第一篇：國際貿(mào)易實務雙語教程課后題答案

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 購買力 11 經(jīng)濟復蘇；恢復 2 潛在銷售量 12 經(jīng)濟衰退 3 加價，漲價 13 間接投資 4 國內(nèi)市場 14 有形貨物 5 制成品 15 有形進出口 邊際利潤 16 收入及支出；歲入及歲出 7 市場占有率 17 超額能力 貿(mào)易歧視 18 貿(mào)易中間人（商）；經(jīng)紀人 9 時機選擇 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

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: 合同是在雙方達成協(xié)議的基礎上制定的，而協(xié)議又是雙方進行商務談判的結 果。商務談判有口頭談判和書面談判兩種形式。口頭談判是通過參加商品交易會，派遣貿(mào)易小組，出國或邀請客戶本國進行的面對面討論，而通過國際長途電話所 進行的商務討論也屬于口頭談判。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 光澤、造型、結構 3 耐用性 4 可銷售性 5 社會屬 6 消毒 7 適用性 8 衛(wèi)生 9 規(guī)格 10 水產(chǎn)品 跨國公司 12 保證生活質(zhì)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.單項選擇題

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.多項選擇題

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：買方的要求不盡合理。理由如下：

采用FOB 術語成交，一般由買方負責租船訂艙。賣方可以接受賣方的委托代為 租船訂艙，但賣方不承擔租不到船的責任和風險。就此案例來說，因公司代為租 船沒有租到，買方又不同意更換條件，因此，該公司不承擔因自己未租到船而延 誤裝運的責任，買方也不能因此提出撤消合同。所以，買方的要求不合理，責任 和風險應該由買方自己承擔。

2、答：我方不能因床單受潮而拒付貨款，也不能向賣方提出索賠。理由如下：（1）采用CIF 術語成交時，屬于象征性交貨，賣方是憑單交貨，買方是憑單付 款，只要賣方如期向買方提交了合同規(guī)定的全套合格單據(jù)，即使貨物在運輸途中 損壞或滅失，買方也必須旅行付款義務。反之，如果賣方提交的單據(jù)不符合要求，即使貨物完好無損地運達目的地，買方仍有權拒付貨款。就此案例而言，賣方提 交了全套合格單據(jù)，我方應支付貨款。

（2）在CIF 條件下，買賣雙方風險轉(zhuǎn)移界限以船舷為界。貨物越過船舷后的風 險應由買方負擔。就本案例可以看出，貨物越過船舷之前是完好的，因此賣方不 承擔風險。我方據(jù)此不能向賣方提出索賠，可依據(jù)所投險別向保險公司提出索賠。

3、答：該公司可向賣方提出索賠。理由如下：

按CFR 條件成交時，盡管貨物在海運途中的風險已轉(zhuǎn)移給買方，但買方為降低 自己的風險可辦理貨運保險，這取決于賣方是否及時向買方發(fā)出裝運通知。據(jù)慣 例解釋，如果賣方未及時向買方發(fā)出裝運通知，導致買方未能及時辦理保險手續(xù)，由此引起的損失由賣方負擔。就本案例而言，該公司貨物部分丟失是由于賣方未 發(fā)出裝船通知而公司未辦理保險手續(xù)而引起的損失，故此，該公司應向賣方提出 索賠。

4、答：此項損失應由買方承擔，買方不應該向該公司提出索賠。

以CPT 術語成交時，風險轉(zhuǎn)移以貨交承運人為界，即賣方將貨物交給指定承運 人，風險即由賣方轉(zhuǎn)移至買方，買方可投貨物保險以確保損失最小。就本案例而 言，該公司已將貨物交給承運人，運輸途中及后期風險均由買方自己承擔，因此，該公司可拒絕買方的索賠要求。

5、答：按照CIP 條件成交，賣方要承擔保險費和運費。因為CIP 條件適合于各 種運輸方式，風險是在承運人控制貨物時轉(zhuǎn)移，所以賣方要負責辦理交貨地點到 指定目的地的全程運輸，而不僅僅是水上運輸，因此賣方應支付全程運費。就本 案例而言，賣方支付了海上運輸?shù)馁M用，但并沒有將貨物送往指定目的地，因此 還需支付鐵路運輸?shù)馁M用。由此，我方應支付貨款，但不需支付鐵路運費，賣方 行為不盡合理。

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)噸 2)盎斯 3)磅 4)品脫 5)碼 6)加侖 7)令 8)公斤 9)克 10)平方米

II.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.簡答題

1.答：數(shù)量條款規(guī)定了買賣雙方交貨數(shù)量及與之有關的權利和義務，他涉及 成交數(shù)量的確定、計量單位和計量方法的規(guī)定及數(shù)量機動幅度等內(nèi)容。為訂好數(shù) 量條款，應依據(jù)政策的規(guī)定和經(jīng)營意圖，根據(jù)需要和可能，按外商資信情況和市 場行情變化，正確掌握進出口商品的成交數(shù)量，以利于合同的履行。

2.答：（1）大宗農(nóng)、副產(chǎn)品、礦產(chǎn)品及一部分工業(yè)制成品慣于采用按重量 計算，一些貴重商品也慣于采用重量單位。

（2）按數(shù)量計算適用于大多數(shù)工業(yè)制成品，尤其是日用消費品、輕工業(yè)品、機械產(chǎn)品及一部分土特產(chǎn)品。

（3）按長度計算多用于金屬繩索、布匹，綢緞等商品買賣。（4）面積單位可用于玻璃板、地毯、皮革等商品。

（5）體積單位僅用于木材、天然氣及化學氣體的買賣。

（6）容積單位中的蒲式耳是美國用來計量各種谷物的，公升和加侖多用于 液體商品。

（7）有些國家對某些商品有自己習慣的或法定的計量單位。例如棉花許多 國家以”包“為單位，糖以”袋“為單位。

3.答：（1）毛重。是商品本身加包裝重量。

（2）凈重。是商品本身實際重量，不包括皮重。計算皮重時有按實際皮重、平均皮重、習慣皮重、約定皮重計算等四種做法。

（3）公量。有些商品因較強的吸濕性導致重量不穩(wěn)定，對此類商品可用科

學的方法除去其所含實際水分，然后再加上國際公認的標準含水量。即公量＝干 量＋標準含水量。

（4）理論重量。對按固定規(guī)格形狀和尺寸所生產(chǎn)和買賣的商品可從其件數(shù) 推算總重量，此總重量即為理論重量。一般只作為計算實際重量的參考。（5）法定重量和實物凈重。法定重量是商品重量加上直接接觸商品的包裝

物料的重量，而除去這部分重量所表示出來的純商品重量即為實物凈重。此方法 大多用于海關征稅。

4.答：數(shù)量機動幅度是指賣方可按買賣雙方約定的某一具體數(shù)量多交或少 交若干的幅度。他的規(guī)定方法有：

（1）合同中明確具體的規(guī)定數(shù)量的機動幅度。它既可只簡單規(guī)定機動幅度，也可在此基礎上約定由誰選擇及作價原則。

（2）合同中為明確規(guī)定數(shù)量機動幅度，但將數(shù)量定為約數(shù)。《跟單信用證統(tǒng) 一慣例》規(guī)定約數(shù)的增減幅度不超過10％。

（3）合同中未明確規(guī)定數(shù)量機動幅度。此時賣方交貨數(shù)量原則上應與合同

完全一致，但《跟單信用證統(tǒng)一慣例》500 號出版物規(guī)定貨物數(shù)量允許有5％的 伸縮。

5.答：（1）目前對在機動幅度范圍內(nèi)超出或低于合同數(shù)量的多裝或少裝部 分，一般按合同價格計價結算。

（2）為防止有權選擇溢短裝的當事人利用行市變化有意多裝或少裝而獲取

額外好處，有的合同規(guī)定多裝或少裝部分不按合同價格計算，而代之以按裝船日 的行市或目的地的市場價格計算。

（3）若雙方未能就裝船日或到貨日或是市場價格取得協(xié)議，則可交由仲裁 機構解決。

（4）有的合同還規(guī)定多交或少交貨物中一部分按合同價格計算，其余部分 按裝船時或到貨時的市價計算。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.簡答題

1.答：包裝重要性體現(xiàn)在以下幾個方面：

（1）是實現(xiàn)商品價值和使用價值的重要手段，是商品生產(chǎn)和消費之間的橋 梁。

（2）出口商品需經(jīng)過長距離輾轉(zhuǎn)運輸，有時需多次裝卸、搬運和存儲，包 裝可保證商品質(zhì)量和數(shù)量完整，方便貨物裝卸、搬運、儲存。

（3）商品生產(chǎn)過程，包裝是最后一道工序；在流通領域中，包裝具有保護

商品、美化商品、宣傳商品、提高售價的重要作用，并可作為對外競爭的重要手 段。約定包裝條件的意義在于：

（1）不僅起到保護和美化商品作用，且包裝本身還是貨物說明的組成部分。（2）按一些國家法律解釋，如一方違反了所約定的包裝條件，另一方有權 提出索賠，甚至拒收貨物。

2.答：（1）必須適應商品特性。

（2）必須適應各種不同運輸方式的要求。

（3）必須考慮有關國家的法律規(guī)定和客戶要求。

（4）要保證包裝牢固的前提下節(jié)省費用，便于各環(huán)節(jié)有關人員進行操作以 免使貨物遭受損失。

3.答：（1）按包裝方式，可分為單件運輸包裝和集合運輸包裝，后者又分 為集裝包和集裝袋。

（2）按包裝造型，可分為箱、袋、桶和捆等方式。

（3）按包裝材料，可分為紙制，金屬、木制、麻制品、玻璃制品、陶瓷制 品及竹、柳、草制品包裝等。

（4）按包裝質(zhì)地，可分為軟性，半硬性和硬性包裝。（5）按包裝程度，可分為全部包裝和局部包裝。

4.答：（1）便于陳列展銷，以吸引顧客和供消費者選購。（2）便于識別商品，以便消費者了解，看貨成交。（3）便于攜帶和使用，為消費者提供方便。

（4）要有藝術吸引力，以便吸引顧客、提高售價、擴大銷路。

5.答：（1）包裝的裝潢畫面要美觀大方，富有藝術吸引力，突出特點，圖 案和色彩要適應有關國家民族習慣和愛好，便于擴大出口。

（2）包裝上的文字說明應同裝潢畫面緊密配合，互相襯托，以達到宣傳和 促銷目的，使用文字應簡明扼要，并能讓顧客看懂，必要時可中、外文并用。（3）包裝上標簽應注意有關國家的標簽管理條例，尤其是食品、藥品、服 裝。

（4）銷售包裝還應注意條形碼技術的使用問題。

6.答：（1）有效提高結算效率和準確性，也方便了顧客。

（2）有利于提高國際間貿(mào)易信息傳遞的準確性，使交易雙方及時了解對方 商品有關資料和本國商品在對方的銷售情況。

（3）條形碼的使用是有效促使名優(yōu)商品打入許多國家超級市場的前提條件。7.答：定牌生產(chǎn)產(chǎn)生的原因有：

（1）世界許多國家超級市場、大百貨公司和專業(yè)商店在其經(jīng)營出售商品上 標有本商店使用的商標或品牌，以擴大本企業(yè)知名度并顯示該商品身價。（2）出口廠商為利用買方經(jīng)營能力及商業(yè)信譽和品牌聲譽，以提高商品售 價和擴大銷路，也采用定牌生產(chǎn)。我國出口貿(mào)易中定牌生產(chǎn)具體做法有：

（1）在商品或包裝上，打印上外商所指定的商標或品牌，而不標明生產(chǎn)國 別和出口廠商名稱。

（2）在商品或包裝上，表明我國的商標或品牌，同時加注國外商號名稱或 表示其商號的標記。

（3）在商品或包裝上，采用買方指定商標或品牌，同時注明”中國制造“字樣。8.答：制定原因為：

（1）運輸標志內(nèi)容較多。（2）有時要加進一些不必要項目。

（3）各國和各種運輸方式之間對運輸標志的要求差異較大，不能適應國際 貨物流動量的增加和多式聯(lián)運的開展，不利于電子計算機在運輸和單證流轉(zhuǎn)方面 的應用。作用有：

（1）減少了運輸標志內(nèi)容，節(jié)省出口成本、時間和費用。（2）提高計算機操作和審單效率，加速船舶和資金周轉(zhuǎn)。

（3）消除因運輸標志內(nèi)容過多和繁雜而可能造成的失誤和困難，保證交貨 的順利進行。10.答：

（1）對包裝要求應當明確具體，做到明確規(guī)定包裝材料、造型、規(guī)格。除

傳統(tǒng)商品外不宜采用”按慣常方式包裝“等含糊包裝術語。另外，除非買賣雙方對 具體內(nèi)容事先充分交換意見或在長期業(yè)務往來中就問題取得一致認識，包裝條款 一定要明確具體。

（2）應訂明包裝費用由何方負擔。按慣例，包裝費用一般在貨價之內(nèi)，包 裝條款中無須另行訂明。若買方堅持要求對原本不需包裝的商品實施特殊包裝，導致包裝費用超出正常，增加產(chǎn)品成本，或包裝物料剛好構成產(chǎn)品成本增加時，則需訂明包裝費用負擔。若賣方同意接受買方提供包裝，包裝條款中還應訂明寄 送包裝方法，包裝送達日期，送交包裝延遲責任及運送包裝費用負擔等內(nèi)容。進 口合同中對包裝技術性較強的商品通常在單價后注明”包括包裝費用“，以免發(fā)生 糾紛。

（3）明確由何方提供運輸標志。按慣例，運輸標志可由買方提供，也可由

賣方?jīng)Q定。賣方?jīng)Q定時可不訂入合同，或只訂明”賣方標志“，由賣方設計后通知 買方。買方提供時應在合同中規(guī)定買方提供時間，如超過時間賣方可提出其他補 救方法。

（4）明確包裝不良應負的責任。保險公司一般不負責因包裝不良造成的損

失。在包裝條款中，應對包裝不善所造成損失的索賠問題作適當規(guī)定，以防止進 口貨物因包裝不良受到損失，對儀器、機器設備進口時使用的包裝條款，更應就 索賠問題作出詳細規(guī)定。V．案例題

1、答：（1）外商做法是否合理應從兩個方面來看。（2）一般來講，保險公 司不負責因包裝不良所造成的損失。所以在進口合同條款中外商應對包裝不善造 成的損失的索賠問題做出詳細規(guī)定。若買方已做出規(guī)定，包裝不良造成損失由賣 方負責，那么外商的做法是合理的。若買方未作具體規(guī)定，則外商做法不盡合理，應由雙方協(xié)商解決，或提交仲裁機構解決。

2、答：（1）按國際貿(mào)易習慣，嘜頭由買方提供時在合同中應規(guī)定買方提供 時間。如超過時間，賣方可提出其他補救辦法，如自行規(guī)定嘜頭。（2）該公司在

此情況下應致電買方詢問延誤原因，請其快速電告所設計嘜頭，否則將由該公司 自行規(guī)定。

3、答：（1）我方據(jù)此提出拒收或索賠是完全合理的。（2）在國際貨物買賣 中，如一方違反了所約定的包裝條件，另一方有權提出索賠，甚至可以拒收貨物。由此可知，雖然外商交貨數(shù)量與合同規(guī)定數(shù)量相符，但他的行為違反了合同中的 包裝條款，已構成違約，我方可以提出拒收或索賠。__ Chapter8 I、單項選擇題

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、多項選擇題

1、ABCE

2、ABC

3、BCD

4、ABCDE

5、BCE

6、ABC

7、ABCDE

8、ABCE

9、AC

10、ABCE 11.ABCDE III、名詞解釋

1、出口總成本：是外貿(mào)企業(yè)為出口商品支付的國內(nèi)總成本。它的構成因素有進 貨成本和國內(nèi)費用。如是需繳納出口稅的商品，還應包括出口稅。

2、出口換匯成本：指某商品出口凈收入一個單位的外匯所需要的人民幣成本。是衡量外貿(mào)企業(yè)和進出口交易盈虧的重要指標。

3、固定價格：指交易雙方協(xié)商一致的基礎上，對合同價格予以明確、具體的規(guī) 定。

4、后定價格：指在合同中不明確規(guī)定價格，具體價格留待以后確定。

5、暫定價格：在合同中先訂立一個初步價格，作為開立信用證和初步付款依據(jù)，待雙方確定最后價格后再進行最后清算，多退少補。

6、待定價格：交易雙方就其他條件達成一致，合同已成立，但規(guī)定“價格待定” 或合同中沒有明示或默示規(guī)定貨物價格的情況。

7、價格調(diào)整條款：在訂約時只規(guī)定初步價格，同時規(guī)定，如原材料價格和工資 等發(fā)生變化，按原材料價格和工資等的變動來計算合同最終價格。

8、傭金：指代理人或經(jīng)紀人為委托人服務而收取的報酬。

9、明傭：交易雙方在洽談時將傭金明確表示出并寫入價格條款中。

10、折扣：是賣方給予買方一定的價格減讓，一般可在買方支付貨款時預先扣除。

11、出口成本價格：是企業(yè)以出口總成本為基礎計算出來的單位成本價格。

12、出口外匯凈收入：是出口外匯總收入扣除勞務費用等非貿(mào)易外匯后的外匯收 入。

13、出口盈虧額：是指出口銷售的人民幣凈收入與出口總成本的差額。IV、簡答題

1、答：（1）要考慮商品的質(zhì)量和檔次，貫徹以質(zhì)論價的原則。

（2）要考慮運輸距離，核算運輸成本，做好比價工作，以體現(xiàn)地區(qū)差價。（3）要考慮交貨地點和交貨條件，把買賣雙方的責任、費用和風險在價格 中體現(xiàn)出來。

（4）要考慮季節(jié)性需求的變化，掌握好季節(jié)性差價，爭取有利價格。（5）要考慮成交數(shù)量，成交量大時可給予適當優(yōu)惠。

（6）要考慮支付條件是否有利和匯率變動的趨勢，把利息負擔和匯率變動 風險也計入貨價。

（7）要考慮國際市場價格走勢，注意搜集國際市場信息，對其價格及供求 狀況進行分析和預測。

（8）要考慮交貨期遠近、市場銷售習慣及消費者愛好與否等因素。

2、答：固定價格明確、具體、肯定，便于核算和執(zhí)行，是國際市場上常見 做法。它的不足之處在于：

（1）合同缺乏穩(wěn)定性。行市劇變時，不守信用的商人會尋找各種借撕毀合 同，使我方遭受不應有的損失。

（2）價格不穩(wěn)定時，國外商人會觀望不前，怕承擔價格波動帶來的風險。為使交易順利達成，提高履約率，減少風險，我們采用固定價格時應注意兩點。（1）必須對影響商品供求的各種因素細致研究，并在此基礎上對價格走勢 作出判斷，以此作為決定合同價格依據(jù)。

（2）通過各種途徑了解客戶資信情況，慎重選擇訂約對象。

3、答：非固定價格是一種變通做法，它的有利之處在于：

（1）有助于暫時解決價格方面的分歧，雙方可先就其他條款達成協(xié)議，早 日簽約，待日后再確定成交價格。

（2）解除客戶對價格風險顧慮，使之敢于簽訂交貨期長的合同。有利于鞏 固和擴大出口市場，有利于生產(chǎn)、收購和出口計劃完成。

（3）雖不能完全排除交易雙方的價格風險，但有利于出口方不失時機地做 成生意，也有利于進口方保證一定的轉(zhuǎn)售利潤。非固定價格的缺點在于：

（1）因先訂約后作價，就不可避免的帶來較大的不穩(wěn)定性。特別是待定價 格，萬一雙方作價時不能取得一致意見，合同就無法執(zhí)行。（2）如作價條款規(guī)定不當，合同還有失去法律效力的危險。

4、答：在實際業(yè)務中，如果交易雙方對傭金雖已達成協(xié)議，卻約定不在合

同中表示出來，約定的傭金由一方當事人按約定另行支付，則稱為“暗傭”。國 外中間商或買主，為賺取“雙頭傭”，或為達到逃匯或逃稅的目的，往往提出使 用“暗傭”。

“暗扣”是指當事人出于各種考慮，對折扣雖已達成協(xié)議，卻不在合同價格 條款中表示出來，折扣的金額由一方當事人按約定另行支付。

5、答：傭金的支付要根據(jù)中間商提供服務的性質(zhì)和內(nèi)容而定。支付方法有 兩種：（1）交易達成時就向中間商支付傭金。（2）賣方收到全部貨款后，再另行

支付傭金。第一種情況下，雖交易已達成，但萬一合同無法履行，委托人仍要向 中間商支付傭金。第二種情況對委托人比較有利。為避免誤解、除要明確規(guī)定委 托人與中間商之間權利與義務之外，委托人最好事先與傭金商達成書面協(xié)議，明 確規(guī)定出支付傭金的方法。

通常傭金可在合同履行后逐筆支付，也可按月、季、半年，甚至一年匯總支 付。折扣的支付一般可在買方支付貨款時預先扣除，或采用“暗扣”、“回扣”的 方法。

6、答：（1）明確規(guī)定作價標準。規(guī)定作價標準可減少非固定價格條款給合 同帶來的不穩(wěn)定因素，消除雙方在價格方面的矛盾。

（2）謹慎選擇作價時間。它可使出口方安全收匯，保證合同順利履行。時 間的確定可分為裝船前作價、裝船時作價、裝船后作價三種。

（3）充分考慮采用非固定價格對合同成立的影響。在實際業(yè)務中，商品具

體價格可以不在合同中規(guī)定，只規(guī)定作價辦法或原則，合同即為有效成立。因此 在采用非固定價格時應盡可能將作價方法訂得明確具體。

7、答：我國進出口商品的作價原則是，在貫徹平等互利的原則下，根據(jù)國 際價格水平，結合國別（地區(qū)）政策，按我方的經(jīng)營意圖確定適當?shù)膬r格。

8、答：出口成本價格是企業(yè)以出口總成本為基礎計算出來的單位成本價格。它與出口成交價格的主要區(qū)別在于出口成本價格并不涉及有關國外的任何費用； 而出口成交價格則可能包括單位商品的國外費用，如國外運費、保險費、傭金等。

9、答：（1）明確規(guī)定作價標準。為減少非固定價格條款給合同帶來的不穩(wěn) 定因素，消除雙方在作價方面的矛盾，明確訂立作價標準是一個重要的必不可少 的前提。

（2）謹慎選擇作價時間。在采用非固定價格時，作價時間的規(guī)定非常重要，為了使出口方安全收匯，保證合同順利履行，應謹慎選擇作價時間。（3）充分考慮采用非固定價格對合同成立的影響。

10、答：（1）合理地確定商品的單價，防止偏高或偏低。（2）根據(jù)船源、貨源等實際情況，選擇適當?shù)馁Q(mào)易術語。（3）爭取選擇有利的計價貨幣，必要時可加訂保值條款。

（4）靈活運用各種不同的作價辦法，避免承擔價格變動的風險。（5）參照國際貿(mào)易的習慣做法，注意傭金和折扣的合理運用。

（6）如交貨品質(zhì)、交貨數(shù)量有機動幅度或包裝費用另行計價時，應一并訂 立機動部分作價和包裝費計價的基本辦法。

（7）單價中的計量單位、計價貨幣和港口名稱，必須書寫清楚，以利于合 同的履行。V、計算題

1、解：出口總成本＝4000×（1＋15％）＝4600（人民幣元）出口外匯凈收入＝1000－（80＋10＋1000×3％）＝880（美元）出口換匯成本＝4600÷880≈5.227（人民幣元/美元）

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

3、解：fob 中國岸價＝1000×（1－1.1×0.85％）－75＝915.65（美元）

4、解：CFRC4％價＝1000÷（1－4％）≈1041.7（美元）

5、解：出口方單位商品凈收入＝1000×（1－2％）＝980（美元）

6、解：按題意可知P0＝100 萬，A＝20％，B＝50％，C＝30％，M＝110，M0＝100，W＝112，W0＝100 則最終價格P＝100×（20％＋50％×110/100＋30％×112/100）＝108.6（萬 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）保險公司應賠償1000 美元的損失，而1500 美元的損失應由買方自 己承擔。

（2）因為，根據(jù)中國人民保險公司《海運貨物保險條款》水漬險的責任

范圍的規(guī)定，該案例中的1000 美元是運輸工具遭到自然災害造成的部分損失，保險公司對此應負責賠償。

化肥袋包裝破裂險屬一般附加險的責任范圍，它不在所投保的水漬險的責任 范圍，故保險公司不予賠償。又因為按CIF 條件成交，賣方只需按合同規(guī)定投保 險別，運輸途中的風險則由買方承擔，故案例中的1500 美元則由買方自負。因此，保險公司應對1000 美元予以賠償，1500 美元的損失由買方自己承擔。

2、答：（1）是因運輸工具遭遇意外事故而造成的直接損失，屬單獨海損；（2）是因維護船、貨共同安全、進行修船而造成的損失和產(chǎn)生的費用，屬共同海損。

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 憑單付款 Deal of small value 2 Buyer T/T 電匯 Assure the time of delivery & save expenses 3 Seller CIA(not COD 貨到 付款)Usual practice 4 Seller D/A 承兌交單 To push sales 5 Seller D/P 付款交單 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.名詞解釋

1、違約：指合同的一方當事人沒有履行和沒有完全履行其合同規(guī)定的義務的行 為。

2、留置權：指未收到貨款的賣方將貨物扣留下來，作為買方支付價金的擔保，直到買方支付價金為止。

3、索賠：就是當事人依據(jù)有關合同對違約造成的損失或貨物損失，向責任方提 出予以補救的主張。

4、理賠：是指責任方對索賠的處理。

5、救濟方法：是指一個人的合法權利被他人侵害時，法律法律上給以受損害一 方的補償方法。

6、回復原狀：是指使用實物賠償損失，使貨物恢復到損害發(fā)生前的原狀，例如 把損壞的物品加以修復，或用同類貨物替換。

7、實際損失：是指一方違約給對方造成的現(xiàn)實的損害，即按合同規(guī)定的合法利 益遭受到的損失。

8、交貨：是指賣方將對貨物的占有權轉(zhuǎn)移出去，在廣義上應該包括交運貨物或 提交單據(jù)。IV.簡答題

1、答：（1）大陸法系將實際履行作為一種主要的救濟方法。（2）英美法系將實際履行作為例外的輔助性的救濟方法。

（3）按《公約》的規(guī)定，當事人有權要求對方實際履行合同義務。

2、答：（1）大陸法系認為，損害賠償責任的成立，必須具備以下三個條件： 必須要有A、必須要有損害事實。B、須有歸責于債務人的原因。

C、損害是由于債務人應予負責的原因造成。

（2）英美法認為，只要一方違約，就足以構成對方可以提起損害賠償之訴。（3）《公約》認為，損害賠償是一種主要的救濟方法。

3、答：（1）《德國民法典》認為，損害賠償?shù)姆秶鷳ㄟ`約所造成的與實際損

失和所得利益兩方面。法國法關于損失賠償?shù)姆秶脑瓌t與德國法是一致的。（2）英美法認為，損失賠償?shù)姆秶鞘褂捎趥鶆杖诉`約而蒙受損害的一方，在經(jīng)濟上能處于該合同得到履行時同等地位。另外還規(guī)定，一方違約，另一方有 義務采取一切合理的措施以減少違約造成的損失，否則本來可以合理避免的損 失，不能要求給以賠償。

（3）我國《涉外經(jīng)濟合同法》對損害賠償金額的確定，遵循兩個原則： A、當事人賠償責任應相當于另一方所受的損失。B、賠償責任不得超過違約方在訂立合同時應當預見到的因違反合同可能造成的 損失。

（4）《公約》對此也有規(guī)定、A、一方當事人違反合同應負的損害賠償額，應與另一方當事人因他違反合同而 遭受的包括利潤在內(nèi)的損失額相等。B、為限制守約方漫天要價，還規(guī)定了守約方可以得到的損害賠償”不得超過違反 合同一方在訂立合同時，按照他當時已知道或理應知道的事實和情況，對違反合 同預料和理應預料到的可能損失"

4、答：（1）大陸法對此規(guī)定得比較簡單。大陸法認為，只要合同一方當事人不 履行其合同義務時，對方就有權解除合同。

（2）英國法認為，一方違約構成違反要件，對方才可要求解除合同；如果一方 僅僅是違反擔保，對方只能請求損害賠償，而不能要求解除合同。美國法與英國 法的規(guī)定有些相似。

（3）《聯(lián)合國國際貨物銷售合同公約》認為，合同一方不履行義務構成根本性違

約，另一方有權解除合同。

（4）我國《涉外經(jīng)濟合同法》認為，一方違約，另一方在下列兩種情況下才能 要求解除合同：

A、違約必須導致嚴重影響訂立合同所期望的經(jīng)濟利益。

B、如果一方在合同規(guī)定的期限內(nèi)沒有履行合同義務，而且在被允許的推遲履行 的合理期限內(nèi)仍未履行，則守約方可要求解除合同義務。

5、答：（1）認真細致身后國外買方提出的單證和出證機構的合法性。（2）認真做好調(diào)查研究、弄清事實、分清責任。（3）要合理確定損失程度、金額、和賠付辦法。

6、答：（1）兩種辦法：

A、通過實際占有貨物的辦法行使停運權。

B、把行使停運權的要求通知占有貨物的承運人和貨物的保管人，但要按賣方的 指示處置貨物。

（2）未收貨款的賣方在行使停運權時要注意必須符合下列三個條件： A、賣方已經(jīng)喪失了對貨物的占有權。

B、賣方必須在買方無力償付時行使停運權。

C、賣方必須在貨物處于運輸過程中行使其停運權。

7、答：（1）賣方所交貨物不具備商銷品質(zhì)。（2）賣方所交貨物與合同說明不一樣。（3）賣方所交貨物不適合約定的特殊用途。（4）賣方所交貨物與憑樣成交時的品種不符。（5）賣方所交貨物與合同規(guī)定的品種不同。

（6）賣方所交貨物在數(shù)量上大于或小于合同規(guī)定的數(shù)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：國際貿(mào)易實務課后答案

P90 答：在簽訂合同時，沒有具體規(guī)定外商提供的設備規(guī)格、型號、性能、生產(chǎn)國別和制造日期，當產(chǎn)品與口頭協(xié)定的不符時，該國內(nèi)用戶無法向供應商要求索賠，起不到很好的法律保護作用； 也沒有規(guī)定品質(zhì)保證期、檢驗機構、檢驗標準和索賠期，該國內(nèi)用戶顯然簽訂了對自己極為不利的合同條款，購買了沒有品質(zhì)保障的產(chǎn)品。當產(chǎn)品出現(xiàn)質(zhì)量問題及需要維修時，因為沒有相關的規(guī)定，該國內(nèi)用戶不能很好地用法律保護自己的利益。我們從中學到，簽訂買賣合同時，應嚴格考慮到多方面的問題，明確產(chǎn)品品名條款及質(zhì)量條款等多方面的問題，充分了解對方的具體信息。在簽訂品名條款時應注意合理性、正確性及明確性。在簽訂品質(zhì)條款時，應對成交商品的質(zhì)量要求做出全面、確切的規(guī)定。訂立嚴格的買賣合同，有利于更好地保護自己的利益。

P128答：國際貨物的買賣中，合同的簽訂需慎重考慮。每一個貿(mào)易術語均有多種變形條款及規(guī)定，所以不能僅依靠一個貿(mào)易術語一筆帶過該合同中的裝運、滯期費、速遣費等問題，應明確規(guī)定各方的權責義務，以防引發(fā)爭議和糾紛。同時，對于確定國外裝運港時，應結合考慮裝運港的特殊因素，如有無直達班輪航線，港口和裝卸條件以及運費和附加費水平，有無冰封期等，再做出相應的規(guī)定。

總之，買賣雙方在明確裝運港時，通常都是從本身利益和實際需要出發(fā)，根據(jù)產(chǎn)、銷和運輸?shù)纫蛩乜紤]的。為了使裝運港和目的港條款頂?shù)煤侠恚覀儽仨殢亩喾矫婕右钥紤]，特別是國外港口很多，情況復雜，在確定國外裝運港和目的港時，應格外謹慎。

P160 答：保險公司拒絕是合理的，依照國際貿(mào)易術語解釋通則2010，CIF買賣雙方在海上運輸中的風險，是以貨在裝貨港裝上船為界限來劃分的。即貨物裝船前的風險由賣方承擔，裝船后的風險由買方承擔，所以貨物在裝船前對賣方具有的保險利益，裝船之后轉(zhuǎn)移到對買方具有保險利益。如上所述，不具備保險利益則得不到保險賠償，該案中，貨物損失發(fā)生在裝船以前，所以保險利益歸賣方，買方無保險利益，所以保險公司拒賠是有道理的。

P179答：事實表明，該公司經(jīng)辦人員復合人員工作粗枝大葉，責任心差，特別是該公司財會人員和中國銀行工作人員提出質(zhì)疑后，復合人員還一再堅持并無差錯，這件事，幸虧中間商非常誠實，尚未釀成太大經(jīng)濟損失，但對外卻造成不良影響。錯付傭金此類事件時有發(fā)生，值得我們今后注意。

P237

1、答：本案合同規(guī)定按信用證付款方式成交，而信用證是獨立于合同之外的一種自足的文件，在信用證付款條件下，銀行處于第一付款人的地位，他對受益人承擔獨立的責任。由于銀行開出的是不可撤消信用證，而且按一般慣例規(guī)定，銀行只管單證，不管貨物，當銀行通知買方付款贖單時，只要單證一致，作為開證申請人的買方就必須付款贖單。本案合同項下的買方，以上一批交貨質(zhì)量有爭議為由而拒絕向銀行付款贖單，是毫無道理的。因此，法院判決正確。

2、答：.不能。這是因為，與UCP600不同，ISP98明確規(guī)定了每次交單均具有獨立性，即受益人未能按期交單，并不影響下次交單。P253 答：（1）進口商的索賠無道理。（2）這個安全CFR條件下商品質(zhì)檢索賠問題，根據(jù)國際慣例，按CFR條件成交，買賣雙方的風險界點在裝運港的船舷，貨物在越過裝運港船舷以前的風險由賣方承擔，貨物越過船舷之后的風險由買方承擔；索賠是有期限的，超過索賠期限的索賠，對方有權拒絕；索賠是要有索賠依據(jù)的，索賠的商檢證書的開出地點機構應符合合同規(guī)定，否則有權拒絕。（3）結合本案例：

1、進口公司按期議付了貨款，表示我公司產(chǎn)品在目的港后本身沒有問題，也即說明產(chǎn)品的銹損發(fā)生在內(nèi)地，這風險已超過了裝運港的船舷，應由買方承提；

2、進口出具的商檢證書是某內(nèi)地的，并未按合同規(guī)定的在目的港檢驗，這不符合合同的規(guī)定；

3、合同中明確規(guī)定貨到目的港后30天內(nèi)檢驗，而進口公司卻在半年后才發(fā)來檢驗證書。憑以上三點：我國公司可拒絕進口客戶的索賠要求。

第三篇：國際貿(mào)易實務課后答案

Chapter5

Ⅰ FOB 班輪條件

FOB liner term 清關

customs clearance FOB 吊鉤下交貨

FOB Under Tackle平艙

trim 多式聯(lián)運

multimodal transport 船舷

ship’s rail 內(nèi)陸水運

marine navigation on inland waterway 理艙

stowing shipping space 卸貨費

discharge expense 投保

cover/procure/ effect/arrange insurance CFR 卸至岸上（含著陸費）

CFR Landed 班輪

liner ships 單據(jù)買賣

documentary sales/ buying and selling of documents CFR 艙底交貨

CFR Ex-ship’s Hold CFR 班輪條件

CFR liner terms 象征性交貨

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.該報價為FOB 的價格并含５％的傭金。

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 項下，“承運人”指在貨物運輸合同中承諾通過鐵路、公路、航空、海運、內(nèi)河水運或多式運輸?shù)确绞酵瓿韶浳镞\輸?shù)娜恕?/p>

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 項下，交貨地的選擇對貨物的裝船與卸載責任有影響。如果交貨地基于賣方，賣方有裝載責任。如果交貨地在其它地方，賣方對卸載沒有責任。

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 項下，賣方必須在約定的日期或期限內(nèi)，在指定的裝運港，按照該港習慣方式，將貨物交至買方指定的船只上。買方必須自貨物在指定的裝運港越過船舷之刻起承當貨物滅失或損壞的一切風險。

Chapter 6

Ⅰ

１.Sales by Seller’s／Buyer’s Sample

憑賣方樣品買賣／憑買方樣品買賣 ２.Reference ／Duplicate Sample

參考樣品／副樣 ３.Qulity Tolerance

品質(zhì)公差 ４.Counter Sample

對等樣品

５.More or Less Clauses

溢短裝條款 ６.Neutral Packing

中性包裝 ７.Customs Formality

報關手續(xù)

８.Inspection Certificate of Quality

質(zhì)量檢驗證書 ９.FDA

美國食品及藥物檢驗局 １０.Marking of Goods 商品標志 Ⅱ

１.毛重gross weight ２.理論重量theoretical weight ３.凈重net weight ４.約定皮重computed tare ５.公量conditioned weight ６.單位重量unit weight ７.含水量moisture content ８.習慣皮重customary tare ９.法定重量legal weight １０.實際皮重actual tare １１.從價稅ad valorem duty １２.平均皮重average tare １３.貨樣不符goods not equal to/in conformity with the sample １４.副產(chǎn)品by-products １５.國家質(zhì)量監(jiān)督校驗檢疫總局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油輪Oil tanker 定程租船Voyage Charter 滾裝船Ro ／Ro vessel 定期租船Time Charter 載駁輪LASH（Light Aboard Ship）光船租船Bare Boat Charter（BBC）船期表sailing schedule 租船合同charter contract 滯期費demurrage charge 班輪運價表liner freight rate schedule 速遣費dispatch money 選卸附加費additional on optional 直航附加費direct additional 轉(zhuǎn)船附加費transshipment surcharge 港口擁擠附加費Port Congestion Surcharge 運輸代理freight forwarder 包裹package 拼箱貨LCL（Less than container load）結匯settlement 整箱貨FCL（Full container load）空運單Air waybill 集裝箱貨運站container yard 裝運通知shipping notice 處置權right of disposal Partial shipment ／transshipment 分批裝船／轉(zhuǎn)運 Bill of lading 提單 Clean B ／L 清潔提單 Order B ／L 指示提單

Combined transport B ／L 聯(lián)合運輸提單 Blank B／L 空白提單 Straight B／L 記名提單 Through B ／L 聯(lián)運提單 Liner B／L 班輪提單

Ante-dated B ／L 倒簽提單 Advanced B／L 預借提單

Consignment note 陸運或鐵路運輸通知 Blank endorsement 空白背書 IATA 國際航空運輸協(xié)會

Combined transport documents 多式聯(lián)運單據(jù) FCL ／LCL 整箱交／拆箱接 Ⅱ １.√ ２.√ ３.√ ４.× ５.× ６.√ 7.× Ⅲ

１.海運提單上列出了承運人和托運人之間的權利和義務。

２.班輪公司通常把航海時間表登載在報紙上或者分發(fā)給托運人。３.在多式聯(lián)運提單上，卸貨港應該是提單許可的中轉(zhuǎn)碼頭。

４.集裝箱收費是多種多樣的。例如附加費，總費率的確定是基本費率加上附加費率。

５.集裝箱的好處在于： 方便處理貨物，減少盜竊，減少暴露，節(jié)約裝船成本。

Chapter 8

投保人insured 共同海損general average 投保金額insured amount 外來風險extraneous risks 保險單insurance policy 推定全損constructive total lost 海上風險perils of sea 施救費用 sue and labor expenses 救助費用salvage charges 意外事故fortuitous accidents 承保人insurer 單獨海損particular average 保險費insurance premium 航空運輸貨物戰(zhàn)爭險air transportation war risk 陸運險land transportation risks 陸運一切險land transportation all risks 估損費用risk estimation charges 航空運輸一切險air transportation all risks Ocean marine insurance 海運保險 War risks 戰(zhàn)爭險 Basic risks coverage 基本險種 Insured amount 投保金額

T.P.N.D 偷盜、失竊、提貨不著險 Taint of ordr 竄味險

Overland transportation insurance 陸上運輸保險 Parcel post insurance 郵寄包裹保險 Free from particular average平安險 Additional risks coverage 附加險別

Fresh water and ／or rain damage 淡水雨淋險 With particular average 水漬險 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.從廣義上來講，海運保險的可保風險應包括貨物在海上運輸中可能的損失和損壞。

２.戰(zhàn)爭條款是保單中的一項條款，用以保因戰(zhàn)爭引起損失的風險。

３.保險應包括水漬險、偷盜失竊及提貨不著險和戰(zhàn)爭險。保險金額為CIF 價的110％。

如果發(fā)生賠付，賠付地為紐約，賠付款以美元計價。

４.倉至倉保險所承保的風險包括從貨物因運輸目的而離開倉庫起經(jīng)運輸期間以及到達目的地倉庫（或者到期日前１５ 天）為止，這段時間內(nèi)產(chǎn)生的風險。

５.如果保險人所投保的風險發(fā)生以至產(chǎn)生實際損失，托運人應該向保險人出示單證以取得賠償。

Chapter10

信用狀況

credit standard 遠期信用證time L ／C,usance L ／C 通知銀行advising bank 信用證有效期the maturity of L ／C 交付運單delivery of B ／L 支付保障條款confirmation of credit 支付結算payment and settlement 申請人與受益人applicant and beneficiary 國際保理international factoring Ⅱ irrevocable letter of credit 不可撤銷信用證 confirmed L ／C 保兌信用證

revocable letter of credit 可撤銷信用證 sight draft 即期匯票

commercial bill of exchange 商業(yè)匯票 time draft 遠期匯票

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 的全稱是跟單信用證或單證信用證。

信用證是銀行開出的支付承諾。一旦供應商／出口商／銷售者達到信用證條款要求，銀行將替買方／進口者支付預定金額。信用證更正式的名稱是單證信用證，因為銀行處理的是單證而非實物。

既然其正式名稱為單證信用證，信用證上所列的條款都涉及在指定時間內(nèi)出示指定單證。不同的信用證中買方所要求的單證是不同的，但至少會包括一張發(fā)票和一張?zhí)釂巍Ｆ渌膯巫C包括： 原產(chǎn)地證明、領事發(fā)票、保險單證、檢驗單以及其他單證。

第四篇：國際貿(mào)易實務課后答案

國際貿(mào)易實務 導論

1、國際貿(mào)易業(yè)務有哪些特點？了解這些特點對我國企業(yè)從事國際商務活動有何實際意義？

國際貿(mào)易的主要特點：

1、國際貿(mào)易屬于跨國交易，情況錯綜復雜；

2、國際貿(mào)易線長面廣，中間環(huán)節(jié)多；

3、國際貿(mào)易風險大，不穩(wěn)定性 高；

4、國際市場商戰(zhàn)不斷，競爭激烈。

2、進出口貿(mào)易業(yè)務的基本流程包括哪些環(huán)節(jié)？在各環(huán)節(jié)應注意哪些事項？

出口貿(mào)易的基本流程：（1）出口交易前的準備工作階段（2）交易 磋商和簽訂合同階段（3）出口合同履行階段 進口貿(mào)易的基本流程：（1）進口交易前的準備工作階段（2）交易 磋商和簽訂進口合同階段（3）進口合同的履行階段

3、了解國際貿(mào)易交易過程中所適用的法律和國際貿(mào)易慣例對從事國 際貿(mào)易有何作用？

了解所適用的法律可以保證國際貿(mào)易的順利進行，使國際貿(mào)易順利進行，使國際貿(mào)易得到法律的承認和保護；而國際慣例的運用，有利于國際貿(mào)易中的各個環(huán)節(jié)相互銜接，從而促進國際貿(mào)易正常有序的進行和確保其可持續(xù)發(fā)展。

4、在我國現(xiàn)行的法律中所涉及的有關國際貿(mào)易的國內(nèi)法較多，請簡要作一介紹。目前我國的國內(nèi)法所涉及的有關國際貿(mào)易的主要法律有：（1）關于使用國際貨物買賣的國內(nèi)立法：《中華人民共和國合同法》（2）關于適用于國際貨物運輸與保險的國內(nèi)立法：《中華人民共和國海商法》（3）關于適用于國際貨款收付的國內(nèi)立法：《中華人民共和國票據(jù)法》（4）關于適用于對外貿(mào)易管理的國內(nèi)立法：《中華人民共和國對外貿(mào)易法》、《中華人民共和國海關法》、《中華人民共和國進出口商品檢驗 檢疫法》（5）關于適用于國際商事仲裁的國內(nèi)立法：《中華人民共和國仲裁法》

5、如何正確理解國際貿(mào)易慣例？它與國際貿(mào)易條約有何異同點？國際貿(mào)易慣例一般是指國際貿(mào)易業(yè)務中，經(jīng)過反復實踐形成的，并 經(jīng)過國際組織加以解釋和編撰的一些行為規(guī)范和習慣做法。國際貿(mào)易慣例和國際貿(mào)易條約是兩個不同的概論，其不同點主要的 有以下幾條：

一、前者屬各國在國際貿(mào)易中普遍采取的做法，且這種 做法具有時間上的連續(xù)性和次數(shù)上的反復性，已被各國接受和承認。后者則是兩個或多個國家和地區(qū)之間以條約的形式達成某種貿(mào)易協(xié)議，其效力只在締約國之間有效；

二、前者不是書面的規(guī)則，后者則屬書面的規(guī)則；

三、在國際法上，條約的效力高于慣例的效力；

四、對于前者，各個國家都有遵守的義務，對于條約，非締約國沒有遵守的義務；

五、一般是慣例產(chǎn)生的時間要早于條約的時間，條約往往是對慣例的重要肯定。相同點有以下幾條：

一、都具有國際法上的效力，可以作為國際法院判決的根據(jù)；

二、慣例如果被條約采用，則轉(zhuǎn)化為條約的內(nèi)容；

三、都屬于國際貿(mào)易方面的規(guī)則。

6、簡要介紹目前常見的國際貿(mào)易慣例。（1）國際貿(mào)易術語方面：

1、《2000年國際貿(mào)易術語解釋通則》

2、《1932年華沙—牛津規(guī)則》

3、《美國對外貿(mào)易定義修正本》（2）國際貨款的收付方面：

1、《跟單信用證統(tǒng)一慣例》

2、《托收統(tǒng) 一規(guī)則》（3）運輸和保險方面：

1、《倫敦保險協(xié)會貨物保險條款》

2、《國際 貨物運輸保險條款》

3、《約克—安特衛(wèi)普規(guī)則》（4）國際仲裁方面：《聯(lián)合國國際貿(mào)易法委會仲裁規(guī)則》第一章國際貿(mào)易術語 思考題：

1、什么是貿(mào)易術語？ 國際貿(mào)易術語又稱價格術語。國際貿(mào)易中，買賣雙方所承擔的義務，會影響到商品的價格。在長期的國際貿(mào)易實踐中，逐漸形成了把某些和價格密切相關的貿(mào)易條件與價格直接聯(lián)系在一起，形成了若干種 報價的模式。每一模式都規(guī)定了買賣雙方在某些貿(mào)易條件中所承擔的 義務。用來表明這種義務的術語，稱之為貿(mào)易術語。

2、有關貿(mào)易術語的國際貿(mào)易慣例有哪些？（1）《1932年華沙—牛津規(guī)則》（2）《1941年美國對外貿(mào)易定義修訂本》（3）《2000年國際貿(mào)易術語解釋規(guī)則》

3、試比較FOB、CFR和CIF三種術語的異同。

1、FOB(FreeOnBoard)裝運港船上交貨(?定裝運港)。指賣方應在 規(guī)定的裝運期限內(nèi)在指定裝運港將貨物交付至買方指定的船上，并負擔貨物越過船舷以前的一切費用和貨物滅失或損壞的風險。適用于海運及內(nèi)河航運。

2、CFR(CostandFreight?namedportofdestination)，即成本加運費(指定目的港)指賣方負責租船或訂艙，支付運費，在合同中規(guī)定的裝運期限內(nèi)在裝運港將貨物交付至運往指定目的港的船上，負擔貨物越過船舷以前的一切費用和貨物滅失或損壞的風險。

3、CIF(CostInsuranceandFreight)即成本加保險費、運費(?指定目的港)指賣方負責租船或訂艙，支付從裝貨港至目的港的運費，辦理貨運保險，支付保險費，在合同規(guī)定的裝運期限內(nèi)在裝運港將貨物交付至運往指定目的港的船上，負擔貨物越過船舷以前的一切費用和貨物滅失或損壞的風險。FOB、CFR、CIF的異同比較：(1)相同點：①運輸方式相同：都只適用于水上運輸②交貨地點：裝 運港口③風險轉(zhuǎn)移的界限：都是以裝運港越的船舷為界限(2)不同點：①賣方義務不同②費用承擔不同③價格構成不同

4、試比較CIF和DES的異同。DES和CIF在主要價格構成上有相同之處，即貨價中都包含運費 和保險費。但買賣雙方在貨物交接手續(xù)、費用和風險責任劃分上不同。主要表現(xiàn)在以下四個方面：（1）CIF是象征性交貨，買方應憑單付款；DES是實際交貨。賣方必 須把貨物置于買方實際控制之下，買方才有責任付款。（2）費用和風險的責任劃分不同。CIF以裝運港船舷為界；而DES以在目的港實際交貨后為責任轉(zhuǎn)移的界限。（3）保險性質(zhì)不同。CIF中賣方辦理保險是一種義務，應按合同或慣例規(guī)定履行；而DES賣方是為自己買保險，不構成一種義務。（4）CIF合同為裝運合同，只規(guī)定裝運時間；DES合同為交貨合同。必須規(guī)定到貨時間。練習題

一、不定項選擇題：

1、A2、C3、A4、D5、ABD6、ABC7、BCD8、CD

二、判斷題

1、×

2、√

3、√

4、√

5、√

6、×

7、×

8、×

9、× 第一章補充題：

一、判斷題(×)1．在采用FOB術語成交，利用程租船運輸?shù)拇笞谪浳锏慕灰字校绻u方不愿意承擔裝船費用，可選擇FOBStowed和FOBTrimmed。(×)2．FOBunderTackle是指賣方承擔貨物裝入船艙、脫離吊鉤為止的一切費用和風險。(√)3．按FCA術語成交，應由買方訂立運輸合同或指定承運人。按慣例，當賣方被要求協(xié)助訂立運輸合同時，只要買方承擔費用和風險，賣方也可以辦理。(√)4．《華沙一牛津規(guī)則》是國際法協(xié)會專門為解釋CIF合同而制定的。(×)5．在CIF條件下由賣方負責辦理貨物運輸保險，在CFR條件下是由 買方投保，因此，運輸途中貨物滅失和損失的風險，前者由賣方負責，后者由買 方負責。(×)6．采用CFR、CIF術語成交，合同中只規(guī)定裝運期或交貨期；而采用 CPT、CIP術語，合同中不但要規(guī)定裝運期，還要規(guī)定貨物到達目的地的期限。(×)7．按照《2000年通則》的解釋，CIP、CPT與FCA的相同之處表現(xiàn) 在當事人的責任相同。(√)8．按照《2000年通則》的解釋，F(xiàn)AS、DES、DEQ貿(mào)易術語中，僅適 用于水上運輸方式。

二、簡答題 1．你如何理解國際貿(mào)易慣例對合同當事人的約束力問題？ 答：貿(mào)易慣例不同于法律，它本身對當事人沒有法律那樣的強制的約束力，當事人可以在合同中作出某些與慣例不符的規(guī)定，以排除慣例的約束力。但是慣例對于指導業(yè)務實踐，規(guī)范貿(mào)易行為又具有重要作用。這體現(xiàn)在，一方面，如果雙方都同意采用某種慣例來約束該項交易，并在合同中作出明確規(guī)定時，那么這項約定的慣例就具有了強制性。許多大宗交易的合同中也都作出采用何種規(guī)則的規(guī)定，這有助于避免對貿(mào)易術語的不同解釋而引起的爭執(zhí)。另一方面，如果雙方在合同中既未排除，也未注明該合同適用某項慣例，在合同執(zhí)行中發(fā)生爭議時，受理該爭議案的司法或仲裁機構也往往會引用某一國際貿(mào)易慣例進行判決或裁決。2．為什么不宜將CIF稱作“到岸價”？ 答：在實際業(yè)務部門，有些人習慣稱CIF為“到岸價”，這種叫法容易使人產(chǎn)生誤解，誤以為在CIF條件下賣方要承擔將貨物運到目的港的所有責任、費用和風險，其實，按CIF條件成交時，賣方仍是在裝運港完成交貨，賣方承擔的風險也是在裝運港裝船時，貨物越過船舷以前的風險，越過船舷以后的風險仍由買方承擔。還有，貨物裝船后產(chǎn)生的除運費、保險費以外的費用也要由買方承擔。3．怎樣理解CFR條件下裝船通知的特殊重要性？ 答：按照CFR條件達成的交易，賣方需要特別注意的問題是，貨物裝船后必須及時向買方發(fā)出裝船通知，以便買方辦理投保手續(xù)。根據(jù)一般的國際貿(mào)易慣例，以及有些國家的法律規(guī)定，如果賣方未向買方發(fā)出裝船通知，使買方未能辦理貨物保險，那么，貨物在海運途中的風險被視為賣方負擔。這就是說，如果貨物在運輸途中遭受損失或滅失，由于賣方未發(fā)出通知而使買方漏保，那么賣方就不能以風險在船舷轉(zhuǎn)移為由免除責任。由此可見，盡管在FOB和CIF條件下，賣方裝 船后也應向買方發(fā)出通知，但CFR條件下的裝船通知卻具有更為重要的意義。

第二章標的物及相關條款 思考題：

1、在買賣合同中為什么規(guī)定商品名稱？規(guī)定品名條款時應注意哪些事項？ 由于進入國際貿(mào)易領域的商品種類繁多，即使是同一種商品，亦可因品種、品質(zhì)、產(chǎn)地、花色、外形設計、型號等不同而千差萬別，因 此需要規(guī)定商品的名稱。注意事項：（1）商品的品名必須做到內(nèi)容明確、具體（2）商品的品名必須實事求是，切實反映商品的實際情況（3）商品的品名要盡可能地使用國際上通用的名稱（4）確定品名時應適當?shù)剡x用合適的 名稱（5）確定品名時還應考慮其與運費的關系

2、表示商品品質(zhì)的方法有哪些？試從法律角度說明品質(zhì)條款的重要 性。表示商品品質(zhì)的方法：（1）以實物表示商品品質(zhì)：

1、看貨買賣

2、憑樣品買賣（2）以說明表示商品品質(zhì)：

1、憑規(guī)格買賣

2、憑等級買賣

3、憑標準買賣

4、憑說明書和圖樣買賣

5、憑商標或牌號買賣

6、憑產(chǎn)地名稱買賣

3、什么叫溢短裝條款？為什么在某些商品的買賣合同中要規(guī)定溢短裝條款？ 溢短裝條款（MoreorLessClause）是指在礦砂、化肥、糧食、食糖等大宗散裝貨物的交易中，由于受商品特性、貨源變化、船艙容量、裝載技術和包裝等因素的影響，要求準確地按約定數(shù)量 課 后 答 案 網(wǎng)

w ww.k hd aw.com 交貨，有時存在一定困難，為了使交貨數(shù)量具有一定范圍內(nèi)的靈活性和便于履行合同，買賣雙方可在合同中合理規(guī)定可以多裝或少裝的機動幅度，即數(shù)量增減條款或溢短裝條款。

5、什么叫條形碼？在包裝上采用條形碼有意義？ 條形碼是一組按特定編碼規(guī)則排列起來的，粗細不等、黑白相間的平行線條，可以利用專用的光電掃描讀碼裝置轉(zhuǎn)換為一定的脈沖信 號，并解讀為一定的數(shù)字或字母，標示生產(chǎn)國、制造商、商品名稱、生產(chǎn)日期、圖書分類號、郵件起止地點、類別、日期等各種信息的特殊代碼語言。條形碼在零售商業(yè)中，對于結算打單、縮短顧客等待時間、加快服 務，以及盤點存貨、提高管理效益等方面，都有著良好的功能。采用 這種技術，有利于發(fā)展國際貿(mào)易和實現(xiàn)現(xiàn)代化經(jīng)營管理。

6、在國際貿(mào)易買賣合同中，關于進出口商品的檢驗時間和地點通常 有哪幾種規(guī)定方法？（1）在出口國檢驗（2）在進口國檢驗（3）出口國檢驗、進口國復驗（4）裝運港（地）檢驗重量、目的港（地）檢驗品質(zhì) 練習題

一、不定項選擇題：

1、A2、B3、B4、B5、ABC6、C7、BC8、D

二、判斷題

1、×

2、√

3、×

4、×

5、×

6、×

第四章國際貨物運輸 思考題：

1、簡述保險的基本原則，并說明進出口貨物為什么要投保運輸險？ 基本原則：（1）可保利益原則（2）最大誠信原則（3）補償原則現(xiàn)代國際貿(mào)易總量的80%是通過海上運輸完成，而海上運輸?shù)囊粋€ 缺點就是風險太大，這種不確定性會對企業(yè)的經(jīng)營產(chǎn)生不良影響，通 過保險，保險公司對貨物遭受保險事故造成的損失和產(chǎn)生的責任負責賠償，因此有必要投保運輸險。

2、在海運貨物保險中，保險公司承擔的損失和費用有哪些？ 保險公司承擔的損失：（1）全部損失與部分損失（2）共同海損與 單獨海損 保險公司承擔的費用：（1）施救費用（2）救助費用

3、何謂實際全損、何謂推定全損？二者有什么區(qū)別？ 實際全損也稱“絕對全損”“或?qū)嶋H海損”也是“推定全損”的對稱，即保險財產(chǎn)在物質(zhì)形式或經(jīng)濟價值上已完全滅失的損失。實際全損主要有下列四種情形：（1）保險標的已遭毀滅；（2）保險標的屬性上的毀滅，原有的商業(yè)價值已不復存在；（3）被保險人已不能恢復其所喪失的所有權，如船舶與貨物被捕獲或扣押后釋放無期，或已被沒收；（4）船舶失蹤已達一定時期，則可視作全損。被保險人如果遭遇實際全損，即由保險人按保險金額全部賠付。推定全損：指實際全損已不可避免，或受損貨物殘值，如果加上 課 后 答 案 網(wǎng)

w ww.k hd aw.com 施救、整理、修復、續(xù)運至目的地的費用之和超過其抵達目的地的價值時，視為已經(jīng)全損。

4、共同海損與單獨海損的區(qū)別是什么？（1）在造成的損失原因上，共同海損是為了解除或減輕承保風險人為造成的一種損失；而單獨海損是由承保風險所直接造成的船、貨損失。（2）在損失的承擔上，共同海損行為所做出的犧牲或引起的特殊 費用，都是為使船主、貨主和承運方不受損失而支出的，因此不管其大小如何，都應由船主、貨主和承運方各方所獲救的價值，以按一定的比例分擔。這種分攤叫共同海損的分攤。

5、我國海運貨物運輸保險的險別是如何規(guī)定的？“倉至倉”條 款是如何定義的？ 我國海運貨物運輸保險的險別：（1）平安險：被保險貨物在運輸途 中由于惡劣氣候、海嘯等自然災害造成整批貨物的全部損失或推定損 失；（2）水漬險：水漬險的責任范圍比平安險大，水漬險還負責被保險貨物由于惡劣氣候、雷電等自然災害所造成的部分損失；（3）一切險：是三種基本險中責任范圍最大的險種，它還負責被保險貨物在運輸途中由于外來原因所致的部分或全部損失。“倉至倉”條款是關于保險公司承擔保險責任起訖時間的條款。是指保險公司的責任從被保險貨物運離保險單所載明的起運港(地)發(fā)貨人倉庫開始，一直到貨物到達保險單所載明的目的港(地)收貨人的倉庫時為止。課 后 答 案 網(wǎng)

w ww.k hd aw.com

6、簡述我國陸運、空運與郵包運輸保險對于險別和保險責任起訖的規(guī)定。陸運險：保險公司對陸運險的承包范圍大致相當于海運貨物保險中的“水漬險”；保險責任的起訖期限是與海洋運輸貨物保險的倉至倉條款基本相同，是從被保險貨物遠離保險單所載明的啟運地發(fā)貨人的倉庫或儲存儲所開始運輸時生效。空運險：保險公司對陸運險的承包范圍大致相當于海運貨物保險中 的“水漬險”；保險責任的起訖期限是與海洋運輸貨物保險的倉至倉條款基本相同。郵包運輸保險：基本險別有郵包險和郵包一切險；保險責任是自被 保險郵包離開保險單所載起運地點寄件人的處所運往郵局時開始生 效，直至該項郵包運達保險單所載明的目的地郵局，自郵局發(fā)出到貨 通知給收件人的當日午夜起算，滿15天為止。練習題

一、不定項選擇題：

1、D2、D3、B4、ABCDE5、ABCD6、ABC7、ABCD

二、判斷題

1、√

2、×

3、×

4、×

5、×

6、×

7、×

由匯票持票人持銀行及其匯票前往銀行辦理提款手續(xù)。（4）流通性不同：票匯業(yè)務中的匯票可以轉(zhuǎn)讓，而電匯和信匯均不可轉(zhuǎn)讓。（5）銀行對匯款資金的可利用程度不同：電匯可利用時間最短，信匯次之，票匯可利用時間最長。（6）匯費不同：電匯費率最高，信匯、票匯費率均低得多。匯付的熱點：（1）匯付屬于商業(yè)信用（2）風險大（3）資金負擔不平衡（4）手續(xù)簡便，費用低廉。

3、什么是托收？付款交單與承兌交單有何異同？采用托收結算方式時，應該注意哪些方面？ 托收是由賣方（債權人）開立匯票，委托出口地銀行通過在國外的 分行或代理行，向買方（債務人）收取貨款或勞務費用的一種結算方 式。它屬于商業(yè)信用。付款交單是代收行收到單據(jù)后立即向進口人提示匯票和單據(jù)，如果 單據(jù)合格，進口人應立即承兌匯票，并在付款到期日向代收行付款，代收行在收妥票款后向進口人交單。承兌交單是指在使用遠期匯票收款時，當代收行或提示行向進口人提示匯票和單據(jù)，若單據(jù)合格進口人對匯票加以承兌時，銀行即憑進口人的承兌向進口人交付單據(jù)。俟匯票到期，進口人再向代收行付款。采用托收結算方式時，應該注意：（1）根據(jù)進口人的資金情況、經(jīng)營作風等法定交單條件，采用承兌交單時應特別慎重；（2）了解進口國貿(mào)易管制和外匯管制方面的政策、法律及有關商業(yè)習慣，以防意外 課 后 答 案 網(wǎng)

w ww.k hd aw.com 情況發(fā)生；（3）做好單證工作，以免意外情況發(fā)生。

4、什么叫信用證？信用證有何特點？跟單信用證的結算程序如何？ 信用證是一種銀行開立的有條件地承諾付款的書面文件。信用證的特點表現(xiàn)在：（1）信用證交易的獨立性（2）信用證交易的單據(jù)性（3）銀行提供信用 跟單信用證的結算程序：1.買賣雙方在貿(mào)易合同中規(guī)定使用跟單信 用證支付。2.買方通知當?shù)劂y行（開證行）開立以賣方為受益人的信用證。3.開證行請求另一銀行通知或保兌信用證。4.通知行通知賣方，信用證已開立。5.賣方收到信用證，并確保其能履行信用證 規(guī)定的條件后，即裝運貨物。6.賣方將單據(jù)向指定銀行提交。該銀 行可能是開證行，或是信用證內(nèi)指定的付款、承兌或議付銀行。7.該銀行按照信用證審核單據(jù)。如單據(jù)符合信用證規(guī)定，銀行將按信用 證規(guī)定進行支付、承兌或議付。8.開證行以外的銀行將單據(jù)寄送開 證行。9.開證行審核單據(jù)無誤后，以事先約定的形式，對已按照信用證付款、承兌或議付的銀行償付。10.開證行在買方付款后交單，然后買方憑單取貨。

5、銀行保函方式中各當事人的關系如何？常見的銀行保函有哪些？ 銀行保函業(yè)務中主要設計的當事人有三個：委托人、受益人和擔保銀行，此外，優(yōu)勢還有通知行和保兌行等。常見的銀行保函： 課 后 答 案 網(wǎng)

w ww.k hd aw.com（1）銀行進口保函：

1、成套設備進口即期付款保函

2、成套設備進口遠期付款保函

3、租賃保函

4、加工裝配保證（2）銀行出口保函：

1、投標保函

2、履約保函

3、還款保函

4、維修保函、質(zhì)量保函。

6、國際保理業(yè)務的優(yōu)勢和劣勢何在？ 優(yōu)勢：（1）風險保障（2）增加營業(yè)額（3）簡化手續(xù)（4）節(jié)約成 本 劣勢：（1）國際保理商的風險較大（2）出口商的保理費用較高（3）對于商品質(zhì)量、運輸?shù)确矫娴脑蛟斐傻馁I賣雙方的糾紛以致引起拒付，保理商只能等待進出口雙方自行解決或通過仲裁機構解決。練習題

一、不定項選擇題：

1、B2、D3、B4、D5、B6、C7、C8、D9、BC10、ABC

二、判斷題

1、√

2、×

3、×

4、×

5、√

6、×

7、×

8、√

9、×

第八章國際商務談判 思考題：

1、為什么國際商務談判非常重要？談判前應做哪些準備？ 國際商務談判，是指在對外經(jīng)濟貿(mào)易中，買賣雙方為了達成某筆交易就交易的各項條件進行協(xié)商的過程。商務談判具有一般貿(mào)易洽談的共性，又具有談判的特殊性，凡是涉及有關交易的價格和其他交易 條件，都通過談判予以確定，談判結果直接關系國家和企業(yè)的利益，因此非常重要。準備工作：（1）談判班子的組成（2）資料的收集和準備（3）談判環(huán)境的選擇與安排（4）確定談判目標

2、國際商務談判前需要做哪些組織工作？如何選配精明強干的 洽談人員？ 為保證洽商交易的順利進行，選配洽談人員至關重要。其中包括：（1）談判人員的素質(zhì)：必須熟悉我國對外經(jīng)濟貿(mào)易方面的政策、掌 握洽商交易中的商務知識、熟悉涉外法律、熟練掌握外語、具有較高的政治、心理素質(zhì)和策略水平。（2）談判班子的規(guī)模和結構：一支談判隊伍應包括技術人員、商務人員、法律人員、財務人員、翻譯人員（3）談判人員的分工：通常談判人員分三個層次，第一層次的主談人、第二層次的人員、第三層次的人員。

3、試比較世界各國商人的商務談判風格。（1）美國人： 在美國歷史上，大批拓荒者曾冒著極大的風險從歐洲來美洲，尋 課 后 答 案 網(wǎng)

w ww.k hd aw.com 求自由和幸福。頑強的毅力和樂觀向上勇于進取的開拓精神，使他們在一片完全陌生的土地上建立了新的樂園。他們性格開朗、自信果斷，辦事干脆利落，重實際，重功利，事事處處以成敗來評判每個人，加上美國人在當今世界上取得的巨大經(jīng)濟成就，這就形成了美國商人獨特的談判風格。特點為：１、干脆直爽，直截了當。２、重視效率，追求實利。３、全盤平衡，一攬子交易。（2）德國人： 德國人的民族特點是倔強、自信。他們辦事謹慎，富有計劃 性。他們敬業(yè)精神很強，工作重視效率、追求完美。德國能在短短幾十年內(nèi)在世界經(jīng)濟中再度崛起，是同他們這種自強不息的民族奮斗精 神分不開的。特點為：１、嚴謹認真，準備周密。２、缺乏妥協(xié)性和 靈活性。

3、誠實守約，重視合同的履行。（3）日本人： 日本人深受中國傳統(tǒng)文化的影響，儒家思想道德意識已深深 地沉淀于日本人內(nèi)心的深處，并在行為方式上處處體現(xiàn)出來。日本是一個島國，資源缺乏，人口密集，具有民族危機感。這就使日本人養(yǎng)成了進取心強，工作認真，事事考慮長遠影響的性格。他們慎重、禮貌、耐心自信地活躍在國際商務談判的舞臺上。特點為：１、講究禮節(jié)，彬彬有禮地討價還價。２、注重建立和諧的人際關系。３、商品的質(zhì)量至關重要。（4）韓國人： 韓國是一個自然資源匱乏，人口密度很大的國家。韓國以“貿(mào) 課 后 答 案 網(wǎng)

w ww.k hd aw.com 易立國”，近幾十年經(jīng)濟發(fā)展較快。韓國商人在長期的貿(mào)易實踐中積累了豐富的經(jīng)驗，常在不利于己的貿(mào)易談判中占上風，被西方國家稱為“談判的強手”。特點為：１、進行充分的咨詢準備工作。２、注重禮儀，創(chuàng)造良好的談判氣氛。３、巧妙地運用談判技巧。（5）阿拉伯人： 由于地理、宗教和民族等問題的影響，阿拉伯人以宗教劃派，以部落為群。他們性情固執(zhí)，比較保守，家族觀念等級觀念很強，不 輕易相信別人，整個民族具有較強的凝聚力。特點是：１、先交朋友，后談生意。２、對討價還價情有獨鐘。３、通過代理商進行商務談判。

4、商務談判過程有哪些環(huán)節(jié)？試根據(jù)自己的親身經(jīng)歷舉例說明 這些環(huán)節(jié)。談判環(huán)節(jié)：（1）導入階段（2）摸底階段（3）報價階段（4）磋商 階段（5）妥協(xié)階段（6）成交階段

5、在商務談判中讓步的基本原則和方法是什么？如果談判雙方 在價格上出現(xiàn)僵局，應采取什么方法來化解僵局？ 讓步的原則：（1）不要做無謂的讓步，應體現(xiàn)對我方有利的宗旨。（2）在我方認為重要的問題上要力求對方先讓步，而在較次要的問題上，根據(jù)情況需要可考慮先做讓步。（3）考慮做出讓步時要慎重，不能隨便。（4）一次讓步的幅度不要過大，節(jié)奏不宜太快，應做到步步為營。讓步方法：（1）由高到低，然后又微高的讓步方式（2）先高后低，然后又拔高的讓步方式（3）等額地讓出可讓利益的讓步方式（4）課 后 答 案 網(wǎng)

w ww.k hd aw.com 小幅度遞減的讓步方式 練習題

一、不定項選擇題：

1、A2、B3、B4、B5、D6、D7、BCD

二、判斷題

1、√

2、√

3、×

4、√

5、×

6、×

而且增加出口人的資金負擔，不利于資金周轉(zhuǎn)。

2、寄售貨物的貨款回收較緩慢，一旦代銷人不遵守協(xié)議時，可能遭到貨、款兩空的危險。

6、參加展覽會對企業(yè)有何意義？（1）宣傳產(chǎn)品和服務（2）了解市場（3）擴大銷售 練習題：

一、不定項選擇題：

1、B2、AC3、AC4、ABC

二、判斷題

1、×

2、√

3、√

4、√

5、√ 課 后 答 案 網(wǎng)

w ww.k hd aw.com 第十二章現(xiàn)代國際貿(mào)易方式 思考題：

1、試比較來料加工與進料加工有何異同點？ 相同點：

1、原料都來自國外，成品一般情況下都在國外銷售；

2、加工目的相同，都是為了賺取外匯；

3、料件進口都屬于保稅貨物；

4、料件進口都免繳進口許可證(易制毒化學品,能夠制造化學武器的化工品,消耗臭氧層物質(zhì)除外)，一般情況下進口時免稅(部分進料加工不是全額保稅,按比例征稅,稅款先征后退)；

5、均實行合同登記備案，設立保證金臺賬；

6、都要辦理海關核銷，都是在一年內(nèi)返銷出口。不同點： 1.來料是屬于一筆交易或有關聯(lián)的交易；進料是兩筆或多筆交易； 2.來料加工雙方是委托加工關系，進料是買賣關系； 3.來料加工由委托方?jīng)Q定加工品種和技術要求，而進料加工是由我方自定加工品種和技術要求； 4.來料加工我方不負責產(chǎn)品銷售，只收取工繳費，進料加工我方自行銷售成品，自負盈虧，賺取利潤； 5.來料加工免交進口許可證，進料加工不免，出口時需要繳納出口許可證。

2、何謂境外加工貿(mào)易？開展境外加工貿(mào)易應注意哪些事項？ 課 后 答 案 網(wǎng)

w ww.k hd aw.com 境外加工貿(mào)易是指我國企業(yè)以現(xiàn)有技術、設備投資，在境外以加工裝配的形式，帶動和擴大國內(nèi)設備、技術、零配件、原材料出口的國際經(jīng)貿(mào)合作方式。在開展境外加工貿(mào)易時，要注意相關風險的分析和風險防范手段的選擇。

3、補償貿(mào)易的做法有哪些？其合同一般包括那些內(nèi)容？ 補償貿(mào)易是指國外廠商提供或利用國外進出口信貸進口生產(chǎn)技 術和設備，有我方企業(yè)進行生產(chǎn)，以返銷其產(chǎn)品的方式分期償還對方技術、設備價款或信貸本息的貿(mào)易方式。補償貿(mào)易的形式：

1、產(chǎn)品返銷又稱回購貿(mào)易或簡稱返銷

2、商品換購,統(tǒng)稱互購

3、多邊補償 或叫轉(zhuǎn)手補償。合同的內(nèi)容應包括：引進設備的名稱、規(guī)格、型號、性能、技術 規(guī)范、安裝、培訓、信貸條件以及產(chǎn)品回購的具體措施等。

4、簡述對等貿(mào)易的含義和特點。對等貿(mào)易也稱對銷貿(mào)易或反向貿(mào)易，是買方承擔向買方購買同等價值商品或勞務的貿(mào)易方式。一般認為這是一種以貨物或勞務(包括工業(yè)產(chǎn)權和專有技術等無形財產(chǎn))作為償付貸款手段的一種貿(mào)易方式。它把進口和出口結合起來，組成相互聯(lián)系的整體交易，交易雙方都有進有出，并求得各自的收支基本平衡。

5、BtoB的電子商務能給企業(yè)帶來哪些好處？（1）降低采購成本（2）減少庫存（3）縮短產(chǎn)品設計和生產(chǎn)周期（4）降低營銷成本（5）令客戶更滿意（6）創(chuàng)造新的商業(yè)機會 課 后 答 案 網(wǎng)

w ww.k hd aw.com

6、電子商務在我國外貿(mào)企業(yè)中的作用是如何體現(xiàn)的？ 電子商務將對人類社會生活產(chǎn)生重大影響，也必將對我國傳統(tǒng)產(chǎn)業(yè)的改造和提升發(fā)揮積極的推進作用：

1、巨大的市場孕育著無限的商機：因特網(wǎng)的迅速發(fā)展使之成為繼傳統(tǒng)市場之后的又一個巨大市場，這一市場突破了國界與疆域，正在地球上形成一個新的大陸。企業(yè)或商家可以在這個“虛擬洲”上構筑覆蓋全球的商業(yè)營銷網(wǎng)，因而 獲得全球性的、無限的商務空間。巨大的市場與無限的商機，展現(xiàn)出 這一市場現(xiàn)實和潛在的豐厚商業(yè)利潤。

2、借助全新手段獲得全球性競爭優(yōu)勢：信息已經(jīng)成為信息時代最重要的戰(zhàn)略性資源，電子商務則是最好的獲取手段。利用電子商務方式，企業(yè)可以構筑覆蓋全球的商 業(yè)營銷體系，實施全球性經(jīng)營戰(zhàn)略，加強全球范圍內(nèi)行業(yè)間合作，因 而增強全球性競爭能力。特別是對于小企業(yè)或小行業(yè)，能夠通過電子 商務了解世界范圍市場需求，促進與遍布全球的公司間合作，這無疑 給了外貿(mào)企業(yè)一個施展的舞臺。

3、采用新型商務模式，使企業(yè)經(jīng)營 效率和生產(chǎn)率獲得巨大提高：電子商務以一種最大化網(wǎng)絡方式將顧客、銷售商、供應商和雇員聯(lián)系在一起，使供需雙方在最適當?shù)臅r機得到最適用的市場信息，因而極大地促進供需雙方的經(jīng)濟活動，減少交易費用和經(jīng)營成本，提高企業(yè)經(jīng)濟效益和參與世界競爭的能力。

4、電子商務正在成為未來國家經(jīng)濟新的增長點和核心競爭力：電子商務的主導技術是信息技術，它的發(fā)展將有力地帶動一批信息產(chǎn)業(yè)和信息服務業(yè)的發(fā)展，促進經(jīng)濟結構的調(diào)整，從而對經(jīng)濟發(fā)展產(chǎn)生推動作用。練習題 課 后 答 案 網(wǎng)

w ww.k hd aw.com

一、不定項選擇題：

1、AC2、C3、D4、B5、AB

二、判斷題

1、×

2、√

3、√

4、√

5、×

6、×

7、×

8、√

第五篇：國際貿(mào)易實務課后答案第八章

第八章

1．簡述保險的基本原則，并說明進出口貨物為什么要投保運輸險？ 答：基本原則：（1）可保利益原則（2）最大誠信原則（3）補償原則

現(xiàn)代國際貿(mào)易總量的80%是通過海上運輸完成，而海上運輸?shù)囊粋€缺點就是風險太大，這種不確定性會對企業(yè)的經(jīng)營產(chǎn)生不良影響，通過保險，保險公司對貨物遭受保險事故造成的損失和產(chǎn)生的責任負責賠償，因此有必要投保運輸險。

2．在海運貨物保險中，保險公司承保哪些風險、損失和費用? 答：保險公司承擔的損失：（1）全部損失與部分損失（2）共同海損與單獨海損

保險公司承擔的費用：（1）施救費用（2）救助費用 3．共同海損與單獨海損的區(qū)別是什么？

答：（1）在造成的損失原因上，共同海損是為了解除或減輕承保風險人為造成的一種損失；而單獨海損是由承保風險所直接造成的船、貨損失。

（2）在損失的承擔上，共同海損行為所做出的犧牲或引起的特殊費用，都是為使船主、貨主和承運方不受損失而支出的，因此不管其大小如何，都應由船主、貨主和承運方各方所獲救的價值，以按一定的比例分擔。這種分攤叫共同海損的分攤。

4．我國海運貨物運輸保險的險別是如何規(guī)定的？“倉至倉”條款是如何定義的？ 答：我國海運貨物運輸保險的險別：（1）平安險：被保險貨物在運輸途中由于惡劣氣候、海嘯等自然災害造成整批貨物的全部損失或推定損失；（2）水漬險：水漬險的責任范圍比平安險大，水漬險還負責被保險貨物由于惡劣氣候、雷電等自然災害所造成的部分損失；（3）一切險：是三種基本險中責任范圍最大的險種，它還負責被保險貨物在運輸途中由于外來原因所致的部分或全部損失。

“倉至倉”條款是關于保險公司承擔保險責任起訖時間的條款。是指保險公司的責任從被保險貨物運離保險單所載明的起運港(地)發(fā)貨人倉庫開始，一直到貨物到達保險單所載明的目的港(地)收貨人的倉庫時為止。

5．倫敦保險協(xié)會海運貨物保險條款包括哪幾部分？簡略敘述各部分的內(nèi)容。答：ICC的種類

（1）協(xié)會貨物條款A－－類似CIC的一切險（2）協(xié)會貨物條款B－－類似CIC的水漬險

（3）協(xié)會貨物條款C－－僅承保“重大意外事故”風險（4）協(xié)會戰(zhàn)爭險條款（貨物）Institute War Clauses(Cargo)（5）協(xié)會罷工險條款（貨物）Institute Strikes Clauses-Cargo（6）惡意損害險條款Malicious Damage Clauses a)ICC(A)、ICC(B)、ICC(C)與戰(zhàn)爭險、罷工險，都可作為獨立的險別投保。而惡意損害險則屬于附加險別。b)保險責任 c)ICC及海運貨物戰(zhàn)爭險條款對保險期限的規(guī)定同我國CIC的規(guī)定大體相同，但規(guī)定更詳細。

6．何謂出口信用保險、目前我國出口信用保險包括有哪些險別？承擔范圍如何? 答：出口信用保險：是對出口商按信貸條款出口商品，在買方不能按期付款時，保險人承擔賠付貸款的一種保險。

目前我國出口信用保險包括：短期出口信用保險、中長期出口信用保險：

短期出口信用保險：主要產(chǎn)品有：

1.綜合保險 2.統(tǒng)保保險 3.信用證保險 4.特定買方保險 5.特定合同保險 6.農(nóng)產(chǎn)品出口特別保險

短期出口信用保險是指出口合同的信用期限最長不超過一年的保險。7.采用CIF條件成交時，按國際慣例，保險金額如何確定？并說明理由。

答：保險金額是CIF發(fā)票金額的110%，其中的10%為預期利潤及索賠過程的支出費用。

8.簡述買賣合同中保險條款的主要內(nèi)容。

答：保險投保人、保險公司和保險條款的約定、投保險別

保險金額、保險單的約定