国际商务函电习题答案.doc

1吉辰服装进出口公司是一家快速发展的私营外贸公司，成立于1997年，主要经营各类服装，特别是出口的牛仔裤，因时尚的外观设计和优秀的品质深受广大海外客户的欢迎，产品远销到欧洲、中东和北美地区。2009年10月6日，公司因国外客户需要，在国内寻找合适的牛仔裤生产厂商。请你以出口部业务员李兵的身份，给在网上找到的鹏飞制衣厂的王勇厂长写一封就男式靴式牛仔裤询盘的信函。尊敬的王勇先生:滋代表吉辰服装进出口公司写信给贵方.我方对你们的男式靴式牛仔裤很感兴趣.能否请寄现行产品目录以及价格单,并报最低价格?如果产品质量和价格均合适,我们将大量订购. 盼复!顺祝商祺! 李兵 2009年10月6日2加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2009年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。回国后经过市场调查，Joe Brown先生于2009年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为。Oct. 11th, 2009To: Cathy LeeNanJing Dechuangweiye import &export Co., LtdSubject: Sample of Hand-made GlovesDear Cathy Lee: This is Joe Brown from Carters Trading Company, Canada. We know your firm from Guangzhou Commodity Fair, and we are interested in your Hand-made Gloves very well, I contacted with Cathy Lee from your company before, and got catalogue and other information. Could you please send us a sample? We need to conduct a market research so that we can decide the qualities that we need. We look to hearing from your soon, thanks.Joe BrownCarters Trading Company3假设你是恒弛实业有限公司的业务员Leon，一客户给你公司发来邮件，表示对你们公司的产品质量很满意，认为你方报价偏高，要求你们减价。你方收到信后，经过研究，认为你方的报价与现行价格相符，因此拒绝对方的还盘。请你给该客户回一封函电表明你方观点，写信时间为2009年10月14日。L. P. G. International Corporation333 Barron Blvd. , Ingleside , Illinois ( United States ) , 60041Tel: 1 847 543-4658 Fax: 1 847 543-7152E-mail: Oct 13, 2009Dear Leon,We are glad to receive your letter of Oct 12 but sorry to find that your prices are rather on the high side.We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you. We would, therefore, suggest that you make some allowance, say 5% on your quoted prices so as to enable us to introduce your products to our customers.Since we have a thorough knowledge of the market and an extensive sales organization in USA, we feel confident to promote the sales of your products. Therefore, we hope you will consider our counter-offer favorably and let us have your acceptance by telex.Yours faithfully,L. P. G. International CorporationCherryHengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: (021)56248632 Fax: (021)56245832E-mail: 333 Barron Blvd. , Ingleside , Illinois ( United States ) , 60041Tel: 1 847 543-4658 Fax: 1 847 543-7152E-mail: Oct 14, 2009Dear Cherry, We confirm having received your letter of Oct 13, asking us to make a 5% reduction in our price. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price quoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention. Yours faithfully,Hengchi Industries Co. ,ltd.Yang Yang4假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)给你公司发来邮件，向你发盘，你认为价格过高，向对方还盘，要求降价10%。写信时间为2009年10月13日。Nanjing Dechuangweiye Import & Export Co., Ltd.Hongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835ZIP CODE: 210004Oct 13, 2009Carters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL NO.: 0016137893503FAX NO.: 0016137895107E-MAIL: CARTER MSN.COMDear Mr. Joe Brown,We have received your enquiry of Oct 11 and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples you requested.We would like to quote as follows: Commodity: Hand-made Gloves Quantity: 5000 sets Price: USD2.38 CIF Toronto per set Shipment: Within 2 months from receipt of the relevant L/C Payment: By irrevocable Letter of Credit at sight Packing: 1200 sets to a carton Validity: 10 daysWe are looking forward to your initial order.Yours faithfully,Nanjing Dechuangweiye Import & Export Co., Ltd.Cathy LeeCarters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMHongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835Oct 13, 2009Dear Ms. Cathy Lee, We acknowledge receipt of both your offer of Oct 13 and the samples of Hand-made Gloves, and thank you for these. While appreciating the good quality of your gloves, we find your price is rather too high for the market we wish to supply. We have to point out that the Hand-made Gloves are available in our market from several Chinese manufacturers; all of them are at prices from 10% to 15% below the price you quoted. Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. If you cannot do so, then we shall have no alternative but to leave the business as it isLooking forward to hearing from you soon. Yours sincerely, Carters Trading Company, LLC Yang Yang5假设你是吉辰服装进出口公司的业务员，你与一进口客户经过交易磋商达成一致后，收到了客户订单，请你给对方回一封接受函电，写信时间为2009年10月22日。信中要点为：1.感谢你方2009年10月21日来函及寄来的订单(编号MS5656)；2.附上编号为JC2369的销售确认书的一式两份，请签名确认并寄回其中一份以便我们存档；3.请尽快开证以免延误装运，我们将随时与你们保持联系。JICHEN CLOTHES IMP. & EXP. CO., LTD.Room2401,Wordtrade Mansion, Sanhuan Road 60#，Beijing, P. R. ChinaTel: 86-10-51427896 Fax: 86-10-51427583E-mail: Oct 20, 2009Dear Ms. Cathy LeeThank you for the order form you sent over in October 22, 2009, coded MS5656. We are now enclosing here with our Sales Contract No JC2369 in duplicate. Please countersign and return us one copy for records. We appreciate your cooperation and trust that our products will turn out to your satisfaction.However, emphasis has to be laid on the point that your L/C must reach here by the end of this month. Otherwise, shipment has to be delayed. We will keep contact with you at any time.Looking forward to hearing from you soon. Yours sincerely, Yang Yang JICHEN CLOTHES IMP. & EXP. CO., LTD.6假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，你与南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd) 的业务员Cathy Lee经过交易磋商，最后就各项交易条件达成一致，请你给对方写一封接受函电，写信时间为2009年10月20日。信中要点为：1.感谢你方2009年10月18日报价和寄来的样品；2.认为对方产品的品质优良，价格合理；3.随信附寄编号为CTC5236的购买合同一式两份，会签后请归还一份以便存档；4.请在装船后两天内给我们发装船通知，告知包装件数、毛净重、船名、货值、提单号码和日期；5.由于客户急需，请尽快装运，如果这次合作愉快，今后将大量订购。Carters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMHongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835Oct 20, 2009Dear Ms. Cathy LeeThank you for the samples and prices you sent over in October 18, 2009. We think the prices are reasonable and the qualities of the samples are fine. With this letter you will find two purchasing contracts coded CTC5236. Please return one signed and keep one as documentary. Within two days after shipping, please send a shipping notice to us with the package numbers, gross weight, the ships name, the load value, the bill of lading numbers, and the date. Because our customers are badly in need of those commodities, please ship them as soon as possible. If this time we are both glad with this contract, we would order a larger number of packages in future.Looking forward to hearing from you soon. Yours sincerely, Carters Trading Company, LLC Yang Yang7根据买方订单及相关资料，制作形式发票，要求格式清楚、内容完整。Dear Helen,Documents of 200 rolls recd today,thanks,Pls note our new order: PVC Strips1.200mm2mm50mm transparent normal-120 rolls2. 200mm2mm50mm transparent normal ribbed-10 rolls3. 200mm3mm50mm transparent normal-20 rolls4. 300mm3mm50mm transparent normal-30 rolls5. 300mm3mm50mm transparent normal ribbed -20 rollsPls send proforma invoice so that we can send moneyBest RegardsNishith资料：1. The seller: SHANGHAI LUCKY SAFETY SCREENS CO.,LTD. UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINA2. The buyer: RAM PLASTICS 201,HAUZ RANI,MALVIYA NAGAR,NEW DELHI 110017. INDIA3. Porforma invoice No.LU805184. Proforma invoice date: May 18,20085. S/C No.LU08056. Port of loading and destination: Form Shanghai China to Nhava Sheva India7. Terms of payment: Advanced T/T8. Shipping Mark:按标准的唛头样式9. Unit price:USD 86.00/roll CIF Nhava Sheva for 200mm2mm50mm transparent normalUSD 98.00/roll CIF Nhava Sheva for 200mm2mm50mm transparent normal ribbedUSD 92.00/roll CIF Nhava Sheva for 200mm3mm50mm transparent normalUSD 108.00/roll CIF Nhava Sheva for 300mm3mm50mm transparent normalUSD 116.00/roll CIF Nhava Sheva for 300mm3mm50mm transparent normal ribbed10. DETAILS OF THE SELLERS BANK:BANK OF CHINA,SHANGHAI BRANCH,No.4 Zhongshan road,Shanghai,P.R. CHINASWIFT CODE:BKCHCNBJ530BENEFICIARY: SHANGHAI LUCKY SAFETY SCREENS CO.,LTD.ACCOINT No.:1281 2242012 7091 015ADDRESS: UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINAISSUER形式发票PROFORMA INVOICESHANGHAI LUCKY SAFETY SCREENS CO., LTD.UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINATORAM PLASTICS 201, HAUZ RANI, MALVIYA NAGAR, NEW DELHI 110017. INDIANO.DATENo.LU80518May 18,2008TRANSPORT DETAILSS/C NO.L/C NO.Form Shanghai China to Nhava Sheva IndiaNo.LU0805TERMS OF PAYMENTAdvanced T/TMarks and NumbersDescription of goodsQuantityUnit PriceAmount1200mm2mm50mm transparent norma120 rollsUSD 86.00/roll CIF Nhava ShevaUSD105602200mm2mm50mm transparent normal ribbed10 rollsUSD 98.00/roll CIF Nhava ShevaUSD 9803200mm3mm50mm transparent normal20 rollsUSD92.00/roll CIF Nhava ShevaUSD 18404300mm3mm50mm transparent normal30 rollsUSD108.00/roll CIF Nhava ShevaUSD 32405300mm3mm50mm transparent normal ribbed 20 rollsUSD116.00/roll CIF Nhava Sheva USD3320Total:USD19940SAY TOTAL:NINTEEN THOUSAND NINE HUNDRAND AND FOURTY ONLYPORT TO LOADING:Shanghai ChinaPORT OF DESTINATION:Nhava Sheva IndiaSWIFT CODEBKCHCNBJ530INSURANCE:The SELLER shall arrange marine insurance covering All Risks bearing Institute Cargo Clause(ALL Risks)Plus institute War Clause (Cargo) and STRIKE for 110% CIF value and provide claim.Shipping Mark:N/MBENEFICIARYSHANGHAI LUCKY SAFETY SCREENS CO.,LTD.ADVISING BANK:BANK OF CHINA,SHANGHAI BRANCHNEGOTIATING BANK:BANK OF CHINA,SHANGHAI BRANCHDETAILS OF THE SELLERS BANK: BANK OF CHINA,SHANGHAI BRANCH,No.4 Zhongshan road,Shanghai,P.R. CHINABENEFICIARY: SHANGHAI LUCKY SAFETY SCREENS CO.,LTD.ACCOINT No.:1281 2242012 7091 015ADDRESS: UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINASHANGHAI LUCKY SAFETY SCREENS CO.,LTD.杨阳8假设你是鹏飞制衣厂的厂长王勇，你收到了吉辰服装进出口公司发来的函电，询问男式靴式牛仔裤的价格，请根据该函电内容给对方发盘。写信时间为2009年10月8日。信中主要要点如下：1.来信中要求样品已寄出；2.商品和数量：5000条男式靴式牛仔裤(MENS BOOT FLARE JEAN)；3.规格描述：每箱20件，颜色：古靛青色，面料成份：全棉4.价格：每条人民币75元；5.交货地点：工厂交货6.支付：先付30%，其余尾款货到后付清To: 鹏飞制衣厂 DATE: 2009/10/6ATTN: 王勇厂长 FROM: 李兵您好！我们是一家成立于1997年的外贸公司吉辰服装进出口公司，主要经营各类服装，产品远销到欧洲、中东和北美地区。我们在网上找到了贵厂的资料，得知贵厂专门生产牛仔裤。我们对贵厂的男式靴式牛仔裤很感兴趣，贵厂能否提供产品的详细资料给我们，包括颜色和价格，并给我们提供不同颜色的男式靴式牛仔裤样品，以便我们能对你方商品的质量和价格有所了解。如果你们的价格和质量有吸引力，我们将下大量订单。我们期盼尽早得到你们的答复。谢谢！鹏飞制衣厂PENGFEI CO., LTD.南京市雨花路200号Yuhua road 200#, nanjing 210012, P. R. China电话(TEL): 86-25-51427896 传真(FAX): 86-25-51427583TO 吉辰服装进出口公司 DATE: 2009/10/8ATTN:李兵 FROM:王勇李兵先生：您好！来函已经收到。非常感谢您对我公司的信赖，您所需要的样品已经寄出，请注意查收。现产品报价如下：商品和数量：5000条男式靴式牛仔裤(MENS BOOT FLARE JEAN)；规格描述：每箱20件，颜色：古靛青色，面料成份：全棉价格：每条人民币75元；交货地点：工厂交货支付：先付30%，其余尾款货到后付清以上资料供您参考并确认，盼复！ 谢谢！ 9假设你是南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的业务员Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生给你公司发来邮件，向你询盘。请根据该邮件向你的客户发盘，写信时间为2009年10月13日。信中主要要点如下：1.来信中要求的目录和样品已寄出；2.商品和数量：5000副手套(Hand-made Gloves)；3.价格：每套USD2.38 CIF多伦多；4.装运：证到后两个月内装运；5.支付：不可撤销即期信用证；6.包装：1200副一纸箱；7.该发盘有效期为10天。Carters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMTo: Date: Oct 11, 2009 Subject: HelloDear Ms. Cathy Lee,We are glad to inform you that we are interested in your hand-made gloves. There is a steady demand here for gloves of high quality and, although sales are not particularly high, good prices can be obtained.Will you please send us a copy of your catalogue for gloves, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of which the gloves are made.We are looking forward to your early reply.Yours sincerely,Carters Trading Company, LLCJoe BrownNanjing Dechuangweiye Import & Export Co., Ltd.Hongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835ZIP CODE: 210004Oct 13,2009Carter Trading Company, LLCP.O.BOX8935, MEW TERMINAL, LATA.VISTA,OTTA,CANADATEL NO:0016137893503 FAX NO:0016137895107E-MAIL: CARTERMSN.COMDear Mr. Joe Brown, We have received your enquiry of Oct 11.The samples you requested and products catalogues have being sent to you today. We would like to quote as follows: Commodity: Hand-made Gloves Quantity: 5000 sets Shipment :Within 2 months from receipt of the relevant L/C Payment: By irrevocable letter of credit at sight Packing: 1200 sets to a carton Validity: 10 daysWe look forward to hearing from you soon. Yours faithfully, Cathy Lee10 题目要求和说明题目名称按客户来函制出口合同和形式发票基本要求根据下述资料和客户在交易磋商中的最后来函要求制作出口合同和形式发票，要求格式清楚、条款明确、内容完整。下载模板1.合同012.形式发票01相关说明1. 国外客户资料：NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSATEL: 00966-1-4659220 FAX: 00966-1-46592132. 我方出口公司资料：世格国际贸易有限公司DESUN TRADING CO., LTD.Room 2901,HuaRong Mansion, Guanjiaqiao 85#, Nanjing 210005, P.R.CHINATEL025-4715619 FAX:46916193. 我方通知行资料：BANK OF CHINA JIANGSU BRANCHHEAD OFFICE 148 ZHONGSHAN SOUTH ROAD NANJINGTELEX: 34116/34127 BOCJS CN4. 合同签订时间及地点：Feb. 28, 2009 NANJING, CHINA5. 我方对押汇银行的要求：要求可在中国任何银行押汇。6. 编号要求：合同号：从NEO2009026起编发票号：从2009STD001起编7. 装运港：中国上海。8. 对付款方式的要求：买方应通过一家卖方可以接受的银行于装运月份前30天开立并送达卖方不可撤销即期信用证，有效至装运日后15天内在中国议付。NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSA TEL: 00966-1-4659220 FAX: 00966-1-4659213E-MAIL: Feb. 27, 2009Dear Mr. Chang,We have received your E-Mail of Feb.26, 2009.After the consideration, we have pleasure in confirming the following offer and accepting below:1. Commodity: canned mushrooms pieces & stems2. Specifications: 24 tins per carton, 425grams net weight each tin, 227grams drain weight each tin3. Package: exported brown carton, with ROSE brand.4. Quantity: 1700cartons, one 20FT CONTAINER 5. Quality: 2009 new Crop product 6. Price: USD7.80/CARTON CFR DAMMAM PORT ON FULL LINER TERMS7. Payment: L/C AT SIGHT8. Shipment: Not later than Apr.30, 20099. Shipping Marks:ROSE BRAND178/2009RIYADHPlease send us your SALES CONTRACT and PROFORMA INVOICE, and we hope both of us may have a wonderful beginning.Best Regards,NEO GENERAL TRADING CO.,Tom SmithSALES CONTRACTNo.NEO2009026 DATE: Feb. 28, 2009 SIGNED AT: NANJING,THE SELLER (hereinafter called “Party A ): DESUN TRADING CO., LTD. Room 2901, HuaRong Mansion, Guanjiaqiao 85#, Nanjing 210005, P.R.CHINATHE BUYER (hereinafter called “Party B ) : NEO GENERAL TRADING CO. P.O. BOX 99552, RIYADH 22766, KSANOW THEREFORE, The Seller and the Buyer agree to conclude this Contract subject to the terms and conditions stated below:Commodity SpecificationQuantityUnit priceAmountCanned mushrooms pieces & stems24 tins per carton, 425grams net weight each tin, 227grams drain weight each tin 1700cartonsUSD7.80/CARTON CFRUSD13260.00Total 1700cartonsUSD13260.00Total Amount: SAY U.S. DOLLARS THIRTEEN THOUSAND AND TWO HUANGDRED AND SIXTY ONLYMore or less 7% of the quantity and the amount are allowed.1. PACKING: Exported brown carton, with ROSE brand.2. Shipping Marks: ROSE BRAND178/2009RIYADH3PORT OF LOADING AND DESTINATION:From Shanghai Jungong Road 1979, China to DAMMAM port.Partial shipment and transshipment are both allowed.4TIME OF SHIPMENT:Within 60 days upon receipt of the L/C which accord with the relevant clauses of this Contract and not later than Apr.30, 20095. Terms of Delivery USD7.80/CARTON CFR DAMMAM PORT ON FULL LINER TERMS The terms CFR， shall be subject to the International Rules for the Interpretation of Trade Terms (INCOTERMS 2010) provided by International Chamber of Commerce (ICC) unless otherwise stipulated herein.)6. INSURANCE: To be covered by the Buyers from shipment, for this purpose the Sellers shall advise the Buyers by cable of the particulars .7. TERMS OF PAYMENT:By Confirmed， Irrevocable，Transferable and Divisible L/C to be available by sight draft to reach the Seller 30 days before May, 2009 and remaining valid for negotiation in China for further 15 days after the shipment.The credit (L/C) should be payable at sight issued by an international