贸易常被说成是发展的引擎这个比喻虽然未免过于简单

1、Part oneI. Answer the following questions according to the information you have got1. What is international trade?2. What are the major motivations for private firm to operate internationalbusiness?3. What is the most essential motive to pursue international trade?4. What measures do most companies

2、usually adopt to avoid wild swings in thesales and profits?5. Pleas give the four major operation forms chosen by most companies.6. What does balance of payments account mean?7. What are the basic sources of international revenue and expenditure for mostcountries?8.Could you find any difference betw

3、een Direct Investment and PortofolioInvestment? If you can, please tell the main reasons.9. What is MNE? What are its synonyms?10. Please give examples to explain “Services are earnings other than those fromgoods.”11. What influences the international operational forms which a company willchoose?12.

4、 What limits a firms sales?13. Why is merchandise exports and imports the firs type of foreign operations inwhich a firm gets involved?14. What does “royalties” mean?15. What is “franchising”?II Match each one on the left with its correct meaning on the right1. motivation A. to make continual effort

5、s to gain sth.2. pursue B. the action of obtaining, esp. by efforts of careful attention.3. mark up C. which by is its nature can not be known by senses, not clearand certain, not real.4. procurement D. the goods (freight) carried by a ship, plane or vehicle.5. intangible E. the amount by which a pr

6、ice is raised.6. cargo F. profit, interest.7. royalty G. the net value of assets or interest, invest.8. equity H. not needing other things or people, taking decisions alone.9. yield I. a share of the profits.10. independent J. need or purpose.1. ( ) 2. ( ) 3. ( ) 4. ( ) 5.( )6. ( ) 7. ( ) 8. ( ) 9.

7、( ) 10. ( )III Translate the following terms and phrases into Chinese;1. purchasing power 11.recovery2. sales potentials 12. recession3. mark-up 13. portfolio investment4. domestic markets 14. tangible goods5. finished goods 15. visible exports and imports6. profit margin 16. revenue and expenditure

8、7. market share 17. excess capacity8. trade discrimination 18. trade intermediary9. timing 19. turn-key operations10. business cycles 20. licencing agreementsIV Translate the following into English:1. 贸易常被说成是发展的“引擎”。这个比喻虽然未免过于简单，但它的确说明对外贸易在经济发展中的重要性。虽然出口的健康增长并不总是快速、持久的经济增长的充分条件，但两者之间积极而密切的联系显然是不可否认的

9、。贸易发展对经济增长的作用表现在很多方面。其中：专业分工带来的利益；国际竞争对国内经济效率的促进作用；提高对发展所需的进口商品的支付能力，而更为普遍的是鼓励投资和企业家精神。2. 国际贸易是一个国家生产的商品和劳务与另一个国家生产的商品和劳务的交换。除了有形贸易，即商品和货物的进出口以外，还有无形贸易，这是指国家之间劳务的交换。希腊和挪威等国拥有庞大的海运船队，提供运输服务，这是无形贸易的一种。无形贸易对一些国家来说，就象原料和商品出口对其它一些国家那样重要。在这两种情况下，这些国家都能赚到钱去购买其所需要的商品。3. 国际间进行贸易的方式是多种多样的。包销是指卖方在特定地区和一定期限内给与国

10、外客户独家销售指定商品的权力的贸易方式。在这种交往中，商品由包销商承购，自行销售，自负盈亏。这同只收取佣金的代理方式不同；也因为包销商在特定地区享有专营权，而与一般买卖合同有别。4. 世界上没有任何一个国家能生产它所需的所有产品，所以各国参与国际分工，进行有效的生产和再生产。有时一个国家能够以易货方式从国外购买产品和服务，易货是指以一种货物交换另一种货物，而不是用钱交易。易货贸易本身并不不足以满足一个国家的进口需要。但作位一种贸易方式，它对于外汇短缺、外资流入远远无法满足外贸需求的发展中国家来说具有一定的吸引力。KeyI. Answer my questions1. International

11、 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 m

12、ass 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.

13、 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 (eg.the Un

14、ited 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 t

15、echnology 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. Tre

16、asures 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 trave

17、l, 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 firms products andservices and by customers capacity to make purch

18、ase.13. This is because at an early stage of international involvement these operationsusually take the least commitment and least risk of a firms resources.14. Royalties means the payment for use of assets from abroad, such as fortrademarks patens, copyrights, or other expertise under contract know

19、n as licencingagreements.Royalties are 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 right1. J 2.A 3.E 4.B 5.C 6.D

20、 7.I 8.G 9.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 Translate the following into English1. Trade is often

21、 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 tw

22、o 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 generall

23、y 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 involve

24、s 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,

25、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 busines

26、stransaction, 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 exclusiv

27、e 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 servic

28、es 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 acountrys import needs. But as a form of international trade, it is still attractive indeveloping countries where forei

29、gn exchange is in short supply and inflow of foreignfunds is far from sufficient to meet their obligations in external trade. Part Two1. Answer the following questions1). Please tell us what the procedures of international trade.2). What are the parties involved in export and import transaction?3).

30、What the specialists involved in export and import transaction?4). What are the documents needed in export and import transaction?2. Filling the blanks with the suitable words in the text:1) What is marketing? Marketing is the creative process of _ customer needsprofitably.2) In Britain an intermedi

31、ary called a commission _ or export commissionhouse acts on behalf of the _ importers.3) Agents are paid _ on the amount of goods purchased.4) An agent may receive goods in his _ name, and stock them in anticipation ofsale.5) A few shares for assistance in _ up the company will be issued. Well issue

32、some founders shares.6) We have developed an excellent product and obtained from the government thesole right to manufacture and sell it. We have obtained_.7) When our production and marketing expenses have been paid, we hope tohave quite a lot of money left over as earnings. We expect to make good

33、_.8) We had to find other people through whom to make sales. We had to find othersales_.9) The licensee wanted us to invest some money with him in a new company. Hewanted to set up a _ with us.10) We used to have smaller part of our company located abroad, but we dont now.We have no _ abroad.III.Tra

34、nslate the followings into English1). 经济活动开始于洞穴人。洞穴人在经济上自给自足，自己打猎，自己寻找住所，并为自己提供所需要的东西。随着原始人口的增长和发展，出现了分工的原则。一个人从事某项活动，比另一个人能力强，于是每个人都集中力量做自己最擅长的工作。有的人打猎，有的人捕鱼，然后猎人把剩余的猎物卖给打鱼的人，因此，每个人都可吃上各种各样的食物。在当今复杂的经济里，任何人或国家都不能做到自给自足。国家拥不同的经济资源，人们学会了不同的技术。这就是国际贸易和经济发展活动的基础。对外贸易是国家之间的货物交换，它的产生有许多原因。第一，原材料分散在世界各地秘鲁

35、和扎尹尔大量开采铜矿，南非开采钻石，石油则产在中东。在自己国界内没有这些资源的国家，就必须从出口国购买。第二，对外贸易的产生，还由于一个国家所拥有的某种产品不足以满足本国的需求。虽然美国是个主要产糖国，但是由于糖的消费量大于国内的生产量，因此，还必须进口。第三，一个国家可以按低于其它国家的价格出售某些产品。因为，日本大生产效率高于其他国家，所以就能够出口大量收音机和电视机。对美国来说，购进这些产品比在国内生产还要便宜。最后，对外贸易的出现还由于革稀新和式样。虽然美国生产的汽车比其他任何一个国家多，但是仍然从德国，日本和瑞典进口大量汽车，这主要是因为美国对这些国家生产的汽车有销路。2). 世界各

36、国从时的贸易千差万别，错综复杂，有形贸易和无形贸易并存。大多数国家对出口的依赖，都大于对其他活动的依赖。出口所赚取的外汇用来支付需要进口的货物。一个国家的国际收支就是这些错综复杂交易的记录。通过用货币来反映所有这些交易， 一个国家能够把比如出口，外国游客这的花费和移民汇款的手如汇总在一起。这些收入汇总起来， 便可支付诸如购买其他国家的制成品，本国居民到其他国家旅游和雇用建筑工人的费用等。Key:I. Answer the following questions(Omited)II. Filling the blanks with the suitable words in the text:1

37、.meeting/satisfying; 2.agent, foreign/overseas; mission; 4.own; 5.setting;6.patent; 7.profits; 8.outlets; 9.joint, venture; 10.subsidiaryIII.Translate the followings into English1). Economic activity began with the cavemen, who was economicallyself-sufficient. He did his own hunting, found his own s

38、helter, 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 t

39、raded his surplus to the fisherman, and each benefited fromthe variety of diet.In todays complex economic world, neither individuals nor nations areself-sufficient nations are self-sufficient. Nations have utilized different economicresources; people have developed different skills. This is the foun

40、dation ofinternational trade and economic activities.Foreign trade, the exchange of goods between nations, takes place for manyreasons. 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

41、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 enough of aparticular

42、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 televisio

43、n 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 oth

44、er 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

45、on exportsthan on any other activity. The earnings from exports pay for the imports that theyneed and want. A nations balance of payment is a record of these complextransactions. By reflecting all of these transactions in monetary terms , a nation is ableto combine the income it receives, for exampl

46、e, 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. Part ThreeI. Translate the followings from Chinese into

47、English:1 支付方式 2 书面合同3 合同的执行 4 销售合同5 购货确认书 6 交易条件7 贸易伙伴 8 合同的构成9 贸易协定 10 寄售合同11 合同正文 12 合同延期13 合同缔约方 14 特约条款15 一般条款II. Answer the following questions in English:1 What is the definition for contract? What may happen if any party fail to fulfillhis contractual obligations?2 What are the two parties o

48、f business negotiations? And give examples as you can.3 Why do the trading parties usually prefer a written contract? What is thedifference between a sales contract and a sales(purchase) confirmation?4 What does the setting up of a contract generally contain?5 What does the contract proper usually i

49、nclude?III. Translate the following into Chinese:The contract is based on agreement, which is the result of business negotiation.There are two types of business negotiations: oral and written. The former refers tothe direct discussion conducted at trade fairs or by sending trade groups abroad or byi

50、nviting foreign customers. Business discussions through international trunk calss arealso included in this category.IV. Case Studies(1) Mr. Smith, an American businessman, sold a batch of IBM computers to aHong Kong importer, Mr. Chen. The sales contract was concluded in the United Statesof America

51、on the terms of CIF Hong Kong. During execution of this contract,disputes arose between the seller and the buyer on the form and interpretation of thecontract对合同的形式和解释发生争议, In such a case, did the law of the U.S.A. orthe law of Hong Kong apply to the disputes?该争议适用法律 Why?(2) Mr. Anderson intended to

52、 sell a plane to Mr. Johnson. In his cable, Mr.Anderson offered: Confirm sale of a plane Please send 5,000 pounds bytelegraphic transfer. Mr. Johnson cabled back immediately: Conform purchase ofyour plane, terms and conditions same as your cable. Ive sent the 5,000 pounds toyour Account Bank who kee

53、ps your money on your behalf until delivery of the plane.Please confirm delivery within 30 days from the date of this cable. Mr. Andersondid not reply and sold the plane to another buyer at a much higher price.Disagreements occurred between the two parties about whether the contract wasconcluded eff

54、ectively. In such a case, was the contract concluded? Why?KeyI. Translate the followings from Chinese into English:1 terms of payment 2 written form of contract3 execution of the contract 4 sales contract5 purchase confirmation 6 terms of transaction7 trading partners 8 the setting up of a contract9

55、 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. A

56、nd 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 w

57、ritten 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 part

58、ners.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 par

59、ties 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 quanti

60、ty, 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。商务谈判有口头谈判和书面谈判两种形式。口头谈判是通过参加商品交易会，派遣贸易小组，出国或邀请客户本国进行的面对面讨论，而通过国际长途电话所进行的商务讨论也属于口头谈判。IV. Case Study1 The