国际商务英语_廖瑛_课后答案修改.doc

Chapter1 international business 商品交换或交易 exchange or trade for goods 世界经济舞台 the world economic scene 国外直接投资 foreign direct invest 多国企业 multinational enterprises 商业和投资银行 commercial investment bank 有价证券投资 portfolio investment 金融风险 financial risk 交付差额 balance of payment 法律文件 legal document 有效经营 effective operation Chapter2 business organizations 独资商 sole proprietorship 普通合伙商 general partnership 法人 fictional person 合股公司 joint stock company 董事会 board of directors 国有公司 public corporation 资本摊缴 capital contribution by partners 多数股权 controlling interest 优先股股东 preferred stockholders 公司章程 articles of corporation Chapter3 ways of business 最终消费者（用户）ultimate consumer 增值价值 value added 批发商 wholesaler 产品花色品种 product assortment 地方效用 place utility 邮售 mail order selling 专业商店 specialty store 现金流量 cash flow 存货控制 inventory control 市场分区（分片） market segmentation Chapter4 a guide to economics 总体运行：overall operation 宏观经济学：macroeconomics 微观经济学：microeconomics 通货膨胀：inflation 扩展性的货币政策：an expansionary monetary policy 紧缩性的货币政策：a restrictive monetary policy 货币流通：currency circulation or circulation of money 货币投放量：the size of money supply 经济萧条：economic depression 均衡数量：equilibrium quantity Chapter5 the market economy 市场经济：the market economy 计划经济：planned economy 股市：stock market 经济力：economic forces 供给力：supply forces 需求力：demand forces 经济体系：economic system 市场价格：market price 供求均衡：the equilibrium of supply and demand 购买力：buying power 供给量：the quantity suppied价格体系：price system Chapter6 what is marketing 营销观念marketing concept 服装零售商retail clothier 购买动机 motivation to purchas 最终用户final user 非赢利性机构nonprofit institution 采购制度purchasing system 产品规格product assortment 招标request bids 低价产品low -price product 可自由支配的收入discretionary income 多人挣钱型家庭multieaners families 价格和质量比较 投币式自动售货机veding machines 营销调研marketing research Chapter7 the marketing mix & product promotion 营销战略marketing stategy 促销 产品策划 品牌名称 市场总销售 产品生命周期 分销渠道 中间商 批发商 促销技巧 成功地进入国际市场 熟悉外国文化的人们 与顾客沟通的主要方式 促销策略 对他们广告竞赛的成功很关键 特定的出口市场 其他广告和促销的形式 有价值的建议 要设计得能吸引顾客的注意力 海外销售代理 广告对消费品的销售作用很大 我们应该十分重视产品的包装 不同国家具有不同的购买习惯 一般说来，美国公司的广告费用要占销售额的 5%以上 电视是一种很有效的广告媒介 Chapter8 international payment & settlement Although China has enacted the bill of exchange law，it would still be useful to know something about Article 3 of the Uniform Commercial Code （UCC） Commercial paper of the United States since most of our international payment instruments are denominated in the U.S Dollar . Article 3 of the UCC defines the terms of commercial paper and set forth the rights and liabilities of all the parties who deal with drafts，checks，notes and certificates of deposit . If an instruments does not meet all the requirements listed at the beginning of this unit， is it not a negotiable one under the terms of the UCC，though the parties involved may still be willing to use and accept it. However，the “Non-negotiable instrument” is treated still as a negotiable instrument so far as its form permits. Since it lacks of negotiability， there can be no holder in due course of such an instrument. Any provision of any selection of the UCCCommercial Paper peculiar to a holder in due course cannot apply to it. With this exception，such instruments are covered by all sections of the Article 3 of UCC. 翻译： 虽然中国已经颁布了票据法， 但了解一下统一商法法典美国商业票据的第三款仍 是有用的。因为我们大部分的国际支付工具是以美元为面值的。UCC 第三款定义了商业票 据的条件并宣布了所有涉及汇票、支票、本票与存款单的当事人的权利与义务。 如果一张票据并不满足这一节前面所列示的所有要求，那么根据 UCC 的条件，它并不是一 张可流动的票据，纵然涉及的所有当事人可能仍愿意使用与接受它。然而，只要形式允许， “非流动性票据”仍可视为可流动性票据。既然缺乏流动性，它就不存在正当持票人。UCC 关于正当持票人的任何章节的任何条款商业票据，并不能适用于它。除此之外，这种票 据适用 UCC 第三款的任何章节。 It is imperative for the beneficiary to examine the terms of the letter of credit immediately upon receipt of it and make out the required documents in strict compliance with the terms of the credit. Inconsistency should be corrected in time whenever possible. If the beneficiary is unable to do so，some banks may be prepared to pay under reserve the amount involved on condition that the credit terms do not exclude such procedure， the that irregularities are minor ones， the beneficiary guarantees repayment on first demand， that and that the documents will be taken up by the buyer. If the documents are not accepted because of such discrepancies， issuing bank is obliged either to hold the documents at the the disposal of the remitting bank or return them to the remitting bank upon immediate notification and citing therein of the reasons for refusal. Under such circumstances，the bank accepting documents with payment under reserve may suffer losses and ultimately the beneficiary too. In many cases，it is therefore better to send documents with discrepancies to the issuing bank for collection or to request by telex，with notification of the discrepancies，the issuing banks authority to negotiate or make payment. 翻译：对受益人来说，一接到信用证就马上审查信用证的条款，并开出与信用证条款严格一 致的单据是十分必要的。无论何时，只要可能，就应该及时纠正不一致的地方。如果受益人 不能做到这一点， 一些银行可能会在信用证并未不包括像不规范点是极小之处、 受益人保证 在第一次要求时偿还款项， 买方将赎回单据等这样的程序下有保留地支付所涉及的款项。 如 果信用证因为这样的不符合而被接受， 开证行将被迫持有单据由单行处置或接到通知就退还 给送单行并说明拒绝理由。在这种情况下，接受单证、有保留地支付款项的银行可能遭受损 失， 最终， 受益人也会遭受损失。 所以， 在许多情况下， 最好把有不符点的单据交给开证行， 要求托收，或通过电传通知不符点，要求开证行授权议付或付款。 1） 按照国际商会的托收统一规划 （第 322 号刊物） 寄单银行和代收银行的义务归纳如下： ， （1） 正确的遵循（to follow）卖方或他的银行所给予的指示。 （2） 单据在银行手中时，在任何时候要控制和确保托收项下单据的安全。 （3） 要迅速将执行代收指示的情况通知卖方或寄单行。 （4） 银行对他们代理人的行为不负责任，对不能直接归咎于（attributable to ）银行 的疏忽（negligence）或它们自己雇员的疏忽而产生的任何后果也不负责任，尤 其是（in particular）银行对任何单据的有效性或正确性。 翻译：According to Uniform Rules for collections（URC） ，ICC publication No.322，the obligations of remitting bank and collecting bank can be concluded in following： （1）To follow the orders given by the seller and its bank correctly. （1）If the documents are received by the bank，the bank must control and ensure the security of the documents under collection at any time. （3）Notify the seller or remitting bank promptly the condition of implementing collection instruction. （4）The bank cannot be made liable for the acts of the agent，nor does it assume any liability for the negligence that cannot be attributable to the bank directly or the consequences arising from their own employees negligence，in particular the effectiveness and correctness of any document. 2） 只要（so long as）开证行有偿付能力（solvent） ，即使买方可能成为无偿付能力，受益 人仍被确保汇票的付款。 只要开证行有偿付能力， 通知、 议付或保兑等银行的倒闭 （failure） 是相对地不重要的（immaterial） 。通知银行只是一个通讯的渠道，它不承担责任。不管 它倒闭与否，受益人仍可期待开证行的付款（look for something to somebody） 。虽然 保兑银行的确对受益人承担一项直接的独立的任务，但如保兑银行倒闭，受益人仍可期 待开证行的付款。因而（consequently） ，只要开证行有偿付能力，保兑银行的倒闭不 是致死的。最后，一家议付银行的倒闭对受益人来说不是一件容易的事，因为议付银行 的职能仅是对受益人在信用证项下开出的汇票提供一个合适的贴现场所。如果议付银行 倒闭，它的破产管理人有责任对开证行强制执行对自己议付的汇票进行付款（enforce payment） 。如果开证银行倒闭，则在倒闭的议付银行方面会有损失的可能。 总结起来，开证银行的偿付能力（solvency）是信用证业务的基础。 翻译：So long as the issuing bank is solvent，the buyer may be insolvent，the beneficiary can still be ensured to be paid. So long as the issuing bank is solvent，the failure of notification bank negotiation bank or confirming bank is immaterial relatively. No matter it is in failure or not，the beneficiary can still look for the payment to the issuing bank. Although the confirming bank actually bears a direct and independent liability to the beneficiary，if it is in failure，the beneficiary can still look for the payment to the issuing bank. Consequently，so long as the issuing bank is solvent，the failure of confirming bank is not deadly. Finally，the failure of a negotiation bank is not an important event to the beneficiary，because the function of the negotiation bank is only to provide a proper discounting market for the draft drawn by the beneficiary under the credit. If the negotiation bank has been bankruptcy，its bankruptcy manager bears the liability to enforce payment to the negotiated draft. If the issuing bank has gone bankrupt，the negotiation bank may suffer loss. In a conclusion，the solvency of the issuing bank is the foundation of the credit operation. Chapter10 language patterns and writing ways of international business contracts The given particulars: 合同号码：2001-128 卖方：湖南土畜产进出口公司 卖方：鹿特丹食品进出口公司 商品名称：湘莲 规格：2001 年产大路货 数量：80 公吨 单价：CIF 鹿特丹每公吨人民币 25000 总金额：人民币 2000000 元 包装：双层麻袋装 保险：由卖方按发票金额的 110%投保一切险和战争险 交货日期：2001 年 11 月 装运港：中国湖南岳阳 目的港：鹿特丹港 唛头：由卖方选定 交货日期：2001 年 11 月 交付条款：不可撤销的即期信用证 签约地点和日期：2001 年 9 月 18 日于湖南长沙 SALES CONTRACT Contract No.2001-128 Sellers: Hunan Native Product and Animal By Product Imp & Exp corporation Buyers: Foodstuffs Imp & Exp Corp Rotterdam This contract is made by and between the Buyers and the Sellers，whereby the Buyers agree to buy and Sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below： Commodity: Hunan Lotus Specification: FAQ 2001 Quantity: 80 M/T Unit price: RMB ￥2500 per M/T CIF Rotterdam Total value: RMB ￥2000000 Packing: In double gunny bag Insurance: to be covered by the sellers for 110% of the invoice value against all Risk and War Risks. Time of Shipment: to be effected November 2001 Port of Shipment: YueYang Hunan of China Port of Destination: Rotterdam Shipping Mark: At sellers option Terms of Payment: by irrevocable L/C at sight Done and signed in Changsha on this 18th day of September, 2001 The given particulars: 2001 年 5 月 5 日在中国湖南岳阳签订的第 CS102 号合同主要条款： 卖方：中国湖南化工进出口总公司 卖方：Smith & sons CO. ，Ltd 商品名称、规格及包装：锌钡白（lithophone） 硫化锌含量最低 28%（ZnS content 28% min.） 内衬纸袋的玻璃纤维（glass-fibre）袋装 paper-line glass -fibre bag 数量：80 公吨（卖方可多装或少装百分之五，价格仍按单价计算）80M/T(5% more or less allowed at the unit price) 单价：CIF 纽约每公吨 2500 美元含佣金 3.5% USD $2500 per m/t CIF New York(3.5% commission included) 总值：200000 美元 唛头： 保险：由卖方按中国人民保险公司海洋货物运输保险条款按发票总值 110%投保一切险和战 争险。如卖方欲增加其他险别或超过上述保额时，须于装船前征得卖方同意，所增加的保险 费由买方负担。 To be covered by the sellers for 110% of the invoice value against ALL RISK and War Risks as per the relevant Ocean Marine Cargo clauses of PICC. If other coverage or an addition insurance is required, the Buyer must have the consent of the Sellers before the shipment, and the additional premiums is covered by the buyers. 装卸港：2001 年 9 月份岳阳港装船运至纽约，允许分批和转船 付款条件： 买方应由卖方可接受的银行于装船月份前 30 天开立并送达卖方不可撤销信用证， 至装运月份后第 15 天在中国议付有效。 The buyers shall open with a bank acceptable to the sellers 30 days before the month of shipment, valid for negotiation in China until the 15th day after the month of shipment. Chapter12 international trade terms EXW EX Works工厂交货 FCA FAS FOB CFR CIF CPT CIP DAF DES DEQ DDU DDP Free Carrier货交承运人 Free Alongside Ship船边交货 Free On Board装运港船上交货 Cost and Freight成本加运费 Cost，Insurance and Freight成本加运费加保险费 Carriage Paid To运费付至 Carriage and Insurance运费保险费付至 Delivered At Frontier边境交货 Delivered Ex Ship船上交货 Delivered Ex Quay码头交货 Delivered Duty Unpaid未完税交货 Delivered Duty Paid完税后交货 Chapter15 establish business relations （1） We write to introduce ourselves as one of the leading exporters of a wide range of electronic products from the United States. 现具函自我介绍。本公司是美国各种电子产品的主要出口商。 （2） We thank you for your letter dated March 2 and shall be glad to enter into business relations with us. 感谢贵方 3 月 2 号的来信，我们很乐意同贵公司建立业务关系。 （3） Your letter expressing the hope of entering into business connection with us has been received with thanks. 来函收悉，得知贵方愿与我方建立业务关系，特表谢意。 （4） Specializing in the export of Japanese kitchen gadgets，we express our desire to trade with you in this line. 我们专营日本厨具，希望和贵公司开展本行业的业务。 （5） As the item falls within the scope of our business activities，we shall be pleased to enter into direct business relations with you. 因该项目属于我们的业务范围，我们将乐意与你方建立直接的关系。 （6） Your Chamber of Commercial recommended you as a possible agent for our products in your country. 你方商会推荐你作为我方产品在贵国的可能的代理。 （7） Through the courtesy of Mr. White， are given to understand that you are one of we the leading importers of machine tools in your country and wish to do business with us. 承蒙怀特先生介绍， 我们得知贵公司是当地一家主要的机床进口商， 且希望与我们建立业务 关系。 （8） We are willing to enter into business relations with you on the basis of equality， mutual benefit and exchanging what one has for what one needs. 我们愿意在平等、互利、互通有无的基础上同你方建立业务关系。 （9） Should you be interested in supplying，we would be more than pleased to enter into business relations with you. 如果贵方愿意供货，我们将非常乐意同你方建立业务关系。 （10） We are convinced that with joint efforts，business between us will be developed to our mutual benefit. 我们相信在双方共同努力下我们之间的业务会朝互惠互利的方向发展。 （1） 贵公司信誉卓著，我们极愿与你们公司建立业务关系。为此，寄上商品目录和价目 单，供贵公司参考。 翻译：Your firm enjoys high reputation. Were desirous of entering into business relations with you. Accordingly，we send you our catalogues and price lists for your reference. （2） 承蒙悉尼商会介绍，获悉你们是中国烟花主要进口商，特冒昧来信，以期与贵公司 建立业务关系。 翻译： Through the courtesy of the Chamber of Commerce， Sydney， have learned that we you are the leading importers of Chinese fireworks. We write to you now with a view to building up business relations with your firm. （3） 随函附上的价目单和商品目录中有你方感兴趣的型号的详细情况。 翻译：The enclosed price lists and catalogues will give you details of the models in which you are especially interested. （4） 如贵公司有意与我发建立业务往来，请提出具体要求，以便寄上样品、目录及详细 说明。 翻译：If you are interested in establishing business relations with us in this line，please let us know your specific requirements. Well be pleased to forward samples，catalogues as well as detailed information. （5） 从中国银行纽约分行获悉，贵公司专营空调器的进出口业务，我公司愿与你公司建 立业务往来。 翻译：We learn from the Bank of China，New York Branch，that your firm specialize in the importation and exportation of air conditioners，and would like to establish business relations with you. （6） 据了解，贵公司是中国工艺品有潜力的买主，而该商品正属于我们的业务范围。 翻译：We are given to understand that you are a prospective buyer of Chinese arts and crafts which come within the frame of our business activities. （7） 我们将努力与各国扩大经济合作和技术交流，灵活地运用通行而合理的国际惯例。 翻译：We are striving to expand economic cooperation and exchange of technology with foreign countries and will utilize common and reasonable international practices in a flexible way. （8） 应你方要求，现另函附上我公司最新的目录及价目单。 翻译： requested， are sending you， As we under separate cover， latest catalogues and our pricelist. （9） 特函联系，愿为发展双方贸易提供机会。 翻译：We are writing to offer you an opportunity to develop trade. （10） 来函收悉，得知贵方愿与我方建立业务联系，谨表谢意。 翻译：Your letter expressing the hope of establishing business connection with us has been received with thanks. （1） A：Good morning. My name is John Smith. Im from American. Here is my business card. B：I have long heard your great name，and Im very pleased to see you，Mr. ， ， Smith.（史密斯先生，久仰大名，见到你很高兴。 ） （2） A：Whats your line of business，Mr. Smith? B：I specialize in Chinese arts and craft.（我专营中国工艺品） （3） A：How would you like to proceed with the negotiations? B： Please take a look at the itinerary we arranged for you. If there is anything inappropriate，please let me know.（请看一下我们给你安排的日程。若有不妥 ， 当的地方，请告诉我。 ） （4） A：I was referred to you by Johnson & Brothers，your old customer. They speak highly of your commercial integrity. B：Thank you. We are always doing our best to abide by contracts and honour our word.（谢谢。我方总是尽最大努力重合同、守信用。 ） （5） A：Could you let me have some information about your company? B：Im very glad to be of any help. We specialize in exporting chemical fertilizer.（我非常乐意帮组你。我公司专营化肥的进出口生意。 ） （6） A： Chinas foreign trade is now growing rapidly. I believe your company must have been quite busy. B：Its exactly true. Since our government decide to adopt a more flexible policy in foreign trade， import and export business has been more active our ， than ever before.（确实是这样。自从我国政府决定在外贸方面采取更加灵活的政 策以来，我们进出口业务比以前任何时候都要活跃。 ） （7） A：Wed like to discuss the possibility of establishing a long-term agreement between our two companies. B：You talk the words out of my mouth.（你说出了我的心里话。 ） （8） A：Could you give me an introduction of your products? B：Certainly. In order to give you a general idea of the various kinds of our products now available for export，Id like to give you our latest catalogues ， and price list.（当然可以，为了让你们对我现在可供出口的产品有个大致的了解， 我想给你们几份最新的目录单和价格表。 ） （9） A：Would you give us a brief account of the practices you have adopted? B：Sure. We have mainly adopted some usual international practices.（当然 可以。我们主要采用国际上的一些做法。 ） （10） A：Here! Let me propose a toast to the development of our cooperation and to our guests health. B：Thank you. I propose a toast to the health of every one here and to the success of our future negotiations.（谢谢！我提议为在座各位的健康干杯，为 我们即将举行的谈判的成功干杯。 ） Chapter16 inquires and offers （1） Please send us samples and quote us your lowest prices. 请给我方寄送样品并报最低价。 （2） One of our customers is interested in the model 123，and we would like to receive a sample and quotation. 我方有一客户对贵方 123 型号产品感兴趣，请给我方寄样品和报价。 （3） One of our clients takes interest in your products and wishes to have your quotations for the items specified below: 我方客户对贵方产品感兴趣，请就如下制定产品报价。 （4） Please quote your lowest price CIF Shanghai for each of the following items， inclusive of our 3% commission. 请就以下产品报最低上海到岸价，且此价包含 3%的佣金。 （5） We have pleasure in enclosing our Inquiry No.345-9 against which you are requested to make us an offer on FOB basis. 随函附寄我方第 345-9 询价单，请贵方包离岸价。 （6） If you can supply goods of the type and quality required，we may place regular orders for large quantities. 如贵方能按所要求的型号和质量供货。 （7） This offer expires on August 20. Your immediate reply by cable will be appreciate. 此报盘有效期至 8 月 20 号止，惠盼早复。 （8） Please select the items you are interested in and let us have your inquiry or order promptly. 请选择贵方感兴趣的货物，并尽快询价或下订单。 （9） We are making you the following offer，subject to your reply reaching here within five days. 我方给贵方报价，此报价以贵方答复 5 日内到达我方有效。 （10） If you think this offer is acceptable to you，please fax us immediately for our confirmation. 如贵方接受此盘报价，请立即电告我方以便我方确认。 （1） 我们可以按国际市场价格给您报价。 翻译：We may take an offer to you according to international market price. （2） 我们报实盘，以明天上午 11 点答复为有效。 翻译：We make a firm offer，subject to your reply reaching here by 11 tomorrow morning. （3） 能给我们报离岸价格吗？ 翻译：Can you quote on FOB basis? （4） 你们所有价格都是成本加运费保险费价格。 翻译：The prices you have quoted are all on CIF basis. （5） 您能尽快报一个伦敦港成本加运费保险费价格吗？ 翻译：Can you quote us CIF London as quickly as possible? （6） 如果你方报价具有竞争性，交货期可接受的话，我们愿意向你方订货。 翻译： shall be glad to place our order with you if your quote is competitive and delivery We date acceptable. （7） 一俟收到你方具体询价，我们将电告报价。 翻译：As soo