TMT国际贸易实训,上海杰依工贸出口报价
[操作一~十五]上海双城国际贸易公司TMT实训
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双城（集团）国际贸易公司2010-06-29 20:40:01| 分类：国贸实训作业 | 标签： |字号大中小订阅操作一：建交参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路1271ADDR：SUITE 508,CONCH BUILDING号海螺大厦508室1271 ZHONGSHAN RD(W)SHANGHAI, CHINA电话：TEL：86-21-6219394186-21-62193941传真：FAX：86-21-6219397786-21-62193977TO: N.V. NOMDATE: March 2, 2001DEAR SIRS,We learned that you are a well-known importer of light industrial products in Europe, we take the liberty to write to you for the hope of establishing business relationship with you.We are an international trade corporation specialized in this line of business. From 1992, our total export volume has reached over 1 billion US dollars. We are developing to become one of the largest trading corporations in this area nationwide.We take great efforts to increase commodity types rather than quantity to promote the flexibility of competing in the world market. Above all, our clients' demands are always the first to be considered. The commodities we are now exporting are over 400 kinds with more than ten thousand specifications. We are also processing with supplied materials, samples and brands.The commodity we'd like to recommend to you is our " Fortune" brand aluminum outside garden furniture. It is specially designed for European market. We have sent our latest catalogue to you by airmail. As you will see, it is very romantic and beautiful for its lightness, graceful design and excellent craftsmanship. Further more, it can be disassembled so that it is easier for carrying. Some technique has won Chinese patent. And we are applying for European patent at present. We think this product will appeal to the most selective customers at your end.For any information as to our credit standing, please refer to the Bank of China, Shanghai Branch.Yours faithfully,TWINS CITY GROUP INT' TRADE CORP.XXX操作二：报价参考商品：幸运牌铸铝公园桌椅货号：DS-1-A1. 实际成本：400－(400/1.17)*8%＝372.6496 (元)2. 一个20'集装箱的货量：25/(0.5*0.4*0.378)＝330(箱)3. 国内费用＝(1700+50+1110+1500+1250)/330＝17.00 (元)4. 出口运费(USD)＝1980/330＝6.00 (美元)5. 10%利润时, 报价为:[(372.6496 + 17)/8.25]+6CIFC5 ＝--------------------------------＝63.44(美元)1-(1.1*1%+5%+10%)货号：DS-21. 实际成本＝700－(700/1.17)*8%＝652.1368 (元)2. 一个20'集装箱的货量：25/(0.9*0.408*0.4)＝170(箱)3. 国内费用＝(1700+50+1110+1500+1250)/170＝33.00 (元)4. 出口运费(USD)＝1980/170＝11.6471 (美元)5. 10%利润时, 报价为:[(652.1368+33)/8.25]+11.6471CIFC5 ＝-------------------------------- ＝112.87 (美元)1-(1.1*1%+5%+10%)货号：AS-21. 实际成本＝100－(100/1.17)*8%＝93.1624 (元)2. 一个20'集装箱的货量：25/(1.12*0.42*0.3)＝177(箱)2. 国内费用＝(1700+50+1110+1500+1250)/177 ＝31.6949 (元)3. 出口运费(USD)＝1980/177＝11.1864 (美元)4. 10%利润时, 报价为:[(93.1624+31.6949)/8.25]+11.1864CIFC5 ＝-------------------------------------＝31.37 (美元)1-(1.1*1%+5%+10%)货号：AS-11. 实际成本＝20－(20/1.17)*8%＝18.6325 (元)2. 一个20'集装箱的货量：25/(0.3*0.3*0.5)＝555(箱)2. 国内费用＝(1700+50+1110+1500+1250)/(555*4)＝2.5270 (元)3. 出口运费(USD)＝1980/(555*4)＝0.8919 (美元)4. 10%利润时, 报价为:[(18.6325+2.5270)/8.25]+0.8919CIFC5 ＝------------------------------------＝ 4.12 (美元)1-(1.1*1%+5%+10%)报价为:DS-1-A @ US$ 63.44/SET CIFC5 ROTTERDAMDS-2 @ US$ 112.87/SET CIFC5 ROTTERDAMAS-2 @ US$ 31.37/PC CIFC5 ROTTERDAMAS-1 @ US$ 4.12/PC CIFC5 ROTTERDAM操作三：发盘参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路1271号A DDR：SUITE 508,CONCH BUILDING 海螺大厦508室1271 ZHONGSHAN RD(W)SHANGHAI, CHINA电话：TEL：86-21-6219394186-21-62193941传真：86-21-62193977FAX ：86-21-62193977TO: N.V. NOM DATE: March 12, 2001 Dear sirs,Thank you very much for your inquiry dated March 7, 2001 about our "Fortuna" brand aluminum garden furniture. The specific articles you are interested in are surely the best among our products and they are more profitable than those sold in single form.In compliance with your request, we'd like to quote you as follows:"Fortuna" brand aluminum garden furnitureCommodity : Alum Set Of 3pc 4pc Alum Garden Setting Alum Stand Mail BoxAlum FlowerBasket 13 Art. no. : DS-1-A DS-2AS-2AS-1 Packing :1 pc/poly bag1 set/carton 1 pc/poly bag1 set/carton 1 pc/poly bag1pc/carton 4 pcs/cartonmeasure ： 50 X 40 X 37.8CM 90 X 40.8 X 40CM 112 X 42 X 30CM 30 X 30 X 50CM Gross/Net : 22/20 KGS50/45 KGS17/15 KGS8/7.6 KGSPrice Term:CIFC5 ROTTERDAMUnit Price: US$ 63.44/SET US$ 112.87/SET US$ 31.37/PC US$ 4.12/PCMin. quan.:one 20' container for each art. NoShipment : 30 days after receipt of your relevant L/C. Payment : By irrevocable L/C at sight.Insurance :The seller shall cover insurance against All Risks for 110% invoicevalue as per P.I.C.C dated 1/1/1981.By the way, we are sorry to say that we cannot accept the idea of using your brand. As we are applying for the European patent, it is comprehensible that we want to sell our goods on our own brand. "Fortune" is a good brand; we just hope it will bring a fortune to both of us.For your information ， our vice general manager Mr. Yang flew to Europe yesterday on business. He had brought with him some samples of our products. He will call on you during his stay.Our offer is valid in 7 days. We look forward to receiving your initial order. Yours faithfullyTWINS CITY GROUP INT'L TRADE CORP. XXX操作四：还价参考1. 客户还价后的利润额和利润率：客户还盘：DS-1-A: 63.44 ×(1-10%)＝57.10DS-2: 112.87×(1-10%) ＝101.58AS-2：31.37×(1-10%) ＝28.23AS-1: 4.12×(1-10%) ＝3.71总货款收入: (57.10×330+101.58×170+28.23×177+3.71×2220)×8.25＝49,344.51×8.25＝407,092.2075（元）实际总成本＝购货总成本－总退税收入＝（400×330+700×170+100×177+20×2220）×[1-（1+17%）×8%]＝313100×1.09/1.17 =291,691.4529（元）业务费用＝(1700+50+1110+1500+1250)×4＝22,440.00（元）出口运费＝1980×4×8.25＝65,340.00 （元）出口保费＝407,092.2075×110%×1%＝4478.0143 （元）客户佣金＝407,092.2075×5%＝20,354.6104（元）利润总额＝货款收入－实际成本－业务费用－出口运费－保费－客户佣金＝407,092.2075 - 291,691.4529-22,440-65,340-4478.0143-20,354.6104＝2788.13（元）利润率＝2788.13/291,691.4529 ＝0.68%经客户还价后出口商的利润总额为2788.13元人民币, 利润率为0.68 %。
TMT国际贸易实训,上海杰依工贸出口报价
TMT国际贸易实训,上海杰依工贸出口报价上海杰依工贸有限公司货号：SY0011）实际成本＝采购成本－退税收入＝34.90-34.90×9%/(1+17%）＝32.2154元/条2） 20英尺集装箱装箱量：25/(1.02×0.525×0.31）＝150.5979，取整，150箱报价数量：150×20＝3000 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条4）出口运费＝(2700×8.25）/3000＝7.425元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(32.2154+7.1333)/(1-3%-15%)/8.25＝ 5.82美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(32.2154+7.1333+7.425)/(1-3%-15%)/8.25＝6.91美元/条CIFC3＝（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）×保费率）＝(32.2154+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25＝7.00美元/条货号：BS0071）实际成本＝采购成本－退税收入＝36.70-36.70×9%/(1+17%）＝33.8769元/条2） 20英尺集装箱装箱量：25/(1.02×0.525×0.31）＝150.5979，取整，150箱报价数量：150×20＝3000 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条4）出口运费＝(2700×8.25）/3000＝7.425元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(33.8769+7.1333)/(1-3%-15%)/8.25＝6.06美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(33.8769+7.1333+7.425)/ /(1-3%-15%)/8.25＝7.16美元/条CIFC3＝（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）×保费率）＝(33.8769+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25＝57.25美元/条货号：WP1011）实际成本＝采购成本－退税收入＝40.20-40.20×9%/(1+17%)＝37.1077元/条2) 20英尺集装箱装箱量：25/(1.05×0.54×0.33)＝133.6112，取整，133箱报价数量：133×20＝2660 打3) 国内费用：5+(500+1000+350+50+1000+500+2000+1000)/2660＝7.4060元/条4) 出口运费＝(2700×8.25)/2660＝8.3741元/条5) 出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(37.1077+7.4060)/(1-3%-15%)/8.25CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(37.1077+7.4060+8.3741)/ /(1-3%-15%)/8.25＝7.82美元/条CIFC3＝（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）×保费率）＝(37.1077+7.4060+8.3741)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25＝7.91美元/条货号：AF0221) 实际成本＝采购成本－退税收入＝44.50-44.50×9%/(1+17%)＝41.0769元/条2) 20英尺集装箱装箱量：25/(1.10×0.56×0.34)＝119.3659，取整，119箱报价数量：119×20＝2380 打3) 国内费用：5+(500+1000+350+50+1000+500+2000+1000)/2380＝7.6891元/条4) 出口运费＝(2700×8.25)/2380＝9.3592元/条5) 出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(41.0769+7.6891)/ /(1-3%-15%)/8.25＝7.21美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(41.0769+7.6891+9.3592)/(1-3%-15%)/8.25＝8.59美元/条CIFC3＝（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）×保费率）＝(41.0769+7.6891+9.3592)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25。
进出口贸易模拟实习
USD6.83
USD20490.00
US$
3
2660PCS
19817.00
US$
4
2380PCS
YEMEN
USD8.19
USD19492.20
US$
税费征收情况
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海关审单批注及放行日期(签章)
报关员 *** 单位地址 中国上海浦北路906号 邮编 200120 电话 64759723 申报单位(签章) 上海杰依工贸有限公司 填制日期 2003-5-12
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中华人民共和国海关出口货物报关单
预录入编号: 出口口岸 经营单位 发货单位 许可证号 批准文号 上海 上海杰依工贸有限公司 上海杰依工贸有限公司 运抵国(地区) 也门 成交方式 CIFC5 件数 552 随附单据 备案号 运输方式 海运 贸易方式 一般贸易 指运港 HODEIDAH 运费 US$10,800.00 包装种类 CARTONS 保费 US$787.74 毛重(公斤) 23043 海关编号: 出口日期 运输工具名称 TULIP V.008 征免性质 2003-5-20 申报日期 2003-5-12
合同协议号 JY-HSNSC05 集装箱号 TRCY0023-TRCY0024 商业发票及装箱单 TRCY0025-TRCY0026 标记唛码及备注 H.S. AL KAMAR SANA'A TEL. 245757 C/NO.1-552 项号 商品编号 1 商品名称、规格型号 TENDER BRAND BABY BLANKET SY001 TENDER BRAND BABY BLANKET BS007 TENDER BRAND BABY BLANKET WP101 TENDER BRAND BABY BLANKET AF022
上海杰依工贸限公司进出口贸易答案
国贸答案操作一：建交参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: March 2nd 2003Dear Ms Lamia Khashoggi,How are you? It is almost a year since we concluded our last transaction. During this long period, we believe you have been going smoothly in a profitable way, while our company has been developing fast as well. Now we have set up more factories and the capacity of our manufacturers has been doubled, so we can do business more flexibly.Looking back on the past cooperation between us, we appreciate the sound friendship and joint efforts though some shipments were not to your satisfaction. You may be interested to know that we have established a comprehensive monitoring system to ensure the quality and improve our after-sales service programs all-round. We assure you if we receive your new inquiry we would give the best price for the high-quality goods in strict conformity with the delivery date.In particular, we'd like to recommend our latest product: TENDER BRAND BABY BLANKET, which enjoys a high reputation in other western Asian countries because of its fashionable designing, elaborated craftsmanship and excellent material. We have sent to you separately our updated catalogue with illustrations.We will be appreciated if you would inform us of your comments on these items as well as the market situation in your region. It is obviously to our mutual benefit if we can meet the demand of your country.Waiting for your favorable reply.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xmanager操作二：报价参考上海杰依工贸有限公司货号：SY0011）实际成本＝采购成本－退税收入＝34.90-34.90×9%/(1+17%）＝32.2154元/条2）20英尺集装箱装箱量：25/(1.02×0.525×0.31）＝150.5979，取整，150箱报价数量：150×20＝3000 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条4）出口运费＝(2700×8.25）/3000＝7.425元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(32.2154+7.1333)/(1-3%-15%)/8.25＝5.82美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(32.2154+7.1333+7.425)/(1-3%-15%)/8.25＝6.91美元/条CIFC3＝（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）×保费率）＝(32.2154+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25＝7.00美元/条货号：BS0071）实际成本＝采购成本－退税收入＝36.70-36.70×9%/(1+17%）＝33.8769元/条2）20英尺集装箱装箱量：25/(1.02×0.525×0.31）＝150.5979，取整，150箱报价数量：150×20＝3000 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条4）出口运费＝(2700×8.25）/3000＝7.425元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(33.8769+7.1333)/(1-3%-15%)/8.25CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(33.8769+7.1333+7.425)/ /(1-3%-15%)/8.25＝7.16美元/条CIFC3＝（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）×保费率）＝(33.8769+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25＝57.25美元/条货号：WP1011）实际成本＝采购成本－退税收入＝40.20-40.20×9%/(1+17%）＝37.1077元/条2）20英尺集装箱装箱量：25/(1.05×0.54×0.33）＝133.6112，取整，133箱报价数量：133×20＝2660 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/2660＝7.4060元/条4）出口运费＝(2700×8.25）/2660＝8.3741元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(37.1077+7.4060)/(1-3%-15%)/8.25＝6.58美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(37.1077+7.4060+8.3741)/ /(1-3%-15%)/8.25＝7.82美元/条CIFC3＝（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）×保费率）＝(37.1077+7.4060+8.3741)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25＝7.91美元/条货号：AF0221）实际成本＝采购成本－退税收入＝44.50-44.50×9%/(1+17%）＝41.0769元/条2）20英尺集装箱装箱量：25/(1.10×0.56×0.34）＝119.3659，取整，119箱报价数量：119×20＝2380 打3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/2380＝7.6891元/条4）出口运费＝(2700×8.25）/2380＝9.3592元/条5）出口报价：FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(41.0769+7.6891)/ /(1-3%-15%)/8.25＝7.21美元/条CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）＝(41.0769+7.6891+9.3592)/(1-3%-15%)/8.25＝8.59美元/条CIFC3＝（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）×保费率）＝(41.0769+7.6891+9.3592)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25操作三：发盘参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: March 12th, 2003Dear Ms Lamia Khashoggi,Thank you for your inquiry of March 7th, 2003 and we are very glad to hear from you again.We wish to advise that samples you requested has be sent to you earlier today. Kindly inform us upon receipt of the said samples. As to the relevant fee, in order to facilitate you to promote sales in the initial stage, we furnish them to you free of charge. We believe through our mutual efforts, there will be active demand in your market.We are now pleased to quote as follows:Art.No. Pc./ctn. Mea.(cm) G.W.(kg) N.W.(kg) Unit Price(USD)FOBC3 CFRC3 CIFC3SY001 20 102x52.5x31 39 36 5.82 6.91 7.00BS007 20 102x52.5x31 40 37 6.06 7.16 7.25WP101 20 105x54x33 43 40 6.58 7.82 7.91AF022 20 110x56x33 46 43 7.21 8.59 8.70Min. Qty: As to each Art. No., 1x 20' FCLPacking: To be packed in plastic bags with zip of 1 p.c. each, 20 p.c. to a carton.Shipment: Within 30 days of receipt of the relative L/C.Payment: By irrevocable L/C at sight opened through a bank acceptable to the Seller. Insurance: On CIF basis, effected by us covering 110% of the invoice value against All Risks & War Risk as per C.I.C. dated 01/01/1981.This quotation is only valid for 5 days.You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.We look forward to receiving your order.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xmanager操作四：还价参考杰依工贸有限公司1）利润核算：货号SY001总利润额：6.30x8.25x3000-32.2154x3000-5x3000-(500+1000+350+50+1000+500+2000+1000)-2700x8.25-6.30x8.25x3000(1.1x0.009+0.03)＝155925-96646.2-15000-6400-22275-6221.4075＝9382.39 (元)货号BS007 总利润额：6.53x8.25x3000-33.8769x3000-5x3000-6400-2700x8.25-6.53x8.25x3000x(1.1x0.009+0.03)＝161617.5-101630.7-15000-6400-22275-6448.5382＝9863.26(元)货号WP101 总利润额：7.12x8.25x2660-37.1077x2660-5x2660-6400-2700x8.25-7.12x8.25x2660x(1.1x0.009+0.03)＝156248.4-98706.482-13300-6400-22275-6234.3111＝9332.61(元)货号AF022 总利润额：7.83x8.25x2380-41.0769x2380-5x2380-6400-2700x8.25-7.83x8.25x2380x(1.1x0.009+0.03) ＝153742.05-97763.022-11900-6400-22275-6134.3076＝9269.72(元)2）成本核算：货号SY001实际成本：6.30x8.25-7.1333-7.425-6.30x8.25x(0.03+1.1x0.009+0.15)＝27.5466采购成本：27.5466/(1-0.09/1.17)＝29.84(元)／条货号BS007实际成本：6.53x8.25-7.1333-7.425-6.53x8.25x(0.03+1.1x0.009+0.15)＝29.0838采购成本：29.0838/(1-0.09/1.17)＝31.51(元)／条货号WP101实际成本：7.12x8.25-7.4060-8.3741-7.12x8.25x(0.03+1.1x0.009+0.15)＝31.8052采购成本：31.8052/(1-0.09/1.17)＝34.46(元)／条货号AF022实际成本：7.83x8.25-7.6891-9.3592-7.83x8.25x(0.03+1.1x0.009+0.15)＝35.2821采购成本：35.2821/(1-0.09/1.17)＝38.22(元)／条3）再次报价：货号SY001CIFC5：＝(32.2154+7.425+7.1333)/(1-0.009x1.1-0.08-0.05)＝54.3817＝USD6.59/pc.货号BS007CIFC5：＝(33.8769+7.425+7.1333)/(1-0.009x1.1-0.08-0.05)＝56.3135＝USD6.83/pc.货号WP101CIFC5：＝(37.1077+7.4060+8.3741)/(1-0.009x1.1-0.08-0.05)＝61.4903＝USD7.45/pc.货号AF022CIFC5：＝(41.0769+9.3592+7.6891)/(1-0.009X1.1-0.08-0.05)＝67.5796＝USD8.19/pc.操作五：还盘参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800--------------------------------------------------------------------------------Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: March 22nd 2003Dear Ms Lamia Khashoggi,Thank you for your letter of March 17th 2003but we are sorry to learn of your opinion about our quotation.We understand that the competition at your area is tough and that cheap products of low quality have dumped the market. However, we trust you could easily differentiate our quality with the rest of similar products. Our blankets have undergone a series of special procedures so that they feel soft and tender with good heat preservation, due to which our costs are more expensive and our quality are far better than other products. So it is understandable that the prices we quoted are worth it.But in order to assist you to compete in the market, we are prepared to make some adjustments:Art. No. Quantity Unit PriceSY001 3000 pieces USD 6.59 CIFC5 HODEIDAHBS007 3000 pieces USD 6.83 CIFC5 HODEIDAHWP101 2660 pieces USD 7.45 CIFC5 HODEIDAHAF022 2380 pieces USD 8.19 CIFC5 HODEIDAHAs to the terms of payment, we regret to say we cannot accept D/P terms although we have every confidence in your integrity and ability. Since we have been selling the goods on L/C basis, it might bring about certain effect on our relations with other clients if lending you this privilege exclusively. We are quite aware of your situation, so as a special sign of cooperation, we agree to accept L/C at 30 days from B/L date during this sales-pushing stage. In addition, we would like to draw your attention to the fact that the usual commission we allow is 3%, but in your case, it has been specially raised to 5% to facilitate your efforts in sales.Please note that we have given you our most favorable conditions and we trust that the above will be acceptable to you. We highly appreciate your early order.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYXXXManager操作六：成交参考杰依工贸有限公司合同核算：1. 成交价格:Art.No. SY001: USD6.59＝54.3675 (元)Art.No. BS007: USD6.83＝56.3475 (元)Art.No. WP101: USD7.45＝61.4625 (元)Art.No. AF022：USD8.19＝67.5675 (元)2. 成交金额: 6.59*3000+6.83*3000+7.45*2660+8.19*2380＝USD79569.2=656445.9(元）3. 购货成本: 34.90*3000+36.70*3000+40.20*2660+44.50*2380＝427642 (元）4. 退税收入: 427642/1.17*0.09=32895.538(元）5. 国内费用:5*(3000+3000+2660+2380)+4*(500+1000+1000+500+2000+1000+350+50)＝80800（元）6. 出口运费: 2700*8.25*4= 89100 (元)7. 保险费用: 656445.9×1.1×0.9%=6498.8144(元）8. 佣金费用: 656445.9*0.05=32822.295(元)9. 成交利润＝成交金额- 实际成本- 国内费用- 出口运费-保险费用-佣金＝656445.9-427642+32895.538-80800-89100-6498.8144-32822.295＝52478.33(元）10. 成交利润率＝52478.33/656445.9= 8.00%操作七：合同参考<1> <2>上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800--------------------------------------------------------------------------------Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: April 1st 2003Dear Ms Lamia Khashoggi,We are very pleased to receive your order dated March 27th 2003. We accept the order the are enclosing you our Sales Confirmation No. JY-HSNSC05 in duplicate of which please countersign and return one copy to us for our file.We trust you will open the relative L/C at an early date and we shall arrange delivery as soon as we get your L/C. Please see to it that the L/C must conform to the terms and conditions we have agreed upon thus to avoid following amendments.Thank for your cooperation.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xmanager操作七：合同参考<1> <2>SALES CONFIRMATIONS/C No.: JY-HSNSC05Date: April 1st 2003The Seller:SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYThe Buyer:HASSAN ALKAMAR FOR GENERAL TRADINGAddress:906 PUBEI ROAD Address: P.O.BOX 20242 TAIZ STREET SHANGHAI, CHINASANA'A - REPUBLIC OF YEMENPACKING: TO BE PACKED IN PLASTIC BAGS WITH ZIP OF ONE PC EACH, 20 PCS TO ACARTON,TOTAL 552 CARTONS ONLY.SHIPMENT: TO BE EFFECTED BY THE SELLER FROM SHANGHAI TO HODEIDAH NOT LATERTHAN MAY 31TH 2003 ON CONDITION THAT UPON RECEIPT OF THE RELEVANT L/C WITH PARTIAL SHIPMENT AND TRANSHIPMENT NOT ALLOWED.PAYMENT: THE BUYER SHALL OPEN THROUGH A BANK ACCEPTABLE TO THESELLER AN IRREVOCABLE LETTER OF CREDIT AT 30 DAYS FROM B/L DATE TO REACH THE SELLER BEFORE APRIL 25TH 2003 AND VALID FOR NEGOTIATION IN CHINA UNTIL THE 15TH DAY AFTER THE DATE OF SHIPMENT.INSURANCE: T HE SELLER SHALL COVER THE INSURANCE FOR 110% OF TOTAL INVOICEVALUE AGAINST ALL RISKS AND WAR RISK AS PER AND SUBJECT TO THE RELEVANT OCEAN MARINE CARGO CLAUSES OF PEOPLE'S INSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirmed by: THE SELLERTHE BUYER SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY XXXREMARKS:1. The buyer shall have the covering letter of credit which should reach the Seller 30 days before shipment, 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.2. In case of any discrepancy in Quality/Quantity, 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.3. For transactions concluded on C.I.F. basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire 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 of International Trade attesting such event(s).5. All deputies arising out of the performance of, or relating to this contract, shall be settled through negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final and binding upon both parties.6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same.Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.7. Special conditions: ( These shall prevail over all printed terms in case of any conflict.)操作八：审证参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800审证意见信用证存在的问题需要修改的理由信用证金额有误无法全额出运货物国外到期易产生逾期交单付款期限不妥超出合同规定期限合同号码错误与实际合同号码不符投保加成错误增加保费支出投保依据的条款制订的日期有误与实际不符检验条款不妥限制过严包装条款有误增加包装支出没有受UCP500约束的文句信用证开立无依据操作九：改证参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: April 25, 2003Dear Ms Lamia Khashoggi,Thank you for your L/C No. HSN-JYLC05.However, when we checked the L/C with the relevant contract, we found the following discrepancies: 1 The amount of the L/C is U.S. DOLLARS SEVENTY NINE THOUSAND FIVE HUNDRED "SIXTYNINE" AND CENTS TWENTY instead of "SIX NINE".2 The negotiation place shall be in China.3 The draft should be at 30 days from B/L date not 30 days after sight.4 The S/C number shall be JY-HSNSC05 instead of HSN-JYSC05.5 The insured value should be full invoice value "plus 10%" not "plus 110%" and it should subject to and as per "C.I.C. dated 1/1/1981" not "I.C.C. dated 1/1/1980".6 The inspection clause should read as "Inspection should be effected before shipment by the beneficiary. Relevant documents or certificates are required to be issued by Shanghai Export Commodity Inspection Bureau or specific inspector accepted by the Beneficiary. Meanwhile, the Applicant reserves the right of re-inspection at the destination port."7 The goods are not required to be packed in colored polybags, which is not in conformity with our contract and will raise our cost.8 The L/C is subject to UCP500.Please ask your banker to amend the L/C accordingly, and please see to it that the L/C amendment should reach us before 30 APRIL 2003, so that you can receive the goods without delay.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xmanager操作十：订舱参考<1> <2> <3>公司编号:BH05JY出口货物订舱委托书日期:9-May-0121)标记唛码22)货号规格23)包装件数24)毛重25)净重26)数量27)单价28)总价TENDER BRAND BABY BLANKET CIFC5 HODEIDAHH.S.ALSY001150CTNS5850KGS5400KGS3000PCS USD6.59USD19770.00 KAMARSANA'A BS007150CTNS6000KGS5550KGS3000PCS USD6.83USD20490.00 TEL.245757WP101133CTNS5719KGS5320KGS2660PCS USD7.45USD19817.00 C/NO.1-552AF022119CTNS5474KGS5117KGS2380PCS USD8.19USD19492.2029)总件数30)总毛重31)总净重32)总尺码33)总金额552CTNS23043KGS21387KGS99.611M3USD79569.20 34)备注操作十：订舱参考<1> <2> <3>C O M M E R C I A L I N V O I1) SELLER 3) INVOICE NO. 4) INVOICE DATESHANGHAI JIEYI INDUSTRIAL TRADINGJY-HSNINV05 9-May-01COMPANY906 PUBEI ROAD 5) L/C NO. 6) DATESHANGHAI CHINA HSN-JYLC05 14-Apr-01Tel:64759723 Fax:0086 21 64759800 ISSUED BYCREDIT AGRICOLE INDOSUEZ SANNA2) BUYER 8) CONTRACT NO. 9) DATEHASSAN AL KAMAR FOR GENERALJY-HSNSC05 1-Apr-01TRADINGP.O. BOX 20242 TAIZ STREET 10) FROM 11) TOSANA'A---REPUBLIC OF YEMEN SHANGHAI HODEIDAH PORT12) SHIPPED BY 13) PRICE TERMCIFC5 HODEIDAH PORT14) MARKS 15) DESCRIPTION OF GOODS 16) QTY. 17) UNIT PRICE 18) AMOUNTTENDER BRAND BABYCIFC5 HODEIDAH PORT BLANKETAS PER APPLICANTS ORDER DATED JULY 12TH 2003 AND S/CNO.JY-HSNSC05H.S.ALART. SY001 3000 PIECES USD6.59 USD19770.00 KAMARSANA'A ART. BS007 3000 PIECES USD6.83 USD20490.00TEL.245757 ART. WP101 2660 PIECES USD7.45 USD19817.00C/NO.1-552 ART. AF022 2380 PIECES USD8.19 USD19492.20TOTAL: USD79569.2019)Total Amount in Words:SAY US DOLLARS SEVENTY NINE THOUSAND FIVE HUNDRED AND SIXTYNINE AND CENTS TWENTY ONLY20) Total Number of Packages:552 cartons21)PACKINGWe hereby certify that goods are packed in plastic bags of 1 piece each and 20 pcs to acarton22)Total Gross Weight:23043KGSL/C NO. HSN-JYLC0523) ISSUED BYSHANGHAI JIEYI INDUSTRIAL TRADING COMPANY24) SIGNATURE5 COPIES操作十：订舱参考<1> <2> <3>P A C K I N G L I S T1) SELLER 3) INVOICE NO. 4) INVOICE DATE SHANGHAI JIEYI INDUSTRIAL TRADINGCOMPANYJY-HSNINV05 9-May-01906 PUBEI ROAD 5) FROM 6) TOSHANGHAI CHINA SHANGHAI HODEIDAH PORT TEL:64759723 FAX:0086 21 64759800 7) TOTAL PACKAGES(IN WORDS)SAY FIVE HUNDRED AND FIFTY TWO CARTONSONLY2) BUYER 8) MARKS & NOS.HASSAN AL KAMAR FOR GENERALTRADINGH.S.AL KAMARP.O. BOX 20242 TAIZ STREET SANA'ASANA'A---REPUBLIC OF YEMEN TEL.245757C/NO. 1-5529) C/NOS. 10) NOS. & KINDS OFPKGS. 11) ITEM12)QTY. 13) G.W.(kg) 14) N.W.(kg) 15) MEAS(m3)TENDER BRAND BABYBLANKET1-150 150 CTNS ART.SY001 3000 PCS 5850KGS 5400KGS 24.901M3 151-300 150 CTNS ART.BS007 3000 PCS 6000KGS 5550KGS 24.901M3 301-433 133 CTNS ART.WP101 2660 PCS 5719KGS 5320KGS 24.886M3 434-552 119 CTNS ART.AF022 2380 PCS 5474KGS 5117KGS 24.923M3TOTAL: 552 CTNS 11040PCS 23043KGS 21387KGS 99.611M3L/C NO. HSN-JYLC0516) ISSUED BYSHANGHAI JIEYI INDUSTIAL TRADING COMPANY17) SIGNATUREXXX3 COPIES操作十一：报关参考<1> <2> <3>中华人民共和国海关出口货物报关单预录入编号: 海关编号:操作十一：报关参考<1> <2> <3>C O M M E R C I A L I N V O I1) SELLER 3) INVOICE NO. 4) INVOICE DATESHANGHAI JIEYI INDUSTRIAL TRADINGJY-HSNINV05 9-May-01 COMPANY906 PUBEI ROAD 5) L/C NO. 6) DATESHANGHAI CHINA HSN-JYLC05 14-Apr-01Tel:64759723 Fax:0086 21 64759800 ISSUED BYCREDIT AGRICOLE INDOSUEZ SANNA2) BUYER 8) CONTRACT NO. 9) DATEHASSAN AL KAMAR FOR GENERALJY-HSNSC05 1-Apr-01TRADINGP.O. BOX 20242 TAIZ STREET 10) FROM 11) TOSANA'A---REPUBLIC OF YEMEN SHANGHAI HODEIDAH PORT12) SHIPPED BY 13) PRICE TERMCIFC5 HODEIDAH PORT14) MARKS 15) DESCRIPTION OF GOODS 16) QTY. 17) UNIT PRICE 18) AMOUNTTENDER BRAND BABYCIFC5 HODEIDAH PORT BLANKETAS PER APPLICANTS ORDER DATED JULY 12TH 2003 AND S/CNO.JY-HSNSC05H.S.ALART. SY001 3000 PIECES USD6.59 USD19770.00 KAMARSANA'A ART. BS007 3000 PIECES USD6.83 USD20490.00TEL.245757 ART. WP101 2660 PIECES USD7.45 USD19817.00C/NO.1-552 ART. AF022 2380 PIECES USD8.19 USD19492.20TOTAL: USD79569.2019)Total Amount in Words:SAY US DOLLARS SEVENTY NINE THOUSAND FIVE HUNDRED AND SIXTYNINE AND CENTS TWENTY ONLY20) Total Number of Packages:552 cartons21)PACKINGWe hereby certify that goods are packed in plastic bags of 1 piece each and 20 pcs to acarton22)Total Gross Weight:23043KGSL/C NO. HSN-JYLC0523) ISSUED BYSHANGHAI JIEYI INDUSTRIAL TRADING COMPANY24) SIGNATUREXXX5 COPIES操作十一：报关参考<1> <2> <3>P A C K I N G L I S T1) SELLER 3) INVOICE NO. 4) INVOICE DATE SHANGHAI JIEYI INDUSTRIAL TRADINGCOMPANYJY-HSNINV05 9-May-01906 PUBEI ROAD 5) FROM 6) TOSHANGHAI CHINA SHANGHAI HODEIDAH PORTTEL:64759723 FAX:0086 21 64759800 7) TOTAL PACKAGES(IN WORDS)SAY FIVE HUNDRED AND FIFTY TWO CARTONSONLY2) BUYER 8) MARKS & NOS.HASSAN AL KAMAR FOR GENERALTRADINGH.S.AL KAMARP.O. BOX 20242 TAIZ STREET SANA'ASANA'A---REPUBLIC OF YEMEN TEL.245757C/NO. 1-5529) C/NOS. 10) NOS. & KINDS OFPKGS. 11) ITEM12)QTY. 13) G.W.(kg) 14) N.W.(kg) 15) MEAS(m3)TENDER BRAND BABYBLANKET1-150 150 CTNS ART.SY001 3000 PCS 5850KGS 5400KGS 24.901M3 151-300 150 CTNS ART.BS007 3000 PCS 6000KGS 5550KGS 24.901M3301-433 133 CTNS ART.WP101 2660 PCS 5719KGS 5320KGS 24.886M3 434-552 119 CTNS ART.AF022 2380 PCS 5474KGS 5117KGS 24.923M3TOTAL: 552 CTNS 11040PCS 23043KGS 21387KGS 99.611M3 L/C NO. HSN-JYLC0516) ISSUED BYSHANGHAI JIEYI INDUSTIAL TRADING COMPANY17) SIGNATUREXXX3 COPIES操作十二：投保参考、装船参考海运出口货物投保单1)保险人：2)被保险人：中国人民保险公司上海分公司上海杰依工贸有限公司8)运输工具: (船名) (航次)TULIP V.0089)装运港: SHANGHAI10)目的港: HODEIDAH11)投保险别: 12)货物起运日期20-May-01ALL RISKS AND WAR RISKS AS PEROCEAN MARINE CARGO CLAUSESOF P.I.C.C. DATED 1/1/1981.13)投保日期: 14)投保人签字：15-May-01上海杰依工贸有限公司XXXX操作十二：投保参考、装船参考上海杰依工贸有限公司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：0086－21－64759723TEL：0086－21－64759723传真：0086－21－64759800FAX：0086－21－64759800Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of YemenDate: May 15th 2003Dear Ms Lamia Khashoggi,We are please to inform you that the following goods under our Sales Confirmation No.JY-HSNSC05 agaist L/C No. HSN-JYLC05 have how been shipped by s.s.Tulip V.008 sailing tomorrow from Shanghai to Hodeidah which is estimated to reach your end at May 20th 2003ABY BLANKETART.NO. SY0013000PCS@6.59in 150 CTNSART.NO. BS007 3000PCS@6.83 in 150 CTNSART.NO. WP1012660PCS @7.45 in 133 CTNSART.NO. AF022 2380PCS @8.19 in 119 CTNSTOTAL VALUE: USD 79569.20B/L NO. JY-HSNBL05We assume that you may find no trouble in taking delivery of the goods when they arrive and we hope this shipment will turn out to your entire satisfaction.With best regards!Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYXXXmanager。
tmt系统外贸实务操作答案林生贸易
操作一：建交参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548ADD: 548 YANPING ROAD，SHANGHAI 号电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeDATE: MARCH 2, 2001 Fax:065-7890023Dear Sales Manager,Through the courtesy of Bank of China, Singapore Branch, we learned that you are one of the major importers in your country of stationery and are, therefore, writing to you in the hope of establishing business relations with you.Our company is a state-owned corporation specializing in stationery and office equipment for many years. Our products, reputed for their soundquality and favorable price, are well established in markets both home and abroad. Therefore we have entered into trade relations with customers from various countries and regions in the world and business has been developing quite satisfactorily for both parties.For your interest, we would like to recommend one of our commendable products, BRIGHT brand drafting machine, which sells well in other Asian countries and is sure to find a steady demand in your country through our mutual efforts. In order to give you a brief idea of the product, we have sent you a copy of our latest catalogue for your reference. It would be in your interest to place an order with us as soon as possible, and you may get a favorable rebate for a considerable initial order.Your early reply is much appreciated.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作二：报价参考商品：光明牌绘图机货号：SBT－1211.实际成本＝780×＝7202.国内费用：一个20'集装箱可装纸箱数＝25/××＝173国内费用＝10+(1000+1000+350+50+500+2000+1000)/173＝3.出口运费＝(1100×/173＝＝(720++/[ ＝＝(720+/[ ＝货号：70031.实际成本＝680×＝2.国内费用：一个20'集装箱可装纸箱数＝25/××＝285国内费用＝10+(1000+1000+350+50+500+2000+1000)/285＝3.出口运费＝(1100×/285＝＝++/[ ＝＝+/[ ＝货号：SDM-021.实际成本＝850×=2.国内费用：一个20'集装箱可装纸箱数＝25/××＝129国内费用＝10+(1000+1000+350+50+500+2000+1000)/129＝3.出口运费＝(1100×/129＝＝++/[ ＝＝+/[ ＝操作三：发盘参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548ADD: 548 YANPING ROAD，SHANGHAI 号电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeDATE: MARCH 12, 2001Dear Madam,We are glad to have received your inquiry .You may be aware that wooden cases add to both packing fees and freight, so cheaper packing in cartons will be in your interest. We assure you the seaworthiness of our cartons. For any losses caused by defects of our products, your customers can get full refunds; for other losses, they can receive replacements of spare parts for half charge.Meanwhile, please pay attention to the following points:1)We usually finance our trade with foreign customers, esp. for first transactions, by L/C at sight . Maybe you can obtain such favorable payment terms as D/P if future business develop to our mutual satisfaction.2)If transactions are concluded on CIF or CFR basis, we do not want to put you in the trouble of contacting shipping companies or arranging shipment.3)The goods will be inspected by Shanghai Inspection Bureau. Your representative can be present if it is necessary.As you can see, the above terms and conditions take the interests of both parties into consideration , so we hope you can also accept them so as to facilitate our future business. We are now glad to make you the following offer:Unit Price(USD) .Pc./ctn.Mea. . . .FOBC5 CIFC5(US$)(cm)(kg)(kg)(pcs)(US$)SBT-121180x60x3025231737003170x50x252523285SDM-02185x65x352523129Packing:To be packed in cartons of 1 pc. eachShipment:To be effected within 30 days of receipt of the related L/C.Payment:By irrevocable L/C at sight opened through a bank acceptable to the Seller. Our accounting bank is the Bank of China, Shanghai Branch.Insurance:For 110% invoice value covering All Risks & War Risk as perdated 1/1/1981.We look forward to receiving your initial order.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGER操作四：还价参考货号：SBT-121(设还价利润率为x)，则：107＝(720++/＝－ /107＝×100％＝%利润额为：107*(720++/ ＝（美元）/台货号：700392＝++/x＝ /92＝－ /92＝×100％＝%利润额为：92*＝（美元）/台货号：SDM-02 119＝++/x＝ /119＝×100％＝%利润额为：119*＝（美元）/台二、再次报价核算参考答案货号：SBT－121CIFC5＝(720++/[＝FOBC5＝(720+/[货号：7003 CIFC5＝++/[＝FOBC5＝+/[货号：SDM-02 CIFC5＝++/[＝FOBC5＝+/[＝操作五：还盘参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号ADD: 548 YANPING ROAD，SHANGHAI电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeDate: March 22, 2001Dear Madam,Thank you for your fax, but we are regretful to learn of your opinion on our quotatioFor your information, Japanese makers usually ask for full charges for replacement major parts, and South Korean suppliers commonly effect shipment 60 days after receipt the related Ls/C. So which one would you like to choose: a lower price with condition service, or a higher price with complete and dependable serviceBut since this is going to be the first transaction between us and our products a new to your customers, we are ready to make you the following new offer:Art. No.Unit Price CIFC5 SINGAPOREFOBC5SHANGHAISBT-1217003SDM-02Since our manufacturing department has already received a lot of indents, please pla your order with us as soon as possible.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作六：成交参考总货款收入：（成交总额）285×94＋129××＝总购货成本:285×680＋129×850＝总退税收入：×9％/(1+17%)＝出口运费：1100×2×＝出口保险费：×110％×%＝客户佣金：×5％＝国内费用：10×（285＋129）＋5900×2＝总利润额：＋－－－－－＝利润率：÷×100%＝5%操作七：合同参考 <1>上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号ADD: 548 YANPING ROAD，SHANGHAI电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeDate: April 1st 2001Dear Madam,We are pleased to book your order and are enclosing the Sales Confirmation No. LS-BRTSC in duplicate. Please sign and return one copy for our file.Meanwhile, please ask your banker to open the relevant L/C without delay so that y can receive the goods on time.Thank for your cooperation.With best regard.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作七：合同参考 <2>SALES CONFIRMATIONS/C No.: LS-BRTSC07Date: April 1st 2001The Seller:SHANGHAI LINSHENG TRADING CO. LTD The Buyer: BRIGHT STATIONERY CO.Address:548 YANPING ROAD Address: 125 SUNFLOWER PLAZASHANGHAI,SINGAPO CHINACommodity & SpecificationsQUAN...MEAS.UnitPrice(US$)AMOUNT(US$)BRIGHT BRAND DRAFTING MACHINE(SET)(KG)(KG)(CM)CIFC3 NEWYORK. 7003 . SDM-022********X50X25 129252385X65X35TOTAL CONTRACT VALUE:SAY US DOLLAR FORTY-TWO THOUSAND SEVEN HUNDREDEIGHTY-EIGHT AND CENTS FIFTY-EIGHT ONLYPACKING:TO BE PACKED IN CARTONS OF ONE EACH, TOTAL 414 CARTONS ONLY.SHIPMENT:TO BE EFFECTED BY THE SELLER FROM SHANGHAI TO SINGAPORENOT LATER 31TH MAY,2001 WITH PARTIALSHIPMENT AND TRANSHIPMENT NOT ALLOWED.PAYMENT:THE BUYER SHALL OPEN THROUGH A BANK ACCEPTABLE TO THESELLER AN IRREVOCABLE SIGHT LETTER OF CREDIT TO REACH THESELLER BEFORE APRIL 25 2001 AND REMAIN VALID FOR NEGOTIATION INCHINA UNTIL THE 15TH DAY AFTER THE TIME OF SHIPMENT.THE SELLER SHALL COVER THE INSURANCE FOR 110% OF TOTAL INVOICE INSURANCE:VALUE AGAINST ALL RISKS AND WAR RISKS AS PER AND SUBJECT TORELEVANT OCEAN MARINE CARGO CLAUSES OF PEOPLE'S INSURANCECOMPANY OF CHINA DATED 1/1/1981.Confirmed by:THE SELLER THE BUYERSHANGHAI LINSHENG TRADING CO. LTD.XXX操作八：审证参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号ADD: 548 YANPING ROAD，SHANGHAI电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－审证意见信用证存在的问题需要修改的理由国外到期易产生逾期交单受益人地址有误易出现单、证不符信用证金额有误无法全额出运货物投保加成错误增加保费支出投保依据的条款制订的日期有误与实际不符包装条款不妥增加包装支出操作九：改证参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号ADD: 548 YANPING ROAD，SHANGHAI电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeFax:065-7890023Date: April 25, 2001Dear Madam,Thank you for your L/C . However, we find it contains the following discrepancies:1. THE CREDIT IS TO EXPIRE IN CHINA, NOT IN SINGAPORE.2. THE ADDRESS OF THE APPLICANT SHOULD BE '125 SUNFLOWER PLAZA', NOT '521 SUNFLOWERPLAZA'.3. THE AMOUNT SHOULD BE 'SAY US DOLLARS FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND CENTS FIFTY-EIGHT ONLY'.4. INSURANCE IS TO BE COVERED FOR 110% OF INVOICE VALUE, NOT FOR FULL INVOICE VALUE PLUS 110%.5. THE CIC SHOULD BE DATED 01/01/1981, INSTEAD OF 01/01/1980.6. GOODS SHOULD BE PACKED IN CARTONS, NOT IN WOODEN CASES.Please ask your banker to amend the L/C accordingly, and please see to it that the L/C amendment reach us before April 30, 2001, so that you can receive the goods without delay.With Best Regards.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作十： 订舱参考 <1>公司编号: BH07LS 出 口 货 物 订 舱 委 托 书 日期: 9-May-011)发货人SHANGHAI LINSHENG TRADING CO. LTD.548 YANPING ROADSHANGHAI CHINA 4)信用证号码 BRT-LSLC075)开证银行 DBS BANK 6)合同号码 LS-BRTSC07 7)成交金额 US$8) 装运口岸 SHANGHAI9)目的港 SINGAPORE2)收货人 TO ORDER10)转船运输 NO11)分批装运 12)信用证效期 15-Jun-01 13)装船期限 31-May-0114)运费 PREPAID15)成交条件 CIFC5SINGAPORE16)公司联系人 XXX17)电话/传真 021－3)通知人BRIGHT STATIONERY 125 SUNFLOWER PLAZA,SINGAPORE 18)公司开户行 Bank ofChina19)银行帐号 3520)特别要求21)标记唛码 22)货号规格 23)包装件数 24)毛重 25)净重 26)数量 27)单价 28)总价BRIGHT BRAND DRAFTING MACHINES CIFC5 SINGAPOREBRIGHT7003285CTNS7125KGS 6555KGS 285SETS USD94SINGAPORE SDM02129CTNS3225KGS2967KGS129SETSC/NO. 1-41429)总件数30)总毛重31)总净重32)总尺码33)总金额414CTNS10350KGS9522KGS US$34)备注操作十：订舱参考 <2> C O M M E R C I A L I NV O I C E1) SELLER3) INVOICE NO.4) INVOICE DATE SHANGHAI LINSHENG TRADING .LS-BRTINV079-May-01548 YANPING ROAD5) L/C NO.6) DATE SHANGHAI CHINA BRT-LSLC0714-Apr-01ISSUED BYDBS BANK2) BUYER8) CONTRACT NO.9) DATEBRIGHT STATIONERY CO LS-BRTSC071-Apr-01125 SUNFLOWER PLAZA10) FROM11) TO SINGAPORE SHANGHAI SINGAPORE12) SHIPPED BY13) PRICE TERMCIFC5 SINGAPORE18)14) MARKS15) DESCRIPTION OF GOODS 16) QTY.17) UNIT PRICEAMOUNT(USD)BRIGHT BRAND DRAFTINGCIFC5 SINGAPORE MACHINESBRIGHT7003285SETSSINGAPORE SDM02129SETSC/TOTAL:19)TOTAL VALUESAY US DOLLARS FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND FIFTY EIGHT ONLY20) CERTIFICATIONAS PER SALES CONFIRMATION21)PACKING7003 TO BE PACKED IN 285 CTNS OF ONE EACHSDM02 TO BE PACKED IN 129 CTNS OF ONE EACHTATAL FOUR HUNDRED AND FOURTEEN CARTOONS ONLY22)GROSS WEIGHT10350KGSL/C NO. BRT-LSLC0723) ISSUED BYSHANGHAI LINSHENG TRADING CO. LTD.24) SIGNATUREXXX6 COPIES操作十：订舱参考 <3>P A C K I N G L I S T1) SELLER3) INVOICE NO.4) INVOICE DATE SHANGHAI LINSHENG TRADING .LS-BRTINV079-May-01548 YANPING ROAD 5) FROM 6) TO SHANGHAI CHINA SHANGHAISINGOPORE7) TOTAL PACKAGES(IN WORDS)FOUR HUNDRED AND FOURTEEN CARTONS ONLY 2) BUYER8) MARKS & NOS. BRIGHT STATIONERY BRIGHT 125 SUNFLOWER PLAZA SINGAPORE SINGAPORE C/9) C/NOS. 10) NOS. & KINDS OF PKGS. 11) ITEM 12)QTY. 13) .(kg) 14) .(kg)15)MEAS(m3)BRIGHT BRAND DRAFTINGMACHINES1-285285 CTNS7003 285 SETS 7125 KGS 6555 KGS M3 286-414 129 CTNS SDM02 129 SETS 3225 KGS 2967 KGSTOTAL: 414 CTNS 414 SETS 10350 KGS 9522 KGSL/C NO. BRT-LSLC0716) ISSUED BYSHANGHAI LINSHENG TRADING CO. LTD.17) SIGNATUREXXX3 COPIES操作十一：报关参考中华人民共和国海关出口货物报关单预录入编号:海关编号:操作十二：投保参考海运出口货物投保单1)保险人：2)被保险人：中国人民保险公司上海林生贸易有限公司8)运输工具:(船名)(航次)HAILING9)装运港:SHANGHAI10)目的港:SINGAPORE11)投保险别:12)货物起运日期:20-May-01 ALL RISKS AND WAR RISKS AS PEROCEAN MARINE CARGO CLAUSESOF PICC DATED 1/1/1981.13)投保日期：14)投保人签字：15-May-01上海林生贸易有限公司XXX操作十二：装船参考上海林生贸易有限公司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号ADD: 548 YANPING ROAD，SHANGHAI电话：0086－021－TEL: 0086－021－传真：0086－021－FAX: 0086－021－Sales ManagerBright Stationery Co.125 Sunflower PlazaSingaporeDATE: May 15th 2001Dear Madam,Thank you for your fax.This is to inform you that 414 cartons of Bright Brand drafting machines under S/C No. LS-BRTSC07 have been loaded on board . Hailing , which will be sailing on May 20, 2001 The B/L No. is LS-BRTBL07, and the total invoice value is US$42,. We are confident that you will find the goods totally satisfactory to your customers.With best regards!Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作十三：议付参考 <1>BILL OF EXCHANGENo.LS-BRTINV07For US$SHANGHAI27-May-01(amount in figure)(place and date of issue)At*****************sight of this F IRST Bill of exchange(SECOND being unpai pay to BANK OF CHINA, SHANGHAI BRANCH or order the sum ofUS DOLLARS FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND CENTS FIFTY-EIGHT ONLY(amount in words)Value received for414 CARTONS of DRAFTING MACHINES( quantity )( name of commodity )Drawn under DBS BANKL/C No.BRT-LSLC07dated14-Apr-01To:DBS BANK For and on behalf ofTRADE SERVICES DEPARTMENT SHANGHAI LINSHENG TRADING CO. LTD.6 SHENTON WAY, DBS BUILDING TOWER TWOSINGAPORE, 0106XXX(Signature)操作十三： <2>B I L L O F L A D I N G11)MARKS 12) NOS. & KINDS OF PKGS. 13)DESCRIPTION OF GOODS14) .(kg)15) MEAS(m3)BRIGHT414 CARTONS BTIGHT BRAND DRAFTING MACHINES10350SINGAPORE ART. NO. 7003C/NO. 1-414ART. NO. SDM-02FREIGHT PREPAIDL/C16)TOTAL NUMBER OF CONTAINERSSAY FOUR HUNDRED AND FOURTEEN CARTONS ONLYOR PACKAGES(IN WORDS)19)DATE20-May-0120)BYCOSCO-MIDSON SHIPPING INC林自强林自强ENDORSEMENT: SHANGHAI LINGSHENG TRADING .X X X 3 COPIES操作十三：议付参考 <3>C O M M E R C I A L I N V O I C E1) SELLER3) INVOICE NO.4) INVOICE DATE SHANGHAI LINSHENG TRADING .LS-BRTINV079-May-01548 YANPING ROAD5) L/C NO.6) DATESHANGHAI CHINA BRT-LSLC0714-Apr-01ISSUED BYDBS BANK2) BUYER8) CONTRACT NO.9) DATEBRIGHT STATIONERY CO LS-BRTSC071-Apr-01125 SUNFLOWER PLAZA10) FROM11) TOSINGAPORE SHANGHAI SINGAPORE12) SHIPPED BY13) PRICE TERMHAILING CIFC5 SINGAPORE14) MARKS15) DESCRIPTION OF GOODS 16) QTY.17) UNIT PRICE18) AMOUNT(USD)BRIGHT BRAND DRAFTING MACHINES CIFC5 SINGAPOREBRIGHT7003285SETSSINGAPORE SDM02129SETSC/TOTAL:19)TOTAL VALUESAY US DOLLARS FORTY-TWO THOUSAND SEVEN HUNDRED EIGHTY-EIGHT AND FIFTY EIGHT ONLY20) CERTIFICATIONAS PER SALES CONFIRMATION21)PACKING7003 TO BE PACKED IN 285 CTNS OF ONE EACHSDM02 TO BE PACKED IN 129 CTNS OF ONE EACHTATAL FOUR HUNDRED AND FOURTEEN CARTOONS ONLY22)GROSS WEIGHT10350KGSL/C NO. BRT-LSLC0723) ISSUED BYSHANGHAI LINSHENG TRADING CO. LTD.24) SIGNATUREXXX5 COPIES操作十三：议付参考 <4>中国人民保险公司THE PEOPLE'S INSURANCE COMPANY OF CHINA总公司设于北京一九四九年创立Head office: BEIJING Established in 1949保险单保险单号次INSURANCE POLICY POLICY NO.LS-BRTB中国人民保险公司 ( 以下简称本公司 )THIS POLICY OF INSURANCE WITNESSES THAT THE PEOPLE'S INSURANCE COMPANY OF CHINA ( HEREINAFTER CA COMPANY" )根据AT THE REQUEST OF SHANGHAI LINSHENG TRADING .(以下简称被保险人 ) 的要求，由被保险人向本公司缴付约( HEREINAFTER CALLED " THE INSURED " ) AND IN CONSIDERATION OF THE AGREED PREMIUM PAID TO THE COMP定的保险，按照本保险单承保险别和背面所载条款下列INSURED UNDERTAKES TO INSURE THE UNDERMENTIONED GOODS IN TRANSPORTATION SUBJECT TO THE CONDITIONS OF T 特款承保下述货物运输保险，特立本保险单AS PER THE CLAUSES PRINTED OVERLEAF AND OTHER SPECIAL CLAUSES ATTACHED HEREONBRIGHT414 CARTONS DRAFTING MACHINES US$SINGAPOREC/总保险金额:TOTAL AMOUNT INSURED:SAY US DOLLARS FORTY-SEVEN THOUSAND AND SIXTY-EIGHT ONLY保费费率装载运输工具PREMIUM AS ARRANGED RATE AS ARRANGED PER CONVEYANCE SS.HAILING开航日期自至SLG. ON OR ABT.AS PER BILL OF LADING FROM SHANGHAI TO SINGAPO 承保险别:COVERING ALL RISKS AND WAR RISKS FOR 110% OF INVOICE VALUE AS PER AND SUBJEC CONDITIONSMARINECARGO CLAUSES OF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981.L/C NO. BRT-LSLC07所保货物，如遇出险，本公司凭本保险单及其他有关证件给付赔款。
技能实训杰依
第一章导论技能实训：训练一：欢迎你加入上海杰依工贸公司，一家拥有自己生产厂商的纺织品经营公司欢迎来到出口三部，一个以开拓进取为部门精神的温暖集体作为新加入的业务员，你首先要熟悉公司的客户网络。
在整理资料的过程中你发现了如下一张名片：HASSAN AL KAMAR FOR GENERAL TRADINGPURCHASING MANAGERLAMIA KHASHOGGIADD: P.O. BOX 20242 TAIZ STREETSANA'A REPUBLIC OF YEMENTEL: 245757 245786 FAX: 0098 26 245899询问后得知该公司是也门一家颇有信誉的中间商，专营各类纺织品，具有广阔的销售渠道。
本公司曾与其做过几笔交易，但由于去年一批货物出了质量问题，发生了点摩擦，至今未再有联系。
为了开拓市场，公司决定去信重新建立经常联系，介绍本公司的发展情况，了解当地的市场信息，向其推荐天乐牌晴棉毯(TENDER BRAND BABY BLANKET)，并随寄最新商品目录。
请制定出你的出口计划，并叙述出口业务流程（以CIF为成交条件并以信用证为支付方式）。
第二章国际贸易术语及其惯例技能实训：训练二：收到HASSAN AL KAMAR FOR GENERAL TRADING的询盘函，内容如下：Dear Sirs,……..After right looking through the said catalogue, we're greatly impressed by the elegant patterns, various designs and rich colors. Y ou may be interested to know that our clients have shown specific interests on Art. SY001, BS007, WP101 & AF022. Please quote us your best price for the above-mentioned on FOBC3 SHANGHAI, CFRC3 HODEIDAH & CIFC3 HODEIDAH as well as the terms of packing, shipment, insurance and payment. …….请说明以上价格的含义，并详细解释各个术语买卖双方的责任。
上海闵华进出口公司TMT作业
班级：国际商务1001 姓名：邢慧敏学号：100604020108 上海闵华- MINHUA IMP.&EXP. CO.LTD. Tea Set and Kitchenware01建交函上海闵华进出口有限公司SHANGHAI MINHUA IMPORT&EXPORT CO.LTDDATE: 02 MARCH, 2001 Dear Miss Suzuki:We know at The Geneva International Fair that you are interested in our 15PC TEA SET. It was a pity that we didn't have the chance to talk with you in detail at that time. Our company is professional in import and export porcelain, products include all kinds of tea, tableware, kitchen utensils, etc. The series can not only be put to daily use but also be kept as collection, and have already met with warm welcome in other Japanese cities .I think it is our mutual benefit to establish business relationship with us, and I am confident you will find a steady demand in Tokyo.We have sent you our catalogue by air-mail and wait for your early inquiry.Best Regards.Yours truly,Shanghai Minhua Imp. & Exp. Co. Ltd×××Sales Manager02出口报价核算⒈商品：15头茶具货号：NF911151）实际成本=采购成本-退税收入=100-100×9%/（1+17%）=92.3077(元/套)2）20英尺集装箱装箱量：25/(0.545×0.285×0.407）＝395.4615，取整，395箱报价数量：4×395 ＝1580（套）3）国内费用：(1000+250+50+1200+1500+2000）/1580＝3.7975（元/套）4）出口运费＝820×8.25/1580＝4.2816（元/套）5）出口报价：FOBC5 ＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(92.3077+3.7975）/（1-5%-10%）/8.25＝13.70（美元/套）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）×保费率）＝(92.3077+3.7975+4.2816）/(1-5%-10%-110%×1%）/8.25＝14.50（美元/套）2.商品：220CC咖啡杯碟货号：NC9041）实际成本＝采购成本－退税收入＝60-60×9%/(1+17%)＝55.3846（元/盒）2）20英尺集装箱装箱量：25/(0.4×0.353×0.332）=533.2947箱，取整，395箱报价数量：8×533 ＝4264（盒）3）国内费用:(1000+250+50+1200+1500+2000)/4264＝1.4071(元/盒) 4）出口运费＝820×8.25/4264＝1.5865（元/盒）5）出口报价FOBC5 ＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(55.3846+1.4071）/（1－5%－10%）/8.25＝8.10（美元/盒）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）×保费率）＝(55.3846+1.4071+1.58650/(1－5%－10%－110%×1%）/8.25＝8.43（美元/盒）3.商品：16件厨房杂件货号：NY10216/4081）实际成本＝采购成本－退税收入＝80－80×9%/(1+17%)＝73.8462(元/套)2）20英尺集装箱装箱量：25/(0.565×0.35×0.24）＝526.7594箱，取整，526箱报价数量：2×526 ＝1052（套）3）国内费用：(1000+250+50+1200+1500+2000）/4264＝5.7034（元/套）4）出口运费＝820×8.25/1052＝6.4306（元/套）5）出口报价FOBC5=（实际成本+国内费用）/(1-佣金率-预期利润率）＝(73.8462+5.7034）/（1－5%－10%）/8.25＝11.34（美元/套）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）×保费率）＝（73.8462+5.7034+6.4306）/（1-5%-10%－110%×1%）/8.25 ＝12.42（美元/套）4.商品：20头餐具货号：NY911201）实际成本＝采购成本－退税收入＝90-90×9%/（1+17%）＝83.0769（元/套）2）20英尺集装箱装箱量：25/(0.565×0.285×0.25)=621.0216箱，取整，621箱报价数量：2×261＝1242（套）3）国内费用：(1000+250+50+1200+1500+2000）/1242 ＝4.8309（元/套）4）出口运费＝820×8.25/1242＝5.4469（元/套）5）出口报价：FOBC5=（实际成本+国内费用）/（1-佣金率-预期利润率）＝(83.0769+4.8309）/（1－5%－10%）/8.25＝12.54（美元/套）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）×保费率）=(83.0769+4.8309+5.4469)/(1-5%-10%-110%×1%）/8.25＝13.49（美元）03 发盘函上海闵华进出口有限公司SHANGHAI MINHUA IMPORT&EXPORT CO.LTDDATE: 12 MARCH, 2001 Dear Miss Suzuki:Thanks for your prompt reply of March 7th, 2001. We are glad to learn that our commodities have met your need. At your request, we now offer our favorable quotation as follows:Commodity: 15 pc Tea Set 220cc Cup&Saucer,16pc Kitchenware and 20 pc Dinner SetART. NO. : NF91115 NC904 NY10216/408 NH91120 Packing: 1SET/BOX 4BOXES/CARTON 395CTNS/20'FCLHALF DOZ./BOX 8BOXES/CARTON 533CTNS/20'FCL1SET/COLAR BOX 2 BOXES/CARTON 526 CTNS/20'FCL1SET/COLAR BOX 2 BOXES/CARTON 621 CTNS/20'FCL MEASURE : 54.5x28.5x40.7 40x35.3x33.2 56.5x35x2456.5x28.5x25GROSS/NET：19/14.5 KGS 25/23.5 KGS 14/11 KGS20/16.5 KGSPRICE:(CIFC5YOKOHAMA): US$ 14.50/SET US$ 8.43/BOXUS$ 12.42/SET US$ 13.49/SET SHIPMENT: Within 40 days of the receipt of the relevant L/C. PAYMENT: Irrevocable sight L/C in our favor issued by a bank acceptable to the seller for full amount of contract value. Insurance: To be affected against W.P.A., Risk of Clash & Breakage and War Risk for 110% of total invoice value.We hope that you will find the price reasonable, in case you need further information, please contact us without any hesitation.By the way, please be noted that we can only hold this quotation valid for 8 days. Your early reply will be appreciated.Best regards,Yours truly,Shanghai Minhua Imp.&Exp. Co., Ltd.XXXSales manager04出口还价核算1) 利润核算货号NF91115成交金额：13×395×4×8.25＝169455.00实际成本：100×395×4×1.08/1.17＝145846.1538国内费用：1000+250+50+1200+1500+2000＝6000.00海运运费：820×8.25＝6765.00保险费用：169455×110%×1%＝1864.005客户佣金：169455×5%＝8472.75总利润额：169455.00 - 145846.16 - 6000.00 - 6765.00 - 1864.005- 8472.75 ＝507.09货号NC904成交金额：7.5×533×8×8.25＝263835.00实际成本：60×533×8×1.08/1.17＝236160.00国内费用：1000+250+50+1200+1500+2000＝6000.00海运运费：820×8.25＝6765.00保险费用：263835×110%×1%＝2902.185客户佣金：263835×5%＝13191.75总利润额：263835.00 - 236160.00 - 6000.00 - 6765.00 - 2902.185- 13191.75＝－118394（此货号根据客户还价无利润，有亏损）货号NY10216/408成交金额：11.2×526×2×8.25＝97204.80实际成本：80×526×2×1.08/1.17＝77686.1538国内费用：1000+250+50+1200+1500+2000＝6000.00海运运费：820×8.25＝6765.00保险费用：97204.80×110%×1%＝1069.2528客户佣金：97204.80×5%＝4860.24总利润额：97204.80 - 77686.1538 - 6000.00 - 6765.00 - 1069.2528- 4860.24＝824.15货号NH91120成交金额：12.2×621×2×8.25＝125007.30实际成本：90×621×2×1.08/1.17＝103181.5384国内费用：1000+250+50+1200+1500+2000＝6000.00海运运费：820×8.25＝6765.00保险费用：125007.30×110%×1%＝1375.0803客户佣金：125007.30×5%＝6250.365总利润额：125007.30 - 103181.53 - 6000.00 - 6765.00 - 1375.0803-6250.365＝1435.322) 成本核算货号NF91115的实际成本：[13× (1-5%-8%-110%×1%)-820/1580] ×8.25-6000/1580 ＝84.0485采购成本：84.0485/1.08×1.17＝91.05（元）／套货号NC904的实际成本：[7.5× (1-5%-8%-110%×1%)-820/4264] ×8.25-6000/4264 ＝50.1571采购成本：50.1571/1.08×1.17＝54.34（元）／盒货号NY10216/408的实际成本：[11.2× (1-5%-8%-110%×1%)-820/1052] ×8.25-6000/1052 ＝67.2373采购成本：67.2373/1.08×1.17＝72.84（元）／套货号NH91120的实际成本：[12.2 × (1-5%-8%-110%×1%)-820/1242] ×8.25-6000/1242 ＝76.1808采购成本：76.1808/1.08×1.17＝82.53（元）／套3) 再次报价：在成本、运费和利润率改变的情况下，四个货号的报价如下：货号NF91115（CIFC5）[(95/1.17×1.08+6000/1580)/8.25+800/1580] / (1-5%-10%-110%×1%) ＝[11.0897+0.5063]/0.839＝13.8（美元）／套货号NC904（CIFC5）[(55/1.17×1.08+6000/4264)/8.25+800/4264]/(1-5%-8%-110%×1%)＝[6.3244+0.1876]/0.859＝7.6（美元）／盒货号NY10216/408（CIFC5）[(75/1.17×1.08+6000/1052)/8.25+800/1052]/(1-5%-8%-110% ×1%) ＝[9.0829+0.7605]/0.859＝11.5（美元）／套货号NH91120（CIFC5）[(85/1.17×1.08+6000/1242)/8.25+800/1242]/(1-5%-10%-110%×1%) ＝[10.0961+0.6441]/0.839＝12.8（美元）／套05还盘函上海闵华进出口有限公司SHANGHAI MINHUA IMPORT&EXPORT CO.LTDDATE: 22 MARCH, 2001 Dear Miss Suzuki:We are sorry to hear that you do not consider our price competitive. Nowadays price is no more the dominant factor in promoting sales .quality guarantees the market. Our products enjoy a fame of excellent quality, graceful design, soft color and reasonable price, all of which will add to your marketing force.Your situation is well understood and in view of showing our sincerity in concluding the deal, we would like to give you a special quotation, which we think will help you get a successful start in the market and partly cover the cost of your sales promotion.COMMODITY ART. NO. CIFC5 YOKOHAMA15PC TEA SET NF91115 US$ 13.8/SET220CC CUP & SAUCER NC904 US$ 7.6/BOX16PC KITCHENW ARE NY10216/408 US$ 11.5/SET20PC DINNER SET NH91120 US$ 12.8/SETAccording to our usual practice, time D/P will be accepted only after we have established a satisfactory long-term business relationship. For this first transaction, L/C at 30 days' sight is the best we can do.The products are marketable, and we could keep the offer valid for another 8 days. Please take the opportunity and send us immediately your affirmative reply.With best regards!Yours truly,Shanghai Minhua Imp. & Exp. Co. Ltd.XXXSales Manager06出口成交核算1. 成交金额：(13.8×3160+7.6×4264+11.5×2104+12.8×1242)×8.25＝116108×8.25 ＝957891.00（元）2. 实际成本：（95×3160+55×4264+75×2104+85×1242）×（1-1/1.17%×9%）＝798090×1.08/1.17＝736698.45（元）3. 国内费用：(1000+250+50+1200+1500+2000)×6＝36000（元）4. 出口运费：800×6×8.25＝39600（元）5. 出口保费：957891×110%×1%＝10536.801（元）6. 客户佣金：957891×5%＝47894.55（元）上缴利润＝成交金额－实际成本－国内费用－出口运费－保费－佣金＝957891－736698.45－36000－39600－10536.801－47894.55＝87161.20（元）利润率＝利润额/成交金额＝87161.20/957891＝9.10%07出口合同签订上海闵华进出口有限公司SHANGHAI MINHUA IMPORT&EXPORT CO.LTDDATE: 01APRIL, 2001 Dear Miss Suzuki:Thank you for your Order No.FJD-CN01.Attached is our signed S/C No.MH-FJDSC08 in duplicate. Please kindly countersign them and return one copy for our file.We assure you that we will try our best to execute the contract strictly conforming to the S/C stipulations. And we hope the goods will turn out to be satisfactory in your market. Please open the relative L/C in our favor immediately so that we can arrange shipment.Best regards!Yours truly,Shanghai Minhua Imp. & Exp. Co. Ltd.xxxxxSales Manager08审核信用证信用证存在的问题需要修改的理由1.国外到期 1. 易产生逾期交单2.投保险别有误 2.增加保费支出3.投保加成错误 3.增加保费支出4.信用证金额有误 4.无法全额出运货物5.两个品种货号有误 5.与实际出运货号不符6.三分之二正本提单议付不妥 6.受益人控制货权有风险7.三分之一正本提单直寄不妥7.受益人控制货权有风险8.受益人地址有误8.易出现单、证不符09修改信用证上海闵华进出口有限公司SHANGHAI MINHUA IMPORT&EXPORT CO.LTDDATE: 25APRIL, 2001 Dear Miss Suzuki:We are very glad to receive your L/C No. FJD-MHLC08, but we are quite sorry to find that it contains some discrepancies with the S/C. Please instruct your bank to amend the L/C as follows:1. The place of expiry is in China, instead of "in Japan";2. Insurance should cover "W.P.A. Risk and Clash & Breakage and War Risk for total invoice value plus 10%", instead of "All Risks and War Risk for total invoice value plus 110%''；3. The amount is US$116,108.00, instead of "US$112,467.00"，and theamount in word have been amended accordingly；4. The covering goods are "Chinese Ceramic 15pc Tea set Art. No.NF91115, 220cc Cup & Saucer Art. No. NC904 , 16pc Kitchenware Art. No. NY10216/408, and 20pc Dinner Set Art. No. NH91120", instead of "Chinese Ceramic 15pc Tea set Art. No. 91115, 220cc Cup & Saucer Art. No. NC904, 16pc Kitchenware Art. No. NY10216, and 20pc Dinner Set Art. No. NH91120";5. 3/3 original clean on board ocean B/L made out to order and endorsed to our order marked "Freight Prepaid" and notify applicant is presented for negotiation.6. Delete Special Instructions 5) and insert the clause" Certificate stating that None-negotiable Shipping Documents must airmail to Fajitas Trading Co. Ltd.within 2 days after shipment is effected".7. The address of the beneficiary is 'RM.9012' instead of 'RM.9021'.Please amend the above accordingly.With best regards!Yours truly,Shanghai Minhua Imp. & Exp. Co. Ltd.XXXSales Manager14单据审核信用证0016100293496项下的结汇单据存在如下问题：所有单据均未显示出该批货物系分批装运的第一批。
上海闵华进出口公司TMT实习操作7—2(出口签约—销售合同)【范本模板】
操作7-2：出口签约-销售合同,如下：SALES CONFIRMATIONS/C No.：MH-FJDSC08Date: April 1st 2003The Seller:SHANGHAI MINHUA IMP./EXP。
CO.，LTD T he Buyer：FUJIDA TRADING CO., LTD.Address: RM. 9012 UNION BUILDING，Address: TOKYO FUJIDA BUILDING, 11—2 12O2 ZHANGSHAN ROAD(N),F UJIDA 1—CHOME，CHIYODAKUSHANGHAI，CHINA T OKYO 102, JAPANPACKING:NF911151 SET/BOX，4 BOXES/CTN，395CTNS/20’FCL，TOTAL 790CTNS IN 2 20’FCLNC904HALF DOZ./BOX，8 BOXES/CTN, 533CTNS/20'FCL，TOTAL 533CTNS IN 1 20’FCLNF10216/4081 SET/COLAR BOX,2 BOXES/CTN ， 526CTNS/20’FCL ，TOTAL 1052 CTNS IN 2 20’FCLNH911201 SET/COLAR BOX,2 BOXES/CTN, 621CTNS/20'FCL,TOTAL 621CTNS IN 1 20'FCL TOTAL ： 2996 CARTONSPORT OF LOADING & DESTINATION ：FROM SHANGHAI TO YOKOHAMASHIPMENT:TO BE EFFECTED BY THE SELLER DURING MAY 2003WITH PARTIAL SHIPMENTS AND TRANSSHIPMENT PROHIBITED 。
国际贸易模拟(TMT)复习
TMT复习纲要我方公司简介：名称：上海天勤贸易有限公司（Shanghai Tian Qin Trading Co., Ltd.）地址：上海市茂名南路205号瑞金大厦1105室（Room 1105, Ruijin Bldg., 205 South Maoming Road, Shanghai, P.R.C.）法定代表人：薛诚伟总经理：张世涛业务主管：叶祺电话：0086-21-64723166传真：0086-21-64723225公司类型：有限责任公司（国内合资）注册资本：人民币伍佰万元成立日期：一九九五年七月三十一日开户银行：中国银行卢湾支行银行帐号：022894-58706123825435企业组织机构代码：17845935-6海关注册代码：3105966235主营业务：中高档儿童自行车、成人自行车和电动自行车对方公司简介：Name: Haram Araby International Co.Address: 202 El Thawra St. Heliopolis, Cairo, Egypt采购部经理：Hamadi Mounir 先生电话：0020-2-7923877传真：0020-2-7923895结识地点：2010年德国科隆国际婴幼儿及少儿用品展览会（Kind + Jugend 2010）CE: Conucil of Europe 欧洲理事会ODM: Original Design Manufacture 原始设计制造商OEM: Original Equipment Manufacture 原始设备制造商一、建立业务关系:建立业务关系函的基本结构：1、信息来源2、致函目的3、公司介绍4、产品介绍5、盼望答复有时会询问对方的往来银行的目的：通过银行进行资信调查。
商务英语书信的基本格式：1、信头（Heading）月份不要用数字来代表2、信内地址（Inside Address）收信人的姓名、公司名称、地址。
上海闵华进出口公司TMT实习操作7—2(出口签约—销售合同)
上海闵华进出口公司T M T实习操作7—2(出口签约—销售合同)操作7—2：出口签约—销售合同，如下：SALES CONFIRMATIONS/C No.: MH-FJDSC08 Date: April 1st 2003The Seller:SHANGHAI MINHUA IMP./EXP. CO.,LTD T he Buyer: FUJIDA TRADING CO., LTD. Address: RM. 9012 UNION BUILDING, Address: TOKYO FUJIDA BUILDING, 11-2 12O2 ZHANGSHAN ROAD(N),FUJIDA 1-CHOME, CHIYODAKUSHANGHAI, CHINATOKYO 102, JAPANPACKING:NF911151 SET/BOX, 4 BOXES/CTN, 395CTNS/20'FCL, TOTAL 790CTNS IN2 20'FCLNC904HALF DOZ./BOX, 8 BOXES/CTN, 533CTNS/20'FCL, TOTAL 533CTNS IN 1 20'FCLNF10216/4081 SET/COLAR BOX,2 BOXES/CTN, 526CTNS/20'FCL,TOTAL 1052 CTNS IN 2 20'FCL NH911201 SET/COLAR BOX,2 BOXES/CTN, 621CTNS/20'FCL, TOTAL 621CTNS IN 1 20'FCLTOTAL: 2996 CARTONSPORT OF LOADING &FROM SHANGHAI TO YOKOHAMADESTINATION:SHIPMENT:TO BE EFFECTED BY THE SELLER DURING MAY 2003WITH PARTIAL SHIPMENTS AND TRANSSHIPMENT PROHIBITED.PAYMENT:BY IRREVOCABLE LETTER OF CREDIT AT 30 DAYS' SIGHT OPENEDBY THE BUYERTHROUGH A BANK ACCEPTABLE TO THE SELLER TO REACH THESELLER BEFOREAPRIL 25TH 2003 AND REMAIN VALID FOR NEGOTIATION INSHANGHAI UNTILTHE 15TH DAY AFTER THE AFORESAID TIME OF SHIPMENT.INSURANCE:TO BE COVERED BY THE SELLER FOR 110% OF TOTAL INVOICEVALUE AGAINST W.P.A.,RISK OF CLASH&BREAKAGE AND WAR RISK AS PER AND SUBJECTTO RELEVANT OCEANMARINE CARGO CLAUSES OF PEOPLE'S INSURANCE COMPANYOF CHINA DATED 1/1/1981.Confirmed by:THE SELLER THE BUYERSHANGHAI MINHUA IMP./EXP. CO., LTD.XXXREMARKS:1. The buyer shall have the covering letter of credit which should reach the Seller 30 days before shipment, 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.2. In case of any discrepancy in Quality/Quantity, 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.3. For transactions concluded on C.I.F. basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire 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 of International Trade attesting such event(s).5. All deputies arising out of the performance of, or relating to this contract, shall be settled through negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final and binding upon both parties.6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same.Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.7. Special conditions: ( These shall prevail over all printed terms in case of any conflict.)。
国际贸易与实务(TMT)实训纲领
国际贸易与实务(TMT)实训纲领领域简介国际贸易与实务(TMT)是一个包罗万象的领域，涉及到全球贸易、国际商务、技术和创新。
该领域涵盖了广泛的知识和技能，例如贸易政策、国际市场研究、营销计划、合同管理、跨境支付、电子商务和数据隐私等等。
该领域的应用广泛，包括零售、金融、制药、电子商务、咨询、航空等行业。
实训目标通过本次实训，学员将掌握以下技能：1.理解全球贸易的背景和市场趋势。
2.能够执行市场调研和情报搜集。
3.提供客户分析和产品分析。
4.熟悉国际贸易的政策和规定，含贸易条款，合同法和税收法等等。
5.理解货币汇率和跨境支付的基本知识。
6.熟练掌握电子商务和数据隐私的基本知识。
资源准备计算机和网络学员需要一台计算机和高速网络连接，以便学员可以在线获取研究材料和参与实时会议。
实训材料•课程大纲和讲义•相关书籍和报告•相关软件和工具实训环境学员需要有一个可用的实训环境，它应该包括：•实时数据•能够访问的电子商务网站•合适的数据隐私保护措施实训内容基础理论全球贸易的概念和趋势学员将了解全球贸易的发展历程、成功案例和未来趋势。
市场调研和情报搜集学员将了解如何收集和分析市场信息，以及如何使用这些信息制定商业策略。
客户和产品分析学员将学习如何分析客户需求和产品特性，为企业的产品开发和定位提供支持。
国际贸易政策和规定学员将熟悉国际贸易的政策和规定，涵盖贸易条款、合同法和税收法等内容。
跨境支付和货币汇率学员将学习如何处理跨境支付和货币汇率问题。
电子商务和数据隐私学员将了解电子商务的基本知识和如何保护个人数据隐私。
实践操作市场调研学员将执行菜单调研、网络调研、用户调查等调研工作。
市场分析学员将使用Excel和SPSS等工具进行市场分析。
合同管理学员将参与合同管理和依法执行贸易合同。
跨境支付学员将了解如何使用跨境支付工具，如PayPal和Skrill等。
电子商务学员将参与电子商务平台的开发和管理。
数据隐私保护学员将学习如何保护个人数据隐私。
国际贸易实务TMT实训答案操作四
安德国际贸易有限公司1）利润核算货号S9420-7 客户还价63.48×(1-15%)=53.96美元CIFC5销售收入：53.96×8.25×365=162487.05元实际成本：（350-350÷117%×9%）×365=117923.0769元出口运费：3140×8.25=25905元出口保费：53.96×8.25×110%×1%×365=1787.3576元客户佣金：53.96×8.25×5%×365=8124.3525元国内费用：500+1100+1400+350+50+600+2000+1000=7000元总利润额：销售收入－实际成本－出口运费－出口保费－客户佣金－国内费用＝162487.05－117923.0769－25905－1787.3576－8124.3525－7000＝1747.26元利润率：总利润额／销售收入＝1747.26／162487.05＝1.075％货号S8310 客户还价9.89×(1-15%)=8.41美元CIFC5销售收入：8.41×8.25×3650＝253246.125元实际成本：（60-60÷117%×9%）×3650＝202153.8462元出口运费：3140×8.25＝25905元出口保费：8.41×8.25×110%×1%×3650＝2785.7074元客户佣金：8.41×8.25×5%×3650＝12662.3063元国内费用：500+1100+1400+350+50+600+2000+1000＝7000元总利润额：销售收入－实际成本－出口运费－出口保费－客户佣金－国内费用＝253246.125－202153.8462－25905－2785.7074－12662.3063－7000＝2739.27元利润率：总利润额／销售收入＝2739.27／253246.125＝1.082％货号S5130 客户还价24.08×(1-15%)=20.47美元CIFC5销售收入：20.47×8.25×1800＝303979.5元实际成本：（150-150÷117%×9%）×1800＝249230.7692元出口运费：3140×8.25＝25905元出口保费：20.47×8.25×110%×1%×1800＝3343.7745元客户佣金：20.47×8.25×5%×1800＝15198.975元国内费用：500+1100+1400+350+50+600+2000+1000＝7000元总利润额：销售收入－实际成本－出口运费－出口保费－客户佣金－国内费用＝303979.5－249230.7692－25905－3343.7745－15198.975－7000＝3300.98元利润率：总利润额／销售收入＝3300.98／303979.5＝1.086％货号S6320 客户还价19.83×(1-15%)=16.86美元CIFC5销售收入：16.86×8.25×1800=139.095×1800=250371元实际成本：（120-120÷117%×9%）×1800=110.7692×1800=199384.6154元出口运费：3140×8.25=25905元出口保费：16.86×8.25×110%×1%×1800=2754.081元客户佣金：16.86×8.25×5%×1800=12518.55元国内费用：500+1100+1400+350+50+600+2000+1000=7000元总利润额：销售收入－实际成本－出口运费－出口保费－客户佣金－国内费用＝250371－199384.6154－25905－2754.081－12518.55－7000＝2808.75元利润率：总利润额／销售收入＝2808.75／250371＝1.12％2）成本核算货号S9420-7实际成本：[53.96×(1-1.1×1.0%-5%-5%)-8.6027]×8.25-19.1781＝305.6058 (元)采购成本：305.6058÷1.08×1.17=331.07(元)／套货号S8310实际成本：[8.41×(1-1.1×1.0%-5%-5%)-0.8603]×8.25-1.9178＝52.6658(元)采购成本：52.6658÷1.08×1.17=57.05 (元)／套货号S5130实际成本：[20.47×(1-1.1×1.0%-5%-5%)-1.7444]×8.25-3.8889＝131.8519(元)采购成本：131.8519÷1.08×1.17=142.8396 (元)／套货号S6320实际成本：[16.86×(1-1.1×1.0%-5%-5%)-1.7444]×8.25-3.8889＝105.3753(元)采购成本：105.3753÷1.08×1.17=114.1566 (元)／件3）再次报价：货号S9420-7实际成本：330×(1-9%/1.17)=304.6154国内费用和海洋运费不变，CIFC5：[(304.6154+19.1781)/8.25+8.6027]/[ 1-110%× (0.6%+0.4%)-5%-10%] ＝47.8504/0.8390＝57.03美元／套货号S8310实际成本：50×(1－9%/1.17)=46.1538CIFC5：[ (46.1538+1.9178)/8.25+0.8603]/ [ 1-110%× (0.6%+0.4%)-5%-10%] ＝6.6872/0.8390＝7.97美元／套货号S6320实际成本：110×(1－9%/1.17)=101.5385CIFC5：[ (101.5385+3.8889)/8.25+1.7444]/ [ 1-110%× (0.6%+0.4%)-5%-10%] ＝14.5235/0.8390＝17.31美元／件货号S5130实际成本：140×(1－9%/1.17)=129.2308CIFC5：[ (129.2308+3.8889)/8.25+1.7444]/ [ 1-110%× (0.6%+0.4%)-5%-10%] 17.8801/0.8390＝21.31美元／套。
TMT5 上海林生贸易公司报价核算表
包装
件数 / 20'FCL
件数 / 40'FCL
132
291
出口退 税包额干费 (¥)
计算过 程8000/1 1171%00*/11 32
包装方式
毛重 kg
净重 kg
1台/纸箱
67
57
数量 / 20'FCL
数量 / 40'FCL
132
291
核算单 位：
长 cm 宽 cm 120 35 报价数量 132
核算单 位：
计算结果 717.9487
23.913 224 52.5
73.3696
855
CFR=5
600-
5600/1
17%*1
5%+56
00*4%
+5600*
7.5%*4
CFR (US$)
5/360+ 1100/4
867
6+500*
6.75/46
+CIF*0
.2%+CI
F*10%
CFR/6.
75=CF
FOB (US$)
计算过 程 5600/1 17%*1 5%
1100/4 6
5600*4 %
5600*7 .5%*45 /360
500*6. 75/46 FOB=5 6005600/1 17%*1 5%+56 00*4% +5600* 7.5%*4 5/360+ 1100/4 6+FOB *0.2%+ FOB*1 0% FOB/6. 75=FO B(US$)
794
805
CIF=52
00-
5200/1
17%*1
国际贸易与实务 TMT 实训指导书
《国际贸易与实务》（TMT）实训指导书操作一：建交函一、实训目的通过本次操作，使学生掌握交易磋商中函电往来中建立业务关系的英语信函表达。
学生能根据提供的资料，采用正确的信函格式拟出英文信函，利用通过互联网传送邮件。
二、实训要求1．掌握撰写英文信函的格式、步骤和技艺等；2．根据提供的资料译写信函，要求清楚、准确，并符合英语用法和外贸习惯。
三、实训提示在交易磋商中的英语函电一般包括建立业务关系、询盘、发盘、还盘、成交等环节，在书写过程中要遵循“清楚、简洁、礼貌”等基本要点。
1．写信要点（1）信息来源：如何取得对方资料，如商会、银行、互联网、交易会、展览会等；（2）写信的目的：希望建立业务关系等；（3）自我介绍；（4）要求寄送有关资料和表达愿望。
2．常用句型句型1：信息来源：我们从……处得知……通过……我们了解到……（1）We learn/know/note (your company) from the Internet that you are one of the leading manufacturers in this line. 我们从网上了解到你公司是这个行业的主要生产商之一。
（2）We owe your name and address to the Commercial Counsellor’s Office.我们从商务参赞处得知你公司名称和地址。
（3）Having had/obtained the name and address of you company from ABC Trading Company, we know that you deal in textiles. 通过ABC贸易公司的介绍，我们得知你公司的名称和地址，并获悉贵公司经营纺织品。
句型2：写信目的：建立业务关系（1）We are writing you and hoping to enter into business relation with you. 我们今去函你方，希望与你方建立业务关系。
华理国贸杰依公司还 价 核 算 表JY-HAK-HJ0919
47113.56 5.90%
货号
BBJY530
核算 单
销售 收退入税 收入
采购 成海本洋 运国费内 包公干司 定垫额款 利银息行 手保续险 费佣总金 总额
利润 总销额售 利润
客户还价(US$) 14.6
计价单位 pc
贸易术语 CIF
还价数量 5040
采购成本(¥) 98
pc
计算 过程
14.6*5040*6.75 98*5040/(1+0.17)*0.16
销售利润率 12.00%
18.4*6.75 1850/6432*6.75
1000/6432 18.4*0.25%*6.75 18.4*110%*0.8%*6.75
计算结果 124.2 1.9415 0.1555 0.3105 1.0930
佣金 (¥)
利润 (¥)
采购 成本 (¥)
/ 18.4*12%*6.75
计算结果 124.2
1.9415 0.1555 0.3105 1.0930
/ 14.9040 116.64
货号 BBJY210
客户还价(US$) 18.4
核算
单
pc
位：
销售 收入 (¥)
海洋 运费 (¥)
国内 包干 费(¥)
银行 手续 费(¥)
保险 费(¥)
计算 过程
计价单位 pc
贸易术语 CIF
还价数量 6432
计算 过程
18.4*6.75
1850/6432*6.75
1000/6432
18.4*0.25%*6.75 18.4*110%*0.8%*6.75
/ 18.4*12%*6.75
(124.2-1.9415-0.1555-0.3105-1.0930-14.904)/(1-16%/(1+17%)+3.5%+7%/360*45)
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上海杰依工贸有限公司
货号：SY001
1）实际成本＝采购成本－退税收入
＝34.90-34.90×9%/(1+17%）＝32.2154元/条
2） 20英尺集装箱装箱量：
25/(1.02×0.525×0.31）＝150.5979，取整，150箱
报价数量：150×20＝3000 打
3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条
4）出口运费＝(2700×8.25）/3000＝7.425元/条
5）出口报价：
FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）
＝(32.2154+7.1333)/(1-3%-15%)/8.25
＝ 5.82美元/条
CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）
＝(32.2154+7.1333+7.425)/(1-3%-15%)/8.25
＝6.91美元/条
CIFC3＝（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）×保费率）＝(32.2154+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25
＝7.00美元/条
货号：BS007
1）实际成本＝采购成本－退税收入
＝36.70-36.70×9%/(1+17%）＝33.8769元/条
2） 20英尺集装箱装箱量：
25/(1.02×0.525×0.31）＝150.5979，取整，150箱
报价数量：150×20＝3000 打
3）国内费用：5+(500+1000+350+50+1000+500+2000+1000）/3000＝7.1333元/条
4）出口运费＝(2700×8.25）/3000＝7.425元/条
5）出口报价：
FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）
＝(33.8769+7.1333)/(1-3%-15%)/8.25
＝6.06美元/条
CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）
＝(33.8769+7.1333+7.425)/ /(1-3%-15%)/8.25
＝7.16美元/条
CIFC3＝（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）×保费率）＝(33.8769+7.1333+7.425)/(1-3%-15%-110%×(0.6%+0.3%))/8.25
＝57.25美元/条
货号：WP101
1）实际成本＝采购成本－退税收入
＝40.20-40.20×9%/(1+17%)＝37.1077元/条
2) 20英尺集装箱装箱量：
25/(1.05×0.54×0.33)＝133.6112，取整，133箱
报价数量：133×20＝2660 打
3) 国内费用：5+(500+1000+350+50+1000+500+2000+1000)/2660＝7.4060元/条
4) 出口运费＝(2700×8.25)/2660＝8.3741元/条
5) 出口报价：
FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）
＝(37.1077+7.4060)/(1-3%-15%)/8.25
＝6.58美元/条
CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）
＝(37.1077+7.4060+8.3741)/ /(1-3%-15%)/8.25
＝7.82美元/条
CIFC3＝（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）×保费率）＝(37.1077+7.4060+8.3741)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25
＝7.91美元/条
货号：AF022
1) 实际成本＝采购成本－退税收入
＝44.50-44.50×9%/(1+17%)＝41.0769元/条
2) 20英尺集装箱装箱量：
25/(1.10×0.56×0.34)＝119.3659，取整，119箱
报价数量：119×20＝2380 打
3) 国内费用：5+(500+1000+350+50+1000+500+2000+1000)/2380＝7.6891元/条
4) 出口运费＝(2700×8.25)/2380＝9.3592元/条
5) 出口报价：
FOBC3＝（实际成本+国内费用）/（1-佣金率-预期利润率）
＝(41.0769+7.6891)/ /(1-3%-15%)/8.25
＝7.21美元/条
CFRC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）
＝(41.0769+7.6891+9.3592)/(1-3%-15%)/8.25
＝8.59美元/条
CIFC3＝（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）×保费率）＝(41.0769+7.6891+9.3592)/（1-3%-15%-110%×(0.6%+0.3%)）/8.25
＝8.70美元/条。