国贸上级实习操作(自行车)1-8模板

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》（AsiaSource）上刊登，丹麦F.L.SMIDTH公司欲求购中国产的自行车。公司全称和详细地址为：F.L.SMIDTH&CO.A/S77,VIGERSLEVALLE,DK-2500VALBYCOPENHAGEN,DENMARKFAX:（01）201190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：建交参考金海贸易公司GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:（01）201190DATE:MARCH2,2003DearSir/Madame,WehaveyournameandaddressfromtheAsianSourceandaregladtolearnyourinterestinChinesebicycles.Wehavebeeninthelightindustrialfieldsince1975andhavegrowntobecomeoneoftheleadingImp.&EpaniesinChina,dealingwithawiderangeofcommoditieslikebicycles,traditionalChinesehandicrafts,andsoon.Weareexportingbicyclesofvariousbrandsamongwhich"Forever"and"Phoenix"Brandarethemostfamousones.Bykeepingtheprincipleof"EXCELLENTQUALITY,COMPETITIVEPRICE,SUPERIORSERVICE",wehavewonaverygoodreputationfromallofourcustomers.ThroughourstudyofEuropeanmarket,bicycle,becauseofitscheap-price,convenience,non-air-pollution,andagoodmeansofkeepingfit,hasreceivedawarmerwelcomeinrecentyears.Sowearequitesurethatourproductswillmeettherequirementsofyourcustomers.Bytakingthisopportunity,wehopetoextendourbusinessrelationshipwithyouandourillustratedcatalogswillbesenttoyoubyseparatepost.Pleasedonothesitatetospecifytheitems,whichinterestyouandsendusyourinquirybyreturn.Youwillcertainlyenjoythebestcooperationprovidedbyus.Withbestregards.Yoursfaithfully,GOLDENSEATRADINGCORP.xxxMANAGER操作二：出口报价核算商品：永久牌山地自行车货号：YE803/TE600颜色：蓝、绿、红、紫、白（其他商品资料可在TMT信息查询系统中查询）已知出口退税为9％，国内费用：出口包装费每辆10元；整批货物（两个货号1200辆）共需仓储费500元；国内运杂费1000元；商检费650元；报关费50元；港口费800元；业务费2000元；其它1000元。保险：发票金额加10％投保一切险和战争险，费率分别为0.6%和0.3%；公司要求的预期利润率为成交价格的10％并以即期信用证作为付款方式。核算要求：请根据上述条件，以美元为报价单位进行出口报价核算，列出详尽的计算过程（分步计算，结果保留4位小数，最后报价取2位小数）。操作二：报价参考金海贸易公司货号：YE80326'1）实际成本=采购成本一退税收入=210—210x9%/（1+17%）=193.8462（元/辆）国内费用：10+（1000+700+800+500+2000+1000）/1200=15（元/辆）因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆

所以，采用40英尺集装箱装运最合适40英尺集装箱装箱量:55/(1.2x0.76x0.5)=120.6140,取整，120箱出口运费=3935x8.25/120=270.5312(元/辆)出口报价：CIFC5=(实际成本+国内费用+出口运费)/(1-佣金率-预期利润率-(1+加成率)x保费率)=(193.8462+15+270.5312)/(1--5%-10%(110%x0.9%))/8.25=69.17美元/辆货号：TE60024'实际成本=采购成本－退税收入=250-250x9%/(1+17%)=230.7692(元/辆)国内费用：10+(1000+700+800+500+2000+1000)/1200=15(元/辆)因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆所以，采用40英尺集装箱装运最合适40英尺集装箱装箱量:55/(1.2x0.76x0.5)=120.6140,取整，120箱出口运费=3935x8.25/120=270.5312(元/辆)4)出口报价：CIFC5=(实际成本+国内费用+出口运费)/(1-佣金率-预期利润率-(1+加成率)x保费率)=(230.7692+15+270.5312)/(1--5%-10%(110%x0.9%))/8.25=74.49美元/辆操作三：草拟发盘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TEL:86-21-64331255FAX:86-21-64331256GOLDENSEATRADINGCORPORATIONTEL:86-21-64331255FAX:86-21-64331256ADD.:8THFLOOR,JINDUBUILDING,277WUXINGROAD,SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:（01）201190DATE:MARCH12,2003DearSirs,ThankyouforyourletterinquiringforourForeverBrandBicycles.Basedonyourrequirement,wearegladtoinformyouthatwecansupplyYE80326'andTE60024'bicycleswiththefavorablequotationasbellow:FOREVERBRANDBICYCLE:YE80326'USD69.17persetCIFC5Copenhagen600SETSTE60024'USD74.49persetCIFC5Copenhagen600SETSAvailablecolors:blue;green;red;purple;white.Packing:Tobepackedincartonsofoneseteach,120cartonstoa40'container.ShipmentiseffectedduringMay2003ontheconditionthattherelevantL/CShipment:arrivesbytheendof25thApril2003.PaymentshallbemadebyanirrevocableSightLetterofCreditforfullPayment:contractvaluethroughabankacceptabletotheSeller.For110%invoicevaluecoveringAllRisks&WarRiskasperP.I.C.CdatedInsurance:1/1/1981.Theabovequotationisvalidwithin7days.Youwillfindthatthepricesquotedareveryreasonableandincaseyouneedmoreinformation,weshallbeonlytoogladtoansweryouatanytime.Wearelookingforwardtoreceivinganorderfromyou.GOLDENSEATRADINGCORP.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YE80326'总利润额=销售收入一客户佣金一出口保费一实际成本一国内费用一出口运费=62.00*8.25*600*(1-5%-110%*0.9%)-210*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=890.2477元货号TE60024'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=68.00*8.25*600*(1-5%-110%*0.9%)-250*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=6657.3715元2)成本核算：设含税国内采购价格为x货号YE803：62x(1—6%—5%—110%x0.9%)x8.25—3935/120x8.25—1800/120=[x-x/(1+17%)x9%]62x0.8801x8.25—270.5312—15=0.9231xx=164.64/0.9231=178.36(元)／辆货号TE600：[68x(1—5%—6%—110%x0.9%)—32.7917—1.8182]x8.25=[x—x/(1+17%)x9%]25.2369x8.25=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—110x0.9%—5%—6%)=[25.3147+32.7917]/0.8801=66.02取整报价为YE803：US$66.00perset;货号TE600：[(250-19.2308+15)/8.25+32.7917]/(1—110x0.9%—5%—6%)=[29.7902+32.7917]/0.8801=71.11取整报价为TE600:US$71.00perset.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F.L.SMIDTH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GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:(01)201190DATE:March22,2003DearSirs,Wehavecarefullyconsideredtheopinionyouexpressedinyourmailofcounteroffer.Wearedoingthebesttosetourpriceaslowaspossiblewithoutasacrificeofqualityinsearchingthesuitablesuppliers.Thoughwemaypossiblyacceptyourpaymentterm,i.e.byL/Cat30days'sight,wehaveregretfullypointoutthatthepricesmentionedinyourmailareunacceptable.Consideringtheexcellentqualitysubmittedandthecontinualriseinexportcost,itisalmostimpossibleforustomakeanyfurtherreduction.However,inviewoftheinitialtransactionbetweenusandthespecialcharacterofyourmarket,wehavedecidedtogiveyouthefollowingfavorablequotation,whichistheutmostwecando:FOREVERBRANDBICYCLE:YE80326'USD66.00persetCIFC5CopenhagenTE60024'USD71.00persetCIFC5CopenhagenSincethisofferisvalidonlyfor3days,pleasetakethisadvantageandgiveusyouracceptancebyE-mailassoonaspossible.Withbestregards!Yoursfaithfully,GOLDENSEATRADINGCORP.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=(66.00x600+71.00x600)x8.25=678150.购货总成本=(210+250)x600=276000元.退税总收入=276000-254769.2308=21230.7692元.实际成本=(210+250)x600x(1-1/1.17%x9%)=254769.23085.业务费用=10x1200+1000+700+800+500+2000+1000=18000.出口运费=3935x10x8.25=324637.50.出口保费=678150x110%x0.9%=6713.685.客户佣金=678150x5%=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=678150－254769.2308－18000－324637.50－6713.685－33907.50=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%.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<1><2>金海贸易公司GOLDENSEATRADINGCORPORATIONADD.:8THFLOOR,JINDUBUILDING,TEL:86-21-64331255277WUXINGROAD,FAX:86-21-64331256SHANGHAI,CHINATO:F.L.SMIDTH&CO.A/SFAX:(01)201190DATE:April1,2003DearSirs,ManythanksforyourorderNo.9711andwearesendingyouoursignedSalesConfirmationNo.JH-FLSSC06induplicate.Pleasecountersignandreturnforourfile.Astheshipmentdateisapproaching,pleaseimmediatelyinstructyourbanktoissuetherelevantL/Cinourfavorotherwisetheshipmentdatemaybedelayed.Bestregards!Yoursfaithfully,GOLDENSEATRADINGCORP.Manager操作七：合同参考<1><2>SALESCONFIRMATIONS/CNo.:JH-FLSSC06Date:April1st2003TheSeller:GOLDENSEATRADINGCORP.TheBuyer:F.L.SMIDTH&CO.A/SAddress:8THFLOOR,JINDUBUILDING,Address:77,VIGERSLEVALLE,277WUXINGROAD,SHANGHAI,CHINADK-2500VALBY,COPENHAGEN,DENMARKItemNo.Commodity&SpecificationsUnitQuantityUnitPrice(US$)AMOUNT(US$)FOREVERBRANDBICYCLECIFC5%COPENHAGEN1YE80326'SET60066.0039600.002TE60024'SET60071.0042600.00TOTAL82200.00TOTALCONTRACTVALUE:SAYUSDOLLARSEIGHTYTWOTHOUSANDANDTWOHUNDREDONLYPACKING:TOBEPACKEDINCARTONSOFONESETEACH,TOTAL1200CARTONS.PORTOFFROMSHANGHAICHINATOCOPENHAGEN,DENMARK.LOADING&DESTINATION:SHIPMENT:TOBEEFFECTEDBEFORETHEENDOFMAY31,2003WITHPARTIALSHIPEMNTANDTRANSHIPMENTALLOWEDPAYMENT:TTHEBUYERSHALLOPENTHOUGHABANKACCEPTABLETOTHESELLERANIRREVOCABLELETTEROFCREDITPAYABLEAT30DAYS'SIGHTWHICHSHOULDREACHTHESELLERBYTHEENDOFAPRIL25,2003ANDREMAIMVALIDFORNEGOTIATIONINCHINAUNTIL15THDAYAFTERTHEDATEOFSHIPMENT.INSURANCE:THESELLERSHALLCOVERINSURANCEAGAINSTALLRISKSANDWARRISKFOR110%OFTHETOTALINVOICEVALUEASPERTHERELEVANTOCEANMARINECARGOCLAUSESOFTHEPEOPLE'SINSURANCECOMPANYOFCHINADATED1/1/1981.Confirmedby:THESELLERTHEBUYERGOLDENSEATRADINGCORP.MANAGER(signature)(signature)REMARKS:ThebuyershallhavethecoveringletterofcreditwhichshouldreachtheSeller30daysbeforeshipment,failingwhichtheSellerreservestherighttorescindwithoutfurthernotice,ortoregardasstillvalidwholeoranypartofthiscontractnotfulfilledbytheBuyer,ortolodgeaclaimforlossesthussustained,ifany.IncaseofanydiscrepancyinQuality/Quantity,claimshouldbefiledbytheBuyerwithin30daysafterthearrivalofthegoodsatportofdestination;whileforquantitydiscrepancy,claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.

FortransactionsconcludedonC.I.F.basis,itisunderstoodthattheinsuranceamountwillbefor110%oftheinvoicevalueagainsttherisksspecifiedintheSalesConfirmation.Ifadditionalinsuranceamountorcoveragerequired,theBuyermusthavetheconsentoftheSellerbeforeShipment,andtheadditionalpremiumistobebornebytheBuyer.TheSellershallnotholdliablefornon-deliveryordelayindeliveryoftheentirelotoraportionofthegoodshere