商務(wù)英語(yǔ)王玉環(huán)賴艷主編課件習(xí)題答案chapteroneinternationaltradecorrespondence

IntroductionTeacherStudentsAboutourtextbooksClassrulesClassproceduresIntroductionofthecourseWelearnBusinessEnglishintwoways:BEC—BusinessEnglishCertificate---focusonoralandlisteningbusinessEnglishInternationalTradeEnglish—focusonfundamentalbusinessknowledgeBusinessEnglishCertificate商務(wù)英語(yǔ)證書(shū)(BEC)考試自1993年由英國(guó)劍橋大學(xué)考試委員會(huì)與中國(guó)教育部考試中心合作推出，現(xiàn)已從中國(guó)推廣到亞洲、歐洲、北美洲、南美洲、澳洲等60多個(gè)國(guó)家。英國(guó)劍橋大學(xué)考試委員會(huì)從1999年開(kāi)始對(duì)BEC考試進(jìn)行改革，2002年5月開(kāi)始將采用新版BEC考試。新版BEC考試共有BECPreliminary、BECVantage、BECHigher三個(gè)等級(jí)。考試由聽(tīng)力、閱讀、寫(xiě)作和口語(yǔ)四部分組成。與舊版BEC考試不同，新版BEC考試將把口語(yǔ)成績(jī)與其它三項(xiàng)成績(jī)一樣記入總分，各占25%。與TOEFL()、GRE()、GMAT()以及我國(guó)目前舉行的大學(xué)英語(yǔ)四、六級(jí)考試不同，BEC考試特別注重考生運(yùn)用英語(yǔ)在商務(wù)環(huán)境中進(jìn)行交際的能力。因此該證書(shū)在全球商業(yè)界得到廣泛的認(rèn)可，在中國(guó)各涉外經(jīng)濟(jì)部門(mén)以及在華投資的跨國(guó)公司中更是倍受青睞。目前我國(guó)已有數(shù)百家外資企業(yè)把BEC證書(shū)作為衡量應(yīng)聘人員英語(yǔ)水平的唯一標(biāo)準(zhǔn)。

另外，已于2000年開(kāi)考的，由英國(guó)劍橋大學(xué)考試委員會(huì)與全國(guó)高等教育自學(xué)考試指導(dǎo)委員會(huì)聯(lián)合推出并頒發(fā)證書(shū)的“商務(wù)管理”、“金融管理”兩個(gè)專業(yè)指定BEC為其英語(yǔ)課程。獲得BECPreliminary、BECVantage、BECHigher三個(gè)等級(jí)C級(jí)以上成績(jī)證書(shū)者免相應(yīng)的英語(yǔ)課程。學(xué)習(xí)內(nèi)容有：了解更多商務(wù)背景，學(xué)會(huì)在常見(jiàn)商務(wù)場(chǎng)景如Meeting、BusinessNegotiation、Report、Presentation的地道口語(yǔ)表達(dá)；擴(kuò)充常用商務(wù)詞匯，轉(zhuǎn)換中國(guó)式表達(dá)，在不同的商務(wù)場(chǎng)合中可以就常見(jiàn)的商業(yè)話題和生活話題進(jìn)行地道、流暢地交流。了解商務(wù)寫(xiě)作規(guī)則，能寫(xiě)出簡(jiǎn)潔、規(guī)范的商務(wù)文體,如:商務(wù)溝通Email、Memo、Report、Proposal等。針對(duì)BEC中級(jí)考試的題型，口語(yǔ)、寫(xiě)作、閱讀、聽(tīng)力，做進(jìn)一步的強(qiáng)化。ContentsofourbookChapterOneInternationalTrade1.1InternationalTrade1.2DefinitionofInternationalTrade1.3ReasonsforInternationalTrade1.4TheDifferencesBetweenInternationalTradeandDomesticBusiness1.5FormsofInternationalTrade1.6BenefitsofInternationalTradeChapterTwoInternationalTradeCorrespondence

2.1InternationalTradeCorrespondence2.2TheEssenceofBusinessLetters2.3ElementsofBusinessLetters2.4EnvelopeAddressing2.5BusinessLetterFormatandOutline2.6BasicPrinciplesforBusinessLettersChapterThreeInternationalTradeTerms

3.1ComponentsofTradeTerms3.2INCOTERMS3.3InterpretationofTradeTermsinINCOTERMS20003.3.1GroupE—Departure3.3.2GroupF—MainCarriageNotPaidBySeller3.3.3GroupC—MainCarriagePaidBySeller3.3.4GroupD—Arrival3.4ContrastsBetweenFOB,CFRandCIF3.5ConsiderationsforChoosingTradeTermsChapterFourEstablishingBusinessRelations4.1TheSignificanceofEstablishingBusinessRelations4.2TheChannelsofEstablishingBusinessRelations4.3CollectingInformationabouttheProspectiveClients4.4SomeSkillsinEstablishingBusinessRelationsChapterFiveEnquiryandOffer5.1Enquiry5.2Offer5.3Counter-Offer5.4Counter-Counter-OfferChapterSixAcceptance,OrderandBusinessContract6.1Acceptance6.2Order6.3BusinessContract

ChapterSevenInternationalPayment

7.1NatureofInternationalPayment7.2InstrumentsofInternationalPayment7.2.1Draft匯票7.2.2PromissoryNote本票7.2.3Check支票7.3MethodsofInternationalPayment7.3.1CashinAdvance預(yù)付現(xiàn)金7.3.2DocumentaryLetterofCredit跟單信用證7.3.3DocumentaryCollection跟單托收7.3.4Openaccount賒銷

ChapterEightLetterofCredit

8.1NatureofLettersofCredit8.2ProceduresofLetterofCreditOperations8.2.1IssuanceofLetterofCredit8.2.2AmendmentofLettersofCredit8.2.3UtilizationofLetterofCredit8.3ConsiderationsinUsingL/C8.3.1PointsforAttentioninUsingL/C8.3.2L/CRisksandL/CRiskPreventionChapterNineInternationalCargoTransportation9.1OceanTransportation9.2ShippingDocuments9.3ClauseofShipment

9.4OtherModesofTransportationChapterTenInsurance

10.1FundamentalPrinciplesofCargoInsurance10.2RisksandLossesinCargoTransport10.3OceanMarineInsuranceunderC.I.C（CIC是containerimbalancecharge的縮寫(xiě)，指的是集裝箱不平衡附加費(fèi)）

10.4InsurancePracticeofInternationalTradeChapterElevenInspection,Claim,ForceMajeureandArbitration11.1.CommodityInspection11.2ComplaintsandClaims11.3ForceMajeure11.4ArbitrationChapterTwelveImportandExportProcedures

12.1GeneralproceduresofexportTransaction12.2GeneralProceduresofImportTransaction12.3ExportDocumentation

Chapterone

InternationaltradeQuotes

Thehighestuseofcapitalisnottomakemoremoney,buttomakemoneydomoreforthebettermentoflife.

HenryFord(1863-1947)

Ifmoneyisyourhopeforindependenceyouwillneverhaveit.Theonlyrealsecuritythatamanwillhaveinthisworldisareserveofknowledge,experience,andability.

HenryFord(1863-1947)

HenryFordwasbornonthefamilyfarminDearborn,Michigan,atowneightmileswestofDetroit,onJuly30,1863.ItwasinDearbornthatHenryFordsetuphismanufacturingcomplexandbuiltthecarsthatcarriedhisname,making`Ford'ahouseholdwordtheworldover.

ChapterOneInternationalTrade

Preview&Review

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Exercises&Homework

TechnicaltermsPreview&Review

GeneralIntroduction

Inthischapter,severalaspectsofinternationaltradewillbediscussed,includingtheitsdefinition,thereasonsforengaginginit,itsmajorcategories,thedifferencesbetweendomesticandinternationaltradeandthebenefitsitbrings.Allofthesegiveusabriefpictureofwhatinternationaltradeis,whatanimportantroleitplaysinthemodernworld.

Thischapterwillfocusonthediscussionofthebasicknowledgeofinternationaltrade.Afterthedefinitionofinternationaltradeinthefirstpart,thesecondpartdealswithwhypeopleindifferentcountriesmustdobusinesswithothercountries.Followingthedifferencesbetweeninternationaltradeanddomesticbusinessinthethirdpart,thefourthparttellsusthedifferentformsofinternationaltrade.Thelastpartdealswiththebenefitsofinternationaltrade.TextObjectives1.1InternationalTrade1.2DefinitionofInternationalTrade1.3ReasonsforInternationalTrade1.4TheDifferencesbetweenITandDT1.5FormsofInternationalTrade1.6BenefitsofInternationalTradeObjectivesUponcompletionofthischapter,youwillUnderstandwhatinternationaltradeisKnowthereasonsforengagingininternationaltradeLearnthemajorcategoriesofinternationaltradeDistinguishthedifferencesbetweendomesticandinternationaltradeRecognizethebenefitsofinternationaltrade1.1InternationalTrade

InternationaltradecanbedatedbackasfarastotheMiddleAges.Merchantsshippedcanoesoverseas,andsoldthegoodsdirectlytobuyersinanothercountry.Theprogressofcommunicationandtransportationtechnologywhichweredevelopedespeciallyduringtheindustrialrevolutionhasmademarketsmoreaccessibleandtheworldofbusinessmoregloballyinterdependentinthepastdecades,inturnstimulatinganupsurgeofinsuranceindustryandbankingoperationsorientedtowardinternationalpaymentsandsettlement.Thetrendtowardaglobaleconomybringspeopleandproductstogetherfromallaroundtheworld.Nowadays,internationaltradeisgrowingmuchfasterandinvolvingmoreandmorecountries,thankstotheunprecedenteddevelopmentoftechniquesandservicesintrade-relatedfieldsaswellasthegreatimprovementintrade-relatedlaws,regulationsandconventions.Asoneofthemostimportanteconomicactivitiesintheworldtoday,internationaltradeplaysamoreandmoreimportantroleinthedevelopmentofanation’seconomyandintheaccelerationofglobalizationworldwide.

Forexample,U.S.internationaltradehasmorethandoubledeverydecadesince1960,anditnowexceeds$2.9trillionannually,ormorethanfiftytimeswhatitwasjustfortyyearsago.U.S.tradeasapercentageofgrossworldproductsrosefrom15percentin1986tonearly27percentin2006.In2007,theU.S.tradewithChina,theUnitedStates’secondleadingtradepartner,accountedfornearly$500billion.1.2DefinitionofInternationalTradeInternationaltradeistheworldwideexchangeofgoodsandservicesamongnations.Itreferstotheprocessoffairanddeliberateexchangesofgoodsorservicesbetweentwoormorecountries,involvingtheuseoftwoormorecurrencies.Internationaltradeconcernstradeoperationsofbothimportandexporttradeandincludesthepurchaseandsalesofbothvisibleandinvisiblegoods.

1.3ReasonsforInternationalTrade1.3.1ResourceReasons

Nonationcanbeisolatedfromtheotherpartoftheworld,andcanbecompletelyself-sufficient.Theyareinterdependent.Thedistributionofnaturalresourcesaroundtheworldissomewhathaphazard:somenationspossessnaturalresourcesinexcessoftheirowndemandswhileothernationshavenone.Forexample,Britainhaslargereservesofcoalbutlackssomemetalreserves.Kuwaithasvastoildepositsbutlittlefarmproduce.Countriesthatdonothavethenaturalresourcesorrawmaterialswithintheirownboundariesmustimportfromcountriesthathavethem,whilethosethathavethemexceedingtheirownconsumptionwillexporttocountriesthatdon’thavethemorenoughofthem.

Theconditionissimilarforotherkindofresources.Thedevelopedcountriesarefullofskilledlabor,capitalandhightechnologyresources,whilethedevelopingworldmaylackthemandneedstoimporttheseresourcesortechnologyfromothercountries.Forexample,Japanlacksnaturalresources,butitishighlydevelopedinelectronictechnology.Consequently,itexportsalargeportionofitselectronicproductstotheworld,especiallytothedevelopingcountriesthatcannotproducethemontheirown.Inreturn,itimportsmostofthenaturalresourcesfromothercountriesintheworld.Inshort,theunevendistributionofresources,includingnatural,humanandtechnologicalresourcesintheworld,isoneofthemajorreasonswhynationstradewitheachanother.1.3.2EconomicReasons

Therearoseanotherincentivefornationstotradewiththeotherswiththedevelopmentofmanufacturingandtechnology,i.e.economicbenefits.Itisfoundthatitmakeseconomicsenseforanationtospecializeincertainactivitiesandproducethosegoodsbecauseithasthemostadvantages,andtoexchangethosegoodsfortheproductsofothernationswhichhaveadvantagesindifferentfields.WhydoesJapanmainlyexportmanufacturedgoods?WhyistheagricultureintheUSAsodifferentfromthatoftheNetherlands?Butaboveall,docountriesgainorlosefromtradingwithothernations?

ThekeytosuchquestionslargelyliesinthetheoryofdevelopedbyDavidRicardo.AccordingtoRicardo,internationaltradeismutuallybeneficial,evenwhenonenationismoreefficientintheproductionofallgoods,aslongastherearedifferencesintherelativecostsofproducingthevariousgoodsinthetwopotentialnations.China,forexample,isalaborintensiveeconomyandhasenjoyedalonghistoryoftextileproduction.Hence,itcanproducelargequantitiesoftextileproductsatmuchlowercostthansomeothercountries.Inotherwords,ithasthecomparativeadvantageintheproductionoftextileproductsandthuswillbenefititseconomybyexportingthesegoodsorexchangingthesegoodsfortheproductsofothernations.比較利益comparativeadvantage人均年產(chǎn)量甲國(guó)乙國(guó)計(jì)算機(jī)5010汽車4020甲國(guó)乙國(guó)計(jì)算機(jī)5010汽車2040

Comparativeadvantageisnotastaticconcept.Acountrymaydevelopaparticularcomparativeadvantagepurelythroughitsownactions,independentoftheendowmentofthenature.Switzerland’scomparativeadvantageinwatch-makingisatypicalexample.Similarly,theUnitedStateshasdevelopedcomparativeadvantageinmanylinessuchasbiotechnology,aviationindustryandchemicalpharmaceuticalmanufacturingwhichusemostup-to-datetechnology.Inaword,transactionsareconductedmainlyforeconomicbenefit.Whenthedomesticmarketisunabletohelpthetradersgeneratemoreprofitorwhentheyarenotsatisfiedwiththebenefitfromthedomesticmarket,theytendtoopenupnewmarketsinothernations.1.3.3OtherReasons

Therearemanyotherfactorswhichcanpromotetradebetweennations,andpoliticalobjectiveisone.Politicalobjectivesareotherfactorsinpromotingtradebetweennations.Onenationmighttradewithanothertosupportagovernmentwhichupholdsthesamepoliticaldoctrine.Oritmightdosoforthepurposeinpoliticalaffairs.

Whydoesanationstillneedtoimportthesameitemfromothernationsevenifithasenoughofaparticularitemtomeetitsneeds?Thisislargelybecauseofthedifferencesintastes,preferencesorconsumptionpatternstobesatisfied.Thisappliesmainlytoconsumergoods,clothingandfoodstuffs.Itmanifestsitselfthroughculture,anditisstimulatedbytravelandeducation.Forexample,eventhoughtheUSAproducesenoughcarsatreasonablecoststomeetitsowndemandandeventoexportsomeofthem,itmaystillimportcarsfromothercountriesforinnovationorvarietyofstyle.

Inaword,thedevelopmentoftradebetweennationsisattributedtotheimbalancebetweennationsintermsofnaturalresources,technologyresources,humanresources,costofproduction,politicalstrength,tastes,preferencesandconsumptionpatterns,etc.

1.4TheDifferencesBetweenInternationalTradeandDomesticTradeThemaincharacteristicthatmakesinternationaltradedifferentfromdomestictradeisthatinternationaltradeinvolvesactivitiesthattakeplaceacrossnationalborders.Thuswhenthebusinessisexecutedbeyondnationalfrontiers,itisinvariablysubjecttothepolitical,social,economicandenvironmentalpoliciesofnations.Suchpolicieshaveeitherencouragedorhamperedthefreeflowofmerchandiseininternationaltrade.Specialproblemsthatarenotnormallyexperiencedwhentradingathomemayariseininternationaltrade.Inparticular:

Thecountriesinvolvedoftenhavedifferentlegalsystems,andoneormorepartieswillhavetoadjustthemselvestooperateincompliancewiththeforeignlaw.Differentcountriesusuallyusedifferentcurrenciesandthepartiesconcernedwillhavetodecidewhichcurrencytouseanddoeverythingnecessaryasregardsconventionetc.Uncertaintiesandevenrisksareofteninvolvedintheuseofaforeigncurrency.

Culturaldifferencesincludinglanguage,customs,traditions,religion,value,behavioretc.oftenconstitutechallengesandeventrapsforpeopleengagedininternationaltrade.

Itmighthavehigherrisklevelsinforeignmarketthanindomesticmarket.Therisksincludepoliticalrisks,commercialrisks,financialrisksandtransportationrisks.Tobeagoodbusinessperson,oneneedstobesensitivetovariousrisksininternationaltradeandlearnwaystominimizethenegativeimpactsonhisbusiness.Comparedtodomesticbusiness,itismoredifficultfordealersininternationaltradetogetthenecessaryinformationofaparticularfirminaforeigncountry.Controlandcommunicationsystemsarenormallymorecomplexforforeignthanfordomesticoperations.Itisalsofarmoredifficulttoobserveandmonitorthetrendsandactivitiesinforeigncountries.Therefore,managersengagedininternationaltradeneedabroaderrangeofmanagementskillsthanthoseinvolvedonlyindomestictrade.1.5FormsofInternationalTrade

Sincewehavelearnedthedifferencesbetweeninternationaltradeanddomesticbusiness,wemaybebetterpreparedforafuturetrade.Wealsoneedtoknowwhattypesoftradeweareenteringinto,whichwillshapetheparticularstepsweneedtofollowinordertofulfillatradeactivity.Therearevariousformsofinternationaltradeandtheycanbeclassifiedintovariouscategoriesaccordingtoanumberofdifferentcriteria.

1.5.1Export,ImportandTransitTrade

Intermsofthedirectionofcargoflow,internationaltradecanbeclassifiedintoexporttrade,importtradeandtransittrade.meanstransportthegoodswhichareproducedandprocessedindomesticmarkettointernationalmarketforsale.Ontheotherhand,importtradeismadeinthereversedirection;itreferstothetransactiontotransportthegoodsfromforeigncountriestodomesticmarketsforsaleoruse.出口貿(mào)易ExportTradeOntheotherhand,referstothefactthatgoodsarefirstplacedinthebondedwarehouseofthethirdcountryandthentransportedfurthertotheimportingcountrywithoutanyadditionalprocessing.Underthissituation,thethirdcountryisabletoearnthewarehousechargesbesidestheabovementionedcustomsduties.Eventhough,underneithercaseshallthethirdcountryobtainprofitsfromgoodsprocessingorassembling.間接過(guò)境貿(mào)易indirecttransittrade

Ontheotherhand,indirecttrade,ortradethroughintermediatecountries,occurswhengoodspassthroughanintermediatecountryotherthantheproducingandconsumingcountry,remaininginthatcountryforsomelengthoftimebeforeshipmenttothedestination.Threepartiesareinvolvedinindirecttrade:theexporter,theimporterandtheintermediatecountry.referstothetransactionwhichinvolvesimportinggoodsfromoverseasforfurtherprocessingorassemblingandre-exportingthegoodsabroad.Entrepottradeinvolvesonlyoneparty,whoistheimporter,theprocessorandalsotheexporteratthesametime.轉(zhuǎn)口貿(mào)易Entrepottrade1.5.3VisibleGoodsandInvisibleGoodsTrade

Fromtheformofthegoods,internationaltradecanbeclassifiedintovisiblegoodstrade(alsocalledtangiblegoodstradeorcommoditytrade)and(alsocalledintangiblegoodstradeorservicetrade).referstotheexchangeofphysicallytangiblegoodssuchascars,wines,shoesbetweencountries,involvingtheexport,import,andre-exportofgoodsatvariousstagesofproduction.Asmostofthetradeintheworldtodayrefertotheexchangeofvisiblegoodsratherthaninvisiblegoodsandmanyrules,regulationsandconventionsconcerningtradeintheworldsuchasINCOTERMS,UnitedNationsofConventiononContractsforInternationalSaleofGoods(CISG),UniformCustomsandPracticeforDocumentaryCredits(UCP),etc.areallmadetodealwithvisiblegoodstrade,thefocusofthisbookthereforeisontradewhereonlyvisiblegoodsareconcerned.

有形貿(mào)易Visiblegoodstrade無(wú)形貿(mào)易invisiblegoodstradeOnreflection,oneseesthataninvisibleitemsuchasChinesetourists’expendituresforwinesinParishasthesameeffectonthefinalbalanceofpaymentsasdoourimportsofFrenchwinetobedrunkhereathome.Whenweprovideshippinginsuranceserviceforforeigners,itactslikeanexport.Invisibletradecanbeasimportanttosomecountriesasvisibletradeistoothers.Inreality,thekindsoftradeacountrydealsinarevariedandcomplex,andoftenareamixtureofvisibleandinvisibletrade.

1.5.4BarterandFree-liquidationTrade

Astothesettlementinstrumentinvolved,internationaltradecanbeclassifiedintobartertradeandfree-liquidationtrade.referstothedirectexchangeofgoodsorservices—withoutaninterveningmediumofexchangeormoney—eitheraccordingtoestablishedratesofexchangeorbybargaining.Itisconsideredtheoldestformoftrade.Free-liquidationtrademeanstheexchangeofgoodsorserviceswithaninterveningmediumofexchangeormoneyaccordingtoratesofexchange.Cashtradeisoneformoffree-liquidationtrade.易貨交易BartertradeInadditiontotheabove-mentionedformsofinternationaltrade,therearealsosomeothertypesofinternationaltradethatareclassifiedunderothernormsorcriteria.Forexample,accordingtothemodeoftransportation,internationaltradecanbeclassifiedintoTradebyRoadway,TradebySeaway,TradebyAirwayandTradebyMailOrder.1.6Benefitsofinternationaltrade

Countriesgetgreatbenefitsbytradinginternationally,whichpartlyexplainstheeverexpandingvolumeinvolvedininternationaltrade.Generallyspeaking,anationislikelytogetthefollowingbenefitsfromtradingwithothernations:1.6.1EconomicGrowth

Internationaltradehasbecomemoreandmoreimportantasitcreatesjobs,whicharegreatlysignificanttotheeconomicgrowthofindividualcountriesaswellastheadvancementofthewholeworld.Bytradingwithothernations,nationscangainmoremarketshareonitsexportedgoodsandtakeadvantageofeconomiesofscale.Economiesofscalecharacterizeaproductionprocessinwhichanincreaseinthescaleofthefirmcausesadecreaseinthelongrunaveragecostofeachunit.Inotherwords,wheneconomiesofscaleisrealized,eventhoughtheaveragecostofeachunitisreduced,moreprofitsareabletobegeneratedfromsellingmoreunitstomoremarkets.Withtheincreasingnumberoftradingpartnersandquantityofproducts,thesenationscangainmorebenefits,whichinturnhelpsthedevelopmentofitseconomyandraisesthelivingstandardofitspeople.1.6.2CheaperGoodsandServices

Aswehavementionedabove,oneofthemajorreasonsforcountriestotradewithoneanotheristhatthereisacostadvantage.Anditisthiscostadvantageofthesupplyingcountriesthatenablesthemtobuycertaingoodsorservicesofthesamequalityorhigherqualityatlowerpricesthanthecostinvolvedinproducingthemintheirowncountries.Furthermore,theeverdevelopingtechnologyinvariousfieldsandtheeverescalatingcompetitionintheworldmarketinthisnewmillenniumhavebeenmakingpricesofthegoodseverlower,whichbenefitsconsumerstoalargerdegree.Consumersthusareabletoenjoygoodsatamuchlowerprice.1.6.3GreaterVariety

Nationsareinterdependentandnonationhasallthecommoditiesorservicesthatitneeds,whichmakestheinternationaltradepossible.Andthedifferenttastesandpreferencesoftheconsumersurgeinternationaltradetogoevenfurther.Undoubtedly,asaresult,internationaltrademakesitpossibleforanationtoprovideawidervarietyofproductsforitsconsumersandthushelptoimprovethelivingstandardsofitspeople.Moreandmorenationsaredrivenbythereasonsandbenefitsmentionedabove.Corporationsandevenindividualsarealsoinvolvedininternationaltrade.However,astherearegreatdifferencesbetweeninternationalanddomestictrade,beginnersininternationaltrademaybebewilderedbyitscomplexityanddifficulty.Therefore,itisnecessaryfortraderstounderstandthedifferencesinadvancesoastobetterprepareforfuturetradeactivitiesoverseas.

TechnicalTerms

bartertrade易貨交易compa