国际贸易实务双语教学教程(第三版)课后内容答案.doc

|Unit 1 A brief introduction to international trade Key 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 firms 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 firms resources.14. Royalties means the payment for use of assets from abroad, such as for trademarks patens, copyrights, or other expertise under contract known as licencing agreements.Royalties are also paid franchising.15. It is a way of doing business in which one party (the franchiser) the use of a trademark that is an essential asset for the franchisers business. II Match each one on the left with its correct meaning on the right 1. J 2.A 3.E 4.B 5.C 6.D 7.I 8.G 9.F 10.H III Translate the following terms and phrases into Chinese 1 购买力 11经济复苏；恢复|2潜在销售量 12 经济衰退 3加价，涨价 13间接投资 4国内市场 14有形货物 5制成品 15有形进出口 6边际利润 16收入及支出；岁入及岁出 7市场占有率 17超额能力 8贸易歧视 18贸易中间人（商） ；经纪人 9时机选择 19全部包建的工程承包方式 10经销周期 20许可证协定 IV 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 company 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 brand's name translated into English was “white elephant“ which meant something were no use but cumbersome in Western 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 couldn't give it to others or kill it because it's 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. V. Open VI.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 countrys 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. Unit 2 General Procedures of Export and Import Transaction 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. Judge the following statement, mark True (T) or False(F) 1F 2. T 3. F 4. F 5.F 6.F 7.T 8.F 9.F 10. T IV. Explain the meaning of the words or phrases below as requested 1. 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 entry 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 indicating unconditional consent to an offer. 5. Shipping agent: Shipping agent(船代）is a ship owner's representative whose job is to find the ships to carry. V. Compose a letter of enquiry with the following particulars: Keys Messrs. Arthur Grey 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 nations 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. IX. Case Study Answer: A 公司与 B 公司的第一封信函可视为发盘，在该发盘中 A 公司对包装做出了要求。而 B 公司对该发盘 中包装条款进行了修改，可视为还盘，或新的发盘，B 公司发出还盘后 A 公司未进行回复，虽然它用行动表 明受 B 公司发盘约束，但没有明确向 B 公司表示接受，此时认为合同未成立。因此，B 公司以此为由，拒 不履行合同。A 公司将陷入被动。 为了避免出现此情况，A 公司在收到 B 公司发盘时，应及时表示接受。 Unit 3 Contracts for the International Sale of Goods Key I. Translate the followings from Chinese into English:1 terms of payment 2 written form of contract|3 execution of the contract 4 sales contract5 purchase confirmation 6 terms of transaction7 trading partners 8 the setting up of a contract9 trade agreement 10 consignment contract11 the contract proper 12 extension of the contract13 the contracting parties 14 special clause15 general terms and conditions II. Answer the following questions in English:1 A contract is an agreement which sets forth bind obligations of the relevant parties. And any part that fails to fulfill his contractual obligations may be sued and forced to make compensation.2 There are two parties of business contract negotiations: oral and written. The former refers to direct discussions abroad; written negotiations often begin with enquiries made by the buyers.3 A written contract is generally prepared and signed as the proof of the agreement and as the basis for its execution. A sales or purchase confirmation is less detailed than a contract, covering only the essential terms of the transaction. It is usually used for smaller deals or between familiar trade partners.4 The setting up of a contract is similar to that of a trade agreement or any other type of formal agreements. It generally contains: 1) the title. The type of the contract is indicated in the title; 2) the contract proper. It is the main part of a contract; 3) the signature of the contracting parties indicating their status as the seller or the buyer; 4) the stipulations on the back of the contract and are equally binding upon the contracting parties.5 It generally contains the time of shipment, the mode of payment described in addition to an exact description of the goods including the quantity, quality, specifications, packing methods, insurance, commodity inspection, claims, arbitration and force majeure, etc. III. Translate the following into Chinese:合同是在双方达成协议的基础上制定的，而协议又是双方进行商务谈判的结果。商务谈判 有口头谈判和书面谈判两种形式。口头谈判是通过参加商品交易会，派遣贸易小组，出国或邀 请客户本国进行的面对面讨论，而通过国际长途电话所进行的商务讨论也属于口头谈判。 IV. Case Study 1 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) 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 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 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. 3. 答：合同规定水分最高为 14% ，杂质不超过 2.5% ，从合同内容看，在这笔进出口交易中，双方