国际贸易实务双语教程(第三版)Unit 03
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。
《国际贸易实务双语教程》（第三版）课后习题答案
《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. How ever 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 forrapid 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 ofbusiness 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 n eeds. 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;/doc/a74fbca93069a45177232f60ddccda38376be1c2.html 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 withdrawnbefore 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 isa 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。
国际贸易实务双语Chapter 3
Answer the following questions.
1 How many parties are usually involved in international payment?
2 What are the tools used in international payment?
Chapter Three Part A English Tex
Chapter Three Part A English Tex
Payment Instruments
2. Types of Draft According to different criterion, draft is classified into the following types. (1) Clean Bill and Documentary Bill A clean bill refers to draft without any shipment documents. A documentary bill is the draft with commercial documents, especially with the cargo transportation documents. (2) Banker’s Draft and Commercial Draft Banker’s draft means both the drawer and drawee are banks. The draft is issued by a bank. The draft will be sent to the payee for payment by remitter. Then the payee can exchange the money received from the payer (the bank). Banker’s draft is normally clean bill.
第三章国际货物买卖合同的磋商与订立教案案例分析和习题(含答案)国际贸易实务(第三版)课件
第三章国际货物买卖合同的磋商与订立教案案例分析和习题（含答案）国际贸易实务（第三版）课件第三章国际货物买卖合同的磋商与订立【教学要求】国际货物买卖在国际贸易中占有极为重要的地位，国际贸易最基本和最原始的形式就是国与国之间的商品交换。
通过本章的学习，认识国际货物买卖合同的特点和内容，了解合同磋商的复杂性和法律性，掌握国际货物买卖合同成立的必要条件，在理解有关法律规则的基础上，逐步提高签订合同的技巧和水平。
【主要内容】1、国际货物买卖合同是指营业地处于不同国家的当事人所订立的货物买卖合同。
货物买卖合同是指卖方为了取得货款而把货物的所有权移交给买方的一种双务合同，其的特点有国际性、货物性和买卖性。
订立国际货物买卖合同应遵循的原则包括平等原则、自愿原则、公平原则、诚实信用原则、合法和尊重社会公德的原则。
2、交易磋商是指买卖双方以买卖某种商品为目的而通过一定程序就交易的各项条件进行洽商并最后达成协议的全过程。
交易磋商在形式上可分为口头和书面两种。
交易的一般程序应包括邀请发盘、发盘、还盘、接受和签订合同等环节，其中发盘和接受是交易成立的基本环节，也是合同成立的必要条件。
根据《公约》的规定，一项发盘必须具备三个条件:向一个或一个以上的特定人提出;表明订立合同的意思;发盘的内容须十分确定。
根据《公约》的解释，构成有效的接受要具备的条件是:接受必须是由受盘人做出;受盘人表示接受，要采取声明的方式;接受的内容要与发盘的内容相符;接受的通知要在发盘的有效期内送达发盘人才能生效。
3、国际货物买卖合同成立应具备的条件:有当事人必须在自愿和真实的基础上达成协议，买卖双方当事人应具有法律行为的资格和能力，合同必须以双方互惠、有偿为原则，合同的标的和内容必须合法，合同的形式必须符合法律规定的要求。
4、在国际贸易业务中，书面合同主要采用销售合同、销售确认书两种。
书面合同的内容一般由下列三部分组成:约首、本文和约尾。
其中本文是合同的主体部分，国际货物买卖合同的主要条款如下:合同各方、标的物条款、价格条款、交货条款、支付条款、商检条款、不可抗力与免责、合同争议的解决方式。
《国际贸易实务》课文译文Unit3
《国际贸易实务》课文译文Unit3经贸合同第一部分定义及分类合同是具有法律效力的.协定，双方相互许诺买卖某一特定商品或完成某一具体工作。
.它可以是正式也可以是非正式;可以是口头形式的也可以是书面形式的;还可能是密封的或者是公开的。
已执行合同是指当事人双方已经执行了的合同，未执行合同是指当事人双方将要执行的合同。
在明示合同中，所有条款无论是由口头还是书面达成的协议都会得到准确严谨完全的陈述，而在暗示合同中，它的条款并未完全表述，但是它仍具法律效力并且为交易双方完全认同。
在进出口贸易中广泛采用的是正式的书面合同，例如销售合同或购买合同。
有时，合同的形式是经卖方对签的购买订单，或者是经买方对签的销售确认书。
它还可能是由往来电函达成协议之后的商业信函。
不过这种合同或者商业函件很少作为一份正式的合同。
第二部分准备合同2-1 发盘与接受在诸多使合同具有法律约束力的条件中，需要包含发盘和接受。
在合同正式形成之前，必须由交易的一方――发盘人，向交易的另一方提出发盘（购买或出售的各项交易条件），另一方――受盘人，接到发盘后决定是否同意其提出条件。
发盘的条款要明确完整而且必须由发盘人或其代理方向其特定的受盘人提出。
受盘人需在合理时间内向发盘人表示接受，否则发盘无效。
发盘可采用口头方式，亦可采用书面方式，它也可以是为双方理解的暗示方式。
发盘可针对一个受盘人发出的，也可以是一个以上的一群人。
除非“发盘被撤销，被受盘人拒绝或被接受，或超过有效期”等情况外，发盘均被视为有效。
发盘有规定的有效期。
撤销发盘象发盘一样也需要通知受盘人。
接受是指受盘人愿意接受对方提出的条件，同意与对方达成交易并及时以书面的声明或承诺送达发盘人。
受盘人接受时如对发盘的内容有任何改动，都可使原发盘失去效力。
他对发盘的回复就变为还盘，原发盘对于其后的接受也不再具有法律效力。
2-2详式合同与简式合同详式合同是正式的书面合同，有关细节一应俱全：（1）品名规格包装麦头（2）数量（3）单价（4）总价（5）装运期限（6）装运口岸（7）目的口岸（8）保险(9)付款条件(10)商品检验(11)不可抗力：由于人力不可抗拒事故，使卖方不能在合同规定期限内交货或者不能交货，卖方不负担责任，但卖方应立即以电报通知买方，如果买方提出要求，卖方应以挂号信函向买方提供证明上述事故存在的证件。
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”。
Unit 3国际贸易实务
★The packing clause in the sales contract
★The packing list
Preview Case
A Chinese company concluded a sales contract with an African partner. The packing clause stated “packed in plywood box, net weight 10 kilograms, and two boxes in a bale, covered with jute bag”. When the L/C arrived, the packing requirement said “packed in plywood box, net weight 10 kilograms, and two boxes in a bale” without the phrase “covered with jute bag”. The exporter packed the goods as the L/C requested and shipped them. When they arrived, the buyer refused to accept them. What would you suggest to the exporter?
3.1 Shipping Hazards
The shipping journey to an overseas destination is usually far more hazardous than that to a local customer. The parties involved should be aware of the hazards, e.g. rough handling, transshipment, pilferage, excessive humidity or dryness and extremes of temperature. The following example illustrates such various dangers. At the port of shipment, the box or other package in which the export goods are traveling may not be properly unloaded from the truck and may be dropped. Also, while being placed in the designated cargo assembly area, the box may suffer damage from the prongs of a fork-lift truck, it may be placed the wrong way up, or it may have several other export boxes stacked on top of it. If the box is damaged, the contents may also be damaged, and subsequently vulnerable to dirt, moisture and the attention of would-be pilferers. The next step is the loading of the box aboard ship. For this purpose, slings, grabs, nets or platforms may be used. Each method presents its own hazards to the export shipment. The sling may not be properly located, causing crush and pressure. A box may not be properly placed in the net or secured on the platform, causing it to drop onto the
国际贸易实务课后答案详解 第三章
第三章商品的包装一、思考题1．在国际货物买卖中商品包装的意义何在答：商品包装是实现商品的使用价值和附加价值的必要手段之一。
适当的商品包装，对保护、保存商品，美化、宣传商品以及方便商品的存储、运输、销售等有着重要的意义。
包装的功能、意义主要体现在以下三个方面：（1）保护功能保护功能是商品包装最基本的功能，用以保证出口商品的品质和数量在运输、储存、销往国外市场的过程中不受损、不变质、不散失。
（2）方便性功能商品包装应能方便生产、方便装填、方便储运和装卸、方便陈列与销售、方便开启、方便使用、方便回收、处理或重复使用。
（3）信息传递功能通过包装设计及其包装上的各种标识、文字、色彩等，不同的包装不仅可以传递运输货物的信息，而且可以传递有关商品的牌号、性质、成分、容量、使用方法、生产单位等信息，起到一定的广告作用，便于消费者识别，从而达到扩大销售的目的。
2．进出口商品的包装有哪些种类试分别说明其主要作用。
答：根据包装在流通过程中所起作用的不同，商品包装可分为运输包装（即外包装）和销售包装（即内包装）两种类型。
其中，运输包装的主要作用在于保护商品和防止出现货损货差；销售包装除了保护商品的品质外，还能美化商品，宣传推广，便于陈列展销，吸引顾客和方便消费者识别、选购、携带和使用，从而能起到促进销售，提高商品价值的作用。
3．对出口商品包装的基本要求是什么答：对出口商品包装的基本要求主要有：（1）适应国际市场对商品包装的要求，符合进口国对进口商品包装的规定。
（2）适应商品的特性。
（3）适应不同运输方式的需要。
（4）适度包装，保证包装牢固的前提下，节省包装费用。
（5）符合科学、经济、牢固、美观、适销的要求，以充分发挥包装的促销作用。
4．出口商品的运输包装应符合哪些要求答：运输包装又称大包装、外包装，是指将货物装入特定容器，或以特定方式成件或成箱的包装。
出口商品的运输包装应符合以下要求：（1）适应商品的特性，防止货物破损、变质、污染等损失发生。
国际贸易实务双语课件chapter three
Section Two Formation of Contract 合同的格式
A business contract is an agreement, enforceable by law. It may be formal or informal. The business contract which is generally adopted in international trade activities is the formal written one. Generally speaking, the business contract is usually made up of 3 parts, i.e., the preamble, the body and the witness clause. 贸易合同是一份具有法律效力的协议书。它可以是正 式的也可以是非正式的，一般来说，一份正式的合同 通常由约首、约文和约尾三部分组成。
Contracts for the Sale and Purchase of International Commodity 国际商品的买卖合同
Section One Definition of the Contract (合同的定义)
A contract is an agreement between two or more competent parties in which an offer is made and accepted, and each party benefits. 国际货物买卖合同是指营业地处于不同国家或地区的当 事人之间所订立的货物买卖契约，合同双方都可受益。
合同的三部分
约首：通常包括合同名称、合同号码、缔约日期、缔 约当事人、缔约地点、当事人的合法依据、缔约缘等 约文：通常包括定义条款、一般条款、基本条款、有效 期、终止、让与、不可抗力、适用的法律、仲裁、诉 讼管辖、通知手续、完整条款、修改等 约尾：通常包括文字的效力，份数，见证人，附件，当 事人签证，盖印等
国际贸易实务双语教程课后题答案
Chapter1I. Answer my questions1. International trade is business whose activities involve the crossing of nationalborders. It includes not only international trade and foreign manufacturing but alsoencompasses 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 businessrelationship 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 andMultinational Enterprise.6. It is the account which is a summary statement of the flow of all internationaleconomic and financial transactions between one nation United States ) andthe 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 usuallymeans high commitment of capital, personnel, and technology abroad. It aims atgaining of foreign resources and foreign markets. Direct investment may often gethigher foreign sales than exporting. And sometimes it involves two or more parties.2) While portfolio investments are not under control. And they are used primarilyfor financial purposes. Treasures of companies, for example, routinely more fundsfrom 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 theenvironments in which the company must operate.12. It is limited by the number of people interested in a firm’s products andservices and by customers’ capacity to make purchase.13. This is because at an early stage of international involvement these operationsusually take the least commitment and leas t risk of a firm’s resources.14. Royalties means the payment for use of assets from abroad, such as fortrademarks patens, copyrights, or other expertise under contract known as licencingare also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of atrademark that is an essential asset for the franchisers’ business.II Match each one on the left with its correct meaning on the right 1. JIII 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 Translate the following into English1. Trade is often the ‘engine’ of growth. However oversimplified this metaphormay be, it does serve to underline the importance of foreign trade in the process ofgrowth. A healthy expansion of exports may not always be sufficient condition forrapid and sustained growth, but a strong positive association between the two isclearly undeniable. Trade expansion contributes to economic growth in many ways.Among them are the benefits of specialization; the favorable effects of internationalcompetition on domestic economic efficiency; the increased capacity to pay for theimports required in development and more generally the stimulus to investment.2. International trade is the exchange of goods and services produced in onecountry for goods and services produced in another country. In addition to visibletrade, which involves the import and export of goods and merchandise, there is alsoinvisible trade, which involves the exchange of services between nations. Nationssuch as Greece and Norway have large maritime fleets and provide transportationservice. This is a kind of invisible trade. Invisible trade can be as important to somenations as the export of raw materials or commodities is to others. In both cases, thenations earn the money to buy necessities.3. There exist different ways of conducting international business. Exclusive salemeans the seller gives the overseas client the exclusive right of selling a particularproduct in a designated area within a specified period of time. In this kind of businesstransaction, the product is bought by the exclusive seller and therefore he should sellthe product by himself, assuming sole responsibilities for his profit and loss.Exclusive sale is different from agency where only commission is involved. Anddifference exists between general contract and exclusive sales because the exclusiveseller 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 andreproduction. Sometimes a country can buy goods and services from abroad on abarter basis. Barter means doing business by exchanging goods of one sort for goodsof another sort without using money. Barter trade itself is not enough to meat acountry’s impo rt needs. But as a form of international trade, it is still attractive indeveloping countries where foreign exchange is in short supply and inflow of foreignfunds is far from sufficient to meet their obligations in external trade.Chapter2I. Answer the following questions(Omited)II. Filling the blanks with the suitable words in the text: satisfying; , foreign/overseas; ; ; ;; ; ; , venture;the followings into English1). Economic activity began with the cavemen, who was economicallyself-sufficient. He did his own hunting, found his own shelter, and provided for hisown needs. As primitive populations grew and developed, the principle of division oflabor evolved. One person was more able to perform some activity than another, andtherefore each person concentrated on what he did best. While one hunted, anotherfished. The hunter then traded his surplus to the fisherman, and each benefited fromthe variety of diet.In today’s complex economic world, neither individuals nor nations are self-sufficient nations are self-sufficient. Nations have utilized different economicresources; people have developed different skills. This is the foundation ofinternational 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 commoditiesthan it needs. Raw materials are scattered around the world. Large deposits of copperare mined in Peru and Zaire, diamonds are mined in South Africa, and petroleum isrecovered in Middle East. Countries that do not have these resources within their ownboundaries must buy from countries that export them.Foreign trade also occurs because a country often does not have enoughof aparticular item to meet its needs. Although the United States is a major producer ofsugar, 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. Japanhas been able to export large quantities of radios and television sets because it canproduce them more efficiently than other countries. It is cheaper for the United Statesto buy these from Japan than to produce them domestically.Finally, foreign trade takes place because of innovation or style. Even though theUnited States produces more automobiles than any other country, it still imports largequantities of autos from Germany, Japan and Sweden, primarily because there is amarket for them in the United States.2). The different kinds of trade nations engaged in are varied and complex, amixture of visible and invisible trade. Most nations are more dependent on exportsthan on any other activity. The earnings from exports pay for the imports that theyneed and want. A nation’s balance of p ayment is a record of these complex transactions. By reflecting all of these transactions in monetary terms , a nation is ableto combine the income it receives, for example, from exports, tourists expenditures,and immigrant remittances. This combined incomes is then spent on such items asmanufactured goods from other countries, travel for its citizens to other countries, andthe hiring of construction engineers.Chapter3I. 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 relevantparties. And any part that fails to fulfill his contractual obligations may be sued andforced to make compensation.2 There are two parties of business contract negotiations: oral and written. Theformer refers to direct discussions abroad; written negotiations often begin withenquiries made by the buyers.3 A written contract is generally prepared and signed as the proof of the agreementand as the basis for its execution. A sales or purchase confirmation is less detailedthan a contract, covering only the essential terms of the transaction. It is usually usedfor smaller deals or between familiar trade partners.4 The setting up of a contract is similar to that of a trade agreement or any othertype of formal agreements. It generally contains: 1) the title. The type of the contractis indicated in the title; 2) the contract proper. It is the main part of a contract; 3) thesignature 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 thecontracting parties.5 It generally contains the time of shipment, the mode of payment described inaddition to an exact description of the goods including the quantity, quality,specifications, packing methods, insurance, commodity inspection, claims, arbitrationand 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。
国际贸易实务03
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案例2
章首引导案例
我方某公司按CIF条件和美一公司成交一笔草帽业务，货装船后 停泊在码头，结果在启运前发生一场大火，将一船草帽全部烧光。买 方闻讯后即致电我方，要求退货款或由卖方赔偿一切损失，问我方是 否应赔偿损失或退款？
遇到这种贸易纠纷我们该如何处理呢?应该由谁承担这个风险， 由谁负这个责任呢?又由谁赔偿这笔损失呢?
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国际贸易实务03
4. 2010通则在A1和B1条款在各方约定或符合惯例的情况下， 赋予电子信息与纸质信息同等效力。 5. 关于有关保险的用语作出了调整。 6. 有关“安检通关及其通关所需信息”的规定。 7. 有关“码头作业费”的规定。 8. 有关“链式销售”的规定。
由此可见，贸易术语具有两重性，即一方面表示交货条件；另一方面 表示成交价格的构成因素。这两者是紧密相关的。
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（二）贸易术语的作用
①有利于买卖双方洽商交易和订立合同 ②有利于买卖双方核算价格和成本 ③有利于买卖双方解决履约中的争议
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运费 v 6.EX Dock （Named Port of Importation）——目的港
码头交货
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（三）《国际贸易术语解释通则》
v
国际商会自1921年就开始了对国际贸易术语做统一解释的
研究，1936年提出了一套解释贸易术语的具有国际性的统一规
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国际贸易实务双语教程(第三版)Unit 02
Parties Involved in Exp. & Imp. Transaction * the railways (in some cases) in the importer’ country * the road hauler ( in some case) 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
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
国际贸易实务双语教程 （第三版）
(INTERNATIONAL Business Practice)
清华大学出版社
Review
1 What is international trade? 2 What are the major motivations for firms to operate international business? 3 What measures do most companies usually adopt to avoid wild swings in the sales and profits? 4 Please give the four major operation forms chosen by most companies. 5 What limits a firm’s sales? 6 What does “royalties” mean? 7 Please try to finish all the exercise in the text book.
国际贸易实务Chapter 3 Delivery of Goods
3.1.2 Categories of Sea Transport
Merchant vessels are operated in two ways. (1)Liner Transport:（定期船运输）类比公共汽车 运输） （定期船运输 类比公共汽车 (2)Charter Transport:（不定期船运输 Transport:（不定期船运输 运输） voyage charter:类比打的 类比打的 类比 time charter: 类比租车自驾 类比租车自驾
1. Freight of liners 2. Freight of Voyage Charter
（一） Freight of liners
件杂货班轮运输运费的计费方法 according to：Liner’s Freight Tariff ： Freight=Fb+∑S 对于基本费率，在实际业务中，大多采用等级费率表， 对于基本费率，在实际业务中，大多采用等级费率表， 等级费率表 即将货物分为若干等级（一般20个等级），每一个等 即将货物分为若干等级（一般20个等级），每一个等 20个等级）， 级的货物有一个基本费率。 级的货物有一个基本费率。
（一）Liner Transport
1.definition A Liner is a vessel with regular sailing and arrival on a stated schedule between a group of specific ports.
2. characteristics: (1)“four fixed”. fixed route, ports, schedule and relatively fixed freight(basic features) (2)“one responsible”. The carrier is responsible for loading and unloading operations. (3)The rights and obligations of the carrier and the consignor are based on B/L. (4)Not including Lay time/lay days, demurrage and dispatch money (5)Ideal for cargo of small quantity (6)The ship-owner usually leases part of shipping space instead of the whole ship.
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• Introduction • Business as we know it today would be impossible if there was no agreement or contract to bind the contracting parties. • Long ago, people devised a means for bargaining for the conduct of others by exchanging promises. • The exchange of promises came to be known as “agreements” and gradually became very important in the lives of the people and in the field of business.
The prerequisites（前提） required for a contract to be recognized and enforced
• (1) A Valid Offer and a Proper Acceptance • (2) Sufficiency of Consideration（对价） • (3) Absence of Fraud, Force, or Legal Loopholes • (4) Legal Capacity • (5) Consistency with General Public
2. Main parts of contract Preamble Body Witness clause 约首，约文，约尾 Preface of a Treaty, Text of a Treaty, End of a Treaty
CISG Article
11: A contract of sale need not be concluded in or evidenced by writing and is not subject to any other requirement as to form. It may be proved by any means, including witnesses.
Main Point in this Unit
Section One Definition of Contract（合同的定义）
Section Two Formation of Contract（合同的格式）
Section Three Performance of Contract（合同的履 行）
1. Establishment time of contract – Two standards for judgment: – 1. When the effective acceptance reaches offeror; – 2. When offeree makes the behavior of accepting.
Name of commodity
Quality
Quantity
Package
Body
Price Payment
Transport and ins performance The prevention and handling of dispute
国际贸易实务双语教程 （第三版）
(INTERNATIONAL Business Practice)
•清华大学出版社
Chapter 3 Contracts for the International Sale of Goods Review What is an Enquiry? What is an Offer? What is an acceptance? What are the two indispensable links for reaching an agreement of contract?
销售合同无须以书面订立或书面证明， 在形式方面也不受任何其它条件的限制。 销售合同可以用包括人证在内的任何方 法证明。
Various Formats of Contract In Written
• Contract • Confirmation • Agreement • Memorandum • Letter of Intent • Order (http://222.200.98.43/trade)
Section 2: Formation and main contents of contact
1. Formation of contact (1) Written contract It is the basis that the contract is established It is the basis of fulfilling contract It is the basis that the contract comes into force It is the basis of arbitration or lawsuit. (2) Oral form (3) Other forms
• Introduction
• A promise or an agreement is reached as a result of the process of offer and acceptance. • When an agreement is reached, a contract is formed, which creates legal obligations enforceable by law. • Contracts can be long or short, formal or informal, simple or complicated, and verbal or written, of which the most popular is the written contract for pre-printed contract.
• A contract is an agreement which sets forth binding obligations of the relevant parties. It is enforceable by law, and any party that fails to fulfill his contractual obligations may be sued and forced to make compensation, though most contracts do not give rise to disputes.
2. The essential conditions of a contract come into effective: – 1) contracting parties should have signing ability – 2) the content of the contract should be legal – 3) the contract should conform to legal formality – 4) contracting parties' meaning expresses should be true
A contract proper includes: 1)the full name and address of the buyer and the seller; 2) the commodities involved; 3) all the terms and conditions agreed upon; 4) indication of the number of original copies of the contract, the language used, the term of validity and possible extension of the contract.
THE LAWS ARE APPLICABLE TO INTERNATIONAL SALES CONTRACTS
◆International Trade Practice ☆International Rules for the Interpretation of Trade Terms《国际贸易术语解释通则》 ☆Uniform Customs and Practice for Documentary Credit《跟单信用证统一惯例》 ◆International Treaty ☆ Unite Nations Convention on Contracts for the International Sale of Goods《联合国国际货物销售合同 公约》 ◆Domestic Laws ☆ Contract law《中华人民共和国合同法》
• Introduction • The importance of a contract in an international sales transaction cannot be underestimated. • So the exporter should avoid viewing the contract merely as a document that initiates transaction and subsequently is filed and forgotten. • Contracts must be drafted with an awareness of the background of the law in which the transaction takes place, with a clear conception of the various services it may be called upon to render, etc.