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

1、Unit 1A brief introduction to international trade KeyI. Answer my questions1. 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

2、 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 diversifi

3、cation 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:MerchandiseexportsandImports,ServiceExportsandImports,Investmentand Multinational Enterprise.6. It is the account which is a summary statement of the fl

4、ow 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 co

5、ntrol 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 thanexporting. And sometimes it involves two or more parties.2) While portfol

6、io 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

7、 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 num

8、ber of people interested in a firms products and services and by customers capacity to make purchase.13. This is because at an early stage of international involvement these operations usuallytake the least commitment and least risk of a firms resources.14. Royalties means the payment for use of ass

9、ets 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 trademarkthat is an essential asset for the franchisers b

10、usiness.II Match each one on the left with its correct meaning on the right1. J 2.A 3.E 4.B 5.C 6.D 7.I 8.G 9.F 10.HIII Translate the following terms and phrases into Chinese1 購(gòu)買力11 經(jīng)濟(jì)復(fù)蘇；恢復(fù)2 潛在銷售量12 經(jīng)濟(jì)衰退3 加價(jià)，漲價(jià)13 間接投資4 國(guó)內(nèi)市場(chǎng)14 有形貨物5 制成品15 有形進(jìn)出口6 邊際利潤(rùn)16 收入及支出；歲入及歲出7 市場(chǎng)占有率17 超額能力8 貿(mào)易歧視18 貿(mào)易中間人（商）；經(jīng)紀(jì)人9

11、時(shí)機(jī)選擇19 全部包建的工程承包方式10 經(jīng)銷周期20 許可證協(xié)定IV Case Study1 Answer：Batteries called white elephant exported from China were very popular in Southeast Asia, because white elephant was a lucky thing in Southeast Asia, but no one was interested in it in the market of Europe and the United States. The boss of the c

12、ompany was very strange that the quality of the battery or the price of reasons, so he asked his staff to investigate. Finally he found that is the brand white elephant to be blame. The brands name translated into English was white elephant which meant something were no use but cumbersome in Western

13、 countries. It was really a bad translation from culture information perspective. The meaning derived from a legend. According to the legend, there was a king who hated a minister, so he gave a white elephant to the minister for punishment. The minister has to take care of the white elephant, he cou

14、ldnt give it to others or kill it becauseits the king gave it to him. However, the appetite of the white elephant was so great, and the minister became poorer. So it showed people in western countries would not buy the battery for the consumers have no willing to buy something useless but cumbersome

15、.V. OpenVI.Translate the following into English1. Trade is often the engine ohf. gHroowwtever 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 forrapid and s

16、ustained 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 capa

17、city 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 tovisible trade, which involves the import and export

18、 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 a

19、s 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 meansthe seller gives the overseas client the exclusive right of selling a particular product in

20、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 com

21、mission 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

22、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 countryosrt inmepeds. But as a f

23、orm 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.Unit 2 General Procedures of Export and Import TransactionI. Answer the following questi

24、ons(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.subsidiaryIII. J udge the following statement, mark True (T) or False(F)1F2. T3. F4. F5.F6.F7.T8

25、.F9.F10. TIV. Explain the meaning of the words or phrases below as requested1. Offer: An offer is a proposal made by sellers to buyers in order to enter into the contract.2. Withdrawal: It means an offer by the offerer has been withdrawn before it is reached to the offeree in order to prevent its en

26、try into force.3. Enquiry: An enquiry is a request for business information, such as price lists, catalogue, samples, and details of the goods or trade terms. It can be made either by the importer or the exporter.4. Acceptance: Acceptance is a statement made by other conduct of the offerees indicati

27、ng unconditional consent to an offer.5. Shipping agent: Shipping agent( 船代）is a ship owners representative whose job is tofind the ships to carry.V. Compose a letter of enquiry with the following particulars:KeysMessrs. Arthur Grey & Son, 19 Cheapside,London, EC2 Dear Sirs,We have obtained your name

28、 and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Ice Box in your district.We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and

29、quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.We are looking forward to your early reply. Yours faithfully,VI. Please make

30、 your offer according to the following particulars: KeyDear Sirs,Thank you for your letter of 5th May. We are glad to learn of the inquiries you have had from your customers for our raincoats. Our DD range is particularly suitable for warm climates, and during the past years we have supplied this ra

31、nge to dealers in several tropical countries, from many of whom we have already had repeated orders. This range is popular not only because it is light in weight, but also because the material used has been specially treated to prevent excessive condensation on the inside surface.For the quantities

32、you mention we are pleased to quote as follows: DD Raincoats100 mens medium US$14.50 US$ 1,450100 mens small 14.0 1,400100 womens medium 13.2 1,320100 womens small 12.7 1,270US$ 5,440Payment: by irrevocable L/C at sightShipment: Shipment will be effected within three or four weeks after receiving th

33、e L/C This offer is subject to our final confirmation. We feel you may be interested in ourother products and enclose some pamphlets for your reference.We are awaiting your early orders.Yours sincerely,VII. Write a counter-offer according to the following particulars: Keys:Dear Sirs,We thank you for

34、 your quotation May 10 for 1,000 sets of Hair IceBox. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irr

35、evocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money conditio

36、n and unprecedentedly high bankinterests.In view of our long businessrelations and our amicable cooperation prospects, we suggest that you accept either“cash against documents on arrival of goods” or “drawing on us at 60 days sight”.Your first priority to the consideration of the above request and a

37、n early favorable reply will be highly appreciated.Yours sincerely,VIII. Translate the followings into English1). 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 gr

38、ew 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

39、 variety of diet.In todays 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.Forei

40、gn 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 Af

41、rica, 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

42、 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

43、 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

44、 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 otheractivity. The ear

45、nings from exports pay for the imports that they need and want. A nationbalance 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

46、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.IX. Case Study Answer:A 公司與B 公司的第一封信函可視為發(fā)盤，在該發(fā)盤中A 公司對(duì)包裝做出了要求。而B(niǎo) 公司對(duì)該發(fā)盤中包裝條款進(jìn)行了修改，可視為還盤，或新的發(fā)盤，B 公司發(fā)

47、出還盤后 A 公司未進(jìn)行回復(fù)，雖然它用行動(dòng)表明受 B 公司發(fā)盤約束，但沒(méi)有明確向 B 公司表示接受，此時(shí)認(rèn)為合同未成立。因此，B 公司以此為由，拒不履行合同。A 公司將陷入被動(dòng)。為了避免出現(xiàn)此情況，A 公司在收到B 公司發(fā)盤時(shí)，應(yīng)及時(shí)表示接受。Unit 3Contracts for the International Sale of GoodsKeyI. Translate the followings from Chinese into English:1 terms of payment2 written form of contract 3 execution of the contra

48、ct4 sales contract5 purchase confirmation6 terms of transaction7 trading partners8 the setting up of a contract9 trade agreement10 consignment contract11 the contract proper 12 extension of the contract 13 the contracting parties14 special clause15 general terms and conditionsII. Answer the followin

49、g 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 f

50、ormer 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, cov

51、ering 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 i

52、ndicated 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 contai

53、ns 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(dá)成協(xié)議的基

54、礎(chǔ)上制定的 ，而協(xié)議又是雙方進(jìn)行商務(wù)談判的結(jié)果 。商務(wù)談判有口頭談判和書(shū)面談判兩種形式?？陬^談判是通過(guò)參加商品交易會(huì)，派遣貿(mào)易小組，出國(guó)或邀請(qǐng)客戶本國(guó)進(jìn)行的面對(duì)面討論，而通過(guò)國(guó)際長(zhǎng)途電話所進(jìn)行的商務(wù)討論也屬于口頭談判。IV.Case Study1 Answer: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) th

55、e 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 USA2 Answer: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 acc

56、eptance 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. Andersons offer, his acceptance contained some additions to and modifications of the offer; for example, Mr. Anderson asked for

57、 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.3. 答：合同規(guī)定水分最高為 14% ，雜質(zhì)不超過(guò) 2.5% ，從合同內(nèi)容看，在這筆進(jìn)出口交易中，雙方以商品的規(guī)格作為表示商品品質(zhì)的方法，并以此作為交驗(yàn)商品的依據(jù)，屬于憑規(guī)格的買賣，只要我方所交貨物符合合同規(guī)定的規(guī)格，我方就算已經(jīng)履行了合同。但是成交前我方向?qū)Ψ郊乃蜆悠窌r(shí)并未聲明是參考樣品，簽約后又電告對(duì)方成交貨物與樣品相似，這樣對(duì)方就有理由認(rèn)為該筆交易既憑規(guī)格又憑樣品。而在國(guó)際貿(mào)易中，凡屬于憑樣品買賣，賣方所交貨物必須與樣品完全一致 ，否則買方有權(quán)拒收貨物或提出索賠 。因此，在這種情況下，我方很難以該筆交易并非憑樣品買賣為由不予