国际贸易实务双语教程(第版)答案

第一章 练习答案 Unit 1 A brief introduction to international trade I Answer my questions 1 International trade is business whose activities involve the crossing of national borders It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation tourism banking advertising construction retailing wholesaling and mass communications It includes all business transactions that involve two or more countries Such business relationship may be private or governmental 2 Sales expansion resource acquisition and diversification of sales and supplies 3 To gain profit 4 To see out foreign markets and procurement 5 There are four major forms which are the following Merchandise exports and Imports Service Exports and Imports Investment and Multinational Enterprise 6 It is the account which is a summary statement of the flow of all international economic and financial transactions between one nation eg the United States and the rest of the world over some period of time usually one year 7 Merchandise Exporting and Importing 8 Yes There are great differences between them 1 direct investment takes place when control follows the investment It usually means high commitment of capital personnel and technology abroad It aims at gaining of foreign resources and foreign markets Direct investment may often get higher foreign sales than exporting And sometimes it involves two or more parties 2 While portfolio investments are not under control And they are used primarily for financial purposes Treasures of companies for example routinely more funds from one country to another to get a higher yield on short term investments 9 MNE is the abbreviation of the multinational enterprise Its synonyms are NNC the multinational corporation and TNC transnational corporation 10 Examples are travel transport fee royalties dividends and interest 11 The choice of forms is influenced by the objective being pursued and the environments in which the company must operate 12 It is limited by the number of people interested in a firm s products and services and by customers capacity to make purchase 13 This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm s resources 14 Royalties means the payment for use of assets from abroad such as for trademarks patens copyrights or other expertise under contract known as licencing agreements Royalties are also paid franchising 15 It is a way of doing business in which one party the franchiser the use of a trademark that is an essential asset for the franchisers business II Match each one on the left with its correct meaning on the right 1 J 2 A 3 E 4 B 5 C 6 D 7 I 8 G 9 F 10 H III Translate the following terms and phrases into Chinese 1 购买力 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 IV Case Study Batteries called white elephant exported from China were very popular in Southeast Asia but in United States no one was interested in the goods Why Batteries called white elephant exported from China were very popular in Southeast Asia because white elephant was a lucky thing in Southeast Asia but no one was interested in it in the market of Europe and the United States The boss of the company was very strange that the quality of the battery or the price of reasons so he asked his staff to investigate Finally he found that is the brand white elephant to be blame The brand s name translated into English was white elephant which meant something were no use but cumbersome in Western countries It was really a bad translation from culture information perspective The meaning derived from a legend According to the legend there was a king who hated a minister so he gave a white elephant to the minister for punishment The minister has to take care of the white elephant he couldn t give it to others or kill it because it s the king gave it to him However the appetite of the white elephant was so great and the minister became poorer So it showed people in western countries would not buy the battery for the consumers have no willing to buy something useless but cumbersome V Please try to find out some cases about cultural differences in doing international business Open VI Please determine whether the following statements are TRUE or FALES Then put T for TRUE or F for FALES in the bracket at the end of each statement 1 T 2 F 3 F 4 T 5 F 6 T 7 T 8 F 9 T 10 T 11 F 12 F 13 T 14 T 15 F Translate the following into English 1 Trade is often said to be the engine of development Although this analogy is too simple it does illustrate the importance of foreign trade in economic development Although the healthy growth of exports is not always sufficient for rapid and sustained economic growth it is undeniable that there is a positive and close link between the two The role of trade development in economic growth is manifested in many ways Among them are the benefits of professional division of labor the role of international competition in promoting domestic economic efficiency and the ability to pay for the import of goods needed for development as well as more generally the encouragement of investment and entrepreneurship 2 International trade is the exchange of goods and services produced by one country with goods and services produced by another country In addition to the visible trade that is the import and export of goods and cargos there are also invisible trade which refers to the exchange of labor between countries Countries such as Greece and Norway which have vast maritime fleets and provide transport services reflect a form of invisible trade For some countries invisible trade is just as important as raw materials and commodity exports for some other countries In both cases these countries can make money to buy the goods they need 3 International trade is varied in a variety of ways Underwriting refers to the seller in a particular area and within a certain period of time to give foreign customers the exclusive right to sell the designated commodity trade In this deal the goods are taken over by the underwriter sold on their own and are self financing This is different from a commission only agent and because the underwriter enjoys a franchise in a particular area making it distinct from the general sale and purchase agreement 4 No country in the world can produce all the products it needs so all countries participate in the international division of labor for effective production and reproduction Sometimes a country can buy goods and services abroad from a barter which refers to the exchange of one good for another and not for money Barter trade by itself is not enough to meet the needs of a country s imports However as a mode of trade it is attractive to developing countries that have a shortage of foreign exchange or shortage of inflow of foreign capital to meet the demand for foreign trade Multiple Choices 1 5 D D A D B 6 10 A A A B A 第二章 练习答案 Unit 2 General Procedures of Export and Import Transaction I Answer the following questions 1 Please tell us the procedures of international trade The procedures of an export or import business are so complicated that it may take quite a long time to conclude a transaction Varied and complicated procedures have to be gone through in the course of export or import transaction From the very beginning to the end of the transaction the whole operation generally undergoes four stages preparing for exporting or importing business negotiation implementation of the contract and settlement of disputes if any Each stage covers some specific steps Since the export and import trades are two sides of the same coin and one country s export is another country s import 2 What are the parties involved in export and import transaction The parties who are involved in export and import transactions are numerous and can be described as variously The basic parties are the buyer who purchases the goods and the seller who provides the goods 3 What are the specialists involved in export and import transaction Many specialists may be involved in export and import transaction including 1 A shipping agent and or foreign forwarder forwarding agent will take responsibility for the documentation and arrange for the goods to be shipped by air sea rail or road These services may be carried out by the supplier s own export department if they have the expertise 2 Airlines shipping lines railway companies or haulage contractors will actual transport the goods 3 Both the importer s and exporter s banks will be involved in arranging payments if a letter of credit or bill of exchange is used 4 Customs and Excise officers may need to examine the goods check import or export licensing and charge duty and or VAT 5 A chamber of Commerce may need to issue a Certificate of Origin if this is required by the importer s country 6 An insurance company insures goods in transit 7 A lawyer if a special contract has to be drawn up 4 What are the documents needed in export and import transaction An import export transaction usually requires a lot of complicated documents because it is difficult to make many different arrangements when one firm is dealing with another on the other side of the world The number and type of documents needed depend on the specific requirements of the exporter and importer Generally the documents needed include 1 Bill of Lading 2 Commercial Invoice 3 Proforma Invoice 4 Consular Invoice 5 Packing List 6 Weight Memo 7 Certificate of Inspection 8 Certificate of Origin 9 Insurance Policy Certificate 10 Sales Contract 11 Sales Confirmation II Filling the blanks with the suitable words in the text 1 meeting satisfying 2 agent foreign overseas mission 4 own 5 setting 6 patent 7 profits 8 outlets 9 joint venture 10 subsidiary III Judge the following statement mark True T or False F 1F 2 T 3 F 4 F 5 F 6 F 7 T 8 F 9 F 10 T 11 T 12 F 13 T 14 F 15 T IV Explain the meaning of the words or phrases below as requested 1 Offer An offer is a proposal made by sellers to buyers in order to enter into the contract 2 Withdrawal It means an offer by the offerer has been withdrawn before it is reached to the offeree in order to prevent its entry into force 3 Enquiry An enquiry is a request for business information such as price lists catalogue samples and details of the goods or trade terms It can be made either by the importer or the exporter 4 Acceptance Acceptance is a statement made by other conduct of the offerees indicating unconditional consent to an offer 5 Shipping agent Shipping agent 船代 is a ship owner s representative whose job is to find the ships to carry V Compose a letter of enquiry with the following particulars Messrs Arthur Grey written negotiations often begin with enquiries made by the buyers 3 A written contract is generally prepared and signed as the proof of the agreement and as the basis for its execution A sales or purchase confirmation is less detailed than a contract covering only the essential terms of the transaction It is usually used for smaller deals or between familiar trade partners 4 The setting up of a contract is similar to that of a trade agreement or any other type of formal agreements It generally contains 1 the title The type of the contract is indicated in the title 2 the contract proper It is the main part of a contract 3 the signature of the contracting parties indicating their status as the seller or the buyer 4 the stipulations on the back of the contract and are equally binding upon the contracting parties 5 It generally contains the time of shipment the mode of payment described in addition to an exact description of the goods including the quantity quality specifications packing methods insurance commodity inspection claims arbitration and force majeure etc III Translate the following into Chinese 合同是在双方达成协议的基础上制定的 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 而通过国际长途电话所进行的商务讨论也属于口头谈判 IV Case Study 1 Answer The law of the United States of America applies to this contract because a this was a CIF contract b the place of conclusion of the contract was in the USA c the place of the execution of the contract was also in the USA The seller completed this responsibilities after he delivered the goods at the port of the USA 2 Answer This contract was not concluded effectively Item 1 of Article 19 of the CISG indicates A reply to an offer which purports to be an acceptance but contains additions limitations or other modifications is a rejection to the offer and constitutes a counter offer In this case though Mr Johnson accepted Mr Anderson s offer his acceptance contained some additions to and modifications of the offer for example Mr Anderson asked for telegraphic transfer Mr Johnson sent the money to the bank to be kept there According to Item 3 of Article 19 of the CISG alteration to the mode of payment is material one thus Mr Johnson might keep silent and reject the acceptance V Please fill in the Sales Contract according the letters between LONDON GREEN TRADE CORP and GUANGDONG LIGHT ELECTRICAL APPLANCES CO LTD 售售 货货 合合 同同 SALES CONTRACT 卖方 GUANGDONG LIGHT ELECTRICAL Sellers APPLANCES CO LTDContract No 98SGQ468001 Date APR 22 2009 地址 Signed at GUANGZHOU Adress 52 DEZHENG ROAD SOUTH GUANGZHOU CHINATelex 0835 Fax 86 020 83556688 Buyers LONDON GREEN TRADE CORP Address ELITHERBERTH STR AUTO P O BOX 16 LONDONTelex Fax This Sales Contract is made by and between the Sellers and the Buyers whereby the sellers agree to sell and the buyers agree to buy the under mentioned goods according to the terms and conditions stipulated below 1 货号 品名及规格 Name of Commodity and Specifications 2 数量 Quantity 3 单位 Unit 4 单价 Unit Price 5 金额 Amount 9600PCSPCCIF LONDUN USD3 00 PC USD 28 800 00DESK LIGHT J201 10 more or less both in amount and quantity allowed Total Amount USD 28 800 000 6 Packing CARTON 7 Delivery from GUANGZHOU to LONDUN 8 Shipping Marks N M 9 Time of Shipment Within 30 days after receipt of L C allowing transshipment 10 Terms of Payment By 100 Confirmed Irrevocable Letter of Credit in favor of the Sellers to be available by sight draft to be opened and to reach China before MAY 15 2009 and to remain valid for negotiation in China until the 15th days after the foresaid Time of Shipment L C advised by BANK OF CHINA GUANGZHOU BRANCH TEX 0835 GZBC CN ALL banking Charges outside China the mainland of China are for account of the Drawee 11 Insurance To be effected by Sellers for 110 of full invoice value covering F P A up to LONDON To be effected by the buyers 12 Arbitration All disputes arising from the execution of or in connection with this contract shall be settled amicably by negotiation In case of settlement can be reached through negotiation the case shall then be submitted to China International Economic while for quantity discrepancy claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to cause 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 Major incidents 买方在开始卖方的信用证上请注本确认书号码 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 为以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 高村 THE SELLER 高丽 SHANGHAI IMPORT 2 reduce Incoterms from four groups to two groups allowing trade experts to choose the most suitable rule related to the mode of transport and 3 reduces the absolute number of Incoterms 2000 from 13 to 11 Moreover Incoterms 2010 offer additional guidance which assists users in selecting the most appropriate Incoterms for each transaction The revised terms also spell out rules regarding the use of electronic procedures detail information on security related clearances for shipments and offer advice with respect to domestic trade II 1 F Price terms or trade terms are used to indicated the different liabilities cost and risks of the buyer and the seller 2 F Warsaw Oxford rules specialize in explaining CIF contracts 3 T 4 T 5 F On CIP terms the seller s responsibilities end when he hands over the goods to the carrier at the place of shipment although he has to pay the freight rate and insurance premium 6 T 7 F 8 F 9 T 10 T III Judgment 1 Incorrect On FOB terms the seller s responsibilities end when he delivers the goods at the port of shipment that is at one of the ports in China 2 Incorrect On CIF terms the seller pays for transportation and insurance till the goods reach the destination the terms should be followed by the port of destination 3 Correct 4 Incorrect On CIP terms the seller pays for transportation and insurance till the goods reach the destination the terms should be followed by the port of destination 5 Correct 6 Correct 7 Incorrect On FOB terms the seller s responsibilities end when he delivers the goods at the port of shipment that is at one of the ports in China 8 Incorrect On DES terms the seller must put the goods under the actual control of the buyer at the port destination a port of destination should be attached to DES 9 Incorrect On DD