国际贸易实务

国际贸易实务(英文版) International Trade Practice Chapter 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 can 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 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 acceptance.

Chapter two

III Explain the following terms 1 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 delivery

Symbolic delivery is a delivery situation in which when the seller delivers 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 contract

Arrival contract means a contract using an Incoterm which indicates that the delivery happens when the goods arrive at the destination. 4 actual delivery

Actual delivery refers to a delivery situation in which when the seller delivers the buyer does physically receive the goods.

IV. Short questions

1 What are the two types of trade terms concerning the transfer of risks?

答：Shipment contract terms vs. arrival contract terms. Under shipment contract terms seller’s 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：Major 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 buyer’s risk. Difference: a. CPT is applicable to any kind of transportation mode while CFR is only used for waterway transport. b. Under CPT seller’s risk will be transferred to the buyer when the goods are handed over to the first carrier nominated by seller. Under CFR seller’s risk will be transferred when the goods pass over the ship’s rail.

3 Who is responsible for carrying out customs formalities 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, 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 trader’s perspective, he is importing.

V．Case Studies 1. (变形)

An FOB contract stipulated, \shipment will be effected in March

2008. If the vessel fails to 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.\the buyer finally arrived at the port of shipment on May 1. As a result, 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 party 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 goods arrive at the port 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 a result, the goods had to be sold on the spot, and the seller lost $700,000.

(1) Was the \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。

答题切入点：对比两个术语在义务、费用划分上的相似程度。

Chapter three

III Explain the following terms １ 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 more specific persons for concluding a contract， necessarily

indicating the intention of the offeror to be bound in case of acceptance.

IV Short questions

１ 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. ２ What are the differences and 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 involve middleperson or agent. Discount can be used without particular prerequisites.

V．Case Studies

1. AC Company offered to sell goods at \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 the same export revenue, what would be AC's new offer?

A: CFR = CIF x ( 1- U x R) = USD100 x (1-110% x 1.05%) = USD98.845

CRFC5 = CFR / (1- C%) = USD98.845 / (1-5%) = USD104.047

AC’s new offer would be “USD 104.047 per case CFRC5% New York”.

2 The price quoted by an exporter was \per case FOB Shanghai\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 = USD500

CIF = CFR/(1- U x R) = 500/(1- 110% x 0.8%) = 500 / 0.9912 = USD504.44

The new offer would be “USD504.44 per case CIF Auckland”. Chapter four

III．Calculation

Company 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 Seafood 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 ＝18.144kg Maximum： ［10×1000kg ×（1 ＋5%）］ ／18.144 ＝578.7 （Attention： 0.7 should be deleted here） ＝578 cartons

Minimum： ［10 ×1000kg ×（1－5%）］ ／18.144 ＝523.6（Attention： 0.6should be added here） ＝524cartons

Answer： １） At most， Company C can deliver 578 cartons of Seafood. ２） At least， Company C should deliver ５２４ cartons.

IV Explain the following terms 1 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 quality 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. ３ more or less clause

答： “More or less clause” refers to the stipulation constituting part of the quantity clause 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 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 Studies

1 A Beijing company signed a contract to import wool from Australia. The quantity was specified as “20 M/T”. When the wool was delivered, 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）在环境温度下吸湿含水的现象。 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 Weight x(1+ Standard Regain)

1+ Standard Regain 1+ Actual Regain

∴ Dried Net Weight = Net Weight / (1+ Actual Regain) = 20 / (1+33%) = 15.04 M/T

Moisture content = Actual Weight – Dried Net Weight

= 20 – 15.04 = 4.96 M/T

or ∵Regain = (moisture content / oven dried weight) x 100%

= (moisture 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

= Net Weight x

(3) 答案：如按公量计算， 这批货只有16.54 公吨。

计算：

1+ Standard Regain RegainStamdReRegai1+ Actual Regain

= 20 x [(1+ 10%)/(1+33%)] = 16.54 M/T 答题的切入点：公量的计算

Conditioned Weight = Net Weight x

Chapter five III．Calculation

１(地点等变)The price quoted by an exporter was “USD３８ per case FOB

Liverpool”. The importer requested a revised CFR Liverpool price. If the size of each case was ５０cm ×４０cm×３０cm， gross weight per case was ４０kg， freight basis was W ／M and the quotation for London is USD１００ per ton of carriage， plus ２０％ bunker adjustment factor （BAF） and １０％ currency adjustment factor （CAF）， what would be the CFR price？

解： W ＝４０kg ＝０.０４m ／t

M ＝５０cm ×４０cm ×３０cm ＝０.５ ×０.４ ×０.３ ＝０.０６cm３ M ＞W， M will be used as freight basis for freight calculation

Freight per case ＝M ×basic freight rate ×（１ ＋BAF rate ＋CAF rate） ＝０.０６ ×１００ ×（１ ＋２０％ ＋１０％） ＝USD ７.８ CFR ＝FOB ＋Freight ＝３８ ＋７.８ ＝USD ４５.８

Answer： The CFR price would be USD ４５.８ per case CFR Liverpool.

２ One consignment of １０ cartons of leather shoes， measurement of each carton is ５０x５０x５０cm， gross weight of each is １５KG. The air freight rate quoted for the flight required is USD１.３／KG. How much air freight should be paid to the carrier？

解： W ＝１５kg

M ＝（５０ ×５０ ×５０）/６ ０００cm３ ＝２０.８３cm３ M ＞W

Freight ＝USD１.３／kg ×２０.８３ ×１０ cartons ＝USD ２４０.７９ Answer： The air freight is USD ２７０.６６.

IV Explain the following terms 1 demurrage

答： Demurrage is the amount of money paid as a penalty at an agreed rate by the Charterer to compensate the 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. 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 quantity of the goods involved as in the case of LCL， the other type of the container transportation services.

V Short questions

release the documents to the importer only upon full and immediate cash payment.

D/A (documents against acceptance) If a period of credit to the importer has been agreed upon, then a usance bill of exchange will be used and instructions will require the documents to be releases against acceptance by the importer. In this case, the importer signs his acceptance across the face of the draft, which is now due for payment on a future date, and obtains the documents of little to the cargo.

III Short questions

４An exporter， Wu Co， received an L ／C issued by Bank B and confirmed by Bank K. After Wu shipped the goods， Bank B declared bankruptcy. Will Wu have sleepless nights？

答： No， Wu Co. does not need to worry about the payment. When the L ／C is confirmed， the confirming bank holds the same definite undertaking as the issuing bank to pay or to pay at maturity in case of acceptance.

8 Use an example to explain why a back-to-back credit is needed. 答： A back to back credit is normally used by middleperson for the protection of his interest . For example， agent A received a documentary credit from the end buyer B， A can use this credit as a backup to apply for the opening of a new credit in favor of the end

supplier C. By doing so A can be sure that neither B nor C would know each other， therefore well protecting A’s business confidentiality.

IV Case Studies

１On September １， X Company signed a contract to export goods to the U.S.On September 30，City Bank sent an irrevocable L ／C with an amount of USD30,000. The L ／C stipulated shipment during October， and Bank of Tokyo to be the

reimbursing bank. On October ２， Bank of China advised X of the L ／C.But ten days later， X learnt that the importer was near bankruptcy. How should X deal with the situation？

析： a.案例中X 公司收到的是一份不可撤销的信用证（an irrevocable L ／C），说明X公司在满足信用证所列条件的情况下，可以直接从开证行或开证行指定银行获得货款，而不需考虑进口商的状况。b.在这种情况下，X 公司在做决策时，需要考虑的一是自身完成信用证所列条件的能力，二是与进口商的合作问题。 答题切入点：a. 信用证支付情况下各方的关系；b. X 公司可选择的做法及注意事项。

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