国贸上级实习操作(自行车)1-8要点

1、国贸上级实习操作 ( 自行车 )1-8 要点操作一：建立业务关系上海金海贸易公司2003 年 3 月的亚洲杂志（ Asia Source ）上刊登，丹麦公司欲求购中国产的自行车。公司全称和详细地址为：77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX:（ 01） 20 11 90请给丹麦客户发一封建立业务关系的信函，要求格式完整、正确，主要内容包括公司介绍、可提供的产品介绍（永久牌、 凤凰牌等），说明另邮航寄商品目录，并表达期待尽快与对方达成具体交易的热切愿望等。信函日期： 2003 年 3 月 2 日操作一：建交参考操作三：草拟发盘

2、函请根据客户来函要求，写一封发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定，发盘有效期为七天。交易的基本条件：保险：按发票金额加成 10% 投保一切险及战争险。支付方式：即期信用证。装运：五月底装运。信函日期： 2003 年 3 月 12 日操作三：发盘参考金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINAFAX:（01 ） 20 11

3、 90DATE: MARCH 12, 2003Dear Sirs,Thank you for your letter inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26 and TE600 24 bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326USD69.17per setCIFC5Copenhag

4、en600 SETSTE60024USD74.49per setCIFC5Copenhagen600 SETSAvailableblue; green; red; purple; white.colors:Packing:To be packed in cartons of one set each, 120 cartons to a 40 container.Shipment :Shipment is effected during May 2003 on the condition that therelevant L/C arrives by the end of 25th April

5、2003.Payment shall be made by an irrevocable Sight Letter of Credit for fullPayment :contract value through a bank acceptable to the Seller.Insurance :dated 1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very reasonable and in case you need more informat

6、ion, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP.MANAGERXXX操作四：出口还价核算根据 F.L.SMDTH公司的还价，请计算：（计算过程小数请保留至4 位，小于1 时保留至5 位，计算结果取小数后2 位）各货号经还价后的总利润额分别为多少元人民币？若接受对方价格，而我公司的利润率又不得少于 6，那么，在其它条件不变的情况下，公司应掌握的国内采购价分别为多少元人民币？再

7、次报价：重新报出公司利润为6% 的 CIFC5 价格操作四：还价参考金海贸易公司1）利润核算货号 YE803 26总利润额销售收入客户佣金出口保费实际成本国内费用出口运费-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2 890.2477元货号 TE600 24总利润额销售收入客户佣金出口保费实际成本国内费用出口运费-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/26657.3715 元2）成本核算：设含税国内采购价格为x货号 YE803 ：62(1 6 5 110% 0.9%) 8.25 3935/1

8、20 8.25 1800/120 x x/(1+17%) 9%620.88018.25 270.5312 15 0.9231xx 164.64/0.9231178.36 （元）辆货号 TE600 ：68 (1 5% 6% 110% 0.9%) 32.7917 1.81828.25x x/(1+17%) 9%25.2369 8.25 0.9231x208.2344 0.9231xx 225.55 （元）辆3）再次报价：货号 YE803 ： (210-16.1538+15)/8.25+32.7917/(1 1100.9% 5% 6%)25.3147+32.7917/0.880166.02取整报价为

9、YE803 ： US$ 66.00 per set;货号 TE600 ：(250-19.2308+15)/8.25+32.7917/ (1 1100.9% 5% 6%)29.7902+32.7917/0.880171.11取整报价为TE600: US$ 71.00 per set.操作五：拟写还盘函请根据操作指南中还盘函电的写作要求给公司写一封还盘信，提出对方还价难以接受，重新报出公司利润率为6的 CIFC5 哥本哈根的价格（取整），报价有效期为3 天并告知公司可以接受30 天远期信用证付款。信函日期： 2003 年 3 月 22 日操作五：还盘参考金海贸易公司GOLDEN SEA TRADI

10、NG CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINAFAX:（01 ） 20 11 90DATE: March 22, 2003Dear 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

11、 possible without a sacrifice of quality in 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 mentioned in your mail are unacceptable.Considering the excellent quality submitted and the conti

12、nual rise in export cost, it is almost impossible for us to make any further reduction. However, in view of the initial transaction between us and the special character of your market, we have decided to give you the following favorable quotation, which is the utmost we can do:FOREVER BRAND BICYCLE:

13、YE80326USD66.00per setCIFC5CopenhagenTE60024USD71.00per setCIFC5CopenhagenSince this offer is valid only for 3 days, please take this advantage and give us your acceptance by E - mail as soon as possible.With best regards!Yours faithfully,GOLDEN SEA TRADING CORP.ManagerXXX操作六：出口成交核算请根据你与国外客户最终达成的交易条

14、件，作出详细的出口合同核算，其中包括：购货总成本总退税收入实际采购成本费用细目及总额( 包括 :国内费用、海洋运费、保险费、佣金)合同利润额及利润率注意：计算过程保留四位小数，最后结果保留二位小数操作六：成交参考金海贸易公司合同核算：成交金额 (66.00 600+71.00 600) 8.25 678150购货总成本 (210+250) 600 276000 元3. 退税总收入276000-254769.2308 21230.7692元实际成本（ 210+250 ） 600（ 1-1/1.17% 9% ） 254769.2308业务费用 101200+1000+700+800+500+200

15、0+1000=18000出口运费 3935108.25=324637.50出口保费 678150110% 0.9% 6713.685客户佣金 6781505% 33907.50上缴利润成交金额实际成本业务费用出口运费出口保费客户佣金678150 254769.2308 18000 324637.50 6713.685 33907.5040122.08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%.操作七：出口合同签订步骤一请根据出口合同基本条款的要求和双方在信中确定的条件制作售货确认书，要求条款内容全面、具体。步骤二给国外

16、客户寄出成交签约函，感谢对方的订单，说明随寄售货确认书，催促迅速会签合同，并希望信用证在 4 月 25 日前开到。 (空白合同可在 TMT 信息查询系统中下载）合同日期： 2003 年 4 月 1 日信函日期： 2003 年 4 月 1 日合同号码： JH-FLSSC06操作七：合同参考 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, CHINAFAX:（ 01 ）20 11

17、 90DATE: April 1, 2003Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales Confirmation No. JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the shipment date is approaching, please immediately instruct your bank to issue the relevant L/C in ou

18、r favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP.Manager操作七：合同参考 SALES CONFIRMATIONThe Seller:GOLDEN SEA TRADING CORP.Address: 8TH FLOOR, JIN DU BUILDING,277 WU XING ROAD,SHANGHAI, CHINAS/C No.: JH-FLSSC06Date: April 1st 2003Address:77, VIGERSL

19、EV ALLE,DK-2500 VALBY,COPENHAGEN, DENMARKItem No.Commodity &UnitQuantityUnit PriceAMOUNTSpecifications(US$)(US$)FOREVER BRAND BICYCLECIFC5% COPENHAGEN1YE803 26SET60066.0039600.002TE600 24SET60071.0042600.00TOTAL82200.00SAY US DOLLARS EIGHTY TWO THOUSAND AND TWOTOTAL CONTRACT VALUE:HUNDRED ONLYPACKIN

20、G:PORT OFLOADING&DESTINATION:TO BE PACKED IN CARTONS OF ONE SET EACH,TOTAL 1200 CARTONS.FROM SHANGHAI CHINA TO COPENHAGEN ,DENMARK.SHIPMENT:PAYMENT:TO BE EFFECTED BEFORE THE END OF MAY 31,2003WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDTTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THESELLER AN

21、IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYSSIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL25,2003AND REMAIM VALID FOR NEGOTIATION IN CHINA UNTIL 15TH DAY AFTERTHE DATE OF SHIPMENT.INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS AND WAR RISK FOR 110% OF THE TOTAL INVOICE VALU

22、E AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirmed by:THE SELLERTHE BUYERGOLDEN SEA TRADING CORP.MANAGER( signature)( signature)REMARKS:The buyer shall have the covering letter of credit which should reach the Seller 30 days before shi

23、pment, failing which the Seller reserves the right to rescind without further notice, or to regard as still valid whole or any part of this contract not fulfilled by the Buyer, or to lodge a claim for losses thus sustained, if any.In case of any discrepancy in Quality/Quantity, claim should be filed

24、 by the Buyer withindays after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination.The Seller shall not hold liable for non-delivery or delay in delivery of the entire

25、 lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by the China Council for the Promotion o

26、f International Trade attesting such event(s).All deputies arising out of the performance of, or relating to this contract, shall be settledthrough negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitr