外贸函电与单证实训教程Chapter 1- practice 2

1、Chapter One Cases Under T/T Payment Terms外贸函电与单证实训教程 Practice Two :T/T +CIF Case Objective Requirements Steps Introduction Practice Objective The objective is to enable students to be familiar with the export procedures using CIF and T/T, to master the skills to fill in the blanks in the related cor

2、respondence, sales confirmation and the related export documentation according to the given information . Requirements 1. To know well about the procedures of T/T and obligations of the Seller and Buyer under CIF price terms.2. To know well about the business letter writing in indented format. 3. To

3、 master useful expressions and sentence models frequently used in business letters, especially the writing skills of requesting insurer to cover the insurance and expanding the other businesses.4. To master the drawing of contract according to the given information.5. To master the export documentat

4、ion according to the given information.Steps 1. To review the procedures of T/T and obligations of the Seller and Buyer under CIF price terms.2. To read and understand the given business transaction background.3. To sum up the main points in business letter writing according to Mind Map 1.4. To fini

5、sh the business letters according to the background information, context and Chinese given. 5. To draw the contract according to the background information and the correspondence.6. To fill in the related export documents.7. To answer the questions.8. To evaluate yourself. Introduction 本节实训是用CIF方式成交

6、以及用T/T方式付款的外贸出口案例。信函内容涵盖建立贸易关系、询盘、报盘、还盘、交易的达成、办理保险、合同进行情况以及收到货物后的调试情况；涉及到的合约或单据有销售确认书、发票、装箱单、海运提单和装船通知、一般原产地证明书和其申请书、出境货物报检单、质量和数量证明书、货物通关单等。要求学生填写、翻译信函内容，并根据信函信息填写合约和单据 。 Practice3. Business negotiationPractice 2. Preparation for business6. Questions4.Signature of Sales Contract5. Performance7.Self

7、-evaluation 1.Warming-up1.Warming-up1.1 T/T 流程图流程图1.2 CIF 术语买卖双方的主要义务术语买卖双方的主要义务5.负责货物装上船前的一切费用和风险负责货物装上船前的一切费用和风险3.负责货物装负责货物装上船后的上船后的一切费用和风险一切费用和风险2 Preparation for businessInformation about the exporter and importer Background information for business Basic information about the product 2 Preparat

8、ion for business 2.12.2 2.3 2 Preparation for business2.1 Information about the exporter and importer 2.1.1 Exporters name and address COMIFO DUCT MANUFACTURE MACHINE CO., LTD. 广州康美风数控设备有限公司 ADDRESS: NO.62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINA TEL.: 86-20-28879888 FAX: 86-20-2

9、8879718 Represented by Helen 2.1.2 Importers name and address SPRING AIR ENGINEERING COMPANY LIMITED ADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAM TEL.: 848 3517 4450-51-52 FAX: 848 35174481 Represented by Mr. Le Ngoc Tam 2 Preparation for business 2.2 Background information for b

10、usiness Exporter (COMIFO DUCT MANUFACTURE MACHINE CO., LTD.) (China) got the importers information in the Spring Trade Fair. They intended to do business with each other and exchanged relevant information.2 Preparation for business 2.3 Basic information about the product风管生产三线 等离子切割机ItemDescriptionC

11、ountryof OriginUnit & QtyHS CODEUnit price(USD) CIF HCMCAmount(USD)01Duct manufacture Compact Line III(风管生产三线)Model: CTDF-IIIA.Thickness: 0.4-1.2mm galvanized sheetB.Width: 1000 -1550mmC.Duplex decoilers, = 480mm, motor-drived, max capacity: 8T/each decoiler.ChinaI SET (3PCS)845522100027 74027 7

12、4002Plasma Cutting Machine (等离子切割机)Model: COMPA3100- 1500 x3100mmChinaI SET (3PCS)845690100024 84024 84003Vertical Whisper-Loc Seam Closer(立式合缝机)Duct height: 500 -1550mmChinaI SET(3PCS)845522100010 23010 23004TDF Flange Machine (TDF法兰成型机)Model: T-12 ChinaI SET (2PCS)847989904 3204 32005Pittsburgh Lo

13、ck Former(12DR辘骨机)Model: RF-12DR ChinaI SET (1PC)846229901 3501 35006Cornersmatic (角码装订机)ChinaI SET (2PCS)844010904 1204 1206 SETS(14PCS)Total:USD 72 600.003. Business Negotiation1 Sum up the main points of business letters2Fill out the letters3. Business Negotiation 3.1 Sum up the main points of bu

14、siness letters on Mind Map 1. 3.2 Please fill out the letters according to the given Chinese, and pay attention to the useful patterns. 3.Business Negotiationletterletterletterletter5.Acceptance 4. Counter-offer 1. Establishing business relationship 2. Enquiry （Reply to the establishment of business

15、 relationship） letter3. Firm offer 1)Establishing business relationship3.Business Negotiation Main pointsTranslationletter1)Establishing business relationship COMIFO DUCT MANUFACTURE MACHINE CO., LTD. ADDRESS: NO. 62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINATEL.: 86-20-28879888 FA

16、X: 86-20-28879718April 5th, 2009SPRING AIR ENGINEERING COMPANY LIMITEDADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAMTEL.: 848 3517 4450-51-52 FAX: 848 35174481 Dear Tam, From the Spring Trade Fair, we know that your firm is (资信良好) in VIETNAM. (我方得知) you (特别感兴趣) in the products of D

17、uct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, etc., which (正属于我方的经营范围). We understandstanding and reliability are particularly interestedfall within the scope ofour business activitiesof goodthat By this letter, we are contacting you with interest to (建立业务关系

18、) with your company. We hope that we mayreceive your (询盘) soon. In recent years, we have done business with the largest and most prominent firms (在你方). As is well-known to you, the possibilities of importing the foreign products are very great in your area. We are confident that we will be able to (

19、报给你方最低的价格), quality and service to (满足你方要求). enter into businessinquiryin your areaquote you the best pricemeet your requirementsrelationship We (期盼) establishing good business relationship with you soon.Yours sincerely,Helenlook forward to1)Establishing business relationshipTranslation 广州康美风空调设备有限公

20、司广州康美风空调设备有限公司 公司地址：广州天河软件园建中路62号三楼公司电话公司传真天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：8483517 4450-51-52 传真：84835174481塔姆先生： 从春交会上我方了解到贵公司在越南是家资信良好的公司，并且得知你方对于风管生产三线，等离子切割机，立式合缝机等产品特别感兴趣，而这些产品正属于我方经营范围。 通过此信函联系贵方，以表达和贵方建立业务关系的意愿，希望能早日收到贵方的询盘。 近几年来，我们已经和你方当地一些最知名的大商号进行了交易。如你所深知，在你处上述产品的进

21、口需求很大 。我们确信我方可报给你方最低的价格，最好的质量和提供最好的服务以满足你方的要求。 我们期盼尽快和你方建立良好的业务关系。海伦谨启2009年4月5日1)Establishing business relationship 1. Source of information 2. Intention for export 3. Brief introduction to business scope, experience and products 4. Expectation for cooperation and an early reply2） Enquiry（Reply to t

22、he establishment of business relationship) 3.Business Negotiation Main pointsTranslationletter 2） Enquiry SPRING AIR ENGINEERING COMPANY LIMITEDADDRESS: 13 HAM NGHI STREET, DIST. 1,HO CHI MINH CITY - VIETNAMTEL.: 848 3517 4450-51-52 FAX: 848 35174481April 7th, 2009COMIFO DUCT MANUFACTURE MACHINE CO.

23、, LTD. ADDRESS: NO. 62, JIANZHONG ROAD, TIANHE SOFTWAREPARK, GUANGZHOU, P.R. CHINATEL.: 86-20-28879888 FAX: 86-20-28879718 Dear Helen, From the mail dated April 5th, we (得知) you are one of the leading exporters of air conditioner-install-related machines in your area. We are now writing you for the

24、(建立业务关系).are given to understand thatestablishment ofbusiness relationship What we want are Duct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, TDF Flange Machine, Pittsburgh Lock Former, Cornersmatic. Please send us the (目录册) and (报价) us the prices, as well as t

25、he other terms of transaction. We are very well connected with all the (主要商人) in this area. We are confident that you can offer us (具竞争性的价格). (请提供我们所有你方出口产品的必要信息).Yours sincerely,Mr. Tamcataloguequotemajor dealerscompetitive pricesPlease supply us the necessary information of theexport products 2） E

26、nquiryTranslation春天通风工程有限公司春天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：848 3517 4450-51-52 传真：848 35174481广州康美风空调设备有限公司 公司地址：广州天河软件园建中路62号三楼公司电话公司传真伦小姐： 从4月5号的邮件中我们得知，贵公司是空调装置设备产品主要出口商之一。我方致此信函希望和贵方建立业务关系。 我们想进口风管生产三线，等离子切割机，立式合缝机，TDF法兰成型机，12DR辘骨机和角码装订机这几种产品，请惠寄目录册以及报给我方价格和其它交易条款。 我们和这一

27、领域的大商户都有很好的交际，相信你方一定会报给我方颇具竞争性的价格。 请提供我们所有你方出口产品的必要信息。塔姆谨启2009年4月7日 2） Enquiry1.Acknowledgement of the coming letter and the intention 2.Specific enquiry and inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)3.Sta

28、ting the possibility of placing an order and expectation of an offer4.Expectation of early reply3） Firm Offer 3.Business Negotiation Main pointsTranslationletter3） Firm offer April 9th, 2009Dear Tam, We (感谢你方4月7号的信函) , and confirm having faxed you in reply, as per (随函附上的报价单) . You will notefrom our

29、fax that we (能够) offer you the goods as follows:acknowledge receipt of your letter of April 7thquotation sheet enclosedare in a position toItemDescriptionCountryof OriginQUANTTYUnit price(USD) CIF HCMC01Duct manufacture Compact Line IIIModel: CTDF-IIIThickness: 0.4-1.2mm galvanized sheet Width: 1000

30、 -1550mmDuplex decoilers, = 480mm, motor-drived, max capacity: 8T/each decoiler.ChinaI SET (3PCS)27 74002Plasma Cutting Machine Model: COMPA3100- 1500 x3100mmChinaI SET (3PCS)24 84003Vertical Whisper-Loc Seam CloserDuct height: 500 -1550mmChinaI SET(3PCS)10 23004TDF Flange Machine Model: T-12 ChinaI

31、 SET (2PCS)4 32005Pittsburgh Lock FormerModel: RF-12DR ChinaI SET (1PC)1 35006Cornersmatic ChinaISET (2PCS)4 120 PAYMENT: The buyer has to T/T 30% of the contracts value (预先), and then T/T 70% of the contracts value right after the Seller sends/faxes all the documents. We have received a lot of inqu

32、iries from buyers in other places and we believe our price is fixed at a reasonable level. (坦白说), if it was not for (扩展业务), we wouldnt consider making you (实盘) at this price. Im afraid there is (没有降价的空间). not much room for further price reductionexpanding businessin advanceTo be frank with youa firm

33、 offer (这是实盘，以你方立复，并且不迟于这个月底到达我方为有效). We look forward to your early reply. Yours faithfully, Helen This offer is firm, subject to your immediate reply, whichshould reach us not later than the end of this month3） Firm offer Translation塔姆先生： 感谢你方4月7号的信函，我们于今天发出如随函附上的报价单的传真作为回复。从传真你方便知我们能够提供以下的产品： 编号货

34、物产国单位单价（美元）CIF洪志明市01风管生产三线1）型号：CTDF-III2）板厚：0.4-1.2 MM3）材料：镀锌钢板4）最大料宽：1 300MM/1 550MM（两款可供选择）中国套27 74002等离子切割机型号：COMPA3100-15003100mm中国套24 84003立式合缝机管道高度：500-1 550mm中国套10 23004TDF法兰成型机型号：T-12中国套4 3200512DR辘骨机型号：RF-12DR中国套1 35006角码装订机中国套4 120 支付：买方须预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付70%合同金额. 我们已经收到很多其他

35、地方买家的询盘，相信我们的报价是相当合理而且稳定的了。坦白说，如果不是扩展业务的需要，我们也不会以这样低的价格报给你方实盘，所以恐怕再也没有降价的空间了。这是实盘，以你方即复，并且不迟于这个月底到达我方为有效。 盼早复。海伦谨启2009年4月9日3） Firm offer 1. Confirming the enquiry 2. Stating the details of the offer (name, price, quality, shipment, valid period) 3. Suggestion of acceptance 4. Expectation of early re

36、ply4) Counter-offer 3.Business Negotiation Main pointsTranslationletter4) Counter-offerApril 12th, 2009 Dear Helen, We acknowledge with thanks receipt of your letter of April 9th for the offer. In reply, we (很乐意) state that your price has been found to be (可接受的). But as to the (支付方式), we would like

37、to amend as follows: T/T 30% of the contracts value in advance, and then T/T 60% of the contracts value right after the Seller sends/faxes all the documents, T/T 10% of the contracts value within 3 working days right after confirmed the machine commissioning. payment termsacceptableare pleased to As

38、 we (急需) the goods, please send the contract to us (尽早). We expect your early reply. Sincerely yours, Tamat your earliest convenienceare in urgent need of4) Counter-offerTranslation海伦小姐： 感谢你4月9号信函中给我们的报价，我们很高兴地告诉你方，你方所报的价格可为我方接受。 但是对于支付方式，我们想作如下改动：买方预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付60%合同金额.最后在确认机器调试

39、后的3个工作日内汇付10%的合同金额。 我们急需所述产品，请尽早发送合同。 期待早日收到贵方回复。塔姆谨启4月12日 4) Counter-offer 1. Confirming the offer 2. Declining the offer and giving the reasons 3. Counter-offer on terms of payment 4. Expectation of reply 5) Acceptance 3.Business Negotiation Main pointsTranslationletter5) AcceptanceApril 15th, 200

40、9 Dear Tam, We have received your letter of April 12th that the prices offered by us for the machine are accepted and you want to amend the terms of payment a little. We are glad to say that your (还盘) is (相当合理). Now we are enclosing the (销售确认书), please check it to see any problem or not. counter-off

41、erquite reasonablesales confirmation We hope that the contract would be (顺利而且成功地执行) and that the mutualbusiness would be expanded in the future. Truly yours, Helenfulfilled smoothlyand successfullyEnclosure: Sales ConfirmationSales Confirmation Translation 5) AcceptanceTranslation塔姆先生： 已收到4月12号关于你方接

42、受我们报价和要求对支付方式作一点改动的来信。 我方很高兴告知贵方，你们的还盘相当合理，现随函附寄一份销售确认书，请查看还有没有其他问题。 衷心希望我们的交易可以顺利而且成功地执行，也希望我们将来的业务会不断扩大。海伦谨启4月15日5) Acceptance 1. Confirming the letter and terms of payment accepted 2. Counter-offer accepted and S/C enclosed 3. Expectation of the transaction 6) Sending Sales Confirmation 4. Signat

43、ure of Contract Main pointsTranslationletter6) Sending Sales ConfirmationApril 17th, 2009 Dear Tam, Referring to the faxes exchanged between us resulting in the (达成交易) for the machines, we are enclosing our (销售确认书) No.39 in duplicate. (请会签并退还一份我方，以供存档). We trust you will TT the (首付) as soon as possi

44、ble. conclusion of businesssales confirmationdown paymentand return one copy to us for our filePlease countersign We hope this (首次交易) will result in future transactions between us. Your quick answer will (十分感激). Sincerely yours, Heleninitial dealbe appreciated6) Sending Sales ConfirmationTranslation

45、塔姆先生： 多次的传真联系，我们达成了机器的交易，现在随函附寄第CN0983202 号销售合同一式三份，请会签并退还一份我方，以供存档。 我方相信你方会尽快汇付我们首期货款。 希望这首次交易会为我们将来带来更的业务，如能尽快答复不胜感激。海伦谨启4月17日6) Sending Sales Confirmation 1. Confirming the business agreement enclosed and expectation of counter-signature 2. Detailed requirement for payment 3. Expectation for futu

46、re business 7) Reply to the sending Sales Confirmation 4. Signature of Contract Main pointsTranslationletter7) Reply to the sending Sales Confirmation April 18th, 2009 Dear Helen, Thank you very much for your letter of April 17th, 2009 (关于) the sales contract No. CN0983202 . We have checked the enti

47、re contract and (感到满意) it. (随函附寄请查收) one signed copy for your file. Enclosed please findare satisfied withconcerning We have T/T 30% of the contracts value through our bank as down payment to cover the said products and would be grateful if you can (执行订单) as quickly as possible. We are looking forwa

48、rd to your reply. Sincerely yours, Tamexecute the order7) Reply to the sending Sales ContractTranslation海伦小姐： 感谢你方4月17日关于第39号销售合同的信函。 我们已经检查整份合同并且对它感到比较满意，随函附寄一份已签合同供你方存档，请查收。 我们已经通过我们的银行汇付30%的合同金额方，作为此批货物的首期货款，如贵方能尽早执行订单，不胜感激。 希望早日收到贵方回复。塔姆谨启4月18日7) Reply to the sending Sales Contract 1. Confirming

49、 the Sales Confirmation 2. Countersigned the contract and return one copy as requested 3. Payment 5. Performance5.1 letters during the performance 5.2 Export documentation5.1 Letters during the performance Letters during the performanceletters between seller and insurerLetters between seller and buy

50、er5.1.1 letters between seller and insurer8) Requesting the insurer to cover the consignment9) Insurer replied to the request for covering the consignment8) Requesting the insurer to cover the consignment5.1.1 letters between seller and insurer Main pointsTranslationletter8) Requesting the insurer t

51、o cover the consignment Dear sir, We wish to insure the following goods (投一切险) for the sum of USD72 600, 14 cases of machines. These goods will be shipped by S.S. MSC FRANCE H944A, (预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港). due toagainst All RisksShenzhen on or after October 29, 2009leave for Hochiminh City

52、 Port, Vietnam from Chiwan Port, We (要求投保至胡志明市) and shall be grateful if you let us have the policy as soon as it is ready. (同时请告知贵司是否愿意投保此批货物). Yours faithfully, Helen COMIFO DUCT MANUFACTURE MACHINE CO., LTDrequire cover as far as Hochiminh CityIn the meantime please let us have yourconfirmation t

53、hat you hold the consignment covered8) Requesting the insurer to cover the consignment Translation敬启者： 我公司希望为下列产品，14箱机器，总金额为72 600美元投一切险。 这些产品将由“MSC FRANCE H944A”轮装运，预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港。 我公司要求投保至胡志明市，如果贵方尽快备好保单并寄给我方，我方将不胜感激。同时请告知贵公司是否愿意投保此批货物。海伦谨启广州康美风数控设备有限公司8) Requesting the insurer to

54、 cover the consignment 1.Intention for cover insurance and the details for insurance (the kind of commodity, total value and the conditions of insurance) 2.More details for insurance ( the name of vessel, the date of shipment, the port of loading and the port of destination)3.Others requirements 9)

55、Insurer replied to the request for covering the consignment 5.1.1 letters between seller and insurer Main pointsTranslationletter9) Insurer replied to the request for covering the consignment Dear Helen, Thank you for your letter, asking us to cover the consignment for 14 cases of machines from Yant

56、ian, Shenzhen to Hochiminh City Port, Vietnam. (保险费用为0.9%) of the 110% of total value of USD72,600. We enclose a copy of APPLICATION FOR CARGO TRANSPORTATION INSURANCE, as soon as you finish filling it in and return it to us, (保单将在1到2天内备好寄给贵方). Yours sincerelyJack The Peoples Insurance (Property) Co

57、mpany of China,LtdEnclosed: APPLICATION FOR CARGO TRANSPORTATION INSURANCE The premium for this cover is at the rate of 0.9 %the policy will be prepared and sent to you withinone or two days9) Insurer reply to request the insurer to cover the consignment Translation海伦小姐： 非常感谢贵方要求我方为从深圳盐田运往越南胡志明市14箱机

58、器投保的来信。 保险费用为0.9%，按照总金额72 600美元的110%计算。随函附上货物运输保险投保单一份。填好返还我方后，保单将在1到2天内备好寄给贵方。杰克谨启中保财产保险有限公司附件：货物运输保险投保单 9) Insurer reply to request the insurer to cover the consignment 1. Confirming the letter 2. Quotation (premium) and other requirements 5.1.2 Letters between seller and buyerLettersLetters from

59、sellerLetters from buyerLettersTranslationTranslation Letter 105.1.2 Letters between seller and buyerTranslationletterLetter 10Dear Tam, We are informed that the down payment had been received dated June 3rd, 2009. The vertical Whisper-loc seam closer, TDF flange machine,pittsburgh lock former and c

60、ornersmatic had been finished already. The Duct Manufacture Compact Line III and the plasma cutting machine are expected to be finished around 20th, August. Please feel free to let me know if you need any further information. Yours,HelenLetter 10Translation塔姆先生： 我们于6月3日收到你们首期货款已到的通知。 立式合缝机，TDF法兰成型机，12DR