上海杰依出口业务模拟实习报告

1、岀口业务模拟实习报告实习报告实习名称：上海杰依出口业务模拟专业：国际经济与贸易班级：11-2学院：经济管理学院姓名：学号：指导教师：2013年1月04日国际经济与贸易专业实习报告一、专业实习简介4包括实习时间、实习地点、实习方式、实习目的等。二、实习过程 4建立业务关系报价核算发盘还价核算还盘成交核算合同签订信用证理解信用证分析审核信用证修改履约安排托运报检投保原产地认证 报关装运通知单据审核单据缮制交单结汇业务善后三、实习心得 1 2四、实习总结14五、实习建议1419一、专业实习简介（一）实习时间本次实习时间从2013年12月23日至2014年1月6日。（二）实习地点本次实习的地点采用集中

2、的方式，安排至学院机房1号机房和3号机房。（三）实习方式在机房演习出口货物报关单的进出口业务流程。（四）实习目的根据相关的国际贸易法律与惯例，结合我国的实际情况与国际贸易实践，以出口贸易 的基本过程为主线，以模拟设定的具体出口商品交易作背景，针对出口贸易中业务函电的草拟、商品价格的核算、交易条件的磋商、买卖合同的签订、出口货物的托运订舱、报验 通关、信用证的审核与修改以及贸易文件制作和审核等主要业务操作技能。二、实习过程（一）建立业务关系Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,Sana'

3、;a, YemenSeptember12,2010Dear Mr. Nasser,We have your name and address from our old friend Mr. George El Asmar of Abdullah Iezadi General Trading. We wish to inform you that we specialize in baby blanket, and shall be pleased to enter into trade relations with you.We are a leading company with many

4、year' experience in spinning and weaving export business. Wehave our principle as” Clients ” needs come first. A credible sales network has been set up and we haveour regular clients from over 100 countries and regions worldwide. Located in SHANGHAI, we take the advantage to set up our solidifie

5、d production basis in coastal and inland areas. We strict with our product ' s quality, and any one of our product will have 3 times check up at least. We have collect many information about the blanket.Baby blanket is very useful. You can put it on your bed, sofa, room ground, table and so on.

6、It soft and warm. When you touch it ,you won' t fell coarse. The new technology send the blanket very firm!We have many different colures and style to choose. Babies will very glad to have a blanket like this! To give you a general idea of our products, we are enclosing our catalogue for your re

7、ference.Your comments on our products or any information on your market demand will be really appreciated. We will wait for your write in reply.Yours sincerely ,Shanghai Jieyi Trading Company LimitedManager of Export Department（二）报价核算计算报价相关的成本，销售利润，出口退税额，公司定额费，海洋运费，包干费及相关的FOB CIF CFR报价（二）发盘Hassan Al

8、 Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,Sana'a, YemenSeptember12,2010Dear Mr. Nasser,Thank you for your letter of 14th,September. We are glad to receive your enquiry for our blanket.Our blanket range is particularly suitable for many kinds of climates, and during the past s

9、everal months we have supplied this range to dealers in several tropical countries. This range is popular not only because it is light in weight, but also because the material used was very soft and warm. When you touch it ,you won ' t fell coarse. The new technology send the blanket very firm!

10、We have many different colures and style to choose. Babies will very glad to have a blanket like this!As your request ,we have sent you the samples of these four items by DHL(NO. 609050824) .We hope you will be satisfied with them when you receive.For the quantities you mention we are pleased to quo

11、te as follows:Cotton Printed Baby BlanketArt.NO.PackingQty.per20 FCLCIF HodeidahBBJY2101pc/gift box. 24boxes/carton6432pcsUS$ 19.70/PCBBJY2201pc/gift box. 24boxes/carton6432pcsUS$ 19.70/PCBBJY5301pc/gift box. 30boxes/carton5040pcsUS$ 15.60/PCBBJY6401pc/gift box. 30boxes/carton5040pcsUS$ 15.60/PCPaym

12、ent: irrevocable letter of credit payable at sight to be opened 30 days before the time of shipment.Shipment: During November 2010.Insurance: For 110% of total invoice value against All Risks and War Risks.We feel you may be interested in our products. We look forward to receiving your order.Yours s

13、incerely ,Shanghai Jieyi Trading Company LimitedManager of Export Department（四）还价核算计算还价相关费用（五）还盘Hassa n Al Kamar For Gen eral Tradi ngDar Al-Jeama Al- Kabeer P.O. Box 819 San a'a, Yeme nSeptember 16, 2010Dear Sirs,We have received your letter of September 18 with tha nks, but we are disappo in t

14、ed to hear that our prices are too higher for you to work on.We felt no surprise that you can find lower quotation. But we are of the opinion that the quality of the other makes does not measure up to that of our products, which you will certa in whe n you get our samples. We regret that we cannot a

15、ccept your count offer. The best we can do is to reduce our previous quotati ons as follows:CIF HodeidahBBJY210US Dollar18.70/pcBBJY220US Dollar18.70/pcBBJY530US Dollar14.80/pcBBJY640US Dollar14.80/pcWe trust that this will meet with your approval.As for the terms of payme nt, it is difficult for us

16、 to accept your D/P proposal concerning our policy to work with a new customer on sight L/C. After the relati on ship grows stable, we can try to use D/P term. Please take it into con sideratio n and your early reply would be much appreciated.Yours sincerely, Shanghai JieYi Trading Company LimitedEx

17、port Manager（六）成交核算计算成交相关销售收入，支出，及销售利润及利润率（七）合同签订Hassa n Al Kamar For Gen eral Tradi ngDar Al-Jeama Al- Kabeer P.O. Box 819San a'a, Yeme nSeptember30, 2010Dear Sirs,Your order of September 28 has bee n well received.We have pleasure in sen di ng you our sales con firmation No:JY-HAK-SC0930 IN du

18、plicate.Please coun tersig n them and retur n one copy to us for our files.To en sure the prompt delivery , we trust you would ope n the releva nt letter of credit as soon as possible.We will keep you in formed about the executio n of order.Yours sincerely,Shanghai JieYi Trading Company LimitedExpor

19、t Manager（八）信用证理解信用证电文页次*27 : 1/1跟单信用证形式*40A :不可撤消适用的规则40E :国际商会跟单信用证统一惯例 600号跟单信用证号码 YM213HSM702发布日期31C : 10 10 10到期日和地点：*31D :日期10 12 15 也门信用证开证申请人：Hassa n Al Kamar For Gen eral Trading信用证受益人名称地址：Shanghai Jieyi Trading Company Limited地址：中国上海市东大名路 815号高阳商务中心6楼 邮编：200082结算货币与金额：货币美元金额84292.00金额最高限额：

20、不超过银行及信用证兑付方式：任何银行 汇票付款期限：签约发票价值后的30天内。 汇票付款人:CREDIT AGRICOLE INDOSUEZ BANK分装条款:不允许转运条款:不允许 装运港:中国上海 卸货港:也门HODEIDAH装船最迟日期:101130货物描述：CIF HODEIDAH 1248棉制宝宝毯2010年9月15日合同JY-HAK-SC0930航运标志:HASSAN/ JY-HAK-SC0930/ HODEIDAH/NO.1-UP单据要求：1签署的商业发票一式三份，注明航运标志并且分别陈述船上交货价，运费和保险费。2装运清单一式三份，注明航运标志、总重、净重、尺寸和每个包装数量。

21、3全套的正本一式三份，分别注明是已装船清洁提单，空白背书，标记运费倒付和通知申 请人姓名，地址和电话号码。4普惠制原产地证明书，三分复印件显示一分之一标明运输标志和总件数。5保险单或保险凭证一式二份，空白背书，按发票金额的110%投保平安险和战争险以 及淋湿险。6装运通知必须在装运之后 48小时通知申请人，通知船舶名称、装运日期、货物描述、 数量和价值、提单号和ETA 个副本必须包含这些文件。7品质检验证书颁发中国主管机关定之。8受益人确表装船72小时内签署的全套装运单据已经传给申请人。附加条款：1货物包装必须适应海洋运输。包装单要与其一致。2信用证号码、开证行名称必须出现在所有单据上3运输单

22、据要标明名称、地址、电话、运单编号、目的港收货人4运输单据开立日期早于信用证日期是不被接受的费用。收益人承担的费用：也门之外的所有费用均由受益人承担交单期限：汇票和所提出单据在装船后5天内，但在本信用证有效期之内保兑指示:无（九）信用证分析审核审核信用证的依据是UCP6OO0审核单据的依据是信用证。根据单单一致，单证一致，单同一致原则分析审核信用证1、 信用证金额与合同金额不符，信用证金额应追加500美元2、信用证到期日地点与合同不符，应把也门改为中国3、 申请人名称有误，把 Hassan al maanr for general trading改为 Hassan Al KamerFor Ge

23、n eral Trad ing4、42C处的 30 days ' sight 有误，改为 30 days at sight5、43T处的不允许转船与合同不符，修改为允许6、销售确认书日期有误，修改为 30-09-20107、交单期限讲5天改为15天8.46A 处的 BILL OFLADING OF APPLICANT!误，将 APPLICAN改为 SHIPPEFANDBLANKENDORSED(十)信用证修改Hassa n Al Kamar For Gen eral Trad ingDar Al-Jeama Al-Kabeer P.O.box 819,San a'a, Yeme

24、 nOctober 12, 2010Dear Sirs,Tha nk you for your L/C No.YM213HSM7028 issued by Credit Agricole In dosuez Bank.On going through the L/C, we have found some discrepa ncies, which we hope to be ame nded as follows:+ The expiry place should read as CHINA ”.(31D)+ The applicant 'sname should be Hassan

25、 Al Kamar For General Trading ”.(50)+ The amount should be USD84792.00 ”. (32B)+ Draft should be payable AT SIGHT ” in stead of AT 30DAYS SIGHT ”.(42C)+ Transshipment should be ALLOWED ” instead of NOT ALLOWED ”. (43T)+ Under the description of goods, please cha nge the date of S/C No.J Y-HAK-SC0930

26、 from2010-9-15 "to2010-9-30 ”. (45A)+ Under documents required, please change “BILLS OF LADING CONSIGNED TO THEORDER OF APPLICANT ”to -BILLS OF LADING CONSIGNED TO ORDER OF SHIPPER AND BLANK ENDORSED ” .(46A)+ As for Period for Presentation, documents should be presented not later than 15DAYS &

27、quot;from shipme ntin stead of 5DAYS ".(48)Please let us have your ame ndme nt with in n ext week, so that we can effect shipme nt without delay.Yours sincerely,Shanghai JieYi Trading Company LimitedExport Manager（十一）履约安排收到信用证修改书，经审核无误。货物备妥，公司付清货款，收到增值税发票，填写履约明细（十二）托运制作订舱委托书等单证，办理订舱事宜。（十三）报检鉴于信

28、用证要求提交中国权威机构出具的品质检验证书， 向上海出入境检验检疫局办理货 物报检手续，并填制报检单（十四）投保收到货运代理返还的配舱还单，货运单， 场站收据副本，大副提单，收到上海出入境检验检疫局签发的检验单，向中国平安财产保险有限公司上海分公司办理货运投保（十五）包产地认证向中国国际贸易促进委员会上海市分会申请签发一般原产地证明。（十六）报关货物运输至港区，向上海外高桥海关申报货物出口。集装箱的自重为2300千克，集装箱号、封志号分别为 CBHU26985341 1547458（十七）装运Fax No.: 86-21-65953325一Fax No.: 967-1.-281445.Date

29、: Nov.29, .2010From :shanghai . Tieyi . Trading . Company .Limited.To:Hassan. AI. Kama r:.F.or .General .Trading.Attn.:Mr. Mohammed Gamal.NasserPage:1/1 Subject:Shipping AdviceDear Mr. Nasser,We are glad to inform you that the goods under S/C No. JY-HAK-SC0930 have shipped. The details of shipme nt

30、are as follows:Credit Number:Description of Goods:Quan tity:Number of Packages:Value of the Goods:G.W.:N.W.:Date of shipme nt:Vessel's Name / voyage:B/L No.:ETA:YM213HSM7028Cotton Prin ted Baby Bla nket 5160 pcs190 carto nsUS$ 84792.001230kgs945kgsNov. 28, 2010MVLETONG / 084COSU51489508Dec. 24,2

31、010Best wishes,Shan ghai Jieyi Tradi ng Compa ny LimitedExport Man ager（十八）单据审核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。打开邮箱，收取附件中的全套单据，根据“单证一致、单单一致”的原则，认真、 仔细的审核，写出审核意见（十九）单据缮制BENEFICIARY'S CERTIFICATETo whom it may concernRe: S/C No.JY-HAK-SC0930Credit Number: YM213HSM7028We hereby certify that one set of

32、 non-negotiable shipping document have been sent directly to applicant with in 72 hours after shipme nt.上海杰依贸易有限公司Shanghai Jieyi Tradong CompanyLimited郝瑞明.(SIGNATURE )（二十）交单(二一)业务善后Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,December 28, 2010Sana'a, YemenDear Mr. Nasse

33、r,We are very pleased to receive the proceeds under L/C NO.YM213HSM7028.Thank you for all you have done during the past few months and are very glad to see this first transaction going through smoothly.We believe that the goods will be your satisfaction and appreciate any comments and feedbacks from

34、 your market.Looking forward to our futher cooperation.Yours sincerely ,Shanghai Jieyi Trading Company LimitedManager of Export Department三、实习心得在十多天以来的国际贸易实务模拟操作中，我以出口商上海杰依工贸有限公司外贸业 务员的身份完成了整个出口流程的过程。在此次国际贸易模拟实习中我收获了在课堂理论 中无法得到的收获，这将是日后学习工作中的财富。在这次模拟系统中，一共有21个操作步：建立业务关系、出口报价核算、出口发盘 与还价核算、出口还盘、成交核算、出

35、口合同签订、信用证理解与分析审核、修改信用证、 履约安排、出口托运订舱、报检、出口货物投保、原产地认证、出口货物报验报关、装运、 单据审核、单据缮制、交单、出口业务善后。出口商角色大体要经历准备、磋商、签约、履约、善后这五个流程。在实际工作中， 准备阶段常常需及时了解市场行情，并同童毯生产工厂和进口商建立牢固的业务关系。在模拟系统中与客户建立业务关系时，我先向对方说明如何取得对方的资料，然后言明去函 目的；再就是要对公司及公司产品进行了介绍， 同时附上产品目录，最后就是希望对方能 对本公司产品感兴趣。接下来要准备的是出口报价核算。 按照对方要求，我们提供童毯的 的报价及样品。经过精心的计算与核

36、对，终于我将产品的详细报价用英语函电发盘发出去 了，同时也向对方列出了一些公司的惯有的交易条款，并对达成初次交易表示充满期待。在出口业务中，在收到对方报价后立即成交的情形很少出现。 讨价还价是常有的事情。 因此接下来要做的与对方的还盘。还盘填写之前我分析对方的来电，参透对方交易条件中所隐含的意图，特别是要判断对方的报价能否接受， 以便作出及时的、对自己有利的回 复。经过计算，我发现对方的还价过低，无法接受，于是我决定降低利润，重新报出了公 司利润为8%勺报价。同时告知对方了我方原价的合理性，此次重新报价为初次交易的特 别报价，希望对方能尽快做出答复。 终于经过一翻努力，对方接受了还盘，合同即宣

37、告成 立。为了便于履约和监督，接下来我制作了销售确认书，随成交函一起寄至对方，感谢对 方的合作，同时希望及时会签合同。在制作销售合同时必须注意各项条款， 因为每一项条 款都涉及到双方的权利和义务。此项实训不仅锻炼了我们的业务操作技能 ，增加了国际 贸易知识，还提高了英语写作水平。通过签订合同，进一步明确双方的权利和义务，标志着完成了一半的业务。履约意味 着合同进入实质性阶段，以CIF为例，履行的职责和义务包括：催证、审证和改证、备货、 租船订舱、报检、保险、报关、装船、制单、结汇等环节，每一环节紧紧相扣，一环的错 误就会导致整个业务无法顺利完成。合同签完之后就是审证和修改信用证。给国外客户寄出

38、成交签约函，感谢对方的订单， 说明随寄合同，摧促其迅速回签并及时开出信用证； 接收到对方信用证后，经审核进口商 公司在信用证上有与合同不符之处，并进行修改。当对方开立好信用证时，因为涉及到银 行能否顺利交单结汇，因此必须对信用证的每一项进行审核。收到信用证修改通知书后，公司即开始安排出口货物的装运事宜。首先要向公司长期 合作的船公司定舱，定舱文件主要包括：出口货物明细单（委单）、商业发票、装箱单；准备报关单据（发票、装箱单、合同）；根据信用证的要求，制单。填写各类单据。在要 根据系统指南中审单说明，仔细审查全套结汇单据，并交议付行议付。在扮演出口商角色过程中，填写各类单证是我最头疼，也是印象最

39、深刻的一项。出口 商要想顺利把商品送出关外，必须正确填写各类单据，这其中有报验单，商业发票，装箱 单，核销单，报关单，汇票，一般产地证明等等。系统提供这些单证表格，出口商需按照 所签订的合同填写各项，如果有一项填写错误就无法报关、 报验等，交易将无法进行。这 个系统存在的其中一个缺点，在数据的填写上，没有逻辑的数据反而是正确的，或许是因 为本系统的开发不是有真正的国际贸易人员开发，因此在很多地方出现漏洞，很多地方和 现实操作存在很大差别。通过这次实训我们进一步熟悉和掌握了国际贸易的基本流程、基本知识和基本技能。 经过两周的贸易实务实训，我扮演上海杰依出口贸易公司的一名员工， 从贸易的磋商、合 同的签订到最终贷款结算的全过程， 单证制作始终贯穿其中。而在单证工作中，如果稍有 疏忽，就会给对外贸易带来不