《国际贸易实务（双语版）》课后参考答案 许进、杨楚欣 主编

PAGEPAGE4ChapterOneSection1I.在课文中找到下面短语名称的英文表述:(国际贸易)惯例regulations，无形贸易intangibletrade，经济活动economicactivity，全球化globalization，货币currency，商品贸易merchandisetrade，国内需求domesticdemand，资源分配resourcedistribution，原材料rawmaterial，绝对优势absoluteadvantages，相对优势comparativeadvantages，消费模式consumptionpatterns，文化障碍culturalbarriers，进口限制restrictiononimports，汇率波动exchangeratefluctuation，商业信誉commercialreputation,外汇管理局administrationofexchangecontrol/ForeignExchangeControlBoard(FECB)，贸促会theChinaCouncilforthePromotionofInternationalTrade(CCPIT)II.用正确的单词或信息填空1.import,export2.theexporter,theimporterandtheintermediateparty3.Transittrade4.entreporttrade5.Processingtrade6.Internationaltradeinservices

7.tangibletrade，intangibletrade8.thepolitical,social,economicandenvironmental9.domestic,commercialrisks,financialrisk,risksoflongdistancetransportation10.taxadministration,Customs,inspection,internationaltransport,insurance,bank,exportprocessingzone,III.拓展训练1.CanyoupointoutsomeadvantagesthatChinahasinproductionforinternationaltrade?请举例说出中国在对外贸易市场中的生产或产品优势。参考答案：劳动力资源密集，以初级产品为主，成本低廉，便于拓宽国际市场，薄利多销。出口产品层次丰富，符合各国人的口味。中国现阶段对外贸易中的优势产品有电子元器件，光伏产品、陶瓷、纺织服装、玩具等

2.TrytofindoutrelevantinformationandmaterialstoanalyzethepositiveandnegativeinfluenceontheinternationaltradeofChinathatthepresentinternationaleconomyenvironmentmaybring.请搜集相关信息分析当前的国际经济环境给中国对外贸易带来的正面和负面的影响。参考答案负面影响：由于全球经济下滑进而影响世界贸易需求的萎缩，中国对外贸易受到了严重的影响。第一，从外部需求角度来说，国际金融危机的爆发引起了消费市场疲软，我国多年来的对美出口高增长势头已经终结。同时，中国对日本、欧盟等国家和地区的出口总额也在不断减少。第二，金融危机下贸易保护主义开始崭露头角，影响我国的外贸出口。近30年以来前所未有的。政府干预行动很快引发了贸易保护主义风潮，不少国家纷纷筑起贸易壁垒。第三，美联储的降息政策使美元和人民币利率出现倒挂，息差也进一步被拉大，由于人民币兑换美元的持续升值，使得我国的出口产品在世界市场上缺乏价格竞争优势，必然会给我国出口行业的发展带来极其严重的负面影响。积极意义：严峻的国际经济形势使得中国不能再过分依赖于欧美或日本市场，而应开始寻求突破，将目标转向国际新兴市场，加强中俄、中非以及与中东国家的合作，促进金砖五国（BRICS：Brazil，Russia，India，China，SouthAfrica）之间在经贸、金融、基础设施建设、人员往来等领域的全面经济合作，推动世界经济秩序的改进，这样才能保持中国的对外贸易的稳定的增长。3.Casestudy(如果美国某公司在中国设立了一个分公司；中国某公司与美国总公司签订了一份来料加工合同，合同规定中国公司从美国总公司购买机器设备，从分公司购得原材料并加工为成品，由分公司负责将加工后的成品回购再转卖给美国总公司，由总公司在国际市场销售。这项涉外经贸活动中所包括的货物贸易是否具有“国际性”？如果属于国际贸易，应该归属哪一类？)答案：这项涉外经贸活动中所包括的货物贸易具有“国际性”，应该归属加工贸易（processingtrade）。ChapterOneSection2I.从课文材料中找出以下单词或短语的英文表述.目标市场targetmarket，分销商distributor，批发商wholesaler，信誉度creditability，中华人民共和国商务部MinistryofCommerceofPeople’sRepublicofChina，贸易术语tradeterms，报盘offer，询盘inquiry，销售确认书salesconfirmation，进/出口许可证import/exportlicense，报检applyingformandatoryinspection，报关applyingforcustomsclearance，开立信用证openingL/C，修改信用证amendingL/C，议付presentingdocumentsforbanknegotiation，商业发票commercialinvoice,保险单insurancepolicyII.将以下句子翻译成中文1.Generallyspeaking,fromthebeginningtotheendofaninternationalbusinesstransaction,thewholeoperationundergoesfourstages,namelythepreparationofatransaction,thenegotiationofthecontract,theperformanceofthecontractandfinallyposteventsforsettlement.一般来说，一单国际贸易的业务从始至终要经过四个阶段：交易准备，磋商签约，合同履行和交易善后处理。2.Eventhoughtherearemanyvariationsincarryingoutanexportcontract,especiallyforthetransactionunderdifferenttradeterms,thereisageneralwayofdoingtransactionsthatcouldbesoughtafter.尽管在执行出口合同的时候有很多变数，特别是针对以不同的贸易条件签订的合同，但是我们仍然有进行交易的一般方法可以遵循。3.Infact,it’snotunusualtospendseveralweekslearningabouttheproduct,theneedsofmarketanditspotentialprofitbeforegettingthetargetmarket,especiallyforthecompanyenteringintointernationalbusinessforthefirsttime.事实上，在进入目标市场之前花上好几周的时间来熟悉产品、了解市场需求和潜在利润是很常见的事，对于首次进入国际贸易市场的公司尤为如此。4.Generally,businessnegotiationsconsistoffourstages:inquiry,offer,counter-offerandacceptance.Amongthem,offerandacceptancearethetwoindispensablestages,whicharerequiredforreachinganagreementandconcludingasalescontract.一般来说，业务磋商包括了四个环节：询盘，报盘，还盘和接受。其中，报盘和接受是达成协议签订合约前所必需的两个环节。5.Iftherewouldbesomecomplaintsorclaimsarisingforbreachofcontractorrisksintransit,bothimportersandexportershavetosettledisputesaccordingtothesituation.如果因违约或交易途中风险引起争议或投诉，进出口双方必需根据情况解决纠纷。III.用英语回答下面问题.1.Whatareyousupposedtolearnaboutthetargetmarketbeforegettingintointernationalbusiness?在开展对外贸易之前对目标市场应该做何了解？Marketresearchisvitaltowinthetradegame.Infact,it’snotunusualtospendseveralweekslearningabouttheproduct,theneedsofmarketanditspotentialprofitbeforegettingthetargetmarket,especiallyforthecompanyenteringintointernationalbusinessforthefirsttime.Whenselectingthetargetmarket,otherfactorsrelatedtothecountrymaywellworthinvestigationincludingitsculturalbackgroundandeconomicsituation,infrastructure，politicalclimate,currentimportandexportstatistics,informationontradebarriersandrestrictions.2.Whatworkisinvolvedforconductinginternationalbusinessnegotiationtoreachacontract?为了达成合约，国际贸易磋商会涉及到哪些工作？Thenegotiationisusuallyconductedeitherinwords,i.e.talksinpersonsorthroughtelephone,orinwriting,i.e.businesscorrespondence.Generally,businessnegotiationsconsistoffourstages:inquiry,offer,counter-offerandacceptance.Amongthem,offerandacceptancearethetwoindispensablestages,whicharerequiredforreachinganagreementandconcludingasalescontract.3.Whatisthetypicalprocedureofexecutingexportbusiness?出口业务执行的一般程序是什么?TheexecutingprocedureofanexportbusinessdoneonCIFbasisandL/Ccanbefollowedasthefollowingsteps:ExaminingL/CGettinggoodsreadyBookingtheshippingspaceApplyingformandatoryinspectionClearinggoodsforexportGettingthegoodsforloadedPresentingdocumentsforbanknegotiationChapterOneSection3I.请将下列句子翻译成中文.1.Theworldofinternationalbusinessisalwayschangingwithnewlawsbeingputinplaceandnewapproachesareconstantlybeingexploredwithglobalization.国际贸易领域常常因实施新的法规而发生变化，同时随着全球化进程开辟出新的途径。2.Onlywhenyoulistenattentivelytowhattheotherpartywantswillyoubeabletothinkofalternativestoarriveatasituationwhichwillbebeneficialtobothparties.只有当你仔细倾听对方的时候，你才能想到备选方案以期达到有益于双方的形势。3.Beforeventuringintoanewcountryitissensibletodoabackgroundcheckonthecountry'sbusinessetiquetteandequipyourselfwiththenecessaryskillsbeforeameeting.在开拓新的国际市场之前，应该对该国的商务礼仪进行背景了解，使自己在与外商会务之前掌握必要的技巧。4.Comprehensivemanagementskillslikeclientsdevelopingandmaintenancemanagement,creditriskmanagement,exchangeraterisksmanagement,export-importfinancingmanagement,etc.,willhelpyousystematicallyoperateandcontrolthebusiness.掌握综合管理能力，如客户开发和维护管理，信用风险管理，外汇风险管理、进出口金融管理等等，将有助于系统操作和控制业务。5.Interpersonalskillsarestronglyneededtodevelopfriendlyandsustainablebusinessrelationshipthroughunhinderedcommunicationwithbothdomesticandoverseasclientsaswellaswithstafffromdifferentdepartments.为了与国内客户以及各部门同事之间进行顺利的沟通和交流，以发展友好和持久的业务关系，我们需要具备良好的人际沟通能力。II.问题讨论（开放式答案）:你认为从事对外贸易应具备哪三种最重要能力？为什么？课外材料中所提到的能力中，哪些是你已基本具备的，哪些是你还缺乏的？ChapterOneSection4I.将下列句子翻译成英文TranslatethefollowingsentencesintoEnglish1.Thescopeofdefinitionfore-commercehasbecomebroaderandbroaderwithitsowndevelopmentasthetimegoes.Now,theupdatede-commercemightbesomethinglikethis:E-commerce=website+e-mail+promotion+saleonline+paymentonline+modernlogistics电子商务的概念范畴随着自身日益的发展而不断扩大。我们可以这样描述现代电子商务：电子商务=网站+电子邮件+推销+网营+网上支付+现代物流2.Business-to-customE-commerceconsistofsellingretailitemsontheInternet–aprocesssometimescallede-tailing,whichsellproductsandservicedirectlytoconsumers.Ｂ2C模式的电子商务包括在网上开展零售，也称之为电子零售，即直接将产品卖给顾客。3.Business-to-business(B2B)describescommercetransactionsbetweenbusinessesor\o"Organization"enterprises,suchasbetweena\o"Manufacturer"manufactureranda\o"Wholesaler"wholesaler,orbetweenawholesalerandaretailer.B2B是指商户或企业之间的贸易模式，例如，厂家和批发商之间、或者批发商和零售商之间的贸易。4.ThefunctionalityofEDIisextremelydiverseandinformationcanbeexchangedbetweencomputersinproductionlevelsinacompany,speedierprocessingofordersandpreparationofconsignmentsforshipment.电子数据交换（EDI）的功能非常强大，其数据信息于生产过程中就可以在公司的电脑之间传输，加快了订单操作和货物装运的速度。5.ThemajorhurdlethatEDIimplementinghastoovercomeisthattwoormorepartieswithdifferentcomputerssystemandusingdifferentsoftwareneedtotalktoeachotherwithoutbarrierandmisunderstanding.Toresolvethisproblem,agreedstandardsandpracticeshavebeenintroduced.就利用EDI需要克服的主要障碍是，使用不同电脑系统和软件的双方或多方之间交流可能不畅通和产生误解。为解决这个问题，我们采用了一致的标准和规则。II.问题讨论（双语）1.ThereareseveraladvantagesofdoingE-commerce,trytoexplaintwoofthembyusingexamples.电子商务有多种优势，请例举其中的两种并解释说明。（答案开放）2.CanyougiveexamplesofonlinebusinessofB2BandB2Cindividually?请举例说明网络营销中B2B和B2C两种模式。（答案开放）3.WhataretheadvantagesofusingEDIfordoingbusiness?电子数据交换在业务操作中的优势？EDIexchange,e.g.printedshippingdocuments,electronicexchangeandtheuseofdatafromthatexchangereducesthehandlingcostsofsorting,distributing,organizing,andsearchingpaperdocuments.AnotheradvantageofEDIisreducederrors,suchasshippingandbillingerrors,becausethereislittleornohumanintervention.OneveryimportantadvantageofEDIoverpaperdocumentsistoreducecycletimesinwhichthetradingpartnerreceivesandincorporatestheinformationintotheirsystem.4.PleaseillustratetheusingofEDIfordoinginternationaltrade.请说明EDI在国际贸易中的应用？参考答案：贸易领域：通过采用EDI技术，可以将不同制造商、供应商、批发商和零售商等商业贸易之间各自的生产管理、物料需求、销售管理、仓库管理、商业POS系统有机的结合起来，从而使这些企业大幅提高其经营效率，并创造出更高的利润。运输领域：通过采用集装箱运输电子数据交换业务，可以将船运、空运、陆路运输、外轮代理公司、港口码头、仓库、保险公司等企业之间各自的应用系统联系在一起，从而解决传统单证传输过程中的处理时间长、效率低下等问题。可以有效提高货物运输能力，实现物流控制电子化。从而实现国际集装箱多式联运，进一步促进深圳市港口集装箱运输事业的发展通关自动化：通过采用EDI技术，可以将海关、商检、卫检等口岸监管部门与外贸公司、来料加工企业、报关公司等相关部门和企业紧密地联系起来，从而可以避免企业多次往返多个外贸管理部门进行申报、审批等。大大简化进出口贸易程序，提高货物通关的速度。最终起到改善经营投资环境，加强企业在国际贸易中的竞争力的目的。电子信用证：电子信用证业务的一般程序与传统的信用证使用程序类似,主要差别在于整个程序的电子化。也就是说,买卖双方的业务谈判、订单、买卖合同的签署等,一般先通过网络EDI系统,结算时由进口商通过网络将电子开证申请书递交开证行,开证行据客户核定的授信额度,按申请书内容,向出口商(即受益人)开出信用证,并通过银行内部作业系统与外部网络系统的接口,将信用证发送给出口商所在地分行或代理行(即通知行)。通知行核对印鉴无误后,将电子信用证转发到出口商的电子邮箱。出口商用EDI系统自动审核信用证后,再由EDI系统自动生成全套单据并通过通信网络传送至运输、保险、海关及商检机构等有关部门,并要求这些机构根据信用证的内容和实际货物的情况出具诸如发票、提单、保险单等电子单据。出口商按照信用证的规定装运货物以后,备齐各类电子单据,开出电子汇票,通过通信网络提示议付行付款。议付行EDI系统按照信用证条款审核单据无误后将货款垫付给出口商,将电子汇票、货运单据通过电子邮件转发给开证行或其指定的付款行索偿。开证行核对单据无误后,付款给议付行。开证行通知进口人付款赎单,进口商付款后,开证行将各类电子单据转发给进口商,进口商再将电子单据通过网络转发承运商换取货物。

电子信用证与传统的纸制单证相比有着巨大的优势,在电子贸易环境下,单据的审核更多的借助电子计算机,提高了信用证处理及传输速度,加快了信用证业务处理流程的效率。信用证到达受益人手中的速度也提高了,对出口商而言,国际结算时间由原10-15天缩短到3-4天甚至半天,给出口方提供了更多贴现、背书、打包放款等方式的融通周转资金的机会。在电子贸易中,数据信息被一次性地输入计算机系统,进行自动审核、处理,增强了单证的准确性,降低了错误率,信息传递更规范,减少了单证不符点,确保了交易安全。其他领域：税务、银行、保险等贸易链路等多个环节之中，EDI技术同样也有着具有广泛的应用前景。通过EDI和电子商务技术（ECS），可以实现电子报税、电子资金划拨（EFT）等多种应用。ChapterTwoSection1I.Trytofillintheblankswithproperwordstocompletethefollowingsentences,thentranslatethemintoChinese1.Onlyafteryougottoknowthefunctionofyourproductscanyouknowwhichgroupofpeoplearethetargetsofyourmarketing.只有了解了产品的功能你才能知道目标市场的顾客是哪些群体。2.Commoditiesarevariousinitscategories.Itincludestangibleproductssuchascomputers,shoesandclothes,etcandintangibleservicessuchasinformationconsultation,insuranceproductsandafinancialproducts,etc.产品有多种类别，包括了像电脑、鞋子和服装之类的有形产品，也有像信息咨询、保险产品和金融产品之类的无形服务（产品）。3.Asasalesperson,youhavetoknowsomegeneralfeaturesoftheproduct.Andwhat’smore,youmustknowthespecialfeaturesoftheproductmadebyyourcompanyverywell.作为业务员，你必须了解产品的一般特征，另外，还必须了解自己公司产品的特别之处。4.Aproductundergoesaseriesofproceduressuchasrawmaterialpreparation,componentsprocessingandcomponentsassemblybeforeitispackedasafinishedproduct.Thepersonwhoknowseachproductionprocedureandhelpstosolvesomeproblemsrelatingwiththeproductionprocesswillbetrustedbymorecustomersandwinmoreordersasaresult.产品生产要经过一系列的流程，比如原料准备、组装加工、装配、包装成品等。如果业务员了解产品生产流程并且帮助解决生产过程中的相关问题，他/她将会得到客户更大的信任，从而获得更多的订单。5.Thecustomersdonotalwaysthinkthesameasyoudoaboutwhattheproductshouldbelike.Soitisessentialtosetupastandardagreedbyboththesellerandthebuyerbeforeasalescontractissigned.对于产品应该是什么样的质量规格，客户并不总是和我们想法一致；所以在合同签订之前有必要设定一个双方都同意的产品标准。6.Asalespersonshouldknowthelawsandregulationsrelatedwithhisorherproductsothatheorshemaynotgetintotroubleforillegaloperation.业务员应该了解产品相关的法律和法规，这样才不会惹上非法经营的麻烦。II.拓展训练Presentbeforeclassalltheinformationyoucangetaboutthefootwearcommoditiesthatistoputintotheoverseasmarket.请就即将投入海外市场的鞋类商品进行了解，并将相关产品信息在课堂做报告。任务要求：注意结合商品的基本用途、基本特点（材料、式样等）、生产工艺、质量标准和目的市场的相关法律进行介绍和讲解。Section2I.TrytoanswerthefollowingquestionsinEnglish试用英语回答以下问题1.Whatshouldbenecessarilyinvestigatedabouttargetmarketbeforedecidingtoentertheinternationaltrade?Factorsrelatedtothecountry,itsculturebackgroundandeconomicsituation,infrastructure（n.基础建设）,politicalclimate,currentimportandexportstatistics（n.统计）,informationontradebarriersandrestrictionsmaywellworthinvestigatingbeforedecidingtoenterthetargetmarket.2.Fromwhatresourcescanyougetthedirectinformationaboutacertainmarket?Thedirectinformationcanbegotfromthefollowingresources:1.Diplomaticstaffwhocanprovideinformationdrawndirectlyfromthetargetmarketforpromotingimport/exporttrade,andinformationofthelocalinvestmentpolices.,

2.“Ontheground”researchofmarketobservation3.Interviewinthesurveywhichmaybedonebytheresearcherinperson,bytelephoneorbymail.4.Experimentalusingofaproductbyemployeesorconsumers3.Whatapproachescanyoutaketogetindirectinformationaboutacertainmarket?Indirectinformationcanbetakenfromthefollowingapproaches:Foreigngovernmentalagenciesdevotedtopromotingtrade.TradeorganizationssuchasChambersofCommerce,whichcanoffertradestatisticsandanalyses.Marketresearchconsultancyfirmswhichcannotonlygathertheinformation,butalsoformulateamarketingplanTheInternetandemail,throughwhichinformationcanbeassembledinaminute.Othermediasuchasbooks,magazines,newslettersornewspapersII.Discussion:(答案开放)Isitalwaysnecessarytogetthedirectinformationabouttheproductsandmarket?WhatrelevantthingsshouldyouknowaboutthemarketifyouareplanningtosellshoestoWestAsia?III.Practice:WriteareportofmarketresearchandanalysisforsellingshoestoWestAsia.拓展训练：就在西亚国家开展鞋类贸易进行市场调研和分析，并形成报告。任务要求：建议以小组为单位开展调研和报告，中英双语结合。Section3I.TrytogivebriefanswerstothefollowingquestionsinEnglish用英语简要回答以下问题1.Howcouldyoufindoutpotentialoverseascustomersyouareinterestedinorwhoareinterestedinyourproducts.WecanfindoutpotentialoverseascustomersbySettingupawebsiteofyourowncompanyandproductsParticipatinginexhibitionsLookingupBusinessDirectoryUsingoftheInternetAdvertisingyourcompanyandproductstopublicity2.Whatshouldyouknowaboutthecustomersbeforeyoudecidingtohaveinternationalbusinesswiththem?Youneedtodocreditinquiryaboutthepotentialcustomers,gatheringinformationabouttheirreputation,financialpositionandbusinessoperationtoavoidbeingcheatedortrapped.II.Practice:Pleasepresentinclasswhatyoucandoorwhatyouhavedonetosearchforapotentialcustomerinterestedinimportingfootwear.请展示你可以或者已经通过何种途径寻找对进口鞋类感兴趣的客户。任务要求：建议用PPT的方式在课堂呈现，PPT中拟用图片或网上截图方式展现各种手段和途径；中英双语结合。Section4I.Trytofillintheblanksaccordingtotheinformationgiveninthetext.1.“The4P’s”principleofmarketcanleadustosetupeffectivestrategiestolaunchthegoods,thefourPsreferringrespectivelyto：Product,Price,PlaceandPromotion.2.Theproductisnotjustacollectionofcomponents,butalsothecombinationofitsspecifications,design,quality,packagecharacteristic,trademark,brandandvariousservicemeasures.Decisionsmustbemadeonspecificelements,thatworktogethertosupporttheproduct'spositionandmarketingstrategy.3.Generally,thehighestpricedependsonthemarketdemand,while,thecostoftheproductdeterminesthelowestprice.4.Exporttradecompaniesshouldmakefulluseofforeignlocalchannelsoflargermiddlementopushtheirproductsmoreeffectivelyandwidelyintothetargetmarket.5.Foranexportingcompany,itisnecessarytosupportorcooperatewithitsagentinthemarketcountrytodoadvertising.Theagentcanalsohelpdosalespromotionsuchassendingoutproductbrochures,displayingexhibitionframes,anddoingsalestraining.II.Practice:Workingrouptopresentbeforeclassyourmarketingprogramforexportingshoescommoditiesaccordingtotherelevantinformationyouhavegot.实务练习：以小组为单位根据所搜集的相关信息讨论分析鞋类产品的出口营销策略并形成报告在全班展示。任务要点：建议每个小组以4P营销理论中的产品策略以及另外一个策略理论为重点，研究分析鞋类产品出口的营销策略，要求说明相关理论依据以及具体策略办法，中英双语结合。Chapter3Section1I.FindinthetexttheEnglishequivalentstothefollowingterms.（从课文中找出下列术语的英文表达）还盘Counter-offer询盘 inquiry发盘offer仲裁 arbitration虚盘non-firmoffer失效 expired撤回withdrawal发盘人offerer受盘人offeree可撤销的revocableII.GiveaspecialEnglishtermtoeachofthefollowingdefinitions.(给出下面各定义的英文表述).1.Theimportingcountryisacountrytowhichanexporterintendstoexporthiscommodities.2. Theexportingquotasisalimitonthequantitativeamountofaproductallowedtoexportedoutofacountryinayear.3._Theofferprice__isthepricegivenbyatraderwhoiswillingtobuyorsellcommoditiesatthatprice.4._ Theinquiryisaprocessusuallymadebythebuyerofaskingtheselleraboutthetermsofasale.5.. Thecounter-Offeristheprocessinwhichthesellerandthebuyerdiscussaboutthetradetermsinordertoreachanagreementaboutthesalesofgoods.=3\*ROMANIII.TranslatethefollowingsentencesintoChinese.1.Businessnegotiationplaysaveryimportantroleinconductinganexportorimporttransaction.在达成一次进出口交易的过程中，商务谈判扮演了非常重要的角色。2.Differentcountrieshavedifferentpoliticalsystems,differenteconomicandbusinesssituations,anddifferentcustomsandpreferences.不同的国家有着不同的政治体制、不同的经济和商业形势以及不同的习俗和喜好。3.Businessnegotiationusuallyundergoesfourstages:inquiry,offer,counter-offer,andacceptance.商务谈判一般说来要经过四个阶段：询盘、报盘、还盘和接受。4.Anofferfromoneindividualorfirmtoanotherisadeclarationthatheoritiswillingtosellorbuyacertainamountofspecifiedgoods,atspecifiedprice,underspecifiedterms.报盘是由某个人或者公司向对方发出的一项声明，表示其愿意按规定的条款、一定的价格买进或者卖出一定数量的特定货物。5.Acounter-offerisanoffermadeinresponsetoapreviousofferbytheotherpartyduringnegotiationsforafinalcontract.还盘是一个新的报盘，是在为达成最终协议的谈判过程中，对对方发出的前一次报盘的回应。6.Anacceptanceoraconfirmationisinfactanunreservedassentofthebuyersorthesellers,whoaftermutualnegotiationsarewillingtoenterintoacontractinaccordancewithtermsandconditionsagreedupon.接受或确认，实际上就是买家或者卖家表示无保留地同意，并在双方协商后，根据之前达成的条款及条件，订立一份合同=4\*ROMANIV.Practice:Makeaninquiryaccordingtothefollowingsituation请根据下面所给情境做一份询盘（参考课文中所给询盘实例）Section2I.GivetheChineseequivalentstotheEnglishtermsaccordingtotheirdefinitions.（请根据定义给出下列英文表述对应的中文）1.Indent-.Anorderproducedbyanagentonbehalfofhisprincipal.(订单)2.GrossDomesticproduct(GDP):Thetotalofalleconomicactivityinacountry,regardlessofwhoownstheproductiveassets.(国内生产总值)3.GrossNationalproduct(GNP):Thetotalofincomesearnedbyresidentsofacountry,regardlessofwheretheproductiveassetsarelocated.(居民生产总值)4.MixedVenture:Aspecialtypeofjointventureinwhichagovernmentisinpartnershipwithaprivatecompany.(混合所有制)5.OpenAccount:Conditionsofsaleunderwhichtheexporterextendscreditdirectlytotheimporter.(开户)=2\*ROMANII.Judgewhethereachofthefollowingisorintendstomakeanoffer,aninvitationtomakinganoffer，acounter-offer,oranacceptance.（判断下面各信函的目的是发出邀请、询盘、报盘、换盘或是接受）(1)acounter-offer(2)Anoffer(3)acounter-offerChapterFourSection1I.FindinthetexttheEnglishequivalentsforthefollowing:毛重（grossweight）公量（conditionedweight）良好平均品质(F.A.Q)唛头（shippingmark）中性包装（neutralpacking）溢短装条款（moreorlessclause）对等样（countersample） 以毛作净（grossfornet）品质公差（qualitytolerance） 销售包装（salespacking）II.TranslationInthiscase,thesellershallsupplyarepresentativesamplewhichwillpossessthemoderatequalityamongalargequantityofthephysicalgoods,andatthesametimekeepaduplicatesample,whichshallbeinqualityasoronthewholeasthesameasthestandardsample.Thesampledispatchedandtheduplicatesample/filesamplekeptshallhavethesamearticlenumbersoastomakeitconvenientfordelivery,verificationwhenhandlingqualitydisputesorfuturetransactions.KEY:在这种情况下，卖方应提供有代表性的样品，在大量货物中保持适合的质量，同时保留一个复样品，其质量或整体上与标准样品相同。发出的样品和复样品应具有相同的货号，这样在处理质量纠纷或以后交易时方便运送、验证查核。2.“Moreorless”clause:accordingtoUCP600,unlessacreditstipulatesthatthequantityofthegoodsspecifiedmustnotbeexceededorreduced,atoleranceof5%moreor5%lesswillbepermissible.Itismainlyusedforgoodswhosequantityiscalculatedbyweight,length,area,volume,capacity.Notbynumbersorpackages.KEY“溢短装”条款：根据UCP600，除非信用证中规定货物数量不得增减外，允许5%或多或少的公差。它主要应用于按重量、长度、面积、体积、容积计量的货物，对以包装单位或个数计数的商品不适用。III.PracticeIfthecontractstipulates“about1000M/T”，whatisthemaximumandminimumquantitythesellerisallowedtodeliver?参考答案：约量(AboutorCircaorApproximate)，国际商会《跟单信用证统一惯例》（第600号出版物）第39条规定，凡"约"，"大约"视为不超过10%的增减幅度。除非信用证中规定货物数量不得增减外，在支取金额不超过信用证金额的情况下，货物数量允许有10%的机动幅度。IV.CaseStudyAChinesetradingcompanyexportedtoolmachinestoEuropeanUnion.Thecontractprescribesthegoodspackedinwoodencases,eachlabeledinFrenchandEnglish.ButtheimporterreceivedthegoodsonlylabeledinEnglish.Tomeettherequirementofend-users,theimporterhadtohaveallpackagesandlabelschanged.Whoshouldberesponsibleforrepackingcharges?Why?参考答案：对销售包装来说，文字说明的要求较高。内容上要符合规定，语种也不能用错。例如，在语种的要求上，很多国家也有特别的规定。例如，加拿大政府规定，进口商品说明必须英法文对照；运往法国的产品的装箱单及商业发票必须用法文。在上面我方与加拿大贸易的案例中，加拿大进口商还要求每件货物用英、法两种文字的贴头。而我方仅用了英文贴头。这一点也迫使加方重新更换了贴头，当然我方因此需要承担重新包装的费用。ChapterFourSection2I.Translatethesefollowingterms:卸货费（unloadingcosts）投保（insure）CFR舱底交货（CFRExship’shold）单据买卖（salebydocuments）象征性交货（symbolicdelivery）CIF（Cost,InsuranceandFreight）II.Trytocorrecttheexpressionoftradetermsifavailable1.3.68$CIFCHongKongUSD3.68CIFC2%HongKong2.£300PerCaseCFRUSAGBP300percaseCFRUSA3.USDPerTonFOBLondonUSD200PerTonFOBLondon4.EUR98.50PerDoz.FOBD2%EUR98.50PerDoz.FOBC2%HAMBURG5.AUD28.85CIFC2%ShanghaiAUD28.85PERSETCIFC2%ShanghaiIII.TranslatethefollowingsentencesintoChinese:Theinsuranceshouldbecontractedwithanunderwriteroraninsurancecompanyofgoodsrepute.KEY:应与具有良好声誉的保险商或保险公司签订保险合约。UndertheCFRandCIFtermsforlossoradamageofthegoodswouldhavepassedfromthesellertothebuyer.KEY:在CFR和CIF条款下货物的损失或损坏（的风险）都已从卖方转移到买方。ThetradetermsshouldbegovernedandconstructedunderandbytheIncoterms2010.KEY：贸易术语应该受监管和建构于2010国际贸易术语解释通则之下。US$20perdozenCIFNewYork,includingyourcommission3%,thecommissionshouldbepayableonlyafterthesellerhavereceivedthefullamountofpaymentduetotheseller.KEY：纽约到岸价每打20美元，包括你方3%佣金，佣金只能在卖方收到买方支付的全部金额时支付。5.US$1200perm/tFOBstowedandtrimmedVancouver,totalUS$1200000.KEY：每公吨1200美元装运港温哥华船上交货包括平舱费和理舱费，总金额1200000美元IV.CaseStudy1.我某公司以FOB条件出口一批冻鸡。合同签订后接到买方来电，称租船较为困难委托我方代为租船，有关费用由买方负担。为了方便合同履行，我方接受了对方的要求。但时至装运期我方在规定装运港无法租到合适的船，且买方又不同意改变装运港。因此，到装运期满时货仍未装船，买方因销售季节即将结束便来函以我方未按期租船履行交货义务为由撤销合同。试问：我方应如何处理。

分析：我方应拒绝买方撤销合同的无理要求。FOB术语下租船订舱时买方的责任，但是卖方可为买方代办，如果卖方租不到船，不需要承担相关责任。2.AChineseinternationaltradecompanyexportedabatchofwalnuttoEnglandonthebasisofCIFLondon.Asitwasaseasonalcommodity,itwasstipulatedinthecontractthatthecoveringL/CshouldreachthesellerbeforetheendofSeptember.ThesellerguaranteedthatthevesselwouldreachtheportofdestinationnotlaterthanDecember2.Ifthevesselreachedtheportofdestinationlaterthanthatday,thebuyerwasentitledtocancelthecontract.Incasethepaymenthadbeenmade,thesellershouldreturnthepaymenttothebuyer.Then,wheredoyouthinkthecruxliesinthiscase?KEYInthiscase,thecruxliesisthedateofreachingthedestination.CIFcontractisatypicalshipmentcontract,whichmeansthesellerhasfulfilledthedeliveryafterheloadsthegoodsonboardthevessel.Therefore,thearrivaldatemustnotbestipulatedinthecontract.Itisnodoubtthatsuchastipulationchangedthenatureofthecontract.ChapterFourSection3I.Trueorfalse1.ItistheexporterwhowillissueagroupageB/Ltotheforwardingagents.(F)2.OnthebackofshortformB/Ltherearerightsandliabilitiesoftheconsignorandthecarrier.(F)3.ThroughB/Lmeansthattheconsignmentwillatleastbecarriedbytwodifferentmodesoftransport.(T)4.AccordingtostraightB/L,thegoodscanonlybereceivedbythepersonspecifiedandtheB/Lisnottobethetransferredtoathirdperson.(T)II.Practice1.TrytowriteoutclauseoftransportaccordingtotheleadingprogramTimeofshipment:within45daysafterreceiptoftheL/C.Portofloading:XiamenPortofdischarge:NewYorkPartialshipment:notallowedTranshipment:notallowed2. Calculatethefreightaccordingtowhatyouhavelearntfromthetext:

AconsignmentofcottonclothistobecarriedtoLondonbyaliner.theconsignmentis16

100kginweightand16cubicmetersinvolume.Howmuchshouldthefreightbe?(cottonclothisgraded10intheliner’sfreighttariff,itischargedbyW/M.thebasicfreightrateisUS$116.Londonportimposes10%congestionadditional.)W=16100KG=16.1MTM=16MTW>MThefreightischargedbygrossweight.Freight=16.1x116x(1+10%)=USD2054.36Chapter4Section4InsuranceI.Pleasegivethecorrectdefinitionsofthefollowingterms:1.CargoinsuranceCargoinsuranceprovidescoverageagainstphysicaldamageorlossofgoodsduringshipping,whetherbyland,seaorair.Theinsurantenterswithaninsurancecompanyand/oranunderwriterintoacont