國(guó)際貿(mào)易實(shí)務(wù)雙語(yǔ)教程課后題答案

國(guó)際貿(mào)易實(shí)務(wù)雙語(yǔ)教程課后題答案KeyChapter1I.Answermyquestions1.Internationaltradeisbusinesswhoseactivitiesinvolvethecrossingofnationalborders.Itincludesnotonlyinternationaltradeandforeignmanufacturingbutalsoencompassesthegrowingservicesindustryinareassuchastransportation,tourism,banking,advertising,construction,retailing,wholesaling,andmasscommunications.Itincludesallbusinesstransactionsthatinvolvetwoormorecountries.Suchbusinessrelationshipmaybeprivateorgovernmental.2.Salesexpansion,resourceacquisitionanddiversificationofsalesandsupplies.3.Togainprofit.4.Toseejoutforeignmarketsandprocurement.5.Therearefourmajorformswhicharethefollowing:MerchandiseexportsandImports,ServiceExportsandImports,InvestmentandMultinationalEnterprise.6.Itistheaccountwhichisasummarystatementoftheflowofallinternationaleconomicandfinancialtransactionsbetweenonenation(eg.theUnitedStates)andtherestoftheworldoversomeperiodoftime,usuallyoneyear.7.MerchandiseExportingandImporting.8.Yes.Therearegreatdifferencesbetweenthem.1)directinvestmenttakesplacewhencontrolfollowstheinvestment.Itusuallymeanshighcommitmentofcapital,personnel,andtechnologyabroad.Itaimsatgainingofforeignresourcesandforeignmarkets.Directinvestmentmayoftengethigherforeignsalesthanexporting.Andsometimesitinvolvestwoormoreparties.2)Whileportfolioinvestmentsarenotundercontrol.Andtheyareusedprimarilyforfinancialpurposes.Treasuresofcompanies,forexample,routinelymorefundsfromonecountrytoanothertogetahigheryieldonshortterminvestments.9.MNEistheabbreviationofthemultinationalenterprise.ItssynonymsareNNC(themultinationalcorporation)andTNC(transnationalcorporation).10.Examplesaretravel,transport,fee,royalties,dividendsandinterest.11.Thechoiceofformsisinfluencedbytheobjectivebeingpursuedandtheenvironmentsinwhichthecompanymustoperate.12.Itislimitedbythenumberofpeopleinterestedinafirm’sproductsandservicesandbycustomers’capacitytomakepurchase.13.Thisisbecauseatanearlystageofinternationalinvolvementtheseoperationsusuallytaketheleastcommitmentandleastriskofafirm’sresources.14.Royaltiesmeansthepaymentforuseofassetsfromabroad,suchasfortrademarkspatens,copyrights,orotherexpertiseundercontractknownaslicencingagreements.Royaltiesarealsopaidfranchising.15.Itisawayofdoingbusinessinwhichoneparty(thefranchiser)theuseofatrademarkthatisanessentialassetforthefranchisers’business.IIMatcheachoneontheleftwithitscorrectmeaningontheright1.J2.A3.E4.B5.C6.D7.I8.G9.F10.HIIITranslatethefollowingtermsandphrasesintoChinese1購(gòu)買力11經(jīng)濟(jì)復(fù)蘇；恢復(fù)2潛在銷售量12經(jīng)濟(jì)衰退3加價(jià)，漲價(jià)13間接投資4國(guó)內(nèi)市場(chǎng)14有形貨物5制成品15有形進(jìn)出口6邊際利潤(rùn)16收入及支出；歲入及歲出7市場(chǎng)占有率17超額能力8貿(mào)易歧視18貿(mào)易中間人（商）；經(jīng)紀(jì)人9時(shí)機(jī)選擇19全部包建的工程承包方式10經(jīng)銷周期20許可證協(xié)定IVTranslatethefollowingintoEnglish1.Tradeisoftenthe‘engine’ofgrowth.Howeveroversimplifiedthismetaphormaybe,itdoesservetounderlinetheimportanceofforeigntradeintheprocessofgrowth.Ahealthyexpansionofexportsmaynotalwaysbesufficientconditionforrapidandsustainedgrowth,butastrongpositiveassociationbetweenthetwoisclearlyundeniable.Tradeexpansioncontributestoeconomicgrowthinmanyways.Amongthemarethebenefitsofspecialization;thefavorableeffectsofinternationalcompetitionondomesticeconomicefficiency;theincreasedcapacitytopayfortheimportsrequiredindevelopmentandmoregenerallythestimulustoinvestment.2.Internationaltradeistheexchangeofgoodsandservicesproducedinonecountryforgoodsandservicesproducedinanothercountry.Inadditiontovisibletrade,whichinvolvestheimportandexportofgoodsandmerchandise,thereisalsoinvisibletrade,whichinvolvestheexchangeofservicesbetweennations.NationssuchasGreeceandNorwayhavelargemaritimefleetsandprovidetransportationservice.Thisisakindofinvisibletrade.Invisibletradecanbeasimportanttosomenationsastheexportofrawmaterialsorcommoditiesistoothers.Inbothcases,thenationsearnthemoneytobuynecessities.3.Thereexistdifferentwaysofconductinginternationalbusiness.Exclusivesalemeansthesellergivestheoverseasclienttheexclusiverightofsellingaparticularproductinadesignatedareawithinaspecifiedperiodoftime.Inthiskindofbusinesstransaction,theproductisboughtbytheexclusivesellerandthereforeheshouldselltheproductbyhimself,assumingsoleresponsibilitiesforhisprofitandloss.Exclusivesaleisdifferentfromagencywhereonlycommissionisinvolved.Anddifferenceexistsbetweengeneralcontractandexclusivesalesbecausetheexclusivesellerenjoysexclusiverightinaparticulararea.4.Thereisnocountryintheworldthatcanproducealltheproductsitneeds.Thuscountriesjoinininternationaldivisionoflaborforeffectiveproductionandreproduction.Sometimesacountrycanbuygoodsandservicesfromabroadonabarterbasis.Bartermeansdoingbusinessbyexchanginggoodsofonesortforgoodsofanothersortwithoutusingmoney.Bartertradeitselfisnotenoughtomeatacountry’simportneeds.Butasaformofinternationaltrade,itisstillattractiveindevelopingcountrieswhereforeignexchangeisinshortsupplyandinflowofforeignfundsisfarfromsufficienttomeettheirobligationsinexternaltrade.Chapter2I.Answerthefollowingquestions(Omited)II.Fillingtheblankswiththesuitablewordsinthetext:1.meeting/satisfying;2.agent,foreign/overseas;3.commission;4.own;5.setting;6.patent;7.profits;8.outlets;9.joint,venture;10.subsidiaryIII.TranslatethefollowingsintoEnglish1).Economicactivitybeganwiththecavemen,whowaseconomicallyself-sufficient.Hedidhisownhunting,foundhisownshelter,andprovidedforhisownneeds.Asprimitivepopulationsgrewanddeveloped,theprincipleofdivisionoflaborevolved.Onepersonwasmoreabletoperformsomeactivitythananother,andthereforeeachpersonconcentratedonwhathedidbest.Whileonehunted,anotherfished.Thehunterthentradedhissurplustothefisherman,andeachbenefitedfromthevarietyofdiet.Intoday’scomplexeconomicworld,neitherindividualsnornationsareself-sufficientnationsareself-sufficient.Nationshaveutilizeddifferenteconomicresources;peoplehavedevelopeddifferentskills.Thisisthefoundationofinternationaltradeandeconomicactivities.Foreigntrade,theexchangeofgoodsbetweennations,takesplaceformanyreasons.Thefirst,asmentionedabove,isthatnonationhasallofthecommoditiesthanitneeds.Rawmaterialsarescatteredaroundtheworld.LargedepositsofcopperareminedinPeruandZaire,diamondsareminedinSouthAfrica,andpetroleumisrecoveredinMiddleEast.Countriesthatdonothavetheseresourceswithintheirownboundariesmustbuyfromcountriesthatexportthem.Foreigntradealsooccursbecauseacountryoftendoesnothaveenoughofaparticularitemtomeetitsneeds.AlthoughtheUnitedStatesisamajorproducerofsugar,itconsumesmorethanitcanproduceinternallyandthusmustimportsugar.Third,onenationcansellsomeitemsatalowercostthanothercountries.Japanhasbeenabletoexportlargequantitiesofradiosandtelevisionsetsbecauseitcanproducethemmoreefficientlythanothercountries.ItischeaperfortheUnitedStatestobuythesefromJapanthantoproducethemdomestically.Finally,foreigntradetakesplacebecauseofinnovationorstyle.EventhoughtheUnitedStatesproducesmoreautomobilesthananyothercountry,itstillimportslargequantitiesofautosfromGermany,JapanandSweden,primarilybecausethereisamarketforthemintheUnitedStates.2).Thedifferentkindsoftradenationsengagedinarevariedandcomplex,amixtureofvisibleandinvisibletrade.Mostnationsaremoredependentonexportsthanonanyotheractivity.Theearningsfromexportspayfortheimportsthattheyneedandwant.Anation’sbalanceofpaymentisarecordofthesecomplextransactions.Byreflectingallofthesetransactionsinmonetaryterms,anationisabletocombinetheincomeitreceives,forexample,fromexports,touristsexpenditures,andimmigrantremittances.Thiscombinedincomesisthenspentonsuchitemsasmanufacturedgoodsfromothercountries,travelforitscitizenstoothercountries,andthehiringofconstructionengineers.Chapter3I.TranslatethefollowingsfromChineseintoEnglish:1termsofpayment2writtenformofcontract3executionofthecontract4salescontract5purchaseconfirmation6termsoftransaction7tradingpartners8thesettingupofacontract9tradeagreement10consignmentcontract11thecontractproper12extensionofthecontract13thecontractingparties14specialclause15generaltermsandconditionsII.AnswerthefollowingquestionsinEnglish:1Acontractisanagreementwhichsetsforthbindobligationsoftherelevantparties.Andanypartthatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation.2Therearetwopartiesofbusinesscontractnegotiations:oralandwritten.Theformerreferstodirectdiscussionsabroad;writtennegotiationsoftenbeginwithenquiriesmadebythebuyers.3Awrittencontractisgenerallypreparedandsignedastheproofoftheagreementandasthebasisforitsexecution.Asalesorpurchaseconfirmationislessdetailedthanacontract,coveringonlytheessentialtermsofthetransaction.Itisusuallyusedforsmallerdealsorbetweenfamiliartradepartners.4Thesettingupofacontractissimilartothatofatradeagreementoranyothertypeofformalagreements.Itgenerallycontains:1)thetitle.Thetypeofthecontractisindicatedinthetitle;2)thecontractproper.Itisthemainpartofacontract;3)thesignatureofthecontractingpartiesindicatingtheirstatusasthesellerorthebuyer;4)thestipulationsonthebackofthecontractandareequallybindinguponthecontractingparties.5Itgenerallycontainsthetimeofshipment,themodeofpaymentdescribedinadditiontoanexactdescriptionofthegoodsincludingthequantity,quality,specifications,packingmethods,insurance,commodityinspection,claims,arbitrationandforcemajeure,etc.III.TranslatethefollowingintoChinese:合同是在雙方達(dá)成協(xié)議的基礎(chǔ)上制定的，而協(xié)議又是雙方進(jìn)行商務(wù)談判的結(jié)果。商務(wù)談判有口頭談判和書面談判兩種形式?？陬^談判是通過(guò)參加商品交易會(huì)，派遣貿(mào)易小組，出國(guó)或邀請(qǐng)客戶本國(guó)進(jìn)行的面對(duì)面討論，而通過(guò)國(guó)際長(zhǎng)途電話所進(jìn)行的商務(wù)討論也屬于口頭談判。IV.CaseStudy1ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:(a)thiswasaCIFcontract;(b)theplaceofconclusionofthecontractwasintheUSA;(c)theplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedthisresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.2Thiscontractwasnotconcludedeffectively.Item1ofArticle19oftheCISGindicates,"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.Inthiscase,thoughMr.JohnsonacceptedMr.Anderson'soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfor"telegraphictransfer",Mr.Johnsonsentthemoneytothebanktobekeptthere.AccordingtoItem3ofArticle19oftheCISG,alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.Chapter4I(Omited)II1)F.Priceterms,ortradeterms,areusedtoindicatedthedifferentliabilities,costandrisksofthebuyerandtheseller.2)F.Warsaw-OxfordrulesspecializeinexplainingCIFcontracts.3)T.4)T.5)F.OnCIPtermstheseller’sresponsibilitiesendwhenhehandsoverthegoodstothecarrierattheplaceofshipment,althoughhehastopaythefreightrateandinsurancepremium.6)T.7)T.8)F.ByCFRLandedismeantthatthesellerpaysforunloadingthegoodsattheportofdischarge.9)T.10)F.OnFAStermsthesellerneedsonlytoputthegoodswithinthereachoftheship’stackle.Heisnotresponsibleforloadingthegoodsonboard.III.Judgmenta)Incorrect.OnFOBtermstheseller’sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.b)Incorrect.OnCIFtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.c)Correct.d)Incorrect.OnCIPtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.e)Correct.f)Correct.g)Incorrect.OnFOBtermstheseller’sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.h)Incorrect.OnDEStermsthesellermustputthegoodsundertheactualcontrolofthebuyerattheportdestination;aportofdestinationshouldbeattachedtoDES.i)Incorrect.OnDDPtermsthesellermustphysicallydeliverthegoodstothebuyeratanamedplaceintheimportcountry,thatis,anamedplaceofdestinationshouldbeaddedtoDDPterms.j)Correct.IV.Translation1)pleaserefertoINCOTERMs(199002)youmustloadthegoodsonboardinaccordancewiththestipulationsoftheINCOTERMS3)InreferencetotheconsignmentofJune54)butourbusinessisoncashpaymentwhetherthecustomsareneworold5)meetingeachotherhalfwayandallowingyoua10%discount6)thelowestFOBLiverpoolpricesofthefollowingarticles.7)Ourpricesaresubjecttochangewithoutnotice8)Asthisisabigorder,wehopeyoucanmakea5%discountoffthelistprice9)Becauseofthefrequentchangeofthemarketprices,itisnotpossibleforustokeepthepricesopenforawholeweek10)toreceiveyourcableofferofJuly15for300dozenshirtsofsampleNo.1302CIFNewYorkatUSD35perdozenV.CaseStudy1)Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,theseller’sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidformtheIssuingBankoftheL/C.However,partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss?Itisdefinitelynotthecasebecausethereareothertwosub-contractsexistingonCIFterms-I/PandBillofLading.Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyer’srefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified.2)InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm,accordingtowhichtheseller(CompanyE)endedhisresponsibilitieswhenhedeliveredthegoodsonboardtheshipattheportofshipment.Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium.Therefore,itwasnotrightforWtoaskEtopaythefreightandindicate“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargestoE.However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase,EmightcomplywithW’srequest,buthehadtoindicatedthatthefreightshouldbebornebyW.Chapter5I.GivetheChineseequivalentsforthefollowingEnglishterms:1本身所具有的特性2光澤、造型、結(jié)構(gòu)3耐用性4可銷售性5社會(huì)屬6消毒7適用性8衛(wèi)生9規(guī)格10水產(chǎn)品11跨國(guó)公司12保證生活質(zhì)量II.Twocolumnsaregivenforyoutodecidewhichmethodisbestsuitedforacertaincommodity.Pleasematchthem.1A,2C,3D,4E,5B,6G,7F,8HIII.單項(xiàng)選擇題1.D2.A3.A4.B5.D6.C7.A8.C9.D10.C11.C12.C13.A14.B15.B16.C17.D18.B19.C20.C21.D22.D23.A24.A25.D26.BIV.多項(xiàng)選擇題1.AE2.ABE3.ABC4.CDE5.AC6.ABD7.BCE8.ACDE9.BD10.AC11.BC12.AC13.BCDE14.CD15.AB16.CDE17.ABCDEV.案例分析1、答：買方的要求不盡合理。理由如下：采用FOB術(shù)語(yǔ)成交，一般由買方負(fù)責(zé)租船訂艙。賣方可以接受賣方的委托代為租船訂艙，但賣方不承擔(dān)租不到船的責(zé)任和風(fēng)險(xiǎn)。就此案例來(lái)說(shuō)，因公司代為租船沒(méi)有租到，買方又不同意更換條件，因此，該公司不承擔(dān)因自己未租到船而延誤裝運(yùn)的責(zé)任，買方也不能因此提出撤消合同。所以，買方的要求不合理，責(zé)任和風(fēng)險(xiǎn)應(yīng)該由買方自己承擔(dān)。2、答：我方不能因床單受潮而拒付貨款，也不能向賣方提出索賠。理由如下：（1）采用CIF術(shù)語(yǔ)成交時(shí)，屬于象征性交貨，賣方是憑單交貨，買方是憑單付款，只要賣方如期向買方提交了合同規(guī)定的全套合格單據(jù)，即使貨物在運(yùn)輸途中損壞或滅失，買方也必須旅行付款義務(wù)。反之，如果賣方提交的單據(jù)不符合要求，即使貨物完好無(wú)損地運(yùn)達(dá)目的地，買方仍有權(quán)拒付貨款。就此案例而言，賣方提交了全套合格單據(jù)，我方應(yīng)支付貨款。（2）在CIF條件下，買賣雙方風(fēng)險(xiǎn)轉(zhuǎn)移界限以船舷為界。貨物越過(guò)船舷后的風(fēng)險(xiǎn)應(yīng)由買方負(fù)擔(dān)。就本案例可以看出，貨物越過(guò)船舷之前是完好的，因此賣方不承擔(dān)風(fēng)險(xiǎn)。我方據(jù)此不能向賣方提出索賠，可依據(jù)所投險(xiǎn)別向保險(xiǎn)公司提出索賠。3、答：該公司可向賣方提出索賠。理由如下：按CFR條件成交時(shí)，盡管貨物在海運(yùn)途中的風(fēng)險(xiǎn)已轉(zhuǎn)移給買方，但買方為降低自己的風(fēng)險(xiǎn)可辦理貨運(yùn)保險(xiǎn)，這取決于賣方是否及時(shí)向買方發(fā)出裝運(yùn)通知。據(jù)慣例解釋，如果賣方未及時(shí)向買方發(fā)出裝運(yùn)通知，導(dǎo)致買方未能及時(shí)辦理保險(xiǎn)手續(xù)，由此引起的損失由賣方負(fù)擔(dān)。就本案例而言，該公司貨物部分丟失是由于賣方未發(fā)出裝船通知而公司未辦理保險(xiǎn)手續(xù)而引起的損失，故此，該公司應(yīng)向賣方提出索賠。4、答：此項(xiàng)損失應(yīng)由買方承擔(dān)，買方不應(yīng)該向該公司提出索賠。以CPT術(shù)語(yǔ)成交時(shí)，風(fēng)險(xiǎn)轉(zhuǎn)移以貨交承運(yùn)人為界，即賣方將貨物交給指定承運(yùn)人，風(fēng)險(xiǎn)即由賣方轉(zhuǎn)移至買方，買方可投貨物保險(xiǎn)以確保損失最小。就本案例而言，該公司已將貨物交給承運(yùn)人，運(yùn)輸途中及后期風(fēng)險(xiǎn)均由買方自己承擔(dān)，因此，該公司可拒絕買方的索賠要求。5、答：按照CIP條件成交，賣方要承擔(dān)保險(xiǎn)費(fèi)和運(yùn)費(fèi)。因?yàn)镃IP條件適合于各種運(yùn)輸方式，風(fēng)險(xiǎn)是在承運(yùn)人控制貨物時(shí)轉(zhuǎn)移，所以賣方要負(fù)責(zé)辦理交貨地點(diǎn)到指定目的地的全程運(yùn)輸，而不僅僅是水上運(yùn)輸，因此賣方應(yīng)支付全程運(yùn)費(fèi)。就本案例而言，賣方支付了海上運(yùn)輸?shù)馁M(fèi)用，但并沒(méi)有將貨物送往指定目的地，因此還需支付鐵路運(yùn)輸?shù)馁M(fèi)用。由此，我方應(yīng)支付貨款，但不需支付鐵路運(yùn)費(fèi)，賣方行為不盡合理。Chapter6I.Heregiveninthefollowingareshortformsforsomeunitsofmeasureandweight.Pleasegivethecompleteformofeach:1)噸2)盎斯3)磅4)品脫5)碼6)加侖7)令8)公斤9)克10)平方米II.Pleasereadthestatementscarefully,andthengiveyourchoiceTrueorFalse.1.T2.Fwherethegoodsaretobeunloadedmustbedecidedandconfirmedbythebuyeratleast48hoursbeforetheshiparrivesatthefirstoptionalport.3.T4.T5.T6.Faletterofindemnityisissuedbytheshippertotheshippingcompanyinexchangeforaclean-on-boardshippedbilloflading.7.Faccordingtoarticle23oftheUCPNO.500,”IFACreditcallsforabillofladingcoveringaporttoportshipment,bankswill,unlessotherwisestipulatedinCredit,acceptadocument,howevernamed,which……containsnoindicationthatitissubjecttoacharterparty……”8.T9.Fdispatchmoneyisanamountpaidbytheship-ownertotheshipperfortheshipper’squickerloadingandunloadingofthegoods.10.TIII.PleasegivethefollowingdefinitionsforthenamesinEnglish:1.Grossweightisthesumoftotalweightofthecommodityitselfandthetare(thepackageweight).That’stosayitreferstothenetweightplusthetareweightofthegoods.2.Netweightistheactualweightofcommoditywithouttheadditionofthetare.Ininternationaltradeifthegoodsaresoldbyweight,thenetweightisoftenused.3.Actualtare:Theactualweightofpackagesofthewholecommodities.4.Averagetare:Inthisway,theweightofpackagesiscalculatedonthebasisoftheaveragetareofapartofthepackages.5.Customarytare:Theweightofstandardizedpackagehasagenerallyrecognizerweightwhichcanbeusedtorepresenttheweightofsuchpackages.6.Computedtare:Theweightofpackageiscalculatedaccordingtothetarepreviouslyagreeduponbythesellerandthebuyerinsteadofactualweighing.IV.簡(jiǎn)答題1.答：數(shù)量條款規(guī)定了買賣雙方交貨數(shù)量及與之有關(guān)的權(quán)利和義務(wù)，他涉及成交數(shù)量的確定、計(jì)量單位和計(jì)量方法的規(guī)定及數(shù)量機(jī)動(dòng)幅度等內(nèi)容。為訂好數(shù)量條款，應(yīng)依據(jù)政策的規(guī)定和經(jīng)營(yíng)意圖，根據(jù)需要和可能，按外商資信情況和市場(chǎng)行情變化，正確掌握進(jìn)出口商品的成交數(shù)量，以利于合同的履行。2.答：（1）大宗農(nóng)、副產(chǎn)品、礦產(chǎn)品及一部分工業(yè)制成品慣于采用按重量計(jì)算，一些貴重商品也慣于采用重量單位。（2）按數(shù)量計(jì)算適用于大多數(shù)工業(yè)制成品，尤其是日用消費(fèi)品、輕工業(yè)品、機(jī)械產(chǎn)品及一部分土特產(chǎn)品。（3）按長(zhǎng)度計(jì)算多用于金屬繩索、布匹，綢緞等商品買賣。（4）面積單位可用于玻璃板、地毯、皮革等商品。（5）體積單位僅用于木材、天然氣及化學(xué)氣體的買賣。（6）容積單位中的蒲式耳是美國(guó)用來(lái)計(jì)量各種谷物的，公升和加侖多用于液體商品。（7）有些國(guó)家對(duì)某些商品有自己習(xí)慣的或法定的計(jì)量單位。例如棉花許多國(guó)家以"包"為單位，糖以"袋"為單位。3.答：（1）毛重。是商品本身加包裝重量。（2）凈重。是商品本身實(shí)際重量，不包括皮重。計(jì)算皮重時(shí)有按實(shí)際皮重、平均皮重、習(xí)慣皮重、約定皮重計(jì)算等四種做法。（3）公量。有些商品因較強(qiáng)的吸濕性導(dǎo)致重量不穩(wěn)定，對(duì)此類商品可用科學(xué)的方法除去其所含實(shí)際水分，然后再加上國(guó)際公認(rèn)的標(biāo)準(zhǔn)含水量。即公量＝干量＋標(biāo)準(zhǔn)含水量。（4）理論重量。對(duì)按固定規(guī)格形狀和尺寸所生產(chǎn)和買賣的商品可從其件數(shù)推算總重量，此總重量即為理論重量。一般只作為計(jì)算實(shí)際重量的參考。（5）法定重量和實(shí)物凈重。法定重量是商品重量加上直接接觸商品的包裝物料的重量，而除去這部分重量所表示出來(lái)的純商品重量即為實(shí)物凈重。此方法大多用于海關(guān)征稅。4.答：數(shù)量機(jī)動(dòng)幅度是指賣方可按買賣雙方約定的某一具體數(shù)量多交或少交若干的幅度。他的規(guī)定方法有：（1）合同中明確具體的規(guī)定數(shù)量的機(jī)動(dòng)幅度。它既可只簡(jiǎn)單規(guī)定機(jī)動(dòng)幅度，也可在此基礎(chǔ)上約定由誰(shuí)選擇及作價(jià)原則。（2）合同中為明確規(guī)定數(shù)量機(jī)動(dòng)幅度，但將數(shù)量定為約數(shù)。《跟單信用證統(tǒng)一慣例》規(guī)定約數(shù)的增減幅度不超過(guò)10％。（3）合同中未明確規(guī)定數(shù)量機(jī)動(dòng)幅度。此時(shí)賣方交貨數(shù)量原則上應(yīng)與合同完全一致，但《跟單信用證統(tǒng)一慣例》500號(hào)出版物規(guī)定貨物數(shù)量允許有5％的伸縮。5.答：（1）目前對(duì)在機(jī)動(dòng)幅度范圍內(nèi)超出或低于合同數(shù)量的多裝或少裝部分，一般按合同價(jià)格計(jì)價(jià)結(jié)算。（2）為防止有權(quán)選擇溢短裝的當(dāng)事人利用行市變化有意多裝或少裝而獲取額外好處，有的合同規(guī)定多裝或少裝部分不按合同價(jià)格計(jì)算，而代之以按裝船日的行市或目的地的市場(chǎng)價(jià)格計(jì)算。（3）若雙方未能就裝船日或到貨日或是市場(chǎng)價(jià)格取得協(xié)議，則可交由仲裁機(jī)構(gòu)解決。（4）有的合同還規(guī)定多交或少交貨物中一部分按合同價(jià)格計(jì)算，其余部分按裝船時(shí)或到貨時(shí)的市價(jià)計(jì)算。IV.Casestudy1[Answer]:AccordingtoArticle11ofCISG:“Acontractofsaleneednotbeconcludedin,orevidencedby,writingandisnotsubjecttoanyotherrequirementastoform.Itmaybeprovedbyanymeans,includingwitnesses.”ThoughChinaandtheUSarebothmembercountriesoftheCISG,Chinadeclaredthatitwon’tbeboundbyArticle11anditsrelatedarticles.Thatistosay,anykindofcontractsinChinamustbeevidencingbywriting.Inthiscase,thoughbothcompaniesagreedorallyastothemaintermsofthesalescontract,thereisnowritingevidencingthecontract.Thiscontract,accordingtoChineselaw,isnoteffective.2[Answer]:AccordingtoItem2ofArticle21ofCISG:“Ifaletterorotherwritingcontainingalateacceptanceshowsthatithasbeensentinsuchcircumstancesthatifitstransmissionhadbeennormalitwouldhavereachedtheofferorinduetime,thelateacceptanceiseffectiveasanacceptanceunless,withoutdelay,theofferororallyinformstheoffereethatheconsidershisofferashavinglapsedordispatchesanoticetothateffect.Inthiscase,inordertoavoidunnecessaryloss,theChinesecompanyshouldtelephoneordispatchimmediatelyanoticeinformingthattheacceptanceisineffectiveasitislate.__Chapter7I.Forthefalsestatements,pleasestateTrueorFalse1.(T)2.(F)3.(F)4.(F)5.(F)6.(F)7.(F)8.(F)9.(F)II.PutthefollowingintoEnglish:1.consumingtaste2.giftpacking3.prettifycommodities4.portablepacking5.socialcustoms6.transparentpacking7.creativedesign8.suspensiblepackingIII.SupposeyouareanexporterandyourbusinessplaceisinChina,pleasemakethejudgmentifthefollowingstatementsarecorrectornotandgiveyourreasons.1.(F)2.(F)3.(T)4.(F)5.(T)6.(T)7.(F)8.(F)9.(F)10.(T)IV.簡(jiǎn)答題1.答：包裝重要性體現(xiàn)在以下幾個(gè)方面：（1）是實(shí)現(xiàn)商品價(jià)值和使用價(jià)值的重要手段，是商品生產(chǎn)和消費(fèi)之間的橋梁。（2）出口商品需經(jīng)過(guò)長(zhǎng)距離輾轉(zhuǎn)運(yùn)輸，有時(shí)需多次裝卸、搬運(yùn)和存儲(chǔ)，包裝可保證商品質(zhì)量和數(shù)量完整，方便貨物裝卸、搬運(yùn)、儲(chǔ)存。（3）商品生產(chǎn)過(guò)程，包裝是最后一道工序；在流通領(lǐng)域中，包裝具有保護(hù)商品、美化商品、宣傳商品、提高售價(jià)的重要作用，并可作為對(duì)外競(jìng)爭(zhēng)的重要手段。約定包裝條件的意義在于：（1）不僅起到保護(hù)和美化商品作用，且包裝本身還是貨物說(shuō)明的組成部分。（2）按一些國(guó)家法律解釋，如一方違反了所約定的包裝條件，另一方有權(quán)提出索賠，甚至拒收貨物。2.答：（1）必須適應(yīng)商品特性。（2）必須適應(yīng)各種不同運(yùn)輸方式的要求。（3）必須考慮有關(guān)國(guó)家的法律規(guī)定和客戶要求。（4）要保證包裝牢固的前提下節(jié)省費(fèi)用，便于各環(huán)節(jié)有關(guān)人員進(jìn)行操作以免使貨物遭受損失。3.答：（1）按包裝方式，可分為單件運(yùn)輸包裝和集合運(yùn)輸包裝，后者又分為集裝包和集裝袋。（2）按包裝造型，可分為箱、袋、桶和捆等方式。（3）按包裝材料，可分為紙制，金屬、木制、麻制品、玻璃制品、陶瓷制品及竹、柳、草制品包裝等。（4）按包裝質(zhì)地，可分為軟性，半硬性和硬性包裝。（5）按包裝程度，可分為全部包裝和局部包裝。4.答：（1）便于陳列展銷，以吸引顧客和供消費(fèi)者選購(gòu)。（2）便于識(shí)別商品，以便消費(fèi)者了解，看貨成交。（3）便于攜帶和使用，為消費(fèi)者提供方便。（4）要有藝術(shù)吸引力，以便吸引顧客、提高售價(jià)、擴(kuò)大銷路。5.答：（1）包裝的裝潢畫面要美觀大方，富有藝術(shù)吸引力，突出特點(diǎn)，圖案和色彩要適應(yīng)有關(guān)國(guó)家民族習(xí)慣和愛(ài)好，便于擴(kuò)大出口。（2）包裝上的文字說(shuō)明應(yīng)同裝潢畫面緊密配合，互相襯托，以達(dá)到宣傳和促銷目的，使用文字應(yīng)簡(jiǎn)明扼要，并能讓顧客看懂，必要時(shí)可中、外文并用。（3）包裝上標(biāo)簽應(yīng)注意有關(guān)國(guó)家的標(biāo)簽管理?xiàng)l例，尤其是食品、藥品、服裝。（4）銷售包裝還應(yīng)注意條形碼技術(shù)的使用問(wèn)題。6.答：（1）有效提高結(jié)算效率和準(zhǔn)確性，也方便了顧客。（2）有利于提高國(guó)際間貿(mào)易信息傳遞的準(zhǔn)確性，使交易雙方及時(shí)了解對(duì)方商品有關(guān)資料和本國(guó)商品在對(duì)方的銷售情況。（3）條形碼的使用是有效促使名優(yōu)商品打入許多國(guó)家超級(jí)市場(chǎng)的前提條件。7.答：定牌生產(chǎn)產(chǎn)生的原因有：（1）世界許多國(guó)家超級(jí)市場(chǎng)、大百貨公司和專業(yè)商店在其經(jīng)營(yíng)出售商品上標(biāo)有本商店使用的商標(biāo)或品牌，以擴(kuò)大本企業(yè)知名度并顯示該商品身價(jià)。（2）出口廠商為利用買方經(jīng)營(yíng)能力及商業(yè)信譽(yù)和品牌聲譽(yù)，以提高商品售價(jià)和擴(kuò)大銷路，也采用定牌生產(chǎn)。我國(guó)出口貿(mào)易中定牌生產(chǎn)具體做法有：（1）在商品或包裝上，打印上外商所指定的商標(biāo)或品牌，而不標(biāo)明生產(chǎn)國(guó)別和出口廠商名稱。（2）在商品或包裝上，表明我國(guó)的商標(biāo)或品牌，同時(shí)加注國(guó)外商號(hào)名稱或表示其商號(hào)的標(biāo)記。（3）在商品或包裝上，采用買方指定商標(biāo)或品牌，同時(shí)注明"中國(guó)制造"字樣。8.答：制定原因?yàn)椋海?）運(yùn)輸標(biāo)志內(nèi)容較多。（2）有時(shí)要加進(jìn)一些不必要項(xiàng)目。（3）各國(guó)和各種運(yùn)輸方式之間對(duì)運(yùn)輸標(biāo)志的要求差異較大，不能適應(yīng)國(guó)際貨物流動(dòng)量的增加和多式聯(lián)運(yùn)的開(kāi)展，不利于電子計(jì)算機(jī)在運(yùn)輸和單證流轉(zhuǎn)方面的應(yīng)用。作用有：（1）減少了運(yùn)輸標(biāo)志內(nèi)容，節(jié)省出口成本、時(shí)間和費(fèi)用。（2）提高計(jì)算機(jī)操作和審單效率，加速船舶和資金周轉(zhuǎn)。（3）消除因運(yùn)輸標(biāo)志內(nèi)容過(guò)多和繁雜而可能造成的失誤和困難，保證交貨的順利進(jìn)行。10.答：（1）對(duì)包裝要求應(yīng)當(dāng)明確具體，做到明確規(guī)定包裝材料、造型、規(guī)格。除傳統(tǒng)商品外不宜采用"按慣常方式包裝"等含糊包裝術(shù)語(yǔ)。另外，除非買賣雙方對(duì)具體內(nèi)容事先充分交換意見(jiàn)或在長(zhǎng)期業(yè)務(wù)往來(lái)中就問(wèn)題取得一致認(rèn)識(shí)，包裝條款一定要明確具體。（2）應(yīng)訂明包裝費(fèi)用由何方負(fù)擔(dān)。按慣例，包裝費(fèi)用一般在貨價(jià)之內(nèi)，包裝條款中無(wú)須另行訂明。若買方堅(jiān)持要求對(duì)原本不需包裝的商品實(shí)施特殊包裝，導(dǎo)致包裝費(fèi)用超出正常，增加產(chǎn)品成本，或包裝物料剛好構(gòu)成產(chǎn)品成本增加時(shí)，則需訂明包裝費(fèi)用負(fù)擔(dān)。若賣方同意接受買方提供包裝，包裝條款中還應(yīng)訂明寄送包裝方法，包裝送達(dá)日期，送交包裝延遲責(zé)任及運(yùn)送包裝費(fèi)用負(fù)擔(dān)等內(nèi)容。進(jìn)口合同中對(duì)包裝技術(shù)性較強(qiáng)的商品通常在單價(jià)后注明"包括包裝費(fèi)用"，以免發(fā)生糾紛。（3）明確由何方提供運(yùn)輸標(biāo)志。按慣例，運(yùn)輸標(biāo)志可由買方提供，也可由賣方?jīng)Q定。賣方?jīng)Q定時(shí)可不訂入合同，或只訂明"賣方標(biāo)志"，由賣方設(shè)計(jì)后通知買方。買方提供時(shí)應(yīng)在合同中規(guī)定買方提供時(shí)間，如超過(guò)時(shí)間賣方可提出其他補(bǔ)救方法。（4）明確包裝不良應(yīng)負(fù)的責(zé)任。保險(xiǎn)公司一般不負(fù)責(zé)因包裝不良造成的損失。在包裝條款中，應(yīng)對(duì)包裝不善所造成損失的索賠問(wèn)題作適當(dāng)規(guī)定，以防止進(jìn)口貨物因包裝不良受到損失，對(duì)儀器、機(jī)器設(shè)備進(jìn)口時(shí)使用的包裝條款，更應(yīng)就索賠問(wèn)題作出詳細(xì)規(guī)定。V．案例題1、答：（1）外商做法是否合理應(yīng)從兩個(gè)方面來(lái)看。（2）一般來(lái)講，保險(xiǎn)公司不負(fù)責(zé)因包裝不良所造成的損失。所以在進(jìn)口合同條款中外商應(yīng)對(duì)包裝不善造成的損失的索賠問(wèn)題做出詳細(xì)規(guī)定。若買方已做出規(guī)定，包裝不良造成損失由賣方負(fù)責(zé)，那么外商的做法是合理的。若買方未作具體規(guī)定，則外商做法不盡合理，應(yīng)由雙方協(xié)商解決，或提交仲裁機(jī)構(gòu)解決。2、答：（1）按國(guó)際貿(mào)易習(xí)慣，嘜頭由買方提供時(shí)在合同中應(yīng)規(guī)定買方提供時(shí)間。如超過(guò)時(shí)間，賣方可提出其他補(bǔ)救辦法，如自行規(guī)定嘜頭。（2）該公司在此情況下應(yīng)致電買方詢問(wèn)延誤原因，請(qǐng)其快速電告所設(shè)計(jì)嘜頭，否則將由該公司自行規(guī)定。3、答：（1）我方據(jù)此提出拒收或索賠是完全合理的。（2）在國(guó)際貨物買賣中，如一方違反了所約定的包裝條件，另一方有權(quán)提出索賠，甚至可以拒收貨物。由此可知，雖然外商交貨數(shù)量與合同規(guī)定數(shù)量相符，但他的行為違反了合同中的包裝條款，已構(gòu)成違約，我方可以提出拒收或索賠。__Chapter8I、單項(xiàng)選擇題1、C2、B3、D4、A5、B6、A7、C8、D9、A10、B11、B12、D13、CII、多項(xiàng)選擇題1、ABCE2、ABC3、BCD4、ABCDE5、BCE6、ABC7、ABCDE8、ABCE9、AC10、ABCE11.ABCDEIII、名詞解釋1、出口總成本：是外貿(mào)企業(yè)為出口商品支付的國(guó)內(nèi)總成本。它的構(gòu)成因素有進(jìn)貨成本和國(guó)內(nèi)費(fèi)用。如是需繳納出口稅的商品，還應(yīng)包括出口稅。2、出口換匯成本：指某商品出口凈收入一個(gè)單位的外匯所需要的人民幣成本。是衡量外貿(mào)企業(yè)和進(jìn)出口交易盈虧的重要指標(biāo)。3、固定價(jià)格：指交易雙方協(xié)商一致的基礎(chǔ)上，對(duì)合同價(jià)格予以明確、具體的規(guī)定。4、后定價(jià)格：指在合同中不明確規(guī)定價(jià)格，具體價(jià)格留待以后確定。5、暫定價(jià)格：在合同中先訂立一個(gè)初步價(jià)格，作為開(kāi)立信用證和初步付款依據(jù)，待雙方確定最后價(jià)格后再進(jìn)行最后清算，多退少補(bǔ)。6、待定價(jià)格：交易雙方就其他條件達(dá)成一致，合同已成立，但規(guī)定“價(jià)格待定”或合同中沒(méi)有明示或默示規(guī)定貨物價(jià)格的情況。7、價(jià)格調(diào)整條款：在訂約時(shí)只規(guī)定初步價(jià)格，同時(shí)規(guī)定，如原材料價(jià)格和工資等發(fā)生變化，按原材料價(jià)格和工資等的變動(dòng)來(lái)計(jì)算合同最終價(jià)格。8、傭金：指代理人或經(jīng)紀(jì)人為委托人服務(wù)而收取的報(bào)酬。9、明傭：交易雙方在洽談時(shí)將傭金明確表示出并寫入價(jià)格條款中。10、折扣：是賣方給予買方一定的價(jià)格減讓，一般可在買方支付貨款時(shí)預(yù)先扣除。11、出口成本價(jià)格：是企業(yè)以出口總成本為基礎(chǔ)計(jì)算出來(lái)的單位成本價(jià)格。12、出口外匯凈收入：是出口外匯總收入扣除勞務(wù)費(fèi)用等非貿(mào)易外匯后的外匯收入。13、出口盈虧額：是指出口銷售的人民幣凈收入與出口總成本的差額。IV、簡(jiǎn)答題1、答：（1）要考慮商品的質(zhì)量和檔次，貫徹以質(zhì)論價(jià)的原則。（2）要考慮運(yùn)輸距離，核算運(yùn)輸成本，做好比價(jià)工作，以體現(xiàn)地區(qū)差價(jià)。（3）要考慮交貨地點(diǎn)和交貨條件，把買賣雙方的責(zé)任、費(fèi)用和風(fēng)險(xiǎn)在價(jià)格中體現(xiàn)出來(lái)。（4）要考慮季節(jié)性需求的變化，掌握好季節(jié)性差價(jià)，爭(zhēng)取有利價(jià)格。（5）要考慮成交數(shù)量，成交量大時(shí)可給予適當(dāng)優(yōu)惠。（6）要考慮支付條件是否有利和匯率變動(dòng)的趨勢(shì)，把利息負(fù)擔(dān)和匯率變動(dòng)風(fēng)險(xiǎn)也計(jì)入貨價(jià)。（7）要考慮國(guó)際市場(chǎng)價(jià)格走勢(shì)，注意搜集國(guó)際市場(chǎng)信息，對(duì)其價(jià)格及供求狀況進(jìn)行分析和預(yù)測(cè)。（8）要考慮交貨期遠(yuǎn)近、市場(chǎng)銷售習(xí)慣及消費(fèi)者愛(ài)好與否等因素。2、答：固定價(jià)格明確、具體、肯定，便于核算和執(zhí)行，是國(guó)際市場(chǎng)上常見(jiàn)做法。它的不足之處在于：（1）合同缺乏穩(wěn)定性。行市劇變時(shí)，不守信用的商人會(huì)尋找各種借撕毀合同，使我方遭受不應(yīng)有的損失。（2）價(jià)格不穩(wěn)定時(shí)，國(guó)外商人會(huì)觀望不前，怕承擔(dān)價(jià)格波動(dòng)帶來(lái)的風(fēng)險(xiǎn)。為使交易順利達(dá)成，提高履約率，減少風(fēng)險(xiǎn)，我們采用固定價(jià)格時(shí)應(yīng)注意兩點(diǎn)。（1）必須對(duì)影響商品供求的各種因素細(xì)致研究，并在此基礎(chǔ)上對(duì)價(jià)格走勢(shì)作出判斷，以此作為決定合同價(jià)格依據(jù)。（2）通過(guò)各種途徑了解客戶資信情況，慎重選擇訂約對(duì)象。3、答：非固定價(jià)格是一種變通做法，它的有利之處在于：（1）有助于暫時(shí)解決價(jià)格方面的分歧，雙方可先就其他條款達(dá)成協(xié)議，早日簽約，待日后再確定成交價(jià)格。（2）解除客戶對(duì)價(jià)格風(fēng)險(xiǎn)顧慮，使之敢于簽訂交貨期長(zhǎng)的合同。有利于鞏固和擴(kuò)大出口市場(chǎng)，有利于生產(chǎn)、收購(gòu)和出口計(jì)劃完成。（3）雖不能完全排除交易雙方的價(jià)格風(fēng)險(xiǎn)，但有利于出口方不失時(shí)機(jī)地做成生意，也有利于進(jìn)口方保證一定的轉(zhuǎn)售利潤(rùn)。非固定價(jià)格的缺點(diǎn)在于：（1）因先訂約后作價(jià)，就不可避免的帶來(lái)較大的不穩(wěn)定性。特別是待定價(jià)格，萬(wàn)一雙方作價(jià)時(shí)不能取得一致意見(jiàn)，合同就無(wú)法執(zhí)行。（2）如作價(jià)條款規(guī)定不當(dāng)，合同還有失去法律效力的危險(xiǎn)。4、答：在實(shí)際業(yè)務(wù)中，如果交易雙方對(duì)傭金雖已達(dá)成協(xié)議，卻約定不在合同中表示出來(lái)，約定的傭金由一方當(dāng)事人按約定另行支付，則稱為“暗傭”。國(guó)外中間商或買主，為賺取“雙頭傭”，或?yàn)檫_(dá)到逃匯或逃稅的目的，往往提出使用“暗傭”?！鞍悼邸笔侵府?dāng)事人出于各種考慮，對(duì)折扣雖已達(dá)成協(xié)議，卻不在合同價(jià)格條款中表示出來(lái)，折扣的金額由一方當(dāng)事人按約定另行支付。5、答：傭金的支付要根據(jù)中間商提供服務(wù)的性質(zhì)和內(nèi)容而定。支付方法有兩種：（1）交易達(dá)成時(shí)就向中間商支付傭金。（2）賣方收到全部貨款后，再另行支付傭金。第一種情況下，雖交易已達(dá)成，但萬(wàn)一合同無(wú)法履行，委托人仍要向中間商支付傭金。第二種情況對(duì)委托人比較有利。為避免誤解、除要明確規(guī)定委托人與中間商之間權(quán)利與義務(wù)之外，委托人最好事先與傭金商達(dá)成書面協(xié)議，明確規(guī)定出支付傭金的方法。通常傭金可在合同履行后逐筆支付，也可按月、季、半年，甚至一年匯總支付。折扣的支付一般可在買方支付貨款時(shí)預(yù)先扣除，或采用“暗扣”、“回扣”的方法。6、答：（1）明確規(guī)定作價(jià)標(biāo)準(zhǔn)。規(guī)定作價(jià)標(biāo)準(zhǔn)可減少非固定價(jià)格條款給合同帶來(lái)的不穩(wěn)定因素，消除雙方在價(jià)格方面的矛盾。（2）謹(jǐn)慎選擇作價(jià)時(shí)間。它可使出口方安全收匯，保證合同順利履行。時(shí)間的確定可分為裝船前作價(jià)、裝船時(shí)作價(jià)、裝船后作價(jià)三種。（3）充分考慮采用非固定價(jià)格對(duì)合同成立的影響。在實(shí)際業(yè)務(wù)中，商品具體價(jià)格可以不在合同中規(guī)定，只規(guī)定作價(jià)辦法或原則，合同即為有效成立。因此在采用非固定價(jià)格時(shí)應(yīng)盡可能將作價(jià)方法訂得明確具體。7