國貿(mào)上級實習操作(自行車)1-8要點

1、國貿(mào)上級實習操作 ( 自行車 )1-8 要點操作一：建立業(yè)務關(guān)系上海金海貿(mào)易公司2003 年 3 月的亞洲雜志（ Asia Source ）上刊登，丹麥公司欲求購中國產(chǎn)的自行車。公司全稱和詳細地址為：77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX:（ 01） 20 11 90請給丹麥客戶發(fā)一封建立業(yè)務關(guān)系的信函，要求格式完整、正確，主要內(nèi)容包括公司介紹、可提供的產(chǎn)品介紹（永久牌、 鳳凰牌等），說明另郵航寄商品目錄，并表達期待盡快與對方達成具體交易的熱切愿望等。信函日期： 2003 年 3 月 2 日操作一：建交參考操作三：草擬發(fā)盤

2、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)盤有效期為七天。交易的基本條件：保險：按發(fā)票金額加成 10% 投保一切險及戰(zhàn)爭險。支付方式：即期信用證。裝運：五月底裝運。信函日期： 2003 年 3 月 12 日操作三：發(fā)盤參考金海貿(mào)易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINAFAX:（01 ） 20 11

3、 90DATE: MARCH 12, 2003Dear Sirs,Thank you for your letter inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26 and TE600 24 bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326USD69.17per setCIFC5Copenhag

4、en600 SETSTE60024USD74.49per setCIFC5Copenhagen600 SETSAvailableblue; green; red; purple; white.colors:Packing:To be packed in cartons of one set each, 120 cartons to a 40 container.Shipment :Shipment is effected during May 2003 on the condition that therelevant L/C arrives by the end of 25th April

5、2003.Payment shall be made by an irrevocable Sight Letter of Credit for fullPayment :contract value through a bank acceptable to the Seller.Insurance :dated 1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very reasonable and in case you need more informat

6、ion, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP.MANAGERXXX操作四：出口還價核算根據(jù) F.L.SMDTH公司的還價，請計算：（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)果取小數(shù)后2 位）各貨號經(jīng)還價后的總利潤額分別為多少元人民幣？若接受對方價格，而我公司的利潤率又不得少于 6，那么，在其它條件不變的情況下，公司應掌握的國內(nèi)采購價分別為多少元人民幣？再

7、次報價：重新報出公司利潤為6% 的 CIFC5 價格操作四：還價參考金海貿(mào)易公司1）利潤核算貨號 YE803 26總利潤額銷售收入客戶傭金出口保費實際成本國內(nèi)費用出口運費-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2 890.2477元貨號 TE600 24總利潤額銷售收入客戶傭金出口保費實際成本國內(nèi)費用出口運費-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/26657.3715 元2）成本核算：設(shè)含稅國內(nèi)采購價格為x貨號 YE803 ：62(1 6 5 110% 0.9%) 8.25 3935/1

8、20 8.25 1800/120 x x/(1+17%) 9%620.88018.25 270.5312 15 0.9231xx 164.64/0.9231178.36 （元）輛貨號 TE600 ：68 (1 5% 6% 110% 0.9%) 32.7917 1.81828.25x x/(1+17%) 9%25.2369 8.25 0.9231x208.2344 0.9231xx 225.55 （元）輛3）再次報價：貨號 YE803 ： (210-16.1538+15)/8.25+32.7917/(1 1100.9% 5% 6%)25.3147+32.7917/0.880166.02取整報價為

9、YE803 ： US$ 66.00 per set;貨號 TE600 ：(250-19.2308+15)/8.25+32.7917/ (1 1100.9% 5% 6%)29.7902+32.7917/0.880171.11取整報價為TE600: US$ 71.00 per set.操作五：擬寫還盤函請根據(jù)操作指南中還盤函電的寫作要求給公司寫一封還盤信，提出對方還價難以接受，重新報出公司利潤率為6的 CIFC5 哥本哈根的價格（取整），報價有效期為3 天并告知公司可以接受30 天遠期信用證付款。信函日期： 2003 年 3 月 22 日操作五：還盤參考金海貿(mào)易公司GOLDEN SEA TRADI

10、NG CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINAFAX:（01 ） 20 11 90DATE: March 22, 2003Dear Sirs,We have carefully considered the opinion you expressed in your mail of counter offer. We are doing the best to set our price as low as

11、 possible without a sacrifice of quality in searching the suitable suppliers. Though we may possibly accept your payment term, i.e. by L/C at 30 days sight, we have regretfully point out that the prices mentioned in your mail are unacceptable.Considering the excellent quality submitted and the conti

12、nual rise in export cost, it is almost impossible for us to make any further reduction. However, in view of the initial transaction between us and the special character of your market, we have decided to give you the following favorable quotation, which is the utmost we can do:FOREVER BRAND BICYCLE:

13、YE80326USD66.00per setCIFC5CopenhagenTE60024USD71.00per setCIFC5CopenhagenSince this offer is valid only for 3 days, please take this advantage and give us your acceptance by E - mail as soon as possible.With best regards!Yours faithfully,GOLDEN SEA TRADING CORP.ManagerXXX操作六：出口成交核算請根據(jù)你與國外客戶最終達成的交易條

14、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)操作六：成交參考金海貿(mào)易公司合同核算：成交金額 (66.00 600+71.00 600) 8.25 678150購貨總成本 (210+250) 600 276000 元3. 退稅總收入276000-254769.2308 21230.7692元實際成本（ 210+250 ） 600（ 1-1/1.17% 9% ） 254769.2308業(yè)務費用 101200+1000+700+800+500+200

15、0+1000=18000出口運費 3935108.25=324637.50出口保費 678150110% 0.9% 6713.685客戶傭金 6781505% 33907.50上繳利潤成交金額實際成本業(yè)務費用出口運費出口保費客戶傭金678150 254769.2308 18000 324637.50 6713.685 33907.5040122.08利潤率利潤額/成交金額40122.08/678150.00=5.92%上繳利潤為40122.08 ，利潤率為5.92%.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

16、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 日前開到。 (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： JH-FLSSC06操作七：合同參考 金海貿(mào)易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINAFAX:（ 01 ）20 11

17、 90DATE: April 1, 2003Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales Confirmation No. JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the shipment date is approaching, please immediately instruct your bank to issue the relevant L/C in ou

18、r favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP.Manager操作七：合同參考 SALES CONFIRMATIONThe Seller:GOLDEN SEA TRADING CORP.Address: 8TH FLOOR, JIN DU BUILDING,277 WU XING ROAD,SHANGHAI, CHINAS/C No.: JH-FLSSC06Date: April 1st 2003Address:77, VIGERSL

19、EV ALLE,DK-2500 VALBY,COPENHAGEN, DENMARKItem No.Commodity &UnitQuantityUnit PriceAMOUNTSpecifications(US$)(US$)FOREVER BRAND BICYCLECIFC5% COPENHAGEN1YE803 26SET60066.0039600.002TE600 24SET60071.0042600.00TOTAL82200.00SAY US DOLLARS EIGHTY TWO THOUSAND AND TWOTOTAL CONTRACT VALUE:HUNDRED ONLYPACKIN

20、G:PORT OFLOADING&DESTINATION:TO BE PACKED IN CARTONS OF ONE SET EACH,TOTAL 1200 CARTONS.FROM SHANGHAI CHINA TO COPENHAGEN ,DENMARK.SHIPMENT:PAYMENT:TO BE EFFECTED BEFORE THE END OF MAY 31,2003WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDTTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THESELLER AN

21、IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYSSIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL25,2003AND REMAIM VALID FOR NEGOTIATION IN CHINA UNTIL 15TH DAY AFTERTHE DATE OF SHIPMENT.INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS AND WAR RISK FOR 110% OF THE TOTAL INVOICE VALU

22、E AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirmed by:THE SELLERTHE BUYERGOLDEN SEA TRADING CORP.MANAGER( signature)( signature)REMARKS:The buyer shall have the covering letter of credit which should reach the Seller 30 days before shi

23、pment, failing which the Seller reserves the right to rescind without further notice, or to regard as still valid whole or any part of this contract not fulfilled by the Buyer, or to lodge a claim for losses thus sustained, if any.In case of any discrepancy in Quality/Quantity, claim should be filed

24、 by the Buyer withindays after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination.The Seller shall not hold liable for non-delivery or delay in delivery of the entire

25、 lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by the China Council for the Promotion o

26、f International Trade attesting such event(s).All deputies arising out of the performance of, or relating to this contract, shall be settledthrough negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitr