。
保险案例分析
结合具体保险案例，分析保险责任、理赔流程等实际问题，提高 学生的解决实际问题的能力。
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国际贸易基本概念
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国际贸易定义
指不同国家或地区之间进 行的商品和服务的交换活 动。
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国际贸易分类
按商品形态可分为有形贸 易和无形贸易；按贸易对 象可分为直接贸易、间接 贸易和转口贸易等。
国际贸易术语
如FOB、CIF等，用于规 定买卖双方在交易中的责 任、风险和费用划分。
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时，需要注意支票的出票、背书和付款等环节。
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支付与结算风险防范案例分析
信用风险防范
在选择交易对象时，应充分了解 对方的资信情况，避免与资信不 良的客户进行交易。同时，可以 采用信用证等结算方式，降低信 用风险。
汇率风险防范
在国际贸易中，由于货币汇率的 波动，可能会导致货款的实际价 值发生变化。因此，在签订合同 时，应尽量选择稳定的货币进行 结算，或者采用汇率锁定等方式 降低汇率风险。
国际贸易实务(第三版)第一章习题解答.docx
第一章国际贸易的基本流程和适用的法律一、名词解释1、国际贸易：是指从国际范围来看的国或地区与别国或地区进行货物和服务交换的活动。
2、进出口业务流程：贸易的基木流程在通常情况下可分为三部分，即交易前的准备工作阶段、交易磋商和签订合同阶段，以及进出口合同履行阶段。
3、国际条约与公约：是指两个或两个以上的主权国家为确定彼此的政治、经济、贸易、文化的军事等方面的关系权利和义务而缔结的诸如公约、协定的议定书等各种协议的总称。
国际条约是国际贸易所应遵守的重要法律之一。
4、国际贸易惯例：一般是指在国际贸易业务中，经过反复实践形成的，并经过国际组织加以解释和编篡的一些行为规范和习惯做法。
5、国际商会：是具有重要影响的世界性民间商业组织，是联合国等政府间组织的咨询机构。
国际商会于1919年在美国发起，1920年正式成立，其总部设在法国的巴黎。
国际商会的基木目的是为开放的世界经济服务，坚信国际商业交流将导致更大的繁荣和国家之间的和平。
目前，国际商会的会员已扩展到150 多个国家和地区之中，由数万个具有国际影响的商业组织和企业组成，组织和协调国家范围内的各种商业活动。
二、判断题(X )1.在合同中作出的规定必须与惯例的解释相符否则无效。
(V )2.当合同中对某一问题未作出规定时，应参照有关贸易惯例(X )3.惯例是由国际组织制定的，对合同的当事人具有强制的约束力(V )4.当事人如果明确规定采纳有关惯例时，该惯例具有约束力三、简答题1、国际贸易有哪些特点？答：国际贸易在交易环境、交易条件、贸易做法等方面所涉及的问题，都远比国内贸易复杂，其主要特点表现如下：国际贸易属跨国交易，情况错综复杂；国际贸易线长面广，中间环节多；国际贸易风险大，具有不稳定性；国际市场商战不止，竞争激烈。
2、进出口贸易业务的基本流程包括那些环节？在各个环节中应注意哪些事项？答：出口贸易的基本流程包括：（-）出口交易前的准备工作阶段，其中主要包括下列工作：选配参加谈判的人员；选择目标市场；选择交易对彖；制定出口商甜经营方案；做好出口商品商标的国外注册工作。
国际贸易实务（第三版）课后习题答案
国际贸易实务（第三版）课后习题答案《国际贸易实务》第三版课后习题答案第一章国际贸易术语一、本章思考题1.什么是贸易术语？简述其性质与作用。
解析：贸易术语是在国际贸易中用来表明商品的价格构成，说明货物交接过程中有关的风险、责任和费用划分问题的专门用语。
例如，业务中常用的FOB、CIF和CFR 等。
作用：风险划分点及制定价格的基础。
有关贸易术语的国际惯例有哪些？共有三部，见教材。
3.试比较FOB、CFR和CIF这三种术语的异同。
解析：FOB、CFR和CIF这三种常用贸易术语，按照《2020年通则》的解释，卖方都是在装运港交货；买卖双方承担的风险都是以船舷为界进行划分；都是仅适用于水上运输方式；卖方承担出口通关的责任和费用，买方承担进口通关的责任和费用。
但在运输和保险的安排上却存在着差别。
FOB条件下，运输和保险由买方自行安排，卖方没有责任；CFR条件下，卖方负责签订运输合同，支付运费，保险由买方自行安排；CIF条件下，运输合同和保险合同均由卖方负责签订，并承担运费和保险费。
由此可见，三种贸易术语在交货地点、风险划分界限、适用的运输方式以及出入境通关的责任负担方面都是完全相同的，区别只是在于有关运输保险的责任和费用的承担方面。
4.试比较FCA、CPT和CIP这三种术语的异同。
解析:按照《2020年通则》的解释，按照FCA、CPT和CIP这三种术语成交时，卖方都是在合同约定的地点将货物交给第一承运人控制时完成交货义务；卖方承担的风险都是以第一承运人控制货物时转移给买方；它们都是适用于各种运输方式；卖方承担出口通关的责任和费用，买方承担进口通关的责任和费用。
但在运输和保险的安排上却存在着差别。
FCA条件下，运输和保险由买方自行安排，卖方没有责任； CPT条件下，卖方负责签订运输合同，支付运费，保险由买方自行安排；CIP条件下，运输合同和保险合同均由卖方负责签订，并承担运费和保险费。
由此可见，向承运人交货的这三种贸易术语在交货地点、风险划分界限、适用的运输方式以及出入境通关的责任负担方面也都是完全相同的，区别只是在于有关运输保险的责任和费用的承担方面。
国际贸易实务(第三版)第二章习题解答.docx
第二章国际贸易交易前的准备一、名词解释1、国际商品市场调研：是指为了发现一种或一组产品的销售趋势，找出取得销售成功的方法而进行的调查国际商品市场的活动。
它不仅是市场状况和统计数字的罗列，而且还要对它们进行全面分析与研究，为企业的营销与经营管理提供科学决策。
2、直接出口：是指生产企业不通过中间人，而自己直接从事一切出口营销活动。
在直接出口方式下，企业的一系列重要业务活动都是由其自身完成的。
3、间接出口：是指企业将产甜卖给国内的岀口商或委托国内的外贸代理机构，由他们负责经营出口业务。
4、海外生产：是指在目标市场国家或地区就地生产、就地销售。
它也是企业走向国际市场的一条非常重要及有效的渠道。
5、出口商品经营方案：是对外洽商交易、推销商品和安排出口业务的依据。
其主要内容大致包括下列几方而：货源情况、国外市场情况、出口经营情况、推销计划和措施等。
6、国际注册商标：是指企业通过马德里协定和议定书办理商标国际注册。
7、商标国际注册体系：在商标国际注册体系中，主要有两个条约：一是《商标国际注册马徳里协定》，简称马徳里协定；另一是《商标国际注册马徳里协定有关议定书》，简称马德里议定书。
它们共同组成商标国际注册的马德里联盟。
二、简答题1、在进行国际贸易Z前，为什么要进行国际市场调研？国际市场调研包括哪些内容？答：国际商品市场是世界各国之间商品流通与交换的场所。
由于它与国内商品市场在构成、变动规律、市场环境和交换方式等方面的差界，任何企业若要参与国际商品市场营销活动并期望得到成功，就必须首先要进行国阪商品市场调研。
国际商品市场调研的内容比较广泛，归纳起来有两类：国际商品市场环境调研和国际商品市场行情调研。
国际商品市场环境调研通常包括政治环境、经济环境、文化环境、地理环境以及竞争环境等的调研；国际商品市场行情调研的内容主要包括市场营销活动的各个方面。
它概括有以下几方面：出口商品生产的调研、出口商品消费调研、国际商品市场需求潜力的调研、商品价格调研、营销方式调研和商品销售渠道调研等。
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国际贸易实务(下划线为重点记忆和理解，无的为一般记忆和了解)Chapter one1.国际贸易概念：International trad e is also known as worl d trad e, foreign trad e,overseas trad e. It refers to the process of fair and d eliberate exchange of goods or services between two or more countries, involving the use of two or more currencies. Besid es, international trad e concerns trad e operations of both import and export and includ es the purchase and sale of both visibl e and invisibl e goods.2.（了解）1)Resource reasons (natural resource, human resource and technology)2)Economic reasons (economic benefits, comparative advantage andeconomies of scal e)3)Other reasons (political reasons, differences in tastes, preferences andconsumption patterns)3.国际贸易与国内贸易的不同：In particular, international trad e is more subject to:Language habits and cultural differences2)Foreign laws, customs and regulations or international rul es3)Exchange rate fluctuations and interest rate4)Higher l evel of political, financial and transportation risks5)More compl ex business procedures therefore managers need a broad errange of management skills4.1)从货物流向（direction of cargo fl ow）分: export trad e, import trad e and transit trad e(过境贸易)2)从参与的贸易方（the number of participants ）分：direct trad e, indirect trad e and entrepot trad e(转口贸易)转口贸易：entrepot trade refers to the transaction which involves importing goods for further processing or assembling and the re-exporting the goods abroad. 转口贸易又称中转贸易或再输出贸易，是指国际贸易中进出口货物的买卖，不是在生产国和消费国之间直接进行，而是通过第三国转手进行的贸易。
对于第三国来说，就是转口贸易，与过境贸易的最大区别在于货物的所有权会发生转移，并且只涉及一个贸易方。
国际上有很多中转地，如新加坡，香港，鹿特丹等3）从商品形式（form of goods）分：有形贸易（visibl e/tangibl e goods trad e）和无形贸易（invisibl e/intangibl e goods trad e）barter trad e）和自由结汇贸易（free-liquidation trad e）5.进出口贸易的程序：Export and import procedures:transaction, the whol e operation und ergoes four stages:1) the preparation of a transaction2) the negotiation of the contract3) the performance of the contract4) the settlement of disputes其中第二个环节：①Negotiation can be conducted in two forms:ephone)In writing (business correspond ence which includ es letters, faxes, e-mails)②Four main steps: 询盘(enquiry), 发盘(offer), 还盘(counter-offer),接受(acceptance)Chapter two 国际贸易术语1.三种贸易术语的解释规则（three sets of rul es））2) 美国对外贸易修正案1941（Revised American Foreign Trad e Definitions 1941）3) 2000年国际贸易术语解释通则（International Rul es for the Interpretation of Trad e Terms 2000）2. incoterms2000 的具体内容（E、F、C、D组的划分，重点在F、C类）（这个不知道怎么写，看书本P34-42）3. 装运合同术语和到货合同术语区别Shipment contract:起运前交付（the d elivery will happen at the time or before）如：E F C 类Arrival contract: 到达目的地后交付（d eliver at the time of arrival）Symbolic d elivery:买方并没有实质性的接受到货物，而是通过一系列运输单据证明其交接。
（the buyer d oes not physically receive the goods, the d elivery is proved by the submission of transport d ocument by the seller to the buyer）只意味着买方同意了买方交货的事实，并不代表买方接受了该批货物就是与合同一致的货物。
Actual d elivery: the buyer (or his agent) physically receives the goods upon the Chapter three 出口商品的价格1.出口商品价格的表达（expression of export price）The standard format of a price in international trad e has four components通常一个标准出口价格包括四个部分：货币（a cod e of currency）金额（a number indicating the price）数量单位（a unit for measuring quantity）贸易术语（a certain trad e term）这是一种出口价格的表现形式，在纽约市用CIF贸易术语进行交易，每件货为22.5美元2. 价格的计算FOB= total cost + profit以外国货币计算FOB= (Total cost + profit)/ Exchange rateCFR价格：CFR= FOB + Ocean freightCIF价格：CIF=FOB + Ocean freight +Insurance PremiumInsurance premium =CIF *(1+markup) *Premium rate(R)CIF=CFR / (1-markup*R)包含佣金（commission）的价格：①Commission (C) = contract value * commission rate②Price including C = net price / (1 – C rates)Net price = price including C (1- C rates)折扣价：Discount = contract price * discount rateActual price = contract price – discount= contract price * (1- discount rate)出口利润率（Export profit margin）:Export profit margin = export revenue (FOB) – export cost (FOB)Export revenue (FOB)公式中用的是FOB价格，即不包含运费保险费的价格，并且使用的是出口国货币。
反映的是一单位的销售额能赚取多少的利润，越大越好出口换汇成本（Export Cost for Foreign Exchange ）:export cost in local currencyExport revenue in foreign currency该指标反映的是要赚取一单位的外国货币需要花费的本国货币成本，越小越好4. 定价的四个步骤：（要求能够知道概念和判断）询盘：A potential client asks for information from the counterpart to his intention in buying or selling of a certain commodity.发盘：A sufficiently d efinite proposal ad dressed to one or more specific persons for concluding a contract, necessarily indicating the intention of the offeror to be bound in case of acceptance.还盘：A reply to an offer which contains ad ditions, limitations of other modifications.接受：An unconditional statement mad e formally by or an action conducted by the offeree indicating assent to an offer or counter-offer.参考书上67-72页的几个exampl eChapter four 商品条款1. 品质条款：注：CISG规定，如果一项商品交易既凭描述性买卖又凭样品实物买卖，那么卖方必须使交货的商品同时符合这两个条件1）商品质量用文字说明表示（sale by d escription）凭规格买卖（sale by specification ）: 用商品质量的若干指标，如大小、容量、成分等凭等级买卖（sale by grad e ）: 如一级二级，大中小号等凭标准买卖（sale by standard ）: 采用一些组织如ISO制定公布的标准。