國貿(mào)上級實(shí)習(xí)操作(自行車)1-8模板

操作一：建立業(yè)務(wù)關(guān)系上海金海貿(mào)易公司2003年3月的《亞洲雜志》（AsiaSource）上刊登，丹麥F.L.SMIDTH公司欲求購中國產(chǎn)的自行車。公司全稱和詳細(xì)地址為：F.L.SMIDTH&CO.A/S77,VIGERSLEVALLE,DK-2500VALBYCOPENHAGEN,DENMARKFAX:（01）201190請給丹麥客戶發(fā)一封建立業(yè)務(wù)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(dá)期待盡快與對方達(dá)成具體交易的熱切愿望等。信函日期：2003年3月2日操作一：建交參考金海貿(mào)易公司GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:（01）201190DATE:MARCH2,2003DearSir/Madame,WehaveyournameandaddressfromtheAsianSourceandaregladtolearnyourinterestinChinesebicycles.Wehavebeeninthelightindustrialfieldsince1975andhavegrowntobecomeoneoftheleadingImp.&EpaniesinChina,dealingwithawiderangeofcommoditieslikebicycles,traditionalChinesehandicrafts,andsoon.Weareexportingbicyclesofvariousbrandsamongwhich"Forever"and"Phoenix"Brandarethemostfamousones.Bykeepingtheprincipleof"EXCELLENTQUALITY,COMPETITIVEPRICE,SUPERIORSERVICE",wehavewonaverygoodreputationfromallofourcustomers.ThroughourstudyofEuropeanmarket,bicycle,becauseofitscheap-price,convenience,non-air-pollution,andagoodmeansofkeepingfit,hasreceivedawarmerwelcomeinrecentyears.Sowearequitesurethatourproductswillmeettherequirementsofyourcustomers.Bytakingthisopportunity,wehopetoextendourbusinessrelationshipwithyouandourillustratedcatalogswillbesenttoyoubyseparatepost.Pleasedonothesitatetospecifytheitems,whichinterestyouandsendusyourinquirybyreturn.Youwillcertainlyenjoythebestcooperationprovidedbyus.Withbestregards.Yoursfaithfully,GOLDENSEATRADINGCORP.xxxMANAGER操作二：出口報(bào)價(jià)核算商品：永久牌山地自行車貨號：YE803/TE600顏色：藍(lán)、綠、紅、紫、白（其他商品資料可在TMT信息查詢系統(tǒng)中查詢）已知出口退稅為9％，國內(nèi)費(fèi)用：出口包裝費(fèi)每輛10元；整批貨物（兩個(gè)貨號1200輛）共需倉儲費(fèi)500元；國內(nèi)運(yùn)雜費(fèi)1000元；商檢費(fèi)650元；報(bào)關(guān)費(fèi)50元；港口費(fèi)800元；業(yè)務(wù)費(fèi)2000元；其它1000元。保險(xiǎn)：發(fā)票金額加10％投保一切險(xiǎn)和戰(zhàn)爭險(xiǎn)，費(fèi)率分別為0.6%和0.3%；公司要求的預(yù)期利潤率為成交價(jià)格的10％并以即期信用證作為付款方式。核算要求：請根據(jù)上述條件，以美元為報(bào)價(jià)單位進(jìn)行出口報(bào)價(jià)核算，列出詳盡的計(jì)算過程（分步計(jì)算，結(jié)果保留4位小數(shù)，最后報(bào)價(jià)取2位小數(shù)）。操作二：報(bào)價(jià)參考金海貿(mào)易公司貨號：YE80326'1）實(shí)際成本=采購成本一退稅收入=210—210x9%/（1+17%）=193.8462（元/輛）國內(nèi)費(fèi)用：10+（1000+700+800+500+2000+1000）/1200=15（元/輛）因?yàn)椋蛻粼儽P中要求數(shù)量每個(gè)貨號各600輛，2各貨號一共1200輛

所以，采用40英尺集裝箱裝運(yùn)最合適40英尺集裝箱裝箱量:55/(1.2x0.76x0.5)=120.6140,取整，120箱出口運(yùn)費(fèi)=3935x8.25/120=270.5312(元/輛)出口報(bào)價(jià)：CIFC5=(實(shí)際成本+國內(nèi)費(fèi)用+出口運(yùn)費(fèi))/(1-傭金率-預(yù)期利潤率-(1+加成率)x保費(fèi)率)=(193.8462+15+270.5312)/(1--5%-10%(110%x0.9%))/8.25=69.17美元/輛貨號：TE60024'實(shí)際成本=采購成本－退稅收入=250-250x9%/(1+17%)=230.7692(元/輛)國內(nèi)費(fèi)用：10+(1000+700+800+500+2000+1000)/1200=15(元/輛)因?yàn)椋蛻粼儽P中要求數(shù)量每個(gè)貨號各600輛，2各貨號一共1200輛所以，采用40英尺集裝箱裝運(yùn)最合適40英尺集裝箱裝箱量:55/(1.2x0.76x0.5)=120.6140,取整，120箱出口運(yùn)費(fèi)=3935x8.25/120=270.5312(元/輛)4)出口報(bào)價(jià)：CIFC5=(實(shí)際成本+國內(nèi)費(fèi)用+出口運(yùn)費(fèi))/(1-傭金率-預(yù)期利潤率-(1+加成率)x保費(fèi)率)=(230.7692+15+270.5312)/(1--5%-10%(110%x0.9%))/8.25=74.49美元/輛操作三：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(xì)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(xiǎn)：按發(fā)票金額加成10%投保一切險(xiǎn)及戰(zhàn)爭險(xiǎn)。支付方式：即期信用證。裝運(yùn)：五月底裝運(yùn)。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TEL:86-21-64331255FAX:86-21-64331256GOLDENSEATRADINGCORPORATIONTEL:86-21-64331255FAX:86-21-64331256ADD.:8THFLOOR,JINDUBUILDING,277WUXINGROAD,SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:（01）201190DATE:MARCH12,2003DearSirs,ThankyouforyourletterinquiringforourForeverBrandBicycles.Basedonyourrequirement,wearegladtoinformyouthatwecansupplyYE80326'andTE60024'bicycleswiththefavorablequotationasbellow:FOREVERBRANDBICYCLE:YE80326'USD69.17persetCIFC5Copenhagen600SETSTE60024'USD74.49persetCIFC5Copenhagen600SETSAvailablecolors:blue;green;red;purple;white.Packing:Tobepackedincartonsofoneseteach,120cartonstoa40'container.ShipmentiseffectedduringMay2003ontheconditionthattherelevantL/CShipment:arrivesbytheendof25thApril2003.PaymentshallbemadebyanirrevocableSightLetterofCreditforfullPayment:contractvaluethroughabankacceptabletotheSeller.For110%invoicevaluecoveringAllRisks&WarRiskasperP.I.C.CdatedInsurance:1/1/1981.Theabovequotationisvalidwithin7days.Youwillfindthatthepricesquotedareveryreasonableandincaseyouneedmoreinformation,weshallbeonlytoogladtoansweryouatanytime.Wearelookingforwardtoreceivinganorderfromyou.GOLDENSEATRADINGCORP.MANAGERXXX操作四：出口還價(jià)核算根據(jù)F.L.SMDTH公司的還價(jià)，請計(jì)算：(計(jì)算過程小數(shù)請保留至4位，小于1時(shí)保留至5位,計(jì)算結(jié)果取小數(shù)后2位)各貨號經(jīng)還價(jià)后的總利潤額分別為多少元人民幣？若接受對方價(jià)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(yīng)掌握的國內(nèi)采購價(jià)分別為多少元人民幣？再次報(bào)價(jià)：重新報(bào)出公司利潤為6%的CIFC5價(jià)格操作四：還價(jià)參考金海貿(mào)易公司1)利潤核算貨號YE80326'總利潤額=銷售收入一客戶傭金一出口保費(fèi)一實(shí)際成本一國內(nèi)費(fèi)用一出口運(yùn)費(fèi)=62.00*8.25*600*(1-5%-110%*0.9%)-210*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=890.2477元貨號TE60024'總利潤額=銷售收入－客戶傭金－出口保費(fèi)－實(shí)際成本－國內(nèi)費(fèi)用－出口運(yùn)費(fèi)=68.00*8.25*600*(1-5%-110%*0.9%)-250*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=6657.3715元2)成本核算：設(shè)含稅國內(nèi)采購價(jià)格為x貨號YE803：62x(1—6%—5%—110%x0.9%)x8.25—3935/120x8.25—1800/120=[x-x/(1+17%)x9%]62x0.8801x8.25—270.5312—15=0.9231xx=164.64/0.9231=178.36(元)／輛貨號TE600：[68x(1—5%—6%—110%x0.9%)—32.7917—1.8182]x8.25=[x—x/(1+17%)x9%]25.2369x8.25=0.9231x208.2344=0.9231xx=225.55(元)/輛3)再次報(bào)價(jià)：貨號YE803：=[(210-16.1538+15)/8.25+32.7917]/(1—110x0.9%—5%—6%)=[25.3147+32.7917]/0.8801=66.02取整報(bào)價(jià)為YE803：US$66.00perset;貨號TE600：[(250-19.2308+15)/8.25+32.7917]/(1—110x0.9%—5%—6%)=[29.7902+32.7917]/0.8801=71.11取整報(bào)價(jià)為TE600:US$71.00perset.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F.L.SMIDTH公司寫一封還盤信，提出對方還價(jià)難以接受，重新報(bào)出公司利潤率為6%的CIFC5哥本哈根的價(jià)格（取整），報(bào)價(jià)有效期為3天并告知公司可以接受30天遠(yuǎn)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GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:(01)201190DATE:March22,2003DearSirs,Wehavecarefullyconsideredtheopinionyouexpressedinyourmailofcounteroffer.Wearedoingthebesttosetourpriceaslowaspossiblewithoutasacrificeofqualityinsearchingthesuitablesuppliers.Thoughwemaypossiblyacceptyourpaymentterm,i.e.byL/Cat30days'sight,wehaveregretfullypointoutthatthepricesmentionedinyourmailareunacceptable.Consideringtheexcellentqualitysubmittedandthecontinualriseinexportcost,itisalmostimpossibleforustomakeanyfurtherreduction.However,inviewoftheinitialtransactionbetweenusandthespecialcharacterofyourmarket,wehavedecidedtogiveyouthefollowingfavorablequotation,whichistheutmostwecando:FOREVERBRANDBICYCLE:YE80326'USD66.00persetCIFC5CopenhagenTE60024'USD71.00persetCIFC5CopenhagenSincethisofferisvalidonlyfor3days,pleasetakethisadvantageandgiveusyouracceptancebyE-mailassoonaspossible.Withbestregards!Yoursfaithfully,GOLDENSEATRADINGCORP.ManagerXXX操作六：出口成交核算請根據(jù)你與國外客戶最終達(dá)成的交易條件，作出詳細(xì)的出口合同核算，其中包括：購貨總成本總退稅收入實(shí)際采購成本費(fèi)用細(xì)目及總額(包括:國內(nèi)費(fèi)用、海洋運(yùn)費(fèi)、保險(xiǎn)費(fèi)、傭金)合同利潤額及利潤率注意：計(jì)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=(66.00x600+71.00x600)x8.25=678150.購貨總成本=(210+250)x600=276000元.退稅總收入=276000-254769.2308=21230.7692元.實(shí)際成本=(210+250)x600x(1-1/1.17%x9%)=254769.23085.業(yè)務(wù)費(fèi)用=10x1200+1000+700+800+500+2000+1000=18000.出口運(yùn)費(fèi)=3935x10x8.25=324637.50.出口保費(fèi)=678150x110%x0.9%=6713.685.客戶傭金=678150x5%=33907.50上繳利潤=成交金額－實(shí)際成本－業(yè)務(wù)費(fèi)用－出口運(yùn)費(fèi)－出口保費(fèi)－客戶傭金=678150－254769.2308－18000－324637.50－6713.685－33907.50=40122.08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(rèn)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(rèn)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<1><2>金海貿(mào)易公司GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:(01)201190DATE:April1,2003DearSirs,ManythanksforyourorderNo.9711andwearesendingyouoursignedSalesConfirmationNo.JH-FLSSC06induplicate.Pleasecountersignandreturnforourfile.Astheshipmentdateisapproaching,pleaseimmediatelyinstructyourbanktoissuetherelevantL/Cinourfavorotherwisetheshipmentdatemaybedelayed.Bestregards!Yoursfaithfully,GOLDENSEATRADINGCORP.Manager操作七：合同參考<1><2>SALESCONFIRMATIONS/CNo.:JH-FLSSC06Date:April1st2003TheSeller:GOLDENSEATRADINGCORP.TheBuyer:F.L.SMIDTH&CO.A/SAddress:8THFLOOR,JINDUBUILDING,Address:77,VIGERSLEVALLE,277WUXINGROAD,SHANGHAI,CHINADK-2500VALBY,COPENHAGEN,DENMARKItemNo.Commodity&SpecificationsUnitQuantityUnitPrice(US$)AMOUNT(US$)FOREVERBRANDBICYCLECIFC5%COPENHAGEN1YE80326'SET60066.0039600.002TE60024'SET60071.0042600.00TOTAL82200.00TOTALCONTRACTVALUE:SAYUSDOLLARSEIGHTYTWOTHOUSANDANDTWOHUNDREDONLYPACKING:TOBEPACKEDINCARTONSOFONESETEACH,TOTAL1200CARTONS.PORTOFFROMSHANGHAICHINATOCOPENHAGEN,DENMARK.LOADING&DESTINATION:SHIPMENT:TOBEEFFECTEDBEFORETHEENDOFMAY31,2003WITHPARTIALSHIPEMNTANDTRANSHIPMENTALLOWEDPAYMENT:TTHEBUYERSHALLOPENTHOUGHABANKACCEPTABLETOTHESELLERANIRREVOCABLELETTEROFCREDITPAYABLEAT30DAYS'SIGHTWHICHSHOULDREACHTHESELLERBYTHEENDOFAPRIL25,2003ANDREMAIMVALIDFORNEGOTIATIONINCHINAUNTIL15THDAYAFTERTHEDATEOFSHIPMENT.INSURANCE:THESELLERSHALLCOVERINSURANCEAGAINSTALLRISKSANDWARRISKFOR110%OFTHETOTALINVOICEVALUEASPERTHERELEVANTOCEANMARINECARGOCLAUSESOFTHEPEOPLE'SINSURANCECOMPANYOFCHINADATED1/1/1981.Confirmedby:THESELLERTHEBUYERGOLDENSEATRADINGCORP.MANAGER(signature)(signature)REMARKS:ThebuyershallhavethecoveringletterofcreditwhichshouldreachtheSeller30daysbeforeshipment,failingwhichtheSellerreservestherighttorescindwithoutfurthernotice,ortoregardasstillvalidwholeoranypartofthiscontractnotfulfilledbytheBuyer,ortolodgeaclaimforlossesthussustained,ifany.IncaseofanydiscrepancyinQuality/Quantity,claimshouldbefiledbytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination;whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.

FortransactionsconcludedonC.I.F.basis,itisunderstoodthattheinsuranceamountwillbefor110%oftheinvoicevalueagainsttherisksspecifiedintheSalesConfirmation.Ifadditionalinsuranceamountorcoveragerequired,theBuyermusthavetheconsentoftheSellerbeforeShipment,andtheadditionalpremiumistobebornebytheBuyer.TheSellershallnotholdliablefornon-deliveryordelayindeliveryoftheentirelotoraportionofthegoodshere