國(guó)際貿(mào)易實(shí)務(wù)雙語(yǔ)教程(第三版)課后答案

Unit1AbriefintroductiontointernationaltradeKeyAnswermyquestionsInternationaltradeisbusinesswhoseactivitiesinvolvethecrossingofnationalborders.Itincludesnotonlyinternationaltradeandforeignmanufacturingbutalsoencompassesthegrowingservicesindustryinareassuchastransportation,tourism,banking,advertising,construction,retailing,wholesaling,andmasscommunications.Itincludesallbusinesstransactionsthatinvolvetwoormorecountries.Suchbusinessrelationshipmaybeprivateorgovernmental.Salesexpansion,resourceacquisitionanddiversificationofsalesandsupplies.Togainprofit.Toseejoutforeignmarketsandprocurement.Therearefourmajorformswhicharethefollowing:MerchandiseexportsandImports,ServiceExportsandImports,InvestmentandMultinationalEnterprise.Itistheaccountwhichisasummarystatementoftheflowofallinternationaleconomicandfinancialtransactionsbetweenonenation(eg.theUnitedStates)andtherestoftheworldoversomeperiodoftime,usuallyoneyear.MerchandiseExportingandImporting.Yes.Therearegreatdifferencesbetweenthem.1)directinvestmenttakesplacewhencontrolfollowstheinvestment.Itusuallymeanshighcommitmentofcapital,personnel,andtechnologyabroad.Itaimsatgainingofforeignresourcesandforeignmarkets.Directinvestmentmayoftengethigherforeignsalesthanexporting.Andsometimesitinvolvestwoormoreparties.2)Whileportfolioinvestmentsarenotundercontrol.Andtheyareusedprimarilyforfinancialpurposes.Treasuresofcompanies,forexample,routinelymorefundsfromonecountrytoanothertogetahigheryieldonshortterminvestments.MNEistheabbreviationofthemultinationalenterprise.ItssynonymsareNNC(themultinationalcorporation)andTNC(transnationalcorporation).Examplesaretravel,transport,fee,royalties,dividendsandinterest.Thechoiceofformsisinfluencedbytheobjectivebeingpursuedandtheenvironmentsinwhichthecompanymustoperate.12.Itislimitedbythenumberofpeopleinterestedinafirm'sproductsandservicesandbycustomers'capacitytomakepurchase.Thisisbecauseatanearlystageofinternationalinvolvementtheseoperationsusuallytaketheleastcommitmentandleastriskofafirm'sresources.Royaltiesmeansthepaymentforuseofassetsfromabroad,suchasfortrademarkspatens,copyrights,orotherexpertiseundercontractknownaslicencingagreements.Royaltiesarealsopaidfranchising.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IVCaseStudy1[Answer]：Batteriescalled"whiteelephant"exportedfromChinawereverypopularinSoutheastAsia,because"whiteelephant"wasaluckythinginSoutheastAsia,butnoonewasinterestedinitinthemarketofEuropeandtheUnitedStates.Thebossofthecompanywasverystrangethatthequalityofthebatteryorthepriceofreasons,soheaskedhisstafftoinvestigate.Finallyhefoundthatisthebrand"whiteelephant"tobeblame.Thebrand'snametranslatedintoEnglishwas"whiteelephant"whichmeantsomethingwerenousebutcumbersomeinWesterncountries.Itwasreallyabadtranslationfromcultureinformationperspective.Themeaningderivedfromalegend.Accordingtothelegend,therewasakingwhohatedaminister,sohegaveawhiteelephanttotheministerforpunishment.Theministerhastotakecareofthewhiteelephant,hecouldn'tgiveittoothersorkillitbecauseit'sthekinggaveittohim.However,theappetiteofthewhiteelephantwassogreat,andtheministerbecamepoorer.Soitshowedpeopleinwesterncountrieswouldnotbuythebatteryfortheconsumershavenowillingtobuysomethinguselessbutcumbersome.V.OpenVI.TranslatethefollowingintoEnglish1.Tradeisoftenthe‘engine'h.oHfowgreovwetroversimplifiedthismetaphormaybe,itdoesservetounderlinetheimportanceofforeigntradeintheprocessofgrowth.Ahealthyexpansionofexportsmaynotalwaysbesufficientconditionforrapidandsustainedgrowth,butastrongpositiveassociationbetweenthetwoisclearlyundeniable.Tradeexpansioncontributestoeconomicgrowthinmanyways.Amongthemarethebenefitsofspecialization;thefavorableeffectsofinternationalcompetitionondomesticeconomicefficiency;theincreasedcapacitytopayfortheimportsrequiredindevelopmentandmoregenerallythestimulustoinvestment.Internationaltradeistheexchangeofgoodsandservicesproducedinonecountryforgoodsandservicesproducedinanothercountry.Inadditiontovisibletrade,whichinvolvestheimportandexportofgoodsandmerchandise,thereisalsoinvisibletrade,whichinvolvestheexchangeofservicesbetweennations.NationssuchasGreeceandNorwayhavelargemaritimefleetsandprovidetransportationservice.Thisisakindofinvisibletrade.Invisibletradecanbeasimportanttosomenationsastheexportofrawmaterialsorcommoditiesistoothers.Inbothcases,thenationsearnthemoneytobuynecessities.Thereexistdifferentwaysofconductinginternationalbusiness.Exclusivesalemeansthesellergivestheoverseasclienttheexclusiverightofsellingaparticularproductinadesignatedareawithinaspecifiedperiodoftime.Inthiskindofbusinesstransaction,theproductisboughtbytheexclusivesellerandthereforeheshouldselltheproductbyhimself,assumingsoleresponsibilitiesforhisprofitandloss.Exclusivesaleisdifferentfromagencywhereonlycommissionisinvolved.Anddifferenceexistsbetweengeneralcontractandexclusivesalesbecausetheexclusivesellerenjoysexclusiverightinaparticulararea.Thereisnocountryintheworldthatcanproducealltheproductsitneeds.Thuscountriesjoinininternationaldivisionoflaborforeffectiveproductionandreproduction.Sometimesacountrycanbuygoodsandservicesfromabroadonabarterbasis.Bartermeansdoingbusinessbyexchanginggoodsofonesortforgoodsofanothersortwithoutusingmoney.Bartertradeitselfisnotenoughtomeatacountry'soirtmnpeeds.Butasaformofinternationaltrade,itisstillattractiveindevelopingcountrieswhereforeignexchangeisinshortsupplyandinflowofforeignfundsisfarfromsufficienttomeettheirobligationsinexternaltrade.Unit2GeneralProceduresofExportandImportTransactionAnswerthefollowingquestions(Omited)Fillingtheblankswiththesuitablewordsinthetext:1.meeting/satisfying;2.agent,foreign/overseas;3.commission;4.own;5.setting;6.patent;7.profits;8.outlets;9.joint,venture;10.subsidiaryJudgethefollowingstatement,markTrue(T)orFalse(F)1F2.T3.F4.F5.F6.F7.T8.F9.F10.TExplainthemeaningofthewordsorphrasesbelowasrequested1.Offer:Anofferisaproposalmadebysellerstobuyersinordertoenterintothecontract.2.Withdrawal:Itmeansanofferbytheoffererhasbeenwithdrawnbeforeitisreachedtotheoffereeinordertopreventitsentryintoforce.3.Enquiry:Anenquiryisarequestforbusinessinformation,suchaspricelists,catalogue,samples,anddetailsofthegoodsortradeterms.Itcanbemadeeitherbytheimporterortheexporter.4.Acceptance:Acceptanceisastatementmadebyotherconductoftheoffereesindicatingunconditionalconsenttoanoffer.Shippingagent:Shippingagent(船代)isashipowner'srepresentativewhosejobistofindtheshipstocarry.Composealetterofenquirywiththefollowingparticulars:KeysMessrs.ArthurGrey&Son,19Cheapside,London,E.C.2DearSirs,WehaveobtainedyournameandaddressfromChinaCouncilforPromotionofInternationalTradeandlearnedthatyouareoneoftheleadingexportersofIceBoxinyourdistrict.Wearenowinterestedin100setsofthesaidarticleandshouldbepleasedifyouwouldletusknowwhetheryoucansupplyuswiththequantityandqualitywedesire.PleasequoteusyourbestpriceonCIFGuangzhoubasis.Whenoffering,pleasestateclearlytermsofpayment,timeofdelivery,packingconditionstogetherwithillustratedcatalogueforourconsideration.Wearelookingforwardtoyourearlyreply.Yoursfaithfully,Pleasemakeyourofferaccordingtothefollowingparticulars:KeyDearSirs,Thankyouforyourletterof5thMay.Wearegladtolearnoftheinquiriesyouhavehadfromyourcustomersforourraincoats.Our"D.D."rangeisparticularlysuitableforwarmclimates,andduringthepastyearswehavesuppliedthisrangetodealersinseveraltropicalcountries,frommanyofwhomwehavealreadyhadrepeatedorders.Thisrangeispopularnotonlybecauseitislightinweight,butalsobecausethematerialusedhasbeenspeciallytreatedtopreventexcessivecondensationontheinsidesurface.Forthequantitiesyoumentionwearepleasedtoquoteasfollows:"D.D."Raincoats100men'smedium@US$14.50US$1,450100men'ssmall14.01,400100women'smedium13.21,320100women'ssmall12.71,270US$5,440Payment:byirrevocableL/CatsightShipment:ShipmentwillbeeffectedwithinthreeorfourweeksafterreceivingtheL/C.Thisofferissubjecttoourfinalconfirmation.Wefeelyoumaybeinterestedinourotherproductsandenclosesomepamphletsforyourreference.Weareawaitingyourearlyorders.Yourssincerely,Writeacounter-offeraccordingtothefollowingparticulars:Keys:DearSirs,WethankyouforyourquotationMay10for1,000setsofHairIceBox.Wefindyourpriceaswellasdeliverydatesatisfactory,however,wewouldgiveoursuggestionsofanalternationofyourpaymentterms.Ourpastpurchaseofotherhouseholdelectricalappliancesfromyouhasbeenpaidasarulebyconfirmed,irrevocableletterofcreditatsight.Onthebasis,ithasindeedcostusagreatdeal.Fromthemomenttoopencredittillthetimeourbuyerspayus,thetie-upofourfundslastsaboutfourmonths.Underthepresentcircumstances,thisquestionisparticulartaxingowingtothetightmoneyconditionandunprecedentedlyhighbankinterests.Inviewofourlongbusinessrelationsandouramicablecooperationprospects,wesuggestthatyouaccepteither“cashagainstdocumentsonarrivalofgoods”or“drawingonusat60day'ssight”.Yourfirstprioritytotheconsiderationoftheaboverequestandanearlyfavorablereplywillbehighlyappreciated.Yourssincerely,TranslatethefollowingsintoEnglish.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..Thedifferentkindsoftradenationsengagedinarevariedandcomplex,amixtureofvisibleandinvisibletrade.Mostnationsaremoredependentonexportsthanonanyotheractivity.Theearningsfromexportspayfortheimportsthattheyneedandwant.Anation'sbalanceofpaymentisarecordofthesecomplextransactions.Byreflectingallofthesetransactionsinmonetaryterms,anationisabletocombinetheincomeitreceives,forexample,fromexports,touristsexpenditures,andimmigrantremittances.Thiscombinedincomesisthenspentonsuchitemsasmanufacturedgoodsfromothercountries,travelforitscitizenstoothercountries,andthehiringofconstructionengineers.CaseStudy[Answer]:A公司與B公司的第一封信函可視為發(fā)盤，在該發(fā)盤中A公司對(duì)包裝做出了要求。而B(niǎo)公司對(duì)該發(fā)盤中包裝條款進(jìn)行了修改，可視為還盤，或新的發(fā)盤，B公司發(fā)出還盤后A公司未進(jìn)行回復(fù)，雖然它用行動(dòng)表明受B公司發(fā)盤約束，但沒(méi)有明確向B公司表示接受，此時(shí)認(rèn)為合同未成立。因此，B公司以此為由，拒不履行合同。A公司將陷入被動(dòng)。為了避免出現(xiàn)此情況，A公司在收到B公司發(fā)盤時(shí)，應(yīng)及時(shí)表示接受。Unit3ContractsfortheInternationalSaleofGoodsKeyTranslatethefollowingsfromChineseintoEnglish:termsofpayment2writtenformofcontract

3executionofthecontract3executionofthecontract5purchaseconfirmation7tradingpartnerstradeagreement11thecontractproper13thecontractingparties15generaltermsandconditions4salescontract6termsoftransaction8thesettingupofacontractconsignmentcontract12extensionofthecontract14specialclauseAnswerthefollowingquestionsinEnglish:1Acontractisanagreementwhichsetsforthbindobligationsoftherelevantparties.Andanypartthatfailstofulfillhiscontractualobligationsmaybesuedandforcedtomakecompensation.Therearetwopartiesofbusinesscontractnegotiations:oralandwritten.Theformerreferstodirectdiscussionsabroad;writtennegotiationsoftenbeginwithenquiriesmadebythebuyers.Awrittencontractisgenerallypreparedandsignedastheproofoftheagreementandasthebasisforitsexecution.Asalesorpurchaseconfirmationislessdetailedthanacontract,coveringonlytheessentialtermsofthetransaction.Itisusuallyusedforsmallerdealsorbetweenfamiliartradepartners.Thesettingupofacontractissimilartothatofatradeagreementoranyothertypeofformalagreements.Itgenerallycontains:1)thetitle.Thetypeofthecontractisindicatedinthetitle;2)thecontractproper.Itisthemainpartofacontract;3)thesignatureofthecontractingpartiesindicatingtheirstatusasthesellerorthebuyer;4)thestipulationsonthebackofthecontractandareequallybindinguponthecontractingparties.Itgenerallycontainsthetimeofshipment,themodeofpaymentdescribedinadditiontoanexactdescriptionofthegoodsincludingthequantity,quality,specifications,packingmethods,insurance,commodityinspection,claims,arbitrationandforcemajeure,etc.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(shū)面談判兩種形式。口頭談判是通過(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。CaseStudy1[Answer]:ThelawoftheUnitedStatesofAmericaappliestothiscontractbecause:(a)thiswasaCIFcontract;(b)theplaceofconclusionofthecontractwasintheUSA;(c)theplaceoftheexecutionofthecontractwasalsointheUSA.ThesellercompletedthisresponsibilitiesafterhedeliveredthegoodsattheportoftheUSA.2[Answer]:Thiscontractwasnotconcludedeffectively.Item1ofArticle19oftheCISGindicates,"Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectiontotheofferandconstitutesacounter-offer.Inthiscase,thoughMr.JohnsonacceptedMr.Anderson'soffer,hisacceptancecontainedsomeadditionstoandmodificationsoftheoffer;forexample,Mr.Andersonaskedfor"telegraphictransfer",Mr.Johnsonsentthemoneytothebanktobekeptthere.AccordingtoItem3ofArticle19oftheCISG,alterationtothemodeofpaymentismaterialone,thusMr.Johnsonmightkeepsilentandrejecttheacceptance.

答：合同規(guī)定水分最高為14%，雜質(zhì)不超過(guò)2.5%，從合同內(nèi)容看，在這筆進(jìn)出口交易中，雙方以商品的規(guī)格作為表示商品品質(zhì)的方法，并以此作為交驗(yàn)商品的依據(jù)，屬于憑規(guī)格的買賣，只要我方所交貨物符合合同規(guī)定的規(guī)格，我方就算已經(jīng)履行了合同。但是成交前我方向?qū)Ψ郊乃蜆悠窌r(shí)并未聲明是參考樣品，簽約后又電告對(duì)方成交貨物與樣品相似，這樣對(duì)方就有理由認(rèn)為該筆交易既憑規(guī)格又憑樣品。而在國(guó)際貿(mào)易中，凡屬于憑樣品買賣，賣方所交貨物必須與樣品完全一致，否則買方有權(quán)拒收貨物或提出索賠。因此，在這種情況下，我方很難以該筆交易并非憑樣品買賣為由不予理賠。答：賣方未按合同規(guī)定包裝貨物，應(yīng)視為違反合同。買方向賣方違反合同包裝條款的行為提出異議并要求賠償是合理的。但是，買方以此為理由拒收貨物是過(guò)分的要求。因?yàn)椤豆s》第50條第1款規(guī)定：“買方只有在（賣方）完全不交付貨物或不按合同規(guī)定交付貨物等于根本違反合同時(shí)，才可以宣告整個(gè)合同無(wú)效。”并且，第25條規(guī)定：“一方當(dāng)事人違反合同的結(jié)果，如使另一方當(dāng)事人蒙受損害，以至于實(shí)際上剝奪了當(dāng)事人根據(jù)合同規(guī)定有權(quán)期待得到的東西，即為根本違反合同?！比欢u方在交貨發(fā)生困難的情況下，及時(shí)采取了補(bǔ)救措施，只要所用塑料包裝不對(duì)貨物質(zhì)量造成影響，這種補(bǔ)救措施可視為是合理的，雖然仍屬違約行為，但并不構(gòu)成違反合同，買方只能對(duì)塑料包裝造成的運(yùn)輸、儲(chǔ)存、裝卸等方面的不便而發(fā)生的損失提出索賠，而不能拒收貨物。V.PleasefillintheSalesContractaccordingthelettersbetweenLONDONGREENTRADECORP.andGUANGDONGLIGHTELECTRICALAPPLANCESCO.,LTD.售貨合同SALESCONTRACT賣方：GUANGDONGLIGHTELECTRICALContractNo.:98SGQ468001Date:APR.22,2009Signedat:GUANGZHOUTelex:_0835ContractNo.:98SGQ468001Date:APR.22,2009Signedat:GUANGZHOUTelex:_0835Fax:86址：Adress:52,DEZHENGROADSOUTH,GUANGZHOUQHINABuyers:LONDONGREENTRADECORP.Address:ELITHERBERTHSTR,AUTOP,O,BOX,16,LONDONTelex:Fax:ThisSalesContractismadebyandbetweentheSellersandtheBuyers,wherebythesellersagreetosellandthebuyersagreetobuytheunder-mentionedgoodsaccordingtothetermsandconditionsstipulatedbelow:(1)貨號(hào)、品名及規(guī)格NameofCommodityandSpecifications(2)數(shù)量Quantity⑶單位Unit(4)單價(jià)UnitPrice⑸金額AmountDESKLIGHTJ20110%moreorlessbothinamountandquantityallowed9600PCSPCCIFLONDUNUSD3.00/PCUSD2&800.00TotalAmountUSD2&800.000Packing:CARTONDeliveryfrom一GUANGZHOU一toLONDUNShippingMarks:N/MTimeofShipment:Within—30daysafterreceiptofL/C.allowingtransshipment.TermsofPayment:By100%ConfirmedIrrevocableLetterofCreditinfavoroftheSellerstobeavailablebysightdrafttobeopenedandtoreachChinabeforeMAY15,2009andtoremainvalidfornegotiationinChinauntilthe15thdaysaftertheforesaidTimeofShipment.L/CadvisedbyBANKOFCHINAGUANGZHOUBRANCH.TEX:0835GZBC.CN.ALLbankingChargesoutsideChina(themainlandofChina)areforaccountoftheDrawee.Insurance:TobeeffectedbySellersfor110%offullinvoicevaluecoveringF.P.A.upto—LONDON—Tobeeffectedbythebuyers.Arbitration:Alldisputesarisingfromtheexecutionoforinconnectionwiththiscontractshallbesettledamicablybynegotiation.Incaseofsettlementcanbereachedthroughnegotiation,thecaseshallthenbesubmittedtoChinaInternationalEconomic&TradeArbitrationCommission.InShenzhen(orinBeijing)forarbitrationinactwithitssureofprocedures.ThearbitralawardisfinalandbindinguponbothpartiesforsettingtheDispute.Thefee,forarbitrationshallbebornebythelosingpartyunlessotherwiseawarded.TheSeller李牛TheBuyerDavidCurtis_希將本確認(rèn)書(shū)一份簽署后寄回本公司PleasesignandonecopyofthissalesconfirmationtousatyouearliestconvenienceVI．PleasemakeoutaSalesConfirmationaccordingtothefollowingparticulars:上海進(jìn)出口貿(mào)易公司SHANGHAIINPORT&EXPORTTRADECORPORATION

1321ZHONGSHANROADSHANGHAICHINA

售貨確認(rèn)書(shū)郵政編碼：200032S/CNo：TH040311Postcode::200032DATE：24.03,2009傳真：(21)56090053Fax：(21)56090053TEL：56090054ToMessrs：THKAMULATRADECO。,LTD謹(jǐn)啟者：茲確認(rèn)售予你方下列貨品,成交條款如下：DearSirs,Weherebyconfirmhavingsoldtoyouthefollowinggoodsontermsandconditionsasspecifiedbelow:嘜頭SHIPPINGMARK商品名稱、規(guī)格及包裝NAMEOFCOMMODITYANDSPECIFCATIONS,PACKING數(shù)量QUANTITY單價(jià)UNITPRICE總量TOTALAMOUNTT.T.CPLUSHTOYBEAR10000PIECEUSD15USD150000OSAKAPLUSHTOYCAT10000PIECEUSD25USD250000C/NO.1-1000USD400000裝運(yùn)港/目的港：LOADINGPORT&DESTINATION:FROMSHANGHAITOODAKA裝運(yùn)期限：TIMEOFSHIPMENT：NOTLATERTHANAUGUST,2009可分批及轉(zhuǎn)船：ALLOWINGTRANSHIPMENTANDPARTIALSHIPMENT:ALLOWED保險(xiǎn)：INSURANCE：FORINVOICEAMOUNTCOVERINGALLRISKANDWARRISKS付款條件：TERMSOFSHIPMENT：BY100％CONFIRMEDIRREVOCABLESIGHTLETEROFCREDIT買方須于2009年6月30日前開(kāi)出本批交易的信用證(或通知售方進(jìn)口許可證號(hào)碼)，否則，售方有權(quán)不經(jīng)過(guò)通知取消本確認(rèn)書(shū)，或接受買方對(duì)本約未執(zhí)行的全部或一部分，或?qū)σ虼嗽馐艿膿p失提出索賠。TheBuyershallestablishthecoveringLetterofCredit(ornotifytheImportLicenseNumber)before30/06/2009,fallingwhichtheSellerreservestherighttorescindwithoutfurthernotice,ortoacceptwholeoranypartofthisSalesConfirmationnon-fulfilledbytheBuyer,or,tolodgeclaimfordirectlossessustained,ifany.凡以CIF條件成交的業(yè)務(wù)，保額為發(fā)票的110%，投保險(xiǎn)別以售貨確認(rèn)書(shū)中所開(kāi)列的為限，買方如果要求增加保額或保險(xiǎn)范圍，應(yīng)于裝船前經(jīng)賣方同意，因此而增加的保險(xiǎn)費(fèi)由買方負(fù)責(zé)。FortransactionsconcludeonC.I.Fbasis,itisunderstoodthattheinsuranceamountwillbefor110%oftheinvoicevalueagainsttherisksspecifiedinSalesConfirmation.Ifadditionalinsuranceamountorcoverageisrequired,thebuyermusthaveconsentoftheSellerbeforeShipment,andtheadditionalpremiumistobebornebytheBuyer.品質(zhì)/數(shù)量異議：如買方提出索賠，凡是品質(zhì)異議須于貨到目的口岸之扛日內(nèi)提出，凡屬數(shù)量異議須于貨到目的口岸之.15日內(nèi)提出，對(duì)所裝貨物所提任何異議屬于保險(xiǎn)公司、輪船公司等其他有關(guān)運(yùn)輸或郵遞機(jī)構(gòu),賣方不負(fù)任何責(zé)任.。QUALITY/QUANTITYDISCRPANCYIncaseofqualitydiscrepancy,claimshouldbefiledbytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination;whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthatthesellershallnotbeliableforanydiscrepancyofthegoodsshippedduetocauseforwhichtheInsuranceCompany,ShippedCompanyothertransportationorganization/orPostOfficeareliable.本確認(rèn)書(shū)內(nèi)所述全部或部分商品，如因人力不可抗的原因，以致不能履約或延遲交貨，賣方概不負(fù)責(zé)。TheSellershallnotbeheldliableforfailureofdelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesConfirmationinconsequenceofanyForceMajorincidents.買方在開(kāi)始賣方的信用證上請(qǐng)注本確認(rèn)書(shū)號(hào)碼。TheBuyerisrequestedalwaystoquoteTHENUMBEROFTHISSALESCONFIRMATIONintheletterofCredittobeopenedinfavouroftheSeller.買方收到本售貨確認(rèn)書(shū)后請(qǐng)立即簽回一份，如買方對(duì)本確認(rèn)書(shū)有異議，應(yīng)于收到后五天內(nèi)提出，否則認(rèn)為以同意接受本確認(rèn)書(shū)所規(guī)定的各項(xiàng)條款。ThebuyerisrequestedtosignandreturnonecopyoftheSalesConfirmationimmediatelyafterthereceiptofsame,Objection,ifany,shouldberaisedbytheBuyerwithinfivedaysafterthereceiptofthisSalesConfirmation,intheabsenceofwhichitisunderstoodthattheBuyerhasacceptedthetermsandconditionofthesalesconfirmation.買方：賣方：THEBUYER：高村THESELLER:高麗SHANGHAIIMPORT&EXPORTTRADECORPORATIONTUnit4TradeTermsKeys(Omited)1)F.Priceterms,ortradeterms,areusedtoindicatedthedifferentliabilities,costandrisksofthebuyerandtheseller.F.Warsaw-OxfordrulesspecializeinexplainingCIFcontracts.TOC\o"1-5"\h\zT.T.F.OnCIPtermstheseller'sresponsibilitiheeshaendsowvhernthegoodstothecarrierattheplaceofshipment,althoughhehastopaythefreightrateandinsurancepremium.T.T.F.ByCFRLandedismeantthatthesellerpaysforunloadingthegoodsattheportofdischarge.T.10)F.OnFAStermsthesellerneedsonlytoputthegoodswithinthereachoftheship'stackle.Heisnotresponsibleforloadingthegoodsonboard.Judgmenta)Incorrect.OnFOBtermstheseller'sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.Incorrect.OnCIFtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.Correct.Incorrect.OnCIPtermsthesellerpaysfortransportationandinsurancetillthegoodsreachthedestination;thetermsshouldbefollowedbytheportofdestination.Correct.Correct.g)Incorrect.OnFOBtermstheseller'sresponsibilitiesendwhenhedeliversthegoodsattheportofshipment,thatis,atoneoftheportsinChina.Incorrect.OnDEStermsthesellermustputthegoodsundertheactualcontrolofthebuyerattheportdestination;aportofdestinationshouldbeattachedtoDES.Incorrect.OnDDPtermsthesellermustphysicallydeliverthegoodstothebuyeratanamedplaceintheimportcountry,thatis,anamedplaceofdestinationshouldbeaddedtoDDPterms.Correct.Translation1)pleaserefertoINCOTERMs(199002)youmustloadthegoodsonboardinaccordancewiththestipulationsoftheINCOTERMSInreferencetotheconsignmentofJune5butourbusinessisoncashpaymentwhetherthecustomsareneworoldmeetingeachotherhalfwayandallowingyoua10%discountthelowestFOBLiverpoolpricesofthefollowingarticles.OurpricesaresubjecttochangewithoutnoticeAsthisisabigorder,wehopeyoucanmakea5%discountoffthelistpriceBecauseofthefrequentchangeofthemarketprices,itisnotpossibleforustokeepthepricesopenforawholeweektoreceiveyourcableofferofJuly15for300dozenshirtsofsampleNo.1302CIFNewYorkatUSD35perdozenV.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.DVI.CaseStudy1[Answer]:Itwasnotrightforthebuyernottotakedeliveryofthegoods.Inthiscase,thecontractconcludedbetweenthesellerandthebuyerwasonCIFterms,accordingtowhich,theseller'sresponsibilitiesendedwhenheloadedthegoodsonboardtheshipandpaidthefreightandinsurancepremium;theriskseparationwasthesideoftheship;thatistosay,therisksweretransferredtothebuyerortheotherpartiesconcernedafterthesellerputthegoodsonboardtheship.Sincethedocumentspresentedbythesellerwererightandproper,thesellercoulddirectlygetpaidfromtheIssuingBankoftheL/C.However,partofthegoodsgotlostbecauseofroughsea.Doesthismeanthatthebuyersufferedloss?Itisdefinitelynotthecasebecausethereareothertwosub-contractsexistingonCIFterms-I/PandBillofLading.Inthiscasethebuyercouldclaimdamageswiththeinsurancecompany,buthehadtotakedeliveryofthegoods.Obviously,theactualreasonforthebuyer'srefusaltoacceptthegoodsinthiscasewasthatthepricesofthegoodsweregoingdown.Thisis,certainly,unjustified.[Answer]:InthiscasethecontractwasconcludedbetweenCompanyEandCompanyWonFOBterm,accordingtowhichtheseller(CompanyE)endedhisresponsibilitieswhenhedeliveredthegoodsonboardtheshipattheportofshipment.Hedidnotneedtopayfortransportationofthegoodsortheinsurancepremium.Therefore,itwasnotrightforWtoaskEtopaythefreightandindicate“FreightRepaid”ontheBillofLading.ThereasonwhyWaskedEtodothatmightbethathewantedtotransferthefreightchargestoE.However,inpracticaldealings,foreigntradecompaniesoftencomeacrosssuchsituations,especiallywhenacontractisconcludedwithanagent,whowantstoresellsthegoods.Inthiscase,EmightcomplywithW'srequest,buthehadtoindicatedthatthefreightshouldbebornebyW.[Answer]:Thebuyer'sdemandsareunreasonableIfthetransactionismadeonFOBterms,usuallythebuyerisresponsibleforcharterbooking.Thesellercanaccepttheseller'scommissiononbehalfofcharterbooking,butthesellerdoesnotundertaketheresponsibilityofnotrentingboatsandrisks.Inthiscase,theexportcompanyfailedincharterbookingonbehalfofthebuyer,andthebuyerdidnotagreetoreplacethetransactionconditions,therefore,theexportcompanydidnotholdanyresponsibilitiesoffailingcharterbookingandthedelayofthedelivery.Buyercouldnotproposetowithdrawthecontract,either.So,thebuyer'sdemandsareunreasonable,responsibilitiesandrisksshouldbebornebythebuyerhimself.[Answer]:Ourcompanycannotrefusetomakethepaymentforthesheets,notmakeclaimsagainsttheseller.Because:IfthetransactionismadeonCIF,itissymbolicdelivery,underwhichthebuyer'sresponsibilityistovoucherDeliverywhereasthebuyerpayswhentheygetsthedocuments.Thebuyershoulddosooncethesellersubmitsthedocumentsagreeduponaccordingtothecontract.Evenwhenthegoodssufferdamageorlossesintransitthebuyerhastofulfillpaymentobligations.Onthecontrary,ifthedocumentspresentedbythesellerarenotincompliancewiththecontract,eventhegoodsareingoodorder,thebuyerhastherighttorefusetoacceptthegoods.Inthiscase,thesellersubmitsthewholesetofdocumentsasstipulatedinthecontract,therefore,ourcompanyhastomakethepayment.2)UnderCIFterm,theriskstransferlineofbuyerandsellerareboundbytheshipboard.Afterthegoodshavebeenpassedtheship'srail,theburdenofriskisbornebythebuyer.Inthiscase,beforethegoodshavebeenpassedtheship'srail,thegoodsareingoodcondition.Sothesellerneednottakeriskresponsibilities.Ourcompanycannotmakeanyclaimsontheseller,butcanmakeclaimontheinsurancecompanyaccordingtorelevantconditions.5.[Answer]:賣方對(duì)此項(xiàng)差價(jià)損失不需負(fù)責(zé)。因?yàn)椋喊凑諊?guó)際商會(huì)《INCOTERMS2000》的解釋：“FOB是指當(dāng)貨物在裝運(yùn)港越過(guò)船舷時(shí)，賣方即完成交貨，買方必須自該交貨點(diǎn)起，負(fù)擔(dān)一切費(fèi)用和貨物滅失或損壞的風(fēng)險(xiǎn)。”按本例的情況，賣方已按照合同規(guī)定的條件，將貨物在約定的裝運(yùn)港裝上買方租派的船只上，自裝船越過(guò)船舷之時(shí)起，貨物的風(fēng)險(xiǎn)已由賣方轉(zhuǎn)移給買方。在運(yùn)輸途中部分大米受到海水浸泡，致使品質(zhì)受到影響，這是屬于風(fēng)險(xiǎn)損失范圍，與賣方的交貨品質(zhì)無(wú)關(guān)。事實(shí)上，貨物在裝船時(shí)，已驗(yàn)明品質(zhì)是符合合同規(guī)定的條件的。因此，按照FOB條件的解釋，賣方不需負(fù)責(zé)。6.[Answer]:(1)按《INCOTERMS2000》的解釋，在CIF條件下，賣方負(fù)責(zé)裝船以前的一切風(fēng)險(xiǎn)，買方負(fù)責(zé)裝船以后的一切風(fēng)險(xiǎn)。本案的賣方已將出口貨物裝上了船，付清運(yùn)費(fèi)并已取得裝船提單，賣方的責(zé)任已經(jīng)解除，風(fēng)險(xiǎn)已轉(zhuǎn)移給了買方，所以由該船遭扣押另行轉(zhuǎn)船的一切費(fèi)用應(yīng)由買方負(fù)擔(dān)。(2)第二次運(yùn)費(fèi)可由買方向保險(xiǎn)公司索要。買方可依據(jù)《海商法》海上保險(xiǎn)之委付，將保險(xiǎn)標(biāo)的的一切權(quán)利轉(zhuǎn)移給保險(xiǎn)公司，請(qǐng)求支付該保險(xiǎn)標(biāo)的的全部投保金額，但應(yīng)以貨物裝船已過(guò)4個(gè)月不能成行或尚未交付收貨人為限。[Answer]:本案買賣雙方訂立的是CIF合同。CIF合同的含義是賣方負(fù)擔(dān)貨物在裝運(yùn)港越過(guò)船舷前的一切責(zé)任、費(fèi)用和風(fēng)險(xiǎn)。2000通則在CIF解釋中的第B5款規(guī)定：“買方負(fù)擔(dān)貨物越過(guò)裝運(yùn)港的船舷后一切貨損貨差的風(fēng)險(xiǎn)?！币虼?，貨船在途中沉沒(méi)造成的貨物損失應(yīng)由買方負(fù)擔(dān)，買方應(yīng)接受所有單據(jù)并且按合同規(guī)定支付全部貨款。在接受單據(jù)后，買方可以憑單據(jù)向保險(xiǎn)單載明的承保人(保險(xiǎn)公司)索賠，通?？梢垣@得相當(dāng)于貨物價(jià)值(CIF價(jià))1.1倍的賠償。[Answer]:本例的情況有兩種可能，因此要作兩種回答：(1)在CIF合同中，賣方負(fù)有兩項(xiàng)重要義務(wù)：一是必須按照合同的規(guī)定交付貨物；二是必須按照合同的規(guī)定提供單據(jù)。相對(duì)來(lái)說(shuō)，買方享有兩項(xiàng)拒收權(quán)：一是有權(quán)拒絕接受有瑕疵的貨物；二是有權(quán)拒受有瑕疵的單據(jù)。按這種解釋，本例買方有權(quán)拒絕接受有擦改痕跡的單據(jù)。但是，事后查明，擦改是改正貨物配艙的艙位號(hào)碼，并非擦改重大項(xiàng)目的；同時(shí)又是在單據(jù)簽字前擦改的。如果買方自己是收貨人，此項(xiàng)擦改過(guò)的單據(jù)，對(duì)買方的權(quán)利并無(wú)重大影響。因此，在這種情況下，買方不能拒受單據(jù)，如果此項(xiàng)擦改給他帶來(lái)不便或其他額外支出，他可向賣方提出損害賠償。這是第一種情況。(2)但是，如果買方不是貨物的直接收貨人，他在賣方提交單據(jù)后，擬將這批貨物轉(zhuǎn)交給第三者，他是準(zhǔn)備通過(guò)轉(zhuǎn)交單據(jù)進(jìn)行交割的。那么在這種情況下，由于單據(jù)有瑕疵，將給他轉(zhuǎn)讓單據(jù)帶來(lái)重大困難。因此，他拒受這種有瑕疵的單據(jù)是有充分根據(jù)的。正如施米拖夫所說(shuō)：“從商業(yè)觀點(diǎn)來(lái)看，可以說(shuō)，CIF合同的目的不是貨物本身的買賣，而是與貨物有關(guān)單據(jù)的買賣。”如果本例買方的目的不是買賣貨物本身，而是以轉(zhuǎn)讓單據(jù)而獲得利益，那么，這種有瑕疵的單據(jù)與他的目的直接相違背。盡管這種擦改的單據(jù)不是重大的擦改，但對(duì)于他轉(zhuǎn)讓單據(jù)卻帶來(lái)重大障礙。因此，他主張拒受單據(jù)又是合理的，在法律上也有依據(jù)。這是第二種情況。[Answer]: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。[Answer]: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。Unit5QualityofCommodityKey:GivetheChineseequivalentsforthefollowingEnglis