外贸谈判业务流程设计与合同制作(英文版)(doc 30页)

外贸谈判业务流程设计与合同制作(英文版)(doc 30页)更多企业学院：《中小企业管理全能版》183套讲座+89700份资料《总经理、高层管理》49套讲座+16388份资料《中层管理学院》46套讲座+6020份资料《国学智慧、易经》46套讲座《人力资源学院》56套讲座+27123份资料方法及预期目的：研究方法：课本知识与实践调查相结合；分组讨论、责任到人；在指导老师彭月慧的集体辅导、个别指导下，完成毕业设计任务。

预期目的：通过书信的写作，外贸合同的设计，以开展进出口业务的方式，熟练掌握外贸业务流程，熟悉外贸业务操作。

指导教师签名：日期：课题类型：（1）A—工程设计；B—技术开发；C—软件工程；D—理论研究；（2）X—真实课题；Y—模拟课题；Z—虚拟课题（1）、（2）均要填，如AY、BX等。

AbstractIn this trade the importer wants to extend his range. From the Chamber of Commerce, they have gained some information of the exporter’s and they are interested in the exporter’s product, such as ladies sweaters and blouses. So they establish business relations with the exporter. As requesting, the exporter sends an illustrated catalog and a list of the price. According to the negotiation, they determine the types of products, the price and the terms of payment and so on. Finally, they prepared the sales contract. They have made some documents, such as the L/C, B/L and Commercial Invoice etc.. So they conclude a successful deal.Key words: business relations, order, price, packing, term of paymentContentsImporter’s Introduction (1)Exporter’s Introduction (2)Establishing the Business Relationship (3)Favorable reply (4)Enquiry (5)Offer (6)Counter-offer (8)Counter-offer from the exporter (10)Counter-offer from the importer (11)Conclusion of Business (12)Packing (13)Term of Payment (14)Preparation for Sales Contract (15)Sales Contract (16)Letter of Cred it (18)Commercial Invoice (21)Packing List (22)Bill of Lading (23)Reference (24)Importer’s introductionThe Brief Introduction to Wincy Sales Company Limited Wincy Sales Company Limited is a large scale garment enterprise, which was founded in 1977. It covers an area of fifteen thousand square meters and registered capital of two million USD. Over 30 years has witnessed that Wincy has become an enterprise with annual sales over three billion from a small store of ladies clothes. Now, Wincy is well known from home and abroad. Wincy’s global sales offices are located in USA, Germany, Milan, Russia, Room and India. Wincy has a large sales market all over the world.Wincy has undergone a period of substantial progress, as one of the fastest-growing major importers, it racked up a compound annual growth rate of 30 percent in the past decade. Today, Wincy has more than three thousand professional sales and created their own branch.The business principle of Wincy is “integrity to win customers, quality to cast brand”. The development goal is “Exp anding the market by quality”, “Creating the benefit by management” and “building the image by service”.Exporter’s introductionThe Brief Introduction to Guangzhou Miley Import & Export Corporation Guangzhou Miley Import & Export Corporation, which integrates designing, manufacturing and trade, was established in November, 1988. It covers an area of five thousand square meters and registered capital of 1.5 million RMB. Through the joint endeavor of all staff, the company has become a medium enterprise, which has more than 20 million RMB and 1000 professional employees. We have 2000 sets of international advanced production equipments.Our main products are different kinds of the clothes. As our products are in good quality and reasonable price, we enjoy a special advantageous position in clothing industry all over the world. Our products are exported to Japan, South Korea, Europe, South and North America etc. We have established steady and close trade relations with large quantities of foreigner and we have a higher reputation in this line in the world.The business principle of the company is “Survival with quality”, “Development by trust”, and “All for customers”. The principle runs through the whole process of our production and operation. We will try our best to satisfy our customers.Establishing Business RelationsWincy Sales Company limited58 Lawton Street, New York, USAOctober 8, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Sir or Madam,On the recommendation of your Chamber of Commerce, we have learned your name and address of your firm. We are writing in the hope of establishing business relation with you.We have been leading importers of ladies’ clothes for many years. At present, we are interested in extending our range and appreciate your catalogues and quotation. If your prices are competitive, we would like to place a trail order with you.We are waiting for your favorable news.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedFavorable replyGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 10, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,From the Chamber of Commerce, we have known your company is one of the leading distributors in garment industry. We are writing to you with a keen desire to enter into business connections with you.We handle clothes manufacture, such as men’s and ladies’ T-shirt, sweater, blouse, and jean ect.. Our products are excellent in quality and reasonable in price.To give you a general idea of our business line, we enclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if there is any item you are interested in.Your early reply will be highly appreciated.Yours faithfully,Kary ZhangKary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationEnquiryWincy Sales Company limited58 Lawton Street, New York, USAOctober 12, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thanks for your letter dated October 10.You know we trade in ladies’ clothes, so we are interested in your sweaters and blouses. Please send us an illustrated catalog and complete quotation of your ladies’ b louses and sweaters. We also want to know if you accept special orders of our own designs and patterns.We would be very pleased if you send the catalog and quotation as soon as possible as we hope to add them to our autumn promotion. Thanks for your assistance and we are looking forward to your early response.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedOfferGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 14, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,Thank you for your letter dated October 12 on the enquiry of ladies’ sweaters and blouses. We are pleased to offer the following quotation for our products. And we are sending you samples of our products which show you clearly the quality. We trust that when you see them you will agree that our products appeal to the buyers.Items NO. Description Colors Unit Price（CIF New York）325 Blouse Red, Blue. Yellow, white US $20.00328 Blouse Red, Blue. Yellow, white US $20.00330 Blouse Red-pink, Blue-pink US $25.00425 Sweater Black, white, red-pink US $28.00427 Sweater Blue-pink, green-pink US $30.00429 Sweater Red-pink, blue & green pink US $35.00Our products are famous for their new design, and I promise the products will be sold well in your market. Because our products are sold well in China.We accept special orders if you meet the quantity requirement and allow a longer time to execute the order. Generally we require a minimum of 5000 units, but the number is open for discussion.We are looking forward to receiving your immediate reply.Yours faithfully,Kary ZhangKary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationCounter-offerWincy Sales Company limited58 Lawton Street, New York, USAOctober 16, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your letter of October 14.Because of the keen competition in the market, we regret to inform you that we cannot accept your quotation, even though your products are of good quality. It would leave us with only a small profit.We suggest that you reduce your price at least by 10%. On this basis, we can place a large order. We take pleasure in enclosing our order and the price of our counter offer.We shall appreciate your favorable reply.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedEncl. As statedORDERPlease supply the followed items:Items NO. Description Colors Quantity(Pcs) Unit Price（CIF New York）325 Blouse Red 1000 US $18.00328 Blouse Blue 1000 US $18.00330 Blouse Red-pink 1000 US $22.50425 Sweater Black 1000 US $25.20427 Sweater Blue-pink 1000 US $27.00429 Sweater blue & green pink 1000 US $31.50Counter-offer from the exporterGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 18, 2010 Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,While we thanks for your letter of October 16, we are disappointed to hear that our price for our products is too high for you to work on. But we would like to invite your attention to the good quality of our products. We have to point out that our price is quite realistic.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way. The best we can do is to reduce our price by 5%.We are looking forward to your favorable reply.Yours faithfully,Kary ZhangKary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationCounter-offer from the importerWincy Sales Company limited58 Lawton Street, New York, USAOctober 20, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your counter-offer dated October 18.The price for your sweaters and blouses are too high. We would like to place repeat orders with you if you could give us 6% discount. Otherwise, we have to shift to the other manufacturer for our similar request.We hope you take our suggestion into serious consideration and give us your reply as soon as possible.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedConclusion the businessGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 22, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,Thank you for your letter dated October 20.In view of our future friendly business relations, we decide to accept your price. Could you please tell us about the requirement of packing?We look forward to receiving your early reply, and assure you that your requirement will have our very best and prompt attention.Yours faithfully,Kary ZhangKary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationPackingWincy Sales Company limited58 Lawton Street, New York, USAOctober 24, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your letter dated 22 October.For this is the first transaction between us, we would like to make it clear in advance that all items are to be packed in 10 pieces to a box, 20 boxes to a carton. Please see to it that the cartons should be strong enough to protect the goods from any possible damage in transit. The shipping marks, which is indicated the consignee, the destination and the number of the cartons, should be stenciled on the outer packing,If you think this is acceptable to you, please let us know as soon as possible. If you tell us know your terms of payment, we shall appreciate it.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedTerms of paymentGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 26, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,Thank you for your letter dated 24 October.We accept your packing requirement.As usual, we ask for payment by confirmed irrevocable and sight Letter of Credit. So it can ensure our benefit.Look forward to your early reply.Yours faithfully,Kary ZhangKary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationPreparation of sales contractWincy Sales Company limited58 Lawton Street, New York, USAOctober 28, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your letter dated October 26.In order to conclude the deal, I accept your requirement. We will inform our City Bank, Guangzhou Branch to open the issuance of an L/C in your favor. I hope that we have more cooperation in the future.We suggest that we can prepare the sales contract and sign the contract as soon as possible as we have finally brought the transaction to a successful conclusion.Look forward to your early reply.Yours sincerely,Cherry XieCherry XieSales ManagerWincy Sales Company limitedSALES CONTRACTContract No: SGQ468001Date: October 30, 2010Place: Guangzhou, ChinaThe Seller: Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaThe Buyer: Wincy Sales Company limited58 Lawton Street, New York, USAThis contract is made by and between the Sellers and the Buyers; Whereby the Sellers agree to sell and the Buyers agree to buy the undermentioned goods according to the terms and conditions stipulated below and overleaf:Items NO. Description Colors Quantity(pcs)Unit Price(p/c)Amount325 Blouse Red 1000 USD18.00 USD18800 328 Blouse Blue 1000 USD18.00 USD18800 330 Blouse Red-pink 1000 USD22.50 USD23500 425 Sweater Black 1000 USD25.20 USD26300 427 Sweater Blue-pink 1000 USD27.00 USD28200 429 Sweater Blue & greenpink1000 USD31.50 USD32900(1) Packing: 10 pieces to a box, 20 boxes to a carton(2) Port of Loading: Huangpu Guangzhou China(3) Port of Destination: New York USA(4) Shipping Marks: KARY ZHANGNEW YORKNO.1—30(5) Partial shipment and transshipment（分批装运和转船）: Not Allowed(6) Terms of Payment: Confirmed, Irrevocable and Sight Letter(7) Insurance:Cover all risks and war risks only as per the Clauses of the People's Insurance Company of China for 110% of the invoice value.To be effected by the Buyer.(8) The Buyer shall establish the covering Letter of Credit before November 10，2010; failing which, the Seller reserves the right to rescind this Sales Contract without furthernotice, or to accept whole or any part of this Sales Contract, non-fulfilled by the Buyer, of to lodge claim for direct losses sustained, if any(9) Documents: The Sellers shall present to the negotiating bank, Clean On Board Bill of Lading, Invoice, Transferable Insurance policy or Insurance Certificate when this contract is made on CIF basis.(10) Quality/Quantity Discrepancy; In case of quality discrepancy, claim should be filed by the Buyer within 30 days 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. It is understood that the Seller shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipping Company, other transportation organizations and/or Post Office are liable.(11) Arbitration: All disputes in connection with this contract or the execution thereof shall be settled friendly through negotiations. In case no settlement can be reached, the case may then be submitted for arbitration to China International Economic and Trade Arbitration Commission in accordance with the provisional Rules of Procedures promulgated by the said Arbitration Commission. The arbitration shall take place in Beijing and the decision of the Arbitration Commission shall be final and binding upon both parties; neither party shall seek recourse to neither a law court nor other authorities to appeal for revision of the decision. Arbitration fee shall be borne by the losing party. Or arbitration may be settled in the third country mutually agreed upon by both parties.Remark:Seller: Guangzhou Miley Import & Export Corporation Buyer: Wincy Sales Company limited46 Huanshi Road, Guangzhou, China 58 Lawton Street, New York, USAKary Zhang Cherry XieKary Zhang Cherry XieLetter of Credit信用证LETTER OF CREDITTO: CITY BANK, GUANGZHOU BRANCHISSUE OF A DOCUMENTARY CREDIT20: IRREVOCABLE DOCUMENTARY CREDIT NO. CBCL34152031C: DATE OF ISSUED : NOVEMBER 5, 201031D: DATE AND PLACE OF EXPIRY: JANUARY 5, 2011,GUANGZHOU,CHINA50: APPLICANT :WINCY SALES COMPANY LIMITDED58 LAWTON STREET, NEW YORK , USA59: BENEFICIARY: GUANGZHOU MILEY IMPROT & EXPORT CORPORATION46 HUANSHI ROAD, GUANGZHOU, CHINA32B: AMOUNT: CIF NEW YORK USD 14850041: AVAILABLE WITH: ANY BANK42C: DRAFT AT: AT SIGHT43P: PARTIAL SHIPMENTS: NOT ALLOWED43T: TRANSHIPMENT: NOT ALLOWED44A: SHIPMENT FROM : HUANGPU GUANGZHOU, CHINA44B: TO: NEW YORK45A: DESCRIPTION OF GOODS AND/OR SERVICES: 10 pieces to a box, 20 boxes to a caseBLOUSE: 325 RED,328 BLUE,330 RED-PINKDPSWEA TER:425 BLACK427 BLUE-PINK429 BLUE&GREEN PINK SHIPPING MARKS: KARY ZHANGNEW YORKNO.1—3046A: DOCUMENTS REQUIRED:SINGED COMMERCIAL INVOICE IN 3 COPIES. CONTAIN S/C NO. AND L/C NO.*PACKING LIST IN 3 COPIES SHOWING THE INDIVIDUAL WEIGHT AND MEASUREMENT OF EACH PACKAGEORIGINAL CERTIFICATE OF ORIGIN IN 3 COPIES ISSUED BY THE CHAMBER OF COMMERCEFULL SET CLEAN ON BOARD OCEAN BILLS OF LADING SHOWING FREIGHT PREPAID CONSIGNED TO OURORDER NOTIFY APPLICANT.*CERTIFICATE ISSUED BY THE SHIPPING COMPANY/CARRIER OR THEIRAGENT STATING THE B/L NO(S) AND THE VESSEL(S) NAME CERTIFYINGTHAT THE CARRYING VESSEL(S) IS/ARE:A) HOLDING A VALID SAFETY MANAGEMENT SYSTEM CERTIFICATE AS PERTERMS OF INTERNATIONALSAFETY MANAGEMENT CODE ANDB) CLASSIFIED AS PER INSTITUTE CLASSIFICATION CLAUSE 01/01/2001BY AN APPROPRIATE CLASSIFICATION SOCIETY*COMMERCIAL INVOICE FOR USD148500.00 IN 4 COPIES DULY SIGNED BYTHE BENEFICIARY/IES, STATING THAT THE GOODS SHIPPED:A)ARE OF CHINESE ORIGIN.B)ARE IN ACCORDANCE WITH BENEFICIARIES PROFORMA INVOICE NO.TTTZ00601 DATED10/11/05.47A: ADDITIONAL CONDITIONS:THE NUMBER AND DATE OF THE CREDIT AND THE NAME OF OUR BANK MUSTBE QUOTED ON ALL DRAFTS (IF REQUIRED).*INSURANCE WILL BE COVERED BY THE APPLICANTS.*ALL DOCUMENTS TO BE ISSUED IN ENGLISH LANGUAGE.*NEGOTIATION/PAYMENT:UNDER RESERVE/GUARANTEE STRICTLY PROHIBITED.*DISCREPANCY FEES USD80, FOR EACH SET OF DISCREPANT DOCUMENTSPRESENTED UNDER THIS CREDIT,WHETHER ACCEPTED OR NOT,PLUS OURCHARGES FOR EACH MESSAGE CONCERNING REJECTION AND/OR ACCEPTANCEMUST BE BORNE BY BENEFICIARIES THEMSELVES AND DEDUCTED FROM THEAMOUNT PAYABLE TO THEM.*IN THE EVENT OF DISCREPANT DOCUMENTS ARE PRESENTED TO US ANDREJECTED,WE MAY RELEASE THE DOCUMENTS AND EFFECT SETTLEMENT UPONAPPLICANT’S WAIVER OF SUCH DISCREPANCIES,NOTWITHSTANDING ANYCOMMUNICATION WITH THE PRESENTER THAT WE ARE HOLDING DOCUMENTS ATITS DISPOSAL,UNLESS ANY PRIOR INSTRUCTIONS TO THE CONTRARY ARERECEIVED.*TRANSPORT DOCUMENTS BEARING A DATE PRIOR TO THE L/C DATE ARE NOTACCEPTABLE.71B: CHARGES ：BANK CHARGES OUTSIDE NEW YORKINCLUDING THOSE OF THE REIMBURSINGBANK ARE FOR BEN. A/C.48: PERIOD FOR PRESENTATION：DOCUMENTS MUST BE PRESENTED WITHIN21 DAYS AFTER B/LADING DATE,BUTWITHIN THE VALIDITY OF THE CREDIT.49: CONFIRMATION INSTRUCTIONS：WITHOUT53A: REIMBURSING BANK：CITY BANK ,GUANGZHOU , BRANCH78: INSTRUCTIONS TO THE PAY/ACCEPT/NEG BANK ：ANY BANK PLEASE DEDUCT FROM YOUR PAYMENT TO BENEFICIARIES THE AMOUNT OF USD1,500REPRESENTING RECORDING FEES. NEGOTIATION BANK TO OBTAINREIMBURSEMENT FROM OUR ACCOUNT WITH REIMBURSING BANK 3 BUSINESSDAYS FOLLOWING THEIR AUTHENTICATED TELEX/SWIFT ADVICE TO US,STATING A) OUR CREDIT NUMBER, B)AMOUNT CLAIMED, C) VALUE OF DOCUMENTS D)SHIPMENT/DISPATCH DATE AND E)THAT DOCS ARE IN STRICTCOMPLIANCE WITH CREDIT TERMS. ON EXECUTION FORWARD TO US,BANK OFCYPRUS PUBLIC COMAPNY LTD,NICOSIA COMMERCIAL OPER. CENTER INTERN. DIV., 10 KYRIACOS MATSI AV. 1082 AY. OMOLOYITES,NIGOSIA, CYPRUS,ALL DOCS IN ONE LOT BY COURIER SERVICE AT BENEFICIARIESEXPENSE.72：SENDER TO RECEIVER INFORMATION：CREDIT IS SUBJECT TO U.C.P. 1993 I.C.C PUBL. NO.500. SUBJECT TO URR ICC 525.COLLECT YOUR CHARGES FROM BENE.PLEASEACKN.RECEIPT. CUMSTOMER’S APPROVAL.Commercial InvoiceGUANGZHOU MILEY IMPORT & EXPORTCORPORATION46 HUANSHI ROAD, GUANGZHOU, CHINA发票INVOICETO: WINCY SALES LIMITED COMPANY INVOICE NO:TTTZ0060158 LAWTON STREET, NEW YORK, USA DATE: NOVENBER 11, 2010S/C NO：SGQ468001L/C NO:00/0510-FCFROM HUANGPU GUANGZHOU TONEW YORK BY SEAMAR KS & NOS. DESCRIPTIONQUANTITY(pcs)UNITPRICE(USD)AMOUNT(USD)KAR Y ZHA NGNEW YOR KNO.1—30 Blouse : 325Red,328Blue330Red—pinkSweater: 425Black427Blue—pink429Blue&Green—pink10001000100010001000100018.8018.8023.5026.3O28.2032.9018800.0018800.0023500.0026300.0028200.0032900.00TOTAL：CIF NEW YORK 6000pcs USD 148500.00GUANGZHOU MILEY IMPORT & EXPORTCORPORATIONJENNY LIPacking ListGUANGZHOU MILEY IMPORT & EXPORTCORPORATION46 HUANSHI ROAD, GUANGZHOU, CHINA装箱单PACKING LISTTO: WINCY SALES LIMITED COMPANY INVOICE NO:TTTZ0060158 LAWTON STREET, NEW YORK, USA DATE: NOVEMBER 11, 2010S/C NO：SGQ468001L/C NO:00/0510-FCSHIPPING MARKSKARY ZHANGNEWYORKNO.1—30FROM HUANGPU TO NEW YORK BY SEAC/PACK DESCRIPTI QUA GW MEASN O AGES ON NTITYNW URE1--30 30CTNSBlouse : 325Red,328Blue330Red—pinkSweater: 425Black427Blue—pink429Blue&Gre5CNTS5CNTS5CNTS5CNTS5CNTS5CNTS@35KGS @33KGS@0.8*0.5*0.6M3en-pinkTOTAL:30CTNS30CNTS 1050KGS 990KGS 72M3GUANGZHOU MILEY IMPORT & EXPORTCORPORATIONJENNY LIBill of LadingBILL OF LADING提单SHIPPER: GUANGZHOU MILEYIMPORT & EXPORTCORPORATION46 HUANSHI ROADGUANGZHOU, CHINA B/L NO.GS0456中国远洋运输（集团）总公司CONSIGNEE:TO ORDER OF SHIPPERNOTIFY P AR TY: WINCY SALES COMP ANYLIMITED58 LA WTON STREET, NEW YORK,USA CHINA OCEAN SHIPPING （GROUP）CO . Combined Transport BILL OF LADINGPre-carriage by Place of ReceiptOcean Vessel Voy No DIEK335 V.07Port of LoadingHUANGP UPort of Discharge Place of Delivery Final DestinationNEW YORKContainer seal No. or marks and NosINVOICENO:TTTZ00601 MARKS: KARY ZHANGNEW YORKNO.1—30Kind of Packages; Description ofGoods10 pieces to a box, 20 boxes to a caseBLOUSE: 325 RED,328 BLUE,330 RED-PINKSWEA TER: 425 BLACK427 BLUE-PINK429 BLUE&GREEN PINKGross W eight (KGS)1050Measurement(M3)72TOTAL NUMBER OF CONTAINERS OR PACKAGES（IN WORDS）:SAY THIRTY CARTONS ONLY.FREIGHT N CHARGES REVENUE TONS RATE PERPREPAID COLLECTEx Rate Prepaid at Guangzhou Payable at Place and date of IssueGUANGZHNOU November 15 , 2010 Total Prepaid No. Of OriginalB(S)/L FourSigned for the CarrierGuangzhou Miley Import & ExportCorporationLADEN ON BOARD THE VESSEL(COSCO STANDARD FORM)Reference1.广银芳，《外贸单证制作实务》，[M], 出版：清华大学出版社，2007年2月第1版，P45、P59、P88。