..精選實用文檔..精選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..精選實用文檔..精選(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購置力11經濟復蘇；恢復2潛在銷售量12經濟衰退3加價，漲價13間接投資4國內市場14有形貨物5制成品15有形進出口6邊際利潤16收入及支出；歲入及歲出7市場占有率17超額能力8貿易歧視18貿易中間人〔商〕；經紀人9時機選擇19全部包建的工程承包方式10經銷周期20許可證協定IVTranslatethefollowingintoEnglish1.Tradeisoftenthe‘engine’ofgrowth.Howeveroversimplifiedthismetaphormaybe,itdoesservetounderlinetheimportanceofforeigntradeintheprocessofgrowth.Ahealthyexpansionofexportsmaynotalwaysbesufficientconditionforrapidandsustainedgrowth,butastrongpositiveassociationbetweenthetwoisclearlyundeniable.Tradeexpansioncontributestoeconomicgrowthinmanyways...精選實用文檔..精選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..精選實用文檔..精選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..精選實用文檔..精選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..精選實用文檔..精選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:合同是在雙方達成協議的根底上制定的，而協議又是雙方進行商務談判的結果。商務談判有口頭談判和書面談判兩種形式。口頭談判是通過參加商品交易會，派遣貿易小組，出國或邀請客戶本國進行的面對面討論，而通過國際長途所..精選實用文檔..精選進行的商務討論也屬于口頭談判。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..精選實用文檔..精選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..精選實用文檔..精選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..精選實用文檔..精選acrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase,EmightcomplywithW’srequest,buthehadtoindicatedthatthefreightshouldbebornebyW.Chapter5I.GivetheChineseequivalentsforthefollowingEnglishterms:1本身所具有的特性2光澤、造型、結構3耐用性4可銷售性5社會屬6消毒7適用性8衛(wèi)生9規(guī)格10水產品11跨國公司12保證生活質量II.Twocolumnsaregivenforyoutodecidewhichmethodisbestsuitedforacertaincommodity.Pleasematchthem.1A,2C,3D,4E,5B,6G,7F,8HIII.單項選擇題IV.多項選擇題V.案例分析1、答：買方的要求不盡合理。理由如下：采用FOB術語成交，一般由買方負責租船訂艙。賣方可以接受賣方的委托代為租船訂艙，但賣方不承當租不到船的責任和風險。就此案例來說，因公司代為租船沒有租到，買方又不同意更換條件，因此，該公司不承當因自己未租到船而延誤裝運的責任，買方也不能因此提出撤消合同。所以，買方的要求不合理，責任和風險應該由買方自己承當。2、答：我方不能因床單受潮而拒付貨款，也不能向賣方提出索賠。理由如下：〔1〕采用CIF術語成交時，屬于象征性交貨，賣方是憑單交貨，買方是憑單付款，只要賣方如期向買方提交了合同規(guī)定的全套合格單據，即使貨物在運輸途中損壞或滅失，買方也必須旅行付款義務。反之，如果賣方提交的單據不符合要求，..精選實用文檔..精選即使貨物完好無損地運達目的地，買方仍有權拒付貨款。就此案例而言，賣方提交了全套合格單據，我方應支付貨款。〔2〕在CIF條件下，買賣雙方風險轉移界限以船舷為界。貨物越過船舷后的風險應由買方負擔。就本案例可以看出，貨物越過船舷之前是完好的，因此賣方不承當風險。我方據此不能向賣方提出索賠，可依據所投險別向保險公司提出索賠。3、答：該公司可向賣方提出索賠。理由如下：按CFR條件成交時，盡管貨物在海運途中的風險已轉移給買方，但買方為降低自己的風險可辦理貨運保險，這取決于賣方是否及時向買方發(fā)出裝運通知。據慣例解釋，如果賣方未及時向買方發(fā)出裝運通知，導致買方未能及時辦理保險手續(xù)，由此引起的損失由賣方負擔。就本案例而言，該公司貨物局部喪失是由于賣方未發(fā)出裝船通知而公司未辦理保險手續(xù)而引起的損失，故此，該公司應向賣方提出索賠。4、答：此項損失應由買方承當，買方不應該向該公司提出索賠。以CPT術語成交時，風險轉移以貨交承運人為界，即賣方將貨物交給指定承運人，風險即由賣方轉移至買方，買方可投貨物保險以確保損失最小。就本案例而言，該公司已將貨物交給承運人，運輸途中及后期風險均由買方自己承當，因此，該公司可拒絕買方的索賠要求。5、答：按照CIP條件成交，賣方要承當保險費和運費。因為CIP條件適合于各種運輸方式，風險是在承運人控制貨物時轉移，所以賣方要負責辦理交貨地點到指定目的地的全程運輸，而不僅僅是水上運輸，因此賣方應支付全程運費。就本案例而言，賣方支付了海上運輸的費用，但并沒有將貨物送往指定目的地，因此還需支付鐵路運輸的費用。由此，我方應支付貨款，但不需支付鐵路運費，賣方行為不盡合理。Chapter6I.Heregiveninthefollowingareshortformsforsomeunitsofmeasureandweight.Pleasegivethecompleteformofeach:1)噸2)盎斯3)磅4)品脫5)碼6)加侖7)令8)公斤9)克10)平方米II.Pleasereadthestatementscarefully,andthengiveyourchoiceTrueorFalse...精選實用文檔..精選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.簡答題..精選實用文檔..精選1.答：數量條款規(guī)定了買賣雙方交貨數量及與之有關的權利和義務，他涉及成交數量確實定、計量單位和計量方法的規(guī)定及數量機動幅度等內容。為訂好數量條款，應依據政策的規(guī)定和經營意圖，根據需要和可能，按外商資信情況和市場行情變化，正確掌握進出口商品的成交數量，以利于合同的履行。2.答：〔1〕大宗農、副產品、礦產品及一局部工業(yè)制成品慣于采用按重量計算，一些貴重商品也慣于采用重量單位。〔2〕按數量計算適用于大多數工業(yè)制成品，尤其是日用消費品、輕工業(yè)品、機械產品及一局部土特產品。〔3〕按長度計算多用于金屬繩索、布匹，綢緞等商品買賣。〔4〕面積單位可用于玻璃板、地毯、皮革等商品。〔5〕體積單位僅用于木材、天然氣及化學氣體的買賣。〔6〕容積單位中的蒲式耳是美國用來計量各種谷物的，公升和加侖多用于液體商品。〔7〕有些國家對某些商品有自己習慣的或法定的計量單位。例如棉花許多國家以"包"為單位，糖以"袋"為單位。3.答：〔1〕毛重。是商品本身加包裝重量。〔2〕凈重。是商品本身實際重量，不包括皮重。計算皮重時有按實際皮重、平均皮重、習慣皮重、約定皮重計算等四種做法。〔3〕公量。有些商品因較強的吸濕性導致重量不穩(wěn)定，對此類商品可用科學的方法除去其所含實際水分，然后再加上國際公認的標準含水量。即公量＝干量＋標準含水量。〔4〕理論重量。對按固定規(guī)格形狀和尺寸所生產和買賣的商品可從其件數推算總重量，此總重量即為理論重量。一般只作為計算實際重量的參考。〔5〕法定重量和實物凈重。法定重量是商品重量加上直接接觸商品的包裝物料的重量，而除去這局部重量所表示出來的純商品重量即為實物凈重。此方法大多用于海關征稅。4.答：數量機動幅度是指賣方可按買賣雙方約定的某一具體數量多交或少交假設干的幅度。他的規(guī)定方法有：〔1〕合同中明確具體的規(guī)定數量的機動幅度。它既可只簡單規(guī)定機動幅度，也可在此根底上約定由誰選擇及作價原那么。〔2〕合同中為明確規(guī)定數量機動幅度，但將數量定為約數。?跟單信用證統一慣例?規(guī)定約數的增減幅度不超過10％。〔3〕合同中未明確規(guī)定數量機動幅度。此時賣方交貨數量原那么上應與合同完全一致，但?跟單信用證統一慣例?500號出版物規(guī)定貨物數量允許有5％的伸縮。5.答：〔1〕目前對在機動幅度范圍內超出或低于合同數量的多裝或少裝部分，一般按合同價格計價結算。〔2〕為防止有權選擇溢短裝的當事人利用行市變化有意多裝或少裝而獲取額外好處，有的合同規(guī)定多裝或少裝局部不按合同價格計算，而代之以按裝船日..精選實用文檔..精選的行市或目的地的市場價格計算。〔3〕假設雙方未能就裝船日或到貨日或是市場價格取得協議，那么可交由仲裁機構解決。〔4〕有的合同還規(guī)定多交或少交貨物中一局部按合同價格計算，其余局部按裝船時或到貨時的市價計算。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..精選實用文檔..精選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.簡答題1.答：包裝重要性表達在以下幾個方面：〔1〕是實現商品價值和使用價值的重要手段，是商品生產和消費之間的橋梁。〔2〕出口商品需經過長距離輾轉運輸，有時需屢次裝卸、搬運和存儲，包裝可保證商品質量和數量完整，方便貨物裝卸、搬運、儲存。〔3〕商品生產過程，包裝是最后一道工序；在流通領域中，包裝具有保護商品、美化商品、宣傳商品、提高售價的重要作用，并可作為對外競爭的重要手段。約定包裝條件的意義在于：〔1〕不僅起到保護和美化商品作用，且包裝本身還是貨物說明的組成局部。〔2〕按一些國家法律解釋，如一方違反了所約定的包裝條件，另一方有權提出索賠，甚至拒收貨物。2.答：〔1〕必須適應商品特性。〔2〕必須適應各種不同運輸方式的要求。〔3〕必須考慮有關國家的法律規(guī)定和客戶要求。〔4〕要保證包裝牢固的前提下節(jié)省費用，便于各環(huán)節(jié)有關人員進行操作以免使貨物遭受損失。3.答：〔1〕按包裝方式，可分為單件運輸包裝和集合運輸包裝，后者又分為集裝包和集裝袋。〔2〕按包裝造型，可分為箱、袋、桶和捆等方式。〔3〕按包裝材料，可分為紙制，金屬、木制、麻制品、玻璃制品、陶瓷制品及竹、柳、草制品包裝等。〔4〕按包裝質地，可分為軟性，半硬性和硬性包裝。〔5〕按包裝程度，可分為全部包裝和局部包裝。4.答：〔1〕便于陳列展銷，以吸引顧客和供消費者選購。〔2〕便于識別商品，以便消費者了解，看貨成交。〔3〕便于攜帶和使用，為消費者提供方便。〔4〕要有藝術吸引力，以便吸引顧客、提高售價、擴大銷路。5.答：〔1〕包裝的裝潢畫面要美觀大方，富有藝術吸引力，突出特點，圖案和色彩要適應有關國家民族習慣和愛好，便于擴大出口。〔2〕包裝上的文字說明應同裝潢畫面緊密配合，互相襯托，以到達宣傳和促銷目的，使用文字應簡明扼要，并能讓顧客看懂，必要時可中、外文并用。〔3〕包裝上標簽應注意有關國家的標簽管理條例，尤其是食品、藥品、服裝。〔4〕銷售包裝還應注意條形碼技術的使用問題。..精選實用文檔..精選6.答：〔1〕有效提高結算效率和準確性，也方便了顧客。〔2〕有利于提高國際間貿易信息傳遞的準確性，使交易雙方及時了解對方商品有關資料和本國商品在對方的銷售情況。〔3〕條形碼的使用是有效促使名優(yōu)商品打入許多國家超級市場的前提條件。7.答：定牌生產產生的原因有：〔1〕世界許多國家超級市場、大百貨公司和專業(yè)商店在其經營出售商品上標有本商店使用的商標或品牌，以擴大本企業(yè)知名度并顯示該商品身價。〔2〕出口廠商為利用買方經營能力及商業(yè)信譽和品牌聲譽，以提高商品售價和擴大銷路，也采用定牌生產。我國出口貿易中定牌生產具體做法有：〔1〕在商品或包裝上，打印上外商所指定的商標或品牌，而不標明生產國別和出口廠商名稱。〔2〕在商品或包裝上，說明我國的商標或品牌，同時加注國外商號名稱或表示其商號的標記。〔3〕在商品或包裝上，采用買方指定商標或品牌，同時注明"中國制造"字樣。8.答：制定原因為：〔1〕運輸標志內容較多。〔2〕有時要加進一些不必要工程。〔3〕各國和各種運輸方式之間對運輸標志的要求差異較大，不能適應國際貨物流動量的增加和多式聯運的開展，不利于電子計算機在運輸和單證流轉方面的應用。作用有：〔1〕減少了運輸標志內容，節(jié)省出口本錢、時間和費用。〔2〕提高計算機操作和審單效率，加速船舶和資金周轉。〔3〕消除因運輸標志內容過多和繁雜而可能造成的失誤和困難，保證交貨的順利進行。10.答：〔1〕對包裝要求應當明確具體，做到明確規(guī)定包裝材料、造型、規(guī)格。除傳統商品外不宜采用"按慣常方式包裝"等模糊包裝術語。另外，除非買賣雙方對具體內容事先充分交換意見或在長期業(yè)務往來中就問題取得一致認識，包裝條款一定要明確具體。〔2〕應訂明包裝費用由何方負擔。按慣例，包裝費用一般在貨價之內，包裝條款中無須另行訂明。假設買方堅持要求對原本不需包裝的商品實施特殊包裝，導致包裝費用超出正常，增加產品本錢，或包裝物料剛好構成產品本錢增加時，那么需訂明包裝費用負擔。假設賣方同意接受買方提供包裝，包裝條款中還應訂明寄送包裝方法，包裝送達日期，送交包裝延遲責任及運送包裝費用負擔等內容。進口合同中對包裝技術性較強的商品通常在單價后注明"包括包裝費用"，以免發(fā)生..精選實用文檔..精選糾紛。〔3〕明確由何方提供運輸標志。按慣例，運輸標志可由買方提供，也可由賣方決定。賣方決定時可不訂入合同，或只訂明"賣方標志"，由賣方設計后通知買方。買方提供時應在合同中規(guī)定買方提供時間，如超過時間賣方可提出其他補救方法。〔4〕明確包裝不良應負的責任。保險公司一般不負責因包裝不良造成的損失。在包裝條款中，應對包裝不善所造成損失的索賠問題作適當規(guī)定，以防止進口貨物因包裝不良受到損失，對儀器、機器設備進口時使用的包裝條款，更應就索賠問題作出詳細規(guī)定。V．案例題1、答：〔1〕外商做法是否合理應從兩個方面來看。〔2〕一般來講，保險公司不負責因包裝不良所造成的損失。所以在進口合同條款中外商應對包裝不善造成的損失的索賠問題做出詳細規(guī)定。假設買方已做出規(guī)定，包裝不良造成損失由賣方負責，那么外商的做法是合理的。假設買方未作具體規(guī)定，那么外商做法不盡合理，應由雙方協商解決，或提交仲裁機構解決。2、答：〔1〕按國際貿易習慣，嘜頭由買方提供時在合同中應規(guī)定買方提供時間。如超過時間，賣方可提出其他補救方法，如自行規(guī)定嘜頭。〔2〕該公司在此情況下應致電買方詢問延誤原因，請其快速電告所設計嘜頭，否那么將由該公司自行規(guī)定。3、答：〔1〕我方據此提出拒收或索賠是完全合理的。〔2〕在國際貨物買賣中，如一方違反了所約定的包裝條件，另一方有權提出索賠，甚至可以拒收貨物。由此可知，雖然外商交貨數量與合同規(guī)定數量相符，但他的行為違反了合同中的包裝條款，已構成違約，我方可以提出拒收或索賠。__Chapter8I、單項選擇題1、C2、B3、D4、A5、B6、A7、C8、D9、A10、B11、B12、D13、CII、多項選擇題1、ABCE2、ABC3、BCD4、ABCDE5、BCE6、ABC7、ABCDE8、ABCE9、AC10、ABCE11.ABCDEIII、名詞解釋..精選實用文檔..精選1、出口總本錢：是外貿企業(yè)為出口商品支付的國內總本錢。它的構成因素有進貨本錢和國內費用。如是需繳納出口稅的商品，還應包括出口稅。2、出口換匯本錢：指某商品出口凈收入一個單位的外匯所需要的人民幣本錢。是衡量外貿企業(yè)和進出口交易盈虧的重要指標。3、固定價格：指交易雙方協商一致的根底上，對合同價格予以明確、具體的規(guī)定。4、后定價格：指在合同中不明確規(guī)定價格，具體價格留待以后確定。5、暫定價格：在合同中先訂立一個初步價格，作為開立信用證和初步付款依據，待雙方確定最后價格后再進行最后清算，多退少補。6、待定價格：交易雙方就其他條件達成一致，合同已成立，但規(guī)定“價格待定〞或合同中沒有明示或默示規(guī)定貨物價格的情況。7、價風格整條款：在訂約時只規(guī)定初步價格，同時規(guī)定，如原材料價格和工資等發(fā)生變化，按原材料價格和工資等的變動來計算合同最終價格。8、傭金：指代理人或經紀人為委托人效勞而收取的報酬。9、明傭：交易雙方在洽談時將傭金明確表示出并寫入價格條款中。10、折扣：是賣方給予買方一定的價格減讓，一般可在買方支付貨款時預先扣除。11、出口本錢價格：是企業(yè)以出口總本錢為根底計算出來的單位本錢價格。12、出口外匯凈收入：是出口外匯總收入扣除勞務費用等非貿易外匯后的外匯收入。13、出口盈虧額：是指出口銷售的人民幣凈收入與出口總本錢的差額。IV、簡答題1、答：〔1〕要考慮商品的質量和檔次，貫徹以質論價的原那么。〔2〕要考慮運輸距離，核算運輸本錢，做好比價工作，以表達地區(qū)差價。〔3〕要考慮交貨地點和交貨條件，把買賣雙方的責任、費用和風險在價格中表達出來。〔4〕要考慮季節(jié)性需求的變化，掌握好季節(jié)性差價，爭取有利價格。〔5〕要考慮成交數量，成交量大時可給予適當優(yōu)惠。〔6〕要考慮支付條件是否有利和匯率變動的趨勢，把利息負擔和匯率變動風險也計入貨價。〔7〕要考慮國際市場價格走勢，注意搜集國際市場信息，對其價格及供求狀況進行分析和預測。〔8〕要考慮交貨期遠近、市場銷售習慣及消費者愛好與否等因素。2、答：固定價格明確、具體、肯定，便于核算和執(zhí)行，是國際市場上常見做法。它的缺乏之處在于：〔1〕合同缺乏穩(wěn)定性。行市劇變時，不守信用的商人會尋找各種借撕毀合同，使我方遭受不應有的損失。〔2〕價格不穩(wěn)定時，國外商人會觀望不前，怕承當價格波動帶來的風險。為使交易順利達成，提高履約率，減少風險，我們采用固定價格時應注意兩點。〔1〕必須對影響商品供求的各種因素細致研究，并在此根底上對價格走勢..精選實用文檔..精選作出判斷，以此作為決定合同價格依據。〔2〕通過各種途徑了解客戶資信情況，慎重選擇訂約對象。3、答：非固定價格是一種變通做法，它的有利之處在于：〔1〕有助于暫時解決價格方面的分歧，雙方可先就其他條款達成協議，早日簽約，待日后再確定成交價格。〔2〕解除客戶對價格風險顧慮，使之敢于簽訂交貨期長的合同。有利于鞏固和擴大出口市場，有利于生產、收購和出口方案完成。〔3〕雖不能完全排除交易雙方的價格風險，但有利于出口方不失時機地做成生意，也有利于進口方保證一定的轉售利潤。非固定價格的缺點在于：〔1〕因先訂約后作價，就不可防止的帶來較大的不穩(wěn)定性。特別是待定價格，萬一雙方作價時不能取得一致意見，合同就無法執(zhí)行。〔2〕如作價條款規(guī)定不當，合同還有失去法律效力的危險。4、答：在實際業(yè)務中，如果交易雙方對傭金雖已達成協議，卻約定不在合同中表示出來，約定的傭金由一方當事人按約定另行支付，那么稱為“暗傭〞。國外中間商或買主，為賺取“雙頭傭〞，或為到達逃匯或逃稅的目的，往往提出使用“暗傭〞。“暗扣〞是指當事人出于各種考慮，對折扣雖已達成協議，卻不在合同價格條款中表示出來，折扣的金額由一方當事人按約定另行支付。5、答：傭金的支付要根據中間商提供效勞的性質和內容而定。支付方法有兩種：〔1〕交易達成時就向中間商支付傭金。〔2〕賣方收到全部貨款后，再另行支付傭金。第一種情況下，雖交易已達成，但萬一合同無法履行，委托人仍要向中間商支付傭金。第二種情況對委托人比擬有利。為防止誤解、除要明確規(guī)定委托人與中間商之間權利與義務之外，委托人最好事先與傭金商達成書面協議，明確規(guī)定出支付傭金的方法。通常傭金可在合同履行后逐筆支付，也可按月、季、半年，甚至一年匯總支付。折扣的支付一般可在買方支付貨款時預先扣除，或采用“暗扣〞、“回扣〞的方法。6、答：〔1〕明確規(guī)定作價標準。規(guī)定作價標準可減少非固定價格條款給合同帶來的不穩(wěn)定因素，消除雙方在價格方面的矛盾。〔2〕謹慎選擇作價時間。它可使出口方平安收匯，保證合同順利履行。時間確實定可分為裝船前作價、裝船時作價、裝船后作價三種。〔3〕充分考慮采用非固定價格對合同成立的影響。在實際業(yè)務中，商品具體價格可以不在合同中規(guī)定，只規(guī)定作價方法或原那么，合同即為有效成立。因此在采用非固定價格時應盡可能將作價方法訂得明確具體。7、答：我國進出口商品的作價原那么是，在貫徹平等互利的原那么下，根據國..精選實用文檔..精選際價格水平，結合國別〔地區(qū)〕政策，按我方的經營意圖確定適當的價格。8、答：出口本錢價格是企業(yè)以出