国际贸易实务(17页).doc

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1、-国际贸易实务(英文版) International Trade PracticeChapter one 1 Why do nations conduct trade with one another？答： A nation conducts international trade because：it has the products and resources that exceed its domestic demand；it wants to get more economic benefits in a larger international market than what ca

2、n be gained in domestic market；it wants to win political support；or it needs to satisfy different tastes， preferences and consumption patterns among its people.2 How many forms are adopted in the process of negotiation？Business negotiations can be conducted in two forms： in words， i.e. face-to-face

3、negotiation or negotiation through telephone， and in writing，i.e. business correspondence which includes letters， faxes， e-mails， telexes，etc. Whatever is chosen for the negotiation of a contract，four main steps are generally followed before a contract is concluded：enquiry，offer，counter-offer and ac

4、ceptance.Chapter two III Explain the following terms1 shipment contract答： Shipment contract is a contract using an Incoterm which indicates that the delivery happens at the time or before the time of shipment.2 symbolic deliverySymbolic delivery is a delivery situation in which when the seller deliv

5、ers the buyer does not physically receive the goods. This kind of delivery is proved by the submission of transport document by the seller to the buyer.3 arrival contractArrival contract means a contract using an Incoterm which indicates that the delivery happens when the goods arrive at the destina

6、tion.4 actual deliveryActual delivery refers to a delivery situation in which when the seller delivers the buyer does physically receive the goods.IV. Short questions1 What are the two types of trade terms concerning the transfer of risks?答：Shipment contract terms vs. arrival contract terms. Under s

7、hipment contract terms sellers risk will be transferred to the buyer before the goods depart from the place/port of shipment. Under arrival contract terms seller will bear the risk of the goods until the goods arrive the destination.2 What are the differences and similarities between CIP and CIF?答：M

8、ajor similarities: a. seller should contract and pay for the major carriage. b. Seller is not taking the risk of loss or damage to the goods during the transportation. c. Seller must obtain insurance against buyers risk. Difference: a. CPT is applicable to any kind of transportation mode while CFR i

9、s only used for waterway transport. b. Under CPT sellers risk will be transferred to the buyer when the goods are handed over to the first carrier nominated by seller. Under CFR sellers risk will be transferred when the goods pass over the ships rail.3 Who is responsible for carrying out customs for

10、malities for exports under an FOB contract?答：Seller. According to Incoterms 2000, except EXW and DDP these two terms, all the other eleven terms require the seller to handle the export customs formalities, while buyer the import customs formalities.4 If a Chinese trader signs a FOB Hamburg contract,

11、 is he exporting or importing? 答：Importing. FOB should be used with a “named port of shipment”, if Hamburg is the port of shipment, from the Chinese traders perspective, he is importing.VCase Studies1. (变形)An FOB contract stipulated, The shipment will be effected in March 2008. If the vessel fails t

12、o arrive at the port of shipment on time, the seller agrees to set aside the goods for additional 27 days, and the buyer will bear all costs of delay. it turned out that under the sellers repeated requests, the vessel named by the buyer finally arrived at the port of shipment on May 1. As a result,

13、the seller refused to make the shipment.(1) Was the seller entitled to compensation for the warehouse rent, insurance and interest due to the delay?(2) If the seller had sold the goods to a third party on April 25, should the buyer pay for the delay?(3) If the seller had sold the goods to a third pa

14、rty on May 1 with a better price, was he entitled to any compensation?析： a案例中提到“shipment will be effected in March 2008”,这种确定装运时间的方式允许在整个3月份期间的任何时间进行装运。也即是说，装运的最后期限为08年3月31日。b文中提到的“additional 27 days”,根据合同卖方同意在买方船期延误的情况下为其将货物保留到4月27日。（1）答案：Yes。答题切入点：a FOB术语关于双方费用划分的规定；b 合同本身的条款规定。（2）答案：No。答题切入点：合同本身

15、的条款规定。（3）这题与第一题相比，不同的一点在于“with a better price”。解答时应对这一点进行分析：在卖方卖出货物获得更高利润的情况下，他是否还应获得相关赔偿？答案：Yes。答题切入点：合同本身的条款规定。4. （日期变形）A Shanghai company signed a CIF contract to sell Christmas goods to a British company. The $1 million contract stipulated, The seller guarantees that the goods arrive at the port

16、 of destination by December 1, 2008. If the carriage is late, the buyer can cancel the purchase, and get the refund for the payment. So the shipment was made. Unfortunately, due to mechanical problems, the vessel arrived at the destination a few hours late. The buyer refused to accept the goods. As

17、a result, the goods had to be sold on the spot, and the seller lost $700,000.(1) Was the arrival date clause consistent with CIF term under Incoterms 2000?(2) What trade term is proper for the obligation concerning arrival time?析：卖方受损的原因是货物达到目的港的时间晚于合同规定的时间，因此买方拒收货物。从表面上看，似乎问题就是出在卖方违约上，但如果仔细分析就会发现，该

18、合同本身的内容就存在自相矛盾的问题。合同用的是CIF术语，卖方在货过船舷时风险就转移。卖方既不承担运输途中的风险，也不保证货物是否能抵达目的港。CIF合同本质上是一个“shipment contract”。但加上一条保证到岸时间的条款后，合同的性质发生了变化：它变成了一个“arrival contract”。也就是说，在货物按时抵达目的港之前的一切风险都由卖方承担，否则卖方就是违约。（1）答案：No.答题切入点：a CIF术语对双方风险及义务的划分，点出“shipment contract”这一概念；b 解释“arrival date” clause对合同性质的改变。（2）答案： DES。答题

19、切入点：对比两个术语在义务、费用划分上的相似程度。Chapter threeIII Explain the following terms inquiry答： An inquiry is the act of a potential client asking for information from the counterpart to his intention in buying or selling a certain commodity.2 offer答： An offer is a sufficiently definite proposal addressed to one or

20、 more specific persons for concluding a contract， necessarily indicating the intention of the offeror to be bound in case of acceptance.IV Short questions What are the four components of the standard form of a price？答： A code of currency， a number， a unit and a trade term. What are the differences a

21、nd similarities between commission and discount？答： Similarities： Both commission and discount are used as incentive to promote transactions.Differences： a. Commission payment is an add-up on top of the original price， while discount a reduction； b. Commission mainly applies to transactions which inv

22、olve middleperson or agent. Discount can be used without particular prerequisites.VCase Studies1. AC Company offered to sell goods at USD100 per case CIF New York. The importer requested a revised quote for CFRC5%. The premium rate for insurance was 1.05% and mark-up for insurance was 10%. To get th

23、e same export revenue, what would be ACs new offer?A: CFR = CIF x ( 1- U x R) = USD100 x (1-110% x 1.05%) = USD98.845CRFC5 = CFR / (1- C%) = USD98.845 / (1-5%) = USD104.047ACs new offer would be “USD 104.047 per case CFRC5% New York”. 2 The price quoted by an exporter was USD450 per case FOB Shangha

24、i. The importer requested a revised quote for CIF Auckland. If the freight was USD50 per case, 110% of the value was to be insured, and the premium rate for insurance was 0.8%, what would be the new price?A: CFR = FOB + F = 450 + 50 = USD500CIF = CFR/(1- U x R) = 500/(1- 110% x 0.8%) = 500 / 0.9912

25、= USD504.44The new offer would be “USD504.44 per case CIF Auckland”.Chapter fourIIICalculationCompany C has a contract to export 10 metric tons of Seafood， to be packed in cartons each of 40 lb.（1lb 0.45358kg）， with a 5% more or less allowed both in quantity and in amount.1 How many cartons of Seafo

26、od can Company C deliver at most？2 How many cartons of Seafood should Company C deliver at least？解：1lb 0.45358kg so 40 lb 18.144kgMaximum： 101000kg （1 5%） 18.144578.7 （Attention： 0.7 should be deleted here）578 cartonsMinimum： 10 1000kg （15%） 18.144523.6（Attention： 0.6should be added here）524cartonsA

27、nswer： ） At most， Company C can deliver 578 cartons of Seafood.） At least， Company C should deliver cartons.IV Explain the following terms1 quality latitude答： Quality latitude means the permissible range within which the quality of the goods delivered by the seller may be flexibly controlled.2 quali

28、ty tolerance答： Quality tolerance refers to the quality deviation recognized （ e.g.by some industry）， which allows the quality of the goods delivered to have certain difference within a range. more or less clause答： “More or less clause” refers to the stipulation constituting part of the quantity clau

29、se in the contract that allows the seller to deliver the goods with a certain percentage of more or less in quantity accordingly.The use of “more or less clause” is for the sake of efficient.4 F.A.Q.答：F.A.Q. is the abbreviation of “fair average quality” F.A.Q. is a kind of standard used to indicate

30、that the quality of the product offered is about equal to the average quality level of the same crop within a certain period of time （e.g. a year.）.VI. Case Studies1 A Beijing company signed a contract to import wool from Australia. The quantity was specified as “20 M/T”. When the wool was delivered

31、, it had a regain of 33%.(1) What is a regain?(2) Why did the buyer get a bad deal?(3) If the standard regain is 10%, and actual regain is 33%, what is the conditioned weight?析：本题的解题要点：a. 文中提到合同约定的数量是“20MT”，应理解为净重。因为计算重量的方法有毛重，净重，公量等，而根据联合国国际货物销售合同公约第五十六条，如果价格是按货物的重量规定的，如有疑问，应按净重确定。b. 合同商品的羊毛，具有较强的吸

32、湿性，其所含的水分受客观环境的影响较大，故其重量很不稳定。为了准确计算这类商品的重量，国际贸易中买卖双方通常会约定标准（公定）回潮率， 采用按公量计算的办法。(1) 答案：回潮是指货物（纤维材料）在下吸湿含水的现象。 回潮率则是指货物（纤维材料）含水重量占货物（纤维材料）干重的百分比答题的切入点：回潮（率）的概念(2) 答案：买方这笔交易不划算。因为合同中没有明确规定计算重量的方法，只能按净重计算。因此当卖方实际交货的羊毛，因具有较强的吸湿性而其所含的水分高达33%是，买方也别无他法，只得按净重（连带33%的水分）计算付款。 Conditioned Weight = Dried Net Wei

33、ght x(1+ Standard Regain) 1+ Standard Regain ReRegain1+ Actual Regain= Net Weight x Dried Net Weight = Net Weight / (1+ Actual Regain) = 20 / (1+33%) = 15.04 M/TMoisture content = Actual Weight Dried Net Weight = 20 15.04 = 4.96 M/Tor Regain = (moisture content / oven dried weight) x 100% = (moistur

34、e content / actual weight moisture content) x 100%Moisture content = (regain x actual weight)/(1+regain) = (33% x 20)/(1+33%) = 4.96 M/T Dried net weight = actual weight moisture content = 20 4.96 = 15.04 M/T答题的切入点：合同约定计算重量的方法不明确(3) 答案：如按公量计算， 这批货只有16.54 公吨。计算： 1+ Standard Regain RegainStamdReRegain

35、1+ Actual RegainConditioned Weight = Net Weight x = 20 x (1+ 10%)/(1+33%) = 16.54 M/T答题的切入点：公量的计算Chapter fiveIIICalculation(地点等变)The price quoted by an exporter was “USD per case FOB Liverpool”. The importer requested a revised CFR Liverpool price. If the size of each case was cm cmcm， gross weight

36、per case was kg， freight basis was W M and the quotation for London is USD per ton of carriage， plus bunker adjustment factor （BAF） and currency adjustment factor （CAF）， what would be the CFR price？解： W kg .m tM cm cm cm . . . .cmM W， M will be used as freight basis for freight calculationFreight pe

37、r case M basic freight rate （ BAF rate CAF rate）. （ ） USD .CFR FOB Freight . USD . Answer： The CFR price would be USD . per case CFR Liverpool. One consignment of cartons of leather shoes， measurement of each carton is xxcm， gross weight of each is KG. The air freight rate quoted for the flight requ

38、ired is USD.KG. How much air freight should be paid to the carrier？解： W kgM （ ）/ cm .cmM WFreight USD.kg . cartons USD .Answer： The air freight is USD .IV Explain the following terms1 demurrage答： Demurrage is the amount of money paid as a penalty at an agreed rate by the Charterer to compensate the

39、ship-owner for his losses in case the charterer fails to have loading and unloading completed within the lay time. In a sales contract， demurrage is paid to the charterer （buyer or seller） by the other party （seller or buyer） in case the loading or unloading completes beyond the stipulated lay time.

40、2 FCL答： FCL， a short for Full Container Load， is one type of the two container transportation services.If the goods are of a container load， FCL service shall be adopted. Under FCL service， the freight is calculated based on container capacity and the origin and destination of the goods， not on the

41、quantity of the goods involved as in the case of LCL， the other type of the container transportation services.V Short questions Under what circumstances does time of shipment equal to the time of delivery？答： Time of shipment refers to the time limit for loading the goods on board the vessel at the p

42、ort of shipment while time of delivery refers to the time limit during which the seller shall deliver the goods to the buyer at the agreed place. For all shipment contracts， time of shipment equals to time of delivery and they can be used interchangeably in the contract.According to Incoterms 2000，

43、contracts concluded on the basis of terms like FOB， CFR， CIF， FCA， CPT， CIP are shipment contracts. Under the shipment contract， the seller fulfills his obligation of delivery when the goods are shipped on board the vessel or delivered to the carrier and the seller only bears all risks prior to ship

44、ment. What are the functions of a bill of lading？答： A bill of lading has three major functions： First， it is a cargo receipt. Second， it is evidence of a contract of carriage.Finally， it is a document of title to the goods.VI. Case Studies1. ABC co. signed a contract to export 200 M/T of beans. The

45、letter of credit stipulated, “Partial shipment not allowed”. When the shipment was being made, the exporter loaded 100 M/T each on board the same vessel for the same voyage at the port of Shanghai and the port of Dalian. The shipment document was clearly marked with the ports of shipment and the dat

46、es of shipment. Did the exporter violate the terms of the L/C? 析：本题的解题要点：UCP600第三十一条：b.表明使用同一运输工具并经由同次航程运输的数套运输单据在同一次提交时，只要显示相同目的地，将不视为部分发运，即使运输单据上表明的发运日期不同或装货港、接管地或发运地点不同。案例虽然没有说明货物是否在同一目的港卸货，但如果没有强调说明，一般认为是同一个目的地。答案：No, 卖方没有违反信用证“不允许装船” 的规定。答题切入点：对转船的定义和相关规定的理解。Chapter sixIII Explain the following

47、 termsinsurable interest答： Insurable interest is the interest in insurance subject matter （cargo or property accepted for insurance） held by the insurant and recognized by laws， indicating that the insurant will suffer some financial losses if any maritime risks materialize.2 indemnity principle答： The indemnity principle means that in the event of loss of or damage to the subject matter resulting from an insured peril， the insurer shal