NO.2 实务训练(下)

教案编号： NO.5 实务训练二（下）
教学时间：年月日，节，
教学班级：级班
授课类型：实训课
教学目的的要求：
①使学生了解国际贸易实务交易过程中的询盘、发盘、还盘和接受技巧；
②根据模拟情景进行询盘，发盘，还盘及接受的实操训练。

教学重点：
①国际贸易磋商的过程
②询盘、发盘、还盘和接受的主要内容及技巧
③实操训练
教学难点：
询盘、发盘、还盘和接受的主要内容及技巧
【导入】采用提问、讨论的教学方法，10分钟
回顾上节课学习的有关概念：
询盘、发盘、还盘和接受的主要内容及技巧
【新课内容】主要采用实务训练的方法，70分钟左右
实训项目：实训地点：国际贸易专业实训室
实训内容：
实训1：将学生分为4个小组——2组为进口商；2组为出口商。

根据下列的内容进行询盘、报盘和还盘直到达成交易。

（4学时）
要求：进口商和出口商分别撰写询盘、报盘和还盘的信函，双方信函必须内容照应，用词确
切、礼貌。

Training Situations:（背景资料）
Mr. Lawrence, the general Manager of the United Textiles Company, Ltd. (26 Lawton Street, Liverpool, England), is a large dealer in textiles in England. He is interested in all Chinese silk products and now is approaching China National Import & Export Corporation, Shanghai Branch for an offer for specific products.
Training Material:（训练材料）
Hint 1: Interested in silk products and hope to receive the lowest quotation CIF London for 3,000 pieces silk carpet with details of discount
and payment terms. Some catalogues and sample cuttings
required.
Hint 2: US$125 per piece CIF London, subject to reply here before May 9. No discount. Payment by irrevocable L/C available by draft at sight
is required. Catalogues and sample cuttings have been airmailed Hint 3: Price is higher than those from other suppliers. Suggest a reduction of 10%, otherwise business is impossible.
Hint 4: The price of raw silk has gone up a lot. Besides, the quality is much superior to other makes. The price quoted is relatively favorable.
Suggest early acceptance.
Hint 5: Difficult to push any sales at that price, suggest meeting each other half way.
Hint 6: Accept 5% reduction.
Training Requirements:（训练要求）
Divide the students into two groups. One group acts as the importer and the other as the exporter.
1.Among the above hints, which ones are from the exporter
and which ones are from the importer?
pose a dialogue into several letters according to the above hints and
what you have learnt from this chapter:
1) A letter from the importer to the exporter enquiring for 3,000
pieces silk carpet.
2) A letter from the exporter to the importer offering 3,000 pieces
silk carpet together with some other useful information..
3) A letter from the importer to the exporter pointing out that the
price quoted is too high and asking for a reduction of 10%.
4) A letter from the exporter to the importer accepting his
counter-offer.
5) A letter from the exporter to the importer declining his
counter-offer.
实训2：根据往来信函填制合同：
(1) Inquiry
July15,2003
ABC Trading Co. Ltd.
Shanghai, China,
Dear Sirs,
We are very much interested in importing your printed shirting displayed at Guangzhou Fair. Therefore, we would appreciate your making us an offer on CFR basis including our commission of 5%.
If you can supply from stock we are prepared to order 100,000 yards for shipment to be made as early as possible by direct steamer to Hongkong.
As to payment, we would suggest that for this particular order you let us have D/P sight terms.
Yours faithfully，
XY Z TRADERS
HONGKONG
(2) Offer
July 22, 2003 XZY TRADERS
HONGKONG
Dear Sirs,
Thank you for your letter of July 15, inquiring for 100,000 yards Printed Shirting .
We are making you an offer, subject to your acceptance reaching us not later than August 8, as follows:
100,000yards of Art.No.185 Printed Shirting in blue and red colours, equally assorted, packed in cartons, at HK$17 per yard CFRC5% Hongkong
for shipment from shanghai in October.
As we must adhere to our customary practice, we wish to state that payment should be made by confirmed irrevocable L/C available by draft at sight.
We look forward to your early reply.
Yours faithfully,
ABC
Trading Co. Ltd.
(3) Acceptance
July 30, 2003
ABC Trading Co. Ltd.
Shanghai China
Dear Sirs,
We are pleased to confirmed our acceptance of your offer of July 22, 2003 of 100,000 yards printed shirting Art.No.185 at HK$17 per yard CFRC5% Hongkong.
We are glad that we have been able to come to terms with you and are now arranging with our bank for the relevant L/C. When making shipment, kind ly follow the shipping instructions enclosed. As to shipping mark, we’ll
let you know soon..
o ours faithfully,
X
Y
Z
T
R
A
D
E
Sales Contract
No.
Sellers:
Buyers
This contract is made by and between the buyers and the sellers, whereby the buyers agree to buy and the sellers agree to sell the under-mentioned commodity according to the terms and conditions stipulated below:
Commodity
Specifications
Quantity
Unit price
Total value
Packing
Shipping mark
Insurance
Time of shipment
Port of shipment
Port of destination
Terms of payment
Done and signed in _________ on this __________day of _________ , 200_____.
【小结】
实训结束后，由指导教师参照相应的评分标准给予分数。

并召开实训总结会，详细讲解实训中出现信函的写法及注意事项。

【课后分析】。