贸易常被说成是发展的引擎这个比喻虽然未免过于简单....docx

Part one
I. Answer the following questions according to the information you have got
1. What is international trade?
2. What are the major motivations for private firm to operate international
business?
3. What is the most essential motive to pursue international trade?
4. What measures do most companies usually adopt to avoid wild swings in the
sales and profits?
5. Pleas give the four major operation forms chosen by most companies.
6. What does balance of payments account mean?
7. What are the basic sources of international revenue and expenditure for most
countries?
8.Could you find any difference between Direct Investment and Portofolio
Investment? If you can, please tell the main reasons.
9. What is MNE? What are its synonyms?
10. Please give examples to explain “Services are earnings other than those from
goods.”
11. What influences the international operational forms which a company will
choose?
12. What limits a firm’s sales?
13. Why is merchandise exports and imports the firs type of foreign operations in
which a firm gets involved?
14. What does “royalties” mean?
15. What is “franchising”?
II Match each one on the left with its correct meaning on the right
1. motivation A. to make continual efforts to gain sth.
2. pursue B. the action of obtaining, esp. by efforts of careful attention.
3. mark up C. which by is its nature can not be known by senses, not clear
and certain, not real.
4. procurement D. the goods (freight) carried by a ship, plane or vehicle.
5. intangible E. the amount by which a price is raised.
6. cargo F. profit, interest.
7. royalty G. the net value of assets or interest, invest.
8. equity H. not needing other things or people, taking decisions alone.
9. yield I. a share of the profits.
10. independent J. need or purpose.
1. ( ) 2. ( ) 3. ( ) 4. ( ) 5.( )
6. ( ) 7. ( ) 8. ( ) 9. ( ) 10. ( )
III Translate the following terms and phrases into Chinese;
1. purchasing power 11.recovery
2. sales potentials 12. recession
3. mark-up 13. portfolio investment
4. domestic markets 14. tangible goods
5. finished goods 15. visible exports and imports
6. profit margin 16. revenue and expenditure
7. market share 17. excess capacity
8. trade discrimination 18. trade intermediary
9. timing 19. turn-key operations
10. business cycles 20. licencing agreements
IV Translate the following into English:
1. 贸易常被说成是发展的“引擎”。这个比喻虽然未免过于简单，但它的确说
明对外贸易在经济发展中的重要性。虽然出口的健康增长并不总是快速、持久的
经济增长的充分条件，但两者之间积极而密切的联系显然是不可否认的。贸易发
展对经济增长的作用表现在很多方面。其中：专业分工带来的利益；国际竞争对
国内经济效率的促进作用；提高对发展所需的进口商品的支付能力，而更为普遍
的是鼓励投资和企业家精神。
2. 国际贸易是一个国家生产的商品和劳务与另一个国家生产的商品和劳务
的交换。除了有形贸易，即商品和货物的进出口以外，还有无形贸易，这是指国
家之间劳务的交换。希腊和挪威等国拥有庞大的海运船队，提供运输服务，这是
无形贸易的一种。无形贸易对一些国家来说，就象原料和商品出口对其它一些国
家那样重要。在这两种情况下，这些国家都能赚到钱去购买其所需要的商品。
3. 国际间进行贸易的方式是多种多样的。包销是指卖方在特定地区和一定期
限内给与国外客户独家销售指定商品的权力的贸易方式。在这种交往中，商品由
包销商承购，自行销售，自负盈亏。这同只收取佣金的代理方式不同；也因为包
销商在特定地区享有专营权，而与一般买卖合同有别。
4. 世界上没有任何一个国家能生产它所需的所有产品，所以各国参与国际分
工，进行有效的生产和再生产。有时一个国家能够以易货方式从国外购买产品和
服务，易货是指以一种货物交换另一种货物，而不是用钱交易。易货贸易本身并
不不足以满足一个国家的进口需要。但作位一种贸易方式，它对于外汇短缺、外
资流入远远无法满足外贸需求的发展中国家来说具有一定的吸引力。
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 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.

Part Two

1. Answer the following questions
1). Please tell us what the procedures of international trade.
2). What are the parties involved in export and import transaction?
3). What the specialists involved in export and import transaction?
4). What are the documents needed in export and import transaction?
2. Filling the blanks with the suitable words in the text:
1) What is marketing? Marketing is the creative process of ___ customer needs
profitably.
2) In Britain an intermediary called a commission ____ or export commission
house acts on behalf of the ____ importers.
3) Agents are paid ____ on the amount of goods purchased.
4) An agent may receive goods in his ____ name, and stock them in anticipation of
sale.
5) A few shares for assistance in ____ up the company will be issued. We’ll issue
some founder’s shares.
6) We have developed an excellent product and obtained from the government the
sole right to manufacture and sell it. We have obtained____.
7) When our production and marketing expenses have been paid, we hope to
have quite a lot of money left over as earnings. We expect to make good ____.
8) We had to find other people through whom to make sales. We had to find other
sales____.
9) The licensee wanted us to invest some money with him in a new company. He
wanted to set up a ____ with us.
10) We used to have smaller part of our company located abroad, but we don’t now.
We have no ____ abroad.
III.Translate the followings into English
1). 经济活动开始于洞穴人。洞穴人在经济上自给自足，自己打猎，自己寻
找住所，并为自己提供所需要的东西。随着原始人口的增长和发展，出现了分工
的原则。一个人从事某项活动，比另一个人能力强，于是每个人都集中力量做自
己最擅长的工作。有的人打猎，有的人捕鱼，然后猎人把剩余的猎物卖给打鱼的
人，因此，每个人都可吃上各种各样的食物。
在当今复杂的经济里，任何人或国家都不能做到自给自足。国家拥不同的经
济资源，人们学会了不同的技术。这就是国际贸易和经济发展活动的基础。
对外贸易是国家之间的货物交换，它的产生有许多原因。第一，原材料分散
在世界各地秘鲁和扎尹尔大量开采铜矿，南非开采钻石，石油则产在中东。在自
己国界内没有这些资源的国家，就必须从出口国购买。
第二，对外贸易的产生，还由于一个国家所拥有的某种产品不足以满足本国
的需求。虽然美国是个主要产糖国，但是由于糖的消费量大于国内的生产量，因
此，还必须进口。
第三，一个国家可以按低于其它国家的价格出售某些产品。因为，日本大生
产效率高于其他国家，所以就能够出口大量收音机和电视机。对美国来说，购进
这些产品比在国内生产还要便宜。
最后，对外贸易的出现还由于革稀新和式样。虽然美国生产的汽车比其他任
何一个国家多，但是仍然从德国，日本和瑞典进口大量汽车，这主要是因为美国
对这些国家生产的汽车有销路。
2). 世界各国从时的贸易千差万别，错综复杂，有形贸易和无形贸易并存。
大多数国家对出口的依赖，都大于对其他活动的依赖。出口所赚取的外汇用来支
付需要进口的货物。一个国家的国际收支就是这些错综复杂交易的记录。通过用
货币来反映所有这些交易， 一个国家能够把比如出口，外国游客这的花费和移
民汇款的手如汇总在一起。这些收入汇总起来， 便可支付诸如购买其他国家的
制成品，本国居民到其他国家旅游和雇用建筑工人的费用等。
Key:
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.

Part Three

I. Translate the followings from Chinese into English:
1 支付方式 2 书面合同
3 合同的执行 4 销售合同
5 购货确认书 6 交易条件
7 贸易伙伴 8 合同的构成
9 贸易协定 10 寄售合同
11 合同正文 12 合同延期
13 合同缔约方 14 特约条款
15 一般条款
II. Answer the following questions in English:
1 What is the definition for contract? What may happen if any party fail to fulfill
his contractual obligations?
2 What are the two parties of business negotiations? And give examples as you can.
3 Why do the trading parties usually prefer a written contract? What is the
difference between a sales contract and a sales(purchase) confirmation?
4 What does the setting up of a contract gener