商务英语王玉环赖艳主编课件习题答案chapteroneinternationaltradecorrespondence

IntroductionTeacherStudentsAboutourtextbooksClassrulesClassproceduresIntroductionofthecourseWelearnBusinessEnglishintwoways:BEC—BusinessEnglishCertificate---focusonoralandlisteningbusinessEnglishInternationalTradeEnglish—focusonfundamentalbusinessknowledgeBusinessEnglishCertificate商务英语证书(BEC)考试自1993年由英国剑桥大学考试委员会与中国教育部考试中心合作推出，现已从中国推广到亚洲、欧洲、北美洲、南美洲、澳洲等60多个国家。英国剑桥大学考试委员会从1999年开始对BEC考试进行改革，2002年5月开始将采用新版BEC考试。新版BEC考试共有BECPreliminary、BECVantage、BECHigher三个等级。考试由听力、阅读、写作和口语四部分组成。与旧版BEC考试不同，新版BEC考试将把口语成绩与其它三项成绩一样记入总分，各占25%。与TOEFL()、GRE()、GMAT()以及我国目前举行的大学英语四、六级考试不同，BEC考试特别注重考生运用英语在商务环境中进行交际的能力。因此该证书在全球商业界得到广泛的认可，在中国各涉外经济部门以及在华投资的跨国公司中更是倍受青睐。目前我国已有数百家外资企业把BEC证书作为衡量应聘人员英语水平的唯一标准。

另外，已于2000年开考的，由英国剑桥大学考试委员会与全国高等教育自学考试指导委员会联合推出并颁发证书的“商务管理”、“金融管理”两个专业指定BEC为其英语课程。获得BECPreliminary、BECVantage、BECHigher三个等级C级以上成绩证书者免相应的英语课程。学习内容有：了解更多商务背景，学会在常见商务场景如Meeting、BusinessNegotiation、Report、Presentation的地道口语表达；扩充常用商务词汇，转换中国式表达，在不同的商务场合中可以就常见的商业话题和生活话题进行地道、流畅地交流。了解商务写作规则，能写出简洁、规范的商务文体,如:商务沟通Email、Memo、Report、Proposal等。针对BEC中级考试的题型，口语、写作、阅读、听力，做进一步的强化。ContentsofourbookChapterOneInternationalTrade1.1InternationalTrade1.2DefinitionofInternationalTrade1.3ReasonsforInternationalTrade1.4TheDifferencesBetweenInternationalTradeandDomesticBusiness1.5FormsofInternationalTrade1.6BenefitsofInternationalTradeChapterTwoInternationalTradeCorrespondence

2.1InternationalTradeCorrespondence2.2TheEssenceofBusinessLetters2.3ElementsofBusinessLetters2.4EnvelopeAddressing2.5BusinessLetterFormatandOutline2.6BasicPrinciplesforBusinessLettersChapterThreeInternationalTradeTerms

3.1ComponentsofTradeTerms3.2INCOTERMS3.3InterpretationofTradeTermsinINCOTERMS20003.3.1GroupE—Departure3.3.2GroupF—MainCarriageNotPaidBySeller3.3.3GroupC—MainCarriagePaidBySeller3.3.4GroupD—Arrival3.4ContrastsBetweenFOB,CFRandCIF3.5ConsiderationsforChoosingTradeTermsChapterFourEstablishingBusinessRelations4.1TheSignificanceofEstablishingBusinessRelations4.2TheChannelsofEstablishingBusinessRelations4.3CollectingInformationabouttheProspectiveClients4.4SomeSkillsinEstablishingBusinessRelationsChapterFiveEnquiryandOffer5.1Enquiry5.2Offer5.3Counter-Offer5.4Counter-Counter-OfferChapterSixAcceptance,OrderandBusinessContract6.1Acceptance6.2Order6.3BusinessContract

ChapterSevenInternationalPayment

7.1NatureofInternationalPayment7.2InstrumentsofInternationalPayment7.2.1Draft汇票7.2.2PromissoryNote本票7.2.3Check支票7.3MethodsofInternationalPayment7.3.1CashinAdvance预付现金7.3.2DocumentaryLetterofCredit跟单信用证7.3.3DocumentaryCollection跟单托收7.3.4Openaccount赊销

ChapterEightLetterofCredit

8.1NatureofLettersofCredit8.2ProceduresofLetterofCreditOperations8.2.1IssuanceofLetterofCredit8.2.2AmendmentofLettersofCredit8.2.3UtilizationofLetterofCredit8.3ConsiderationsinUsingL/C8.3.1PointsforAttentioninUsingL/C8.3.2L/CRisksandL/CRiskPreventionChapterNineInternationalCargoTransportation9.1OceanTransportation9.2ShippingDocuments9.3ClauseofShipment

9.4OtherModesofTransportationChapterTenInsurance

10.1FundamentalPrinciplesofCargoInsurance10.2RisksandLossesinCargoTransport10.3OceanMarineInsuranceunderC.I.C（CIC是containerimbalancecharge的缩写，指的是集装箱不平衡附加费）

10.4InsurancePracticeofInternationalTradeChapterElevenInspection,Claim,ForceMajeureandArbitration11.1.CommodityInspection11.2ComplaintsandClaims11.3ForceMajeure11.4ArbitrationChapterTwelveImportandExportProcedures

12.1GeneralproceduresofexportTransaction12.2GeneralProceduresofImportTransaction12.3ExportDocumentation

Chapterone

InternationaltradeQuotes

Thehighestuseofcapitalisnottomakemoremoney,buttomakemoneydomoreforthebettermentoflife.

HenryFord(1863-1947)

Ifmoneyisyourhopeforindependenceyouwillneverhaveit.Theonlyrealsecuritythatamanwillhaveinthisworldisareserveofknowledge,experience,andability.

HenryFord(1863-1947)

HenryFordwasbornonthefamilyfarminDearborn,Michigan,atowneightmileswestofDetroit,onJuly30,1863.ItwasinDearbornthatHenryFordsetuphismanufacturingcomplexandbuiltthecarsthatcarriedhisname,making`Ford'ahouseholdwordtheworldover.

ChapterOneInternationalTrade

Preview&Review

Text

Exercises&Homework

TechnicaltermsPreview&Review

GeneralIntroduction

Inthischapter,severalaspectsofinternationaltradewillbediscussed,includingtheitsdefinition,thereasonsforengaginginit,itsmajorcategories,thedifferencesbetweendomesticandinternationaltradeandthebenefitsitbrings.Allofthesegiveusabriefpictureofwhatinternationaltradeis,whatanimportantroleitplaysinthemodernworld.

Thischapterwillfocusonthediscussionofthebasicknowledgeofinternationaltrade.Afterthedefinitionofinternationaltradeinthefirstpart,thesecondpartdealswithwhypeopleindifferentcountriesmustdobusinesswithothercountries.Followingthedifferencesbetweeninternationaltradeanddomesticbusinessinthethirdpart,thefourthparttellsusthedifferentformsofinternationaltrade.Thelastpartdealswiththebenefitsofinternationaltrade.TextObjectives1.1InternationalTrade1.2DefinitionofInternationalTrade1.3ReasonsforInternationalTrade1.4TheDifferencesbetweenITandDT1.5FormsofInternationalTrade1.6BenefitsofInternationalTradeObjectivesUponcompletionofthischapter,youwillUnderstandwhatinternationaltradeisKnowthereasonsforengagingininternationaltradeLearnthemajorcategoriesofinternationaltradeDistinguishthedifferencesbetweendomesticandinternationaltradeRecognizethebenefitsofinternationaltrade1.1InternationalTrade

InternationaltradecanbedatedbackasfarastotheMiddleAges.Merchantsshippedcanoesoverseas,andsoldthegoodsdirectlytobuyersinanothercountry.Theprogressofcommunicationandtransportationtechnologywhichweredevelopedespeciallyduringtheindustrialrevolutionhasmademarketsmoreaccessibleandtheworldofbusinessmoregloballyinterdependentinthepastdecades,inturnstimulatinganupsurgeofinsuranceindustryandbankingoperationsorientedtowardinternationalpaymentsandsettlement.Thetrendtowardaglobaleconomybringspeopleandproductstogetherfromallaroundtheworld.Nowadays,internationaltradeisgrowingmuchfasterandinvolvingmoreandmorecountries,thankstotheunprecedenteddevelopmentoftechniquesandservicesintrade-relatedfieldsaswellasthegreatimprovementintrade-relatedlaws,regulationsandconventions.Asoneofthemostimportanteconomicactivitiesintheworldtoday,internationaltradeplaysamoreandmoreimportantroleinthedevelopmentofanation’seconomyandintheaccelerationofglobalizationworldwide.

Forexample,U.S.internationaltradehasmorethandoubledeverydecadesince1960,anditnowexceeds$2.9trillionannually,ormorethanfiftytimeswhatitwasjustfortyyearsago.U.S.tradeasapercentageofgrossworldproductsrosefrom15percentin1986tonearly27percentin2006.In2007,theU.S.tradewithChina,theUnitedStates’secondleadingtradepartner,accountedfornearly$500billion.1.2DefinitionofInternationalTradeInternationaltradeistheworldwideexchangeofgoodsandservicesamongnations.Itreferstotheprocessoffairanddeliberateexchangesofgoodsorservicesbetweentwoormorecountries,involvingtheuseoftwoormorecurrencies.Internationaltradeconcernstradeoperationsofbothimportandexporttradeandincludesthepurchaseandsalesofbothvisibleandinvisiblegoods.

1.3ReasonsforInternationalTrade1.3.1ResourceReasons

Nonationcanbeisolatedfromtheotherpartoftheworld,andcanbecompletelyself-sufficient.Theyareinterdependent.Thedistributionofnaturalresourcesaroundtheworldissomewhathaphazard:somenationspossessnaturalresourcesinexcessoftheirowndemandswhileothernationshavenone.Forexample,Britainhaslargereservesofcoalbutlackssomemetalreserves.Kuwaithasvastoildepositsbutlittlefarmproduce.Countriesthatdonothavethenaturalresourcesorrawmaterialswithintheirownboundariesmustimportfromcountriesthathavethem,whilethosethathavethemexceedingtheirownconsumptionwillexporttocountriesthatdon’thavethemorenoughofthem.

Theconditionissimilarforotherkindofresources.Thedevelopedcountriesarefullofskilledlabor,capitalandhightechnologyresources,whilethedevelopingworldmaylackthemandneedstoimporttheseresourcesortechnologyfromothercountries.Forexample,Japanlacksnaturalresources,butitishighlydevelopedinelectronictechnology.Consequently,itexportsalargeportionofitselectronicproductstotheworld,especiallytothedevelopingcountriesthatcannotproducethemontheirown.Inreturn,itimportsmostofthenaturalresourcesfromothercountriesintheworld.Inshort,theunevendistributionofresources,includingnatural,humanandtechnologicalresourcesintheworld,isoneofthemajorreasonswhynationstradewitheachanother.1.3.2EconomicReasons

Therearoseanotherincentivefornationstotradewiththeotherswiththedevelopmentofmanufacturingandtechnology,i.e.economicbenefits.Itisfoundthatitmakeseconomicsenseforanationtospecializeincertainactivitiesandproducethosegoodsbecauseithasthemostadvantages,andtoexchangethosegoodsfortheproductsofothernationswhichhaveadvantagesindifferentfields.WhydoesJapanmainlyexportmanufacturedgoods?WhyistheagricultureintheUSAsodifferentfromthatoftheNetherlands?Butaboveall,docountriesgainorlosefromtradingwithothernations?

ThekeytosuchquestionslargelyliesinthetheoryofdevelopedbyDavidRicardo.AccordingtoRicardo,internationaltradeismutuallybeneficial,evenwhenonenationismoreefficientintheproductionofallgoods,aslongastherearedifferencesintherelativecostsofproducingthevariousgoodsinthetwopotentialnations.China,forexample,isalaborintensiveeconomyandhasenjoyedalonghistoryoftextileproduction.Hence,itcanproducelargequantitiesoftextileproductsatmuchlowercostthansomeothercountries.Inotherwords,ithasthecomparativeadvantageintheproductionoftextileproductsandthuswillbenefititseconomybyexportingthesegoodsorexchangingthesegoodsfortheproductsofothernations.比较利益comparativeadvantage人均年产量甲国乙国计算机5010汽车4020甲国乙国计算机5010汽车2040

Comparativeadvantageisnotastaticconcept.Acountrymaydevelopaparticularcomparativeadvantagepurelythroughitsownactions,independentoftheendowmentofthenature.Switzerland’scomparativeadvantageinwatch-makingisatypicalexample.Similarly,theUnitedStateshasdevelopedcomparativeadvantageinmanylinessuchasbiotechnology,aviationindustryandchemicalpharmaceuticalmanufacturingwhichusemostup-to-datetechnology.Inaword,transactionsareconductedmainlyforeconomicbenefit.Whenthedomesticmarketisunabletohelpthetradersgeneratemoreprofitorwhentheyarenotsatisfiedwiththebenefitfromthedomesticmarket,theytendtoopenupnewmarketsinothernations.1.3.3OtherReasons

Therearemanyotherfactorswhichcanpromotetradebetweennations,andpoliticalobjectiveisone.Politicalobjectivesareotherfactorsinpromotingtradebetweennations.Onenationmighttradewithanothertosupportagovernmentwhichupholdsthesamepoliticaldoctrine.Oritmightdosoforthepurposeinpoliticalaffairs.

Whydoesanationstillneedtoimportthesameitemfromothernationsevenifithasenoughofaparticularitemtomeetitsneeds?Thisislargelybecauseofthedifferencesintastes,preferencesorconsumptionpatternstobesatisfied.Thisappliesmainlytoconsumergoods,clothingandfoodstuffs.Itmanifestsitselfthroughculture,anditisstimulatedbytravelandeducation.Forexample,eventhoughtheUSAproducesenoughcarsatreasonablecoststomeetitsowndemandandeventoexportsomeofthem,itmaystillimportcarsfromothercountriesforinnovationorvarietyofstyle.

Inaword,thedevelopmentoftradebetweennationsisattributedtotheimbalancebetweennationsintermsofnaturalresources,technologyresources,humanresources,costofproduction,politicalstrength,tastes,preferencesandconsumptionpatterns,etc.

1.4TheDifferencesBetweenInternationalTradeandDomesticTradeThemaincharacteristicthatmakesinternationaltradedifferentfromdomestictradeisthatinternationaltradeinvolvesactivitiesthattakeplaceacrossnationalborders.Thuswhenthebusinessisexecutedbeyondnationalfrontiers,itisinvariablysubjecttothepolitical,social,economicandenvironmentalpoliciesofnations.Suchpolicieshaveeitherencouragedorhamperedthefreeflowofmerchandiseininternationaltrade.Specialproblemsthatarenotnormallyexperiencedwhentradingathomemayariseininternationaltrade.Inparticular:

Thecountriesinvolvedoftenhavedifferentlegalsystems,andoneormorepartieswillhavetoadjustthemselvestooperateincompliancewiththeforeignlaw.Differentcountriesusuallyusedifferentcurrenciesandthepartiesconcernedwillhavetodecidewhichcurrencytouseanddoeverythingnecessaryasregardsconventionetc.Uncertaintiesandevenrisksareofteninvolvedintheuseofaforeigncurrency.

Culturaldifferencesincludinglanguage,customs,traditions,religion,value,behavioretc.oftenconstitutechallengesandeventrapsforpeopleengagedininternationaltrade.

Itmighthavehigherrisklevelsinforeignmarketthanindomesticmarket.Therisksincludepoliticalrisks,commercialrisks,financialrisksandtransportationrisks.Tobeagoodbusinessperson,oneneedstobesensitivetovariousrisksininternationaltradeandlearnwaystominimizethenegativeimpactsonhisbusiness.Comparedtodomesticbusiness,itismoredifficultfordealersininternationaltradetogetthenecessaryinformationofaparticularfirminaforeigncountry.Controlandcommunicationsystemsarenormallymorecomplexforforeignthanfordomesticoperations.Itisalsofarmoredifficulttoobserveandmonitorthetrendsandactivitiesinforeigncountries.Therefore,managersengagedininternationaltradeneedabroaderrangeofmanagementskillsthanthoseinvolvedonlyindomestictrade.1.5FormsofInternationalTrade

Sincewehavelearnedthedifferencesbetweeninternationaltradeanddomesticbusiness,wemaybebetterpreparedforafuturetrade.Wealsoneedtoknowwhattypesoftradeweareenteringinto,whichwillshapetheparticularstepsweneedtofollowinordertofulfillatradeactivity.Therearevariousformsofinternationaltradeandtheycanbeclassifiedintovariouscategoriesaccordingtoanumberofdifferentcriteria.

1.5.1Export,ImportandTransitTrade

Intermsofthedirectionofcargoflow,internationaltradecanbeclassifiedintoexporttrade,importtradeandtransittrade.meanstransportthegoodswhichareproducedandprocessedindomesticmarkettointernationalmarketforsale.Ontheotherhand,importtradeismadeinthereversedirection;itreferstothetransactiontotransportthegoodsfromforeigncountriestodomesticmarketsforsaleoruse.出口贸易ExportTradeOntheotherhand,referstothefactthatgoodsarefirstplacedinthebondedwarehouseofthethirdcountryandthentransportedfurthertotheimportingcountrywithoutanyadditionalprocessing.Underthissituation,thethirdcountryisabletoearnthewarehousechargesbesidestheabovementionedcustomsduties.Eventhough,underneithercaseshallthethirdcountryobtainprofitsfromgoodsprocessingorassembling.间接过境贸易indirecttransittrade

Ontheotherhand,indirecttrade,ortradethroughintermediatecountries,occurswhengoodspassthroughanintermediatecountryotherthantheproducingandconsumingcountry,remaininginthatcountryforsomelengthoftimebeforeshipmenttothedestination.Threepartiesareinvolvedinindirecttrade:theexporter,theimporterandtheintermediatecountry.referstothetransactionwhichinvolvesimportinggoodsfromoverseasforfurtherprocessingorassemblingandre-exportingthegoodsabroad.Entrepottradeinvolvesonlyoneparty,whoistheimporter,theprocessorandalsotheexporteratthesametime.转口贸易Entrepottrade1.5.3VisibleGoodsandInvisibleGoodsTrade

Fromtheformofthegoods,internationaltradecanbeclassifiedintovisiblegoodstrade(alsocalledtangiblegoodstradeorcommoditytrade)and(alsocalledintangiblegoodstradeorservicetrade).referstotheexchangeofphysicallytangiblegoodssuchascars,wines,shoesbetweencountries,involvingtheexport,import,andre-exportofgoodsatvariousstagesofproduction.Asmostofthetradeintheworldtodayrefertotheexchangeofvisiblegoodsratherthaninvisiblegoodsandmanyrules,regulationsandconventionsconcerningtradeintheworldsuchasINCOTERMS,UnitedNationsofConventiononContractsforInternationalSaleofGoods(CISG),UniformCustomsandPracticeforDocumentaryCredits(UCP),etc.areallmadetodealwithvisiblegoodstrade,thefocusofthisbookthereforeisontradewhereonlyvisiblegoodsareconcerned.

有形贸易Visiblegoodstrade无形贸易invisiblegoodstradeOnreflection,oneseesthataninvisibleitemsuchasChinesetourists’expendituresforwinesinParishasthesameeffectonthefinalbalanceofpaymentsasdoourimportsofFrenchwinetobedrunkhereathome.Whenweprovideshippinginsuranceserviceforforeigners,itactslikeanexport.Invisibletradecanbeasimportanttosomecountriesasvisibletradeistoothers.Inreality,thekindsoftradeacountrydealsinarevariedandcomplex,andoftenareamixtureofvisibleandinvisibletrade.

1.5.4BarterandFree-liquidationTrade

Astothesettlementinstrumentinvolved,internationaltradecanbeclassifiedintobartertradeandfree-liquidationtrade.referstothedirectexchangeofgoodsorservices—withoutaninterveningmediumofexchangeormoney—eitheraccordingtoestablishedratesofexchangeorbybargaining.Itisconsideredtheoldestformoftrade.Free-liquidationtrademeanstheexchangeofgoodsorserviceswithaninterveningmediumofexchangeormoneyaccordingtoratesofexchange.Cashtradeisoneformoffree-liquidationtrade.易货交易BartertradeInadditiontotheabove-mentionedformsofinternationaltrade,therearealsosomeothertypesofinternationaltradethatareclassifiedunderothernormsorcriteria.Forexample,accordingtothemodeoftransportation,internationaltradecanbeclassifiedintoTradebyRoadway,TradebySeaway,TradebyAirwayandTradebyMailOrder.1.6Benefitsofinternationaltrade

Countriesgetgreatbenefitsbytradinginternationally,whichpartlyexplainstheeverexpandingvolumeinvolvedininternationaltrade.Generallyspeaking,anationislikelytogetthefollowingbenefitsfromtradingwithothernations:1.6.1EconomicGrowth

Internationaltradehasbecomemoreandmoreimportantasitcreatesjobs,whicharegreatlysignificanttotheeconomicgrowthofindividualcountriesaswellastheadvancementofthewholeworld.Bytradingwithothernations,nationscangainmoremarketshareonitsexportedgoodsandtakeadvantageofeconomiesofscale.Economiesofscalecharacterizeaproductionprocessinwhichanincreaseinthescaleofthefirmcausesadecreaseinthelongrunaveragecostofeachunit.Inotherwords,wheneconomiesofscaleisrealized,eventhoughtheaveragecostofeachunitisreduced,moreprofitsareabletobegeneratedfromsellingmoreunitstomoremarkets.Withtheincreasingnumberoftradingpartnersandquantityofproducts,thesenationscangainmorebenefits,whichinturnhelpsthedevelopmentofitseconomyandraisesthelivingstandardofitspeople.1.6.2CheaperGoodsandServices

Aswehavementionedabove,oneofthemajorreasonsforcountriestotradewithoneanotheristhatthereisacostadvantage.Anditisthiscostadvantageofthesupplyingcountriesthatenablesthemtobuycertaingoodsorservicesofthesamequalityorhigherqualityatlowerpricesthanthecostinvolvedinproducingthemintheirowncountries.Furthermore,theeverdevelopingtechnologyinvariousfieldsandtheeverescalatingcompetitionintheworldmarketinthisnewmillenniumhavebeenmakingpricesofthegoodseverlower,whichbenefitsconsumerstoalargerdegree.Consumersthusareabletoenjoygoodsatamuchlowerprice.1.6.3GreaterVariety

Nationsareinterdependentandnonationhasallthecommoditiesorservicesthatitneeds,whichmakestheinternationaltradepossible.Andthedifferenttastesandpreferencesoftheconsumersurgeinternationaltradetogoevenfurther.Undoubtedly,asaresult,internationaltrademakesitpossibleforanationtoprovideawidervarietyofproductsforitsconsumersandthushelptoimprovethelivingstandardsofitspeople.Moreandmorenationsaredrivenbythereasonsandbenefitsmentionedabove.Corporationsandevenindividualsarealsoinvolvedininternationaltrade.However,astherearegreatdifferencesbetweeninternationalanddomestictrade,beginnersininternationaltrademaybebewilderedbyitscomplexityanddifficulty.Therefore,itisnecessaryfortraderstounderstandthedifferencesinadvancesoastobetterprepareforfuturetradeactivitiesoverseas.

TechnicalTerms

bartertrade易货交易compa