品(国际贸易)贸易常被说成是发展的引擎这个比喻虽然未免过于简单品质

1、（国际贸易）贸易常被说 成是发展的引擎这个比 喻虽然未免过于简单优20XX年XX月精心制作您可以自由编辑Part OneL AnSWer the following questiOnS according to the information you have gotWhat is in ter national trade?What are the major motivations for PriVate firm to OPerate intern ationalbusiness?What is the most essential motive to PUrSUe inter nati

2、onal trade?What measures do most COmPanieS USUaIly adopt to avoid Wild SWingS in theSaleS and profits?PleaS give the four major OPeratiOn forms ChOSen by most companies.What does balance Of PaymentS account mean?What are the basic SOUrCeS Of in ternational revenue and expe nditure for mostCoUn tries

3、?Could you find any difference between DireCt InVeStment and POrtOfOliOInVeStment? If you CanZ PleaSe tell the main reasons.What is MNE? What are its SynOnyms?PleaSe give examples to explain Services are earnings Other than those fromgoods.What in fluences the international OPeratiOnal forms WhiCh a

4、 COmPa ny WiIlchoose?What IimitS a firm1 S sales?Why is merchandise exports and imports the firs type Of foreignOPeratiOnS inWhiCh a firm gets involved?What does royalties mean?What is franchising ?MatCh each One On the Ieft With its COrreCt meaning On the rightmotivation A. to make COntinUal effort

5、s to gain SthPUrSUe B. the action Of ObtainingJ esp by efforts Of CarefUl attention.mark UP C. WhiCh by is its nature Can not be known by SenSeSZ not Clear and CertainZ not real.PrOCUrement D. the goods (freight) Carried by a ship, Plane Or VehiCleintangible E. the amount by WhiCh a PnCe is raisedCa

6、rgO F. PrOfitf interest.royalty G. the net ValUe Of assets Or interest, investequity H. not needing Other things Or PeOPlef taking decisions alone.yield I. a Share Of the profits.in dependent J. need Or purpose.()2.()3.()4.()5.()()7.()8.()9.()10.()TranSlate the following terms and PhraSeS into Chine

7、se;PUrChaSing POWer 11.recoverySaleS POtentialS 12. recessionmark-up 13. POrtfOliO investmentdomestic markets 14. tangible goodsfinished goods 15. ViSible exports and importsPrOfit margin 16. revenue and expendituremarket Share 17. excess CaPaCitytrade discrimination 18. trade intermediarytiming 19.

8、 turn-key OPeratiOnSbusiness CyCleS 20. IiCenCing agreementsTranSlate the following into English:贸易常被说成是发展的引茎。这个比喻虽然未免过于简单，但它的确说 明对外贸易在经济发展中的重要性。虽然出口的健康增长并不总是快速、持久的 经济增长的充分条件，但两者之间积极而密切的联系显然是不可否认的。贸易发 展对经济增长的作用表现在很多方面。其中：专业分工带来的利益；国际竞争对 国内经济效率的促进作用；提高对发展所需的进口商品的支付能力，而更为普遍 的是鼓励投资和企业家精神。国际贸易是一个国家生产的商品

9、和劳务与另一个国家生产的商品和劳务 的交换。除了有形贸易，即商品和货物的进出口以外,还有无形贸易，这是指国 家之间劳务的交换。希腊和挪威等国拥有庞大的海运船队，提供运输服务,这是 无形贸易的一种。无形贸易对一些国家来说，就象原料和商品出口对其它一些国 家另游重要。在这两种情况下Z这些国家都能赚到钱去购买其所需要的商品。国际间进行贸易的方式是多种多样的。包销是指卖方在特定地区和一定期限内给与国外客户独家销售指定商品的权力的贸易方式。在这种交往中，商品由 包销商承购,自行销售,自负盈亏。这同只收取佣金的代理方式不同；也因为包 销商在特定地区享有专营权,而与一般买卖合同有别。世界上没有任何一个国家能

10、生产它所需的所有产品，所以各国参与国际分工，进行有效的生产和再生产。有时一个国家能够以易货方式从国外购买产品和 服务Z易货是指以一种货物交换另一种货物，而不是用钱交易。易货贸易本身并 不不足以满足一个国家的进口需要。但作位一种贸易方式,它对于外汇短缺、外 资流入远远无法满足外贸需求的发展中国家来说具有一定的吸引力。KeyAnSWer my questions1. InternatiOnal trade is business WhOSe activities involve the CrOSSing Of natio nalborders. It includes not Only in te

11、rnational trade and foreig n manufacturing but alsoencompasses the growing SerViCeS industry in areas SUCh as transportatiOrb tourism,banking, advertising, ConStrUCtion, retaiIing, WhOleSaling, and massCOmmUniCations.It inclUdeS all business transactiOnS that involve two Or more countries. SUCh busi

12、nessrelatiOnShiP may be PriVate Or govemmental.SaleS expansion, resource acquisition and diversificatiOn Of SaleS andSUPPlieS TO gain PrOfitTO Seej OUt foreign markets and PrOCUrement.There are four major forms WhiCh are the following:MerChandise exports and ImPOrtSl SerViCe EXPOrtS and ImPOrtSrInVe

13、Stment andMUltinatiOnal EnterPriSe.It is the account WhiCh is a SUmmary Statement Of the flow Of all intern ationaleconomic and financial transactions between One nation (eg.the UnitedStateS ) andthe rest Of the WOrld OVer SOme PeriOd Of timej USUaIly One year.MerChandise EXPOrting and ImPOrting.YeS

14、 There are great differences between them.1) direct investment takes PlaCe When COntrOl follows the investment. ItUSUaIlymeans high COmmitment Of CaPitalZ PerSOnneIf and tech no IOgy abroad .It aims at gaining Of foreign resources and foreign markets. DireCt inVeStment mayOften gethigher foreign Sal

15、eS than exporting. And SOmetimeS it involves two Or more PartieS2) While POrtfOliO investments are not Under COntrOL And they are USed Primarilyfor financial PUrPOSeS TreaSUreS Of COmPanieSf for example, routinely more fundsfrom One COUntry to another to get a higher yield On ShOrt term investme nts

16、.MNE is the abbreviation Of the multinational enterprise .Its SynOnymS are NNC(the multinational COrPOratiOn) and TNC (tranSnatiOnal corporation).EXamPleS are travelj tranSPOrtl feez royalties, dividends and interestThe ChOiCe Of forms is influenced by the ObjeCtiVe being PUrSUed and theenvirOnments

17、 in WhiCh the COmPany must OPerate.It is Iimited by the number Of PeOPle interested in a firm1 S PrOdUCtSandSerViCeS and by CUStOmerSJ CaPaCity to make PUrChaSeThiS is because at an early Stage Of international involvement theseOPeratiOnSUSUalIy take the IeaSt COmmitment and IeaSt risk Of a firm S r

18、esources.ROyaltieS means the Payment for USe Of assets from abroad, SUCh as fortrademarks Patensf COPyrightSI Or Other expertise Under COntraCt known as IiCencingagreements.Royalties are also Paid franchisingIt is a Way Of doing business in WhiCh One Party (the franchiser) the USe Of atrademark that

19、 is an essential asset for the franchisers, businessMatCh each One On the Ieft With its COrreCt meaning On the rightJ 2.A 3.E 4.B 5.C 6.D 7.1 8.G 9.F 10.HTranSlate the following terms and PhraSeS into ChineSe1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

20、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TranSlate the following into EnglishTrade is Often the enginez Of growth. HoWeVer OVerSimPIified this metaphormay bel it does SerVe to Underline the importance Of foreign trade in thePrOCeSS Ofgrowth. A healthy expansiOn Of exports may not always be SU

21、ffiCientCOndition forrapid and SUStained growthj but a StrOng POSitiVe association between the two isClearly Undeniable Trade expansion Contributes to economic growth in many WayS AmOng them are the benefits Of SPeCialiZation; the favorable effects Of internatio nalCOmPetitiOn On domestic economic e

22、fficiency; the increased CaPaCity toPay for theimports required in development and more generally the StimUlUS to investme nt.In ternational trade is the exchange Of goods and SerViCeS PrOdUCed in Onecountry for goods and SerViCeS PrOdUCed in another country. In additiOn to ViSible tradef WhiCh inVO

23、lVeS the import and export Of goods and merchandise, there is alsoinvisible tradez WhiCh involves the exchange Of SerViCeS between nations. NatiOnSSUCh as GreeCe and NOrWay have Iarge maritime fleets and PrOVide transportationSerViCe. ThiS is a kind Of invisible trade. InViSible trade Can be as impo

24、rtant to SOmenations as the export Of raw materials Or COmmOditieS is to others. In both CaSeSJ thenations earn the money to buy necessities.There exist different WayS Of Conducting international businessEXClUSiVe Salemeans the SeIler gives the OVerSeaS CIient the exclusive right Of SeIling aPartiCU

25、larPrOdUCt in a designated area Within a SPeCified PeriOd Of time. In this kind Of businesstransaction, the PrOdUCt is bought by the exclusive SeIler and therefore he ShOUlCl Sellthe PrOdUCt by himself, assuming SOle responsibilities for his PrOfit and loss.EXClUSiVe Sale is different from agency Wh

26、ere Only COmmiSSiOn is involved.And difference exists between general COntraCt and exclusive SaleS because the exclusiveSeIler enjoys exclusive right in a PartiCUlar area.There is no COUntry in the WOrld that Can PrOdUCe all the PrOdUCtS it needs.ThUS COUntrieS join in international division Of IabO

27、r for effective PrOdUCtiOn andreproduction. SOmetimeS a COUntry Can buy goods and SerViCeS from abroad On abarter basis Barter means doing business by exchanging goods Of One SOrt for goodsOf another SOrt WithOUt USing money. Barter trade itself is not enough to meat aCoUntryr S import needs BUt as

28、a form Of international tradel it is StiIl attractive indeveloping COUntrieS Where foreign exchange is in ShOrt SUPPly and inflow Of foreignfunds is far from SUffiCient to meet their ObIigatiOnS in external tradePart TWO1. AnSWer the following questions. PleaSe tell US What the PrOCedUreS Of interna

29、tional trade. What are the PartieS involved in export and import transaction?. What the SPeCiaIiStS involved in export and import transaction?. What are the documents needed in export and import tranSaCtiOn?FiHing the blanks With the SUitable WOrdS in the text:What is marketing? Marketing is the Cre

30、atiVe PrOCeSS Of _ CUStOmer needsPrOfitably.In Bntain an intermediary CaIled a COmmiSSiOn Or exportCOmmiSSiO nhouse acts On behalf Of theimportersAgentS are PaidOn the amount Of goods PUrChaSed.An agent may receive goods in his name, and StOCk them inanticipatiOn Ofsale.A few ShareS for assistance i

31、nUP the COmPany WiIl be issued.We, Il issueSOme founderf S ShareSWe have developed an excellent PrOdUCt and Obtained from the government theSOle right to manufacture and SeIl it. We have ObtainedWhen OUr PrOdUCtiOn and marketing expenses have been PaidZ Wehope to have quite a IOt Of money Ieft OVer

32、as earnings We expect to make goodWe had to find Other PeOPle through WhOm to make sales. We had to find OtherSaleSThe IiCenSee Wanted US to invest SOme money With him in a new COmPany. HeWanted to Set UP aWith us.We USed to have SmaIler Part Of OUr COmPany IOCated abroad, but We donj t now.We have

33、noabroadIlLTranslate the followings into EngliSh1).经济活动开始于洞穴人。洞穴人在经济上自给自足，自己打猎，自己寻 找住所,并为自己提供所需要的东西。随菴原始人口的增长和发展,出现了分工 的原则。一个人从事某项活动,比另一个人能力强,于是每个人都集中力量做自 己最擅长的工作。有的人打猎,有的人捕鱼,然后猎人把剩余的猎物卖给打鱼的 人，因此，每个人都可吃上各种各样的食物。在当今复杂的经济里，任何人或国家都不能做到自给自足。国家拥不同的经 济资源，人们学会了不同的技术。这就是国际贸易和经济发展活动的基础。对外贸易是国家之间的货物交换，它的产生有许多

34、原因。第一，原材料分散 在世界各地秘鲁和扎尹尔大量开采铜矿Z南非开采钻石,石油则产在中东。在自 己国界内没有这些资源的国家Z就必须从出口国购买。第二，对外贸易的产生Z还由于一个国家所拥有的某种产品不足以满足本国的需求。虽然美国是个主要产糖国，但是由于糖的消费量大于国内的生产量，因 此，还必须进口。第三，一个国家可以闵氐于其它国家的价格出售某些产品。因为，日本大生 产效率高于其他国家Z所以就能够出口大量收音机和电视机。对美国来说,购进 这些产品比在国内生产还要便宜。最后，对外贸易的出现还由于革稀新和式样。虽然美国生产的汽车1：他任 何一个国家多Z但是仍然从德国，日本和瑞典进口大量汽车,这主要是因

35、为美国 对这些国家生产的汽车有销路。2).世界各国从时的贸易千差万别，错综复杂，有形贸易和无形贸易并存。大多数国家对出口的依赖，都大于对其他活动的依赖。出口所赚取的外汇用来支 付需要进口的货物。一个国家的国际收支就是这些错综复杂交易的记录。通过用 货币来反映所有这些交易，一个国家能够把比如出口，外国游客这的花费和移 民汇款的手如汇总在一起。这些收入汇总起来,便可支付诸如购买其他国家的 制成品Z本国居民到其他国家旅游和雇用建筑工人的费用等。Key:I. AnSWer the following questiOnS(Omited). FiIIing the blanks With the SUit

36、abIe WOrdS in the text:!.meeting/SatiSfying; 2.agent, foreignoverseas; mission; 4.own;setting;patent; 7.profits; 8.oUtlets; 9jointz venture; 10.subsidiaryIILTranslate the followings into EngIiSh1). ECOnOmiC activity began With the CaVemenz WhO WaS economicallySelf-SUffiCient. He did his OWn hunting.

37、 found his OWn SheIterl and PrOVided for hisOWn needs AS PnmitiVe POPUIatiOnS grew and developed, the PrinCiPle Of divisiOn OfIabOr evolved One PerSOn WaS more able to PerfOrm SOme activity than anotherz andtherefore each PerSOn ConCentrated On What he did best. While One hunted, anotherfished The h

38、unter then traded his SUrPlUS to the fishermanl and each benefited fromthe Variety Of diet.In today1 S COmPleX economic WOrldl neither individuals nor nations are Self-SUffiCient nations are SeIf-SUffiCient NatiOnS have UtiIiZed different economicresources; PeOPle have developed different skills. Th

39、iS is the foundation Ofin ter national trade and economic activities.FOreign trade, the exchange Of goods between nations, takes PlaCe for many reasOns. The firstz as mentioned above, is that no nation has all Of the COmmOditieSthan it needs RaW materials are SCattered around the WOrld Large deposit

40、s Of COPPerare mined in PerU and Zairez diamOndS are mined in SOUth AfriCal andPetrOleUm isrecovered in Middle EaSt CoUntries that do not have these resourcesWithin their OWnboundaries must buy from COUntrieS that export them.FOreign trade also OCCUrS because a COUntry Often does not have enough Of

41、aPartiCUlar item to meet its needs. AIthOUgh the United StateS is a majorPrOdUCer OfSUgarl it COnSUmeS more than it Can PrOdUCe internally and thus must import sugar.Thirdl One natiOn Can SeIl SOme items at a IOWer COSt than Other CoUntries.JaPanhas been able to export Iarge quantities Of radios and

42、 televisiOn SetS because it CanPrOdUCe them more efficiently than Other CoUntries It is CheaPer for the United StateS to buy these from JaPan than to PrOdUCe them domestically.FinaIlyl foreign trade takes PlaCe because Of innoVatiOn Or style. EVen though theUnited StateS PrOdUCeS more automobiles th

43、an any Other COUntryf it StiIl imports Iargequantities Of autos from Germanyl JaPan and SWedenz Primarily because there is amarket for them in the United StateS2). The different kinds Of trade nations engaged in are Varied andCOmPleXZ amixture Of ViSible and invisible trade. MOSt nations are more de

44、pendentOn exportsthan On any Other activity. The earnings from exports Pay for the imports that theyneed and Want A natiOrf S balance Of Payment is a record Of these COmPleXtransactions By reflecting all Of these tranSaCtiOnS in monetary terms j a nation is ableto COmbine the income it receives, for

45、 example, from exports tourists expenditures,and immigrant remittances. ThiS COmbined incomes is then SPent OnSUCh items as manufactured goods from Other countries, travel for its CitiZens to OtherCoUntries, and the hiring Of COnStrUCtiOn engineersPart ThreeI. TranSlate the followings from ChineSe i

46、nto English:1支付方式2书面合同3合同的执行4销售合同5购货确认书6交易条件7贸易伙伴8合同的构成9贸易协定10寄售合同11合同正文12合同延期13合同缔约方14特约条款15 般条款IL AnSWer the following questions in English:What is the definition for contract? What may happen if any Party fail to fulfillhis COntraCtUal Obligations?What are the two PartieS Of business negotiations

47、? And give examples as you can.Why do the trading PartieS USUaIly Prefer a Written contract? What is the difference between a SaleS COntract and a SaIeS(PUrChaSe) COnfirmation?What does the Setting UP Of a COntraCt gen erally Con tain?What does the COntraCt PrOPer USUaIly in elude?IIL TranSlate the

48、following into Chinese:The COntract is based On agreement WhiCh is the result Of business negotiatio n.There are two types Of business negotiations: Oral and Written. The former refers tothe direct discussion COndUCted at trade fairs Or by Sending trade groups abroad Or byinviting foreign CUStOmerS

49、BUSineSS discussions through inter national trunk CaISS arealso inClUded in this category.IV. CaSe StUdieS(1) Mr. Smithf an AmeriCan businessmar SOld a batch Of IBM COmPUterS to aHOng KOng importerf Mr. Chen. The SaleS COntraCt WaS COnClUded in the United StateSOf AmenCa On the terms Of ClF HOng Kon

50、g. DUring execution Of thisCOn tract,disputes arose between the SeIler and the buyer On the form and interpretation Of theCOntraCt对合同的形式和解释发生争议，In SUCh a CaSeJ did the IaW Of the U.S.A. Orthe IaW Of HOng KOng apply to the disputes?该争议适用法律 Why?(2) Mr. AnderSOn intended to SeIl a Plane to Mr. JOhnSOn.

51、 In his CabIel Mr. Anderson offered: Confirm Sale Of a Plane PleaSe Send 5,000 PoUndS bytelegraphic transfer. Mr. JOhnSOn Cabled back immediately: , COnfOrm PUrChaSe Ofyour PIaneZ terms and COnCliti OnS Same as your Cable .Ive Sent the 5z000 POUndS toyour ACCOUnt Bank WhO keeps your money On your be

52、half Until delivery Ofthe Plane.PleaSe COnfirm delivery Within 30 days from the date Of this cable.1 Mr. An dersondid not reply and SOld the Plane to another buyer at a much higher price. DiSagreementS OCCUrred between the two PartieS about Whether the COntract WaSConClUded effectively. In SUCh a Ca

53、Sez WaS the COntraCt concluded? Why?KeyI. TranSlate the followings from ChineSe into English:terms Of Payment 2 Written form Of COntraCt 3 execution Of the COntraCt 4 SaleS COntraCt5 PUrChaSe COnfirmatiOn 6 terms Of transaction7 trading Partners 8 the Setting UP Of a COntraCt9 trade agreement 10 COn

54、Signment COntraCt11 the COntraCt PrOPer 12 extension Of the COntraCt13 the COntraCting PartieS 14 SPeCial ClaUSe15 general terms and COnditiOnSIL AnSWer the following questions in English:A COntract is an agreement WhiCh SetS forth bind ObligatiOnS Of the relevantPartieS. And any Part that fails to

55、fulfill his COntraCtUal ObligatiOnS may be SUed andforced to make COmPenSatiOn.There are two PartieS Of business COntraCt negotiations: Oral andWritterL Theformer refers to direct discussions abroad; Written negotiatiOnS Often begin WithenqUirieS made by the buyers.A Written COntraCt is generally Pr

56、ePared and Signed as the PrOOf Of the agreeme ntand as the basis for its executiOrL A SaleS Or PUrChaSe COnfirmatiOn is IeSS detailed than a contract, COVenng OnIy the essential terms Of the transaction. It isUSUalIy USedfor SmaIler deals Or between familiar trade PartnersThe Setting UP Of a Contrac

57、t is Similar to that Of a trade agreement Or any Othertype Of formal agreements .It gen erally COntai ns: 1) the title. The type Of the COntraCtis indicated in the title; 2) the COntraCt PrOPer It is the main Part Of aContract; 3) theSignature Of the COntraCting PartieS indicating their StatUS as th

58、e SeIler Orthe buyer; 4)the StiPUlatiOnS On the back Of the COntraCt and are equally binding UPOntheCOntracting parties.It generally COntainS the time Of ShiPmentJ the mode Of Payment described inaddition to an exact descriptiOn Of the goods including the quantit quality,SPeCifiCatiOnSJ PaCking meth

59、ods, insurance, COmmOdity inspection,ClaimSZ arbitrationand force majeurez etc.IIL 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 StUdyThe IaW Of the United StateS Of AmenCa applie

60、s to this COntraCt because: this WaS a CIF COntract; (b) the PIaCe 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 COmPletedthis responsibilities after he delivered the goods at the POrt Of the USA.ThiS COntraCt WaS not concl