TMT金海贸易公司期末总结

1、2011-2012 年度 第一学期外贸仿真实训总结院系：国际贸易学院班级：国贸08402姓名：刘轶歆学号：0840410216指导教师：韩常青2011年12月2号、业务操作流程1、建交函金海贸易有限公司在业洲杂志上看到丹麦F.L.SMIDTH公司欲求购中国 产的自行车，于是向丹麦公司发出如下的建交函：上海金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.

2、L.SMIDTH & CO. A/SFAX: (01) 20 11 90DATE: MARCH 2, 2001Dear Sir or Madam ,Nice to contact you! We have your name and address from the Asian Source. Accordingthe report, we know you are interested in Chinese bicycles.Here writing you with expectation of establishing business relationship.Now we t

3、ake this opportunity to introduce our company. Our company was founded in1978. We are a large comprehensive import & exportcompanywith many years experience in trade.We are mainly produce all kinds of bicycles,traditional Chinese handicrafts, and so on. We are exporting bicycles of various brand

4、samong which Forever and Phoenix Brand are the most famous ones. Our products areenjoying popularity in Asia markets.If something is attracting, please let us know, then we should send you the pricesheet ,and our illustrated catalogs will be sent to you by separate post. Please do nothesitate to spe

5、cify the items, which interest you and send us your inquiry by return.Hoping that this letter will be a forerunner to long-term profitable business toboth parties, and looking forward to hear from you soonWith best regards.Yours faithfully,GOLDEN SEA TRADING CORPLiu Yixin MANAGER2、出口报价核算商品：永久牌山地自行车货

6、号：YE803、实际成本=含税采购成本-退税收入=含税成本-含税成本*出口退税率/（1 +增值税率=210-210*9%/ （1+0.17）=193.8462（元）、国内费用=出口包装费+仓储费+国内运杂费+商检费+报关费+港口费+业务费+ 其它=10 +（500+1000+650+50+800+2000+1000）/1200 = 15.00（元）、出口运费：使用40的集装箱，每箱可装的数量为55/ （1.2*0.76*0.5 ）120（箱）目的港为AARHU,S40的整箱运费为3935美元3935/120*8.25（美元兑人民币汇率）=270.5312（元/箱）、出口报价：（实际成本+国内运

7、费+国际运费）（193.8462+15+270.5312）CIFCN 570.6195（元）=USD 69.171-佣金率-（1+保险加成率）*保险费率1- （110% 0.9%） -5%-10%同理对货号为TE600 24的商品进行核算如下：1.实际成本=250 （250/1.17） X 9膑230.7692（元）2.国内费用=10 +(1000+700+800+500+2000+1000)/1200 = 15.00(元)3.出口运费：用40集装箱装最合适55/(1.2 X 0.76 X 0.5)(取整)=120箱3935/120 X 8.25 = 270.5312(元)(230.7692+

8、15+270.5312)4. CIFC5 = 614.5702 = USD 74.491- (110密0.9%) -5%-10%3、发盘我方根据核算结果向买方发出发盘函，买方进行还价，我方乂根据对方还 价进行核算，看还价是否可以接受，根据结果给买方发去还盘函，对方发来确认， 还盘生效。以下是我方相关的操作：核算结束后，根据我方出口报价的核算，通知对方我们的报价，并提出一些 要求，以下是我方撰写的还盘函：金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU X

9、ING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01) 20 11 90DATE: MARCH 12, 2001Dear Sirs,We have received your letter dated日期and appreciate your interest inour products.(We were pleased to receive your letter of日期and thank you or yourinterest in our products.)You will n

10、ote from our cable that we are in a position to offer you product as follows:Thank you for your letter inquiring for our Forever Brand Bicycles. Based on yourrequirement, we are glad to inform you that we can supply YE803 26 and TE600 24 bicycleswith the favorable quotation as bellow: FOREVER BRAND

11、BICYCLE:YE803 26 USD69.17 per set CIFC5 Copenhagen 600 SETSTE600 24 USD74.49 per set CIFC5 Copenhagen 600 SETSAvailable colors : blue; green; red; purple; white.Packing : To be packed in cartons of one set each, 120 cartons to a 40 container.Shipment : Shipment is effected during May 2001 on the con

12、dition that the relevant L/Carrives by the end of 25th April 2001.Payment : Payment shall be made by an irrevocable Sight Letter of Credit for full contractvalue through a bank acceptable to the Seller.Insurance : For 110% invoice value covering All Risks & War Risk as per P.I.C.C dated1/1/1981.

13、The above quotation is valid within 7 days.You will find that the prices quoted are veryreasonable and in case you need more information, we shall be only too glad to answeryou at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP .MANAGERLiu Yixin4、出口还盘发盘函发出后，收到

14、买方的还盘函，我方需根据还盘的内容核算一下还价 是否在可接受范围，根据操作提示，进行出口还价的核算：1.客户还价后的利润额和利润率：总货款收入=(62 X 600+68X 600) = 78000X 8.25 = 643500(元)实际总成本=购货总成本一总退税收入=（210X 600+250X 600） （210X 600+250X 600） X （1+17% X9%=276000 21230.7692 = 254769.2308（元）业务费用=（100+80+70+200+50+1200+100）X 10= 18000（元）出 口运费=3935X 10X 8.25 = 324637.50（

15、元）出 口保费=643500X 110% 0.9%= 6370.65（元）客户佣金=643500X 5膑32175（元）利润总额=货款收入一实际成本一业务费用一出口运费一出口保费一客户佣金=643500 - 254769.2308 - 18000 - 324637.50 - 6370.65 - 32175=7547.6192（元人民币）利润率=7547.6192/643500 = 1.17%2.经客户还价后，出口商应掌握的国内供货价格（含税）：=销售收入一利润一佣金一出口保费一出口运费一国内费用+退税收入设含税的国内供货价格为xYE803:62 X （1 6% 5% 110% 0.9%） X

16、8.25 3935/120 X 8.25 1800/120=x x/（1+17%） X 9%62 X 0.8801 X 8.25 270.5312 15 = 0.9231xx = 164.64/0.9231 = 178.36（元）TE600:68 X （1 5外6吮110% 0.9%） 32.7917 1.8182 X 8.25=x x/（1+17%） X 9%25.2369 X 8.25 = 0.9231x208.2344 = 0.9231xx = 225.55（元）3.再次报价：（CIFC5）YE803购货成本一退税收入+国内费用+运费+保费+佣金+预期利润(210-16.1538+15)

17、/8.25+32.7917/(1 110X 0.9% 5吮6%)=25.3147+32.7917/0.8801= 66.02取整报价为YE803 US$ 66.00 per set;TE600:(250-19.2308+15)/8.25+32.7917/ (1 110X 0.9% 5吮6%)=29.7902+32.7917/0.8801= 71.11取整报价为TE600: US$ 71.00 per set.由于和国内厂商洽谈降价一事没有成功， 我方须告知买方还盘无法接受，还盘函如下：金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JI

18、N DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01) 20 11 90DATE: March 22, 2001Dear 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 poss

19、ible without a sacrifice of qualityin 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 mentionedin your mail are unacceptable.Considering the excellent quality submitted and the continual ris

20、e in export cost, itis almost impossible for us to make any further reduction. However, in view of the initialtransaction between us and the special character of your market, we have decided to giveyou the following favorable quotation, whichis the utmost we can do:FOREVER BRAND BICYCLE:YE803 26 USD

21、66.00per set CIFC5 CopenhagenTE600 24 USD71.00per set CIFC5 CopenhagenSince this offer is valid only for 3 days, please take this advantage and give usyour acceptance by E - mail as soon as possible.With best regards!Yours faithfully,GOLDEN SEA TRADING CORP .ManagerLiu Yixin5、出口成交核算我方发出还盘函后收到买方的接收函，

22、 表示同意我方的还价，并且给出了具体的购入数量，我方在接到接收函后对销售收入利润等做出口成交核算：商品TENDER BRAND BABY BLANKET1.成交金额=(66.00 X 600+71.00 X 600) X 8.25 = 6781502.实际成本=(210+250) X600X ( 1-1/1.17% X 9% =254769.23083.业务费用=10X 1200+1000+700+800+500+2000+1000=180004.出 口运费=3935X 10X 8.25=324637.505.出 口保费=678150X 110% 0.9%= 6713.6856.客户佣金=67

23、8150X 5膑33907.50上缴利润=成交金额一实际成本一业务费用一出口运费一出口保费一客户佣金=678150 254769.2308 18000 324637.50 6713.685 33907.50=40122.08利润率=利润额/成交金额=40122.08/678150.00=5.92%上缴利润为40122.08,利润率为5.92%.(二)合同的订立经过磋商双方统一订立合同，拟写成交签约函：金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XI

24、NG ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01) 20 11 90DATE: April 1, 2001Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales ConfirmationNo. JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the shipment date i

25、s approaching, please immediately instruct your bank to issue therelevant L/C in our favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP .Liu Yixin Manager(三)进出口合同的履行1、备货报验2、催证、审证、改证对进口商开来的信用证按照审证依据和要求进行审核，以下是审证意见： 信用证存在的问题需要修改的理由国外到期易产生逾期交单申请人地址有误易

26、出现单、证不符商品名称错误与实际出运品名不符三分之一正本提单直寄不妥受益人控制货权有风险三分之二正本提单议付不妥受益人控制货权有风险合同号码错误与实际合同号码不符转运条款不妥与实际合同规定不符交单日太紧易产生逾期交单3、安排托运制作订舱委托书等单证，办理订舱时宜，填制报关单、投保单，按要求投 保，填写装箱单，将货物装船出运。4、制单结汇制作各种单据，汇总检察各种单据。然后按照审核单据的要求，对各种单 据进行审核；提交单据进行议付。二、实习心得和总结通过这次外贸仿真实训课，我充分的了解了进出口业务的基本流程， 开始的 时候对软件不熟悉也出过很多问题，没完成一个操作都非常的吃力，尤其是对英 语的要求，很多单词都看不懂，需要一边看一边查。通过实际操作使用模拟软件， 我独立的完成