国际贸易实务第十九章
国际贸易实务 全套课件
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• 1. 政治因素通常包括：
• 国家政策、市场道德标准、政府对文化与宗教的关注等等。这是企业无法控 制的因素，但是这些因素会对谈判成败及企业经营带来很重要的影响。
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• 2. 经济因素（Economic Factors），经济因素主要由社会经济结构、经济发展 水平、经济体制和宏观经济政策四个要素构成。经济因素的主要构成有： GDP、利率水平、财政货币政策、通货膨胀、失业率水平、居民可支配收入 水平、汇率、能源供给成本、市场机制、市场需求等。这些对谈判中的交易 双方有非常重要的影响，特别是汇率的变化直接影响双方的经济利益。
• 3. Interpreting the Convention（公约的解释）
• 4. Interpreting the Sales Contract（买卖合同的解释）
• 5. Formation of the Contract （合同的订立）
• 6. General Standards For Performance （履行标准）
• 7. Seller’s Obligations （卖方义务）
• 8. Buyer’s Obligations （买方义务）
• 9. The Passing of Risk （风险转移）
• 10. Remedies （救济）
• 11. Excuses For Nonperformance （免责）
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International Sale of goods
• CISG (United Nation’s Convention On Contracts For the International Sale Of Goods)
WTO规则中英文教程第十九章 中国入世规划(二)
（二）主要的“具体部门承诺” (Specific Commitments in Major Sectors) • 针对4种服务提供方式，中国对一部 分服务部门(sector or sub-sector)完全 开放，未作限制(重要开放部门见表)。 • 另一方面，我国除了对各服务部门 的自然人移动大多未作承诺外，对 一些服务部门的跨境交付也未作承 诺(unbound)。
In China, maximum term using land by enterprises and individuals is: (a) 70 years for residential purposes; (b) 50 years for industrial purposes;(c) 50 years for the purpose of education, science, culture, public health and physical education;(d) 40 years for commercial, tourist and recreational purposes;(e) 50 years for comprehensive utilization or other purposes. • 在中国，企业和个人使用土地最长期限：(1)居 住目的为 70 年；（ 2 ）工业目的为 50 年； (3) 教 育、科学、文化、公共卫生和体育目的为50年； (4)商业、旅游、娱乐目的为40年；(5)综合利用 或其他目的为50年。
（一）我国的主要“水平承 诺”(Major Horizontal Commitments of China)
水平承诺适用于所有服务部门。我国 水平承诺主要是针对市场准入提出的， 其主要内容是： • 1、商业存在方面的市场准入要求(Market Access Requirements of Commercial Presence)
《国际贸易实务》全套完整
（二）FAS术语
FAS 的 全 文 是 Free Alongside Ship （ …named port of shipment），即船边交货（……指定装运港） 1.FAS术语的含义 是指卖方在规定的交货期内在指定装运港将货物置于买方指派 的船边时完成交付，风险和费用也都以船边为界进行划分。 按通则的解释本术语只适用于海运或内河运输
五、学习本课程的方法和注意事项
（一）要贯彻理论联系实际的原则 （二）要主演业务同法律的联系 （三）要贯彻“洋为中用”的原则 （四）要把“学”和“用”结合起来
第一章 贸易术语与国际贸易惯例
第一节
贸易术语的概念及其发展
一、贸易术语的概念和作用( 掌握 )///
(一）概念：贸易术语是在长期的国际贸易实践中产生 的，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。 (二）作用： 1. 贸易术语的产生能简化交易手续，加速交易进程，节 约费用，促进成交。 2. 贸易术语表明商品的价格构成因素 3. 贸易术语明确了买卖双方的责任和费用，划分了风险 和所有权的转移界限 4. 贸易是决定买卖合同的重要条件，合同采用哪种贸易 术语，合同的性质就由此术语来决定，合同的名称就采用此 术语的名称。 二 、贸易术语的产生和发展( 了解 )
(二)买卖双方的义务
1. 卖方义务 A1. 在合同规定的时间、地点，将合同要求的货物置于买方的处置之。 A2. 承担货物交给买方处置之前的一切费用和风险。 A3. 提交商业发票或具有同等作用的电子数据信息，及合同可能要求的 证明货物符合合同规定的任何其他凭证。 A4.卖方必须给予买方关于货物在何时何地将置于买方支配之下的充分 通知。 A5.其他义务，应买方的请求，并由买方承担风险和费用，卖方必须给 予买方一切协助，以取得买方为货物出口/进口及必要时经由他国过境运输所 需的，由交付地国和/或原产地国所签发的任何单据，或传输的具有同等效力 的电子数据。另一经买方请求，卖方必须向买方提供办理保险所需的信息。 2. 买方义务 B1. 在合同规定的时间、 地点，受领卖方提交的货物，并按合同规定 支付货款。 B2. 承担货物受领之后的一切费用和风险。 B3. 自负费用和风险，取得出口和进口许可证或其他官方批准证件，并 办理货物出口和进口的一切海关手续。 B4. 当买方有权决定交付货物的具体时间和具体地点时，买方应通知卖 方，卖方才能依照买方的指示交付货物。 B5. 买方必须支付为取得卖方义务中的A5中所述单据或具有同等效力的 电子数据而产生的一切费用，并偿付卖方为此给予协助而产生的费用。
19任务十九
③ 规定有免赔率时的货物损失 【例19-3】出口散装花生仁一批，共500公吨，从上海 运往香港，按中国《海洋运输货物保险条款》投保海 运一切险，保险金额为100万美元，保险合同规定扣 短量免赔率2％，到目的地经检验发现花生仁短卸12 公吨。问保险公司应如何赔付? 计算如下： 受损率：(12/500)×100％=2.4％ 保险赔款：US$1 000 000×(2.4％-2％)=US$4 000
19.1.2 任务分析
在国际货物运输保险中，保险公司对索赔人承担赔偿责任，必须同时符合下列 条件： （1）保险公司和素赔人之间必须有合法有效的合同关系，即索赔人必须是保险 单的合法持有人； （2）向保险公司行使索赔权利的人，必须享有保险利益； （3）被保险货物在运输过程中遭受的损失必须是保险公司承保范围内的风险造 成的。 上述案例中，由于以FOB厦门成交，FOB术语以装运港船舷作为划分买卖双方 所承担风险的界限。即货物在装运港越过船舷之前的风险，包括在装船时货 物跌落码头或海中所造成的损失，均由卖方承担；货物在装运港越过船舷之 后，包括在运输过程中所发生的损坏或灭失，则由买方承担。在本案例中， 虽然卖方在货物发生意外时，对该保险标的物享有保险利益，保险单中也含 有“仓至仓条款”（这个条款是规定保险公司所承担的保险责任，是从被保 险货物运离保险单所载明的起运港发货人仓库开始，一直到货物到达保险单 所载明的目的港收货人的仓库时为止），但保险单的被保险人为买方，保险 公司和买方之间存在合法有效的保险合同关系，而福建进出口公司即卖方不 是保险单的被保险人或合法持有人，故其没有索赔权。另外，虽然买方即英 国公司是本案保险单的被保险人和合法持有人，但货物在装运港越过船舷之 前，如果受到损失，被保险人不会受到利益影响，即其不具有保险利益，因 此，尽管保险单中也含有“仓至仓条款”，买方无权就货物在装运港越过船 舷之前的损失向保险公司索赔。
国际贸易实务ppt完整版
国际贸易重要性
促进经济增长
通过出口创汇、引进外资和技 术等方式，国际贸易有助于推
动国内经济增长。
优化资源配置
国际贸易使得各国可以更加有 效地利用资源，实现全球范围 内的资源优化配置。
提升产业竞争力
参与国际贸易有助于企业提升 产品质量、降低成本，从而提 高产业整体竞争力。
加强国际交流与合作
国际贸易促进了各国之间的经 济交流与合作，有助于增进国
信用证结算方式
定义
开证银行应申请人（买方）的要求并 按其指示向受益人开立的载有一定金 额的、在一定的期限内凭符合规定的 单据付款的书面保证文件。
种类
即期信用证、远期信用证、保兑信用 证等。
当事人
开证申请人、开证行、通知行、受益 人、议付行等。
特点
银行信用，安全性较高，但手续复杂 ，费用较高。
不同结算方式选择依据和风险防范措施
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班轮运输
定期、定航线、定港口、 定运费的运输方式，承运 人负责货物的装卸和运输 。
租船运输
根据租船合同组织运输， 租金按船舶装载货物吨数 计算，可分为定程租船和 定期租船。
特点
运量大、成本低、适应性 强，但速度慢、风险大。
空运方式及特点
班机运输
定期航班，按照公布的班期时刻表进行运输 。
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进出口业务操作实务
出口业务操作流程
前期准备
了解目标市场、选定交 易对象、制定出口计划
。
交易磋商
询盘、发盘、还盘、接 受，达成交易意向。
签订合同
明确品名、规格、数量 、价格、交货期、付款
方式等条款。
履行合同
备货、报检、订舱、装 运、制单、结汇。
国际贸易实务完整版
4.向承运人交货的贸易术语FCA
Free Carrier(…named place)：
卖方负责办理货物的出口手 续，在指定地点将货物交给买 方指定的承运人，即作为履行 交货，卖方应承担承运人掌管 货物前的一切费用和风险。
FCA 买卖双方的义务
卖方
在合同规定的时间、地点，将合同规定的货物置于买方指定的承运 人控制下，并及时通知买方。
注：FOB的上述变形，只为表明装船费用由谁负担， 并不改变FOB的交货地点以及风险划分的界限
FOB注意的问题 1
“交至船上”，一般条件下，卖方要承担装船 的主要费用，不包括货物装船后的理舱费、 平舱费等。
船货衔接问题：
船先到：造成空舱dead freight；船后到：增加货物 仓储费；
船及时到、货迟到：造成空舱
CPT 注意事项
明确双方的责任和费用 明确装运期、装运地点和目的地 由买方确定交货时间时，买方要及时 通知卖方 具体交货地点未确定，卖方可在最适 合要求的地点交货
风险划分与费用划分点分离
CPT和CFR比较
相同：基本原则相同
风险划分点与责任划分点分离 风险在交货地转移 卖方订立运输合同，交付运费 同属装运合同
买方有时指定卖方为租船订舱的代理，但即 使这样，风险和费用仍由买方承担。
装船费用的承担：装船费、理货费、平舱费 等
FOB注意的问题 2
运输方式：
班轮liner运输：包括装运费用、目的港费用－买方 租船tramp：装船费用由双方协商
• 在合同中用文字作具体规定，或 • 采用FOB术语变型：
CIF和CIP的比较
相同：基本原则相同
价格构成的原则相同 同属装运合同 风险在装运地转移 风险划分点和责任划分点分离
国际贸易实务课件(全)
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海关监管政策差异
不同国家和地区海关监管政策 存在差异，对跨境电子商务造 成一定困扰。应对策略包括了 解目标市场海关政策、合理规 划进出口流程、寻求专业法律 咨询等。
支付结算难题
关税减免
为鼓励特定商品或领域的国际贸 易，国家会实施关税减免政策， 降低关税壁垒。
非关税壁垒措施
进口配额
限制进口商品的数量或金额，保护国内市场免受外来竞争压力。
技术性贸易壁垒
通过制定严格的技术标准、认证制度等手段，限制或禁止不符合 要求的商品进口。
反倾销措施
针对倾销行为采取的惩罚性措施，保护国内产业免受不公平竞争 损害。
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不可抗力的影响
当不可抗力事件发生时，可能导致合同无法履行或造成损失，双方应根
据合同规定和实际情况协商处理。
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不可抗力条款的约定
在合同中应明确约定不可抗力事件的范围、通知和证明方式、处理原则
和责任承担等事项，以便在不可抗力事件发生时能够有据可依、妥善处
理。
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跨境电子商务发展趋势及挑战
跨境电子商务概述
未来学习方向建议
深化专业知识学习
建议学生继续深入学习国际贸易实务相关知 识，包括贸易法规、贸易融资、国际商务谈 判等高级课程。
提升实务操作能力
鼓励学生通过参加实习、模拟贸易等方式，提升自 己的实务操作能力，为未来的职业发展打下坚实基 础。
关注国际贸易动态
建议学生关注国际贸易的最新动态和政策变 化，了解国际贸易的发展趋势和前沿问题， 拓宽自己的国际视野。
市场调研与风险评 估
国际贸易实务 全套课件
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PRAM谈判模式
• 所谓PRAM谈判模式是指谈判由四部分构成，分别是制定谈判计划（Plan）、建立 友好关系（Relationship）、达成协议（Agreement）及协议的履行和关系的维持 （Maintenance）。
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CISG
• United Nations Convention on Contracts for the International Sale of Goods
• In effect since January 1, 1988
• Current state parties: 76, including
第一章 国际货物销售合同的磋商与订立
在商务活动中，你最终能得到的不一定是 你应该得到的，而是取决于你从谈判中所 能争取到的。
切斯特·卡拉斯
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思考题：
• 1、在国际货物销售中，销售合同是否国际货物销售应如何判断？ • 2、《联合国国际货物销售合同公约》有哪些缔约国？它与缔约国国内法律之
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第一节 销售合同磋商前的准备
• 一、交易磋商含义 • 交易洽商（Business Negotiation）是指进口商或者出口商在做好进出口交易前的
准备工作以后，即开始与国外的客户进行交易洽商。所谓交易洽商,也称为谈判， 是指买卖双方以一定的方式并通过一定的程序就交易的标的及各项交易条件进 行协商，经过讨价还价，最后达成协议的整个过程。谈判也可以定义为一个过 程，通过谈判这个过程，两个或者两个以上的谈判方在涉及共同利益的事务上 达成一致意见。
• 3）集合性，这是指文化必须是在一定时期、一定范围内的许多人共同的精神活 动、精神行为或它们的物化产品。它是由无数的个体组成的集合，任何个人都 无法构成文化。
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。
国际贸易实务双语教程(第版)答案
第一章练习答案Unit 1 A brief introduction to international tradeI. 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 see 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 Study.Batteries called “white elephant” exported from China were very popular in Southeast Asia, but in United States no one was interested in the goods. Why?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. Please try to find out some cases about cultural differences in doing international business. (Open)VI. Please determine whether the following statements are TRUE or FALES. Then put T for TRUE or F for FALES in the bracket at the end of each statement.1. ( T )2. ( F )3. ( F )4. ( T )5. ( F )6. ( T )7. ( T )8. ( F )9.（T ）10.（T）11.（F）12.（F）13.（T）14.（T）15.（F）Ⅶ.Translate the following into English1.Trade is often said to be the "engine" of development. Although this analogy is too simple, itdoes illustrate the importance of foreign trade in economic development. Although the healthy growth of exports is not always sufficient for rapid and sustained economic growth, it is undeniable that there is a positive and close link between the two. The role of trade development in economic growth is manifested in many ways. Among them are: the benefits of professional division of labor, the role of international competition in promoting domestic economic efficiency and the ability to pay for the import of goods needed for development, as well as more generally , the encouragement of investment and entrepreneurship.2.International trade is the exchange of goods and services produced by one country withgoods and services produced by another country. In addition to the visible trade, that is, the import and export of goods and cargos, there are also invisible trade, which refers to the exchange of labor between countries. Countries such as Greece and Norway, which have vast maritime fleets and provide transport services, reflect a form of invisible trade. For some countries, invisible trade is just as important as raw materials and commodity exports for some other countries. In both cases, these countries can make money to buy the goods they need.3.International trade is varied in a variety of ways. Underwriting refers to the seller , in aparticular area and within a certain period of time , to give foreign customers the exclusive right to sell the designated commodity trade. In this deal, the goods are taken over by the underwriter, sold on their own and are self-financing. This is different from a commission-only agent, and because the underwriter enjoys a franchise in a particular area, making it distinct from the general sale and purchase agreement.4.No country in the world can produce all the products it needs, so all countries participate inthe international division of labor for effective production and reproduction. Sometimes , a country can buy goods and services abroad from a barter, which refers to the exchange of onegood for another and not for money. Barter trade by itself is not enough to meet the needs ofa country's imports. However, as a mode of trade, it is attractive to developing countries thathave a shortage of foreign exchange or shortage of inflow of foreign capital to meet the demand for foreign trade.Ⅷ. Multiple Choices1-5 D D A D B 6-10 A A A B A第二章练习答案Unit 2 General Procedures of Export and Import TransactionI. Answer the following questions1.Please tell us the procedures of international trade.The procedures of an export or import business are so complicated that it may take quite a long time to conclude a transaction. Varied and complicated procedures have to be gone through in the course of export or import transaction. From the very beginning to the end of the transaction, the whole operation generally undergoes four stages: preparing for exporting or importing, business negotiation, implementation of the contract, and settlement of disputes(if any). Each stage covers some specific steps. Since the expo rt and import trades are two sides of the same coin, and one country’s export is another country’s import.2.What are the parties involved in export and import transaction?The parties who are involved in export and import transactions are numerous and can be described as variously. The basic parties are the buyer who purchases the goods and the seller who provides the goods.3.What are the specialists involved in export and import transaction?Many specialists may be involved in export and import transaction, including:(1) A shipping agent and /or foreign forwarder (forwarding agent) will take responsibility for the documentation and arrange for the goods to be shipped by air, sea, rail or road. These services may be carried out by the supplier’s own export department, if they have the expertise.(2) Airlines, shipping lines, railway companies or haulage contractors will actual transport the goods.(3) Both the importer’s and exporter’s banks will be involved in arranging payments if a letter of credit or bill of exchange is used.(4) Customs and Excise officers may need to examine the goods, check import or export licensing and charge duty and /or V AT.(5) A chamber of Commerce may need to issue a Certificate of Origin, if this is required by the importer’s country.(6) An insurance company insures goods in transit.(7) A lawyer if a special contract has to be drawn up.4. What are the documents needed in export and import transaction?An import/export transaction usually requires a lot of complicated documents because it is difficult to make many different arrangements when one firm is dealing with another on the other side of the world. The number and type of documents needed depend on the specific requirements of the exporter and importer. Generally, the documents needed include:(1) Bill of Lading.(2) Commercial Invoice.(3) Proforma Invoice.(4) Consular Invoice.(5) Packing List.(6) Weight Memo.(7) Certificate of Inspection.(8) Certificate of Origin.(9) Insurance Policy (Certificate).(10) Sales Contract.(11) Sales Confirmation.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. T 11. T 12.F 13. T 14. F 15.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:Messrs. 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:Dear Sirs,Thank you for your letter of 5th May. We are glad to learn of the inquiries you have had from your customers for our raincoats. Our "D.D." range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries, from many of whom we have already had repeated orders. This range is popular not only because it is light in weight,but also because the material used has been specially treated to prevent excessive condensation on the inside surface.For the quantities you mention we are pleased to quote as follows:"D.D." 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: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. Case StudyQuestions:(1) What is your opinion? Give the reasons to support your opinion.(2) How to prevent such dispute?(1) The first letter of Company A and Company B can be considered as an offer, during which Company A made a request for packaging. While Company B modified the terms of the offer, which can be considered as a counter offer or a new offer. After the counter offer was issued by Company B, Company A did not reply. Although it indicated that it was bound by the offer of the company B, yet Company A did not expressly accept to Company B,(2)At this time , the contract is not established. Therefore, Company B refused to honor the contract on this ground. Company A would fall into the passive status. In order to avoid this situation, Company A, in receipt of the B Company's offer, should promptly accept it.Ⅸ.Multiple Choices1. BCE2. AB3. BCD4. ABE5. ADE6. BCDE7. CD8. ABC9. ABC 10. ABC第三章练习答案Unit 3 Contracts for the International Sale of GoodsI. Translate the followings from Chinese into English:1 terms of payment2 written form of contract3 execution of the contract4 sales contract5 purchase confirmation6 terms of transaction7 trading partners 8 the setting up of a contract9 trade agreement 10 consignment contract11 the contract proper 12 extension of the contract13 the contracting parties 14 special clause15 general terms and conditionsII. Answer the following questions in English:1 A contract is an agreement which sets forth bind obligations of the relevant parties. And any part that fails to fulfill his contractual obligations may be sued and forced to make compensation.2 There are two parties of business contract negotiations: oral and written. The former refers to direct discussions abroad; written negotiations often begin with enquiries made by the buyers.3 A written contract is generally prepared and signed as the proof of the agreement and as the basis for its execution. A sales or purchase confirmation is less detailed than a contract, covering only the essential terms of the transaction. It is usually used for smaller deals or between familiar trade partners.4 The setting up of a contract is similar to that of a trade agreement or any other type of formal agreements. It generally contains: 1) the title. The type of the contract is indicated in the title; 2) the contract proper. It is the main part of a contract; 3) the signature of the contracting parties indicating their status as the seller or the buyer; 4) the stipulations on the back of the contract and are equally binding upon the contracting parties.5 It generally contains the time of shipment, the mode of payment described in addition to an exact description of the goods including the quantity, quality, specifications, packing methods, insurance,commodity inspection, claims, arbitration and force majeure, etc.III. Translate the following into Chinese:合同是在双方达成协议的基础上制定的，而协议又是双方进行商务谈判的结果。