国际贸易知识试题解答

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1、 .wd.Unit 6 Quantity of GoodsKey: 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 fill in the blanks with what you have learnt in this unit.1. If the seller delivers a qu

2、antity of goods greater than that provided for in the contract, the buyer may take delivery or refuse to take delivery of the excess quantity.2. Gross weight refers to the net weight plus the tare weight of the goods.3. There are four ways to calculate tare: by actual tare, by average tare, by custo

3、mary tare, by computed tare.4. If the buyer takes delivery of all or part of the excess quantity, he must pay for it at the contract rate.5. Conditioned Weight refers to the kind of weight derived from the process, with which the moisture content of the commodity is removed and standardized moisture

4、 added both by scientific methods.6. Legal weight is the weight of the goods and the immediate package of the goods.7. A complete more or less term should includethree parts: 1) certain proportion; 2)who has the right to decide the more or less term when the goods are delivered; 3) pay attention to

5、the calculation of more or less clause. 8. At the time of the conclusion of a contract, the quantity clause should be clearly and definitely stipulated so as not to give rise to disputes.III. Please give the following definitions for the names in English.1. Gross weight is the sum of total weight of

6、 the commodity itself and the tare (the package weight). Thats 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.

7、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

8、 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，他涉及成交数量确实定、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，应依据政策的规定和经营意图，根据需要和可能，

9、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、矿产品及一局部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、机械产品及一局部土特产品。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

10、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，而除去这局部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。V. True or False. For the fal

11、se statements, please state the specific reasons.1. ( T )2. ( F ). The commonly used systems in the world are the Metric System, the British System and the U.S. System.目前国际上通用的度量衡制度有米制、英制和美制。 3. ( F ). It is customary to calculate the weight by net weight if the contract does not stipulate definitel

12、y by gross weight or by net weight. 如果合同中没有明确规定是用毛重计量还是用净重计量，按惯例应按净重计量。 4. ( F ). Net weight is the actual weight of commodity without the addition of the tare. 净重即货物自身的实际重量，不包括皮重。 5. ( F ). Conditioned weight is obtained with the moisture content of the commodity removed by scientific methods and t

13、he standardized moisture added. 公量即用科学方法抽出商品所含的水分，再加标准水分求的的重量。 6. ( F ) The buyer just can refuse the part which is greater than of the contract. 买方仅可以拒绝超出合同的局部。 7. ( F ). The buyer should pay for it. Under the “more or less clause, the payment for the over-load or under-load will be made according

14、to the contract price or at the market price at the time of shipment. 买方需要付款。如签有溢短装条款，在溢短装局部按合同规定的价格计价，或按装船时间的市价计算价格。 8. ( F ). The More or Less Clause in a sales contract allows the seller to deliver as more or as fewer goods as possible within a certain range. 9. ( F ). If without the certain rang

15、e, The seller may not be paid. 10. ( T ) 11. ( F ). Shipping Marks are to show the capacity and place of origin of the goods in transit. 12. ( T )VI. Case study1Answer: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 ot

16、her 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 wont 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

17、 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.2Answer:According to Item 2 of Article 21 of CISG: “If a letter or other writing containing a late accept

18、ance 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

19、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.3. Answer:In international trade, the more or less clause has ample meaning , it m

20、eans not only the total quantity should be subject to the stipulation, but also the quantity in each type. In this case, though the total quantity has not surpassed the 5%, but the quantity in each type is far away from the stipulation in the contract. So we consider that the seller has breached the

21、 quantity clause. and the importer refuse the goods owing to quantity problems is reasonable.4. Answer:对方的要求是合理的。卖方交货的数量应严格按照信用证的规定执行，且应按商品的净重交货。本案我方用双线新麻袋包装货物，每袋50公斤，但货物扣除皮重后缺乏500吨，说明我方短量交货，买方有权要求我方退回因短量而多收的货款，因此，对方的要求是合理的。5. Answer:卖方防止对交易货物的品质承担双重担保义务既凭规格又凭样品；虽卖方电文中告诉对方货物与样品相似，而不是完全相符，但买方有权保存所赔的权

22、利；买出具品质比样品低7%的证明，虽不符合实情，卖方拿不出留存样品，故要赔偿600英镑。VII. Calculate and answer questionWe import 20 M/T wool from New Zealand. In the S/C, there indicate “20 M/T. When we receive the wool, we find that the actual regaining rate of water is highly up to 33%. How much do we loss in this transaction? In the S/C

23、, what kind of quantity clause is suitable for us to avoid such un-necessary losses?答： 根据 损失量=20-20(1+11%/1+33%=3.3M/t因此为了防止损失，应该采用公量计重的方法。Unit 7 Packing and Marking of GoodsKey I. Please state True or False.1.(F) 2.(T) 3.(F) 4.(T) 5.(F) 6.(T) 7.(F) 8.(F) 9.(T) 10.(F)II. Put the following into Engli

24、sh:1. consuming taste 2. gift packing3. prettify commodities 4. portable packing5. social customs 6. transparent packing7. creative design 8. suspensible packingIII.Please make the best choice from the four choices marked with A, B, C, and D.1.(D) 2. (D) 3. (A) 4. (B) 5. (B) 6. (B)IV.Please give the

25、 definition to the followings in English:1 Transport Packing: Transport packing is also called outer packing or big packing. It is used to prevent the packed goods from any damage, easy to store, pilferage-proof, convenient to load and unload and discharge.2 Container: The container is a kind of too

26、l used for transportation which can be thought of as a particular shipping packing of the cargo, usually provided by the ship company to go around.3 Sales packing: Sales packing (also called inner packing,small packing or immediate packing ) is not only adopted as a form of protection to reduce the

27、risks of goods being damaged in transit and prevent pilferage,but mainly with the purpose of promoting sales.It is now universally recognized as a decisive aid in selling household consuming goods.4 Neutral packing: The Neutral packing means that there is neither a name of the origin, nor a name and

28、 address of the factory/manufacturer, nor a trade mark, a brand, or even any words on the (outer or inner) packingof the commodity and the commodity itself.The purpose of using neutral packing by exporters is to break down the tariff and non-tariff barriers of some countries or regions,or meet the s

29、pecial demand of the transaction (such as entrepot).It may also help the manufacturers in exporting countries to increase the competitiveness of their products,expand the exports and market profitably in the importing countries.5 Packing mark: Packing markor recognition mark refers to different diag

30、rams, words and figures which are written, printed, or brushed on the outside of the shipping packing in order that it is easy and convenient for goods loading, unloading, store, inspection and discharge.6 Shipping mark: Shipping marks are marks of simple designs, some letters, numbers and simple wo

31、rds on packages, often stenciled, that serve as identification of the consignment to which they belong. It is one of the most important elements which are agreed on by the exporter and the importer in a sales contract.V. 简答题 1. 简述国际贸易中包装的重要性及约定包装条件的意义。答：包装重要性表达在以下几个方面：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

32、梁。2出口商品需经过长距离辗转运输，有时需屡次装卸、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局部。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. 国际贸易中商品运输包装的要求有哪些答：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要保证包装结实的前提下节省费用

33、，便于各环节有关人员进展操作以免使货物遭受损失。3. 简述运输包装的分类情况。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. 国际贸易中商品销售包装的要求有哪些答：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. 设计和制

34、作销售包装时，应做好哪些工作答：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严密配合，互相衬托，以到达宣传和促销目的，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. 影响定牌生产产生的原因有哪些其具体做法是什么答：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

35、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，说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。7. 联合国制定标准运输标志的原因是什么其作用有哪些答：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工程。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

36、运输标志内容，节省出口本钱、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，保证交货的顺利进展。8.买卖双方制定合同中包装条款时应注意哪些问题答：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模糊包装术语。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。假设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，增加产品本钱，或

37、包装物料刚好构成产品本钱增加时，则需订明包装费用负担。假设卖方同意承受买方提供包装，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

38、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。VI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。假设买方已做出规定，包装不良造成损失由卖方负责，那么外商的做法是合理的。假设买方未作具体规定，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方法，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

39、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。4、答：有些国家的法律，把买卖分为两类，一种叫凭样品买卖，一种叫凭说明买卖。后者所包括的范围很广，不仅涉及商品品质方面的问题，也包括数量，甚至包括合同中有关装运期、包装和货物花式搭配方面的陈述。按照英国买卖法的规定，凡合同中一切有关货物“说明的事项都是合同的要件，如有违反，买方有权拒收货物，并可以提出索赔。本案例中，英国法认为，包

40、装是属于“说明的组成局部，屑于要件，卖方违背合同要件，买方有理由拒收全部货物，也可以承受符合规定局部，拒收不合规定局部，并提出损害赔偿。5、答：海关处置正确。这实际上是一个定牌中性包装问题，在国际贸易中对于中性包装，尤其是定牌中性包装，在按照买方的要求注明有关商标、牌号外，还应注明以后因此而产生的侵权行为或知识产权纠纷，由买方承担一切责任和费用。6、答：有些国家的法律，把买卖分为两类，一种叫凭样品买卖，一种叫凭说明买卖。后者所包括的范围很广，不仅涉及商品品质方面的问题，也包括数量，甚至包括合同中有关装运期、包装和货物花式搭配方面的陈述。按照英国买卖法的规定，凡合同中一切有关货物“说明的事项都是

41、合同的要件，如有违反，买方有权拒收货物，并可以提出索赔。本案例中，英国法认为，包装是属于“说明的组成局部，属于要件，卖方违背合同要件，买方有理由拒收全部货物，也可以承受符合规定局部，拒收不合规定局部，并提出损害赔偿。Unit Eight Price of GoodsKeyI、单项选择题1、C2、B3、D4、A5、B6、A7、C8、D9、A10、B11、B12、D13、CII、多项选择题1、ABCE2、ABC3、BCD4、ABCDE5、CE6、ABC7、ABCDE 8、ABCE 9、AC10、ABCE11. ABCDEIII、名词解释1、 出口总本钱：是外贸企业为出口商品支付的国内总本钱。它的构

42、成因素有进货本钱和国内费用。如是需缴纳出口税的商品，还应包括出口税。2、 出口换汇本钱：指某商品出口净收入一个单位的外汇所需要的人民币本钱。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展最后清算，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、 价风格整条款：在订约时只规定初步价格，

43、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、出口本钱价格：是企业以出口总本钱为基础计算出来的单位本钱价格。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本钱的差额。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，核算运输本钱，做好比价工作，以表

44、达地区差价。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表达出来。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展分析和预测。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。它的缺乏之处在于：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，

45、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。有利于稳固和扩大出口市场，有利于生产、收购和出口方案完成。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

46、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，就不可防止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，或为到达逃汇或逃税的目的，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

47、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。为防止误解、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慎重选择作价时间。它可使出口方安全收汇，保

48、证合同顺利履行。时间确实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，只规定作价方法或原则，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，结合国别地区政策，按我方的经营意图确定适当的价格。8、答：出口本钱价格是企业以出口总本钱为基础计算出来的单位本钱价格。它与出口成交价格的主要区别在于出口本钱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：

49、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慎重选择作价时间。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，应慎重选择作价时间。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方法，防止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

50、价时，应一并订立机动局部作价和包装费计价的 基本方法。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：出口总本钱40001154600人民币元出口外汇净收入1000801010003880美元出口换汇本钱46008805. 227人民币元/美元2、解：CIFC3纽约价5006011.10. 83582. 6美元3、解：fob中国岸价100011. 10. 8575915. 65美元4、解：CFRC4价1000141041. 7美元5、解：出口方单位商品净收入100012980美元6、解：FOB= CIF 1-(1 + insurance bonus r

51、ate) premium rate F =2000 1-(1+0.4%) 1+10% 150 =$1841.20 Answer: When the offer converts from CIF into FOB, the price should be $ 1841.20 per M/T FOB Tianjin.VI. Comprehension questions:Key:1 They are quality, quantity, packing, price, delivery, insurance, terms of payment, inspection, claim and arb

52、itration.2 The price term is the most important term.3 FOB, CIF and CFR are the most often used terms in international trade.4 In the course of business negotiation and contract conclusion, appropriate trade terms, reasonable price and favorable money of account should be chosen. Detailed method of

53、pricing should be included in the clause of price, and price adjustment clauses should also be added in the price term if necessary. In addition, commissions and discounts could be used as a flexible way of motivating the initiatives of the supplier and expanding the sales.Pricing: the following met

54、hods of pricing can be used in international sales of goods:1) Fixed pricing 2) Flexible pricing3) Partial fixed pricing & flexible pricing4) Floating pricing5 The term is CIF when the consignment is delivered with all the charges up to arrival at the port of destination paid by the seller.6 The con

55、tract term is CFR whereby the seller undertakes to pay for the cost of transport of the goods to a specified destination.7 The most appropriate term is FCA (Free Carrier).8 CIP (Carriage and Insurance Paid to) requires the seller to pay for the insurance.Unit Nine Delivery of GoodsKey I. True or fal

56、se1.T2. 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.T4.T5.T6.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

57、 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 party8.T9. F dispatch money is an amo

58、unt paid by the ship-owner to the shipper for the shippers quicker loading and unloading of the goods.10. TII. 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 chart

59、ering 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 goo

60、ds. 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 co

61、ntract.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 itfacilitates the seller and enables the seller to effect shipment on timeand perform the relevant obligations stipulated in the contract. Forinstance, the s

62、eller should be given a period of reasonable time forarranging the supply of the contracted goods.(2) Different shipment period should be fixed, based on theavailability of shipping space, for contracted goods of different nature. An unreasonable short time for shipment shall cause no littleinconvenience to the seller.(3) According to the relevant stipulations of (Uniform Customsand Practice for Documentary Credits): Expressions such as“prompt;“immediately, “as soon as possible and the like shouldnot be used. If they are used banks will disregard them.(4) Unless otherwise stipulated in the