国际贸易实务双语教程课后题答案.doc

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 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 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; mission; 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 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 ris