国际贸易实务英文版第三版知识点及模拟题-精选.pdf
国际贸易实务 第三版
二、国际贸易术语的作用
确定交货条件
– 交货地点？交货方式？ – 风险转移界限？ – 双方需交接哪些单据？ – 采用何种运输方式？
表示价格构成
• 谁负责办理货物的运输、保险 手续，并负担费用？ • 谁负责办理通关过境手续，并 负担相关费用？
第二节 有关贸易术语的国际贸易惯例
• 一、国际贸易惯例的性质 • （一）国际贸易惯例的概念 • 国际贸易惯例是在国际贸易的长期实践中逐步发展、形成的具有普 遍意义的一些习惯做法和解释，经过有关国际组织的编纂与解释成为
限内将合同规定的货物装上运往约定目的港的船上，
办理保险手续，负责支付运费和保险费并负担货物
在装运港装上船前的一切费用和风险。（风险在装
运港越过船舷）
• 需要注意的是：FOB 、CIF、 CFR、三个贸易术语风
（三）FOB要注意的几个问题：
1、以“船舷为界”的确切含义 • 以装运港船舷作为划分买卖双方所承担的风险的界 限是FOB、CIF、CFR与其它贸易术语重要区别之一。 《2000 通 则 》 的 解 释 是 “ effectively pass the rail of the ship”，即有效的越过船舷。 • 在实际业务中，船舷有时很难确定，甚至根本没有 意义，所以一般可以理解为“装上船”（On board the ship），通常卖方以提单作为交货的凭证。
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。”
• 这就说明了，在一般情况下，卖方要承担装船的费
用，而不包括货物装上船后的理舱费和平舱费。
3、船货衔接问题
外经贸英语函电与谈判习题与答案(第三版)
确切数量来装运货物。
我们估计上述错误应为笔误，望贵方将信用证作出必要修改后即传真我方 以
便我们能及时交货。
第十课
有关
号售货确认书事宜
遗憾地通知贵方，我们一直到今天才收到贵方 有关上述售货确认书的信用证。
该售货确认书明文规定有关信用证应不迟于 月底到达我处。虽然贵方信用证到
达我方的期限已过，但鉴于我们之间长期的友好关系，我方仍愿意装运贵方的
该公司提供的资信证明人是标准渣打银行卡拉奇分行。烦请贵方能与上述银
第 ２ 页
行取得联系，以搜集我公司需要的所有有关情况。 诚然 ，我们 将会对 贵方 提供的 一切情 况予以 严格保 密 ，贵方对 此不负 任何
责任。 预谢。
第三课
兹回复贵方 月 日来函。我行已从标准渣打银行卡拉奇分行处得到了有
关你方所需的资料。卡拉奇邮政信箱 号 的
贵方 月 日来函收悉，谢谢。你们在函中提出了上述确认书项下的货物延
误运一事。
我方对此延误诚致歉意，延误主要是由于最近几个月里我们一直忙于处理欧
洲和北美来的大量订单，而这些订单的处理是严格按先后顺序进行的，以致造成贵
第 ７ 页
方货物装运延误。我们对此深表遗憾。然而，我方很高兴地告知贵方，该货已于
月 日由
我方对进口货物一般采用即期信用证方式进行付款，相信贵方也会欢迎的。 盼早复。
第 ３ 页
第四课
兹复贵方 月 日关于床单的函询。其中提到所需的样品剪样本、价目单和 目录已另航邮寄。相信贵方所需了解的详情都已包括在内。如果贵方还需其他资 料，敬请告知，我们将尽量满足贵方要求。
贵方提出的即期信用证的付款条件我方可以接受。为确保所订货物能准时按 期装运，请注意务必将信用证在合同规定的装运期前 天开到我处。
国际贸易实务(第3版)(1)
或向所在地备案登记机关领取《登记表》。
2．填制《登记表》 外贸经营者应按《登记表》的要求，认真填制 所有事项的信息，并确保其内容完整、准确和真 实；并认真阅读表背面的条款，由企业法定代表 人或个体工商负责人签字、盖章。 3．提交材料 除提交填制的《登记表》外，外贸经营者还应 向备案登记机关提交下列材料：
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2004年6月30日，商务部公布了其委托的对外 贸易经营者备案登记机关名单，全国共48家。
(二)备案登记程序 符合外贸经营者资格的法人、组织或个人可在 本地区向商务部委托的备案登记机关办理备案登 记手续。 1．领取《登记表》 外贸经营者可以通过商务部政府网站 （）下载《对外贸易经 营者备案登记表》（简称《登记表》），
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一、国际贸易形态
参与国际贸易的双方当事人，既可以是 货物、技术或服务的直接所有人或提供人 和购买人或使用人，也可以是接受委托 （代理）为他人而参与国际贸易。因此， 参与国际贸易的身份和目的不同，就会 形成不同的国际贸易形态，从而产生不 同的贸易主体。
国际贸易形态可分为主体制交易和 佣金制交易。
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4．中国进出口银行 中国进出口银行办理各种进出口融资、 担保等业务，为中国企业提供政策性金融 服务。
5．商业保险公司 商业保险公司可以承办各类进出口货物 运输保险业务，为贸易商提供货物风险保 障服务。 目前，中国境内的国有独资、 中外合资、外商独资及中外合作保险公司 均可提供各类商业保险服务业务。
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7．各类运输机构 运输机构承办各类进出口货物的海、陆、 空运输业务或多式联运业务，为货主提供 各种运输服务。这类机构主要有船公司、 铁路局、航空公司、邮政局等。 8．货运代理公司 受货主委托，货代公司为货主代办托运、 报关、仓储、订舱等服务性业务。
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（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(英文版)复习资料)
国际贸易实务英文版复习资料编者—刘鸿明Chapter 1一、词汇流动性过剩excess liquidity自给自足self-sufficient经济资源economic resources直接投资direct investment国际收支balance of payments易货交易barter出口退税export tax rebate倾销dumping出口型经济增长export-driven economic growth东道国host country贸易差额balance of trade贸易顺差／贸易逆差favorable ／unfavorable balance of trade欧盟European Union国际收支顺差／国际收支逆差favorable ／unfavorable balance of payments有形贸易visible trade无形贸易invisible trade货物贸易trade in goods服务贸易trade in services二、词语填空1.Export goods are tangible goods sent out of countries.2.Trade in services are international earnings other than those derived from the exporting and importing of tangible goods．3.Import goods are tangible goods brought in.4.International trade is all business transactions that involve two or more countries.5.FDI is one that gives the investor a controlling interest in a foreign company.6.Investment is used primarily as financial means for a company to earn more money on its money with relative safety.一、词汇关税壁垒tariff barriers非关税壁垒non-tariff barriers从量税specific duties配额quota保护性关税protective tariff市场失灵market failure幼稚产业infant industry许可证制度licensing system财政关税revenue tariff政府采购government procurement 贸易保护主义trade protectionism 从价税Ad valorem Duties最低限价floor price本地采购规则“buy local”rules 增加内需raise domestic demand Domestic content 国内含量Red-tape barriers 进口环节壁垒Export subsidies 出口补贴Binding quota 绑定配额Absolute quotas 绝对配额VER 自愿出口限制Tariff-rate quotas 关税配额Zero quota 零配额“Buy local”rules本地采购原则一、词汇APEC Asia-Pacific Economic Co-operationFTAAP Free Trade Agreement of Asia and the PacificEU European UnionNAFTA North American Free Trade AgreementMERCOSUR Mercado Comun del Cono Sur /Southern Common Market ASEAN Association of Southeast Asian NationsEFTA European Free Trade AreaAFTA ASEAN Free Trade AreaPTAs Preferential Trade agreementsTrade bloc 贸易集团Trade block 贸易禁运/封锁Open regionalism 开放式区域主义Free trade area 自由贸易区Customs union 关税联盟Common market 共同市场Economic union 经济联盟Trade embargoes 贸易禁运Boycotts 抵制歧视性关税discriminatory tariffs经济制裁economic sanction贸易弹性trade elasticity双边贸易协定bilateral trade agreements多边贸易协定multilateral trade agreements最惠国most favored nation一、词汇GATT General Agreement on Tariffs and TradeHOD Heads of DelegationsTRIPs Trade-Related Aspects of Intellectual Property Rights GATS General Agreement on Trade in ServicesTRIMs Trade Related Investment MeasuresMFN Most Favored Nations最惠国Patronage nations受惠国Favored nations缔约国Contracting Parties市场准入market access透明度transparency紧急进口措施Urgent Importing Measures争端解决机制dispute settlement mechanism可持续发展sustainable development特许经营franchise一、词汇FOB 班轮条件FOB liner term清关customs clearanceFOB 吊钩下交货FOB Under Tackle平舱trim多式联运multimodal transport船舷shipboard内陆水运marine navigation on inland waterway理舱stow卸货费discharge expense投保cover insuranceCFR 卸至岸上（含着陆费）CFR Landed班轮liner单据买卖documentary salesCFR 舱底交货CFR Ex-ship’s HoldCFR 班轮条件CFR liner terms象征性交货symbolic delivery二、词语填空1.Under CFR, buyer should effect insurance.2.Under CIF Ex-Ship’s Hold, buyer should pay the discharge charges.3.Under CIF, the insured amount should be US＄22000 if the contracted price is US＄20000.4.Under CIP, seller has to procure insurance against the buyer’s risk of loss of or damage to thegoods during the carriage.5.The FAS term requires the seller to clear the goods for export.6.The DAT term requires the seller to proceed with the customs clearance for imports andpayment of all customs duty.7.Under DDP, the seller must pay the costs of customs duties as well as all duties, taxes andother official charges payable upon exportation and importation of the goods.8.Under DAP the seller fulfills his obligation as the goods are placed at the disposal of the buyeron the arriving means of transport at the named place of destination, ready for unloading.三、翻译1.The price quoted includes 5％commission on FOB basis.该报价为FOB 的价格并含5％的佣金。
国际贸易实务双语教程(第三版)Unit 02
Export Procedures under CIR on the side of Seller
Acceptance
Signing Contract
Applying Import License
Procedures of Import Transaction
Opening L/C
Chartering Space Ship
Parties involved in export and import transaction
* the exporters * the importers * the port authority * the shipping company (for sea freight) * the airline (for air freight) * the insurance company or brokers * the exporter’s bank * the importer’s bank * the railways (in some cases) in the importer’ country * the road hauler ( in some case) in the importer’ country * the shipping agent at the port or airport of discharge * the shipping agents at the port or airport of loading * the railway (in some cases)in the exporters’ country * the road hauler (in some cases) in the exporter’s country
《国际贸易实务双语教程》(第三版)课后习题答案
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 foreign sales than exporting. And sometimes it involves two or more parties.2) While portfolio investments are not under control. And they are used primarily for financial purposes. Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.9. MNE is the abbreviation of the multinational enterprise. Its synonyms are NNC (the multinational corporation) and TNC (transnational corporation).10. Examples are travel, transport, fee, royalties, dividends and interest.11. The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.12. It is limited by the number of people interested in a firm’s products and services and by customers’ capacity to make purchase.13. This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm’s resources.14. Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of a trademark that is an essential asset for the franchisers’ business.II Match each one on the left with its correct meaning on the 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 growth. However oversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth. A healthy expansion of exports may not always be sufficient condition for rapid and sustained growth, but a strong positive association between the two is clearly undeniable. Trade expansion contributes to economic growth in many ways. Among them are the benefits of specialization; the favorable effects of international competition on domestic economic efficiency; the increased capacity to pay for the imports required in development and more generally the stimulus to investment.2. International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.3. There exist different ways of conducting international business. Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a designated area within a specified period of time. In this kind of business transaction, the product is bought by the exclusive seller and therefore he should sell the product by himself, assuming sole responsibilities for his profitand 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 import 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 International Trade and learned that you are one of the leading exporters of Ice Box in your district.We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packingconditions 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 paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedly high bank interests.In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day’s sight”.Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.Yours sincerely,VIII. Translate the followings into 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 immigrant remittances. This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineers.IX. Case Study[Answer]:A 公司与B公司的第一封信函可视为发盘，在该发盘中A公司对包装做出了要求。
国际贸易实务第三版教案案例分析和习题及答案大学期末复习资料
第一章国际贸易的基本流程和适用的法律【教学要求】国际贸易涉及面广线长，各个环节之间具有密切内在联系。
为使国际贸易能够顺利进行，了解国际贸易的基本流程是非常必要的，且国际贸易业务必须符合法律规范。
通过本章的学习，认识国际贸易基本流程工作的重要性，了解国际贸易基本流程的具体内容，掌握在国际贸易中所涉及的法律法规，在理解有关国际贸易惯例的基础上，为进一步规范国际贸易业务，按照国际贸易法律和惯例开展业务提供重要的保障。
【主要内容】1、出口贸易的基本流程在通常情况下可分为：交易前的准备工作阶段、交易磋商和签订合同阶段，以及出口合同履行阶段三大环节。
与出口交易类似，进口贸易的基本流程也包括三个阶段，但在具体内容上，与出口交易又有所不同。
2、为保证国际贸易能够顺利进行，使国际贸易得到法律的承认与保护，国际贸易业务必须符合法律规范。
概括起来，国际贸易所适用的法律法规主要有：国际条约、国际贸易惯例、国内法等。
3、国际条约可划分为双边条约和多边条约。
目前，国际商事中的主要国际条约包括国际货物买卖、国际货物运输、国际支付、对外贸易管理、贸易争端解决、国际投资以及知识产权等多方面，其中《联合国国际货物销售合同公约》是当今关于国际货物买卖的最重要的国际公约。
4、国内法是指由某一国家制定或认可，并在本国主权管辖内生效的法律。
与国际条约相比而言，国内法所涉及的有关国际贸易的范围较广，包括规范国际货物买卖、国际贸易运输、国际贸易保险、国际货款的收付、对外贸易管理、国际贸易仲裁等内容。
5、随着国际经济与贸易的快速发展, 国际贸易惯例的作用越来越明显。
但法律与国际贸易惯例是有本质不同的。
国际贸易惯例本身不是法律，其适用是以当事人的意思自治为基础的。
目前，在国际贸易领域常见的国际贸易惯例有：国际贸易术语方面、国际货款的收付方面及运输与保险方面等。
【重点难点】本章的重点是进出口业务的具体流程，难点是国际贸易惯例的性质与特点。
第一章国际贸易的基本流程和适用的法律【案例讨论】1、2001年12月，中国天津A公司与某国设在中国广州的外商独资企业B公司在大连签订一份货物买卖合同，合同规定，由B公司向A公司出售一批移动电信设备，总金额为200万美元，交货地点在A公司设在沈阳的仓库。
国际贸易实务双语教程第三版课后答案
U n i t1A b r i e f i n t r o d u c t i o n t o i n t e r n a t i o n a l t r a d e KeyI. 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 foreign sales than exporting. And sometimes it involves two or more parties.2) While portfolio investments are not under control. And they are used primarily for financial purposes. Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.9. MNE is the abbreviation of the multinational enterprise. Its synonyms are NNC (the multinational corporation) and TNC (transnational corporation).10. Examples are travel, transport, fee, royalties, dividends and interest.11. The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.12. It is limited by the number of people interested in a firm’s products and services and by customers’ capacity to make purchase.13. This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm’s resources.14. Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of a trademark that is an essential asset for the franchisers’ business.II Match each one on the left with its correct meaning on the 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 growth. However oversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth. A healthy expansion of exports may not always be sufficient condition for rapid and sustained growth, but a strong positive association between the two is clearly undeniable. Trade expansion contributes to economic growth in many ways. Among them are the benefits of specialization; the favorable effects of international competition on domestic economic efficiency; the increased capacity to pay for the imports required in development and more generally the stimulus to investment.2. International trade is the exchange of goods and services produced in one country for goods and services produced in another country. In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations. Nations such as Greece and Norway have large maritime fleets and provide transportation service. This is a kind of invisible trade. Invisible trade can be as important to some nations as the export of raw materials or commodities is to others. In both cases, the nations earn the money to buy necessities.3. There exist different ways of conducting international business. Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a designatedarea 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 import 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 International Trade and learned that you are one of the leading exporters of Ice Box in your district.We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.We are looking forward to your early reply.Yours faithfully,VI. Please make your offer according to the following particulars: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 paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedly high bank interests.In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods”or “drawing on us at 60 day’s sight”.Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.Yours sincerely,VIII. Translate the followings into 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 thusmust import sugar.Third, one nation can sell some items at a lower cost than other countries. Japan has been able to export large quantities of radios and television sets because it can produce them more efficiently than other countries. It is cheaper for the United States to buy these from Japan than to produce them domestically.Finally, foreign trade takes place because of innovation or style. Even though the United States produces more automobiles than any other country, it still imports large quantities of autos from Germany, Japan and Sweden, primarily because there is a market for them in the United States.2). The different kinds of trade nations engaged in are varied and complex, a mixture of visible and invisible trade. Most nations are more dependent on exports than on any other activity. The earnings from exports pay for the imports that they need and want. A nation’s balance of payment is a record of these complex transactions. By reflecting all of these transactions in monetary terms , a nation is able to combine the income it receives, for example, from exports, tourists expenditures, and immigrant remittances. This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineers.IX. Case Study[Answer]:A 公司与B公司的第一封信函可视为发盘，在该发盘中A公司对包装做出了要求。
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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 trade, foreign trade,overseas trade. 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 morecurrencies. Besides, international trade concerns trade operations of both import and export and includes the purchase and sale of both visible and invisibl e 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 andeconomies of scale)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:1)Language habits and cultural differences2)Foreign laws, customs and regulations or international rul es3)Exchange rate fluctuations and interest rate4)Higher level of political, financial and transportation risks5)More complex business procedures therefore managers need a broaderrange of management skills4.国际贸易的分类：1)从货物流向（direction of cargo fl ow）分: export trad e, import trad e and transit trade(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 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。
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）4) 按结算方式（the settlement instrument）分：易货贸易（barter trade）和自由结汇贸易（free-liquidation trad e）5.进出口贸易的程序：Export and import procedures:General speaking, from the beginning to the end of a transaction, the whole 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:In words (face-to-face negotiation or negotiation through tel ephone)In writing (business correspond ence which includes 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 rules）1) 1932年华沙牛津规则（Warsaw-Oxford Rules 1932）2) 美国对外贸易修正案1941（Revised American Foreign Trade Definitions 1941）3) 2000年国际贸易术语解释通则（International Rul es for the Interpretation of Trade 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 delivery will happen at the time or before the time of shipment）如：E F C 类Arrival contract: 到达目的地后交付（d eliver at the time of arrival）5.象征性交接合实际交接Symbolic delivery: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 does 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 delivery: the buyer (or his agent) physically receives the goods upon the time of deliveryChapter 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 trade term）例如：USD22.5/Piece CIF New York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价格：以出口国货币计算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)Price including C 指的是FOB 或FCA 条件下的价格折扣价：Discount = contract price * discount rateActual price = contract price – discount= contract price * (1- discount rate)3. 价格评估的两个指标：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 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 intentionin 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exampleChapter 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。