1、1Unit 1 A brief introduction to international tradeKeyI. 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 suc
2、h 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 diversif
3、ication 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 statemen
4、t 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 pl
5、ace 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) W
6、hile 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
7、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 limite
8、d 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 f
9、or 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
10、 franchisers business.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 购买力 11 经济复苏；恢复22 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
11、 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 Study.Batteries called “white elephant” exported from China were very popular in Southeast Asia, but in United States no one was interested in the goods. Why? Answer：Batteries called “white elephant“ exported from China were very po
12、pular 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
13、. 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 countries. It was really a bad translation from culture information perspective. The meaning derived from a lege
14、nd. 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 couldnt give it to others or kill it because its the king gave it to him. However, the appetite of the white elephan
15、t 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. Please try to find out some cases about cultural differences in doing international business.(Open)VI. Pleas
16、e determine whether the following statements are TRUE or FALES. Then put T for TRUE or F for FALES in the bracket at the end of each statement.1. ( T ) 2. ( F ) 3. ( F ) 4. ( T ) 5. ( F ) 6. ( T ) 7. ( T ) 8. ( F )VI. Translate the following into English1. Trade is often the engine of growth. Howeve
17、r 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. T
18、rade 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 inve
19、stment.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 s
20、ervices 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
21、 the money to buy necessities.3. There exist different ways of conducting international business. Exclusive sale means the seller 3gives 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 transactio
22、n, 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
23、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 fr
24、om 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 foreig
25、n 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 questions(Omited)II. Filling the blanks with the suitable words in the text:1.meeting/satisfy
26、ing; 2.agent, foreign/overseas; mission; 4.own; 5.setting; 6.patent; 7.profits; 8.outlets; 9.joint, venture; 10.subsidiaryIII. 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. TIV. Explain the meaning of the words or phrases below as requested1. Offer
27、: 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
28、 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
29、owners representative whose job is to find the ships to carry.V. Compose a letter of enquiry with the following particulars:KeysMessrs. Arthur Grey 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 a
30、nd 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 o
31、r 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 stipulatio
32、ns 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 insp
33、ection, 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。6IV. Case Study1 Answer: The law of the United States of America applies to this contrac
34、t 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 concl
35、uded 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. Andersons offer
36、, 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
37、. 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，双方以商品的规格作为表示商品品质的方法，并以此作为交验商品的依据，属于凭规格的买卖，只要我方所交货物符合合同规定的规格，我方就算已经履行了合同。但是成交前我方向对方寄送样品时并未声明是参考样品，签约后又电告对方成交货物与样品相似，这样对方就有理由认为该笔交易既凭规格又凭样品。而在国际贸易中，凡属于凭样品买卖，卖方所交货物必须与样品完全一致，否则买方有权拒收货物或提出索赔。因此，在这种情况下，
38、我方很难以该笔交易并非凭样品买卖为由不予理赔。4. 答：卖方未按合同规定包装货物，应视为违反合同。买方向卖方违反合同包装条款的行为提出异议并要求赔偿是合理的。但是，买方以此为理由拒收货物是过分的要求。因为 公约第 50 条第 1 款规定：“买方只有在 （卖方）完全不交付货物或不按合同规定交付货物等于根本违反合同时，才可以宣告整个合同无效。” 并且，第 25 条规定： “一方当事人违反合同的结果，如使另一方当事人蒙受损害，以至于实际上剥夺了当事人根据合同规定有权期待得到的东西，即为根本违反合同。”然而，卖方在交货发生困难的情况下，及时采取了补救措施，只要所用塑料包装不对货物质量造成影响，这种补救
39、措施可视为是合理的，虽然仍属违约行为，但并不构成违反合同，买方只能对塑料包装造成的运输、储存、装卸等方面的不便而发生的损失提出索赔，而不能拒收货物。V. V. Please fill in the Sales Contract according the letters between LONDON GREEN TRADE CORP. and GUANGDONG LIGHT ELECTRICAL APPLANCES CO. , LTD.售 货 合 同SALES CONTRACT卖方：GUANGDONG LIGHT ELECTRICALSellers: APPLANCES CO. , LTD C
40、ontract No.: 98SGQ468001Date: APR. 22, 2009地址： Signed at : GUANGZHOUAdress: 52, DEZHENG ROAD SOUTH, GUANGZHOU,CHINA Telex: 0835Fax: 86-020-83556688Buyers: LONDON GREEN TRADE CORP.Address: ELITHERBERTH STR. AUTO P. O. BOX. 16, LONDON Telex:_Fax:_7This Sales Contract is made by and between the Sellers
41、 and the Buyers, whereby the sellers agree to sell and the buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below:(1) 货号、品名及规格Name of Commodity and Specifications(2)数量Quantity(3)单位Unit（4）单价Unit Price(5)金额Amount9600PCS PC CIF LONDUNUSD3.00/PCUSD 28,800.00
42、DESK LIGHT J20110% more or less both in amount and quantity allowed Total Amount USD 28,800.000(6) Packing: CARTON(7)Delivery from GUANGZHOU to LONDUN (8)Shipping Marks: N/M(9)Time of Shipment: Within 30 days after receipt of L/C. allowing transshipment.(10) Terms of Payment: By 100% Confirmed Irrev
43、ocable Letter of Credit in favor of the Sellers to be available by sight draft to be opened and to reach China before MAY 15,2009 and to remain valid for negotiation in China until the 15th days after the foresaid Time of Shipment. L/C advised by BANK OF CHINA GUANGZHOU BRANCH.TEX: 0835 GZBC. CN. AL
44、L banking Charges outside China ( the mainland of China ) are for account of the Drawee.(11)Insurance: To be effected by Sellers for 110% of full invoice value covering F. P. A. up to LONDON To be effected by the buyers.(12)Arbitration: All disputes arising from the execution of or in connection wit
45、h this contract shall be settled amicably by negotiation. In case of settlement can be reached through negotiation, the case shall then be submitted to China International Economic while for quantity discrepancy ,claim should be filed by the Buyer within 15 days after the arrival of the goods at por
46、t of destination .It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to cause for which the Insurance Company ,Shipped Company other transportation organization/or Post Office are liable.本确认书内所述全部或部分商品，如因人力不可抗的原因，以致不能履约或延迟交货，卖方概不负责。The Seller shall not
47、be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Major incidents.买方在开始卖方的信用证上请注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the letter of Credit to be opened
48、 in favour of the Seller.买方收到本售货确认书后请立即签回一份，如买方对本确认书有异议，应于收到后五天内提出，否则认为以同意接受本确认书所规定的各项条款。The buyer is requested to sign and return one copy of the Sales Confirmation immediately after the receipt of same, Objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyer has accepted the terms and condition of the sales confirmation.买方： 卖方：THE BUYER： 高村 THE SELLER：高丽9SHANGHAI IMPORT the terms should be followed by the port of destination.c) Correct.d) Incorrect. On
