国贸考试范围(非官方版答案)

复习题1. 术语翻译counter sample对等样品representative sample代表性样品trade terms贸易术语neutral packing中性包装shipping mark运输标志more or less clause溢短装条款product code物品条码标志sales by samples凭样品买卖collection托收remittance汇付blank B/L不记名提单ante-dated B/L倒签提单gross for net以毛作净net weight净重air waybill空运单straight B/L记名提单freight prepaid运费预付freight collect运费到付order B/L提示提单clean on board B/L清洁已装船提单sight L/C即期信用证time L/C远期信用证draft/bill of exchange汇票documentary credit跟单信用证letter of guarantee保函firm offer实盘non-firm offer虚盘promissory note本票shipping documents货运单据force majeure不可抗力general average共同海损general additional risks一般附加险basic risk coverage基本险special additional risks特殊附加险insurance premium保险费insurance policy保险单open policy预约保险单particular average单独海损factoring保理forfeiting福费廷discount折扣commission佣金symbolic delivery象征性交货physical delivery实物交货customs clearance清关W/W Clause仓至仓条款INCOTERMS2010 2010年国际贸易术语通则UCP600 跟单信用证统一惯例600号CISG 联合国国际货物销售合同公约SWIFT 环球银行金融电讯协会T/T 电汇M/T 信汇D/D 票汇D/P 付款交单D/A 承兑交单L/C 信用证OEM 原始设备制造商F.A.Q. 良好平均品质G.M.Q 上好可销品质FOB装运港船上交货CFR成本加运费CIF 成本、保险费加运费FCA货交承运人CPT 运费付至CIP 运费、保险费付至A.R.一切险W.A.水渍险 F.P.A.平安险T.P.N.D偷窃、提货不着险 C.I.C. 中国保险条款I.C.C.国际商会AWB航空运单4. 简答题1) How many stages does a business negotiation usually undergo? Which areindispensable stages for the formation of a sales contract? Why?There're five stages: enquiry, offer, counter-offer, acceptance, conclusion of a contract.Offer and acceptance are indispensable stages, because they're required for the formation ofa sales contract.2)What is a firm offer and what is non-firm offer?In a firm offer, the offeror's intention of making a contract is definitely indicated, and under the firm offer, the offeror cannot revoke or amend what he has offered during the validity of the offer. The non-firm offer is unclear, incomplete and with reservation. It's not binding on the offeror.3)Can you tell briefly the requisite conditions that a firm offer must satisfy?It must be sent to one or more specific persons.The contents of the offer must be definite, that is , the conditions given must be complete, clear and final. A firm offer should include at least three specific conditions: the name, the quantity and the price of the commodity.It must indicate that once it has been unconditionally accepted by the offered within the validity, the offer is binding on both parties.It takes effect only after the offer reaches the offeree. It's always necessary to state the specific time zone when specifying the time of arrival.4)What methods are commonly used to express the quality of goods?Sale by actual quality: sales by inspection, sales by samplesSale by description: sales by specification/ grade/ standard/ brand-name/ description/ place of origin.5)How can we ensure quantity in international sale of goods?The quantity clause and the way of calculating the weight should be clearly indicated. The measurement unit should be consistent. Expressions like "about" and "approximately" are usually not allowed. However, the actual quantity of goods tends to be hardly in conformity with that stipulated in the contract due to influence of natural conditions, limitations of packing or transportation conditions. Thus more or less clause or an approximate quantity clause is adopted to allow a reasonable quantity flexible range.6)How many methods are commonly used to calculate weight?By gross weight, net weight, conditioned weight, theoretical weight, legal weight, net net weight.7)What is a more or less clause? Why do we need to stipulate this clause in the contract？Owing to the influence of natural conditions, limitations of packing or transportation conditions, the actual quantity of goods tends to be hardly in conformity with that stipulated in the contract. In order to avoid disputes in the settlement of contract, both parties should decide the delivery quantity reasonably and flexibly beforehand by setting a more or less clause(also called a plus or minus clause). It consists of three parts: the quantity of the deal+the measurement unit+ a more or less clause.For example: Dehydrated Garlic Flakes, 300 M/T with 5% more or less at seller's option.This is used because quite often the shipment is over-delivered or under-delivered, especially for trading of bulk goods.8)How is the price determined for the shipment over-delivered orunder-delivered？Under the more or less clause, the payment for the over-delivered or under-delivered will be effected according to the contract price or at the market price at the time of shipment.9)What should a standardized form of shipping mark suggested by ISO contain?Please design a shipping mark accordingly.Abbreviation of consignee or buyer; reference number, it can be the number of sales confirmation, order or letter of credit; port of destination; package number.ABCS/C NO. 200808080HAMBURGNOS. 1-20010)What is neutral packing and what are the two ways of neutral packingcommonly used in international trade?Neutral packing is the packing that does not show the name and address of the manufacturer, the origin of country, the trademark and brand.Neutral packing is divided into neutral packing without designated brand(无牌中性包装) and neutral packing with designated brand(定牌中性包装）. The former one is applied, neither brand and/or trade mark nor the country of origin is marked on the product and /or packages. While using the latter one, the brand and/or trade mark designated by the buyer are marked on theproduct and /or package, but the country of origin is not indicated.11)What is the meaning of Incoterms? What is the significance of usingIncoterms?Incoterms are a set of uniform rules for the interpretation of international commercial terms defining the costs, risks and the obligations of buyers and sellers in international transactions. Devised and published by the International Chamber of Commerce, they are at the heart of world trade.Using Incoterms, the misunderstanding aroused in cross-border transactions will be lessened.12)What are the differences between FOB and CFR? P89、P95FOB: the buyer bears all costs, freight and risks of loss or damage to the good when the goods passed the ship's rail.CFR: the seller pays the costs and freight necessary to bring the goods to the named port of destination, while the risks of loss or damage as well as the additional costs due to event occurring after the time of delivery are transferred from the seller to the buyer.Besides, the buyer charters the ship and books the shipping space under FOB, while under CFR, it's the seller's duty.13)What are the major types of basic risks coverage and additional riskscoverage?Basic risks coverage: FPA(Free from Particular Average), WPA(With Particular Average), AR(All Risks)Additional risks coverage: General Additional Risks, Special Additional Risks14)What is W/W Clause?The commencement and termination of basic insurance are usually stipulated by adopting the customary Warehouse to Warehouse Clause, W/W.By the W/W clause, the liability of the insurer is extended to cover pre-shipment and post-shipment risk. The insured goods are covered from the time when they leave the warehouse at the place named in the policy for the commencement of the transit and continue to be covered until they are delivered to the final warehouse at the destination named in the policy, but the policy provides an overriding time limit of 60 days after the completion of discharge of the insured goods from the seagoing vessel at the final fort of discharge. On the expiration of that time limit of 60 days the cover ceases to protect the goods even though they have not reached the final warehouse.15)What are the main functions of B/L?A receipt of the goods(货物收据); a document of title(物权凭证); the evidence of the contract between the consignor and the carrier(运输契约的证明)16)What main points should be included in the shipment clause?The clause of shipment specifies all the details regarding the shipment of the goods. The details include the time of shipment, port of shipment, port of destination, advice of shipment, partial shipment and transshipment, etc.17）What is L/C? Which type of L/C is commonly used? Why?It's basically a mechanism which allows importers/buyers to offer secure terms of payment to exporters/sellers in which a bank or more than one bank gets involved.There are Clean L/C and Documentary L/C, the latter being commonly used, because the former refers to the L/C according to which the issuing bank makes payment against only the draft drawn by the beneficiary or some ordinary documents which do not include the important shipping documents, causing the importer greater risks, so the Documentary L/C is usually adopted. The exporter is required to produce documents stated in the letter of credit evidencing the current shipment of the goods ordered before the money is released, and the importer would feel it safer to pay money.18)What is the relationship between the L/C and the sales contract?1.The contract has legal effect and is binding on both the seller and buyer through negotiation. L/C is opened on the basis of the contract. After it is opened, it becomes another indent independent from the contract.2. The contract embodies the contractual relation between the seller and buyer, while the L/C embodies the contractual relation between the issuing bank and the beneficiary.3. During the operational flow of L/C, the applicant opens the L/C and the beneficiary inspects the L/C according to the contract, while the bank inspects the documents according to the L/C instead of the contract.19）Describe the types of documentary collection and their advantages and disadvantages.By virtue of the way the documents are released, they can be divided into documents against payment(D/P) and documents against acceptance(D/A), the D/P into D/P at sight and D/P after sight.The major advantage of "a cash against documents" payment method for the buyer is low cost, versus opening a letter of credit. The advantage for the seller is that he can receive full payment prior to releasing control of the documents, although that is offset by the risk that the buyer can, for some reason, reject the documents. Since the cargo would have already been loaded to generate the documents, the seller has little recourse against the buyer in case of non-payment. An arrangement of payment against documents involves a high level of trust between the seller and the buyer and should be adopted only by parties well known to each other.20）What is the difference between a letter of credit and a letter of guarantee?Under the L/C, the issuing bank holds itself responsible for the payment of the goods, but under a letter of guarantee, the issuing bank holds itself responsible only after the principal has not fulfilled its obligations.。