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
１ Under what circumstances does time of shipment equal to the time of delivery？
答： Time of shipment refers to the time limit for loading the goods on board the vessel at the port of shipment while time of delivery refers to the time limit during which the seller shall deliver the goods to the buyer at the agreed place. For all shipment contracts， time of shipment equals to time of delivery and they can be used interchangeably in the contract.According to Incoterms 2000， contracts concluded on the basis of terms like FOB， CFR， CIF， FCA， CPT， CIP are shipment contracts. Under the shipment contract， the seller fulfills his obligation of delivery when the goods are shipped on board the vessel or delivered to the carrier and the seller only bears all risks prior to shipment. ２ What are the functions of a bill of lading？
答： A bill of lading has three major functions： First， it is a cargo receipt. Second， it is evidence of a contract of carriage.Finally， it is a document of title to the goods.
VI. Case Studies
1. ABC co. signed a contract to export 200 M/T of beans. The letter of credit
stipulated, “Partial shipment not allowed”. When the shipment was being made, the exporter loaded 100 M/T each on board the same vessel for the same voyage at the port of Shanghai and the port of Dalian. The shipment document was clearly marked with the ports of shipment and the dates of shipment. Did the
exporter violate the terms of the L/C?
析：本题的解题要点：UCP600第三十一条：b.表明使用同一运输工具并经由同
次航程运输的数套运输单据在同一次提交时，只要显示相同目的地，将不视为部分发运，即使运输单据上表明的发运日期不同或装货港、接管地或发运地点不同。案例虽然没有说明货物是否在同一目的港卸货，但如果没有强调说明，一般认为是同一个目的地。
答案：No, 卖方没有违反信用证“不允许装船” 的规定。 答题切入点：对转船的定义和相关规定的理解。
Chapter six
III Explain the following terms １insurable interest
答： Insurable interest is the interest in insurance subject matter （cargo or property accepted for insurance） held by the insurant and recognized by laws， indicating that the insurant will suffer some financial losses if any maritime risks materialize. 2 indemnity principle
答： The indemnity principle means that in the event of loss of or damage to the subject matter resulting from an insured peril， the insurer shall compensate the claimant exactly what the latter has lost in the occurrence of the peril畅In practice， this is almost always compensated by paying an amount of money equal to the value of the goods lost or damaged.
3 proximate cause principle
答： The proximate cause refers to the major and ／or effective reason that has caused the accident and the proximate cause principle is employed in the judgment of causation between accidents and losses.
IV Short questions
2 What are the differences between general average and particular average？
答： Although both general average and particular average belong to the category of partial loss，there is still some differences between them：Causes： Particular average is a kind of cargo loss usually caused directly by sea perils，while general average is caused by intentional measures taken to save the common interest. Indemnification：Particular average is often borne by the party whose cargo is damaged， while general average should be proportionally contributed among all parties benefited from the intentional measures.
3 What are the conditions for general average？
答： A partial loss can be treated as general average if it is formed upon the following conditions：
The danger that threats the common safety of cargo and ／or vessel shall be materially existent and is not foreseen.
The measures taken by the master shall be aimed to remove the common danger of both vessel and cargo and shall be undertaken deliberately and reasonably for common safety.
The sacrifice shall be specialized and not caused by perils directly and the expense incurred shall be additional expense which is not within the operation budget.
The actions of the ship’s master shall be successful in saving the voyage.
V Calculation
１ A Chinese company offered to a British counterpart at USD５００ per case FOB Shanghai.The British importer asked the exporter to offer a CIF price. Suppose the freight is USD ５０ per case and premium rate is ０.５％， what would the new offer be？
解： Calculation：
CIF ＝ FOB ＋F/(１ －１１０％ ×R )＝500＋50/(１ －１００％×０．５％)≈ USD ５５３
Answer： The new offer is USD５５３ per case CIF Shanghai.
VI Case studies
１ X Company signed a CIF contract to export candies.The cargo was insured for “all risks”.Due to the long voyage， candies absorbed sweating in the ship’s hold， and thus softened and degraded.Was the insurance company liable for the damage？ Why or why not？
析： 答案：No。案例中提到“due to the long voyage， candies absorbed sweating in the ship’s hold and thus softened and degraded”， 这说明candies 变软的原因在于长时间海上运输，吸收了船舱的热气所致。保险公司不应给与赔偿原因有三：
a.在货物运输保险中没有“长时间运输”这一风险；b.candy 变软是由于其本身的货物特性决定的，糖果即使在常温下摆放一段时间都会变软，因此可认为是糖果的内在瑕疵（inherent vice）所导致的；c.虽然一般附加险中包含了“heating and sweating”这一险种，但此险种是指由于某种意外的原因（如船上的制冷设备坏了）导致船舱内温度、湿度突然变化，造成货物品质变化的情况，本案例不属于此情况。
答题的切入点：a.货物inherent vice 属于保险公司的除外责任； b.“heating and sweating risk” 的适用范围
3 On a voyage the cargo ship had an accidental fire. To save the ship， the captain ordered to have water poured into the compartment. The fire was put out.
（１） For party X， her goods burnt amounted to １０％ of USD0.5 million cargo；
（２） For party Y， his goods damaged due to water poured accounted for ２０％ of USD１million cargo；
（３） For the carrier， engine damages due to the fire equaled 10％ of USD50 million ship；
（４） Extra wages for the seamen totaled USD50 000. Based on the information above，indicate １） Which is PA？ ２） Which is GA？
３） What is the GAcontribution for each party？
解： 本题的关键在于对共同海损和单独海损的区别和共同海损分摊的计算。单独海损是承保风险所直接导致的船货损失。共同海损不是承保风险所直接导致的损失，而是指载货的船舶在海上遇到灾害或者意外事故，威胁到船货各方的共同安全，为解除这种危险，维护船货安全，由船方有意识地、合理地采取措施，所作出的某些特殊牺牲或支出的某 些额外的费用。
１） 答案：Party X 和carrier 的损失。
２） 答案：Party Y 的损失和海员的拯救费用。
答题切入点：共同海损和单独海损的区别，及满足共同海损的条件。 ３） GA Total loss ＝２０％ ×１ ＋0.05 ＝USD0.25m
GA Total Benefit ＝0.5 ×９０％ ＋５０ ×９０％ ＋１ ＝USD46.45m GA contribution rate ＝［GA total loss ／GA Total Benefit］ ×１００％ ＝（0.25／46.45） ×１００％ ＝0.0054
GA Contribution by X ＝０.５ ×９０％ ×0.0054＝0.00243m≈USD2430 GA Contribution by Y ＝１ ×0.0054 ＝0.0054m≈USD5400
GA Contribution by Carrier ＝５０ ×９０％ ×0.0054 ＝0.243m≈USD243000 答题切入点：共同海损计算的步骤。
Chapter seven
D/P (documents against payment) In D/P terms, the collecting bank
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。