国际贸易实务双语教程课后题答案

..精选实用文档..精选KeyChapter1I.Answermyquestions1.Internationaltradeisbusinesswhoseactivitiesinvolvethecrossingofnationalborders.Itincludesnotonlyinternationaltradeandforeignmanufacturingbutalsoencompassesthegrowingservicesindustryinareassuchastransportation,tourism,banking,advertising,construction,retailing,wholesaling,andmasscommunications.Itincludesallbusinesstransactionsthatinvolvetwoormorecountries.Suchbusinessrelationshipmaybeprivateorgovernmental.2.Salesexpansion,resourceacquisitionanddiversificationofsalesandsupplies.3.Togainprofit.4.Toseejoutforeignmarketsandprocurement.5.Therearefourmajorformswhicharethefollowing:MerchandiseexportsandImports,ServiceExportsandImports,InvestmentandMultinationalEnterprise.6.Itistheaccountwhichisasummarystatementoftheflowofallinternationaleconomicandfinancialtransactionsbetweenonenation(eg.theUnitedStates)andtherestoftheworldoversomeperiodoftime,usuallyoneyear.7.MerchandiseExportingandImporting.8.Yes.Therearegreatdifferencesbetweenthem.1)directinvestmenttakesplacewhencontrolfollowstheinvestment.Itusuallymeanshighcommitmentofcapital,personnel,andtechnologyabroad.Itaimsatgainingofforeignresourcesandforeignmarkets.Directinvestmentmayoftengethigherforeignsalesthanexporting.Andsometimesitinvolvestwoormoreparties.2)Whileportfolioinvestmentsarenotundercontrol.Andtheyareusedprimarilyforfinancialpurposes.Treasuresofcompanies,forexample,routinelymorefundsfromonecountrytoanothertogetahigheryieldonshortterminvestments.9.MNEistheabbreviationofthemultinationalenterprise.ItssynonymsareNNC..精选实用文档..精选(themultinationalcorporation)andTNC(transnationalcorporation).10.Examplesaretravel,transport,fee,royalties,dividendsandinterest.11.Thechoiceofformsisinfluencedbytheobjectivebeingpursuedandtheenvironmentsinwhichthecompanymustoperate.12.Itislimitedbythenumberofpeopleinterestedinafirm’sproductsandservicesandbycustomers’capacitytomakepurchase.13.Thisisbecauseatanearlystageofinternationalinvolvementtheseoperationsusuallytaketheleastcommitmentandleastriskofafirm’sresources.14.Royaltiesmeansthepaymentforuseofassetsfromabroad,suchasfortrademarkspatens,copyrights,orotherexpertiseundercontractknownaslicencingagreements.Royaltiesarealsopaidfranchising.15.Itisawayofdoingbusinessinwhichoneparty(thefranchiser)theuseofatrademarkthatisanessentialassetforthefranchisers’business.IIMatcheachoneontheleftwithitscorrectmeaningontherightIIITranslatethefollowingtermsandphrasesintoChinese1购置力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IVTranslatethefollowingintoEnglish1.Tradeisoftenthe‘engine’ofgrowth.Howeveroversimplifiedthismetaphormaybe,itdoesservetounderlinetheimportanceofforeigntradeintheprocessofgrowth.Ahealthyexpansionofexportsmaynotalwaysbesufficientconditionforrapidandsustainedgrowth,butastrongpositiveassociationbetweenthetwoisclearlyundeniable.Tradeexpansioncontributestoeconomicgrowthinmanyways...精选实用文档..精选Amongthemarethebenefitsofspecialization;thefavorableeffectsofinternationalcompetitionondomesticeconomicefficiency;theincreasedcapacitytopayfortheimportsrequiredindevelopmentandmoregenerallythestimulustoinvestment.2.Internationaltradeistheexchangeofgoodsandservicesproducedinonecountryforgoodsandservicesproducedinanothercountry.Inadditiontovisibletrade,whichinvolvestheimportandexportofgoodsandmerchandise,thereisalsoinvisibletrade,whichinvolvestheexchangeofservicesbetweennations.NationssuchasGreeceandNorwayhavelargemaritimefleetsandprovidetransportationservice.Thisisakindofinvisibletrade.Invisibletradecanbeasimportanttosomenationsastheexportofrawmaterialsorcommoditiesistoothers.Inbothcases,thenationsearnthemoneytobuynecessities.3.Thereexistdifferentwaysofconductinginternationalbusiness.Exclusivesalemeansthesellergivestheoverseasclienttheexclusiverightofsellingaparticularproductinadesignatedareawithinaspecifiedperiodoftime.Inthiskindofbusinesstransaction,theproductisboughtbytheexclusivesellerandthereforeheshouldselltheproductbyhimself,assumingsoleresponsibilitiesforhisprofitandloss.Exclusivesaleisdifferentfromagencywhereonlycommissionisinvolved.Anddifferenceexistsbetweengeneralcontractandexclusivesalesbecausetheexclusivesellerenjoysexclusiverightinaparticulararea.4.Thereisnocountryintheworldthatcanproducealltheproductsitneeds.Thuscountriesjoinininternationaldivisionoflaborforeffectiveproductionandreproduction.Sometimesacountrycanbuygoodsandservicesfromabroadonabarterbasis.Bartermeansdoingbusinessbyexchanginggoodsofonesortforgoods..精选实用文档..精选ofanothersortwithoutusingmoney.Bartertradeitselfisnotenoughtomeatacountry’simportneeds.Butasaformofinternationaltrade,itisstillattractiveindevelopingcountrieswhereforeignexchangeisinshortsupplyandinflowofforeignfundsisfarfromsufficienttomeettheirobligationsinexternaltrade.Chapter2I.Answerthefollowingquestions(Omited)II.Fillingtheblankswiththesuitablewordsinthetext:1.meeting/satisfying;2.agent,foreign/overseas;3mission;4.own;5.setting;III.TranslatethefollowingsintoEnglish1).Economicactivitybeganwiththecavemen,whowaseconomicallyself-sufficient.Hedidhisownhunting,foundhisownshelter,andprovidedforhisownneeds.Asprimitivepopulationsgrewanddeveloped,theprincipleofdivisionoflaborevolved.Onepersonwasmoreabletoperformsomeactivitythananother,andthereforeeachpersonconcentratedonwhathedidbest.Whileonehunted,anotherfished.Thehunterthentradedhissurplustothefisherman,andeachbenefitedfromthevarietyofdiet.Intoday’scomplexeconomicworld,neitherindividualsnornationsareself-sufficientnationsareself-sufficient.Nationshaveutilizeddifferenteconomicresources;peoplehavedevelopeddifferentskills.Thisisthefoundationofinternationaltradeandeconomicactivities.Foreigntrade,theexchangeofgoodsbetweennations,takesplaceformanyreasons.Thefirst,asmentionedabove,isthatnonationhasallofthecommoditiesthanitneeds.Rawmaterialsarescatteredaroundtheworld.LargedepositsofcopperareminedinPeruandZaire,diamondsareminedinSouthAfrica,andpetroleumisrecoveredinMiddleEast.Countriesthatdonothavetheseresourceswithintheirown..精选实用文档..精选boundariesmustbuyfromcountriesthatexportthem.Foreigntradealsooccursbecauseacountryoftendoesnothaveenoughofaparticularitemtomeetitsneeds.AlthoughtheUnitedStatesisamajorproducerofsugar,itconsumesmorethanitcanproduceinternallyandthusmustimportsugar.Third,onenationcansellsomeitemsatalowercostthanothercountries.Japanhasbeenabletoexportlargequantitiesofradiosandtelevisionsetsbecauseitcanproducethemmoreefficientlythanothercountries.ItischeaperfortheUnitedStatestobuythesefromJapanthantoproducethemdomestically.Finally,foreigntradetakesplacebecauseofinnovationorstyle.EventhoughtheUnitedStatesproducesmoreautomobilesthananyothercountry,itstillimportslargequantitiesofautosfromGermany,JapanandSweden,primarilybecausethereisamarketforthemintheUnitedStates.2).Thedifferentkindsoftradenationsengagedinarevariedandcomplex,amixtureofvisibleandinvisibletrade.Mostnationsaremoredependentonexportsthanonanyotheractivity.Theearningsfromexportspayfortheimportsthattheyneedandwant.Anation’sbalanceofpaymentisarecordofthesecomplextransactions.Byreflectingallofthesetransactionsinmonetaryterms,anationisabletocombinetheincomeitreceives,forexample,fromexports,touristsexpenditures,andimmigrantremittances.Thiscombinedincomesisthenspentonsuchitemsasmanufacturedgoodsfromothercountries,travelforitscitizenstoothercountries,andthehiringofconstructionengineers.Chapter3I.TranslatethefollowingsfromChineseintoEnglish:1termsofpayment2writtenformofcontract3executionofthecontract4salescontract5purchaseconfirmation6termsoftransaction7tradingpartners8thesettingupofacontract9tradeagreement10consignmentcontract..精选实用文档..精选11thecontractproper12extensionofthecontract13thecontractingparties14specialclause15generaltermsandconditionsII.AnswerthefollowingquestionsinEnglish:1Acontractisanagreementwhichsetsforthbindobligationsoftherelevantparties.Andanypartthatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation.2Therearetwopartiesofbusinesscontractnegotiations:oralandwritten.Theformerreferstodirectdiscussionsabroad;writtennegotiationsoftenbeginwithenquiriesmadebythebuyers.3Awrittencontractisgenerallypreparedandsignedastheproofoftheagreementandasthebasisforitsexecution.Asalesorpurchaseconfirmationislessdetailedthanacontract,coveringonlytheessentialtermsofthetransaction.Itisusuallyusedforsmallerdealsorbetweenfamiliartradepartners.4Thesettingupofacontractissimilartothatofatradeagreementoranyothertypeofformalagreements.Itgenerallycontains:1)thetitle.Thetypeofthecontractisindicatedinthetitle;2)thecontractproper.Itisthemainpartofacontract;3)thesignatureofthecontractingpartiesindicatingtheirstatusasthesellerorthebuyer;4)thestipulationsonthebackofthecontractandareequallybindinguponthecontractingparties.5Itgenerallycontainsthetimeofshipment,themodeofpaymentdescribedinadditiontoanexactdescriptionofthegoodsincludingthequantity,quality,specifications,packingmethods,insurance,commodityinspection,claims,arbitrationandforcemajeure,etc.III.TranslatethefollowingintoChinese:合同是在双方达成协议的根底上制定的，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，而通过国际长途所..精选实用文档..精选进行的商务讨论也属于口头谈判。IV.CaseStudy1ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:(a)thiswasaCIFcontract;(b)theplaceofconclusionofthecontractwasintheUSA;(c)theplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedthisresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.2Thiscontractwasnotconcludedeffectively.Item1ofArticle19oftheCISGindicates,"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.Inthiscase,thoughMr.JohnsonacceptedMr.Anderson'soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfor"telegraphictransfer",Mr.Johnsonsentthemoneytothebanktobekeptthere.AccordingtoItem3ofArticle19oftheCISG,alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.Chapter4I(Omited)II1)F.Priceterms,ortradeterms,areusedtoindicatedthedifferentliabilities,costandrisksofthebuyerandtheseller.2)F.Warsaw-OxfordrulesspecializeinexplainingCIFcontracts.3)T.4)T.5)F.OnCIPtermstheseller’sresponsibilitiesendwhenhehandsoverthegoodstothecarrierattheplaceofshipment,althoughhehastopaythefreightrateandinsurancepremium.6)T.7)T.8)F.ByCFRLandedismeantthatthesellerpaysforunloadingthegoodsatthe..精选实用文档..精选portofdischarge.9)T.10)F.OnFAStermsthesellerneedsonlytoputthegoodswithinthereachoftheship’stackle.Heisnotresponsibleforloadingthegoodsonboard.III.Judgmenta)Incorrect.OnFOBtermstheseller’sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.b)Incorrect.OnCIFtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.c)Correct.d)Incorrect.OnCIPtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.e)Correct.f)Correct.g)Incorrect.OnFOBtermstheseller’sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.h)Incorrect.OnDEStermsthesellermustputthegoodsundertheactualcontrolofthebuyerattheportdestination;aportofdestinationshouldbeattachedtoDES.i)Incorrect.OnDDPtermsthesellermustphysicallydeliverthegoodstothebuyeratanamedplaceintheimportcountry,thatis,anamedplaceofdestinationshouldbeaddedtoDDPterms.j)Correct.IV.Translation1)pleaserefertoINCOTERMs(199002)youmustloadthegoodsonboardinaccordancewiththestipulationsoftheINCOTERMS3)InreferencetotheconsignmentofJune54)butourbusinessisoncashpaymentwhetherthecustomsareneworold5)meetingeachotherhalfwayandallowingyoua10%discount6)thelowestFOBLiverpoolpricesofthefollowingarticles.7)Ourpricesaresubjecttochangewithoutnotice..精选实用文档..精选8)Asthisisabigorder,wehopeyoucanmakea5%discountoffthelistprice9)Becauseofthefrequentchangeofthemarketprices,itisnotpossibleforustokeepthepricesopenforawholeweek10)toreceiveyourcableofferofJuly15for300dozenshirtsofsampleNo.1302CIFNewYorkatUSD35perdozenV.CaseStudy1)Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However,partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss?Itisdefinitelynotthecasebecausethereareothertwosub-contractsexistingonCIFterms-I/PandBillofLading.Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyer’srefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified.2)InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm,accordingtowhichtheseller(CompanyE)endedhisresponsibilitieswhenhedeliveredthegoodsonboardtheshipattheportofshipment.Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium.Therefore,itwasnotrightforWtoaskEtopaythefreightandindicate“FreightRepaid〞ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargestoE.However,inpracticaldealings,foreigntradecompaniesoftencome..精选实用文档..精选acrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase,EmightcomplywithW’srequest,buthehadtoindicatedthatthefreightshouldbebornebyW.Chapter5I.GivetheChineseequivalentsforthefollowingEnglishterms:1本身所具有的特性2光泽、造型、结构3耐用性4可销售性5社会属6消毒7适用性8卫生9规格10水产品11跨国公司12保证生活质量II.Twocolumnsaregivenforyoutodecidewhichmethodisbestsuitedforacertaincommodity.Pleasematchthem.1A,2C,3D,4E,5B,6G,7F,8HIII.单项选择题IV.多项选择题V.案例分析1、答：买方的要求不尽合理。理由如下：采用FOB术语成交，一般由买方负责租船订舱。卖方可以接受卖方的委托代为租船订舱，但卖方不承当租不到船的责任和风险。就此案例来说，因公司代为租船没有租到，买方又不同意更换条件，因此，该公司不承当因自己未租到船而延误装运的责任，买方也不能因此提出撤消合同。所以，买方的要求不合理，责任和风险应该由买方自己承当。2、答：我方不能因床单受潮而拒付货款，也不能向卖方提出索赔。理由如下：〔1〕采用CIF术语成交时，属于象征性交货，卖方是凭单交货，买方是凭单付款，只要卖方如期向买方提交了合同规定的全套合格单据，即使货物在运输途中损坏或灭失，买方也必须旅行付款义务。反之，如果卖方提交的单据不符合要求，..精选实用文档..精选即使货物完好无损地运达目的地，买方仍有权拒付货款。就此案例而言，卖方提交了全套合格单据，我方应支付货款。〔2〕在CIF条件下，买卖双方风险转移界限以船舷为界。货物越过船舷后的风险应由买方负担。就本案例可以看出，货物越过船舷之前是完好的，因此卖方不承当风险。我方据此不能向卖方提出索赔，可依据所投险别向保险公司提出索赔。3、答：该公司可向卖方提出索赔。理由如下：按CFR条件成交时，尽管货物在海运途中的风险已转移给买方，但买方为降低自己的风险可办理货运保险，这取决于卖方是否及时向买方发出装运通知。据惯例解释，如果卖方未及时向买方发出装运通知，导致买方未能及时办理保险手续，由此引起的损失由卖方负担。就本案例而言，该公司货物局部丧失是由于卖方未发出装船通知而公司未办理保险手续而引起的损失，故此，该公司应向卖方提出索赔。4、答：此项损失应由买方承当，买方不应该向该公司提出索赔。以CPT术语成交时，风险转移以货交承运人为界，即卖方将货物交给指定承运人，风险即由卖方转移至买方，买方可投货物保险以确保损失最小。就本案例而言，该公司已将货物交给承运人，运输途中及后期风险均由买方自己承当，因此，该公司可拒绝买方的索赔要求。5、答：按照CIP条件成交，卖方要承当保险费和运费。因为CIP条件适合于各种运输方式，风险是在承运人控制货物时转移，所以卖方要负责办理交货地点到指定目的地的全程运输，而不仅仅是水上运输，因此卖方应支付全程运费。就本案例而言，卖方支付了海上运输的费用，但并没有将货物送往指定目的地，因此还需支付铁路运输的费用。由此，我方应支付货款，但不需支付铁路运费，卖方行为不尽合理。Chapter6I.Heregiveninthefollowingareshortformsforsomeunitsofmeasureandweight.Pleasegivethecompleteformofeach:1)吨2)盎斯3)磅4)品脱5)码6)加仑7)令8)公斤9)克10)平方米II.Pleasereadthestatementscarefully,andthengiveyourchoiceTrueorFalse...精选实用文档..精选1.T2.Fwherethegoodsaretobeunloadedmustbedecidedandconfirmedbythebuyeratleast48hoursbeforetheshiparrivesatthefirstoptionalport.3.T4.T5.T6.Faletterofindemnityisissuedbytheshippertotheshippingcompanyinexchangeforaclean-on-boardshippedbilloflading.7.Faccordingtoarticle23oftheUCPNO.500,〞IFACreditcallsforabillofladingcoveringaporttoportshipment,bankswill,unlessotherwisestipulatedinCredit,acceptadocument,howevernamed,which……containsnoindicationthatitissubjecttoacharterparty……〞8.T9.Fdispatchmoneyisanamountpaidbytheship-ownertotheshipperfortheshipper’squickerloadingandunloadingofthegoods.10.TIII.PleasegivethefollowingdefinitionsforthenamesinEnglish:1.Grossweightisthesumoftotalweightofthecommodityitselfandthetare(thepackageweight).That’stosayitreferstothenetweightplusthetareweightofthegoods.2.Netweightistheactualweightofcommoditywithouttheadditionofthetare.Ininternationaltradeifthegoodsaresoldbyweight,thenetweightisoftenused.3.Actualtare:Theactualweightofpackagesofthewholecommodities.4.Averagetare:Inthisway,theweightofpackagesiscalculatedonthebasisoftheaveragetareofapartofthepackages.5.Customarytare:Theweightofstandardizedpackagehasagenerallyrecognizerweightwhichcanbeusedtorepresenttheweightofsuchpackages.6.Computedtare:Theweightofpackageiscalculatedaccordingtothetarepreviouslyagreeduponbythesellerandthebuyerinsteadofactualweighing.IV.简答题..精选实用文档..精选1.答：数量条款规定了买卖双方交货数量及与之有关的权利和义务，他涉及成交数量确实定、计量单位和计量方法的规定及数量机动幅度等内容。为订好数量条款，应依据政策的规定和经营意图，根据需要和可能，按外商资信情况和市场行情变化，正确掌握进出口商品的成交数量，以利于合同的履行。2.答：〔1〕大宗农、副产品、矿产品及一局部工业制成品惯于采用按重量计算，一些贵重商品也惯于采用重量单位。〔2〕按数量计算适用于大多数工业制成品，尤其是日用消费品、轻工业品、机械产品及一局部土特产品。〔3〕按长度计算多用于金属绳索、布匹，绸缎等商品买卖。〔4〕面积单位可用于玻璃板、地毯、皮革等商品。〔5〕体积单位仅用于木材、天然气及化学气体的买卖。〔6〕容积单位中的蒲式耳是美国用来计量各种谷物的，公升和加仑多用于液体商品。〔7〕有些国家对某些商品有自己习惯的或法定的计量单位。例如棉花许多国家以"包"为单位，糖以"袋"为单位。3.答：〔1〕毛重。是商品本身加包装重量。〔2〕净重。是商品本身实际重量，不包括皮重。计算皮重时有按实际皮重、平均皮重、习惯皮重、约定皮重计算等四种做法。〔3〕公量。有些商品因较强的吸湿性导致重量不稳定，对此类商品可用科学的方法除去其所含实际水分，然后再加上国际公认的标准含水量。即公量＝干量＋标准含水量。〔4〕理论重量。对按固定规格形状和尺寸所生产和买卖的商品可从其件数推算总重量，此总重量即为理论重量。一般只作为计算实际重量的参考。〔5〕法定重量和实物净重。法定重量是商品重量加上直接接触商品的包装物料的重量，而除去这局部重量所表示出来的纯商品重量即为实物净重。此方法大多用于海关征税。4.答：数量机动幅度是指卖方可按买卖双方约定的某一具体数量多交或少交假设干的幅度。他的规定方法有：〔1〕合同中明确具体的规定数量的机动幅度。它既可只简单规定机动幅度，也可在此根底上约定由谁选择及作价原那么。〔2〕合同中为明确规定数量机动幅度，但将数量定为约数。?跟单信用证统一惯例?规定约数的增减幅度不超过10％。〔3〕合同中未明确规定数量机动幅度。此时卖方交货数量原那么上应与合同完全一致，但?跟单信用证统一惯例?500号出版物规定货物数量允许有5％的伸缩。5.答：〔1〕目前对在机动幅度范围内超出或低于合同数量的多装或少装部分，一般按合同价格计价结算。〔2〕为防止有权选择溢短装的当事人利用行市变化有意多装或少装而获取额外好处，有的合同规定多装或少装局部不按合同价格计算，而代之以按装船日..精选实用文档..精选的行市或目的地的市场价格计算。〔3〕假设双方未能就装船日或到货日或是市场价格取得协议，那么可交由仲裁机构解决。〔4〕有的合同还规定多交或少交货物中一局部按合同价格计算，其余局部按装船时或到货时的市价计算。IV.Casestudy1[Answer]:AccordingtoArticle11ofCISG:“Acontractofsaleneednotbeconcludedin,orevidencedby,writingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.〞ThoughChinaandtheUSarebothmembercountriesoftheCISG,Chinadeclaredthatitwon’tbeboundbyArticle11anditsrelatedarticles.Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase,thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract.Thiscontract,accordingtoChineselaw,isnoteffective.2[Answer]:AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.__Chapter7I.Forthefalsestatements,pleasestateTrueorFalse1.(T)2.(F)3.(F)4.(F)5.(F)6.(F)7.(F)8.(F)9.(F)II.PutthefollowingintoEnglish:1.consumingtaste2.giftpacking3.prettifycommodities4.portablepacking5.socialcustoms6.transparentpacking..精选实用文档..精选7.creativedesign8.suspensiblepackingIII.SupposeyouareanexporterandyourbusinessplaceisinChina,pleasemakethejudgmentifthefollowingstatementsarecorrectornotandgiveyourreasons.1.(F)2.(F)3.(T)4.(F)5.(T)6.(T)7.(F)8.(F)9.(F)10.(T)IV.简答题1.答：包装重要性表达在以下几个方面：〔1〕是实现商品价值和使用价值的重要手段，是商品生产和消费之间的桥梁。〔2〕出口商品需经过长距离辗转运输，有时需屡次装卸、搬运和存储，包装可保证商品质量和数量完整，方便货物装卸、搬运、储存。〔3〕商品生产过程，包装是最后一道工序；在流通领域中，包装具有保护商品、美化商品、宣传商品、提高售价的重要作用，并可作为对外竞争的重要手段。约定包装条件的意义在于：〔1〕不仅起到保护和美化商品作用，且包装本身还是货物说明的组成局部。〔2〕按一些国家法律解释，如一方违反了所约定的包装条件，另一方有权提出索赔，甚至拒收货物。2.答：〔1〕必须适应商品特性。〔2〕必须适应各种不同运输方式的要求。〔3〕必须考虑有关国家的法律规定和客户要求。〔4〕要保证包装牢固的前提下节省费用，便于各环节有关人员进行操作以免使货物遭受损失。3.答：〔1〕按包装方式，可分为单件运输包装和集合运输包装，后者又分为集装包和集装袋。〔2〕按包装造型，可分为箱、袋、桶和捆等方式。〔3〕按包装材料，可分为纸制，金属、木制、麻制品、玻璃制品、陶瓷制品及竹、柳、草制品包装等。〔4〕按包装质地，可分为软性，半硬性和硬性包装。〔5〕按包装程度，可分为全部包装和局部包装。4.答：〔1〕便于陈列展销，以吸引顾客和供消费者选购。〔2〕便于识别商品，以便消费者了解，看货成交。〔3〕便于携带和使用，为消费者提供方便。〔4〕要有艺术吸引力，以便吸引顾客、提高售价、扩大销路。5.答：〔1〕包装的装潢画面要美观大方，富有艺术吸引力，突出特点，图案和色彩要适应有关国家民族习惯和爱好，便于扩大出口。〔2〕包装上的文字说明应同装潢画面紧密配合，互相衬托，以到达宣传和促销目的，使用文字应简明扼要，并能让顾客看懂，必要时可中、外文并用。〔3〕包装上标签应注意有关国家的标签管理条例，尤其是食品、药品、服装。〔4〕销售包装还应注意条形码技术的使用问题。..精选实用文档..精选6.答：〔1〕有效提高结算效率和准确性，也方便了顾客。〔2〕有利于提高国际间贸易信息传递的准确性，使交易双方及时了解对方商品有关资料和本国商品在对方的销售情况。〔3〕条形码的使用是有效促使名优商品打入许多国家超级市场的前提条件。7.答：定牌生产产生的原因有：〔1〕世界许多国家超级市场、大百货公司和专业商店在其经营出售商品上标有本商店使用的商标或品牌，以扩大本企业知名度并显示该商品身价。〔2〕出口厂商为利用买方经营能力及商业信誉和品牌声誉，以提高商品售价和扩大销路，也采用定牌生产。我国出口贸易中定牌生产具体做法有：〔1〕在商品或包装上，打印上外商所指定的商标或品牌，而不标明生产国别和出口厂商名称。〔2〕在商品或包装上，说明我国的商标或品牌，同时加注国外商号名称或表示其商号的标记。〔3〕在商品或包装上，采用买方指定商标或品牌，同时注明"中国制造"字样。8.答：制定原因为：〔1〕运输标志内容较多。〔2〕有时要加进一些不必要工程。〔3〕各国和各种运输方式之间对运输标志的要求差异较大，不能适应国际货物流动量的增加和多式联运的开展，不利于电子计算机在运输和单证流转方面的应用。作用有：〔1〕减少了运输标志内容，节省出口本钱、时间和费用。〔2〕提高计算机操作和审单效率，加速船舶和资金周转。〔3〕消除因运输标志内容过多和繁杂而可能造成的失误和困难，保证交货的顺利进行。10.答：〔1〕对包装要求应当明确具体，做到明确规定包装材料、造型、规格。除传统商品外不宜采用"按惯常方式包装"等模糊包装术语。另外，除非买卖双方对具体内容事先充分交换意见或在长期业务往来中就问题取得一致认识，包装条款一定要明确具体。〔2〕应订明包装费用由何方负担。按惯例，包装费用一般在货价之内，包装条款中无须另行订明。假设买方坚持要求对原本不需包装的商品实施特殊包装，导致包装费用超出正常，增加产品本钱，或包装物料刚好构成产品本钱增加时，那么需订明包装费用负担。假设卖方同意接受买方提供包装，包装条款中还应订明寄送包装方法，包装送达日期，送交包装延迟责任及运送包装费用负担等内容。进口合同中对包装技术性较强的商品通常在单价后注明"包括包装费用"，以免发生..精选实用文档..精选纠纷。〔3〕明确由何方提供运输标志。按惯例，运输标志可由买方提供，也可由卖方决定。卖方决定时可不订入合同，或只订明"卖方标志"，由卖方设计后通知买方。买方提供时应在合同中规定买方提供时间，如超过时间卖方可提出其他补救方法。〔4〕明确包装不良应负的责任。保险公司一般不负责因包装不良造成的损失。在包装条款中，应对包装不善所造成损失的索赔问题作适当规定，以防止进口货物因包装不良受到损失，对仪器、机器设备进口时使用的包装条款，更应就索赔问题作出详细规定。V．案例题1、答：〔1〕外商做法是否合理应从两个方面来看。〔2〕一般来讲，保险公司不负责因包装不良所造成的损失。所以在进口合同条款中外商应对包装不善造成的损失的索赔问题做出详细规定。假设买方已做出规定，包装不良造成损失由卖方负责，那么外商的做法是合理的。假设买方未作具体规定，那么外商做法不尽合理，应由双方协商解决，或提交仲裁机构解决。2、答：〔1〕按国际贸易习惯，唛头由买方提供时在合同中应规定买方提供时间。如超过时间，卖方可提出其他补救方法，如自行规定唛头。〔2〕该公司在此情况下应致电买方询问延误原因，请其快速电告所设计唛头，否那么将由该公司自行规定。3、答：〔1〕我方据此提出拒收或索赔是完全合理的。〔2〕在国际货物买卖中，如一方违反了所约定的包装条件，另一方有权提出索赔，甚至可以拒收货物。由此可知，虽然外商交货数量与合同规定数量相符，但他的行为违反了合同中的包装条款，已构成违约，我方可以提出拒收或索赔。__Chapter8I、单项选择题1、C2、B3、D4、A5、B6、A7、C8、D9、A10、B11、B12、D13、CII、多项选择题1、ABCE2、ABC3、BCD4、ABCDE5、BCE6、ABC7、ABCDE8、ABCE9、AC10、ABCE11.ABCDEIII、名词解释..精选实用文档..精选1、出口总本钱：是外贸企业为出口商品支付的国内总本钱。它的构成因素有进货本钱和国内费用。如是需缴纳出口税的商品，还应包括出口税。2、出口换汇本钱：指某商品出口净收入一个单位的外汇所需要的人民币本钱。是衡量外贸企业和进出口交易盈亏的重要指标。3、固定价格：指交易双方协商一致的根底上，对合同价格予以明确、具体的规定。4、后定价格：指在合同中不明确规定价格，具体价格留待以后确定。5、暂定价格：在合同中先订立一个初步价格，作为开立信用证和初步付款依据，待双方确定最后价格后再进行最后清算，多退少补。6、待定价格：交易双方就其他条件达成一致，合同已成立，但规定“价格待定〞或合同中没有明示或默示规定货物价格的情况。7、价风格整条款：在订约时只规定初步价格，同时规定，如原材料价格和工资等发生变化，按原材料价格和工资等的变动来计算合同最终价格。8、佣金：指代理人或经纪人为委托人效劳而收取的报酬。9、明佣：交易双方在洽谈时将佣金明确表示出并写入价格条款中。10、折扣：是卖方给予买方一定的价格减让，一般可在买方支付货款时预先扣除。11、出口本钱价格：是企业以出口总本钱为根底计算出来的单位本钱价格。12、出口外汇净收入：是出口外汇总收入扣除劳务费用等非贸易外汇后的外汇收入。13、出口盈亏额：是指出口销售的人民币净收入与出口总本钱的差额。IV、简答题1、答：〔1〕要考虑商品的质量和档次，贯彻以质论价的原那么。〔2〕要考虑运输距离，核算运输本钱，做好比价工作，以表达地区差价。〔3〕要考虑交货地点和交货条件，把买卖双方的责任、费用和风险在价格中表达出来。〔4〕要考虑季节性需求的变化，掌握好季节性差价，争取有利价格。〔5〕要考虑成交数量，成交量大时可给予适当优惠。〔6〕要考虑支付条件是否有利和汇率变动的趋势，把利息负担和汇率变动风险也计入货价。〔7〕要考虑国际市场价格走势，注意搜集国际市场信息，对其价格及供求状况进行分析和预测。〔8〕要考虑交货期远近、市场销售习惯及消费者爱好与否等因素。2、答：固定价格明确、具体、肯定，便于核算和执行，是国际市场上常见做法。它的缺乏之处在于：〔1〕合同缺乏稳定性。行市剧变时，不守信用的商人会寻找各种借撕毁合同，使我方遭受不应有的损失。〔2〕价格不稳定时，国外商人会观望不前，怕承当价格波动带来的风险。为使交易顺利达成，提高履约率，减少风险，我们采用固定价格时应注意两点。〔1〕必须对影响商品供求的各种因素细致研究，并在此根底上对价格走势..精选实用文档..精选作出判断，以此作为决定合同价格依据。〔2〕通过各种途径了解客户资信情况，慎重选择订约对象。3、答：非固定价格是一种变通做法，它的有利之处在于：〔1〕有助于暂时解决价格方面的分歧，双方可先就其他条款达成协议，早日签约，待日后再确定成交价格。〔2〕解除客户对价格风险顾虑，使之敢于签订交货期长的合同。有利于巩固和扩大出口市场，有利于生产、收购和出口方案完成。〔3〕虽不能完全排除交易双方的价格风险，但有利于出口方不失时机地做成生意，也有利于进口方保证一定的转售利润。非固定价格的缺点在于：〔1〕因先订约后作价，就不可防止的带来较大的不稳定性。特别是待定价格，万一双方作价时不能取得一致意见，合同就无法执行。〔2〕如作价条款规定不当，合同还有失去法律效力的危险。4、答：在实际业务中，如果交易双方对佣金虽已达成协议，却约定不在合同中表示出来，约定的佣金由一方当事人按约定另行支付，那么称为“暗佣〞。国外中间商或买主，为赚取“双头佣〞，或为到达逃汇或逃税的目的，往往提出使用“暗佣〞。“暗扣〞是指当事人出于各种考虑，对折扣虽已达成协议，却不在合同价格条款中表示出来，折扣的金额由一方当事人按约定另行支付。5、答：佣金的支付要根据中间商提供效劳的性质和内容而定。支付方法有两种：〔1〕交易达成时就向中间商支付佣金。〔2〕卖方收到全部货款后，再另行支付佣金。第一种情况下，虽交易已达成，但万一合同无法履行，委托人仍要向中间商支付佣金。第二种情况对委托人比拟有利。为防止误解、除要明确规定委托人与中间商之间权利与义务之外，委托人最好事先与佣金商达成书面协议，明确规定出支付佣金的方法。通常佣金可在合同履行后逐笔支付，也可按月、季、半年，甚至一年汇总支付。折扣的支付一般可在买方支付货款时预先扣除，或采用“暗扣〞、“回扣〞的方法。6、答：〔1〕明确规定作价标准。规定作价标准可减少非固定价格条款给合同带来的不稳定因素，消除双方在价格方面的矛盾。〔2〕谨慎选择作价时间。它可使出口方平安收汇，保证合同顺利履行。时间确实定可分为装船前作价、装船时作价、装船后作价三种。〔3〕充分考虑采用非固定价格对合同成立的影响。在实际业务中，商品具体价格可以不在合同中规定，只规定作价方法或原那么，合同即为有效成立。因此在采用非固定价格时应尽可能将作价方法订得明确具体。7、答：我国进出口商品的作价原那么是，在贯彻平等互利的原那么下，根据国..精选实用文档..精选际价格水平，结合国别〔地区〕政策，按我方的经营意图确定适当的价格。8、答：出口本钱价格是企业以出