国际贸易实务 发盘还盘案例

1、发盘案例：进口商：Messrs. Johnson & Co., Ltd32 Green StreetVancouverCanada出口商：Shandong Import & Export Corporation Jinan 250012 Shandong China Manager of Export Department: Li YiMessrs. Johnson & Co., Ltd 于2006年5月20日的来函询问30,000米人造革的报价。Shandong Import & Export Corporation业务人员对Messrs. Johnson &

2、amp; Co., Ltd的询价给予回复： 每米2.1美元，大宗定货给予10%折扣 包装及运费 400美元 CFR总价 57,100美元 卖方确保在收到信用证后5周交货。Sample letterMessrs. Johnson & Co., Ltd32 Green StreetVancouverCanadaDear sirs,Thanks for your letter of May 24, asking for a quotation for 30,000 meters of synthetic material.We are pleased to give you our pric

3、es as follows:30,000 meters at $ 2.1 per meter, total $ 63,00010% discount for a large order $ 6,300Packing and freight $400CFR total $57,100We are able to make delivery five weeks after receipt of letter of credit.We are looking forward to receiving your order.Your sincerelyShandong Import and Expo

4、rt CorporationLi YiManager of Export DepartmentAdditional information:(A)First Urban Trade Corporation1807 Aa Wack Wack Twin Towers, Wack Wack Road , Manila , PhilippinesPhone: 63 2 724-3029 Fax: 63 2 721-9278May 23, 2004Shandong Foodstuff Trading CorporationNo. 99, Gongshang Street, Muping District

5、, Yantai City, Shandong Province. ChinaGentlemen:We acknowledge receipt of your letter dated May 15. We are pleased to offer you, without engagement, as follows:Brand Name: Philippine Super MangoOrigin: PhilippinesUnit Price: USD$12.25/box FOB (changes weekly depending on the market) Price Term

6、s: FOB   Port: ManilaPayment Terms: L/CDelivery Lead Time: 3-5 fr. confirmed order via air freight daysMinimum Order: 1 - 20 foot container Supply Ability: readily available whole year roundInner Packing: Average weight of 230-350 grams, 5 kilos in a boxWe are sure that you will find

7、our price competitive and are awaiting your prompt reply.Yours Faithfully, (B)ROYAL CROWN IMPORT & EXPORT CO.LTDNo.38 Middle Shenyang Road, Qingdao City, Shandong Province. China 266071Telephone: 0086-532-5022466,5023679 Fax: 0086-532-5022418June 18,2004Cookie Créations SASEAE de la Tuileri

8、e4, Rue Henri Becquerel77500 CHELLESFranceDear Sirs,With reference to your letter of June 11, we take the pleasure of making you the following offer, subject to our final confirmation.Product Name: Green BeanPlace of Origin: ChinaQuality/Safety Certifications: CCIC or CIQSpecifications: 1) Moisture:

9、 15% (max.) 2) Foreign matter: 1.0% (max.)3) Buyers' requirements acceptedMinimum Order: 1 x 20'GP Supply Ability: 5,000MT/yearPrice: USD 150 per MT Price Term: FOB QingdaoPayment Terms: L/C at sight, D/P based on 30% payment in advanceDelivery Lead Time: 15 days after receipt of L/C or paym

10、entOuter Packing: 25, 50kg/PP bag or gunny bag according to buyers' requirementsWe are prepared to keep our offer open until the end of this month. We hope the above will be acceptable and are looking forward to your order soon. Yours Faithfully, (C)JKL PRODUCT CENTER870 Third Street, Denver, CO

11、 80209April 15, 2006Dear customers,Good news for you!This is to advise you that, for a limited period of time, we are reducing prices on certain items in our catalog. Take a moment to review the enclosed catalog. I have circled in red ink the items that are temporarily reduced. What an opportunity!P

12、lease take advantage of these prices. If you wish to order, give me a call and we will try to work out mutually acceptable terms and conditions.In any event, get your order in, as these prices are only in effect until May 2.Thank you in advance for your order.Yours faithfully,Eilteen Holt-TuckerMark

13、eting Representative（D）人造革发盘27 May, 2000Messrs. Jonhson &Co.,Ltd.32 Green StreetVancouverCanadaDear Sirs, Thanks for your letter of May 24, asking for a quotation for 30,000 meters of synthetic material.We are pleased to give you our prices as follows:30,000 meters at $2.1 per meter, total $63,0

14、0010% discount for a large order $6,300packing and freight $400CFR total $57,100We are able to make delivery five weeks after we have received your letter of credit. We are looking forward to receiving your order.Yours sincerely,Shandong Import & Export Corporation Li Yi Manager of Export Depart

15、ment 译文：加拿大，温哥华格林大街32号约翰逊有限公司敬启者：承蒙贵公司于5月24日来函要求对30 000米人造革报价，现奉告如下：每米21美元，30 000米，共计63 000美元大宗定货给予10%的折扣 6 300美元包装和运费用 400美元我们确保在收到信用证后5周交货。期盼收到贵公司的订单。 山东进出口公司 出口部经理李毅 谨上 2000年5月27日(E) 木浆发盘3 June,2006A & D Co., Ltd 120 Sea Road Sydney, Australia Dear Sirs ,  As requested ,we offer you firm

16、 subject to your reply received here by June 15 as follows:     Article:   Bleached Softwood Pulp      Quality:   SES     Quantity:  2,000ADMT      Price:     $650 per ADMT CI

17、F Sydney      Shipment:  July     Payment:   By draft at sight under an irrevocable letter of credit       We hope to receive your first order .Yours sincerely,Shandong Import & Export CorporationLi YIManager of Expo

18、rt Department木浆发盘译文：澳大利亚，悉尼海洋路120号A&D有限公司敬启者：按照你们的要求，我们报实盘如下，以你们的答复在6月15日前到达有效：    商品： 漂白针叶木浆质量： SES数量： 2000空干公吨    价格： 7月份  支付： 不可撤消信用证赁即期汇票付款  希望收到你们的首批订单。             &

19、#160;                                     山东进出口公司            

20、0;                                  出口部经理 李毅谨上               

21、0;                                   2006年6 月3日 (F) 男式夹克发盘29 July ,2005Messrs . Peter Inc. 301 Victory Street London, England Dear

22、 Sirs ,We acknowledged receipt of your letter dated the 25th July ,from which we note that you wish to have an offer from us for 500pieces of mens jacket ,for shipment  to San Francisco. We are making you ,subject to your reply reaching us by August 20 Beijing time ,the following offer :“500 pi

23、eces of mens jacket ,at $10per piece CIFC 2% San Francisco ,shipment pet steamer during August /September .Other terms and conditions are same as usual ,with the exception of insurance which will cover All Risks And War Risk for 110%of the total invoice value .”We look forward to your early reply .Y

24、ours truly ,Guo Tai Foreign Trade Company Zhang Ping Sales Manager男士夹克发盘译文：英格兰，伦敦胜利大街301号彼得公司敬启者：贵方7月25日函收悉，收悉，获知你方希望将500件男夹克运往旧金山报价。现报价如下，以你方答复于北京时间8月20日到达为限：“500件男式夹克，旧金山到岸价包括2佣金，每件10美元，8月/9月装运。其他条款按惯例动作，只有一处例外，即按发票总额的110%投保一切险与战争险。”期限待你方早日答复。国泰对外贸易公司销售经理张平谨上005年7月29日(G)工艺包发盘July 15,2004H.Simpson

25、&Co.25 Sun Street New York ,America Gentlemen:We are very much pleased to have received your letter of inquiry dated July 11.We are equally pleased to know that our product “handicraft bags” is in high demand at your market .In reply to your inquiry of July 11,we would like to quote as follows:H

26、andicraft Bags $4.00Package :twenty pieces to a carton We are willing to allow 5% discount for all orders over 1,000 pieces.You can rely on us to give your order immediate attention.Yours sincerely,Guo Tai Foreign Trade Company Zhang Ping Sales Manager工艺包发盘译文：美国，纽约太阳大街25号H辛普森公司敬启者：7月11日询函欣悉。得知我方产品“式

27、艺包”在贵方市场需求量很大，不胜欣慰。兹复贵公司7月11日义价函，报价如下：工艺包每个400美元。（纽约到岸价）包装：纸箱，每箱20个。超过1 000个的订货给予5%的折扣。贵公司的订货我们将迅速办理。国泰对外贸易公司销售经理 张平 谨上2004年7月15日(H)发虚盘May 19,2006J & F Co .58 Safe Road San Francisco ,America Gentlemen:We acknowledged receipt of your letter dated May 15.We take pleasure in making you ,as per you

28、r request ,the following offer :Article:  Canvas Wooden Folding Chairs at $5.00 per pc .CFR San Francisco.  Quantity:  1,000 pcs .Term of Shipment : During June /July,2001Package : two pcs to a carton Payment: By confirmed, irrevocable letter of credit which should be o

29、pened through a third country bank in the U. S. A .acceptable to the Sellers.The offer above is subject to our final confirmation .We are awaiting your prompt reply.Yours sincerely ,Tian Ao Export Trade Company Chen Sheng Sales Manager译文：美国，旧金山平安路58号JF公司敬启者：贵方5月15日函收悉。根据贵方要求报价如下：产品：帆布制折叠椅，每件5美元，旧金山到

30、岸价格（不包括保险）数量： 纸箱包装，每箱两把支付： 通过卖主同析在美国的第三国银行开立保兑的、上述报盘以我方最后确认为准。望迅速答复。天傲经理出口贸易公司销售经理 陈胜 谨上  2006年5月19日 (I)替代品发盘25 June ,2004Messrs. Bennett & Co.89 Western Street Liverpool ,UK Dear Mr. John ,Thank you for your fax enquiry of 23 June concerning cotton print 630.We appreciate your efforts in m

31、arketing our products and consequently we regret very much that we are unable to supply the desired goods due to excessive demand.We would, however, like to take this opportunity to offer, without engagement, the following material as a close substitute.500 pieces cotton print 415 at $1.40 per meter

32、. CIF New York, including your commission of 4%A sample is enclosed for your reference .If you find the sample acceptable, please fax us as soon as possible.Yours sincerely ,China National Textile Import  & Export Corporation  Sun Min Sales Manager替代品发盘译文：英国,利物浦西大街89号贝内特公司约翰先生：贵方6

33、月23日询问有关630号印花棉布价格的传真业已收悉，谢谢。我们感谢贵方热心推销我们的产品，但因有关产品需求量过大，未能满足贵方要求，深感遗憾。另有类似产品，借此机会报上虚盘如下：415号印花棉布500件，每米140美元，纽约到岸价，其中包括贵4%的佣金随函件寄货样以供参考。若公司对样品质量认可，敬请尽快传真答复。中国纺织进出口公司销售经理 孙敏 谨上2004年6月25日(J) 对询盘的回复June 17,2005Messrs. John & White Co.47 Freedom streetNew York, AmericaGentlemen:We are glad to learn

34、 from your letter of 10th June of your interest in our products .Please find the enclosed catalogue and price list you asked for .Also enclosed are details of our conditions of sale and terms of payment .Please note that we offer special allowance on the following basis: On purchases exceeding

35、a total of :$10,000 but not exceeding $30,0008%$30,000 but not exceeding $60,00015%$60,000 and above 20%No special allowance could be given on a total purchase below $10,000. The quotation is subject to our final confirmation. We look forward to your first orders .Yours sincerely ,Min Sheng Import & Export CorporationGao Shuguang Manager of Export Department 译文：美国，纽约自由大街47号J&W公司敬启者：很高兴收到贵方6月19日来