07国际贸易业务员真题.doc

商务部中国对外贸易经济合作企业协会全国外经贸经理人职业资格认证考试中心 监印全国外经贸经理人职业资格认证考试国际贸易业务员实务试题（考试时间：1月13日下午15：3017：30）题目序号一二三四总分核分人应得分数24122044100实际得分得分评卷人复核人一、简答题（答题说明：本部分共4题，请按题目要求将答案写在题后空白处，每小题6分，答对得分，漏答或答错或不答不得分，共24分。）1简述对外贸易经营者办理备案登记的时限规定。 2简述寻找贸易机会的主要方式。3简述交易磋商的步骤。4简述商业发票的作用。得分评卷人复核人二、流程制作题（答题说明：本部分共2题，请按题目要求将答案写在题后空白处，每小题得分见题后标注，答对得分，漏答或答错或不答不得分，共12分。）1根据信用证的工作内容画出信用证的流程框图。（8分）（1）买卖双方在合同中约定凭信用证付款。（2）买方向当地银行申请开证，并按合同内容填写开证申请书和交纳开证押金或提供其它保证。（3）开证行按申请内容开证，并通知通知行。（4）通知行将信用证交与受益人（卖方）。 （5）卖方收到信用证后，如审核无误，即按信用证要求发货，开出汇票并附各种单据向有关银行议付货款。 （6）议付行将汇票和单据给开证行或信用证指定的付款行索偿。 （7）付款行将货款偿付给议付行。（8）开证行收到单据后，即通知买方付款赎单。 2画出信汇方式的业务流程框图。（4分）得分评卷人复核人三、计算题（答题说明：本部分共2题，请按题目要求将答案写在题后空白处，每小题得10分，答对得分，漏答或答错或不答不得分，共20分。）1北京长新进出口公司以每套100美元CIF西雅图向美国翰盛公司出口西服2000套。货物出口前，由北京长新进出口公司向中国人民保险公司投保一切险和战争险。一切险和战争险的保险费率分别为1%和0.3%，按CIF金额110%投保。试计算该批货物的投保金额和保险费。2广州京明进出口公司出口某商品1000箱，对外报价为每箱30美元FOBC3%广州，外商要求将价格改报为每箱CIFC5汉堡。已知运费为每箱1美元，保险费为FOB价的0.8，请问要维持出口销售外汇净收入不变，CIFC5应改报为多少？得分评卷人复核人四、单证制作题（答题说明：本部分共2题，请按题目要求填写空白单据，每小题得分见题后标注，答对得分，漏答或答错或不答不得分，共44分。）1缮制售货确认书（出口合同）（34分） 答题素材如下：日本SAKULA公司向上海东海进出口有限公司发来询价函，要求该公司对下列产品报CIF神户价：Features: 1) Material: PU2) Size 100 x 4.8cm Outer packing: 150pcs/ctnFeatures: 1) Material: PU, needle buckle 2) Size:105 x 8cm Outer packing: 120pcs/ctnFeatures: 1) Size: 105 x 3.8cm 2) Material: metallic PU with needle buckle Outer packing: 100pcs/ctn经过发盘还盘后，最终成交价格如下：1Mans Belt3000条，CIF KOBE USD12/PCS。2Fashion Belt4800条，CIF KOBE USD15/PCS。3Diamante Belt500条，CIF KOBE USD30/PCS。其他情况如下：卖方：上海东海进出口有限公司SHANGHAI DONGHAI IMP. & EXP. CO., LTD. East Tower, No.68 Zhongshan Road(E.1), Shanghai ChinaTel: 0086-21-66080888 Fax: 0086-21-66081888 卖方业务代表：仲欣买方：SAKULA CO.,LTD.ITC BUILDING 6TH FLOOR SUITE 602 1-8-4 CHOME ISOBE-DORI CHUO-KU KOBE JAPANTel：0081-78-362-1444Fax：0081-78-362-1445买方业务代表：田中 合同编号: SC0601260 签订日期：2006年12月1日装运期限：2007年2月28日以前 付款条件：即期不可撤消信用证，买方须于2006 年12 月20 日前开出本批交易的信用证装运港：上海港目的港：神户分批装运：允许转船：允许保险：加一层，根据中国人民保险公司1981年1月1日的海运货物保险条款，投保一切险唛头：在信用证上给出品质/数量异议：如买方提出索赔，凡属品质异议,须于货到目的口岸之60 日内提出。凡属数量异议，须于货到目的口岸之30日内提出。请缮制售货确认书：上海东海进出口有限公司SHANGHAI DONGHAI IMP. & EXP. CO., LTD. East Tower, No.68 Zhongshan Road(E.1), Shanghai China 售 货 确 认 书 编号: Tel: 0086-21-66080888 SALES CONFIRMATION No. Fax:0086-21-66081888 日期: Date TO Messrs: 谨启者： 兹确认授予你方下列货品，其成交条款如下：Dear Sirs : We hereby confirm having sold to you the following goods on the terms and conditions as specified below: （1）货物名称及规格Name of Commodity and Specification（2）数量Quantity（3）单价Unit Price（4）总价Amount （5）装运期限：Time of Shipment: （6）装运港：Port of Loading: （7）目的港：Port of Destination：（8）分批装运： Partial Shipmentt:（9）转船： Transshipment: （10）付款条件：Terms of Payment: （11）运输标志：Shipping Marks: （12）保险： Insurance: The Seller should cover insurance for % of the total invoice value against All Risks as per Ocean Marine Cargo Clauses of PICC dated 1/1/1981.（13）仲裁 Arbitration: All disputes arising from the execution of, or in connection with this Sales Confirmation, shall be settled amicably through friendly negotiation. In case no settlement can be reached through negotiation, the case shall then be submitted to China International Economic and Trade Arbitration Commission, Shanghai Commission for arbitration in accordance with Rules of Arbitration of China International Economic and Trade Arbitration Commission. The award made by the Commission should be accepted as final and binding upon both parties. （14）REMARKS:买方须于 年 月 日前开出本批交易的信用证（或通知售方进口许可证号码）。否则，售方有权不经过通知取消本确认书，或向买方提出索赔。The Buyer shall establish the covering Letter of Credit (or notify the Import License Number) before , falling which the Seller reserves the right to rescind without further notice, or to accept whole or any part of this Sales Confirmation non-fulfilled by the Buyer, or, to lodge claim for direct losses sustained, if any.凡以CIF条件成交的业务，保额为发票价的 ，投保险别以售货确认书中所开列的为限，买方如果要求增加保额或保险范围，应于装船前经卖方同意，因此而增加的保险费由买方负责。For transactions conclude on CIF basis, it is understood that the insurance amount will be for of the invoice value against the risks specified in Sales Confirmation. If additional insurance amount or coverage is required, the buyer must have consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.品质/数量异议：如买方提出索赔，凡属品质异议,须于货到目的口岸之 日内提出。凡属数量异议，须于货到目的口岸之 日内提出，对所装货物所提任何异议属于保险公司、轮船公司等其他有关运输或邮递机构的责任范畴，卖方不负任何责任。QUALITY,/QUANTITY DISCRFPANCY: In case of quality discrepancy, claim should be filed by the Buyer within days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within: days after the arrival of the goods at port of destination. It is understood that the seller shall not he liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipped Company other transportation organization/or Post Office are liable.本确认书内所述全部或部分商品，如因人力不可抗拒的原因，以致不能履约或延迟交货，卖方概不负责。The Seller shall not be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Majeure incidents.买方在开给卖方的信用证上请填注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the Letter of Credit to be opened in favour of the Seller. 买方收到本售货确认书后请立即签回一份，如买方对本确认书有异议，应于收到后五天内提出，否则认为买方已同意接受本确认书所规定的各项条款。The buyer is requested to sign and return one copy of the Sales Confirmation immediately after the receipt of same, Objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyer has accepted the terms and condition of the Sales Confirmation.买 方 卖 方 THE BUYER THE SELLER 2请根据银行来证及货物明细，缮制商业发票。（10分）答题素材如下：商品名称：TROLLEY CASES 货号：TS503214数量1104PCS单价USD6.50 CIF NEW YORK买方：ORTAI CO., LTD.30 EAST 40TH STREET,NEW YORK, NY 10016 TEL:001-212- 992-9788FAX: 001-212- 992-9789卖方NINGBO TAISHAN SUITCASE & BAG CO., LTD.66 ZHONGSHAN ROAD NINBO 315000, CHINATEL: 0086票日期：2006-8-5 制单员：童晓鸣合同号L/C 号发票号码TSSC0601005N5632405TH11808TSI0601005 运输标记：ORTAI TSI0601005 NEW YORK C/NO.1-1104请缮制商业发票：Issuer商 业 发 票COMMERCIAL INVOICETO Invoice No. DateTransport DetailsS/C NO.L/C NO.Marks and NumbersNumber and Kind of Packages;Description of GoodsQuantityUnit PriceAmountTOTAL VALUE IN WORDS: （签章）国际贸易业务员实务答案一、简答题（判分方法：以下各题得分点见“答”字下；得分点全出现的不扣分；缺或错一个得分点扣1分，得分点后特别注明的，按注明的标准执行；扣分上限为各题分值）1简述对外贸易经营者办理备案登记的时限规定（共6分）答：（1） 登记表：备案登记机关应自收到材料之日起5日内办理备案登记手续并在登记表上加盖备登记印章。（2） 相关职能机关备案：经营者应凭加盖备案登记印章的登记表在30日内到当地海关、检验检疫、外汇、税务等部门办理开展对外贸易业务所需的有关手续。逾期未办理的，登记表自动失效。（3） 变更特征：登记表上的任何登记事项发生变更时，对外贸易经营者应在30日内办理登记表的变更手续，逾期未办理变更手续的，其登记表自动失效。（4） 法人资格：对外贸易经营者已在工商部门办理注销手续或被吊销营业执照的，自营业执照注销或被吊销之日起，登记表自动失效。（5） 进入禁止：根据外贸法的相关规定，商务部决定禁止有关对外贸易经营者在一年以上三年以下的期限内从事有关货物或者技术的进出口经营活动的，备案登记机关应当撤销其登记表；处罚期满后，对外贸易经营者可依据本办法重新办理备案登记。2简述寻找贸易机会的主要方式（共6分）答：（1）充分利用工商名录。（2）由驻外分支机构开发新顾客，各大公司在国外设立分公司，其主要目的就是开发新的顾客，为公司争取更多的贸易机会。（3）充分利用来华的各种外国代表团。（4）出国考察。（5）国外老顾客的介绍。（6）利用新闻工具获得新顾客。（8）通过博览会、展销会，结识客户。（9）利用Internet，开张网上营销。（10）其他一些特殊渠道，如联合国采购、跨国采购等平台和方式。国内或驻外机构（如贸易中心）常年开设的展厅，进行商品展览等。3简述交易磋商的步骤（共6分）答：（1）询盘（inquiry）（1分）:交易的一方向另一方询问进行交易的条件。（0.5分）（2）发盘（offer）（1分）：交易的一方向另一方提出达成交易的条件。（0.5分）（3）还盘（counter offer）（1分）：交易的一方对另一方提出的交易条件提出变更或修改。（0.5分）（4）接受（acceptance）（1分）：交易的一方对另一方提出的交易条件表示同意。（0.5分）4简述商业发票的作用（共6分）答：（1）可供进口商了解和掌握装运货物的全面情况。（2）作为进口商记账、进口报关、海关统计和报关纳税的依据。（3）作为出口商记账、出口报关、海关统计和报关纳税的依据。（4）在不用汇票的情况下，发票可替代汇票作为付款的依据。（5）在即期付款不出具汇票的情况下，发票可作为买方支付货款的根据，替代汇票进行结算。在光票付款的方式下，因为没有货运单据跟随，也经常跟随发票，商业发票起着证实装运货物和交易情况的作用。（6）另外，一旦发生保险索赔时，发票可作为货物价值的证明等作用。二、流程题1根据信用证的流程画出信用证的流程图。（共8分）（判分方法:框内角色书写正确的4分，漏缺一个扣0.5分；工作内容的指向标注正确得4分，标注错误或漏标扣0.5分）答：2画出信汇方式的业务流程图。（共4分）（判分方法:框内角色书写正确的2分，漏缺一个扣0.5分；工作内容的指向标注正确得2分，标注错误或漏标扣0.5分）答：汇出行汇入行（1） 申请 汇款 （2）寄出信汇委托书（3）通知已汇出款项 （4） 解付 款项汇款人收款人三、计算题（每题10分，共20分）1、 解：（判分方法：每小题5分，结果1分，过程4分）投保金额=CIF总值110%=1002000110%=220000（美元）保险费=投保金额保险费率=220000（1%0.3%）=2860（美元）2、解：（判分依据：每小题5分，结果1分，过程4分）FOB =30（1-3%）=29.10（美元）CIFC5%=（FOB+运费+保险费）/（1-5%）=（29.10+29.100.8%+1）/（1-5%）=30.3328/0.95=31.93（美元）四、单证制作1缮制出口合同（共34分） （判分方法：加黑并有下划线或带框的为答分点；每一下划线或框不间断的小段为一个答分点；每一个答分点字母、数字全对为答对；全答对得全分；错一个扣1分；扣34分为上限）上海东海进出口有限公司SHANGHAI DONGHAI IMP. & EXP. CO., LTD. East Tower, No.68 Zhongshan Road(E.1), Shanghai China 售 货 确 认 书 编号: SC0601260Tel: 0086-21-66080888 SALES CONFIRMATION No. Fax:0086-21-66081888 日期: Dec.,1,2006 DateTO Messrs:SAKULA CO.,LTD.ITC BUILDING 6TH FLOOR SUITE 602 1-8-4 CHOME ISOBE-DORI CHUO-KU KOBE JAPANTel：0081-78-362-1444Fax：0081-78-362-1445谨启者： 兹确认授予你方下列货品，其成交条款如下：Dear Sirs : We hereby confirm having sold to you the following goods on the terms and conditions as specified below:(1)货物名称及规格Name of Commodity and Specification(2)数量Quantity(3)单价Unit Price(4)总价AmountMans Belt 1) Material: PU 2) Size 100 x 4.8cm 3）Outer packing: 150pcs/ctn Fashion Belt1) Size:105 x 8cm 2)Material: PU, needle buckle 3)Outer packing:120pcs/ctn Diamante Belt 1) Size: 105 x 3.8cm 2) Material: metallic PU with needle buckle3)Outer packing: 100pcs/ctn 3000PCS4800PCS500PCSCIF KOBEUSD12.00USD15.00USD30.00USD36000.00USD72000.00USD15000.00TOTALUSD123000.00Total Amount in words:SAY US DOLLARS ONE HUNDRED AND TWENTY THREE THOUSAND ONLY(5) 装运期限：Time of Shipment: LATEST DATE OF SHIPMENT 070228(6) 装运港：Port of Loading: SHANGHAI PORT(7) 目的港：Port of Destination：KOBE PORT(8) 分批装运： Partial Shipmentt: ALLOWED(9) 转船： Transshipment: ALLOWED(10) 付款条件：Terms of Payment: IRREVOCABLE L/C AT SIGHT (11) 运输标志：Shipping Marks: WILL BE INDICATED IN THE LETTER OF CREDIT(12) 保险： Insurance: The Seller should cover insurance for 110% of the total invoice value against All Risks as per Ocean Marine Cargo Clauses of PICC dated 1/1/1981.(13) 仲裁 Arbitration: All disputes arising from the execution of, or in connection with this Sales Confirmation, shall be settled amicably through friendly negotiation. In case no settlement can be reached through negotiation, the case shall then be submitted to China International Economic and Trade Arbitration Commission, Shanghai Commission for arbitration in accordance with Rules of Arbitration of China International Economic and Trade Arbitration Commission. The award made by the Commission should be accepted as final and binding upon both parties. REMARKS:买方须于2006 年12 月20 日前开出本批交易的信用证（或通知售方进口许可证号码）。否则，售方有权不经过通知取消本确认书，或向买方提出索赔。The Buyer shall establish the covering Letter of Credit (or notify the Import License Number) before Dec.,20, 2006, falling which the Seller reserves the right to rescind w1thout further notice, or to accept whole or any part of this Sales Confirmation non-fulfilled by the Buyer, or, to lodge claim for direct losses sustained, if any.凡以CIF条件成交的业务，保额为发票价的110，投保险别以售货确认书中所开列的为限，买方如果要求增加保额或保险范围，应于装船前经卖方同意，因此而增加的保险费由买方负责。For transactions conclude on CIF basis, it is understood that the insurance amount will be for 110 % of the invoice value against the risks specified in Sales Confirmation. If additional insurance amount or coverage is required, the buyer must have consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.品质/数量异议：如买方提出索赔，凡属品质异议,须于货到目的口岸之60 日内提出。凡属数量异议，须于货到目的口岸之30日内提出，对所装货物所提任何异议属于保险公司、轮船公司等其他有关运输或邮递机构的责任范畴，卖方不负任何责任。QUALITY,/QUANTITY DISCRFPANCY: In case o quality discrepancy, claim should be filed by the Buyer within 60 days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within:30 days after the arrival of the goods at port of destination. It is understood that the seller shall not he liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipped Company other transportation organization/or Post Office are liable.本确认书内所述全部或部分商品，如因人力不可抗拒的原因，以致不能履约或延迟交货，卖方概不负责。The Seller shall not be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Majeure incidents.买方在开给卖方的信用证上请填注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFI