第一章练习答案Unit 1 A brief introduction to international tradeI. 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 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 see 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 right1. J2.A3.E4.B5.C6.D7.I8.G9.F 10.HIII Translate the following terms and phrases into Chinese1 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 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?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. Please try to find out some cases about cultural differences in doing international business. (Open)VI. Please 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 )9.（T ）10.（T）11.（F）12.（F）13.（T）14.（T）15.（F）Ⅶ.Translate the following into English1.Trade is often said to be the "engine" of development. Although this analogy is too simple, itdoes illustrate the importance of foreign trade in economic development. Although the healthy growth of exports is not always sufficient for rapid and sustained economic growth, it is undeniable that there is a positive and close link between the two. The role of trade development in economic growth is manifested in many ways. Among them are: the benefits of professional division of labor, the role of international competition in promoting domestic economic efficiency and the ability to pay for the import of goods needed for development, as well as more generally , the encouragement of investment and entrepreneurship.2.International trade is the exchange of goods and services produced by one country withgoods and services produced by another country. In addition to the visible trade, that is, the import and export of goods and cargos, there are also invisible trade, which refers to the exchange of labor between countries. Countries such as Greece and Norway, which have vast maritime fleets and provide transport services, reflect a form of invisible trade. For some countries, invisible trade is just as important as raw materials and commodity exports for some other countries. In both cases, these countries can make money to buy the goods they need.3.International trade is varied in a variety of ways. Underwriting refers to the seller , in aparticular area and within a certain period of time , to give foreign customers the exclusive right to sell the designated commodity trade. In this deal, the goods are taken over by the underwriter, sold on their own and are self-financing. This is different from a commission-only agent, and because the underwriter enjoys a franchise in a particular area, making it distinct from the general sale and purchase agreement.4.No country in the world can produce all the products it needs, so all countries participate inthe international division of labor for effective production and reproduction. Sometimes , a country can buy goods and services abroad from a barter, which refers to the exchange of onegood for another and not for money. Barter trade by itself is not enough to meet the needs ofa country's imports. However, as a mode of trade, it is attractive to developing countries thathave a shortage of foreign exchange or shortage of inflow of foreign capital to meet the demand for foreign trade.Ⅷ. Multiple Choices1-5 D D A D B 6-10 A A A B A第二章练习答案Unit 2 General Procedures of Export and Import TransactionI. Answer the following questions1.Please tell us the procedures of international trade.The procedures of an export or import business are so complicated that it may take quite a long time to conclude a transaction. Varied and complicated procedures have to be gone through in the course of export or import transaction. From the very beginning to the end of the transaction, the whole operation generally undergoes four stages: preparing for exporting or importing, business negotiation, implementation of the contract, and settlement of disputes(if any). Each stage covers some specific steps. Since the expo rt and import trades are two sides of the same coin, and one country’s export is another country’s import.2.What are the parties involved in export and import transaction?The parties who are involved in export and import transactions are numerous and can be described as variously. The basic parties are the buyer who purchases the goods and the seller who provides the goods.3.What are the specialists involved in export and import transaction?Many specialists may be involved in export and import transaction, including:(1) A shipping agent and /or foreign forwarder (forwarding agent) will take responsibility for the documentation and arrange for the goods to be shipped by air, sea, rail or road. These services may be carried out by the supplier’s own export department, if they have the expertise.(2) Airlines, shipping lines, railway companies or haulage contractors will actual transport the goods.(3) Both the importer’s and exporter’s banks will be involved in arranging payments if a letter of credit or bill of exchange is used.(4) Customs and Excise officers may need to examine the goods, check import or export licensing and charge duty and /or V AT.(5) A chamber of Commerce may need to issue a Certificate of Origin, if this is required by the importer’s country.(6) An insurance company insures goods in transit.(7) A lawyer if a special contract has to be drawn up.4. What are the documents needed in export and import transaction?An import/export transaction usually requires a lot of complicated documents because it is difficult to make many different arrangements when one firm is dealing with another on the other side of the world. The number and type of documents needed depend on the specific requirements of the exporter and importer. Generally, the documents needed include:(1) Bill of Lading.(2) Commercial Invoice.(3) Proforma Invoice.(4) Consular Invoice.(5) Packing List.(6) Weight Memo.(7) Certificate of Inspection.(8) Certificate of Origin.(9) Insurance Policy (Certificate).(10) Sales Contract.(11) Sales Confirmation.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.subsidiaryIII. J udge 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 11. T 12.F 13. T 14. F 15.TIV. Explain the meaning of the words or phrases below as requested1. 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:Messrs. Arthur Grey & Son,19 Cheapside,London, E.C.2Dear Sirs,We have obtained your name and address from China Council for Promotion of International Trade and learned that you are one of the leading exporters of Ice Box in your district.We are now interested in 100 sets of the said article and should be pleased if you would let us know whether you can supply us with the quantity and quality we desire. Please quote us your best price on CIF Guangzhou basis. When offering, please state clearly terms of payment, time of delivery, packing conditions together with illustrated catalogue for our consideration.We are looking forward to your early reply.Yours faithfully,VI. Please make your offer according to the following particulars:Dear Sirs,Thank you for your letter of 5th May. We are glad to learn of the inquiries you have had from your customers for our raincoats. Our "D.D." range is particularly suitable for warm climates, and during the past years we have supplied this range to dealers in several tropical countries, from many of whom we have already had repeated orders. This range is popular not only because it is light in weight,but also because the material used has been specially treated to prevent excessive condensation on the inside surface.For the quantities you mention we are pleased to quote as follows:"D.D." Raincoats100 men's medium @ US$14.50 US$ 1,450100 men's small 14.0 1,400100 women's medium 13.2 1,320100 women's small 12.7 1,270US$ 5,440Payment: by irrevocable L/C at sightShipment: Shipment will be effected within three or four weeks after receiving the L/C.This offer is subject to our final confirmation. We feel you may be interested in our other products and enclose some pamphlets for your reference.We are awaiting your early orders.Yours sincerely,VII. Write a counter-offer according to the following particulars:Dear Sirs,We thank you for your quotation May 10 for 1,000 sets of Hair IceBox. We find your price as well as delivery date satisfactory, however, we would give our suggestions of an alternation of your payment terms.Our past purchase of other household electrical appliances from you has been paid as a rule by confirmed, irrevocable letter of credit at sight. On the basis, it has indeed cost us a great deal. From the moment to open credit till the time our buyers pay us, the tie-up of our funds lasts about four months. Under the present circumstances, this question is particular taxing owing to the tight money condition and unprecedentedly high bank interests.In view of our long business relations and our amicable cooperation prospects, we suggest that you accept either “cash against documents on arrival of goods” or “drawing on us at 60 day’s sight”.Your first priority to the consideration of the above request and an early favorable reply will be highly appreciated.Yours sincerely,VIII. Case StudyQuestions:(1) What is your opinion? Give the reasons to support your opinion.(2) How to prevent such dispute?(1) The first letter of Company A and Company B can be considered as an offer, during which Company A made a request for packaging. While Company B modified the terms of the offer, which can be considered as a counter offer or a new offer. After the counter offer was issued by Company B, Company A did not reply. Although it indicated that it was bound by the offer of the company B, yet Company A did not expressly accept to Company B,(2)At this time , the contract is not established. Therefore, Company B refused to honor the contract on this ground. Company A would fall into the passive status. In order to avoid this situation, Company A, in receipt of the B Company's offer, should promptly accept it.Ⅸ.Multiple Choices1. BCE2. AB3. BCD4. ABE5. ADE6. BCDE7. CD8. ABC9. ABC 10. ABC第三章练习答案Unit 3 Contracts for the International Sale of GoodsI. Translate the followings from Chinese into English:1 terms of payment2 written form of contract3 execution of the contract4 sales contract5 purchase confirmation6 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 conditionsII. 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。
