国际贸易实务双语教程课后题答案

第一篇：国际贸易实务双语教程课后题答案

Key Chapter1 I.Answer my questions 1.International trade is business whose activities involve the crossing of national borders.It includes not only international trade and foreign manufacturing but also encompasses the growing services industry in areas such as transportation, tourism, banking, advertising, construction, retailing, wholesaling, and mass communications.It includes all business transactions that involve two or more countries.Such business relationship may be private or governmental.2.Sales expansion, resource acquisition and diversification of sales and supplies.3.To gain profit.4.To seej out foreign markets and procurement.5.There are four major forms which are the following: Merchandise exports and Imports, Service Exports and Imports, Investment and Multinational Enterprise.6.It is the account which is a summary statement of the flow of all international economic and financial transactions between one nation(eg.the United States)and the rest of the world over some period of time, usually one year.7.Merchandise Exporting and Importing.8.Yes.There are great differences between them.1)direct investment takes place when control follows the investment.It usually means high commitment of capital, personnel, and technology abroad.It aims at gaining of foreign resources and foreign markets.Direct investment may often get higher foreign sales than exporting.And sometimes it involves two or more parties.2)While portfolio investments are not under control.And they are used primarily for financial purposes.Treasures of companies, for example, routinely more funds from one country to another to get a higher yield on short term investments.9.MNE is the abbreviation of the multinational enterprise.Its synonyms are NNC(the multinational corporation)and TNC(transnational corporation).10.Examples are travel, transport, fee, royalties, dividends and interest.11.The choice of forms is influenced by the objective being pursued and the environments in which the company must operate.12.It is limited by the number of people interested in a firm‟s products and services and by customers‟ capacity to make purchase.13.This is because at an early stage of international involvement these operations usually take the least commitment and least risk of a firm‟s resources.14.Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15.It is a way of doing business in which one party(the franchiser)the use of a trademark that is an essential asset for the franchisers‟ business.II Match each one on the left with its correct meaning on the right 1.J 2.A 3.E 4.B 5.C 6.D 7.I 8.G 9.F 10.H III Translate the following terms and phrases into Chinese 1 购买力 11 经济复苏；恢复 2 潜在销售量 12 经济衰退 3 加价，涨价 13 间接投资 4 国内市场 14 有形货物 5 制成品 15 有形进出口 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 贸易歧视 18 贸易中间人（商）；经纪人 9 时机选择 19 全部包建的工程承包方式 10 经销周期 20 许可证协定

IV Translate the following into English 1.Trade is often the „engine‟ of growth.However oversimplified this metaphor may be, it does serve to underline the importance of foreign trade in the process of growth.A healthy expansion of exports may not always be sufficient condition for rapid and sustained growth, but a strong positive association between the two is clearly undeniable.Trade expansion contributes to economic growth in many ways.Among them are the benefits of specialization;the favorable effects of international competition on domestic economic efficiency;the increased capacity to pay for the imports required in development and more generally the stimulus to investment.2.International trade is the exchange of goods and services produced in one country for goods and services produced in another country.In addition to visible trade, which involves the import and export of goods and merchandise, there is also invisible trade, which involves the exchange of services between nations.Nations such as Greece and Norway have large maritime fleets and provide transportation service.This is a kind of invisible trade.Invisible trade can be as important to some nations as the export of raw materials or commodities is to others.In both cases, the nations earn the money to buy necessities.3.There exist different ways of conducting international business.Exclusive sale means the seller gives the overseas client the exclusive right of selling a particular product in a designated area within a specified period of time.In this kind of business transaction, the product is bought by the exclusive seller and therefore he should sell the product by himself, assuming sole responsibilities for his profit and loss.Exclusive sale is different from agency where only commission is involved.And difference exists between general contract and exclusive sales because the exclusive seller enjoys exclusive right in a particular area.4.There is no country in the world that can produce all the products it needs.Thus countries join in international division of labor for effective production and reproduction.Sometimes a country can buy goods and services from abroad on a barter basis.Barter means doing business by exchanging goods of one sort for goods of another sort without using money.Barter trade itself is not enough to meat a country‟s import needs.But as a form of international trade, it is still attractive in developing countries where foreign exchange is in short supply and inflow of foreign funds is far from sufficient to meet their obligations in external trade.Chapter2 I.Answer the following questions(Omited)II.Filling the blanks with the suitable words in the text: 1.meeting/satisfying;2.agent, foreign/overseas;3.commission;4.own;5.setting;6.patent;7.profits;8.outlets;9.joint, venture;10.subsidiary III.Translate the followings into English 1).Economic activity began with the cavemen, who was economically self-sufficient.He did his own hunting, found his own shelter, and provided for his own needs.As primitive populations grew and developed, the principle of division of labor evolved.One person was more able to perform some activity than another, and therefore each person concentrated on what he did best.While one hunted, another fished.The hunter then traded his surplus to the fisherman, and each benefited from the variety of diet.In today‟s complex economic world, neither individuals nor nations are

self-sufficient nations are self-sufficient.Nations have utilized different economic resources;people have developed different skills.This is the foundation of international trade and economic activities.Foreign trade, the exchange of goods between nations, takes place for many reasons.The first, as mentioned above, is that no nation has all of the commodities than it needs.Raw materials are scattered around the world.Large deposits of copper are mined in Peru and Zaire, diamonds are mined in South Africa, and petroleum is recovered in Middle East.Countries that do not have these resources within their own boundaries must buy from countries that export them.Foreign trade also occurs because a country often does not have enough of a particular item to meet its needs.Although the United States is a major producer of sugar, it consumes more than it can produce internally and thus must import sugar.Third, one nation can sell some items at a lower cost than other countries.Japan has been able to export large quantities of radios and television sets because it can produce them more efficiently than other countries.It is cheaper for the United States to buy these from Japan than to produce them domestically.Finally, foreign trade takes place because of innovation or style.Even though the United States produces more automobiles than any other country, it still imports large quantities of autos from Germany, Japan and Sweden, primarily because there is a market for them in the United States.2).The different kinds of trade nations engaged in are varied and complex, a mixture of visible and invisible trade.Most nations are more dependent on exports than on any other activity.The earnings from exports pay for the imports that they need and want.A nation‟s balance of payment is a record of these complex

transactions.By reflecting all of these transactions in monetary terms , a nation is able to combine the income it receives, for example, from exports, tourists expenditures, and immigrant remittances.This combined incomes is then spent on such items as manufactured goods from other countries, travel for its citizens to other countries, and the hiring of construction engineers.Chapter3 I.Translate the followings from Chinese into English: 1 terms of payment 2 written form of contract 3 execution of the contract 4 sales contract 5 purchase confirmation 6 terms of transaction 7 trading partners 8 the setting up of a contract 9 trade agreement 10 consignment contract 11 the contract proper 12 extension of the contract 13 the contracting parties 14 special clause 15 general terms and conditions II.Answer the following questions in English: 1 A contract is an agreement which sets forth bind obligations of the relevant parties.And any part that fails to fulfill his contractual obligations may be sued and forced to make compensation.2 There are two parties of business contract negotiations: oral and written.The former refers to direct discussions abroad;written negotiations often begin with enquiries made by the buyers.3 A written contract is generally prepared and signed as the proof of the agreement and as the basis for its execution.A sales or purchase confirmation is less detailed than a contract, covering only the essential terms of the transaction.It is usually used for smaller deals or between familiar trade partners.4 The setting up of a contract is similar to that of a trade agreement or any other type of formal agreements.It generally contains: 1)the title.The type of the contract is indicated in the title;2)the contract proper.It is the main part of a contract;3)the signature of the contracting parties indicating their status as the seller or the buyer;4)the stipulations on the back of the contract and are equally binding upon the contracting parties.5 It generally contains the time of shipment, the mode of payment described in addition to an exact description of the goods including the quantity, quality, specifications, packing methods, insurance, commodity inspection, claims, arbitration and force majeure, etc.III.Translate the following into Chinese: 合同是在双方达成协议的基础上制定的，而协议又是双方进行商务谈判的结 果。商务谈判有口头谈判和书面谈判两种形式。口头谈判是通过参加商品交易会，派遣贸易小组，出国或邀请客户本国进行的面对面讨论，而通过国际长途电话所 进行的商务讨论也属于口头谈判。IV.Case Study 1 The law of the United States of America applies to this contract because:(a)this was a CIF contract;(b)the place of conclusion of the contract was in the USA;(c)the place of the execution of the contract was also in the USA.The seller completed this responsibilities after he delivered the goods at the port of the USA.2 This contract was not concluded effectively.Item 1 of Article 19 of the CISG indicates, “ A reply to an offer which purports to be an acceptance but contains additions, limitations or other modifications is a rejection to the offer and constitutes a counter-offer.In this case, though Mr.Johnson accepted Mr.Anderson's offer, his acceptance contained some additions to and modifications of the offer;for example, Mr.Anderson asked for ” telegraphic transfer“, Mr.Johnson sent the money to the bank to be kept there.According to Item 3 of Article 19 of the CISG, alteration to the mode of payment is material one, thus Mr.Johnson might keep silent and reject the acceptance.Chapter4 I(Omited)II 1)F.Price terms, or trade terms, are used to indicated the different liabilities, cost and risks of the buyer and the seller.2)F.Warsaw-Oxford rules specialize in explaining CIF contracts.3)T.4)T.5)F.On CIP terms the seller‟s responsibilities end when he hands over the goods to the carrier at the place of shipment, although he has to pay the freight rate and insurance premium.6)T.7)T.8)F.By CFR Landed is meant that the seller pays for unloading the goods at the port of discharge.9)T.10)F.On FAS terms the seller needs only to put the goods within the reach of the ship‟s tackle.He is not responsible for loading the goods on board.III.Judgment a)Incorrect.On FOB terms the seller‟s responsibilities end when he delivers the goods at the port of shipment, that is, at one of the ports in China.b)Incorrect.On CIF terms the seller pays for transportation and insurance till the goods reach the destination;the terms should be followed by the port of destination.c)Correct.d)Incorrect.On CIP terms the seller pays for transportation and insurance till the goods reach the destination;the terms should be followed by the port of destination.e)Correct.f)Correct.g)Incorrect.On FOB terms the seller‟s responsibilities end when he delivers the goods at the port of shipment, that is, at one of the ports in China.h)Incorrect.On DES terms the seller must put the goods under the actual control of the buyer at the port destination;a port of destination should be attached to DES.i)Incorrect.On DDP terms the seller must physically deliver the goods to the buyer at a named place in the import country, that is, a named place of destination should be added to DDP terms.j)Correct.IV.Translation 1)please refer to INCOTERMs(19900 2)you must load the goods on board in accordance with the stipulations of the INCOTERMS 3)In reference to the consignment of June 5 4)but our business is on cash payment whether the customs are new or old 5)meeting each other halfway and allowing you a 10% discount 6)the lowest FOB Liverpool prices of the following articles.7)Our prices are subject to change without notice 8)As this is a big order, we hope you can make a 5% discount off the list price 9)Because of the frequent change of the market prices, it is not possible for us to keep the prices open for a whole week 10)to receive your cable offer of July 15 for 300 dozen shirts of sample No.1302 CIF New York at USD 35 per dozen V.Case Study 1)It was not right for the buyer not to take delivery of the goods.In this case, the contract concluded between the seller and the buyer was on CIF terms, according to which, the seller‟s responsibilities ended when he loaded the goods on board the ship and paid the freight and insurance premium;the risk separation was the side of the ship;that is to say, the risks were transferred to the buyer or the other parties concerned after the seller put the goods on board the ship.Since the documents presented by the seller were right and proper, the seller could directly get paid form the Issuing Bank of the L/C.However, part of the goods got lost because of rough sea.Does this mean that the buyer suffered loss? It is definitely not the case because there are other two sub-contracts existing on CIF terms-I/P and Bill of Lading.In this case the buyer could claim damages with the insurance company, but he had to take delivery of the goods.Obviously, the actual reason for the buyer‟s refusal to accept the goods in this case was that the prices of the goods were going down.This is, certainly, unjustified.2)In this case the contract was concluded between Company E and Company W on FOB term, according to which the seller(Company E)ended his responsibilities when he delivered the goods on board the ship at the port of shipment.He did not need to pay for transportation of the goods or the insurance premium.Therefore, it was not right for W to ask E to pay the freight and indicate “Freight Repaid” on the Bill of Lading.The reason why W asked E to do that might be that he wanted to transfer the freight charges to E.However, in practical dealings, foreign trade companies often come across such situations, especially when a contract is concluded with an agent, who wants to resells the goods.In this case, E might comply with W‟s request, but he had to indicated that the freight should be borne by W.Chapter5 I.Give the Chinese equivalents for the following English terms: 1 本身所具有的特性 2 光泽、造型、结构 3 耐用性 4 可销售性 5 社会属 6 消毒 7 适用性 8 卫生 9 规格 10 水产品 跨国公司 12 保证生活质量

II.Two columns are given for you to decide which method is best suited for a certain commodity.Please match them.1 A , 2 C, 3 D, 4 E, 5 B, 6 G, 7 F, 8 H III.单项选择题

1.D 2.A 3.A 4.B 5.D 6.C 7.A 8.C 9.D 10.C 11.C 12.C 13.A 14.B 15.B 16.C 17.D 18.B 19.C 20.C 21.D 22.D 23.A 24.A 25.D 26.B IV.多项选择题

1.AE 2.ABE 3.ABC 4.CDE 5.AC 6.ABD 7.BCE 8.ACDE 9.BD 10.AC 11.BC 12.AC 13.BCDE 14.CD 15.AB 16.CDE 17.ABCDE V.案例分析

1、答：买方的要求不尽合理。理由如下：

采用FOB 术语成交，一般由买方负责租船订舱。卖方可以接受卖方的委托代为 租船订舱，但卖方不承担租不到船的责任和风险。就此案例来说，因公司代为租 船没有租到，买方又不同意更换条件，因此，该公司不承担因自己未租到船而延 误装运的责任，买方也不能因此提出撤消合同。所以，买方的要求不合理，责任 和风险应该由买方自己承担。

2、答：我方不能因床单受潮而拒付货款，也不能向卖方提出索赔。理由如下：（1）采用CIF 术语成交时，属于象征性交货，卖方是凭单交货，买方是凭单付 款，只要卖方如期向买方提交了合同规定的全套合格单据，即使货物在运输途中 损坏或灭失，买方也必须旅行付款义务。反之，如果卖方提交的单据不符合要求，即使货物完好无损地运达目的地，买方仍有权拒付货款。就此案例而言，卖方提 交了全套合格单据，我方应支付货款。

（2）在CIF 条件下，买卖双方风险转移界限以船舷为界。货物越过船舷后的风 险应由买方负担。就本案例可以看出，货物越过船舷之前是完好的，因此卖方不 承担风险。我方据此不能向卖方提出索赔，可依据所投险别向保险公司提出索赔。

3、答：该公司可向卖方提出索赔。理由如下：

按CFR 条件成交时，尽管货物在海运途中的风险已转移给买方，但买方为降低 自己的风险可办理货运保险，这取决于卖方是否及时向买方发出装运通知。据惯 例解释，如果卖方未及时向买方发出装运通知，导致买方未能及时办理保险手续，由此引起的损失由卖方负担。就本案例而言，该公司货物部分丢失是由于卖方未 发出装船通知而公司未办理保险手续而引起的损失，故此，该公司应向卖方提出 索赔。

4、答：此项损失应由买方承担，买方不应该向该公司提出索赔。

以CPT 术语成交时，风险转移以货交承运人为界，即卖方将货物交给指定承运 人，风险即由卖方转移至买方，买方可投货物保险以确保损失最小。就本案例而 言，该公司已将货物交给承运人，运输途中及后期风险均由买方自己承担，因此，该公司可拒绝买方的索赔要求。

5、答：按照CIP 条件成交，卖方要承担保险费和运费。因为CIP 条件适合于各 种运输方式，风险是在承运人控制货物时转移，所以卖方要负责办理交货地点到 指定目的地的全程运输，而不仅仅是水上运输，因此卖方应支付全程运费。就本 案例而言，卖方支付了海上运输的费用，但并没有将货物送往指定目的地，因此 还需支付铁路运输的费用。由此，我方应支付货款，但不需支付铁路运费，卖方 行为不尽合理。

Chapter6 I.Here given in the following are short forms for some units of measure and weight.Please give the complete form of each: 1)吨 2)盎斯 3)磅 4)品脱 5)码 6)加仑 7)令 8)公斤 9)克 10)平方米

II.Please read the statements carefully, and then give your choice True or False.1.T 2.F where the goods are to be unloaded must be decided and confirmed by the buyer at least 48 hours before the ship arrives at the first optional port.3.T 4.T 5.T 6.F a letter of indemnity is issued by the shipper to the shipping company in exchange for a clean-on-board shipped bill of lading.7.F according to article 23 of the UCP NO.500,” IF A Credit calls for a bill of lading covering a port to port shipment, banks will, unless otherwise stipulated in Credit, accept a document, however named, which „„contains no indication that it is subject to a charter party „„” 8.T 9.F dispatch money is an amount paid by the ship-owner to the shipper for the shipper‟s quicker loading and unloading of the goods.10.T III.Please give the following definitions for the names in English: 1.Gross weight is the sum of total weight of the commodity itself and the tare(the package weight).That‟s to say it refers to the net weight plus the tare weight of the goods.2.Net weight is the actual weight of commodity without the addition of the tare.In international trade if the goods are sold by weight, the net weight is often used.3.Actual tare: The actual weight of packages of the whole commodities.4.Average tare: In this way, the weight of packages is calculated on the basis of the average tare of a part of the packages.5.Customary tare: The weight of standardized package has a generally recognizer weight which can be used to represent the weight of such packages.6.Computed tare: The weight of package is calculated according to the tare previously agreed upon by the seller and the buyer instead of actual weighing.IV.简答题

1.答：数量条款规定了买卖双方交货数量及与之有关的权利和义务，他涉及 成交数量的确定、计量单位和计量方法的规定及数量机动幅度等内容。为订好数 量条款，应依据政策的规定和经营意图，根据需要和可能，按外商资信情况和市 场行情变化，正确掌握进出口商品的成交数量，以利于合同的履行。

2.答：（1）大宗农、副产品、矿产品及一部分工业制成品惯于采用按重量 计算，一些贵重商品也惯于采用重量单位。

（2）按数量计算适用于大多数工业制成品，尤其是日用消费品、轻工业品、机械产品及一部分土特产品。

（3）按长度计算多用于金属绳索、布匹，绸缎等商品买卖。（4）面积单位可用于玻璃板、地毯、皮革等商品。

（5）体积单位仅用于木材、天然气及化学气体的买卖。

（6）容积单位中的蒲式耳是美国用来计量各种谷物的，公升和加仑多用于 液体商品。

（7）有些国家对某些商品有自己习惯的或法定的计量单位。例如棉花许多 国家以”包“为单位，糖以”袋“为单位。

3.答：（1）毛重。是商品本身加包装重量。

（2）净重。是商品本身实际重量，不包括皮重。计算皮重时有按实际皮重、平均皮重、习惯皮重、约定皮重计算等四种做法。

（3）公量。有些商品因较强的吸湿性导致重量不稳定，对此类商品可用科

学的方法除去其所含实际水分，然后再加上国际公认的标准含水量。即公量＝干 量＋标准含水量。

（4）理论重量。对按固定规格形状和尺寸所生产和买卖的商品可从其件数 推算总重量，此总重量即为理论重量。一般只作为计算实际重量的参考。（5）法定重量和实物净重。法定重量是商品重量加上直接接触商品的包装

物料的重量，而除去这部分重量所表示出来的纯商品重量即为实物净重。此方法 大多用于海关征税。

4.答：数量机动幅度是指卖方可按买卖双方约定的某一具体数量多交或少 交若干的幅度。他的规定方法有：

（1）合同中明确具体的规定数量的机动幅度。它既可只简单规定机动幅度，也可在此基础上约定由谁选择及作价原则。

（2）合同中为明确规定数量机动幅度，但将数量定为约数。《跟单信用证统 一惯例》规定约数的增减幅度不超过10％。

（3）合同中未明确规定数量机动幅度。此时卖方交货数量原则上应与合同

完全一致，但《跟单信用证统一惯例》500 号出版物规定货物数量允许有5％的 伸缩。

5.答：（1）目前对在机动幅度范围内超出或低于合同数量的多装或少装部 分，一般按合同价格计价结算。

（2）为防止有权选择溢短装的当事人利用行市变化有意多装或少装而获取

额外好处，有的合同规定多装或少装部分不按合同价格计算，而代之以按装船日 的行市或目的地的市场价格计算。

（3）若双方未能就装船日或到货日或是市场价格取得协议，则可交由仲裁 机构解决。

（4）有的合同还规定多交或少交货物中一部分按合同价格计算，其余部分 按装船时或到货时的市价计算。IV.Case study 1[Answer]: According to Article 11 of CISG: “A contract of sale need not be

concluded in, or evidenced by, writing and is not subject to any other requirement as to form.It may be proved by any means, including witnesses.” Though China and the US are both member countries of the CISG, China declared that it won‟t be bound by Article 11 and its related articles.That is to say, any kind of contracts in China must be evidencing by writing.In this case, though both companies agreed orally as to the main terms of the sales contract, there is no writing evidencing the contract.This contract, according to Chinese law, is not effective.2[Answer]: According to Item 2 of Article 21 of CISG: “If a letter or other writing containing a late acceptance shows that it has been sent in such circumstances that if its transmission had been normal it would have reached the offeror in due time, the late acceptance is effective as an acceptance unless, without delay, the offeror orally informs the offeree that he considers his offer as having lapsed or dispatches a notice to that effect.In this case, in order to avoid unnecessary loss, the Chinese company should telephone or dispatch immediately a notice informing that the acceptance is ineffective as it is late.__

Chapter7 I.For the false statements, please state True or False 1.(T)2.(F)3.(F)4.(F)5.(F)6.(F)7.(F)8.(F)9.(F)II.Put the following into English: 1.consuming taste 2.gift packing 3.prettify commodities 4.portable packing 5.social customs 6.transparent packing 7.creative design 8.suspensible packing III.Suppose you are an exporter and your business place is in China, please make the judgment if the following statements are correct or not and give your reasons.1.(F)2.(F)3.(T)4.(F)5.(T)6.(T)7.(F)8.(F)9.(F)10.(T)IV.简答题

1.答：包装重要性体现在以下几个方面：

（1）是实现商品价值和使用价值的重要手段，是商品生产和消费之间的桥 梁。

（2）出口商品需经过长距离辗转运输，有时需多次装卸、搬运和存储，包 装可保证商品质量和数量完整，方便货物装卸、搬运、储存。

（3）商品生产过程，包装是最后一道工序；在流通领域中，包装具有保护

商品、美化商品、宣传商品、提高售价的重要作用，并可作为对外竞争的重要手 段。约定包装条件的意义在于：

（1）不仅起到保护和美化商品作用，且包装本身还是货物说明的组成部分。（2）按一些国家法律解释，如一方违反了所约定的包装条件，另一方有权 提出索赔，甚至拒收货物。

2.答：（1）必须适应商品特性。

（2）必须适应各种不同运输方式的要求。

（3）必须考虑有关国家的法律规定和客户要求。

（4）要保证包装牢固的前提下节省费用，便于各环节有关人员进行操作以 免使货物遭受损失。

3.答：（1）按包装方式，可分为单件运输包装和集合运输包装，后者又分 为集装包和集装袋。

（2）按包装造型，可分为箱、袋、桶和捆等方式。

（3）按包装材料，可分为纸制，金属、木制、麻制品、玻璃制品、陶瓷制 品及竹、柳、草制品包装等。

（4）按包装质地，可分为软性，半硬性和硬性包装。（5）按包装程度，可分为全部包装和局部包装。

4.答：（1）便于陈列展销，以吸引顾客和供消费者选购。（2）便于识别商品，以便消费者了解，看货成交。（3）便于携带和使用，为消费者提供方便。

（4）要有艺术吸引力，以便吸引顾客、提高售价、扩大销路。

5.答：（1）包装的装潢画面要美观大方，富有艺术吸引力，突出特点，图 案和色彩要适应有关国家民族习惯和爱好，便于扩大出口。

（2）包装上的文字说明应同装潢画面紧密配合，互相衬托，以达到宣传和 促销目的，使用文字应简明扼要，并能让顾客看懂，必要时可中、外文并用。（3）包装上标签应注意有关国家的标签管理条例，尤其是食品、药品、服 装。

（4）销售包装还应注意条形码技术的使用问题。

6.答：（1）有效提高结算效率和准确性，也方便了顾客。

（2）有利于提高国际间贸易信息传递的准确性，使交易双方及时了解对方 商品有关资料和本国商品在对方的销售情况。

（3）条形码的使用是有效促使名优商品打入许多国家超级市场的前提条件。7.答：定牌生产产生的原因有：

（1）世界许多国家超级市场、大百货公司和专业商店在其经营出售商品上 标有本商店使用的商标或品牌，以扩大本企业知名度并显示该商品身价。（2）出口厂商为利用买方经营能力及商业信誉和品牌声誉，以提高商品售 价和扩大销路，也采用定牌生产。我国出口贸易中定牌生产具体做法有：

（1）在商品或包装上，打印上外商所指定的商标或品牌，而不标明生产国 别和出口厂商名称。

（2）在商品或包装上，表明我国的商标或品牌，同时加注国外商号名称或 表示其商号的标记。

（3）在商品或包装上，采用买方指定商标或品牌，同时注明”中国制造“字样。8.答：制定原因为：

（1）运输标志内容较多。（2）有时要加进一些不必要项目。

（3）各国和各种运输方式之间对运输标志的要求差异较大，不能适应国际 货物流动量的增加和多式联运的开展，不利于电子计算机在运输和单证流转方面 的应用。作用有：

（1）减少了运输标志内容，节省出口成本、时间和费用。（2）提高计算机操作和审单效率，加速船舶和资金周转。

（3）消除因运输标志内容过多和繁杂而可能造成的失误和困难，保证交货 的顺利进行。10.答：

（1）对包装要求应当明确具体，做到明确规定包装材料、造型、规格。除

传统商品外不宜采用”按惯常方式包装“等含糊包装术语。另外，除非买卖双方对 具体内容事先充分交换意见或在长期业务往来中就问题取得一致认识，包装条款 一定要明确具体。

（2）应订明包装费用由何方负担。按惯例，包装费用一般在货价之内，包 装条款中无须另行订明。若买方坚持要求对原本不需包装的商品实施特殊包装，导致包装费用超出正常，增加产品成本，或包装物料刚好构成产品成本增加时，则需订明包装费用负担。若卖方同意接受买方提供包装，包装条款中还应订明寄 送包装方法，包装送达日期，送交包装延迟责任及运送包装费用负担等内容。进 口合同中对包装技术性较强的商品通常在单价后注明”包括包装费用“，以免发生 纠纷。

（3）明确由何方提供运输标志。按惯例，运输标志可由买方提供，也可由

卖方决定。卖方决定时可不订入合同，或只订明”卖方标志“，由卖方设计后通知 买方。买方提供时应在合同中规定买方提供时间，如超过时间卖方可提出其他补 救方法。

（4）明确包装不良应负的责任。保险公司一般不负责因包装不良造成的损

失。在包装条款中，应对包装不善所造成损失的索赔问题作适当规定，以防止进 口货物因包装不良受到损失，对仪器、机器设备进口时使用的包装条款，更应就 索赔问题作出详细规定。V．案例题

1、答：（1）外商做法是否合理应从两个方面来看。（2）一般来讲，保险公 司不负责因包装不良所造成的损失。所以在进口合同条款中外商应对包装不善造 成的损失的索赔问题做出详细规定。若买方已做出规定，包装不良造成损失由卖 方负责，那么外商的做法是合理的。若买方未作具体规定，则外商做法不尽合理，应由双方协商解决，或提交仲裁机构解决。

2、答：（1）按国际贸易习惯，唛头由买方提供时在合同中应规定买方提供 时间。如超过时间，卖方可提出其他补救办法，如自行规定唛头。（2）该公司在

此情况下应致电买方询问延误原因，请其快速电告所设计唛头，否则将由该公司 自行规定。

3、答：（1）我方据此提出拒收或索赔是完全合理的。（2）在国际货物买卖 中，如一方违反了所约定的包装条件，另一方有权提出索赔，甚至可以拒收货物。由此可知，虽然外商交货数量与合同规定数量相符，但他的行为违反了合同中的 包装条款，已构成违约，我方可以提出拒收或索赔。__ Chapter8 I、单项选择题

1、C

2、B

3、D

4、A

5、B

6、A

7、C

8、D

9、A

10、B

11、B

12、D

13、C II、多项选择题

1、ABCE

2、ABC

3、BCD

4、ABCDE

5、BCE

6、ABC

7、ABCDE

8、ABCE

9、AC

10、ABCE 11.ABCDE III、名词解释

1、出口总成本：是外贸企业为出口商品支付的国内总成本。它的构成因素有进 货成本和国内费用。如是需缴纳出口税的商品，还应包括出口税。

2、出口换汇成本：指某商品出口净收入一个单位的外汇所需要的人民币成本。是衡量外贸企业和进出口交易盈亏的重要指标。

3、固定价格：指交易双方协商一致的基础上，对合同价格予以明确、具体的规 定。

4、后定价格：指在合同中不明确规定价格，具体价格留待以后确定。

5、暂定价格：在合同中先订立一个初步价格，作为开立信用证和初步付款依据，待双方确定最后价格后再进行最后清算，多退少补。

6、待定价格：交易双方就其他条件达成一致，合同已成立，但规定“价格待定” 或合同中没有明示或默示规定货物价格的情况。

7、价格调整条款：在订约时只规定初步价格，同时规定，如原材料价格和工资 等发生变化，按原材料价格和工资等的变动来计算合同最终价格。

8、佣金：指代理人或经纪人为委托人服务而收取的报酬。

9、明佣：交易双方在洽谈时将佣金明确表示出并写入价格条款中。

10、折扣：是卖方给予买方一定的价格减让，一般可在买方支付货款时预先扣除。

11、出口成本价格：是企业以出口总成本为基础计算出来的单位成本价格。

12、出口外汇净收入：是出口外汇总收入扣除劳务费用等非贸易外汇后的外汇收 入。

13、出口盈亏额：是指出口销售的人民币净收入与出口总成本的差额。IV、简答题

1、答：（1）要考虑商品的质量和档次，贯彻以质论价的原则。

（2）要考虑运输距离，核算运输成本，做好比价工作，以体现地区差价。（3）要考虑交货地点和交货条件，把买卖双方的责任、费用和风险在价格 中体现出来。

（4）要考虑季节性需求的变化，掌握好季节性差价，争取有利价格。（5）要考虑成交数量，成交量大时可给予适当优惠。

（6）要考虑支付条件是否有利和汇率变动的趋势，把利息负担和汇率变动 风险也计入货价。

（7）要考虑国际市场价格走势，注意搜集国际市场信息，对其价格及供求 状况进行分析和预测。

（8）要考虑交货期远近、市场销售习惯及消费者爱好与否等因素。

2、答：固定价格明确、具体、肯定，便于核算和执行，是国际市场上常见 做法。它的不足之处在于：

（1）合同缺乏稳定性。行市剧变时，不守信用的商人会寻找各种借撕毁合 同，使我方遭受不应有的损失。

（2）价格不稳定时，国外商人会观望不前，怕承担价格波动带来的风险。为使交易顺利达成，提高履约率，减少风险，我们采用固定价格时应注意两点。（1）必须对影响商品供求的各种因素细致研究，并在此基础上对价格走势 作出判断，以此作为决定合同价格依据。

（2）通过各种途径了解客户资信情况，慎重选择订约对象。

3、答：非固定价格是一种变通做法，它的有利之处在于：

（1）有助于暂时解决价格方面的分歧，双方可先就其他条款达成协议，早 日签约，待日后再确定成交价格。

（2）解除客户对价格风险顾虑，使之敢于签订交货期长的合同。有利于巩 固和扩大出口市场，有利于生产、收购和出口计划完成。

（3）虽不能完全排除交易双方的价格风险，但有利于出口方不失时机地做 成生意，也有利于进口方保证一定的转售利润。非固定价格的缺点在于：

（1）因先订约后作价，就不可避免的带来较大的不稳定性。特别是待定价 格，万一双方作价时不能取得一致意见，合同就无法执行。（2）如作价条款规定不当，合同还有失去法律效力的危险。

4、答：在实际业务中，如果交易双方对佣金虽已达成协议，却约定不在合

同中表示出来，约定的佣金由一方当事人按约定另行支付，则称为“暗佣”。国 外中间商或买主，为赚取“双头佣”，或为达到逃汇或逃税的目的，往往提出使 用“暗佣”。

“暗扣”是指当事人出于各种考虑，对折扣虽已达成协议，却不在合同价格 条款中表示出来，折扣的金额由一方当事人按约定另行支付。

5、答：佣金的支付要根据中间商提供服务的性质和内容而定。支付方法有 两种：（1）交易达成时就向中间商支付佣金。（2）卖方收到全部货款后，再另行

支付佣金。第一种情况下，虽交易已达成，但万一合同无法履行，委托人仍要向 中间商支付佣金。第二种情况对委托人比较有利。为避免误解、除要明确规定委 托人与中间商之间权利与义务之外，委托人最好事先与佣金商达成书面协议，明 确规定出支付佣金的方法。

通常佣金可在合同履行后逐笔支付，也可按月、季、半年，甚至一年汇总支 付。折扣的支付一般可在买方支付货款时预先扣除，或采用“暗扣”、“回扣”的 方法。

6、答：（1）明确规定作价标准。规定作价标准可减少非固定价格条款给合 同带来的不稳定因素，消除双方在价格方面的矛盾。

（2）谨慎选择作价时间。它可使出口方安全收汇，保证合同顺利履行。时 间的确定可分为装船前作价、装船时作价、装船后作价三种。

（3）充分考虑采用非固定价格对合同成立的影响。在实际业务中，商品具

体价格可以不在合同中规定，只规定作价办法或原则，合同即为有效成立。因此 在采用非固定价格时应尽可能将作价方法订得明确具体。

7、答：我国进出口商品的作价原则是，在贯彻平等互利的原则下，根据国 际价格水平，结合国别（地区）政策，按我方的经营意图确定适当的价格。

8、答：出口成本价格是企业以出口总成本为基础计算出来的单位成本价格。它与出口成交价格的主要区别在于出口成本价格并不涉及有关国外的任何费用； 而出口成交价格则可能包括单位商品的国外费用，如国外运费、保险费、佣金等。

9、答：（1）明确规定作价标准。为减少非固定价格条款给合同带来的不稳 定因素，消除双方在作价方面的矛盾，明确订立作价标准是一个重要的必不可少 的前提。

（2）谨慎选择作价时间。在采用非固定价格时，作价时间的规定非常重要，为了使出口方安全收汇，保证合同顺利履行，应谨慎选择作价时间。（3）充分考虑采用非固定价格对合同成立的影响。

10、答：（1）合理地确定商品的单价，防止偏高或偏低。（2）根据船源、货源等实际情况，选择适当的贸易术语。（3）争取选择有利的计价货币，必要时可加订保值条款。

（4）灵活运用各种不同的作价办法，避免承担价格变动的风险。（5）参照国际贸易的习惯做法，注意佣金和折扣的合理运用。

（6）如交货品质、交货数量有机动幅度或包装费用另行计价时，应一并订 立机动部分作价和包装费计价的基本办法。

（7）单价中的计量单位、计价货币和港口名称，必须书写清楚，以利于合 同的履行。V、计算题

1、解：出口总成本＝4000×（1＋15％）＝4600（人民币元）出口外汇净收入＝1000－（80＋10＋1000×3％）＝880（美元）出口换汇成本＝4600÷880≈5.227（人民币元/美元）

2、解：CIFC3％纽约价＝（500＋60）÷（1－1.1×0.8％－3％）≈582.6（美元）

3、解：fob 中国岸价＝1000×（1－1.1×0.85％）－75＝915.65（美元）

4、解：CFRC4％价＝1000÷（1－4％）≈1041.7（美元）

5、解：出口方单位商品净收入＝1000×（1－2％）＝980（美元）

6、解：按题意可知P0＝100 万，A＝20％，B＝50％，C＝30％，M＝110，M0＝100，W＝112，W0＝100 则最终价格P＝100×（20％＋50％×110/100＋30％×112/100）＝108.6（万 美元）

VI.True or false 1.(F)2.(F)3.(T)4.(T)5.(F)6.(T)7.(T)8.(F)9.(T)10.(F)__

Chapter9 1.T 2.F where the goods are to be unloaded must be decided and confirmed by the buyer at least 48 hours before the ship arrives at the first optional port.3.T 4.T 5.T 6.F a letter of indemnity is issued by the shipper to the shipping company in exchange for a clean-on-board shipped bill of lading.7.F according to article 23 of the UCP NO.500,” IF A Credit calls for a bill of lading covering a port to port shipment, banks will, unless otherwise stipulated in Credit, accept a document, however named, which „„contains no indication that it is subject to a charter party „„” 8.T 9.F dispatch money is an amount paid by the ship-owner to the shipper for the shipper‟s quicker loading and unloading of the goods.10.T II.Answer the following questions in English(Omitted)III.Answer the following questions briefly according to what you have learnt in this unit.1.It is also called tramp.A shipping by chartering is a freight-carrying vessel which has no regular route or fixed schedule of sailing.It is first in one trade and then in another, always seeking those ports where there is a demand at the moment for shipping space.The shipper charters the ship from the ship-owner and uses it to carry the goods.It falls into 3 kinds: voyage charter, time charter and demise charter.2.The time of delivery refers to the time limit during which the seller shall deliver the goods to the buyer at the agreed place by the agreed methods.There are the following ways to stipulate the time of delivery in the contract.In stipulate the time of delivery we have to pay attention to the followings:(1)The shipment date should be made in such a manner that it facilitates the seller and enables the seller to effect shipment on time and perform the relevant obligations stipulated in the contract.For instance, the seller should be given a period of reasonable time for arranging the supply of the contracted goods.(2)Different shipment period should be fixed, based on the availability of shipping space, for contracted goods of different nature.An unreasonable short time for shipment shall cause no little inconvenience to the seller.(3)According to the relevant stipulations of(Uniform Customs and Practice for Documentary Credits): Expressions such as “prompt”;“immediately”, “as

soon as possible” and the like should not be used.If they are used banks will disregard them.(4)Unless otherwise stipulated in the credit, the expression “shipment” used in

stipulating an earliest and/or a latest shipment date will be understood to include the expressions “ loading on board”, “dispatch”, “accepted for carriage”, “flight date”, “date of post receipt”, ”date of pickup“ and in the case of a credit calling for or allowing a multi-modal transport document the expression “taking in charge”.(5)If the expression “on or about” and similar expressions are used, banks will

interpret them as a stipulation that shipment is to be made during the period from the five days before to five days after the specified date, both end days included.The words “to”, “until”, “till”, “from” and words of similar expressions applied to any date or period in the credit referring to shipment will be understood to include the date mentioned.The word “after” will be understood to exclude the date mentioned.The term “first half”, “second half” of a month shall be construed respectively as the 1st to the 15th, and the 16th to the last day of such month, all dates inclusive.The terms “beginning”, “middle”, or “end” of a month shall be construed respectively as the 1st to the 10th, the 11th to the 20th', and the 21st to the last day of such month, all dates inclusive.3.The Bill of Lading has three important functions.a.It is a receipt for goods signed by the shipping company and given to the shippers;b.It is also evidence of a contract of carriage between the shipping company and shippers.In addition, c.it is a document of title because the legal owner of the Bill of Lading is the owner of the goods.For this reason the Bill of Lading can be used to transfer the goods-from one owner to another.“When the exporters complete it, they can write the buyer‟s name in the space, “consignee”.This means the consignee is the legal owner of the goods, as named on Bill of Lading.Otherwise the exporters can write “to other” in the

consignee space.Underneath “to order” they write the name and address of the agent.Then the agent in the importing country can endorse the bill to the buyer.In this way the importers can transfer the consignment to their customers.This means that there has to be a separate Bill of Lading for each consignee and several consignments can not be consolidated on to one bill.4.There are several types of Bills of Lading which are categorized in different ways.(1).On board B/L and received for shipment B/L According to whether the goods are loaded or not, the bills of lading can be classified into on board(or shipped)B/L and received(or received for shipment)B/L.A shipped on board B/L is evidence that the goods have been loaded on board a certain steamer.It commences with the wording “Shipped in apparent good order and condition”, According to general foreign trade practices, only the shipped on board B/L is accepted by banks for payment under a L/C.(2).Clean bill and unclean bill According to whether there are notes on the B/L, it falls into 2 kinds: clean B/L and unclean B/L.A clean B/L shows that the goods have been shipped on board a vessel in apparent good order and condition, and there is no modification of the shipowner.This bill of lading is called “clean” or “unclaused”.It confirms that the goods have not suffered apparent or outside damage and there does not seem to be any defect in the packing.By issuing clean bill of lading, the shipowner admits his full liability of the cargo described in the Bill under the law and his contract.This type is much favored by banks for financial settlement purpose.Unclean B/L is generally marked “insufficiently packed”, “covers old and

stained”, “wet by rain”, “…packed in damaged condition”, “unclean”, “foul”, etc.There are many recurring types of such clauses including inadequate packaging, unprotected machinery, wet or stained cartons, damaged crates, etc.This type of B/L is usually unacceptable to a bank.But not all B/L(s)which are noted are unclean B/L.(3).A straight B/L, An order B/L and A blank B/L According to whether the B/L is transferable, it is divided into 3 kinds: straight B/L, order B/L and blank B/L.A straight B/L is made out so that only the named consignee at the destination is entitled to take delivery of the goods under the bill.The consignee is designated by the shipper.The carrier has to hand over the cargo to the named consignee, not to any third party in possession of the bill.This kind of B/L is not transferable.The shipper cannot pass the bill to a third party by endorsement.So the bill is of very restricted application.When the goods are shipped on a non-commercial basis, such as samples or exhibits, materials in aid of other countries, or when the goods are extremely valuable, a straight B/L is generally issued.An order B/L indicates that the bill is made out to the order of or to order of …any person named in such a bill, which may be transferred /negotiated after endorsement.So it is sometimes called transferable B/L.It is because of this that nowadays, it is commonly used in international practice.A blank B/L is also called open B/L or bearer B/L.It refers to the bill in which the name of a definite consignee is not mentioned.The area in B/L calling for the name of the consignee is left blank, with neither the name of the consignee nor the phraseology of “to order” filled in.This kind of B/L can be transferred/ negotiable without endorsement.There usually appear in the box of consignee words like “to bearer” and holder of the B/L can take delivery of the goods against the surrender of B/L, i.e., ownership of the goods passes when the bill is handed over to anyone.(4).Direct B/L, A transshipment B/L, A through B/L According to the modes of transport, it can be divided into 3 kinds.A direct B/L is referred to the consignment carried to the port of destination directly without transshipment.A transhipment B/L is issued by shipping companies when there is no direct service between the port of loading and port of destination, and the ship owner arranges to tranship the cargo at an intermediate port at his expense.This kind of Bill usually bears such a clause “Transhipment to be made”

A through B/L is issued when the entire voyage involves more than one carrier, where the ocean shipment forms only part of the complete journey and, subsequent thereto, the goods have to be carried by other land or sea carriers.The first carrier issues the bill and collects the freight for the entire voyage, and arranges transshipment and forwarding of the goods at the intermediate port.The shipper prefers this kind of B/L because of the trouble having been saved to deal with other carriers by himself.(5).A long form B/L, A short form B/L According to the contents of the B/L, it can be divided into 2 forms: Long Form B/L and Short Form B/L A long form B/L refers to the B/L on the back of which all the detailed terms and conditions about the rights and obligations of the carrier and the consignor are listed as an integral part of the bill.It is more frequently used.A short form B/L is a document which omits the terms and conditions on the back of B/L.(6).A freight prepaid B/L, A freight to be collected B/L According to the time for payment of freight, it can be divided into 2 types.A freight prepaid B/L means that all the freight is paid by the consignor when B/L is issued by the carrier on which “freight prepaid” is indicated.A freight to be collected B/L refers to the B/L on which “freight payable at destination” is indicated.(7).A liner B/L, A charter party B/L According to the types of the carrying vessels, it can be classified into a liner B/L and a charter party B/L.(8).Other types of B/L Besides the above-mentioned types of B/L there are some other types such as: container B/L;on Deck B/L;stale B/L;groupage B/L;house B/L;antedated B/L and advanced B/L.IV.Case study 1.[Answer]: The loss to the stationary pertained to particular average, while the loss to the tea was a partial one… The insurance company will have compensated for the losses if the goods had been insured against FPA.2.[Answer]: The most important lesson we can learn is that, it is essential for the exporter to present documents in accordance with the stipulations of the relevant LC.In this case, finding the shipping marks illegible on the LC, the export salesman in the ABC Company, instead of asking the buyer for clarification, decided the shipping marks himself.This constituted discrepancy between the documents and the LC.Article 14 of the UCP500 clearly indicates, “When the Issuing Bank authorizes another bank to pay, incur a deferred payment undertaking, accept draft(s), or negotiate against documents which appear on their face to be in compliance with the terms and conditions of the Credit…” It is clear that the documents presented must be in conformity with the stipulations in the L/C.Chapter10 I.True or false 1.F many countries in the world have begun to adopt the Institute Cargo Clause, including China.2.T 3.T 4.T 5.F all risks do not cover other special risks like War risk, Strike risk, etc.6.F the insured may choose to attach War of Strike risk to W.P.A.7.F according to international business practice, insurable interest is required only when the insured claims damages with the insurance company.8.T 9.F by franchise in meant that the insurance company must still compensate the insured once the damage exceeds the percentage stipulated.10.F irrespective of percentage is applied to goods which are easily broken or delivered short;it has nothing to do with other disasters such as strikes, war, and other natural disasters.II.Fill in the blanks with the following words and expressions: 1.cover 7.covered 2.covers 8.insure 3.cover 9.insurance 4.covered 10.effected 5.covering 11.insurance 6.covering 12.coverage III.Translate the following into English: 1.The clients think it more convenient for the insurance to be covered /to be taken care of by you than by themselves.2.Please effect insurance for 150% of the invoice value against All Risks and War Risk, as required by the buyer.3.We can only cover insurance for 110% of the invoice value according to the contract stipulations and therefore we regret being unable to comply with your request.4.The P.I.C.C.enjoys high prestige among trade circles at home and abroad for their low rates as well as prompt and equitable settlement of claims.5.After damage has incurred, the insured may file a claim supported by the insurance policy and a survey report with the insurance company or their agent at his end.6.Please see to it that the above-mentioned goods are to be shipped before 15th June and insured against All Risks for 150% of the invoice value.We know that according to your usual practice, you insure the goods only for 110% of the invoice value, therefore, the extra premium will be borne by us.7.An insurance claim should be submitted to the insurance company or its agent as promptly as possible so as to provide the insurance company or its agent with ample time to pursue recovery from the relative party at fault.8.We regret to inform you that Case No.8 was invoiced as containing 10 type writers, eight of which were badly damaged upon arrival.We enclose an inspection certificate issued by the Shanghai Commodity Inspection Bureau and the shipping agent's statement and hope that no difficulty will arise in the settlement of our above claim amounting to US$3,000.9.In the absence of your definite instructions regarding insurance, we covered your ordered goods against W.P.A.for 110% of the invoice value according to our usual practice.10.If you desire to cover your goods against All Risks, we can provide such coverage, but at a slightly higher premium, the difference of which will be for your account.IV.Case study

1、答：（1）保险公司应赔偿1000 美元的损失，而1500 美元的损失应由买方自 己承担。

（2）因为，根据中国人民保险公司《海运货物保险条款》水渍险的责任

范围的规定，该案例中的1000 美元是运输工具遭到自然灾害造成的部分损失，保险公司对此应负责赔偿。

化肥袋包装破裂险属一般附加险的责任范围，它不在所投保的水渍险的责任 范围，故保险公司不予赔偿。又因为按CIF 条件成交，卖方只需按合同规定投保 险别，运输途中的风险则由买方承担，故案例中的1500 美元则由买方自负。因此，保险公司应对1000 美元予以赔偿，1500 美元的损失由买方自己承担。

2、答：（1）是因运输工具遭遇意外事故而造成的直接损失，属单独海损；（2）是因维护船、货共同安全、进行修船而造成的损失和产生的费用，属共同海损。

Chapter11 I.True or false 1.T 2.T 3.F this is a discrepancy between the contract and the covering L/C.4.T 5.F this “ more or less “ tolerance does not apply when” the Credit stipulates the quantity in terms of a stated number of packing units or individual items.6.F according to article 42of the UCP 500, a freely negotiable credit does not need to “ stipulate a place for negotiation.”

7.F article 43of the UCP 500 also states :”„„if no such period of time is stipulated, banks will accept„„”.Here the L/C stipulated an expiry date of the L/C, the presentation of documents, therefore, should not exceed that date(September 15)8.T 9.F article 11 of the UCP 500 reads :” if a bank uses the services of an Advising

Bank to have the Credit advised to the Beneficiary, it must also use the services of the same bank for advising an amendment.10.T 11.T 12.F on CFR,CPT or FOB terms, it is the buyer who must insure the goods and pay the insurance premium involved.13.F according to Item of article 13 of the UCP 500:” documents which appear in their face to be inconsistent with one another will be considered as not appearing on their face to be in compliance with the terms and conditions of the Credit ,” discrepancies between the documents themselves are not allowed.14.F banks won‟t refused to effect payment, as is stated in article 13 of the UCP 500,” documents not stipulated in the Credit will not be examined by banks.If they receive such documents, they shall return them to the presenter or pass them on without responsibility.”

15.F the time allowed for examining and negotiating the documents is seven banking days, as is indicated in article 13(b)of the UCP 500:” the Issuing Bank „„ shall each have a reasonable time, not to exceed seven banking days following the day of receipt of the documents, to examine the documents and determine whether to tale up or refuse the documents and to inform the party form which it received the documents accordingly.”

16.F the beneficiary does not need to act on suggestions written in the L/C if they ate not indicated as documents, as is stated in article 4 of the UCP 500:” in Credit operations all parties concerned deal with documents and not with goods, services and /or other performances to which the documents may relate.” 17.T 18.T 19.F the beneficiary must present all the originals if more than one original insurance policy has been issued.This is clearly specified in article 34 of the UCP 500 :” if the insurance document indicates that it has been issued in more than one original, all the originals must be presented unless otherwise authorized in the Credit.” 20.F a Certificate of Origin is used to prove that a certain commodity is produced and manufactured in a certain country.II.In each blank space write a word that fits naturally: method, international, letter, ideal, for, trade, gives, starts, issue(open, establish), amount, and instructions, transaction, sends, correspondent, On, correspondent, credit, usual, confirm, undertakes, due, forth(out), with, knowing, money, secure, behalf, carried out III.Payment and acknowledgement A.Read the bill of exchange below and answer questions.1.Drawer: Henan native produce … Drawee: Hanover Trust Co.2.4th DEC, 1999 3.two copies 4.US$63,162.00 5.Unite States Dollars Sixty Three Thousand One Hundred And Sixty Two Only 6.The sender's place is on the bottom right and the receiver's is on the bottom left.7.90 days 8.LC 3.US dollars, number, letter of credit, company B.Figures and words 1.one hundred pounds sterling only 2.eighty-nine dollars and fifty cents only 3.Yen eight hundred and sixty-eight thousands only 4.Two hundred and thirty-four pounds, four shillings, and three pence only 5.Deutsche mark five hundred and ninety only IV.Read the following letters regarding payment terms.Identify the writer, the term proposed and the reason given.Then fill the Information Form.Letter No.Buyer/Seller Term proposed Reason 1 Buyer CAD 凭单付款 Deal of small value 2 Buyer T/T 电汇 Assure the time of delivery & save expenses 3 Seller CIA(not COD 货到 付款)Usual practice 4 Seller D/A 承兑交单 To push sales 5 Seller D/P 付款交单 To expand business 6 Buyer Consignment Unable to make purchase on his own V.Identify the problems and complete the letters by suggesting a solution.1.increase the amount of your LC by $600 LC amount is insufficient 2.make the necessary amendment to the LC so that the currencies of the documents are the same.discrepancy in currency 3.amend your LC as stated in your order payment terms differ between LC and order sheet 4.amend your LC to read ” Transshipment is allowed“.discrepancy in terms of delivery VI.Case Study 1.[Answer]: The law of the USA applies to this contract because(1)this was a CIF contract;(2)the place of conclusion of the contract was in the USA;(3)the place of the execution of the contract was also in the USA.The seller completed his responsibilities after he delivered the goods at the port of the USA.2.[Answer]: It seems that the seller delivered the goods more than what was stipulated in the contract;therefore, according to Article 52 of the CISG, the buyer may refuse to take delivery of the excess quantity delivered.However, in this case because of the ignorance of the staff concerned, difference occurred between the actual goods delivered and the quantity specified in documents.What‟s sunny is that the weight indicated on the documents was the same as that stated in the contract.As a result, the buyer might obtain more without paying anything.However, the Japanese Customs House discovered the difference between the documents and the actual goods delivered, which cause embarrassement to the Chinese company.The only way of solving the problem, perhaps, was to explain what happened in the factory to the Japanese Customs House.Although the problem might have been solved, we still have a lot to learn from this case:(1)Strengthen the connection between the sales people and the factory;(2)the export salesman should make the mode of packing clear to the processing factory;(3)the Chinese Customs House must also check the weight of goods against the document;and(4)we should see that there is agreement not only between the documents presented, but also between the documents and the goods.Chapter12 I.True or false 1.F the injured party cannot rescind the contract, but holds the right of claiming damages.2.F according to article 18 of the law, the party who has breached the contract can adopt reasonable remedial measures.3.F it is the CISG that applies” fundamental breach of contract.” 4.T 5.T 6.F according to article 74 of the CISG states, there are 4 conditions on which a Force Majeure can be established.7.T 8.T 9.F the conciliator‟s suggestion is not a law;therefore, he cannot force the parties in dispute to act on his advice.10.T II.Fill in the blanks with proper words and expressions 1.discrepancy , contracted 5.oversight 2.awkward 6.delivered, quality expected 3.roughly handled, damage 7.beyond our control 4.charges, borne 8.a claim on, for, on account of III.名词解释

1、违约：指合同的一方当事人没有履行和没有完全履行其合同规定的义务的行 为。

2、留置权：指未收到货款的卖方将货物扣留下来，作为买方支付价金的担保，直到买方支付价金为止。

3、索赔：就是当事人依据有关合同对违约造成的损失或货物损失，向责任方提 出予以补救的主张。

4、理赔：是指责任方对索赔的处理。

5、救济方法：是指一个人的合法权利被他人侵害时，法律法律上给以受损害一 方的补偿方法。

6、回复原状：是指使用实物赔偿损失，使货物恢复到损害发生前的原状，例如 把损坏的物品加以修复，或用同类货物替换。

7、实际损失：是指一方违约给对方造成的现实的损害，即按合同规定的合法利 益遭受到的损失。

8、交货：是指卖方将对货物的占有权转移出去，在广义上应该包括交运货物或 提交单据。IV.简答题

1、答：（1）大陆法系将实际履行作为一种主要的救济方法。（2）英美法系将实际履行作为例外的辅助性的救济方法。

（3）按《公约》的规定，当事人有权要求对方实际履行合同义务。

2、答：（1）大陆法系认为，损害赔偿责任的成立，必须具备以下三个条件： 必须要有A、必须要有损害事实。B、须有归责于债务人的原因。

C、损害是由于债务人应予负责的原因造成。

（2）英美法认为，只要一方违约，就足以构成对方可以提起损害赔偿之诉。（3）《公约》认为，损害赔偿是一种主要的救济方法。

3、答：（1）《德国民法典》认为，损害赔偿的范围应包括违约所造成的与实际损

失和所得利益两方面。法国法关于损失赔偿的范围的原则与德国法是一致的。（2）英美法认为，损失赔偿的范围，是使由于债务人违约而蒙受损害的一方，在经济上能处于该合同得到履行时同等地位。另外还规定，一方违约，另一方有 义务采取一切合理的措施以减少违约造成的损失，否则本来可以合理避免的损 失，不能要求给以赔偿。

（3）我国《涉外经济合同法》对损害赔偿金额的确定，遵循两个原则： A、当事人赔偿责任应相当于另一方所受的损失。B、赔偿责任不得超过违约方在订立合同时应当预见到的因违反合同可能造成的 损失。

（4）《公约》对此也有规定、A、一方当事人违反合同应负的损害赔偿额，应与另一方当事人因他违反合同而 遭受的包括利润在内的损失额相等。B、为限制守约方漫天要价，还规定了守约方可以得到的损害赔偿”不得超过违反 合同一方在订立合同时，按照他当时已知道或理应知道的事实和情况，对违反合 同预料和理应预料到的可能损失"

4、答：（1）大陆法对此规定得比较简单。大陆法认为，只要合同一方当事人不 履行其合同义务时，对方就有权解除合同。

（2）英国法认为，一方违约构成违反要件，对方才可要求解除合同；如果一方 仅仅是违反担保，对方只能请求损害赔偿，而不能要求解除合同。美国法与英国 法的规定有些相似。

（3）《联合国国际货物销售合同公约》认为，合同一方不履行义务构成根本性违

约，另一方有权解除合同。

（4）我国《涉外经济合同法》认为，一方违约，另一方在下列两种情况下才能 要求解除合同：

A、违约必须导致严重影响订立合同所期望的经济利益。

B、如果一方在合同规定的期限内没有履行合同义务，而且在被允许的推迟履行 的合理期限内仍未履行，则守约方可要求解除合同义务。

5、答：（1）认真细致身后国外买方提出的单证和出证机构的合法性。（2）认真做好调查研究、弄清事实、分清责任。（3）要合理确定损失程度、金额、和赔付办法。

6、答：（1）两种办法：

A、通过实际占有货物的办法行使停运权。

B、把行使停运权的要求通知占有货物的承运人和货物的保管人，但要按卖方的 指示处置货物。

（2）未收货款的卖方在行使停运权时要注意必须符合下列三个条件： A、卖方已经丧失了对货物的占有权。

B、卖方必须在买方无力偿付时行使停运权。

C、卖方必须在货物处于运输过程中行使其停运权。

7、答：（1）卖方所交货物不具备商销品质。（2）卖方所交货物与合同说明不一样。（3）卖方所交货物不适合约定的特殊用途。（4）卖方所交货物与凭样成交时的品种不符。（5）卖方所交货物与合同规定的品种不同。

（6）卖方所交货物在数量上大于或小于合同规定的数量。V.Case study 1[Answer]: In this case the contract was concluded between Company E and Company W on FOB terms, according to which the seller ended his responsibilities when he delivered the goods on board the ship at the port of shipment.He did not need to pay for transportation of the goods or the insurance premium.Therefore, it was not right for W to ask E to pay the freight and indicate “Freight Prepaid” on the B/L.The reason why W asked E to do that might be that he wanted to transfer the freight charges to E.However, in practical dealings, foreign trade companies often come across such situations, especially when a contract is concluded with an agent, who wants to resells the goods.In this case, E might comply with W‟s requests, but he had to indicate that the freight should be borne by W.2[Answer]: In this case the loss was caused simply because of the ignorance on the part of the export businessman.What we can learn from this case is that, when offering abroad, we must make exact calculations of the total freight and other relevant charges.Most importantly, it is very beneficial for every export businessman to learn geography.__

第二篇：国际贸易实务课后答案

P90 答：在签订合同时，没有具体规定外商提供的设备规格、型号、性能、生产国别和制造日期，当产品与口头协定的不符时，该国内用户无法向供应商要求索赔，起不到很好的法律保护作用； 也没有规定品质保证期、检验机构、检验标准和索赔期，该国内用户显然签订了对自己极为不利的合同条款，购买了没有品质保障的产品。当产品出现质量问题及需要维修时，因为没有相关的规定，该国内用户不能很好地用法律保护自己的利益。我们从中学到，签订买卖合同时，应严格考虑到多方面的问题，明确产品品名条款及质量条款等多方面的问题，充分了解对方的具体信息。在签订品名条款时应注意合理性、正确性及明确性。在签订品质条款时，应对成交商品的质量要求做出全面、确切的规定。订立严格的买卖合同，有利于更好地保护自己的利益。

P128答：国际货物的买卖中，合同的签订需慎重考虑。每一个贸易术语均有多种变形条款及规定，所以不能仅依靠一个贸易术语一笔带过该合同中的装运、滞期费、速遣费等问题，应明确规定各方的权责义务，以防引发争议和纠纷。同时，对于确定国外装运港时，应结合考虑装运港的特殊因素，如有无直达班轮航线，港口和装卸条件以及运费和附加费水平，有无冰封期等，再做出相应的规定。

总之，买卖双方在明确装运港时，通常都是从本身利益和实际需要出发，根据产、销和运输等因素考虑的。为了使装运港和目的港条款顶得合理，我们必须从多方面加以考虑，特别是国外港口很多，情况复杂，在确定国外装运港和目的港时，应格外谨慎。

P160 答：保险公司拒绝是合理的，依照国际贸易术语解释通则2010，CIF买卖双方在海上运输中的风险，是以货在装货港装上船为界限来划分的。即货物装船前的风险由卖方承担，装船后的风险由买方承担，所以货物在装船前对卖方具有的保险利益，装船之后转移到对买方具有保险利益。如上所述，不具备保险利益则得不到保险赔偿，该案中，货物损失发生在装船以前，所以保险利益归卖方，买方无保险利益，所以保险公司拒赔是有道理的。

P179答：事实表明，该公司经办人员复合人员工作粗枝大叶，责任心差，特别是该公司财会人员和中国银行工作人员提出质疑后，复合人员还一再坚持并无差错，这件事，幸亏中间商非常诚实，尚未酿成太大经济损失，但对外却造成不良影响。错付佣金此类事件时有发生，值得我们今后注意。

P237

1、答：本案合同规定按信用证付款方式成交，而信用证是独立于合同之外的一种自足的文件，在信用证付款条件下，银行处于第一付款人的地位，他对受益人承担独立的责任。由于银行开出的是不可撤消信用证，而且按一般惯例规定，银行只管单证，不管货物，当银行通知买方付款赎单时，只要单证一致，作为开证申请人的买方就必须付款赎单。本案合同项下的买方，以上一批交货质量有争议为由而拒绝向银行付款赎单，是毫无道理的。因此，法院判决正确。

2、答：.不能。这是因为，与UCP600不同，ISP98明确规定了每次交单均具有独立性，即受益人未能按期交单，并不影响下次交单。P253 答：（1）进口商的索赔无道理。（2）这个安全CFR条件下商品质检索赔问题，根据国际惯例，按CFR条件成交，买卖双方的风险界点在装运港的船舷，货物在越过装运港船舷以前的风险由卖方承担，货物越过船舷之后的风险由买方承担；索赔是有期限的，超过索赔期限的索赔，对方有权拒绝；索赔是要有索赔依据的，索赔的商检证书的开出地点机构应符合合同规定，否则有权拒绝。（3）结合本案例：

1、进口公司按期议付了货款，表示我公司产品在目的港后本身没有问题，也即说明产品的锈损发生在内地，这风险已超过了装运港的船舷，应由买方承提；

2、进口出具的商检证书是某内地的，并未按合同规定的在目的港检验，这不符合合同的规定；

3、合同中明确规定货到目的港后30天内检验，而进口公司却在半年后才发来检验证书。凭以上三点：我国公司可拒绝进口客户的索赔要求。

第三篇：国际贸易实务课后答案

Chapter5

Ⅰ FOB 班轮条件

FOB liner term 清关

customs clearance FOB 吊钩下交货

FOB Under Tackle平舱

trim 多式联运

multimodal transport 船舷

ship’s rail 内陆水运

marine navigation on inland waterway 理舱

stowing shipping space 卸货费

discharge expense 投保

cover/procure/ effect/arrange insurance CFR 卸至岸上（含着陆费）

CFR Landed 班轮

liner ships 单据买卖

documentary sales/ buying and selling of documents CFR 舱底交货

CFR Ex-ship’s Hold CFR 班轮条件

CFR liner terms 象征性交货

symbolic delivery Ⅱ

１.Under CFR,buyer should effect insurance.２.Under CIF Ex-Ship’s Hold, the buyer should pay the discharge charges.３.Under CIF,the insured amount should be US ＄22000 if the contracted price is US＄20000.４.Under CIP,seller has to procure insurance against the buyer’s risk of loss of or damage to the goods during the carriage.５.The FAS term requires the seller to clear the goods for export.６.The DEQ term requires the buyer to proceed with the customs clearance for imports and payment of all customs duty.７.Under DDP,the seller must pay the costs of customs duties as well as all duties,taxes and other official charges payable upon exportation and importation of the goods.８.Under DDU the seller must give the buyer instant notice of the shipping of the goods as well as any other notice required in order to allow the buyer to take measure.Ⅲ

１.The price quoted includes ５％ commission on FOB basis.该报价为FOB 的价格并含５％的佣金。

２.Under CPT,CIP,“carrier” means any person who,in a contract of carriage,undertakes to perform or to procure the performance of transport,by rail,road,air,sea,inland waterway or by a combination of such modes.在CPT、CIP 项下，“承运人”指在货物运输合同中承诺通过铁路、公路、航空、海运、内河水运或多式运输等方式完成货物运输的人。

３.Under FCA,the chosen place of delivery has an impact on the obligations of loading and unloading the goods at that place.If delivery occurs at the seller’s premise,the seller is responsible for loading.If delivery occurs at any other place,the seller is not responsible for unloading.在FCA 项下，交货地的选择对货物的装船与卸载责任有影响。如果交货地基于卖方，卖方有装载责任。如果交货地在其它地方，卖方对卸载没有责任。

４.Under FOB，the seller must deliver the goods on the date or within the agreed period at the named port of shipment and in the manner customary at the port on board the vessel nominated by the buyer．And the buyer must bear all risks of loss of or damage to the goods from the time they have passed the ship’s rail at the named port of shipment．

在FOB 项下，卖方必须在约定的日期或期限内，在指定的装运港，按照该港习惯方式，将货物交至买方指定的船只上。买方必须自货物在指定的装运港越过船舷之刻起承当货物灭失或损坏的一切风险。

Chapter 6

Ⅰ

１.Sales by Seller’s／Buyer’s Sample

凭卖方样品买卖／凭买方样品买卖 ２.Reference ／Duplicate Sample

参考样品／副样 ３.Qulity Tolerance

品质公差 ４.Counter Sample

对等样品

５.More or Less Clauses

溢短装条款 ６.Neutral Packing

中性包装 ７.Customs Formality

报关手续

８.Inspection Certificate of Quality

质量检验证书 ９.FDA

美国食品及药物检验局 １０.Marking of Goods 商品标志 Ⅱ

１.毛重gross weight ２.理论重量theoretical weight ３.净重net weight ４.约定皮重computed tare ５.公量conditioned weight ６.单位重量unit weight ７.含水量moisture content ８.习惯皮重customary tare ９.法定重量legal weight １０.实际皮重actual tare １１.从价税ad valorem duty １２.平均皮重average tare １３.货样不符goods not equal to/in conformity with the sample １４.副产品by-products １５.国家质量监督校验检疫总局General Administration of Quality Supervision，Inspection and Quarantine of the People’s Republic of China Ⅲ（f）mineral ore

A.sample（a）ordinary garments

B.manual（D）fish

C.F.A.Q（E）Haier washing machines

D.G.M.Q（b）medical apparatus

E.famous brand（c）wheat

F.specification（g）calligraphic works

G.inspection（h）power plant generator

H.drawing or diagram Chapter 7

Ⅰ油轮Oil tanker 定程租船Voyage Charter 滚装船Ro ／Ro vessel 定期租船Time Charter 载驳轮LASH（Light Aboard Ship）光船租船Bare Boat Charter（BBC）船期表sailing schedule 租船合同charter contract 滞期费demurrage charge 班轮运价表liner freight rate schedule 速遣费dispatch money 选卸附加费additional on optional 直航附加费direct additional 转船附加费transshipment surcharge 港口拥挤附加费Port Congestion Surcharge 运输代理freight forwarder 包裹package 拼箱货LCL（Less than container load）结汇settlement 整箱货FCL（Full container load）空运单Air waybill 集装箱货运站container yard 装运通知shipping notice 处置权right of disposal Partial shipment ／transshipment 分批装船／转运 Bill of lading 提单 Clean B ／L 清洁提单 Order B ／L 指示提单

Combined transport B ／L 联合运输提单 Blank B／L 空白提单 Straight B／L 记名提单 Through B ／L 联运提单 Liner B／L 班轮提单

Ante-dated B ／L 倒签提单 Advanced B／L 预借提单

Consignment note 陆运或铁路运输通知 Blank endorsement 空白背书 IATA 国际航空运输协会

Combined transport documents 多式联运单据 FCL ／LCL 整箱交／拆箱接 Ⅱ １.√ ２.√ ３.√ ４.× ５.× ６.√ 7.× Ⅲ

１.海运提单上列出了承运人和托运人之间的权利和义务。

２.班轮公司通常把航海时间表登载在报纸上或者分发给托运人。３.在多式联运提单上，卸货港应该是提单许可的中转码头。

４.集装箱收费是多种多样的。例如附加费，总费率的确定是基本费率加上附加费率。

５.集装箱的好处在于： 方便处理货物，减少盗窃，减少暴露，节约装船成本。

Chapter 8

投保人insured 共同海损general average 投保金额insured amount 外来风险extraneous risks 保险单insurance policy 推定全损constructive total lost 海上风险perils of sea 施救费用 sue and labor expenses 救助费用salvage charges 意外事故fortuitous accidents 承保人insurer 单独海损particular average 保险费insurance premium 航空运输货物战争险air transportation war risk 陆运险land transportation risks 陆运一切险land transportation all risks 估损费用risk estimation charges 航空运输一切险air transportation all risks Ocean marine insurance 海运保险 War risks 战争险 Basic risks coverage 基本险种 Insured amount 投保金额

T.P.N.D 偷盗、失窃、提货不着险 Taint of ordr 窜味险

Overland transportation insurance 陆上运输保险 Parcel post insurance 邮寄包裹保险 Free from particular average平安险 Additional risks coverage 附加险别

Fresh water and ／or rain damage 淡水雨淋险 With particular average 水渍险 Ⅱ １.√ ２.√ ３.×

４.×Special additional coverage such as war risks,strikes and so on must be taken out together with FPA,WPA.（and all risks）

５.×In essence,open policy is（not）the same as the insurance certificate.６.√ ７.√

８.×Three（two）types of risks are covered by ocean marine insurance,namely the perils of sea,the extraneous risks（去掉and the force majeure）.９.×Ocean marine insurance covers two types of losses,partial loss and total loss →perils of sea and extraneous risks Ⅳ

１.从广义上来讲，海运保险的可保风险应包括货物在海上运输中可能的损失和损坏。

２.战争条款是保单中的一项条款，用以保因战争引起损失的风险。

３.保险应包括水渍险、偷盗失窃及提货不着险和战争险。保险金额为CIF 价的110％。

如果发生赔付，赔付地为纽约，赔付款以美元计价。

４.仓至仓保险所承保的风险包括从货物因运输目的而离开仓库起经运输期间以及到达目的地仓库（或者到期日前１５ 天）为止，这段时间内产生的风险。

５.如果保险人所投保的风险发生以至产生实际损失，托运人应该向保险人出示单证以取得赔偿。

Chapter10

信用状况

credit standard 远期信用证time L ／C,usance L ／C 通知银行advising bank 信用证有效期the maturity of L ／C 交付运单delivery of B ／L 支付保障条款confirmation of credit 支付结算payment and settlement 申请人与受益人applicant and beneficiary 国际保理international factoring Ⅱ irrevocable letter of credit 不可撤销信用证 confirmed L ／C 保兑信用证

revocable letter of credit 可撤销信用证 sight draft 即期汇票

commercial bill of exchange 商业汇票 time draft 远期汇票

governmental guarantee 政府保函 drawee 付款人

１.Irrevocable L ／C is a letter of credit that cannot be canceled or changed with the consent of all parties involved.２.Time draft is a commercial bill of exchange calling for payment to be made at some time after delivery.３.Drawee is a person or party who is to receive a draft.４.Revocable letter of credit is a letter of credit that can be changed by any of the parties involved.５.Sight draft is a commercial bill of exchange that requires payment to be made as soon as it is presented to the party obligated to pay.６.Confirmed L ／C is a letter of credit to which a bank in the exporter’s country adds its guarantee of payment.７.Commercial bill of exchange is an instrument of payment in international business that instructs the importer to forward payment to the exporter.８.Governmental guarantee is an agreement of the government to be responsible for the fulfillment of someone else’s promise.Ⅲ.L ／C 的全称是跟单信用证或单证信用证。

信用证是银行开出的支付承诺。一旦供应商／出口商／销售者达到信用证条款要求，银行将替买方／进口者支付预定金额。信用证更正式的名称是单证信用证，因为银行处理的是单证而非实物。

既然其正式名称为单证信用证，信用证上所列的条款都涉及在指定时间内出示指定单证。不同的信用证中买方所要求的单证是不同的，但至少会包括一张发票和一张提单。其他的单证包括： 原产地证明、领事发票、保险单证、检验单以及其他单证。

第四篇：国际贸易实务课后答案

国际贸易实务 导论

1、国际贸易业务有哪些特点？了解这些特点对我国企业从事国际商务活动有何实际意义？

国际贸易的主要特点：

1、国际贸易属于跨国交易，情况错综复杂；

2、国际贸易线长面广，中间环节多；

3、国际贸易风险大，不稳定性 高；

4、国际市场商战不断，竞争激烈。

2、进出口贸易业务的基本流程包括哪些环节？在各环节应注意哪些事项？

出口贸易的基本流程：（1）出口交易前的准备工作阶段（2）交易 磋商和签订合同阶段（3）出口合同履行阶段 进口贸易的基本流程：（1）进口交易前的准备工作阶段（2）交易 磋商和签订进口合同阶段（3）进口合同的履行阶段

3、了解国际贸易交易过程中所适用的法律和国际贸易惯例对从事国 际贸易有何作用？

了解所适用的法律可以保证国际贸易的顺利进行，使国际贸易顺利进行，使国际贸易得到法律的承认和保护；而国际惯例的运用，有利于国际贸易中的各个环节相互衔接，从而促进国际贸易正常有序的进行和确保其可持续发展。

4、在我国现行的法律中所涉及的有关国际贸易的国内法较多，请简要作一介绍。目前我国的国内法所涉及的有关国际贸易的主要法律有：（1）关于使用国际货物买卖的国内立法：《中华人民共和国合同法》（2）关于适用于国际货物运输与保险的国内立法：《中华人民共和国海商法》（3）关于适用于国际货款收付的国内立法：《中华人民共和国票据法》（4）关于适用于对外贸易管理的国内立法：《中华人民共和国对外贸易法》、《中华人民共和国海关法》、《中华人民共和国进出口商品检验 检疫法》（5）关于适用于国际商事仲裁的国内立法：《中华人民共和国仲裁法》

5、如何正确理解国际贸易惯例？它与国际贸易条约有何异同点？国际贸易惯例一般是指国际贸易业务中，经过反复实践形成的，并 经过国际组织加以解释和编撰的一些行为规范和习惯做法。国际贸易惯例和国际贸易条约是两个不同的概论，其不同点主要的 有以下几条：

一、前者属各国在国际贸易中普遍采取的做法，且这种 做法具有时间上的连续性和次数上的反复性，已被各国接受和承认。后者则是两个或多个国家和地区之间以条约的形式达成某种贸易协议，其效力只在缔约国之间有效；

二、前者不是书面的规则，后者则属书面的规则；

三、在国际法上，条约的效力高于惯例的效力；

四、对于前者，各个国家都有遵守的义务，对于条约，非缔约国没有遵守的义务；

五、一般是惯例产生的时间要早于条约的时间，条约往往是对惯例的重要肯定。相同点有以下几条：

一、都具有国际法上的效力，可以作为国际法院判决的根据；

二、惯例如果被条约采用，则转化为条约的内容；

三、都属于国际贸易方面的规则。

6、简要介绍目前常见的国际贸易惯例。（1）国际贸易术语方面：

1、《2000年国际贸易术语解释通则》

2、《1932年华沙—牛津规则》

3、《美国对外贸易定义修正本》（2）国际货款的收付方面：

1、《跟单信用证统一惯例》

2、《托收统 一规则》（3）运输和保险方面：

1、《伦敦保险协会货物保险条款》

2、《国际 货物运输保险条款》

3、《约克—安特卫普规则》（4）国际仲裁方面：《联合国国际贸易法委会仲裁规则》第一章国际贸易术语 思考题：

1、什么是贸易术语？ 国际贸易术语又称价格术语。国际贸易中，买卖双方所承担的义务，会影响到商品的价格。在长期的国际贸易实践中，逐渐形成了把某些和价格密切相关的贸易条件与价格直接联系在一起，形成了若干种 报价的模式。每一模式都规定了买卖双方在某些贸易条件中所承担的 义务。用来表明这种义务的术语，称之为贸易术语。

2、有关贸易术语的国际贸易惯例有哪些？（1）《1932年华沙—牛津规则》（2）《1941年美国对外贸易定义修订本》（3）《2000年国际贸易术语解释规则》

3、试比较FOB、CFR和CIF三种术语的异同。

1、FOB(FreeOnBoard)装运港船上交货(„定装运港)。指卖方应在 规定的装运期限内在指定装运港将货物交付至买方指定的船上，并负担货物越过船舷以前的一切费用和货物灭失或损坏的风险。适用于海运及内河航运。

2、CFR(CostandFreight„namedportofdestination)，即成本加运费(指定目的港)指卖方负责租船或订舱，支付运费，在合同中规定的装运期限内在装运港将货物交付至运往指定目的港的船上，负担货物越过船舷以前的一切费用和货物灭失或损坏的风险。

3、CIF(CostInsuranceandFreight)即成本加保险费、运费(„指定目的港)指卖方负责租船或订舱，支付从装货港至目的港的运费，办理货运保险，支付保险费，在合同规定的装运期限内在装运港将货物交付至运往指定目的港的船上，负担货物越过船舷以前的一切费用和货物灭失或损坏的风险。FOB、CFR、CIF的异同比较：(1)相同点：①运输方式相同：都只适用于水上运输②交货地点：装 运港口③风险转移的界限：都是以装运港越的船舷为界限(2)不同点：①卖方义务不同②费用承担不同③价格构成不同

4、试比较CIF和DES的异同。DES和CIF在主要价格构成上有相同之处，即货价中都包含运费 和保险费。但买卖双方在货物交接手续、费用和风险责任划分上不同。主要表现在以下四个方面：（1）CIF是象征性交货，买方应凭单付款；DES是实际交货。卖方必 须把货物置于买方实际控制之下，买方才有责任付款。（2）费用和风险的责任划分不同。CIF以装运港船舷为界；而DES以在目的港实际交货后为责任转移的界限。（3）保险性质不同。CIF中卖方办理保险是一种义务，应按合同或惯例规定履行；而DES卖方是为自己买保险，不构成一种义务。（4）CIF合同为装运合同，只规定装运时间；DES合同为交货合同。必须规定到货时间。练习题

一、不定项选择题：

1、A2、C3、A4、D5、ABD6、ABC7、BCD8、CD

二、判断题

1、×

2、√

3、√

4、√

5、√

6、×

7、×

8、×

9、× 第一章补充题：

一、判断题(×)1．在采用FOB术语成交，利用程租船运输的大宗货物的交易中，如果卖方不愿意承担装船费用，可选择FOBStowed和FOBTrimmed。(×)2．FOBunderTackle是指卖方承担货物装入船舱、脱离吊钩为止的一切费用和风险。(√)3．按FCA术语成交，应由买方订立运输合同或指定承运人。按惯例，当卖方被要求协助订立运输合同时，只要买方承担费用和风险，卖方也可以办理。(√)4．《华沙一牛津规则》是国际法协会专门为解释CIF合同而制定的。(×)5．在CIF条件下由卖方负责办理货物运输保险，在CFR条件下是由 买方投保，因此，运输途中货物灭失和损失的风险，前者由卖方负责，后者由买 方负责。(×)6．采用CFR、CIF术语成交，合同中只规定装运期或交货期；而采用 CPT、CIP术语，合同中不但要规定装运期，还要规定货物到达目的地的期限。(×)7．按照《2000年通则》的解释，CIP、CPT与FCA的相同之处表现 在当事人的责任相同。(√)8．按照《2000年通则》的解释，FAS、DES、DEQ贸易术语中，仅适 用于水上运输方式。

二、简答题 1．你如何理解国际贸易惯例对合同当事人的约束力问题？ 答：贸易惯例不同于法律，它本身对当事人没有法律那样的强制的约束力，当事人可以在合同中作出某些与惯例不符的规定，以排除惯例的约束力。但是惯例对于指导业务实践，规范贸易行为又具有重要作用。这体现在，一方面，如果双方都同意采用某种惯例来约束该项交易，并在合同中作出明确规定时，那么这项约定的惯例就具有了强制性。许多大宗交易的合同中也都作出采用何种规则的规定，这有助于避免对贸易术语的不同解释而引起的争执。另一方面，如果双方在合同中既未排除，也未注明该合同适用某项惯例，在合同执行中发生争议时，受理该争议案的司法或仲裁机构也往往会引用某一国际贸易惯例进行判决或裁决。2．为什么不宜将CIF称作“到岸价”？ 答：在实际业务部门，有些人习惯称CIF为“到岸价”，这种叫法容易使人产生误解，误以为在CIF条件下卖方要承担将货物运到目的港的所有责任、费用和风险，其实，按CIF条件成交时，卖方仍是在装运港完成交货，卖方承担的风险也是在装运港装船时，货物越过船舷以前的风险，越过船舷以后的风险仍由买方承担。还有，货物装船后产生的除运费、保险费以外的费用也要由买方承担。3．怎样理解CFR条件下装船通知的特殊重要性？ 答：按照CFR条件达成的交易，卖方需要特别注意的问题是，货物装船后必须及时向买方发出装船通知，以便买方办理投保手续。根据一般的国际贸易惯例，以及有些国家的法律规定，如果卖方未向买方发出装船通知，使买方未能办理货物保险，那么，货物在海运途中的风险被视为卖方负担。这就是说，如果货物在运输途中遭受损失或灭失，由于卖方未发出通知而使买方漏保，那么卖方就不能以风险在船舷转移为由免除责任。由此可见，尽管在FOB和CIF条件下，卖方装 船后也应向买方发出通知，但CFR条件下的装船通知却具有更为重要的意义。

第二章标的物及相关条款 思考题：

1、在买卖合同中为什么规定商品名称？规定品名条款时应注意哪些事项？ 由于进入国际贸易领域的商品种类繁多，即使是同一种商品，亦可因品种、品质、产地、花色、外形设计、型号等不同而千差万别，因 此需要规定商品的名称。注意事项：（1）商品的品名必须做到内容明确、具体（2）商品的品名必须实事求是，切实反映商品的实际情况（3）商品的品名要尽可能地使用国际上通用的名称（4）确定品名时应适当地选用合适的 名称（5）确定品名时还应考虑其与运费的关系

2、表示商品品质的方法有哪些？试从法律角度说明品质条款的重要 性。表示商品品质的方法：（1）以实物表示商品品质：

1、看货买卖

2、凭样品买卖（2）以说明表示商品品质：

1、凭规格买卖

2、凭等级买卖

3、凭标准买卖

4、凭说明书和图样买卖

5、凭商标或牌号买卖

6、凭产地名称买卖

3、什么叫溢短装条款？为什么在某些商品的买卖合同中要规定溢短装条款？ 溢短装条款（MoreorLessClause）是指在矿砂、化肥、粮食、食糖等大宗散装货物的交易中，由于受商品特性、货源变化、船舱容量、装载技术和包装等因素的影响，要求准确地按约定数量 课 后 答 案 网

w ww.k hd aw.com 交货，有时存在一定困难，为了使交货数量具有一定范围内的灵活性和便于履行合同，买卖双方可在合同中合理规定可以多装或少装的机动幅度，即数量增减条款或溢短装条款。

5、什么叫条形码？在包装上采用条形码有意义？ 条形码是一组按特定编码规则排列起来的，粗细不等、黑白相间的平行线条，可以利用专用的光电扫描读码装置转换为一定的脉冲信 号，并解读为一定的数字或字母，标示生产国、制造商、商品名称、生产日期、图书分类号、邮件起止地点、类别、日期等各种信息的特殊代码语言。条形码在零售商业中，对于结算打单、缩短顾客等待时间、加快服 务，以及盘点存货、提高管理效益等方面，都有着良好的功能。采用 这种技术，有利于发展国际贸易和实现现代化经营管理。

6、在国际贸易买卖合同中，关于进出口商品的检验时间和地点通常 有哪几种规定方法？（1）在出口国检验（2）在进口国检验（3）出口国检验、进口国复验（4）装运港（地）检验重量、目的港（地）检验品质 练习题

一、不定项选择题：

1、A2、B3、B4、B5、ABC6、C7、BC8、D

二、判断题

1、×

2、√

3、×

4、×

5、×

6、×

第四章国际货物运输 思考题：

1、简述保险的基本原则，并说明进出口货物为什么要投保运输险？ 基本原则：（1）可保利益原则（2）最大诚信原则（3）补偿原则现代国际贸易总量的80%是通过海上运输完成，而海上运输的一个 缺点就是风险太大，这种不确定性会对企业的经营产生不良影响，通 过保险，保险公司对货物遭受保险事故造成的损失和产生的责任负责赔偿，因此有必要投保运输险。

2、在海运货物保险中，保险公司承担的损失和费用有哪些？ 保险公司承担的损失：（1）全部损失与部分损失（2）共同海损与 单独海损 保险公司承担的费用：（1）施救费用（2）救助费用

3、何谓实际全损、何谓推定全损？二者有什么区别？ 实际全损也称“绝对全损”“或实际海损”也是“推定全损”的对称，即保险财产在物质形式或经济价值上已完全灭失的损失。实际全损主要有下列四种情形：（1）保险标的已遭毁灭；（2）保险标的属性上的毁灭，原有的商业价值已不复存在；（3）被保险人已不能恢复其所丧失的所有权，如船舶与货物被捕获或扣押后释放无期，或已被没收；（4）船舶失踪已达一定时期，则可视作全损。被保险人如果遭遇实际全损，即由保险人按保险金额全部赔付。推定全损：指实际全损已不可避免，或受损货物残值，如果加上 课 后 答 案 网

w ww.k hd aw.com 施救、整理、修复、续运至目的地的费用之和超过其抵达目的地的价值时，视为已经全损。

4、共同海损与单独海损的区别是什么？（1）在造成的损失原因上，共同海损是为了解除或减轻承保风险人为造成的一种损失；而单独海损是由承保风险所直接造成的船、货损失。（2）在损失的承担上，共同海损行为所做出的牺牲或引起的特殊 费用，都是为使船主、货主和承运方不受损失而支出的，因此不管其大小如何，都应由船主、货主和承运方各方所获救的价值，以按一定的比例分担。这种分摊叫共同海损的分摊。

5、我国海运货物运输保险的险别是如何规定的？“仓至仓”条 款是如何定义的？ 我国海运货物运输保险的险别：（1）平安险：被保险货物在运输途 中由于恶劣气候、海啸等自然灾害造成整批货物的全部损失或推定损 失；（2）水渍险：水渍险的责任范围比平安险大，水渍险还负责被保险货物由于恶劣气候、雷电等自然灾害所造成的部分损失；（3）一切险：是三种基本险中责任范围最大的险种，它还负责被保险货物在运输途中由于外来原因所致的部分或全部损失。“仓至仓”条款是关于保险公司承担保险责任起讫时间的条款。是指保险公司的责任从被保险货物运离保险单所载明的起运港(地)发货人仓库开始，一直到货物到达保险单所载明的目的港(地)收货人的仓库时为止。课 后 答 案 网

w ww.k hd aw.com

6、简述我国陆运、空运与邮包运输保险对于险别和保险责任起讫的规定。陆运险：保险公司对陆运险的承包范围大致相当于海运货物保险中的“水渍险”；保险责任的起讫期限是与海洋运输货物保险的仓至仓条款基本相同，是从被保险货物远离保险单所载明的启运地发货人的仓库或储存储所开始运输时生效。空运险：保险公司对陆运险的承包范围大致相当于海运货物保险中 的“水渍险”；保险责任的起讫期限是与海洋运输货物保险的仓至仓条款基本相同。邮包运输保险：基本险别有邮包险和邮包一切险；保险责任是自被 保险邮包离开保险单所载起运地点寄件人的处所运往邮局时开始生 效，直至该项邮包运达保险单所载明的目的地邮局，自邮局发出到货 通知给收件人的当日午夜起算，满15天为止。练习题

一、不定项选择题：

1、D2、D3、B4、ABCDE5、ABCD6、ABC7、ABCD

二、判断题

1、√

2、×

3、×

4、×

5、×

6、×

7、×

由汇票持票人持银行及其汇票前往银行办理提款手续。（4）流通性不同：票汇业务中的汇票可以转让，而电汇和信汇均不可转让。（5）银行对汇款资金的可利用程度不同：电汇可利用时间最短，信汇次之，票汇可利用时间最长。（6）汇费不同：电汇费率最高，信汇、票汇费率均低得多。汇付的热点：（1）汇付属于商业信用（2）风险大（3）资金负担不平衡（4）手续简便，费用低廉。

3、什么是托收？付款交单与承兑交单有何异同？采用托收结算方式时，应该注意哪些方面？ 托收是由卖方（债权人）开立汇票，委托出口地银行通过在国外的 分行或代理行，向买方（债务人）收取货款或劳务费用的一种结算方 式。它属于商业信用。付款交单是代收行收到单据后立即向进口人提示汇票和单据，如果 单据合格，进口人应立即承兑汇票，并在付款到期日向代收行付款，代收行在收妥票款后向进口人交单。承兑交单是指在使用远期汇票收款时，当代收行或提示行向进口人提示汇票和单据，若单据合格进口人对汇票加以承兑时，银行即凭进口人的承兑向进口人交付单据。俟汇票到期，进口人再向代收行付款。采用托收结算方式时，应该注意：（1）根据进口人的资金情况、经营作风等法定交单条件，采用承兑交单时应特别慎重；（2）了解进口国贸易管制和外汇管制方面的政策、法律及有关商业习惯，以防意外 课 后 答 案 网

w ww.k hd aw.com 情况发生；（3）做好单证工作，以免意外情况发生。

4、什么叫信用证？信用证有何特点？跟单信用证的结算程序如何？ 信用证是一种银行开立的有条件地承诺付款的书面文件。信用证的特点表现在：（1）信用证交易的独立性（2）信用证交易的单据性（3）银行提供信用 跟单信用证的结算程序：1.买卖双方在贸易合同中规定使用跟单信 用证支付。2.买方通知当地银行（开证行）开立以卖方为受益人的信用证。3.开证行请求另一银行通知或保兑信用证。4.通知行通知卖方，信用证已开立。5.卖方收到信用证，并确保其能履行信用证 规定的条件后，即装运货物。6.卖方将单据向指定银行提交。该银 行可能是开证行，或是信用证内指定的付款、承兑或议付银行。7.该银行按照信用证审核单据。如单据符合信用证规定，银行将按信用 证规定进行支付、承兑或议付。8.开证行以外的银行将单据寄送开 证行。9.开证行审核单据无误后，以事先约定的形式，对已按照信用证付款、承兑或议付的银行偿付。10.开证行在买方付款后交单，然后买方凭单取货。

5、银行保函方式中各当事人的关系如何？常见的银行保函有哪些？ 银行保函业务中主要设计的当事人有三个：委托人、受益人和担保银行，此外，优势还有通知行和保兑行等。常见的银行保函： 课 后 答 案 网

w ww.k hd aw.com（1）银行进口保函：

1、成套设备进口即期付款保函

2、成套设备进口远期付款保函

3、租赁保函

4、加工装配保证（2）银行出口保函：

1、投标保函

2、履约保函

3、还款保函

4、维修保函、质量保函。

6、国际保理业务的优势和劣势何在？ 优势：（1）风险保障（2）增加营业额（3）简化手续（4）节约成 本 劣势：（1）国际保理商的风险较大（2）出口商的保理费用较高（3）对于商品质量、运输等方面的原因造成的买卖双方的纠纷以致引起拒付，保理商只能等待进出口双方自行解决或通过仲裁机构解决。练习题

一、不定项选择题：

1、B2、D3、B4、D5、B6、C7、C8、D9、BC10、ABC

二、判断题

1、√

2、×

3、×

4、×

5、√

6、×

7、×

8、√

9、×

第八章国际商务谈判 思考题：

1、为什么国际商务谈判非常重要？谈判前应做哪些准备？ 国际商务谈判，是指在对外经济贸易中，买卖双方为了达成某笔交易就交易的各项条件进行协商的过程。商务谈判具有一般贸易洽谈的共性，又具有谈判的特殊性，凡是涉及有关交易的价格和其他交易 条件，都通过谈判予以确定，谈判结果直接关系国家和企业的利益，因此非常重要。准备工作：（1）谈判班子的组成（2）资料的收集和准备（3）谈判环境的选择与安排（4）确定谈判目标

2、国际商务谈判前需要做哪些组织工作？如何选配精明强干的 洽谈人员？ 为保证洽商交易的顺利进行，选配洽谈人员至关重要。其中包括：（1）谈判人员的素质：必须熟悉我国对外经济贸易方面的政策、掌 握洽商交易中的商务知识、熟悉涉外法律、熟练掌握外语、具有较高的政治、心理素质和策略水平。（2）谈判班子的规模和结构：一支谈判队伍应包括技术人员、商务人员、法律人员、财务人员、翻译人员（3）谈判人员的分工：通常谈判人员分三个层次，第一层次的主谈人、第二层次的人员、第三层次的人员。

3、试比较世界各国商人的商务谈判风格。（1）美国人： 在美国历史上，大批拓荒者曾冒着极大的风险从欧洲来美洲，寻 课 后 答 案 网

w ww.k hd aw.com 求自由和幸福。顽强的毅力和乐观向上勇于进取的开拓精神，使他们在一片完全陌生的土地上建立了新的乐园。他们性格开朗、自信果断，办事干脆利落，重实际，重功利，事事处处以成败来评判每个人，加上美国人在当今世界上取得的巨大经济成就，这就形成了美国商人独特的谈判风格。特点为：１、干脆直爽，直截了当。２、重视效率，追求实利。３、全盘平衡，一揽子交易。（2）德国人： 德国人的民族特点是倔强、自信。他们办事谨慎，富有计划 性。他们敬业精神很强，工作重视效率、追求完美。德国能在短短几十年内在世界经济中再度崛起，是同他们这种自强不息的民族奋斗精 神分不开的。特点为：１、严谨认真，准备周密。２、缺乏妥协性和 灵活性。

3、诚实守约，重视合同的履行。（3）日本人： 日本人深受中国传统文化的影响，儒家思想道德意识已深深 地沉淀于日本人内心的深处，并在行为方式上处处体现出来。日本是一个岛国，资源缺乏，人口密集，具有民族危机感。这就使日本人养成了进取心强，工作认真，事事考虑长远影响的性格。他们慎重、礼貌、耐心自信地活跃在国际商务谈判的舞台上。特点为：１、讲究礼节，彬彬有礼地讨价还价。２、注重建立和谐的人际关系。３、商品的质量至关重要。（4）韩国人： 韩国是一个自然资源匮乏，人口密度很大的国家。韩国以“贸 课 后 答 案 网

w ww.k hd aw.com 易立国”，近几十年经济发展较快。韩国商人在长期的贸易实践中积累了丰富的经验，常在不利于己的贸易谈判中占上风，被西方国家称为“谈判的强手”。特点为：１、进行充分的咨询准备工作。２、注重礼仪，创造良好的谈判气氛。３、巧妙地运用谈判技巧。（5）阿拉伯人： 由于地理、宗教和民族等问题的影响，阿拉伯人以宗教划派，以部落为群。他们性情固执，比较保守，家族观念等级观念很强，不 轻易相信别人，整个民族具有较强的凝聚力。特点是：１、先交朋友，后谈生意。２、对讨价还价情有独钟。３、通过代理商进行商务谈判。

4、商务谈判过程有哪些环节？试根据自己的亲身经历举例说明 这些环节。谈判环节：（1）导入阶段（2）摸底阶段（3）报价阶段（4）磋商 阶段（5）妥协阶段（6）成交阶段

5、在商务谈判中让步的基本原则和方法是什么？如果谈判双方 在价格上出现僵局，应采取什么方法来化解僵局？ 让步的原则：（1）不要做无谓的让步，应体现对我方有利的宗旨。（2）在我方认为重要的问题上要力求对方先让步，而在较次要的问题上，根据情况需要可考虑先做让步。（3）考虑做出让步时要慎重，不能随便。（4）一次让步的幅度不要过大，节奏不宜太快，应做到步步为营。让步方法：（1）由高到低，然后又微高的让步方式（2）先高后低，然后又拔高的让步方式（3）等额地让出可让利益的让步方式（4）课 后 答 案 网

w ww.k hd aw.com 小幅度递减的让步方式 练习题

一、不定项选择题：

1、A2、B3、B4、B5、D6、D7、BCD

二、判断题

1、√

2、√

3、×

4、√

5、×

6、×

而且增加出口人的资金负担，不利于资金周转。

2、寄售货物的货款回收较缓慢，一旦代销人不遵守协议时，可能遭到货、款两空的危险。

6、参加展览会对企业有何意义？（1）宣传产品和服务（2）了解市场（3）扩大销售 练习题：

一、不定项选择题：

1、B2、AC3、AC4、ABC

二、判断题

1、×

2、√

3、√

4、√

5、√ 课 后 答 案 网

w ww.k hd aw.com 第十二章现代国际贸易方式 思考题：

1、试比较来料加工与进料加工有何异同点？ 相同点：

1、原料都来自国外，成品一般情况下都在国外销售；

2、加工目的相同，都是为了赚取外汇；

3、料件进口都属于保税货物；

4、料件进口都免缴进口许可证(易制毒化学品,能够制造化学武器的化工品,消耗臭氧层物质除外)，一般情况下进口时免税(部分进料加工不是全额保税,按比例征税,税款先征后退)；

5、均实行合同登记备案，设立保证金台账；

6、都要办理海关核销，都是在一年内返销出口。不同点： 1.来料是属于一笔交易或有关联的交易；进料是两笔或多笔交易； 2.来料加工双方是委托加工关系，进料是买卖关系； 3.来料加工由委托方决定加工品种和技术要求，而进料加工是由我方自定加工品种和技术要求； 4.来料加工我方不负责产品销售，只收取工缴费，进料加工我方自行销售成品，自负盈亏，赚取利润； 5.来料加工免交进口许可证，进料加工不免，出口时需要缴纳出口许可证。

2、何谓境外加工贸易？开展境外加工贸易应注意哪些事项？ 课 后 答 案 网

w ww.k hd aw.com 境外加工贸易是指我国企业以现有技术、设备投资，在境外以加工装配的形式，带动和扩大国内设备、技术、零配件、原材料出口的国际经贸合作方式。在开展境外加工贸易时，要注意相关风险的分析和风险防范手段的选择。

3、补偿贸易的做法有哪些？其合同一般包括那些内容？ 补偿贸易是指国外厂商提供或利用国外进出口信贷进口生产技 术和设备，有我方企业进行生产，以返销其产品的方式分期偿还对方技术、设备价款或信贷本息的贸易方式。补偿贸易的形式：

1、产品返销又称回购贸易或简称返销

2、商品换购,统称互购

3、多边补偿 或叫转手补偿。合同的内容应包括：引进设备的名称、规格、型号、性能、技术 规范、安装、培训、信贷条件以及产品回购的具体措施等。

4、简述对等贸易的含义和特点。对等贸易也称对销贸易或反向贸易，是买方承担向买方购买同等价值商品或劳务的贸易方式。一般认为这是一种以货物或劳务(包括工业产权和专有技术等无形财产)作为偿付贷款手段的一种贸易方式。它把进口和出口结合起来，组成相互联系的整体交易，交易双方都有进有出，并求得各自的收支基本平衡。

5、BtoB的电子商务能给企业带来哪些好处？（1）降低采购成本（2）减少库存（3）缩短产品设计和生产周期（4）降低营销成本（5）令客户更满意（6）创造新的商业机会 课 后 答 案 网

w ww.k hd aw.com

6、电子商务在我国外贸企业中的作用是如何体现的？ 电子商务将对人类社会生活产生重大影响，也必将对我国传统产业的改造和提升发挥积极的推进作用：

1、巨大的市场孕育着无限的商机：因特网的迅速发展使之成为继传统市场之后的又一个巨大市场，这一市场突破了国界与疆域，正在地球上形成一个新的大陆。企业或商家可以在这个“虚拟洲”上构筑覆盖全球的商业营销网，因而 获得全球性的、无限的商务空间。巨大的市场与无限的商机，展现出 这一市场现实和潜在的丰厚商业利润。

2、借助全新手段获得全球性竞争优势：信息已经成为信息时代最重要的战略性资源，电子商务则是最好的获取手段。利用电子商务方式，企业可以构筑覆盖全球的商 业营销体系，实施全球性经营战略，加强全球范围内行业间合作，因 而增强全球性竞争能力。特别是对于小企业或小行业，能够通过电子 商务了解世界范围市场需求，促进与遍布全球的公司间合作，这无疑 给了外贸企业一个施展的舞台。

3、采用新型商务模式，使企业经营 效率和生产率获得巨大提高：电子商务以一种最大化网络方式将顾客、销售商、供应商和雇员联系在一起，使供需双方在最适当的时机得到最适用的市场信息，因而极大地促进供需双方的经济活动，减少交易费用和经营成本，提高企业经济效益和参与世界竞争的能力。

4、电子商务正在成为未来国家经济新的增长点和核心竞争力：电子商务的主导技术是信息技术，它的发展将有力地带动一批信息产业和信息服务业的发展，促进经济结构的调整，从而对经济发展产生推动作用。练习题 课 后 答 案 网

w ww.k hd aw.com

一、不定项选择题：

1、AC2、C3、D4、B5、AB

二、判断题

1、×

2、√

3、√

4、√

5、×

6、×

7、×

8、√

第五篇：国际贸易实务课后答案第八章

第八章

1．简述保险的基本原则，并说明进出口货物为什么要投保运输险？ 答：基本原则：（1）可保利益原则（2）最大诚信原则（3）补偿原则

现代国际贸易总量的80%是通过海上运输完成，而海上运输的一个缺点就是风险太大，这种不确定性会对企业的经营产生不良影响，通过保险，保险公司对货物遭受保险事故造成的损失和产生的责任负责赔偿，因此有必要投保运输险。

2．在海运货物保险中，保险公司承保哪些风险、损失和费用? 答：保险公司承担的损失：（1）全部损失与部分损失（2）共同海损与单独海损

保险公司承担的费用：（1）施救费用（2）救助费用 3．共同海损与单独海损的区别是什么？

答：（1）在造成的损失原因上，共同海损是为了解除或减轻承保风险人为造成的一种损失；而单独海损是由承保风险所直接造成的船、货损失。

（2）在损失的承担上，共同海损行为所做出的牺牲或引起的特殊费用，都是为使船主、货主和承运方不受损失而支出的，因此不管其大小如何，都应由船主、货主和承运方各方所获救的价值，以按一定的比例分担。这种分摊叫共同海损的分摊。

4．我国海运货物运输保险的险别是如何规定的？“仓至仓”条款是如何定义的？ 答：我国海运货物运输保险的险别：（1）平安险：被保险货物在运输途中由于恶劣气候、海啸等自然灾害造成整批货物的全部损失或推定损失；（2）水渍险：水渍险的责任范围比平安险大，水渍险还负责被保险货物由于恶劣气候、雷电等自然灾害所造成的部分损失；（3）一切险：是三种基本险中责任范围最大的险种，它还负责被保险货物在运输途中由于外来原因所致的部分或全部损失。

“仓至仓”条款是关于保险公司承担保险责任起讫时间的条款。是指保险公司的责任从被保险货物运离保险单所载明的起运港(地)发货人仓库开始，一直到货物到达保险单所载明的目的港(地)收货人的仓库时为止。

5．伦敦保险协会海运货物保险条款包括哪几部分？简略叙述各部分的内容。答：ICC的种类

（1）协会货物条款A－－类似CIC的一切险（2）协会货物条款B－－类似CIC的水渍险

（3）协会货物条款C－－仅承保“重大意外事故”风险（4）协会战争险条款（货物）Institute War Clauses(Cargo)（5）协会罢工险条款（货物）Institute Strikes Clauses-Cargo（6）恶意损害险条款Malicious Damage Clauses a)ICC(A)、ICC(B)、ICC(C)与战争险、罢工险，都可作为独立的险别投保。而恶意损害险则属于附加险别。b)保险责任 c)ICC及海运货物战争险条款对保险期限的规定同我国CIC的规定大体相同，但规定更详细。

6．何谓出口信用保险、目前我国出口信用保险包括有哪些险别？承担范围如何? 答：出口信用保险：是对出口商按信贷条款出口商品，在买方不能按期付款时，保险人承担赔付贷款的一种保险。

目前我国出口信用保险包括：短期出口信用保险、中长期出口信用保险：

短期出口信用保险：主要产品有：

1.综合保险 2.统保保险 3.信用证保险 4.特定买方保险 5.特定合同保险 6.农产品出口特别保险

短期出口信用保险是指出口合同的信用期限最长不超过一年的保险。7.采用CIF条件成交时，按国际惯例，保险金额如何确定？并说明理由。

答：保险金额是CIF发票金额的110%，其中的10%为预期利润及索赔过程的支出费用。

8.简述买卖合同中保险条款的主要内容。

答：保险投保人、保险公司和保险条款的约定、投保险别

保险金额、保险单的约定