1、國際貿易實務英文版InternationalTradePractice周瑞琪王小歐徐月芳編著ChaptertwoIV. Shortquestions1. WhopaysforloadingforshipmentunderFOB?答：Seller.2. WhopaysforunloadingunderCIF?答：Buyer.3. CompareandcontrastFOB,CFRandCIF?答：Similarities:a.Seller'sriskwilsferrteartothebuyerwhenthegoodspasstheshipsrail.b.Sellerisresponsib

2、leforexportcustomsformalitieswhilebuyerisresponsibleforimportcustomsformalities.c.Buyerisresponsibleforunloadingthegoodsattheportofdestination.d.Allthreetermscanonlybeusedforwaterwaytransportation.Differences:a.FOBrequiresthebuyertoarrangeandpayfortheoceantransportation;CFRrequiresthesellertoarrange

3、andpayfortheoceantransportation;CIFrequiresthesellertoarrangeandpayfortheoceantransportationandinsuranceagainstthebuyersrisk.4. Whatarethetwotypesoftradetermsconcerningthetransferofrisks?答：Shipmentcontracttermsvs.arrivalcontractterms.Undershipmentcontracttermssellerriskwillbetransferredtothebuyerbef

4、orethegoodsdepartfromtheplace/portofshipment.Underarrivalcontracttermssellerwillbeartheriskofthegoodsuntilthegoodsarrivethedestination.5. WhatarethedifferencesandsimilaritiesbetweenCPTandCFR?答：Majorsimilarities:a.sellershouldcontractandpayforthemajorcarriage.b.Sellerisnottakingtheriskoflossordamaget

5、othegoodsduringthetransportation.Difference:a.CPTisapplicabletoanykindoftransportationmodewhileCFRisonlyusedforwaterwaytransport.b.UnderCPTseller'sriskwillbetransferredtothebuyerwhenthegoodsarehandedovertothefirstcarriernominatedbyseller.UnderCFRseller'sriskwillbetransferredwhenthegoodspasso

6、vertheshipsrail.6. WhatarethedifferencesandsimilaritiesbetweenCIPandCIF?答：Majorsimilarities:a.sellershouldcontractandpayforthemajorcarriage.b.Sellerisnottakingtheriskoflossordamagetothegoodsduringthetransportation.c.Sellermustobtaininsuranceagainstbuyer'srisk.Difference:a.CPTisapplicabletoanykin

7、doftransportationmodewhileCFRisonlyusedforwaterwaytransport.b.UnderCPTseller'sriskwillbetransferredtothebuyerwhenthegoodsarehandedovertothefirstcarriernominatedbyseller.UnderCFRsellersriskwillbetransferredwhenthegoodspassovertheshipsr7. IfyoutradewithanAmerican,isthesalescontractsubjecttoIncoter

8、mswithoutanydoubt?Whatshouldyoudo?答：No.TheRevisedAmericanForeignTradeDefinitions1941isstillinuse,especiallyamongtheNorthAmericanarea.Ithasdifferentinterpretationaboutsometradeterms.Thetradersshouldclarifythechoiceofrulesbeforeanyfurtherdiscussion.8. Whatarethemostcommonlyusedtradeterms?答：FOB,CFR&

9、;CIF.9. WhoisresponsibleforcarryingoutcustomsformalitiesforexportsunderanFOBcontract?答：Seller.AccordingtoIncoterms2000,exceptEXWandDDPthesetwoterms,alltheothereleventermsrequirethesellertohandletheexportcustomsformalities,whilebuyertheimportcustomsformalities.10. IfaChinesetradersignsaFOBHamburgcont

10、ract,isheexportingorimporting?答：Importing.FOBshouldbeusedwitha“namedportofshipment,ifHamburgistheportofshipment,fromtheChinesetrader'sperspective,heisimporting.V. CaseStudies1. AnFOBcontractstipulated,"TheshipmentwillbeeffectedinMarch2021.Ifthevesselfailstoarriveattheportofshipmentontime,th

11、eselleragreestosetasidethegoodsforadditional27days,andthebuyerwillbearallcostsofdelay."itturnedoutthatundertheseller'srepeatedrequests,thevesselnamedbythebuyerfinallyarrivedattheportofshipmentonMay1.Asaresult,thesellerrefusedtomaketheshipment.(1) Wasthesellerentitledtocompensationfortheware

12、houserent,insuranceandinterestduetothedelay?(2) IfthesellerhadsoldthegoodstoathirdpartyonApril25,shouldthebuyerpayforthedelay?(3) IfthesellerhadsoldthegoodstoathirdpartyonMay1withabetterprice,washeentitledtoanycompensation?析：a案例中提到“shipmentwillbeeffectedinMarch2021這種確定裝運時間的方式允許在整個3月份期間的任何時間進行裝運.也即是說

13、,裝運的最后期限為08年3月31日.b文中提到的“additiona27days根據合同賣方同意在買方船期延誤的情況下為其將貨物保存到4月27日.(1)答案：Yes做題切入點：aFOB術語關于雙方費用劃分的規定；b合同本身的條款規定.(2)答案：No.做題切入點：合同本身的條款規定.(3)這題與第一題相比,不同的一點在于“withabetterprice:'解答時應對這一點進行分析：在賣方賣出貨物獲得更高利潤的情況下,他是否還應獲得相關賠償？答案：Yes做題切入點：合同本身的條款規定.2. AcontracttosellgrainusedaCFRterm.Thegrainwasoffi

14、ciallycertifiedasGradeOneatthetimeofbeingdeliveredonboardattheportofshipment.Aftermakingtheshipment,thesellergavethebuyertimelynotice.However,duetothelongvoyage,somegrainwentbad.Atthedestination,thegraincouldonlybesoldas"Grade3".Consequently,thebuyerclaimedcompensationforthedamage.Shouldth

15、esellerpay?析：a貨物在裝運港已經“officiallycertifiedasGradeOne,這就說明貨物的質量是合格的,而且是經官方確認的.b文中提到“duetolongvoyag這說明貨物變質的原因是由于運輸時間長.答案：No.做題切入點：a貨物變質的原因；bCFR術語下風險轉移的情況.3. UnderaCIFcontract,thegoodshadbeenloadedonboardthevesselaccordingtothetermsofthecontract.Thenthevesseldeparted.Anhourlater,thevesselstruckarockand

16、sunk.Thenextdaytheseller'sbankpresentedtheshippingdocuments,insurancepolicyandinvoicestothebuyer,anddemandedpayment.(1)Shouldthebuyerpay?(2) Whichpartywouldhavetotaketheloss?析：此題的關鍵疑問在于買方明知貨物已全部損失,不可能再收到貨物,是否還應支付貨款.這是考察對“symbolicdelivery這個概念的理解.在CIF術語下,賣方交貨時買方并沒有真正收到貨物,賣方的交貨是通過貨交承運人并獲得相關單據(尤其是物權

17、憑證)來實現的.而相應的,買方必須接受交貨,也就是買方必須接受賣方提供的相應單據并履行相關支付的義務.(1)答案：Yes.做題切入點：a賣方履行其義務的情況；bCIF術語對雙方交貨、領受貨物的規定；c解釋“symbolicdelivery在這里的應用.(2)答案：Buyer.做題切入點：CIF術語下風險轉移的情況.由于本章主要討論貿易術語的應用,關注的主要是買、賣雙方.如果答案是保險公司,那么要求說明損失的風險首先是由買方承當的,在風險屬于保險公司承保范圍內的情況下,保險公司會對買方進行局部或全部的賠償.4. AShanghaicompanysignedaCIFcontracttosellCh

18、ristmasgoodstoaBritishcompany.The$1millioncontractstipulated,"ThesellerguaranteesthatthegoodsarriveattheportofdestinationbyDecember1,2021.Ifthecarriageislate,thebuyercancancelthepurchase,andgettherefundforthepayment."Sotheshipmentwasmade.Unfortunately,duetomechanicalproblems,thevesselarriv

19、edatthedestinationafewhourslate.Thebuyerrefusedtoacceptthegoods.Asaresult,thegoodshadtobesoldonthespot,andthesellerlost$700,000.(1) Wasthe"arrivaldate"clauseconsistentwithCIFtermunderIncoterms2000?(2) Whattradetermisproperfortheobligationconcerningarrivaltime?析：賣方受損的原因是貨物到達目的港的時間晚于合同規定的時間,

20、因此買方拒收貨物.從外表上看,似乎問題就是出在賣方違約上,但如果仔細分析就會發現,該合同本身的內容就存在自相矛盾的問題.合同用的是CIF術語,賣方在貨過船舷時風險就轉移賣方既不承當運輸途中的風險,也不保證貨物是否能才£達目的港.CIF合同本質上是一個"shipmentcontract但加上一條保證到岸時間的條款后,合同的性質發生了變化：它變成了一個“arrivalcontract也就是說,在貨物按時抵達目的港之前的一切風險都由實方承當,否那么賣方就是違約.(1)答案：No.做題切入點：aCIF術語對雙方風險及義務的劃分,點出“shipmenbontract這一概念；b解釋“

21、arrivadateclause合同性質的改變.(2)答案：DES.做題切入點：比照兩個術語在義務、費用劃分上的相似程度.5. AChinesecompanyfinalizedatransactionwithaGermancompanyunderCIFpriceandL/Cpayment.BothsalescontractandL/Creceivedstipulatedthattransshipmentwasnotallowed.TheChinesecompanymadetheshipmentonadirectvesselwithinthevalidityperiodoftheL/Candne

22、gotiatedthepaymentwithadirectBillofLadingsuccessfully.AfterdepartingfromtheChineseport,inordertotakeanothershipment,theshippingcompanyunloadedthegoodsfromtheoriginalvesselandreloadedthemontoanotherone.Duetothedelayandthepoorconditionofthesecondvessel,thegoodsarrived2monthslaterthantheexpectedtime.Th

23、eGermancompanysufferedandclaimedcompensationfromtheChinesecompanywiththereasonthattheChinesesidecheatedthemwithadirectB/L.TheChinesecompanybelievedthatsincetheysignedthecontractundera至U岸價格andtheybookedtheshippingcompany,theywouldberesponsibleforwhathappened.AsaresulttheChinesesidecompensated.Comment

24、onthiscase.案例要點解析：a賣方根據合同規定履行了各項義務,造成貨物到港延誤的原因是船公司擅自改變運輸安排,賣方對此并不知情.b賣方把CIF理解成到岸價格存在錯誤,混淆了承當風險與承當費用的區別.如果把CIF理解成到岸價格",那么CIF就變成了一個到岸合同術語(arrivalcontracttermi)了,而實際上它應該是個裝運合同術語(shipmentcontractterm)0c因此,賣方在此情況下不應進行賠償,而是應該協助買方向船方進行索賠.ChapterthreeV.CaseStudies1. BBCompanysignedacontracttoexportclot

25、hing.ItsexportcoststotaledRMB800,000,andexportrevenuetotaledUSD100,000.IftheexchangeratewasUSD1=RMB8.2,Calculate:1) Itsexportcostforforeignexchange;A:Exportcostforforeignexchange=ExportcostinCNY/ExportrevenueinForeigncurry=800,000/100,000=82) Itsexportprofit/lossrate.A:TheExportcostforforeignexchang

26、eislessthantheexchangerate(8<8.2),sothistransactionisprofitable.Exportprofitmargin=(foreignexchangerate-exportcostforforeignexchange)/exportcostforforeignexchangex100%=(8.2-8)/8x100%=2.5%2. ThepricequotedbyaShanghaiexporterwas"USD1200perM/TCFRLiverpool".ThebuyerrequestedarevisedFOBprice

27、including2%commission.ThefreightforShanghai-LiverpoolwasUSD200perM/T.Tokeeptheexportrevenueconstant,whatwouldbeFOBC2%price?A:FOB=CFR-F=USD1200-USD200=USD1000FOBC2=FOB/(1-C%)=USD1000/(1-2%)=USD1020.4TheFOBC2%priceforthistransactionisUSD1020.4perM/T.3. ACCompanyofferedtosellgoodsat"USD100percaseC

28、IFNewYork".TheimporterrequestedarevisedquoteforCFRC5%.Thepremiumrateforinsurancewas1.05%andmark-upforinsurancewas10%.Togetthesameexportrevenue,whatwouldbeAC'snewoffer?A:CFR=CIFx(1-UxR)=USD100x(1-110%x1.05%)=USD98.845CRFC5=CFR/(1-C%)=USD98.845/(1-5%)=USD104.047ACsnewofferwouldbeUSD104.047per

29、caseCFRC5%NewYork.4. DDCompanyofferedtosellgoodsat"USD2000perM/TCIFTorontowith'allrisks'and'warrisk'for110%ofthevalue".TheimporterrequestedarevisedquoteforFOBGuangzhou.ThefreightforGuangzhou-TorontowasUSD50perM/T,andthepremiumratesfor"allrisks"and"warrisk&quo

30、t;were1%and0.2%respectively.Togetthesameexportrevenue,whatFOBpriceshouldtheexporteroffer?A:I=CIFxUxR=USD2000x110%x(1%+0.2%)=USD26.4FOB=CIF-F-I=2000-50W6.4=USD1923.6TheexportersnewoffershouldbeUSD1923.6perM/TFOBGuangzhoU'.5. Thepricequotedbyanexporterwas"USD450percaseFOBShanghai".Theimp

31、orterrequestedarevisedquoteforCIFAuckland.IfthefreightwasUSD50percase,110%ofthevaluewastobeinsured,andthepremiumrateforinsurancewas0.8%,whatwouldbethenewprice?A:CFR=FOB+F=450+50=USD500CIF=CFR/(1-UxR)=500/(1-110%x0.8%)=500/0.9912=USD504.44ThenewofferwouldbeUSD504.44percaseCIFAuckland.7. OnNov.20th,Le

32、eCo.offeredtosellgoodstoDeeInc.atUSD500percaseCIFLondon,Offervalidifreplyhere11/27.OnNov.22ndDeecabledback,OfferacceptedifUSD480percase.AsLeewasconsideringthebid,themarketpricewentoverUSD500.OnNov.25th,DeecabledanunconditionalacceptanceofLee'sinitialoffer.CouldLeerejectDeesacceptance?析：a.11月22日D

33、eeInc.的回復對價格進行了更改,這是一個還盤.當DeeInc.對報盤進行還盤,原來的報盤就自動中止了.在這個前提下,LeeCo.可以采取任何行動而不須顧慮先前的報價.b.盡管DeeInc.在原報盤的有效期內又發出了一個無條件接受報盤的回復,但由于之前他們已經進行了還盤,所以此時的接受無效.答案：Yes做題切入點：a還盤的定義；b報盤中止的因素.8. XofferedtosellgoodstoY,Shipmentwithin2monthsafterreceiptofL/C,offervalidifreplyhere5days."Twodayslater,Ycabledback,Ac

34、ceptyouroffershipmentimmediately."Xdidn'treply.Twomoredayslater,XreceivedY'sL/Crequiringimmediateshipment.Atthistime,themarketpriceofthegoodswentupby20%.WhatoptionsdidXhavetodealwithY?析：a.Y在兩天后的回復中雖然聲明接受報盤,但同時要求"shipmentimmediately",這是對原報盤的船期“shipmentwithin2months®行了修改,因此

35、構成了一個還盤.原報盤那么被中止.b.在這個前提下,再來考慮X都有哪些選擇以及哪個是最可能或最好的.c.X可能有的各項做題切入點：a,還盤的定義；b.報盤中止的因素;選擇；d.X最可能選擇的做法及原因.ChapterfourVI.CaseStudies1. YCompanysignedacontracttoexportreddates.ThecontractspecifiedthatthedatesshouldbeGrade3"Butatthetimeofshipment,therewerenotenoughthird-gradedatesonhandfordelivery.Asar

36、esult,datesofhigherquality,Grade2,wereusedassubstitutes.ThesellerproudlymarkedtheinvoiceDatesofGrade2soldatthepriceofGrade3.(1) Couldthebuyerrefusetoacceptthegoods?Whyorwhynot?(2) Wouldyoudodifferentlyifyouweretheseller?How?析：此題的解題要點：a.聯合國國際貨物銷售合同公約第三十五條(1)賣方交付的貨物必須與合同所規定的數量、質量和規格相符,并須根據合同所規定的方式裝多!或

37、包裝.b.合同本身的品質規定是Grade3"c.實際所交貨物的品質是“Grade2'.(1)答案：Yes,買方可以拒收貨物.不管品質比規定的好或差,只要實際所交貨物的品質是與合同本身的品質規定不同,就是不符.在此情況下,買方有權利拒收貨物.做題切入點：品質不符的理解.(2)答案：Yes,如果我是賣方,我會與買方磋商,尋求買賣雙方都能接受的處理方法.做題切入點：與買方磋商解決.2. ABXCompanysentasampleofexportinggoodstoaGermanbuyerduringnegotiation.Later,acontractwassigned,andth

38、eprovisionofthegoodswas,Moisture:14%;Impurity:4%.Beforeshipment,theselleragaincabledthebuyer,Qualityaspersample.Aftdiakingthedelivery,thebuyerhadthegoodsinspected.Althoughthequalityconformedtothetermsofthecontract,itwaslowerthanthatofthesampleby7%.Asaresult,thebuyerfiledaclaimforcompensation.Didthes

39、ellermakeanymistake?Whyorwhynot?析：答案是Yes.買方可以向賣方提出索賠,由于賣方交付的貨物的品質與樣品不符；在這筆交易中,賣方犯了起碼兩個錯誤：錯誤(1):品質條款沒有品質機動某些產品(如農副產品等)的質量具一定的不穩定性,為了交易的順利進行,在規定其品質指標的同時,應制定一定的品質機動幅度,允許賣方所交的貨物的品質指標在一定的幅度內有靈活性.否那么單一的品質指標難以達至L往往給賣方履行合同帶來困難.做題的切入點：品質機動條款錯誤(2):品質規定用了雙重標準,既憑合同規格買賣,又憑樣品買賣.表示品質的方法很多,品質條款應視商品的特性而定,采取合理的品質規定.但

40、凡能用一種方法表示某種品質的,一般就不宜用兩種或兩種以上的方法來表示.根據聯合國國際貨物銷售合同公約,如同時采用既憑樣品又憑規格買賣,那么要求賣方交付的貨物的品質必須既與樣品一致,又要符合合同所規定規格,要做到兩全其美,難以辦得到,往往給賣方履行合同帶來困難.做題的切入點：品質規定的雙重標準,既憑合同規格又憑樣品買賣3. XCompanysignedacontracttoexportrice.Thequantitywas10,000tons.Aftertakingthedelivery,theforeignbuyerdemandedanadditional160metrictonsofrice

41、.Whatwentwrong?析：此題的解題要點：合約中的數量為“噸,是不明確的規定.“噸,在實行公制的國家一般理解為公噸,每噸為1000公斤；在實行英制的國家一般理解為長噸,每噸為1016公斤；在實行美制的國家一般理解為短噸,每噸為907公斤.所以,當賣方理解為公噸,每噸為1000公斤；而買方理解為長噸,每噸為1016公斤是,這份合約下賣方實際交貨的數量與買方預期收貨數量的差異為160公噸(1016kg-1000kg)X10,0000=160000kg=160metrictons.答案：是買賣雙方對合約數量規定的“噸有不同的理解.做題的切入點：a.數量規定不明確；b.不同度量衡制度下的“噸表

42、示的實際數量不同.4. ABeijingcompanysignedacontracttoimportwoolfromAustralia.Thequantitywasspecifiedas20M/T“Whenthewoolwasdelivered,ithadaregainof33%.(1) Whatisaregain?(2) Whydidthebuyergetabaddeal?(3) Ifthestandardregainis10%,andactualregainis33%,whatistheconditionedweight?析：此題的解題要點：a.文中提到合同約定的數量是“20MT,應理解為

43、凈重.由于計算重量的方法有毛重,凈重,公量等,而根據聯合國國際貨物銷售合同公約第五十六條,如果價格是按貨物的重量規定的,如有疑問,應按凈重確定.b.合同商品的羊毛,具有較強的吸濕性,其所含的水分受客觀環境的影響較大,故其重量很不穩定.為了準確計算這類商品的重量,國際貿易中買賣雙方通常會約定標準(公定)回潮率,采用按公量計算的方法.(1)答案：回潮是指貨物(纖維材料)在環境溫度下吸濕含水的現象潮率那么是指貨物纖維材料含水重量占貨物纖維材料干重的百分比做題的切入點：回潮率的概念2答案：買方這筆交易不劃算.由于合同中沒有明確規定計算重量的方法,只能按凈重計算.因此當賣方實際交貨的羊毛,因具有較強的吸

44、濕性而其所含的水分高達33%是,買方也別無他法,只得按凈重連帶33%的水分計算付款.:ConditionedWeight=DriedNetWeightx1+StandardRegain=NetWeightx1+StandardRegain1+ARtUaegaigiainDriedNetWeight=NetWeight/(1+ActualRegain)=20/(1+33%)=15.04M/TMoisturecontent=ActualWeight-DriedNetWeight=20-15.04=4.96M/Tor:Regain=(moisturecontent/ovendriedweight)x

45、100%=(moisturecontent/actualweight-moisturecontent)x100%Moisturecontent=(regainxactualweight)/(1+regain)=(33%x20)/(1+33%)=4.96M/TDriednetweight=actualweight-moisturecontent=20-4.96=15.04M/T做題的切入點：合同約定計算重量的方法不明確(3)答案：如按公量計算,這批貨只有16.54公噸.計算：1+StandardRegainConditionedWeigh.NetWeightxR1+aACsJahRRXgai=2

46、0x(1+10%)/(1+33%)=16.54M/T做題的切入點：公量的計算ChapterfiveVI.CaseStudies1. ABCco.signedacontracttoexport200M/Tofbeans.Theletterofcreditstipulated,Partialshipmentnotallowed.Whentheshipmentwasbeingmade,theexporterloaded100M/TeachonboardthesamevesselforthesamevoyageattheportofShanghaiandtheportofDalian.Theshipmentdocumentwasclearlymarkedwiththeportsofshipmentandtheda