国际贸易实务.docx
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国际贸易实务.docx
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国际贸易实务
国际贸易实务(英文版)InternationalTradePractice
Chapterone
1Whydonationsconducttradewithoneanother?
答:
Anationconductsinternationaltradebecause:
ithastheproductsandresourcesthatexceeditsdomesticdemand;
itwantstogetmoreeconomicbenefitsinalargerinternationalmarketthanwhatcanbegainedindomesticmarket;itwantstowinpoliticalsupport;oritneedstosatisfydifferenttastes,preferencesandconsumptionpatternsamongitspeople.
2Howmanyformsareadoptedintheprocessofnegotiation?
Businessnegotiationscanbeconductedintwoforms:
inwords,i.e.face-to-facenegotiationornegotiationthroughtelephone,andinwriting,i.e.businesscorrespondencewhichincludesletters,faxes,s,telexes,etc.Whateverischosenforthenegotiationofacontract,fourmainstepsaregenerallyfollowedbeforeacontractisconcluded:
enquiry,offer,counter-offerandacceptance.
Chaptertwo
IIIExplainthefollowingterms
1shipmentcontract
答:
ShipmentcontractisacontractusinganIncotermwhichindicatesthatthedeliveryhappensatthetimeorbeforethetimeofshipment.
2symbolicdelivery
Symbolicdeliveryisadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesnotphysicallyreceivethegoods.Thiskindofdeliveryisprovedbythesubmissionoftransportdocumentbythesellertothebuyer.
3arrivalcontract
ArrivalcontractmeansacontractusinganIncotermwhichindicatesthatthedeliveryhappenswhenthegoodsarriveatthedestination.
4actualdelivery
Actualdeliveryreferstoadeliverysituationinwhichwhenthesellerdeliversthebuyerdoesphysicallyreceivethegoods.
IV.Shortquestions
1Whatarethetwotypesoftradetermsconcerningthetransferofrisks?
答:
Shipmentcontracttermsvs.arrivalcontractterms.Undershipmentcontracttermsseller’sriskwillbetransferredtothebuyerbeforethegoodsdepartfromtheplace/portofshipment.Underarrivalcontracttermssellerwillbeartheriskofthegoodsuntilthegoodsarrivethedestination.
2WhatarethedifferencesandsimilaritiesbetweenCIPandCIF?
答:
Majorsimilarities:
a.sellershouldcontractandpayforthemajorcarriage.b.Sellerisnottakingtheriskoflossordamagetothegoodsduringthetransportation.c.Sellermustobtaininsuranceagainstbuyer’srisk.Difference:
a.CPTisapplicabletoanykindoftransportationmodewhileCFRisonlyusedforwaterwaytransport.b.UnderCPTseller’sriskwillbetransferredtothebuyerwhenthegoodsarehandedovertothefirstcarriernominatedbyseller.UnderCFRseller’sriskwillbetransferredwhenthegoodspassovertheship’srail.
3WhoisresponsibleforcarryingoutcustomsformalitiesforexportsunderanFOBcontract?
答:
Seller.AccordingtoIncoterms2000,exceptEXWandDDPthesetwoterms,alltheothereleventermsrequirethesellertohandletheexportcustomsformalities,whilebuyertheimportcustomsformalities.
4IfaChinesetradersignsaFOBHamburgcontract,isheexportingorimporting?
答:
Importing.FOBshouldbeusedwitha“namedportofshipment〞,ifHamburgistheportofshipment,fromtheChinesetrader’sperspective,heisimporting.
V.CaseStudies
1.(变形)AnFOBcontractstipulated,"TheshipmentwillbeeffectedinMarch2008.Ifthevesselfailstoarriveattheportofshipmentontime,theselleragreestosetasidethegoodsforadditional27days,andthebuyerwillbearallcostsofdelay."itturnedoutthatundertheseller'srepeatedrequests,thevesselnamedbythebuyerfinallyarrivedattheportofshipmentonMay1.Asaresult,thesellerrefusedtomaketheshipment.
(1)Wasthesellerentitledtopensationforthewarehouserent,insuranceandinterestduetothedelay?
(2)IfthesellerhadsoldthegoodstoathirdpartyonApril25,shouldthebuyerpayforthedelay?
(3)IfthesellerhadsoldthegoodstoathirdpartyonMay1withabetterprice,washeentitledtoanypensation?
析:
a案例中提到“shipmentwillbeeffectedinMarch2008”,这种确定装运时间的方式允许在整个3月份期间的任何时间进展装运。
也即是说,装运的最后期限为08年3月31日。
b文中提到的“additional27days〞,根据合同卖方同意在买方船期延误的情况下为其将货物保存到4月27日。
〔1〕答案:
Yes。
答题切入点:
aFOB术语关于双方费用划分的规定;b合同本身的条款规定。
〔2〕答案:
No。
答题切入点:
合同本身的条款规定。
〔3〕这题与第一题相比,不同的一点在于“withabetterprice〞。
解答时应对这一点进展分析:
在卖方卖出货物获得更高利润的情况下,他是否还应获得相关赔偿?
答案:
Yes。
答题切入点:
合同本身的条款规定。
4.〔日期变形〕AShanghaipanysignedaCIFcontracttosellChristmasgoodstoaBritishpany.The$1millioncontractstipulated,"ThesellerguaranteesthatthegoodsarriveattheportofdestinationbyDecember1,2008.Ifthecarriageislate,thebuyercancancelthepurchase,andgettherefundforthepayment."Sotheshipmentwasmade.Unfortunately,duetomechanicalproblems,thevesselarrivedatthedestinationafewhourslate.Thebuyerrefusedtoacceptthegoods.Asaresult,thegoodshadtobesoldonthespot,andthesellerlost$700,000.
(1)Wasthe"arrivaldate"clauseconsistentwithCIFtermunderIncoterms2000?
(2)Whattradetermisproperfortheobligationconcerningarrivaltime?
析:
卖方受损的原因是货物到达目的港的时间晚于合同规定的时间,因此买方拒收货物。
从外表上看,似乎问题就是出在卖方违约上,但如果仔细分析就会发现,该合同本身的容就存在自相矛盾的问题。
合同用的是CIF术语,卖方在货过船舷时风险就转移。
卖方既不承当运输途中的风险,也不保证货物是否能抵达目的港。
CIF合同本质上是一个“shipmentcontract〞。
但加上一条保证到岸时间的条款后,合同的性质发生了变化:
它变成了一个“arrivalcontract〞。
也就是说,在货物按时抵达目的港之前的一切风险都由卖方承当,否那么卖方就是违约。
〔1〕答案:
No.
答题切入点:
aCIF术语对双方风险及义务的划分,点出“shipmentcontract〞这一概念;b解释“arrivaldate〞clause对合同性质的改变。
〔2〕答案:
DES。
答题切入点:
比照两个术语在义务、费用划分上的相似程度。
Chapterthree
IIIExplainthefollowingterms
1inquiry
答:
Aninquiryistheactofapotentialclientaskingforinformationfromthecounterparttohisintentioninbuyingorsellingacertainmodity.
2offer
答:
Anofferisasufficientlydefiniteproposaladdressedtooneormorespecificpersonsforconcludingacontract,necessarilyindicatingtheintentionoftheofferortobeboundincaseofacceptance.
IVShortquestions
1Whatarethefourponentsofthestandardformofaprice?
答:
Acodeofcurrency,anumber,aunitandatradeterm.
2Whatarethedifferencesandsimilaritiesbetweenmissionanddiscount?
答:
Similarities:
Bothmissionanddiscountareusedasincentivetopromotetransactions.
Differences:
a.missionpaymentisanadd-upontopoftheoriginalprice,whilediscountareduction;b.missionmainlyappliestotransactionswhichinvolvemiddlepersonoragent.Discountcanbeusedwithoutparticularprerequisites.
V.CaseStudies
1.ACpanyofferedtosellgoodsat"USD100percaseCIFNewYork".TheimporterrequestedarevisedquoteforCFRC5%.Thepremiumrateforinsurancewas1.05%andmark-upforinsurancewas10%.Togetthesameexportrevenue,whatwouldbeAC'snewoffer?
A:
CFR=CIFx(1-UxR)=USD100x(1-110%x1.05%)=USD98.845
CRFC5=CFR/(1-C%)=USD98.845/(1-5%)=USD104.047
AC’snewofferwouldbe“USD104.047percaseCFRC5%NewYork〞.
2Thepricequotedbyanexporterwas"USD450percaseFOBShanghai".TheimporterrequestedarevisedquoteforCIFAuckland.IfthefreightwasUSD50percase,110%ofthevaluewastobeinsured,andthepremiumrateforinsurancewas0.8%,whatwouldbethenewprice?
A:
CFR=FOB+F=450+50=USD500
CIF=CFR/(1-UxR)=500/(1-110%x0.8%)=500/0.9912=USD504.44
Thenewofferwouldbe“USD504.44percaseCIFAuckland〞.
Chapterfour
III.Calculation
panyChasacontracttoexport10metrictonsofSeafood,tobepackedincartonseachof40lb.〔1lb=0.45358kg〕,witha5%moreorlessallowedbothinquantityandinamount.
1HowmanycartonsofSeafoodcanpanyCdeliveratmost?
2HowmanycartonsofSeafoodshouldpanyCdeliveratleast?
解:
1lb=0.45358kgso40lb=18.144kg
Maximum:
[10×1000kg×〔1+5%〕]/18.144
=578.7〔Attention:
0.7shouldbedeletedhere〕
=578cartons
Minimum:
[10×1000kg×〔1-5%〕]/18.144
=523.6〔Attention:
0.6shouldbeaddedhere〕
=524cartons
Answer:
1〕Atmost,panyCcandeliver578cartonsofSeafood.
2〕Atleast,panyCshoulddeliver524cartons.
IVExplainthefollowingterms
1qualitylatitude
答:
Qualitylatitudemeansthepermissiblerangewithinwhichthequalityofthegoodsdeliveredbythesellermaybeflexiblycontrolled.
2qualitytolerance
答:
Qualitytolerancereferstothequalitydeviationrecognized〔e.g.bysomeindustry〕,whichallowsthequalityofthegoodsdeliveredtohavecertaindifferencewithinarange.
3moreorlessclause
答:
“Moreorlessclause〞referstothestipulationconstitutingpartofthequantityclauseinthecontractthatallowsthesellertodeliverthegoodswithacertainpercentageofmoreorlessinquantityaccordingly.Theuseof“moreorlessclause〞isforthesakeofefficient.
4F.A.Q.
答:
F.A.Q.istheabbreviationof“fairaveragequality〞F.A.Q.isakindofstandardusedtoindicatethatthequalityoftheproductofferedisaboutequaltotheaveragequalitylevelofthesamecropwithinacertainperiodoftime〔e.g.ayear.〕.
VI.CaseStudies
1ABeijingpanysignedacontracttoimportwoolfromAustralia.Thequantitywasspecifiedas“20M/T〞.Whenthewoolwasdelivered,ithadaregainof33%.
(1)Whatisaregain?
(2)Whydidthebuyergetabaddeal?
(3)Ifthestandardregainis10%,andactualregainis33%,whatistheconditionedweight?
析:
此题的解题要点:
a.文中提到合同约定的数量是“20MT〞,应理解为净重。
因为计算重量的方法有毛重,净重,公量等,而根据联合国国际货物销售合同公约第五十六条,如果价格是按货物的重量规定的,如有疑问,应按净重确定。
b.合同商品的羊毛,具有较强的吸湿性,其所含的水分受客观环境的影响较大,故其重量很不稳定。
为了准确计算这类商品的重量,国际贸易中买卖双方通常会约定标准〔公定〕回潮率,采用按公量计算的方法。
(1)答案:
回潮是指货物〔纤维材料〕在环境温度下吸湿含水的现象。
回潮率那么是指货物〔纤维材料〕含水重量占货物〔纤维材料〕干重的百分比
答题的切入点:
回潮〔率〕的概念
(2)答案:
买方这笔交易不划算。
因为合同中没有明确规定计算重量的方法,只能按净重计算。
因此当卖方实际交货的羊毛,因具有较强的吸湿性而其所含的水分高达33%是,买方也别无他法,只得按净重〔连带33%的水分〕计算付款。
∵ConditionedWeight=DriedNetWeightx(1+StandardRegain)
∴DriedNetWeight=NetWeight/(1+ActualRegain)
=20/(1+33%)=15.04M/T
Moisturecontent=ActualWeight–DriedNetWeight
=20–15.04=4.96M/T
or∵Regain=(moisturecontent/ovendriedwe
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