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