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。oversimplified this However 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； 3。commission； 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\。 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 risks were transferred to
the buyer or the other parties concerned after the seller put the goods on board
the ship。 Since the documents presented by the seller were right and proper, the
seller could directly get paid form the Issuing Bank of the L/C。
However， part of the goods got lost because of rough sea。 Does this mean
that the buyer suffered loss? It is definitely not the case because there are other
two sub—contracts existing on CIF terms—I/P and Bill of Lading. In this case the
buyer could claim damages with the insurance company, but he had to take
delivery of the goods。 Obviously， the actual reason for the buyer's refusal to
accept the goods in this case was that the prices of the goods were going down。
This is， certainly, unjustified。
2） In this case the contract was concluded between Company E and Company
W on FOB term， according to which the seller (Company E) ended his
responsibilities when he delivered the goods on board the ship at the port of
shipment。 He did not need to pay for transportation of the goods or the
insurance premium。 Therefore, it was not right for W to ask E to pay the
freight and indicate “Freight Repaid” on the Bill of Lading。 The reason why W
asked E to do that might be that he wanted to transfer the freight charges to E.
However， in practical dealings, foreign trade companies often come
across such situations， especially when a contract is concluded with an agent,
who wants to resells the goods。 In this case, E might comply with W's request，
but he had to indicated that the freight should be borne by W。
Chapter5
I。 Give the Chinese equivalents for the following English terms：
1 本身所具有的特性 2 光泽、造型、结构
3 耐用性 4 可销售性
5 社会属 6 消毒
7 适用性 8 卫生
9 规格 10 水产品
11 公司 12 保证生活质量
II。 Two columns are given for you to decide which method is best suited for a
certain commodity。 Please match them。
1 A , 2 C， 3 D， 4 E, 5 B， 6 G， 7 F, 8 H
III。 单项选择题
1。D 2。A 3。A 4.B 5.D 6。C 7.A
8。C 9。D 10。C 11。C 12。C 13。A 14。B
15。B 16.C 17。D 18。B 19。C 20.C 21。D
22。D 23.A 24.A 25.D 26。B
IV。 多项选择题
1.AE 2。ABE 3。ABC 4。CDE 5。AC
6.ABD 7。BCE 8。ACDE 9。BD 10.AC
11。BC 12。AC 13。BCDE 14.CD 15。AB
16。CDE 17。ABCDE
V。 案例分析
1、答：买方的要求不尽合理。理由如下:
采用FOB 术语成交,一般由买方负责租船订舱。卖方可以接受卖方的委托代为
租船订舱，但卖方不承担租不到船的责任和风险。就此案例来说，因公司代为租
船没有租到，买方又不同意更换条件，因此，该公司不承担因自己未租到船而延
误装运的责任,买方也不能因此提出撤消合同。所以，买方的要求不合理，责任
和风险应该由买方自己承担.
2、答：我方不能因床单受潮而拒付货款，也不能向卖方提出索赔。理由如下：
（1）采用CIF 术语成交时,属于象征性交货,卖方是凭单交货，买方是凭单付
款，只要卖方如期向买方提交了合同规定的全套合格单据，即使货物在运输途中
损坏或灭失，买方也必须旅行付款义务。反之，如果卖方提交的单据不符合要求,
即使货物完好无损地运达目的地,买方仍有权拒付货款.就此案例而言，卖方提
交了全套合格单据，我方应支付货款。
（2）在CIF 条件下，买卖双方风险转移界限以船舷为界。货物越过船舷后的风
险应由买方负担。就本案例可以看出,货物越过船舷之前是完好的，因此卖方不
承担风险。我方据此不能向卖方提出索赔，可依据所投险别向保险公司提出索赔。
3、答：该公司可向卖方提出索赔。理由如下：
按CFR 条件成交时，尽管货物在海运途中的风险已转移给买方,但买方为降低
自己的风险可办理货运保险，这取决于卖方是否及时向买方发出装运通知。据惯
例解释，如果卖方未及时向买方发出装运通知，导致买方未能及时办理保险手续，
由此引起的损失由卖方负担.就本案例而言，该公司货物部分丢失是由于卖方未
发出装船通知而公司未办理保险手续而引起的损失，故此，该公司应向卖方提出
索赔。
4、答：此项损失应由买方承担,买方不应该向该公司提出索赔。
以CPT 术语成交时,风险转移以货交承运人为界，即卖方将货物交给指定承运
人，风险即由卖方转移至买方,买方可投货物保险以确保损失最小。就本案例而
言,该公司已将货物交给承运人，运输途中及后期风险均由买方自己承担，因此，
该公司可拒绝买方的索赔要求.
5、答:按照CIP 条件成交,卖方要承担保险费和运费。因为CIP 条件适合于各
种运输方式，风险是在承运人控制货物时转移,所以卖方要负责办理交货地点到
指定目的地的全程运输，而不仅仅是水上运输，因此卖方应支付全程运费.就本
案例而言，卖方支付了海上运输的费用，但并没有将货物送往指定目的地，因此
还需支付铁路运输的费用。由此,我方应支付货款，但不需支付铁路运费，卖方
行为不尽合理.
Chapter6
I。Here given in the following are short forms for some units of measure and
weight。 Please give the complete form of each：
1）吨 2）盎斯 3）磅 4)品脱 5)码 6）加仑 7）令 8)公斤 9）克 10）平方米
II. Please read the statements carefully， and then give your choice True or False.
1。 T
2. F where the goods are to be unloaded must be decided and confirmed by the
buyer at least 48 hours before the ship arrives at the first optional port.
3。 T
4。 T
5. T
6. F a letter of indemnity is issued by the shipper to the shipping company in
exchange for a clean-on-board shipped bill of lading.
7。 F according to article 23 of the UCP NO。500,” IF A Credit calls for a bill of
lading covering a port to port shipment， banks will， unless otherwise stipulated in
Credit, accept a document, however named, which ……contains no indication that it
is subject to a charter party ……”
8。 T
9. F dispatch money is an amount paid by the ship—owner to the shipper for the
shipper’s quicker loading and unloading of the goods.
10. T
III。 Please give the following definitions for the names in English:
1。 Gross weight is the sum of total weight of the commodity itself and the tare
(the package weight）。 That’s to say it refers to the net weight plus the tare
weight of
the goods.
2。Net weight is the actual weight of commodity without the addition of the tare。
In international trade if the goods are sold by weight， the net weight is often used。
3。 Actual tare： The actual weight of packages of the whole commodities。
4。 Average tare: In this way， the weight of packages is calculated on the basis of
the average tare of a part of the packages.
5. Customary tare： The weight of standardized package has a generally
recognizer weight which can be used to represent the weight of such packages.
6。 Computed tare: The weight of package is calculated according to the tare
previously agreed upon by the seller and the buyer instead of actual weighing.
IV。 简答题
1。 答:数量条款规定了买卖双方交货数量及与之有关的权利和义务，他涉及
成交数量的确定、计量单位和计量方法的规定及数量机动幅度等内容。为订好数
量条款，应依据的规定和经营意图，根据需要和可能，按外商资信情况和市
场行情变化，正确掌握进出口商品的成交数量，以利于合同的履行.
2. 答：（1）大宗农、副产品、矿产品及一部分工业制成品惯于采用按重量
计算，一些贵重商品也惯于采用重量单位。
（2）按数量计算适用于大多数工业制成品，尤其是日用消费品、轻工业品、
机械产品及一部分土特产品。
（3）按长度计算多用于金属绳索、布匹，绸缎等商品买卖。
(4）面积单位可用于玻璃板、地毯、皮革等商品。
（5）体积单位仅用于木材、天然气及化学气体的买卖。
（6）容积单位中的蒲式耳是美国用来计量各种谷物的，公升和加仑多用于
液体商品.
（7）有些国家对某些商品有自己习惯的或法定的计量单位.例如棉花许多
国家以”包”为单位，糖以”袋\"为单位。
3。 答：(1）毛重.是商品本身加包装重量。
(2)净重。是商品本身实际重量，不包括皮重。计算皮重时有按实际皮重、
平均皮重、习惯皮重、约定皮重计算等四种做法。
（3）公量。有些商品因较强的吸湿性导致重量不稳定,对此类商品可用科
学的方法除去其所含实际水分，然后再加上国际公认的标准含水量.即公量＝干
量＋标准含水量。
(4）理论重量。对按固定规格形状和尺寸所生产和买卖的商品可从其件数
推算总重量,此总重量即为理论重量。一般只作为计算实际重量的参考。
(5)法定重量和实物净重。法定重量是商品重量加上直接接触商品的包装
物料的重量，而除去这部分重量所表示出来的纯商品重量即为实物净重.此方法
大多用于海关征税。
4。 答:数量机动幅度是指卖方可按买卖双方约定的某一具体数量多交或少
交若干的幅度.他的规定方法有：
（1）合同中明确具体的规定数量的机动幅度。它既可只简单规定机动幅度，
也可在此基础上约定由谁选择及作价原则。
（2)合同中为明确规定数量机动幅度,但将数量定为约数。《跟单信用证统
一惯例》规定约数的增减幅度不超过10％。
(3)合同中未明确规定数量机动幅度。此时卖方交货数量原则上应与合同
完全一致,但《跟单信用证统一惯例》500 号出版物规定货物数量允许有5%的
伸缩。
5。 答：(1）目前对在机动幅度范围内超出或低于合同数量的多装或少装部
分，一般按合同价格计价结算。
（2）为防止有权选择溢短装的当事人利用行市变化有意多装或少装而获取
额外好处，有的合同规定多装或少装部分不按合同价格计算，而代之以按装船日
的行市或目的地的市场价格计算。
（3）若双方未能就装船日或到货日或是市场价格取得协议，则可交由仲裁
机构解决。
（4）有的合同还规定多交或少交货物中一部分按合同价格计算，其余部分
按装船时或到货时的市价计算。
IV。 Case study
1[Answer］： According to Article 11 of CISG： “A contract of sale need not be
concluded in， or evidenced by, writing and is not subject to any other requirement as
to form. It may be proved by any means， including witnesses。” Though China and the
US are both member countries of the CISG， China declared that it won’t be bound by
Article 11 and its related articles。 That is to say, any kind of contracts in China
must
be evidencing by writing. In this case, though both companies agreed orally as to the
main terms of the sales contract, there is no writing evidencing the contract。 This
contract， according to Chinese law, is not effective.
2[Answer]： According to Item 2 of Article 21 of CISG： “If a letter or other
writing containing a late acceptance shows that it has been sent in such circumstances
that if its transmission had been normal it would have reached the offeror in due time，
the late acceptance is effective as an acceptance unless， without delay, the offeror
orally informs the offeree that he considers his offer as having lapsed or dispatches a
notice to that effect. In this case, in order to avoid unnecessary loss, the Chinese
company should telephone or dispatch immediately a notice informing that the
acceptance is ineffective as it is late。__
Chapter7
I. For the false statements， please state True or False
1.（T） 2。(F) 3.(F） 4.（F） 5。（F） 6.（F) 7.（F) 8.（F） 9.（F）
II。 Put the following into English：
1。 consuming taste 2。 gift packing
3。 prettify commodities 4. portable packing
5. social customs 6。 transparent packing
7. creative design 8。 suspensible packing
III. Suppose you are an exporter and your business place is in China， please
make the judgment if the following statements are correct or not and give your
reasons。
1。(F） 2. (F） 3. (T） 4. (F) 5。 （T） 6。 (T） 7。 （F） 8。 (F) 9。 （F) 10。 (T）
IV. 简答题
1。 答：包装重要性体现在以下几个方面:
（1）是实现商品价值和使用价值的重要手段，是商品生产和消费之间的桥
梁。
（2）出口商品需经过长距离辗转运输，有时需多次装卸、搬运和存储，包
装可保证商品质量和数量完整，方便货物装卸、搬运、储存。
（3）商品生产过程，包装是最后一道工序；在流通领域中，包装具有保护
商品、美化商品、宣传商品、提高售价的重要作用，并可作为对外竞争的重要手
段。
约定包装条件的意义在于：
(1）不仅起到保护和美化商品作用，且包装本身还是货物说明的组成部分。
（2)按一些国家法律解释,如一方违反了所约定的包装条件，另一方有权
提出索赔，甚至拒收货物.
2。 答：（1)必须适应商品特性。
（2)必须适应各种不同运输方式的要求.
（3)必须考虑有关国家的法律规定和客户要求.
（4）要保证包装牢固的前提下节省费用，便于各环节有关人员进行操作以
免使货物遭受损失.
3. 答：（1）按包装方式，可分为单件运输包装和集合运输包装，后者又分
为集装包和集装袋。
（2）按包装造型，可分为箱、袋、桶和捆等方式。
(3)按包装材料，可分为纸制，金属、木制、麻制品、玻璃制品、陶瓷制
品及竹、柳、草制品包装等.
（4）按包装质地，可分为软性，半硬性和硬性包装。
(5)按包装程度，可分为全部包装和局部包装。
4。 答:（1）便于陈列展销,以吸引顾客和供消费者选购.
(2）便于识别商品，以便消费者了解，看货成交。
（3）便于携带和使用，为消费者提供方便。
（4）要有艺术吸引力，以便吸引顾客、提高售价、扩大销路。
5。 答:(1）包装的装潢画面要美观大方，富有艺术吸引力，突出特点，图
案和色彩要适应有关国家民族习惯和爱好，便于扩大出口。
（2）包装上的文字说明应同装潢画面紧密配合,互相衬托，以达到宣传和
促销目的，使用文字应简明扼要,并能让顾客看懂,必要时可中、外文并用。
(3)包装上标签应注意有关国家的标签管理条例，尤其是食品、药品、服
装。
（4）销售包装还应注意条形码技术的使用问题。
6。 答：（1）有效提高结算效率和准确性，也方便了顾客。
(2）有利于提高国际间贸易信息传递的准确性,使交易双方及时了解对方
商品有关资料和本国商品在对方的销售情况。
(3)条形码的使用是有效促使名优商品打入许多国家超级市场的前提条件。
7. 答：定牌生产产生的原因有：
（1）世界许多国家超级市场、大百货公司和专业商店在其经营出售商品上
标有本商店使用的商标或品牌，以扩大本企业知名度并显示该商品身价。
（2）出口厂商为利用买方经营能力及商业信誉和品牌声誉,以提高商品售
价和扩大销路，也采用定牌生产。
我国出口贸易中定牌生产具体做法有：
(1）在商品或包装上，打印上外商所指定的商标或品牌,而不标明生产国
别和出口厂商名称。
（2）在商品或包装上，表明我国的商标或品牌,同时加注国外商号名称或
表示其商号的标记。
(3）在商品或包装上，采用买方指定商标或品牌,同时注明\"中国制造”字样。
8. 答：制定原因为:
(1)运输标志内容较多.
(2）有时要加进一些不必要项目。
（3）各国和各种运输方式之间对运输标志的要求差异较大，不能适应国际
货物流动量的增加和多式联运的开展，不利于电子计算机在运输和单证流转方面
的应用.
作用有:
(1)减少了运输标志内容，节省出口成本、时间和费用。
（2）提高计算机操作和审单效率，加速船舶和资金周转。
（3）消除因运输标志内容过多和繁杂而可能造成的失误和困难，保证交货
的顺利进行。
10。 答:
(1）对包装要求应当明确具体，做到明确规定包装材料、造型、规格.除
传统商品外不宜采用”按惯常方式包装\"等含糊包装术语。另外，除非买卖双方对
具体内容事先充分交换意见或在长期业务往来中就问题取得一致认识，包装条款
一定要明确具体.
（2）应订明包装费用由何方负担。按惯例,包装费用一般在货价之内,包
装条款中无须另行订明。若买方坚持要求对原本不需包装的商品实施特殊包装,
导致包装费用超出正常，增加产品成本,或包装物料刚好构成产品成本增加时,
则需订明包装费用负担.若卖方同意接受买方提供包装,包装条款中还应订明寄
送包装方法，包装送达日期,送交包装延迟责任及运送包装费用负担等内容。进
口合同中对包装技术性较强的商品通常在单价后注明”包括包装费用\"，以免发生
纠纷。
（3）明确由何方提供运输标志。按惯例，运输标志可由买方提供，也可由
卖方决定.卖方决定时可不订入合同，或只订明\"卖方标志\"，由卖方设计后通知
买方。买方提供时应在合同中规定买方提供时间,如超过时间卖方可提出其他补
救方法.
（4）明确包装不良应负的责任。保险公司一般不负责因包装不良造成的损
失.在包装条款中，应对包装不善所造成损失的索赔问题作适当规定,以防止进
口货物因包装不良受到损失，对仪器、机器设备进口时使用的包装条款,更应就
索赔问题作出详细规定。
V．案例题
1、答：(1)外商做法是否合理应从两个方面来看。（2)一般来讲，保险公
司不负责因包装不良所造成的损失。所以在进口合同条款中外商应对包装不善造
成的损失的索赔问题做出详细规定。若买方已做出规定，包装不良造成损失由卖
方负责，那么外商的做法是合理的。若买方未作具体规定,则外商做法不尽合理，
应由双方协商解决，或提交仲裁机构解决。
2、答：（1）按国际贸易习惯，唛头由买方提供时在合同中应规定买方提供
时间。如超过时间,卖方可提出其他补救办法，如自行规定唛头.(2)该公司在
此情况下应致电买方询问延误原因，请其快速电告所设计唛头,否则将由该公司
自行规定。
3、答：(1)我方据此提出拒收或索赔是完全合理的。(2）在国际货物买卖
中，如一方违反了所约定的包装条件,另一方有权提出索赔,甚至可以拒收货物。
由此可知，虽然外商交货数量与合同规定数量相符，但他的行为违反了合同中的
包装条款，已构成违约,我方可以提出拒收或索赔。__
Chapter8
I、单项选择题
1、C 2、B 3、D 4、A 5、B 6、A 7、C
8、D 9、A 10、B 11、B 12、D 13、C
II、多项选择题
1、ABCE 2、ABC 3、BCD 4、ABCDE 5、BCE
6、ABC 7、ABCDE 8、ABCE 9、AC 10、ABCE
11. ABCDE
III、名词解释
1、出口总成本：是外贸企业为出口商品支付的国内总成本。它的构成因素有进
货成本和国内费用。如是需缴纳出口税的商品,还应包括出口税.
2、出口换汇成本：指某商品出口净收入一个单位的外汇所需要的人民币成本.
是衡量外贸企业和进出口交易盈亏的重要指标.
3、固定价格：指交易双方协商一致的基础上，对合同价格予以明确、具体的规
定。
4、后定价格:指在合同中不明确规定价格,具体价格留待以后确定。
5、暂定价格：在合同中先订立一个初步价格，作为开立信用证和初步付款依据，
待双方确定最后价格后再进行最后清算，多退少补。
6、待定价格：交易双方就其他条件达成一致,合同已成立,但规定“价格待定”
或合同中没有明示或默示规定货物价格的情况。
7、价格调整条款：在订约时只规定初步价格，同时规定，如原材料价格和工资
等发生变化，按原材料价格和工资等的变动来计算合同最终价格。
8、佣金：指代理人或经纪人为委托人服务而收取的报酬。
9、明佣：交易双方在洽谈时将佣金明确表示出并写入价格条款中。
10、折扣：是卖方给予买方一定的价格减让，一般可在买方支付货款时预先扣除。
11、出口成本价格:是企业以出口总成本为基础计算出来的单位成本价格。
12、出口外汇净收入:是出口外汇总收入扣除劳务费用等非贸易外汇后的外汇收
入。
13、出口盈亏额：是指出口销售的人民币净收入与出口总成本的差额.
IV、简答题
1、答：(1）要考虑商品的质量和档次,贯彻以质论价的原则。
（2）要考虑运输距离，核算运输成本，做好比价工作，以体现地区差价.
（3)要考虑交货地点和交货条件，把买卖双方的责任、费用和风险在价格
中体现出来。
（4）要考虑季节性需求的变化，掌握好季节性差价，争取有利价格。
（5）要考虑成交数量，成交量大时可给予适当优惠。
(6）要考虑支付条件是否有利和汇率变动的趋势，把利息负担和汇率变动
风险也计入货价。
(7)要考虑国际市场价格走势，注意搜集国际市场信息，对其价格及供求
状况进行分析和预测.
（8）要考虑交货期远近、市场销售习惯及消费者爱好与否等因素.
2、答:固定价格明确、具体、肯定，便于核算和执行，是国际市场上常见
做法。它的不足之处在于:
（1)合同缺乏稳定性。行市剧变时,不守信用的商人会寻找各种借撕毁合
同，使我方遭受不应有的损失.
（2）价格不稳定时，国外商人会观望不前,怕承担价格波动带来的风险。
为使交易顺利达成，提高履约率，减少风险，我们采用固定价格时应注意两点.
（1)必须对影响商品供求的各种因素细致研究，并在此基础上对价格走势
作出判断，以此作为决定合同价格依据。
（2）通过各种途径了解客户资信情况，慎重选择订约对象。
3、答：非固定价格是一种变通做法，它的有利之处在于：
(1）有助于暂时解决价格方面的分歧，双方可先就其他条款达成协议，早
日签约，待日后再确定成交价格。
(2）解除客户对价格风险顾虑，使之敢于签订交货期长的合同.有利于巩
固和扩大出口市场,有利于生产、收购和出口计划完成。
（3)虽不能完全排除交易双方的价格风险，但有利于出口方不失时机地做
成生意,也有利于进口方保证一定的转售利润。
非固定价格的缺点在于：
（1）因先订约后作价，就不可避免的带来较大的不稳定性。特别是待定价
格，万一双方作价时不能取得一致意见,合同就无法执行.
(2）如作价条款规定不当，合同还有失去法律效力的危险。
4、答：在实际业务中，如果交易双方对佣金虽已达成协议，却约定不在合
同中表示出来，约定的佣金由一方当事人按约定另行支付,则称为“暗佣”。国
外中间商或买主，为赚取“双头佣”，或为达到逃汇或逃税的目的，往往提出使
用“暗佣”.
“暗扣”是指当事人出于各种考虑，对折扣虽已达成协议，却不在合同价格
条款中表示出来，折扣的金额由一方当事人按约定另行支付.
5、答:佣金的支付要根据中间商提供服务的性质和内容而定。支付方法有
两种：（1)交易达成时就向中间商支付佣金。（2）卖方收到全部货款后，再另行
支付佣金.第一种情况下，虽交易已达成，但万一合同无法履行,委托人仍要向
中间商支付佣金.第二种情况对委托人比较有利。为避免误解、除要明确规定委
托人与中间商之间权利与义务之外，委托人最好事先与佣金商达成书面协议,明
确规定出支付佣金的方法。
通常佣金可在合同履行后逐笔支付，也可按月、季、半年,甚至一年汇总支
付。折扣的支付一般可在买方支付货款时预先扣除,或采用“暗扣\"、“回扣\"的
方法.
6、答:（1）明确规定作价标准。规定作价标准可减少非固定价格条款给合
同带来的不稳定因素，消除双方在价格方面的矛盾。
（2）谨慎选择作价时间。它可使出口方安全收汇,保证合同顺利履行。时
间的确定可分为装船前作价、装船时作价、装船后作价三种。
（3）充分考虑采用非固定价格对合同成立的影响。在实际业务中,商品具
体价格可以不在合同中规定，只规定作价办法或原则，合同即为有效成立。因此
在采用非固定价格时应尽可能将作价方法订得明确具体。
7、答：我国进出口商品的作价原则是，在贯彻平等互利的原则下，根据国
际价格水平,结合国别(地区），按我方的经营意图确定适当的价格。
8、答：出口成本价格是企业以出口总成本为基础计算出来的单位成本价格.
它与出口成交价格的主要区别在于出口成本价格并不涉及有关国外的任何费用；
而出口成交价格则可能包括单位商品的国外费用，如国外运费、保险费、佣金等.
9、答：（1)明确规定作价标准。为减少非固定价格条款给合同带来的不稳
定因素，消除双方在作价方面的矛盾，明确订立作价标准是一个重要的必不可少
的前提。
（2）谨慎选择作价时间。在采用非固定价格时，作价时间的规定非常重要，
为了使出口方安全收汇,保证合同顺利履行，应谨慎选择作价时间。
（3）充分考虑采用非固定价格对合同成立的影响。
10、答:（1）合理地确定商品的单价,防止偏高或偏低。
（2)根据船源、货源等实际情况,选择适当的贸易术语。
(3）争取选择有利的计价货币,必要时可加订保值条款。
（4)灵活运用各种不同的作价办法，避免承担价格变动的风险。
（5)参照国际贸易的习惯做法,注意佣金和折扣的合理运用。
（6）如交货品质、交货数量有机动幅度或包装费用另行计价时，应一并订
立机动部分作价和包装费计价的基本办法。
（7）单价中的计量单位、计价货币和港口名称,必须书写清楚，以利于合
同的履行。
V、计算题
1、解：出口总成本＝4000×（1＋15％)＝4600(人民币元）
出口外汇净收入＝1000－（80＋10＋1000×3％）＝880(美元）
出口换汇成本＝4600÷880≈5。 227(人民币元/美元）
2、解:CIFC3%纽约价＝（500＋60）÷（1－1.1×0。 8%－3％）≈582. 6（美元）
3、解：fob 中国岸价＝1000×（1－1。 1×0. 85％）－75＝915. 65（美元)
4、解：CFRC4%价＝1000÷(1－4％）≈1041。 7（美元)
5、解:出口方单位商品净收入＝1000×（1－2%）＝980(美元）
6、解：按题意可知P0＝100 万，A＝20%，B＝50%，C＝30％,
M＝110，M0＝100,W＝112，W0＝100
则最终价格P＝100×（20％＋50％×110/100＋30％×112/100）＝108. 6（万
美元）
VI. True or false
1. (F） 2。 (F) 3. (T） 4。 （T） 5。（F） 6。 （T） 7。（T) 8。（F） 9. (T） 10。（F)__
Chapter9
1. T
2。 F where the goods are to be unloaded must be decided and confirmed by the
buyer at least 48 hours before the ship arrives at the first optional port。
3。 T
4。 T
5。 T
6。 F a letter of indemnity is issued by the shipper to the shipping company in
exchange for a clean—on—board shipped bill of lading。
7. F according to article 23 of the UCP NO。500,” IF A Credit calls for a bill of
lading covering a port to port shipment, banks will， unless otherwise stipulated in
Credit， accept a document， however named， which ……contains no indication
that it is subject to a charter party ……”
8。 T
9. F dispatch money is an amount paid by the ship—owner to the shipper for the
shipper’s quicker loading and unloading of the goods.
10。 T
II。 Answer the following questions in English
（Omitted)
III。 Answer the following questions briefly according to what you have learnt in
this unit.
1. It is also called tramp. A shipping by chartering is a freight-carrying vessel
which has no regular route or fixed schedule of sailing. It is first in one trade and then
in another, always seeking those ports where there is a demand at the moment for
shipping space。 The shipper charters the ship from the ship-owner and uses it to carry
the goods。 It falls into 3 kinds： voyage charter， time charter and demise charter.
2. The time of delivery refers to the time limit during which the seller shall
deliver the goods to the buyer at the agreed place by the agreed methods。
There are
the following ways to stipulate the time of delivery in the contract.
In stipulate the time of delivery we have to pay attention to the followings:
（1) The shipment date should be made in such a manner that it facilitates the
seller and enables the seller to effect shipment on time and perform the relevant
obligations stipulated in the contract。 For instance， the seller should be given a period
of reasonable time for arranging the supply of the contracted goods。
（2） Different shipment period should be fixed， based on the availability of
shipping space, for contracted goods of different nature。 An unreasonable short time
for shipment shall cause no little inconvenience to the seller。
（3） According to the relevant stipulations of (Uniform Customs and Practice for
Documentary Credits）： Expressions such as “prompt\"; “immediately\"， “as
soon as possible” and the like should not be used. If they are used banks will disregard
them.
（4） Unless otherwise stipulated in the credit, the expression “shipment” used in
stipulating an earliest and/or a latest shipment date will be understood to include the
expressions “ loading on board”， “dispatch”， “accepted for carriage\"， “flight date”,
“date of post receipt”, \"date of pickup” and in the case of a credit calling for or
allowing a multi-modal transport document the expression “taking in charge\" 。
（5) If the expression “on or about” and similar expressions are used， banks will
interpret them as a stipulation that shipment is to be made during the period
from the
five days before to five days after the specified date， both end days included。 The
words “to\ “till”， “from” and words of similar expressions applied to any
date or period in the credit referring to shipment will be understood to include the date
mentioned。 The word “after” will be understood to exclude the date mentioned. The
term “first half”, “second half” of a month shall be construed respectively as the 1st to
the 15th， and the 16th to the last day of such month, all dates inclusive。 The terms
“beginning\"， “middle\"， or “end\" of a month shall be construed respectively as the 1st
to the 10th， the 11th to the 20th'， and the 21st to the last day of such month， all dates
inclusive。
3. The Bill of Lading has three important functions. a。It is a receipt for goods
signed by the shipping company and given to the shippers; b。It is also evidence of a
contract of carriage between the shipping company and shippers。 In addition， c。it is a
document of title because the legal owner of the Bill of Lading is the owner of the
goods. For this reason the Bill of Lading can be used to transfer the goods-from one
owner to another。 “When the exporters complete it, they can write the buyer’s name in
the space, “consignee”。 This means the consignee is the legal owner of the goods， as
named on Bill of Lading。 Otherwise the exporters can write “to other” in the
consignee space。 Underneath “to order\" they write the name and address of
the agent。
Then the agent in the importing country can endorse the bill to the buyer. In this way
the importers can transfer the consignment to their customers. This means that there
has to be a separate Bill of Lading for each consignee and several consignments can
not be consolidated on to one bill。
4. There are several types of Bills of Lading which are categorized in different
ways.
（1). On board B/L and received for shipment B/L
According to whether the goods are loaded or not, the bills of lading can be
classified into on board(or shipped） B/L and received(or received for shipment） B/L。
A shipped on board B/L is evidence that the goods have been loaded on board a
certain steamer。 It commences with the wording “Shipped in apparent good order and
condition\"， According to general foreign trade practices, only the shipped on board
B/L is accepted by banks for payment under a L/C.
(2)。 Clean bill and unclean bill
According to whether there are notes on the B/L, it falls into 2 kinds: clean B/L
and unclean B/L。
A clean B/L shows that the goods have been shipped on board a vessel in
apparent good order and condition, and there is no modification of the shipowner。
This bill of lading is called “clean” or “unclaused”. It confirms that the goods have
not suffered apparent or outside damage and there does not seem to be any defect in
the packing. By issuing clean bill of lading, the shipowner admits his full
liability of
the cargo described in the Bill under the law and his contract。 This type is much
favored by banks for financial settlement purpose。
Unclean B/L is generally marked “insufficiently packed\"， “covers old and
stained”, “wet by rain”, “…packed in damaged condition”， “unclean\"， “foul\"， etc.
There are many recurring types of such clauses including inadequate packaging，
unprotected machinery， wet or stained cartons， damaged crates， etc。 This type of B/L
is usually unacceptable to a bank. But not all B/L(s） which are noted are unclean B/L.
（3)。 A straight B/L， An order B/L and A blank B/L
According to whether the B/L is transferable, it is divided into 3 kinds： straight
B/L, order B/L and blank B/L.
A straight B/L is made out so that only the named consignee at the destination is
entitled to take delivery of the goods under the bill。 The consignee is designated by
the shipper. The carrier has to hand over the cargo to the named consignee, not to any
third party in possession of the bill。 This kind of B/L is not transferable。 The shipper
cannot pass the bill to a third party by endorsement。 So the bill is of very restricted
application。 When the goods are shipped on a non—commercial basis, such as samples
or exhibits， materials in aid of other countries， or when the goods are extremely
valuable, a straight B/L is generally issued。
An order B/L indicates that the bill is made out to the order of or to order
of …any person named in such a bill， which may be transferred /negotiated
after
endorsement. So it is sometimes called transferable B/L。 It is because of this that
nowadays, it is commonly used in international practice。
A blank B/L is also called open B/L or bearer B/L。 It refers to the bill in which
the name of a definite consignee is not mentioned。 The area in B/L calling for the
name of the consignee is left blank， with neither the name of the consignee nor the
phraseology of “to order\" filled in。 This kind of B/L can be transferred/ negotiable
without endorsement。 There usually appear in the box of consignee words like “to
bearer” and holder of the B/L can take delivery of the goods against the surrender of
B/L, i。e。, ownership of the goods passes when the bill is handed over to anyone.
(4）. Direct B/L， A transshipment B/L， A through B/L
According to the modes of transport， it can be divided into 3 kinds.
A direct B/L is referred to the consignment carried to the port of destination
directly without transshipment。
A transhipment B/L is issued by shipping companies when there is no direct
service between the port of loading and port of destination， and the ship owner
arranges to tranship the cargo at an intermediate port at his expense。 This kind of Bill
usually bears such a clause “Transhipment to be made”
A through B/L is issued when the entire voyage involves more than one carrier,
where the ocean shipment forms only part of the complete journey and， subsequent
thereto, the goods have to be carried by other land or sea carriers. The first carrier
issues the bill and collects the freight for the entire voyage, and arranges
transshipment and forwarding of the goods at the intermediate port. The shipper
prefers this kind of B/L because of the trouble having been saved to deal with other
carriers by himself。
（5）. A long form B/L, A short form B/L
According to the contents of the B/L， it can be divided into 2 forms: Long Form
B/L and Short Form B/L
A long form B/L refers to the B/L on the back of which all the detailed terms and
conditions about the rights and obligations of the carrier and the consignor are listed
as an integral part of the bill。 It is more frequently used。
A short form B/L is a document which omits the terms and conditions on the
back
of B/L.
(6）。 A freight prepaid B/L， A freight to be collected B/L
According to the time for payment of freight, it can be divided into 2 types。
A freight prepaid B/L means that all the freight is paid by the consignor when B/L
is issued by the carrier on which “freight prepaid” is indicated。
A freight to be collected B/L refers to the B/L on which “freight payable at
destination” is indicated。
(7）. A liner B/L, A charter party B/L
According to the types of the carrying vessels， it can be classified into a liner B/L
and a charter party B/L。
(8）。 Other types of B/L
Besides the above—mentioned types of B/L there are some other types such as：
container B/L； on Deck B/L; stale B/L； groupage B/L； house B/L； antedated B/L and
advanced B/L.
IV。 Case study
1.［Answer］: The loss to the stationary pertained to particular average, while the
loss to the tea was a partial one… The insurance company will have compensated for
the losses if the goods had been insured against FPA。
2.[Answer］： The most important lesson we can learn is that， it is essential for the
exporter to present documents in accordance with the stipulations of the relevant LC。
In this case， finding the shipping marks illegible on the LC, the export salesman in the
ABC Company, instead of asking the buyer for clarification, decided the shipping
marks himself。 This constituted discrepancy between the documents and the LC。
Article 14 of the UCP500 clearly indicates， “When the Issuing Bank authorizes
another bank to pay， incur a deferred payment undertaking， accept draft(s）， or
negotiate against documents which appear on their face to be in compliance with the
terms and conditions of the Credit…\" It is clear that the documents presented must be
in conformity with the stipulations in the L/C.
Chapter10
I。 True or false
1。 F many countries in the world have begun to adopt the Institute Cargo Clause,
including China.
2。 T
3。 T
4。 T
5。 F all risks do not cover other special risks like War risk, Strike risk， etc.
6. F the insured may choose to attach War of Strike risk to W。P。A。
7。 F according to international business practice， insurable interest is required only
when the insured claims damages with the insurance company。
8。 T
9. F by franchise in meant that the insurance company must still compensate the
insured once the damage exceeds the percentage stipulated 。
10。 F irrespective of percentage is applied to goods which are easily broken or
delivered short； it has nothing to do with other disasters such as strikes， war, and other
natural disasters.
II。 Fill in the blanks with the following words and expressions:
1。cover 7。covered
2.covers 8.insure
3。cover 9.insurance
4。covered 10。effected
5。covering 11。insurance
6。covering 12。coverage
III. Translate the following into English：
1.The clients think it more convenient for the insurance to be covered /to be
taken care of by you than by themselves.
2.Please effect insurance for 150％ of the invoice value against All Risks and
War Risk， as required by the buyer.
3。We can only cover insurance for 110% of the invoice value according to the
contract stipulations and therefore we regret being unable to comply with your
request。
4。The P。I。C.C. enjoys high prestige among trade circles at home and abroad for
their low rates as well as prompt and equitable settlement of claims.
5。After damage has incurred， the insured may file a claim supported by the
insurance policy and a survey report with the insurance company or their agent at his
end。
6.Please see to it that the above—mentioned goods are to be shipped before 15th
June and insured against All Risks for 150％ of the invoice value. We know that
according to your usual practice， you insure the goods only for 110％ of the invoice
value， therefore， the extra premium will be borne by us.
7。An insurance claim should be submitted to the insurance company or its agent
as promptly as possible so as to provide the insurance company or its agent with
ample time to pursue recovery from the relative party at fault。
8。We regret to inform you that Case No.8 was invoiced as containing 10 type
writers, eight of which were badly damaged upon arrival。 We enclose an inspection
certificate issued by the Shanghai Commodity Inspection Bureau and the shipping
agent's statement and hope that no difficulty will arise in the settlement of our above
claim amounting to US$3,000.
9。In the absence of your definite instructions regarding insurance， we covered
your ordered goods against W。P.A。 for 110% of the invoice value according to our
usual practice。
10。If you desire to cover your goods against All Risks, we can provide such
coverage， but at a slightly higher premium， the difference of which will be for your
account。
IV。 Case study
1、答:(1)保险公司应赔偿1000 美元的损失，而1500 美元的损失应由买方自
己承担。
（2）因为，根据中国人民保险公司《海运货物保险条款》水渍险的责任
范围的规定，该案例中的1000 美元是运输工具遭到自然灾害造成的部分损失,
保险公司对此应负责赔偿。
化肥袋包装破裂险属一般附加险的责任范围，它不在所投保的水渍险的责任
范围，故保险公司不予赔偿。又因为按CIF 条件成交,卖方只需按合同规定投保
险别,运输途中的风险则由买方承担，故案例中的1500 美元则由买方自负。
因此，保险公司应对1000 美元予以赔偿，1500 美元的损失由买方自己承担。
2、答：（1）是因运输工具遭遇意外事故而造成的直接损失,属单独海损；
（2）是因维护船、货共同安全、进行修船而造成的损失和产生的费用，
属共同海损.
Chapter11
I。 True or false
1. T
2。 T
3. F this is a discrepancy between the contract and the covering L/C。
4. T
5。 F this “ more or less “ tolerance does not apply when” the Credit stipulates the
quantity in terms of a stated number of packing units or individual items。
6。 F according to article 42of the UCP 500, a freely negotiable credit does not
need to “ stipulate a place for negotiation.\"
7. F article 43of the UCP 500 also states :\"……if no such period of time is
stipulated， banks will accept……”。 Here the L/C stipulated an expiry date of the L/C，
the presentation of documents, therefore， should not exceed that date （September 15）
8. T
9. F article 11 of the UCP 500 reads ：\" if a bank uses the services of an Advising
Bank to have the Credit advised to the Beneficiary， it must also use the services of the
same bank for advising an amendment。
10. T
11。 T
12. F on CFR，CPT or FOB terms， it is the buyer who must insure the goods and pay
the insurance premium involved。
13. F according to Item of article 13 of the UCP 500：” documents which appear in
their face to be inconsistent with one another will be considered as not appearing on
their face to be in compliance with the terms and conditions of the Credit ,”
discrepancies between the documents themselves are not allowed。
14。 F banks won’t refused to effect payment， as is stated in article 13 of the UCP
500，” documents not stipulated in the Credit will not be examined by banks。 If they
receive such documents， they shall return them to the presenter or pass them
on
without responsibility。”
15。 F the time allowed for examining and negotiating the documents is seven
banking days， as is indicated in article 13（b)of the UCP 500:” the Issuing Bank ……
shall each have a reasonable time， not to exceed seven banking days following the day
of receipt of the documents, to examine the documents and determine whether to tale
up or refuse the documents and to inform the party form which it received the
documents accordingly。”
16。 F the beneficiary does not need to act on suggestions written in the L/C if they
ate not indicated as documents， as is stated in article 4 of the UCP 500：” in Credit
operations all parties concerned deal with documents and not with goods，
services and
/or other performances to which the documents may relate.\"
17。 T
18. T
19. F the beneficiary must present all the originals if more than one original
insurance policy has been issued. This is clearly specified in article 34 of the UCP
500 :” if the insurance document indicates that it has been issued in more than one
original, all the originals must be presented unless otherwise authorized in the Credit.”
20。 F a Certificate of Origin is used to prove that a certain commodity is produced
and manufactured in a certain country。
II. In each blank space write a word that fits naturally：
method, international, letter， ideal， for, trade， gives， starts， issue(open， establish),
amount， and instructions, transaction， sends， correspondent， On, correspondent，
credit， usual, confirm, undertakes, due， forth(out)， with， knowing， money， secure,
behalf, carried out
III。 Payment and acknowledgement
A。 Read the bill of exchange below and answer questions。
1。 Drawer： Henan native produce …
Drawee： Hanover Trust Co。
2。 4th DEC, 1999
3。 two copies
4。 US$63,162.00
5. Unite States Dollars Sixty Three Thousand One Hundred And Sixty Two Only
6。 The sender’s place is on the bottom right and the receiver’s is on the bottom
left.
7. 90 days
8. LC
3。 US dollars， number， letter of credit， company
B。 Figures and words
1。 one hundred pounds sterling only
2。 eighty—nine dollars and fifty cents only
3。 Yen eight hundred and sixty—eight thousands only
4。 Two hundred and thirty—four pounds， four shillings， and three pence only
5。 Deutsche mark five hundred and ninety only
IV。 Read the following letters regarding payment terms。 Identify the writer， the
term proposed and the reason given. Then fill the Information Form。
Letter No. Buyer/Seller Term proposed Reason
1 Buyer CAD 凭单付款 Deal of small value
2 Buyer T/T 电汇 Assure the time of delivery & save expenses
3 Seller CIA(not COD 货到
付款)
Usual practice
4 Seller D/A 承兑交单 To push sales
5 Seller D/P 付款交单 To expand business
6 Buyer Consignment Unable to make purchase on his own
V。 Identify the problems and complete the letters by suggesting a solution。
1. increase the amount of your LC by ＄600
LC amount is insufficient
2。 make the necessary amendment to the LC so that the currencies of the documents
are the same。
discrepancy in currency
3. amend your LC as stated in your order
payment terms differ between LC and order sheet
4。 amend your LC to read ” Transshipment is allowed”。
discrepancy in terms of delivery
VI。 Case Study
1。［Answer］: The law of the USA applies to this contract because （1) this was a
CIF contract； （2） the place of conclusion of the contract was in the USA； （3) the place
of the execution of the contract was also in the USA. The seller completed his
responsibilities after he delivered the goods at the port of the USA.
2.[Answer］： It seems that the seller delivered the goods more than what was
stipulated in the contract； therefore, according to Article 52 of the CISG， the buyer
may refuse to take delivery of the excess quantity delivered. However， in this case
because of the ignorance of the staff concerned， difference occurred between the
actual goods delivered and the quantity specified in documents。 What's sunny is that
the weight indicated on the documents was the same as that stated in the contract. As a
result， the buyer might obtain more without paying anything. However， the Japanese
Customs House discovered the difference between the documents and the actual
goods delivered, which cause embarrassement to the Chinese company. The only way
of solving the problem, perhaps， was to explain what happened in the factory to the
Japanese Customs House。
Although the problem might have been solved， we still have a lot to learn from this
case： （1） Strengthen the connection between the sales people and the factory； （2） the
export salesman should make the mode of packing clear to the processing factory； （3）
the Chinese Customs House must also check the weight of goods against the
document; and (4） we should see that there is agreement not only between the
documents presented, but also between the documents and the goods。
Chapter12
I. True or false
1。 F the injured party cannot rescind the contract， but holds the right of
claiming
damages。
2。 F according to article 18 of the law， the party who has breached the contract can
adopt reasonable remedial measures.
3。 F it is the CISG that applies” fundamental breach of contract。”
4。 T
5. T
6。 F according to article 74 of the CISG states, there are 4 conditions on which a
Force Majeure can be established.
7。 T
8。 T
9. F the conciliator’s suggestion is not a law； therefore, he cannot force the parties
in dispute to act on his advice。
10. T
II。 Fill in the blanks with proper words and expressions
1。discrepancy , contracted 5。oversight
2.awkward 6.delivered, quality expected
3。roughly handled， damage 7. beyond our control
4.charges， borne 8。 a claim on, for, on account of
III. 名词解释
1、违约：指合同的一方当事人没有履行和没有完全履行其合同规定的义务的行
为。
2、留置权：指未收到货款的卖方将货物扣留下来，作为买方支付价金的担保,
直到买方支付价金为止。
3、索赔：就是当事人依据有关合同对违约造成的损失或货物损失,向责任方提
出予以补救的主张。
4、理赔：是指责任方对索赔的处理。
5、救济方法:是指一个人的合法权利被他人侵害时，法律法律上给以受损害一
方的补偿方法。
6、回复原状:是指使用实物赔偿损失，使货物恢复到损害发生前的原状,例如
把损坏的物品加以修复，或用同类货物替换。
7、实际损失:是指一方违约给对方造成的现实的损害,即按合同规定的合法利
益遭受到的损失。
8、交货：是指卖方将对货物的占有权转移出去，在广义上应该包括交运货物或
提交单据.
IV. 简答题
1、答:（1）法系将实际履行作为一种主要的救济方法。
（2）英美法系将实际履行作为例外的辅助性的救济方法。
（3)按《公约》的规定，当事人有权要求对方实际履行合同义务.
2、答：（1）法系认为，损害赔偿责任的成立，必须具备以下三个条件：
必须要有A、必须要有损害事实。
B、须有归责于债务人的原因.
C、损害是由于债务人应予负责的原因造成.
(2）英美法认为,只要一方违约,就足以构成对方可以提起损害赔偿之诉。
（3）《公约》认为,损害赔偿是一种主要的救济方法。
3、答：（1)《德国民法典》认为,损害赔偿的范围应包括违约所造成的与实际损
失和所得利益两方面。法国法关于损失赔偿的范围的原则与德国法是一致的.
（2)英美法认为,损失赔偿的范围，是使由于债务人违约而蒙受损害的一方，
在经济上能处于该合同得到履行时同等地位。另外还规定,一方违约,另一方有
义务采取一切合理的措施以减少违约造成的损失，否则本来可以合理避免的损
失,不能要求给以赔偿.
(3）我国《涉外经济合同法》对损害赔偿金额的确定，遵循两个原则：
A、当事人赔偿责任应相当于另一方所受的损失.
B、赔偿责任不得超过违约方在订立合同时应当预见到的因违反合同可能造成的
损失。
(4)《公约》对此也有规定、
A、一方当事人违反合同应负的损害赔偿额，应与另一方当事人因他违反合同而
遭受的包括利润在内的损失额相等。
B、为守约方漫天要价，还规定了守约方可以得到的损害赔偿”不得超过违反
合同一方在订立合同时，按照他当时已知道或理应知道的事实和情况,对违反合
同预料和理应预料到的可能损失”
4、答:（1)法对此规定得比较简单.法认为,只要合同一方当事人不
履行其合同义务时，对方就有权解除合同.
（2）英国法认为，一方违约构成违反要件，对方才可要求解除合同；如果一方
仅仅是违反担保，对方只能请求损害赔偿，而不能要求解除合同.美国法与英国
法的规定有些相似。
（3）《联合国国际货物销售合同公约》认为，合同一方不履行义务构成根本性违
约，另一方有权解除合同.
（4)我国《涉外经济合同法》认为，一方违约，另一方在下列两种情况下才能
要求解除合同:
A、违约必须导致严重影响订立合同所期望的经济利益。
B、如果一方在合同规定的期限内没有履行合同义务，而且在被允许的推迟履行
的合理期限内仍未履行,则守约方可要求解除合同义务。
5、答：（1)认真细致身后国外买方提出的单证和出证机构的合法性。
（2）认真做好调查研究、弄清事实、分清责任.
（3）要合理确定损失程度、金额、和赔付办法。
6、答:(1)两种办法：
A、通过实际占有货物的办法行使停运权.
B、把行使停运权的要求通知占有货物的承运人和货物的保管人，但要按卖方的
指示处置货物。
（2)未收货款的卖方在行使停运权时要注意必须符合下列三个条件：
A、卖方已经丧失了对货物的占有权。
B、卖方必须在买方无力偿付时行使停运权。
C、卖方必须在货物处于运输过程中行使其停运权。
7、答：(1）卖方所交货物不具备商销品质。
(2）卖方所交货物与合同说明不一样。
（3)卖方所交货物不适合约定的特殊用途。
（4）卖方所交货物与凭样成交时的品种不符。
(5）卖方所交货物与合同规定的品种不同.
（6）卖方所交货物在数量上大于或小于合同规定的数量。
V。 Case study
1[Answer］： In this case the contract was concluded between Company E and
Company W on FOB terms， according to which the seller ended his responsibilities
when he delivered the goods on board the ship at the port of shipment。 He did not
need to pay for transportation of the goods or the insurance premium. Therefore， it
was not right for W to ask E to pay the freight and indicate “Freight Prepaid” on the
B/L。 The reason why W asked E to do that might be that he wanted to transfer the
freight charges to E。
However, in practical dealings， foreign trade companies often come across such
situations， especially when a contract is concluded with an agent， who wants to resells
the goods。 In this case， E might comply with W’s requests, but he had to indicate that
the freight should be borne by W.
2［Answer]： In this case the loss was caused simply because of the ignorance on the
part of the export businessman。 What we can learn from this case is that, when
offering abroad， we must make exact calculations of the total freight and other
relevant charges. Most importantly， it is very beneficial for every export businessman
to learn geography.__
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