第9章贸易合同的签订与履行案例
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– 产品名称＋目标客户【Importer(s) distributor buyer company wholesaler retailer supplier vendor (pls.)】
– – – – – – – – Price＋产品名称 Buy＋产品名称 国家名称＋－－ 产品名称＋关联产品名称 产品名称＋market research 产品名称＋著名买家 产品名称－－右侧广告 多种语言
• 主要交易条款：品名、品质、数量、 包装、价格、运输、保险、支付 • 其他条款：检验、索赔、不可抗力、 仲裁等
四、交易磋商的函电
• • • • • 1、建交函 2、询盘函 3、发盘函 4、还盘函 5、接受函
建交函示例
• Dear Mr. Smith • We learned from Alibaba that you are seeking for Chinese Microwave. • We are writing to enter into business relations with you. • Our company was founded in 1980 and has grown to be one of the leading Imp. & Exp. Companies in Yunnan, specialized in electrons. • Enclosed is our latest catalogue of Chinese Microwave. As the commodities we supply are of good quality and reasonable price, we have won a very good reputation from our clients all over the world. • It will be a great pleasure to receive your inquiries against which we will send your our best quotations. We are looking forward to your early reply. • Yours faithfully, • Wang Ming
询盘函示例
• Dear Mr. Wang • We have received your letter together with your catalogs. • Having thoroughly studied the catalogs, we find that Art.No. TRM-12 is quite suitable for our market. • We may need 5000 sets for Aug.2008 delivery. • Please kindly inform us if you can supply and quote us your most favorable price for the above goods on the basis of CIFC3 NEW YORK with details, including packing, shipment, insurance and payment. • Looking forward to your early reply • Yours faithfully, • Smith
其中，发盘和接受 是必不可少的两个 基本环节
第二节
交易磋商
一、交易磋商的过程
出口报价核算
Inquiry（询盘）
Offer（发盘）
Counter offer（还盘）
出口还价核算
Accept（接受）
二、交易磋商的主要形式 • 口头磋商——外贸洽谈、商务谈判 • 书面磋商——外贸函电 三、交易磋商的内容
第9章
贸易合同的磋商、 签订与履行
1.交易前准备
2.交易磋商 3. 订立合同 4. 履行合同
第一节 交易前准备
• 寻找潜在的客户 • （一）互联网 • （二）展览会
寻找潜在客户的方法
• （一）互联网
• 1、B2B网站源自文库
– Alibaba、GlobalSources、Made-in-China等
• 2、搜索引擎
– Google、Yahoo、Baidu等
• （二）展览会
• 最有效的出口营销方法，效果因参展人员的策 划能力和经验的不同而异。
– 广交会、华交会 – 德国法兰克福汽车及配件展 – 科隆国际五金博览会……
• B2B网站的选择
– 看知名度；看买家数量；看论坛讨论；
• 搜索引擎使用方法：
发盘函示例
• Dear Mr. Smith • Thank you for your inquiry of Jun.5,2008. And now we are glad to quote as follows: • Commodity: Microwave, Art No. TRM-12 • Unit Price: USD 100.00/SET CIFC3 NEW YORK • Quantity: 500 SETS • Packing: to be packed in cartons of 1 set each • Shipment: not later than Aug. 31st,2008 • Insurance: To be covered by the seller for 110% of the invoice value against all risks and war risks • Payment: By irrevocable sight L/C for full amount of invoice value. • This Offer is valid for SEVEN days. • As we have been receiving a rush of orders now, we would advise you to place your order as soon as possible. • Yours faithfully, • Wang Ming
– – – – – – – – Price＋产品名称 Buy＋产品名称 国家名称＋－－ 产品名称＋关联产品名称 产品名称＋market research 产品名称＋著名买家 产品名称－－右侧广告 多种语言
• 主要交易条款：品名、品质、数量、 包装、价格、运输、保险、支付 • 其他条款：检验、索赔、不可抗力、 仲裁等
四、交易磋商的函电
• • • • • 1、建交函 2、询盘函 3、发盘函 4、还盘函 5、接受函
建交函示例
• Dear Mr. Smith • We learned from Alibaba that you are seeking for Chinese Microwave. • We are writing to enter into business relations with you. • Our company was founded in 1980 and has grown to be one of the leading Imp. & Exp. Companies in Yunnan, specialized in electrons. • Enclosed is our latest catalogue of Chinese Microwave. As the commodities we supply are of good quality and reasonable price, we have won a very good reputation from our clients all over the world. • It will be a great pleasure to receive your inquiries against which we will send your our best quotations. We are looking forward to your early reply. • Yours faithfully, • Wang Ming
询盘函示例
• Dear Mr. Wang • We have received your letter together with your catalogs. • Having thoroughly studied the catalogs, we find that Art.No. TRM-12 is quite suitable for our market. • We may need 5000 sets for Aug.2008 delivery. • Please kindly inform us if you can supply and quote us your most favorable price for the above goods on the basis of CIFC3 NEW YORK with details, including packing, shipment, insurance and payment. • Looking forward to your early reply • Yours faithfully, • Smith
其中，发盘和接受 是必不可少的两个 基本环节
第二节
交易磋商
一、交易磋商的过程
出口报价核算
Inquiry（询盘）
Offer（发盘）
Counter offer（还盘）
出口还价核算
Accept（接受）
二、交易磋商的主要形式 • 口头磋商——外贸洽谈、商务谈判 • 书面磋商——外贸函电 三、交易磋商的内容
第9章
贸易合同的磋商、 签订与履行
1.交易前准备
2.交易磋商 3. 订立合同 4. 履行合同
第一节 交易前准备
• 寻找潜在的客户 • （一）互联网 • （二）展览会
寻找潜在客户的方法
• （一）互联网
• 1、B2B网站源自文库
– Alibaba、GlobalSources、Made-in-China等
• 2、搜索引擎
– Google、Yahoo、Baidu等
• （二）展览会
• 最有效的出口营销方法，效果因参展人员的策 划能力和经验的不同而异。
– 广交会、华交会 – 德国法兰克福汽车及配件展 – 科隆国际五金博览会……
• B2B网站的选择
– 看知名度；看买家数量；看论坛讨论；
• 搜索引擎使用方法：
发盘函示例
• Dear Mr. Smith • Thank you for your inquiry of Jun.5,2008. And now we are glad to quote as follows: • Commodity: Microwave, Art No. TRM-12 • Unit Price: USD 100.00/SET CIFC3 NEW YORK • Quantity: 500 SETS • Packing: to be packed in cartons of 1 set each • Shipment: not later than Aug. 31st,2008 • Insurance: To be covered by the seller for 110% of the invoice value against all risks and war risks • Payment: By irrevocable sight L/C for full amount of invoice value. • This Offer is valid for SEVEN days. • As we have been receiving a rush of orders now, we would advise you to place your order as soon as possible. • Yours faithfully, • Wang Ming