國際經(jīng)濟與貿(mào)易上機實務(wù)操作(20210408181624)

1、操作一 ?建立業(yè)務(wù)要求上海健龍進出口有限公司我公司是從事鞋業(yè)進出口貿(mào)易的一家專業(yè)外貿(mào)公司，從市場調(diào)查中了解到我公司的歡樂牌( Huanle Brand )毛絨拖鞋(Boa Slippers) 在加拿大有潛在的需求，故準備開拓該市場。在調(diào)查中了解到加拿大 Leisure 公司專門從事從中國進口輕工產(chǎn)品，請你根據(jù)上述情況，給Leisure 公司發(fā)一封建立商業(yè)往來關(guān)系的電子郵件，并且隨附產(chǎn)品目錄 ， 要求信函格式完整、正確。加拿大 Leisure 公司的全稱及詳細地址如下：Leisure Intern ati onal Tradi ng Corporati on237 Joh nson Rd. 39

2、210Van couver B. C., Can adaTel: 01-11-4533212 Fax: 01-11-4533211Leisure Intern ati onal Tradi ng Corporati on237 Joh nson Rd. 39210Van couver B. C., Can adaTel: 01-11-4533212 Fax: 01-11-4533211Dear sirs,We write to in troduce ourselves as one of the lead ing exporters from chi na deali ng exclusive

3、ly in shoes. We own your n ame form our old clie nts and we would be rather pleased if we could establish bus in ess relatio ns with you.We have en closed one copy of our illustrated goods and price list for your referenee. According to the market research, Huanle Brand boa slippers are likely to in

4、 terest the customers of your end and we hope you can attach importa nee to this product. We would appreciate recei ving your specific enq uiries and we will send you our favorable quotatio ns immediately.It will be greatly appreciated if you will give us your cooperation and we are looking forward

5、to your reply.Yours faithfully,Shan ghai Jia nlong Imp&Exp Cooperati onXiaoyu, Xiao操作二：出口報價核算貨號：SH226SH279出口退稅：9%,出口定額費用率：6 %;保險：按CIF發(fā)票金額加10%投保一切險和戰(zhàn)爭險,費率分別為0.7%和0.3%;報價利潤率：10%;其他商品信息及相關(guān)費用信息你可以在TMT信息查詢系統(tǒng)中查詢請根據(jù)上述條件，以美元為報價單位進行出口報價核算.（核算過程保留4位小數(shù)，結(jié)果保留一位小數(shù)）化口 貨號品名包裝方式SH226Boa Slippers4 打/紙箱包裝尺碼包裝重量（毛/凈）含稅

6、米購成本56 X0 X45cm10/8kgs65 元 /打化口 貨號品名包裝方式SH279Boa Slippers4打/紙箱包裝尺碼包裝重量（毛/凈）含稅米購成本56 X0 X45cm10/8kgs85 元 /打貨號：SH2261）實際成本=米購成本一退稅收入=65 65/ (1+17% ) X 9% = 60 (元)/打2)40英尺集裝箱裝箱量：55/ (0.56 X 0.40 X 0.45) = 545.6349，取整，545 箱推出 報價數(shù)量：4 X 545 = 2180打3）國內(nèi)費用（出口定額費）65X 6% = 3.9 （元）/打4）出口運費=3030 X 8.25/2180 = 1

7、1.46675） 出口報價：CIFC3 =（實際成本+國內(nèi)費用+出口運費）/ （1-傭金率-預(yù)期利潤率-（1 +加成率）X保費率）=（60+3.9+11.4667 ） / 1-3%10%- （1+10% ） X 1%/8.25 = 10.639 （美元 /打）貨號：SH2791） 實際成本二采購成本一退稅收入=85- 85/ （1+17% ） X 9% = 78.4615 （元）/打2） 40 英尺集裝箱裝箱量：55/ （0.56 X 0.40 X 0.45 ） = 545.6349，取整，545 箱報價數(shù)量：4X 545 = 2180打3） 國內(nèi)費用（出口定額費）二85X 6% = 5.1

8、（元）/打4）出口運費=3030 X 8.25/2180 = 11.46675）出口報價：CIFC3 =（實際成本+國內(nèi)費用+出口運費）/ （ 1-傭金率-預(yù)期利潤率-（1 +加成率）X保費率）=（78.4615+5.1+11.4667） / 1-3%10%-（1+10% ） X 1%/8.25 = 13.41 （美元 /打操作三：草擬發(fā)盤函請根據(jù)客戶來函要求，寫一封發(fā)盤信，詳細回答客戶提出的問題，告知對方交易的基本 條件，并敦促對方盡快做出決定，發(fā)盤有效期為一周。交易的基本條件：1. 保險：按發(fā)票金額加成 10%投保一切險及戰(zhàn)爭險。2. 支付方式：即期信用證。3. 裝運：五月底裝運。信函日期

9、：2003年3月12日DATE: MAR. 12ND, 2003Leisure International Trading Corporation237 Joh nson Rd. 39210Van couver B. C., Can adaTEL: 01-11-4533212FAX:01-11-4533211Dear SirsThank you very much for your letter of March 10, 2003 express ing your in terests in our products.Because of the lovely desig n, our boa

10、 slippers are rapidly beco ming popular, we think after study ing our price, you will not be surprised to lear n that we are finding it difficult to meet the dema nd. As requested, we are pleased to make our firm offer for 2180 dozen each of the following items:Hua nle Brand Boa SlippersArt. No. SH2

11、26 US$ 10.60 per doz. CIFC3 Van couverArt. No. SH279 US$ 13.40 per doz. CIFC3 Van couverRemarks:1. ) Payme nt: by an Irrevocable Sight Letter of Credit for 100% of the con tract value.2. ) Pack ing: to be packed in cart ons of 4 doz. each , and 545 cnts to a 40 contain er,total two 40 FCL contain er

12、s.3. ) Shipment: to be effected during MAY 2003 on the condition that the releva nt L/C arrives at 25TH APRIL 2003.4. ) In sura nee: to be covered aga inst All Risks and War Risk as per Ocea n Mari ne Cargo Clauses of C. I. C. dated 1/1/1981.5. ) This offer remai ns valid within 3 days. You are sure

13、 to find the price very competitive in deed and we look forward to recei ving an order from you soon.Our offer rema ins ope n un til March 19,2003.Yours faithfully,Shan ghai Jia nlong Imp&Exp Cooperatio nXiaoyu, Xiao操作四：出口還價核算按客戶提出的價格計算:小數(shù)后2位)(計算過程小數(shù)請保留至4位，小于1時保留至5位，計算結(jié)果取1) SH226和SH279兩個貨號商品的總利潤額分別為

14、多少元人民幣？2) 如果同意對方價格，而我公司又要保持至少5%的利潤，那么公司應(yīng)當(dāng)掌握的國內(nèi)采購價格分別為每打多少元人民幣？再次報價：請按5%的成交利潤率重新報價?1)利潤核算：貨號 SH226 客戶還價 US$ 9.6/DOZ CIFC3總利潤額：銷售收入一客戶傭金一出口保費一實際成本一國內(nèi)費用一出口運費=9.6*8.25*2180*(1 -3%-110%*1%)-65*2180*(1+17%-9% (1 + 17%)-65*2180*6%-3030*8.25=1277.6040 元貨號 SH279 客戶還價 US$ 12.00/DOZ CIFC3總利潤額：銷售收入一客戶傭金一出口保費一實際

15、成本一國內(nèi)費用一出口運費12*8.25*2180*(1 -3%-110%*1%)-85*2180*(1+17%-9%”(1 + 17%)-85*2180*6%-3030*8.25=190.2738 元2)成本核算:貨號 SH226設(shè)國內(nèi)采購價格為 X，那么：x- (x/1.17 ) X 9% +6%x +11.4667/(1-5%-3% - 1.1 X 1%)=9.60 X 8.250.9831x= 79.2X 0.909- 11.4667x= 60.5210/0.9831 = 61.57 (元)/打 以客戶還價每打 9 . 6美元成交，則我方應(yīng)掌握的國內(nèi)采 購價格為每打 61.57 元人民

16、幣。貨號 SH279設(shè)國內(nèi)采購價格為 y，那么:y - (y/1.17 ) X 9% +6%y +11.4667 /(1-5%-3% - 1.1 X 1%)=12.00 X 8.250.9831y + 11.4667 = 99X 0.909 y = 78.5243/0.9831 = 79.87 (元)/打以客戶還價每打 12 美元成交，則我方應(yīng)掌握的國內(nèi)采購價格為每打79.87 元人民幣。3 )再次報價：貨號： SH226實際成本 =采購成本 - 退稅收入=65 - 65/(1+17% ) X 9% = 60 (元)/打40 英尺集裝箱裝箱量：55/(0.56 X 0.40 X 0.45 )=

17、 545.6349 ，取整， 545 箱報價數(shù)量： 4 X 545 = 2180 打國內(nèi)費用(出口定額費) =65 X 6% = 3.9 (元) /打出口運費=3030 X 8.25/2180 = 11.4667 5 )出口報價： CIFC3 =(實際成本+國內(nèi)費用+出口運費) / (1-傭金率-預(yù)期利潤率-(1 +加成 率) X 保費率)=(60+3.9+11.4667 ) / 1-3%-5%- (1 + 10% )X 1%/8.25 = 10.050 (美元 /打)貨號： SH279實際成本 =采購成本 - 退稅收入=85 85/(1 + 17% ) X 9% = 78.4615 (元)/

18、打40 英尺集裝箱裝箱量：報價數(shù)量：4 X 545= 2180打55/ (0.56 X 0.40 X 0.45) = 545.6349，取整，545 箱國內(nèi)費用（出口定額費）二85 X 6% = 5.1（元）/打出口運費=3030 X 8.25/2180 = 11.4667 5）出口報價：CIFC3 =（實際成本+國內(nèi)費用+出口運費）/（ 1-傭金率-預(yù)期利潤率-（1 +加成率）X保費率）=（78.4615+5.1+11.4667） / 1-3%-5%-（1+10%）X 1%/8.25 = 12.672 （美元 /打）操作五：擬寫還盤函我方請給LEISURE公司寫一封還盤信，指出我方的產(chǎn)品，質(zhì)

19、量好，款式很吸引人，原報價是十分合理的；并告知與其他廠商相比,所用的材料質(zhì)量是最好的；我方不愿在犧牲質(zhì)量的前提下，低價銷售。但考慮到希望與其建立持久業(yè)務(wù)關(guān)系，我方可以在原報價基礎(chǔ)上作一些讓步（試按5%的成交利潤率還盤，結(jié)果保留一位小數(shù)）。同時提醒對方因為近期訂單較多，為保證及時裝運，建議盡快接受報價并下訂單。信函日期： 2003年3月22日DATE: MAR. 22ND, 2003Leisure International Trading Corporation237 Joh nson Rd. 39210Van couver B. C., Can adaTEL: 01-11-4533212FA

20、X:01-11-4533211Dear Sirs,We are very grateful of recei ving your kin dly offer today.Our products are of good quality, attractive design and the original offer is quite reas on able. Compared with other ven dors, we adopted by the material quality is the best. Un der the premise of wed on want to sa

21、crifice quality , low price to sell. But give n hope to build Ion g-term bus in ess relati on ship, we can make con cessi ons based on the orig inal quotati on. We are pleased to offer Boa Slippers Shoes as follows:Hua nle Brand Boa SlippersArt. No. SH226 US$ 10.10 per do 乙 CIFC3 Van couverArt. No.

22、SH279 US$ 12.70 per do 乙 CIFC3 Van couverDue to the recent order is more, in order to ensure timely shipment, suggest that quotatio n and place and order as soon as possible. Your earlier reply will be highly appreciated.Yours faithfully,Sha n ghai Jia nlong Imp&Exp Cooperati onXiaoyu, Xiao操作六：出口成交核

23、算請根據(jù)你與國外客戶最終達成的交易條件，作出詳細的出口合同核算，其中包括:購貨總成本總退稅收入 實際采購成本費用細目及總額 （包括：國內(nèi)費用、海洋運費、保險費、傭金 ） 合同利潤額及利潤率 注意：計算過程保留四位小數(shù)，最后結(jié)果保留二位小數(shù)1、購貨總成本：購貨總成本 =采購成本*采購數(shù)量=65*2180+85*2180=327000.00 元2、總退稅收入：65*9%心+17%)*2180+85*9%心+17%)*2180=25153.8462元=25153.85 元3、實際采購成本：60*2180+78.4615*2180=301846.07 元 4、國內(nèi)費用： 3.9*2180+5.1*21

24、80=19620.00 元保險傭元5、海洋運費：11.4667*2180+11.4667*2180=49994.812元=49994.81 元 & 保險費：費=保險金額*保險費率=CIFC3*110%T%=(10.1+12.7)*8.25*2180T10%*1%=4510.638元=4510.64 元 7、金：傭金=含傭價 *傭金率=CIFC3*3%=(10.1+12.7)*8.25*2180*3%=12301.74 元合同利潤額：總利潤額：銷售收入一客戶傭金一出口保費一實際成本一國內(nèi)費用一出口運費=(10.1+12.7)*8.25*2180-12301.74-4510.638-301846.

25、07-19620-49994.812=21784 .74利潤率：利潤率=利潤額 / 銷售收入=21784.74 心 0.1+12.7)*8.25*218021784.74=5.31%操作七：出口合同簽訂步驟一請根據(jù)出口合同基本條款的要求和雙方在信中確定的條件制作售貨確認書，要求條款內(nèi)容全面、具體。步驟二給國外客戶寄出成交簽約函，感謝對方的訂單，說明隨寄售貨確認書，催促迅速會簽合同，并希望信用證在 4月25日前幵到。（空白合同可在TMT信息查詢系統(tǒng)中下載）合同日期：2003年4月1日信函日期：2003年4月1日合同號碼：JL-LESSC04SALES CONFIRMATIONREMARKS:1.

26、 The buyer shall have the covering letter of credit which should reach the Seller 30 days bef ore shipme nt, faili ng which the Seller reserves the right to resci nd without further no tice, or to reg ard as still valid whole or any part of this con tract not fulfilled by the Buyer, or to lodge a cl

27、aim fo r losses thus susta in ed, if any.2. In case of any discrepancy in Quality/Quantity, claim should be filed by the Buyer within 3 0 days after the arrival of the goods at port of destination; while for quantity discrepancy, claim sh ould be filed by the Buyer with in 15 days after the arrival

28、of the goods at port of dest in ati on.3. For tran sact ions con cluded on C.I.F. basis, it is un derstood that the in sura nee amount will be for 110% of the in voice value aga inst the risks specified in the Sales Con firmati on. If additi ona l in sura nee amount or coverage required, the Buyer m

29、ust have the consent of the Seller before Shi pme nt, and the additi onal premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire lot or a po rtion of the goods here un der by reas on of n atural disasters, war or other causes of Fo

30、rce Majeure, However, the Seller shall no tify the Buyer as soon as possible and furnish the Buyer with in 15 day s by registered airmail with a certifi-cate issued by the China Council for the Promotion of Internat ional Trade attesti ng such even t(s).5. All deputies aris ing out of the performa n

31、ee of, or relati ng to this con tract, shall be settled t hrough n egotiati on.ln case no settleme nt can be reached through n egotiati on, the case shall the n be submitted to the China Intern ati onal Econo mic and Trade Arbitrati on Commissi on for arbitrati on in accordance with its arbitral rul

32、es.The arbitration shall take place in Shanghai. The arbitral awar d is final and binding upon both parties.6. The Buyer is requested to sig n and retur n one copy of this con tract immediately after recei pt of the same.Objection, if any, should be raised by the Buyer within it is understood that t

33、he Buyer has accepted the terms and con diti ons of this con tract.7. Special con diti ons: ( These shall prevail over all prin ted terms in case of any con flict.)THE SELLERTHE BUYERSHANGHAI JIANLONG IMP. & EXP. CO., LTD. Leisure In ternatio nal Tradi ngCorporatio nZHANG LILYGERALDMEIER CHIEF MANAGER Chief Man ager(