国际贸易实务 （英文版 ） International Trade Practice Chapter one
1 Why do nations conduct trade with one anothe？r 答： A nation conducts international trade becaus：e it has the products and resources that exceed its domestic dema；nd it wants to get more economic benefits in a larger international market than what can be gained in domestic marke；t 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 negotiatio？n Business negotiations can be conducted in two form：s in words， i.e. face-to-face negotiation or negotiation through telephone， and in writing ，i.e. business correspondence which includes lette，rs 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：Shipme nt con tract terms vs. arrival con tract terms. Un der shipme nt
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.
国际贸易实务
