国际贸易实务
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国际贸易实务(英文版) International Trade Practice
Chapter one
1 Why do nations conduct trade with one another？
答：A nation conducts international trade because：
it has the products and resources that exceed its domestic demand；it wants to get more economic benefits in a larger international market than what can be gained in domestic market；it wants to win political support；or it needs to satisfy different tastes，preferences and consumption patterns among its people.
2 How many forms are adopted in the process of negotiation？Business negotiations can be conducted in two forms：in words，i.e. face-to-face negotiation or negotiation through telephone，and in writing，i.e. business correspondence which includes letters，faxes，e-mails，telexes，etc. Whatever is chosen for the negotiation of a contract，four main steps are generally followed before a contract is concluded：enquiry，offer，counter-offer and acceptance.
Chapter two
III Explain the following terms
1 shipment contract
答：Shipment contract is a contract using an Incoterm which indicates that the delivery happens at the time or before the time of
shipment.
2 symbolic delivery
Symbolic delivery is a delivery situation in which when the seller delivers the buyer does not physically receive the goods. This kind of delivery is proved by the submission of transport document by the seller to the buyer.
3 arrival contract
Arrival contract means a contract using an Incoterm which indicates that the delivery happens when the goods arrive at the destination.
4 actual delivery
Actual delivery refers to a delivery situation in which when the seller delivers the buyer does physically receive the goods.
IV. Short questions
1 What are the two types of trade terms concerning the transfer of risks?
答：Shipment contract terms vs. arrival contract terms. Under shipment contract terms seller’s risk will be transferred to the buyer before the goods depart from the place/port of shipment. Under arrival contract terms seller will bear the risk of the goods until the goods arrive the destination.
2 What are the differences and similarities between CIP and CIF? 答：Major similarities: a. seller should contract and pay for the major carriage. b. Seller is not taking the risk of loss or damage to the goods during the transportation. c. Seller must obtain insurance against buyer’s risk. Difference: a. CPT is applicabl e to any kind of transportation mode while CFR is only used for waterway transport.
b. Under CPT seller’s risk will be transferred to the buyer when the goods are handed over to the first carrier nominated by seller. Under CFR seller’s risk will be transfe rred when the goods pass over the ship’s rail.
3 Who is responsible for carrying out customs formalities for exports under an FOB contract?
答：Seller. According to Incoterms 2000, except EXW and DDP these two terms, all the other eleven terms require the seller to handle the export customs formalities, while buyer the import customs formalities.
4 If a Chinese trader signs a FOB Hamburg contract, is he exporting or importing?
答：Importing. FOB should be used with a “named port of shipment”,