对外贸易业务流程大纲.doc

对外贸易业务流程实践教学大纲实践教学项目名称：对外贸易业务流程实训课时总数：28适用专业：物流管理类别：集中实训系部/教研室：商贸旅游系/物流教研室制定人：彭渝审核人：日期：2013-05-17一、实践目的与要求（一）实践目的通过针对各项外贸业务流程操作的实训，使学生掌握和理解外贸业务涉及的主要工作任务的基本工作流程、各环节的主要内容和操作技术方法，熟悉外贸业务流程中各个环节的有关国际惯例的内容，实现理性知识与感性认识的结合，提高实践操作能力和学习能力，为下一步的毕业实习奠定基础。（二）实践要求了解客户沟通技巧，熟悉对外贸易磋商的内容，出口合同的履行程序，出口各环节的操作细节，并按业务要求制作各种单证。同时针对常见业务合同履行后的工作训练使学生具备出口业务善后事宜处理能力。 二、实践方式模拟仿真业务，实训练习。三、实践地点及时间地点：机房；时间：第1418周四、考核及成绩评定按实训情况完成的质量评定成绩，总分100分。其中实训1占30%，实训2占50%，实训3占10%，实训4占10%。五、实践指导书及主要参考资料（一）实践指导书（二）主要参考资料外贸业务综合实训，高等教育出版社，张海燕主编，2008年1月六、实践项目及学时分配实践项目一览表序号实践项目名称学时必做/选做备注1寻找客户并建立业务关系8必做2函电处理12必做3缮制合同并签约4必做4履行合同4必做实践项目一 寻找客户并建立业务关系（8学时）【实践目的】1、熟悉初入外贸行业应该掌握的基本知识与技能2、掌握与国内和国外客户联系的基本途径与沟通方法，能撰写建立业务关系的函电【实践内容】1. 使用B2B或网站搜索相关产品需求信息。2.发送建立业务关（Establishing Business Letter）信件。3. 出口商：回复并介绍公司信件。【实践设备及场地】机房【实践要求】1.了解B2B平台，如阿里巴巴、环球资源网、中国制造网的使用。2.了解寻找新客户的途径。3.掌握建立业务关系信件及回复的写法及注意事项。【成绩评定】满分100分，占总成绩的30%。实践项目二 函电处理实训（12学时）【实践目的】1、熟悉交易磋商的常见形式、主要内容、程序、报价核算2、熟悉上述项目相关的函电并在这些项目的基础上把握好与客户合同的签订【实践内容】1.进口商：撰写询盘（Inquiry）信件2. 出口商：撰写报盘（Offer）信件3. 进口商：撰写还盘（Counter-offer）信件4. 出口商：撰写接受（Acceptance）信件 【实践设备及场地】机房【实践要求】1.进口商针对所需具体项目向出口商发出询盘信。2.出口商应了解构成实盘的要件和报盘信件的写法，根据进口商的具体所需产品发出实盘报盘信。3.进口商应了解还盘信件的写法及还盘技巧，对出口商的报盘进行研究并做针对性还盘。4.出口商根据收到的还盘信做无条件接收，并发送接受信件。【成绩评定】满分100分，占总成绩的40%。实践项目三 缮制合同并签约实训（4学时）【实践目的】 通过此次实训，使学生根据合同主要条款进行洽谈，能够拟定相对专业、全面、合理的交易条款，掌握合同的缮制【实践内容】1. 成交核算 2.销售合同的缮制【实践设备及场地】机房【实践要求】1.出口商根据磋商内容草拟一份规范销售合同，并使合同条款具有完整性和合法性。2.进口商对出口商拟定的合同进行审核，确保合同的条款与磋商内容一致。3.进口商和出口商共同确定完整正式合同，并签名盖章【成绩评定】满分100分，占总成绩的10%。实践项目四 履行合同实训（4学时）【实践目的】针对常见业务合同履行后的工作训练使具备学生出口业务善后事宜处理能力【实践内容】 出口制单结汇【实践设备及场地】机房【实践要求】1 商业发票的缮制2装箱单的缮制 3保险单的缮制 5汇票的的缮制 6其它单据的缮制【成绩评定】满分100分，占总成绩的10%。附件一：各实训项目资料附件二：各实训项目评分标准附件一：实训项目一 寻找客户并建立关系任务一 熟悉产品和选择产品步骤一： 在出口业务操作之前，新外贸业务员应熟悉国内出口产品相关情况：1.2013年1月，第十二届重庆中国西部国际农产品交易会，了解展会上的国内和国外农副产品参展商及其产品情况，然后写出至少5家参展商的厂家名称和联系方式产品的名称品质包装价格生产能力和新产品的开发能力以及促销方式等；2.收集你认为有国际竞争优势的至少5家参展商的的创汇型农副产品的产品目录或宣传资料3.请登陆互联网调查：你在展会上收集的5家参展商是否有自己的电子商务网站，如果有，请你利用自己学过的电子商务知识，对参展商的网站功能进行简单描述。4.请登陆阿里巴巴中国站和国际站调查：你在展会上收集的5家参展商是否已在阿里巴巴中国站和国际站注册登记，并发布了公司产品等信息5. 写出你对政府的科技兴农和科技兴贸战略的理解任务二：了解农产品市场步骤一：国际市场调研内容1. 国际市场环境调研，包括国际经济环境调研；国际政治和法律环境调研；国外文化环境调研2. 国际市场商品情况调研：包括市场商品供给情况；需求情况和市场商品价格情况步骤二；国际市场调研的步骤1. 确定调研目标2. 制定调研计划3. 执行调研计划4. 分析结果并撰写报告任务三 2010 年 7 月 8 日，日本东京国际贸易株式会社国际采购部人员通过因特网搜集到厦门国盛进出口贸易股份有限公司出口毛绒玩具BFT008 号毛绒熊的相关信息，电传至国盛公司，希望与厦门国盛进出口贸易股份有限公司建立业务联系。需求产品信息如下：品名：FLUFFY BEAR（毛绒熊）产品型号：BFT008数量： 10000只目标价：USD10.0/只假设当日美元的买入价：USD1=CNY6.6000付款方式：承兑交单运输方式：海运请以业务员JUCY的身份给出口商写一封建立业务关系的信。 任务四假如你是深圳进出口公司（SHENZHEN IMPORT AND EXPORT CORP.）的外贸业务员王伟，在广角会上结识了加拿大的客户JOHNSON，得知该公司对进口玩具电动轮船感兴趣，当场互留了名片，回到公司后王伟马上给JOHNSON写信，要求建立经贸关系。请实训的同学以业务员王伟的身份给客户写一封建立经贸关系的信。国外公司名称和地址：johnson&company 854 green wood street Vancouver,Canada Fax:456-367890 e-mail:jblwelorla,com November 15,2010（要求格式完整，正确，包括信息的来源，写信的目的，公司的业务范围，公司资信等）任务五杭州菲特纺织制品有限公司是一家专门从事家纺制品出口业务的生产型外贸企业，企业生产的家用纺织系列产品，如窗帘、坐垫、枕套、床单、被套等产品销路很好。公司因业务发展需要招聘一位业务助理王艳。纺织服装虽然是大众化商品，然而只要做过纺织服装类产品的人都很清楚纺织服装属于非规格化商品，在交易磋商过程中将涉及各种款式、颜色、面料、辅料、规格等方面的洽谈，这些都需要外贸业务员对纺织服装产品有专业的认识。王艳需要对纺织服装有全面的了解。为了使王艳能够工作日独立开展业务，公司给王艳分配了工作任务，要求王艳将今后的工作重点放到熟练专业知识与技能中去。为此，王艳接下来的工作任务有：1、 搜集30个纺织服装产品相关的英文词汇，并明确其内涵2、 搜集4个最新纺织品马丁代尔法织物耐磨性的测定国家标准3、 搜集2个最新纺织品用染料产品国家标准4、 搜集最新纺织品色牢度实验、耐家庭和商业洗涤色牢度国家标准提示：主要的纺织面料专业网站/ 中华服装网/ 全球纺织网/ 中国纺织网/ 中华纺织网/ 中国棉纺织信息网实践项目二 函电处理实训学习情境：分析并妥善处理来函2007年7月16日，韩城前往浙江金苑进出口有限公司报到，该公司主要从事纺织服装、轻工业品、日用品、五金等产品的进出口业务。韩城被分配到业务部出口一科工作，主要负责面料的出口业务。近日，韩城需要处理一些客户的询盘。1.询盘一Dear Sir or Madam,Can you also make bed sheet as follows:Quantity: 1000and 2000 setsSize cushion :60 100cmSize cover: 160*210cmMaterial: 100% cottonPrinting Style: like attached picturePrice USD FOB?Setup costs?delivery time?Sample production time?Packing information (size and weight)?If you have any questions,please do not hesitate to ask me.Best regards2.询盘二Dear Sir or Madam:We are a leading importer oftextiles in Europe. We are writing to make sure whether you can make T/R Cloth Samples and quotation are appreciated!If your quotation is competitive, we will place an large order of million yards every year.Hope to hear form you soon!来函处理Subject: Reply to enquiry for T/R cloth Dear Simons,Thank you for your letter on May 8,2008. We are glad to learn that you are interested in our T/R cloth.For the details on our products ,my dear sir ,there are so many items that you were impossible to take every item interested in and it would take you so much time to make a choice one by one.So, in my opinion, just a suggestion that we would supply you which items detailed information you want. Please kindly let us know the Article No. selected form our website: http:/www. for the products you are interested in before my immediate response.Hope to hear from you soon.David HanZhejiang Jinyuan Import and Export Co. ,Ltd.Export departmentDTEL: 86-571-86739273FAX: 86-571-86739272 3.询盘三Dear Mr Yang,Im Emma of Co, .Ltd in Italy ,Ware leading importer of textiles in Italy.We have learnt that your company is a major comprehensive trading company in Zhejiang Province in Canton Fair in Oct. Were interested in your cloth samples showed in Fair. But its a pity that we didnt have the chance to talk about the samples of T/R cloth dyed for mens trousers.It would be appreciated if you could send the samples of T/R cloth dyed for mens trousers.If your commodity is in high quality and competitive price, we will be glad to establish business relationship with you.Hope to hear from you soon.Best regardsEmma处理来函Subject: reply for T/R cloth for mens trousersDear Emma,Thank you for your enquiry on Nov. 14, 2007Were a professional trading company of textiles with 16 years experience in China. We show various kinds of cloth in Canton Fair, which makes some purchasers just like you interested in.Its a pity that we cant talk about the T/R cloth in details in Fair. Enclosed are our latest catalogues including different specifications of T/R Cloth suitable to make mens trouser. Please check the attachment, Let us know the specific styles of our products youre interested in. We believe that we share the same idea to promote our cooperation in the future. Hope to hear from you soon.David HanZhejiang Jinyuan Import and Export Co. , Ltd.Export departmentDTEL: 86-571-86739273FAX: 86-571-867392725. 询盘四Dear Sir or Madam,My name is Frank Zheo: Im a saleman of AAA fashion Co. ,Ltd in U.S.A., which has been a fashion manufacuturer for over 15 years. We have had a wonderful talk in Canton Fair this autumn. Were interested in your products showed there.Now we are seeking the following raw materials for shirts spring sales, Could you quote us your best prices: 100% COTTON YARN-DYED DOSUTI 40s+40s*40s 120*80 57/58”If your prices are competitive, we would definitely place a large order. Hope to hear from you soon.Yours sincerely,Frank ZheoAAA Fashion Co., LTDFTEL: 1-213-8734321FAX: 1-213-8734343处理来函三家工厂的报价序号工厂报价1绍兴新天地纺织品有限公司12.50元/米2江苏色织一厂12.60元/米3江阴昌盛纺织品有限公司12.90元/米产品采购成本=12.60元/米=11.5216元/码产品的出口成本=采购成本采购成本（1+增值税率）出口退税率=10.4384元/码（出口退税率为11%，增值税率17%）业务定额税=采购成本定额费率（金苑公司定位6%）=0.6913元/码出口利润=采购成本利润率（金苑公司预计为10%）=1.1522元/码Subject：Favorable Quotation for 100% Cotton ClothDear Mr Zheo,Thank you for your enquiry on Nov. 20, 2007Our company has been a leading trading company of textiles for over 15 years in Zhejiang province, China. We are famous for our products with high quality and favorable prices, because we had established a good and stable cooperation with many textiles manufacturers over the eht past 15 years.We quote the prices of your enquiry as follows:100% COTTON YARN-DYED CHECKED DOSUTI 40s+40s40s 12080 57/58”FOB SHANGHAI USD1.69/YDWe definitely hope to have a good cooperation with you in the future. Looking forward to hear from you soon.Yours sincerelyDavid HanZHEJIANG JINYUAN INPORT AND EXPORT CO. ,LTDDTEL: 86-571-86739273FAX: 86-571-86739272任务一：对外报价核算与发盘步骤一：JOHNSON先生收到你写给他的建立经贸关系的函电后，马上给你发出了询盘函，并索要玩具样品或样品图片连同说明书等，询盘函内容如下：（询盘）Dear sirs ,We are glad to receive your letter and the catalogue from which we learn that you hope to establish business relations with us ,your desire happens to coincide with us .For your information ,after studying your catalogue ,wo found your E-toy aarticle no: are quite suitable for our market.we would like to place an order for for shipment in Pls kindly check and quote us your rock bottom price for this item on the basis of CIFC3 ROTTERDAM with the other details about packing,insurance and terms of payment.Your immediate and careful attention to this matter would be highly appreciated.we look forward to your early reply.Best regardsjohnson&company managerJohnson步骤二：你马上和广州奇特玩具厂联系，购买玩具轮船的样品，索要样品图片，并要求玩具厂报价同时给出产品的包装等其它细节。以下是玩具工厂给出的产品细节见（表1）和你了解到的一些核算数据见（表2），请根据上述条件进行出口报价核算，列出详尽的计算过程填入表（3）步骤三：请实训同学以业务员王伟的身份给JOHNSON先生写一封发盘函（表1）玩具工厂给出的产品细节品名：E-TOY 货号：SP9806计量单位： 艘包装： 纸箱 包装方式：2PCS/CTN每个纸箱尺码： 42CM（长） 30CM（宽）40CM（高）每个纸箱毛重/GW ：49.80kg净重/NW：46.20KG报价数量：200艘（表2） 核算数据：采购成本：180元人民币/艘（含增值税）出口费用：单位商品出口的包干费约为：2.50元件杂货/拼箱海运费率为：（计费标准“W/M”)US$60.00每运费吨出口定额费率为（按采购成本计）3.50%垫款周期为：45天银行贷款年利率为（1年按360天计）6.00%海运货物保险费率为：0.70%投保加成率为：10.00%增值税率为：17.00%出口退税率为：13%国外客户佣金为：（按报价计）3.00%银行手续费率为：（按报价计）0.35%汇率为：（1美元兑换人民币)7.80元预期利润:销售利润率为:10.00%要求:每一步计算都保留4位小数,且四舍五入.计算的每一步都填在下列表中.FOB报价. CFR 报价. CIF报价均为美元/艘.（表3） 计算过程计算项目计算过程计算结果单位1.货物总体积5.04立方米2货物总毛重4.98公吨3实际成本160元/艘4退税收入20元/艘5贷款利息1.35元/艘6海洋运费11.7936元/艘7海运保险费1.6313元/艘8出口业务定额费6.30元9包干费2.50元10FOB(保留二位小数)25.1750=25.18美元/艘11 CFR(保留二位小数)26.9199=26.92美元/艘11 CIF(保留二位小数)27.1613=27.16美元/艘任务二:出口还盘核算和还盘步骤一：JOHNSON先生收到你的发盘后，认为你的价格偏高，于是开始还盘，还盘函的内容如下，请根据国外客户的还价，要求出口公司王伟进行还盘核算。1）我公司是否还有利润，总利润是多少人民币，利润率是多少？2）若接受对方价格，而我公司的利润率不得少于10%，那么在其它条件不变的情况下，我公司应掌握的国内收购价为多少？并争取按照这个收购价和玩具厂进行磋商。（JOHNSON 先生的还盘）Dear sirs,We are glad to receive your letter ,together with your quotation.After studying your quotation,wi found your price is too high to be acceptable .the market price for toys here is falling.meanwhile we have received many quotations recentlt and some of which are about 10% lower than yours .may we suggest that you find a better supplier and lower your cost? To speed up our business ,we can tell you that the highest price we can accept are as follows ：Name of commodity :E-TOY article no: SP9806Packing :carton Unit price :25usd/piece CFRC3 ROTTERDAMBy the way ,we can accept you price terms listed in your offer except the terms of payment.we can only accept payment by l/c at 30days sight.Pls take the above-said into serious consideration and give us your favourable reply with the least possible delay,步骤二：由于王伟和国内厂商洽谈降价一事没成功，请根据要求给国外公司写一封还盘函，提出对方还价难以接受，但考虑到对方是我们的新客户，愿意重新（第二次报盘）报出公司利润率为6%的CIFC3 ,报价有效期为3天的实盘，并告知公司可以接受30天远期L/C.任务三：寻找供应商并发出询盘1、 通过B2B综合网站或者专业纺织机械电子商务平台寻找10家以上国外纺织机械出口商。2、 对所搜集的国外出口商进行资信评估3、 有选择地对国外出口商发出询盘，要求至少一份发给生产型出口商、至少一份发给流通型出口商4、 2012年8月，业务员于兰收到客户如下函件催问装运及包装安排，发现由于自己疏忽忘记向客户发出指示，请以于兰的身份向客户回函。Dear all,We are glad to inform you that the goods you ordered in June are ready for shipment.You have not instructed us as to the shipping of the goods and how you wish to have them packed.If you have any special preference in this matter , please inform us as early as passibleBest regardsAlice任务四：阅读并处理客户来函 杭州菲特纺织制品有限公司业务员王艳开始从事纺织、服装产品出口业务以来，业务规模不断扩大，收到大量客户询盘。请分析下列询盘，判断来函客户真实意图并妥善处理各封询盘。询盘1：Dear sirs,We are interested in importing Chinese garments and would be obliged if you send us your latest catalogue,price list,and some sanples, Yours faithfully, Christina询盘2：Dear sirs,Seeing your advertisement in the American Trade Directory,we ask you will kindly send us our quotasions for T/R Cloth together with an illustrated catalugue.We shall be pleased to have you noutice us of your best terms and conditions.Looding forward to receiving your immediate reply.询盘3：Dear sirs,By recommendation of Tengfei Texitiles Import and Export Corp.,we learnt rhat you are exporter of Chinese Garments in a variety of styles.We are one of the largest supermarkets here and there is growing demand for Chinese Garments in our market,we expect to be albe to palce substantial orders with you if your quatation is cmenpetitive.Your latest catalougue is appreciated.When replying,please state the earliest delivery date and quantity discount.询盘4：Dear sirs,Seeing your advertisement at the China Import and Export Trade Fair,we ask you kindly to send us as soon as possible the samples of 100% Cotton Yarn Dyed Solid Check Fabric,with the lowest quatations.We shall be pleased to have you inform uo of your best terms and conditions ,and also your reference.We are looking forwand ro receiving you immediate reply.实践项目三 缮制合同并签约实训根据出口公司的第二次发盘，国外客户来函表示接受，国外公司的来函如下：Dear sirs ,Your quotation has been accepted and we are glad to place our order No.9711 as follows:Name of commodity :Total amount:Shipment:to be effected beforePayment:Other terms and coditions remain the same as we agreed in our previous mails. As this is the first transaction between us, we will be pleased if you make the inspection and ship the goods on time for the urgent need.when the goods are ready for shipment ,please send us shipping advice by e-mail to facilitate making the necessary arrangement .We are looking forward to your sales confirmation and thank you in advice 实训步骤一：请根据你与国外客户最终达成的交易条件，作出详细的出口合同核算，其中包括：1购货总成本 2总退税收入3各项费用总额4费用率细目5成交总利润额及成交利润率实训步骤二：以王伟的身份给国外客户写一封签约函，感谢对方的订单，说明随寄售货确认书，并催促迅速回签合同并及时开出信用证。并根据双方在信中确定的条件制作销售确认书（号码： wangwei888 ），要求条款内容全面，具体。实训步骤三：缮制销售合同 （见附件1）实践项目四 履行合同实训根据下列国外来证及有关信息制单。AWC-23-522号合同项下商品的有关信息如下：该批商品用纸箱包装,每箱装10盒,每箱净重为75公斤，毛重为80公斤，纸箱尺寸为1135630CM，商品编码为6802.2110，货物由“胜利”轮运送出海。FROM： HONGKONG AND SHANGHAI BANKING CORP., HONGKONG TO: BANK OF CHINA, XIAMEN BRANCH, XIAMEN CHINATEST: 12345 DD. 050705 BETWEEN YOUR HEAD OFFICE AND US. PLEASE CONTACT YOUR NO. FOR VERIFICATION.WE HEREBY ISSUED AN IRREVOCABLE LETTER OF CREDITNO. HKH123123 FOR USD8,440.00, DATED 040705.APPLICANT: PROSPERITY INDUSTRIAL CO. LTD.342-3 FLYING BUILDING KINGDOM STREET HONGKONGBENEFICIARY: XIAMEN TAIXIANG IMP. AND EXP. CO. LTD.NO. 88 YILA ROAD 13/F XIANG YE BLOOK RONG HUA BUILDING, XIAMEN, CHINA THIS L/C IS AVAILABLE WITH BENEFICIARYS DRAFT AT 30 DAYS AFTER SIGHT DRAWN ON US ACCOMPANIED BY THE FOLLOWING DOCUMENTS:1. SIGNED COMMERCIAL INVOICE IN TRIPLICATE.2. PACKING LIST IN TRIPLICATE INDICATING ALL PACKAGE MUST BE PACKED IN CARTONS/ NEW IRON DRUMS SUITABLE FOR LONG DISTANCE OCEAN TRANSPORTATION.3. CERTIFICATE OF CHINESE ORIGIN IN DUPLICATE.4. FULL SET OF CLEAN ON BOARD OCEAN MARINE BILL OF LADING MADE OUT TO ORDER AND BLANK ENDORSED MARKED “FREIGHT PREPAID” AND NOTIFY APPLICANT.5. INSURANCE POLICY OR CERTIFICATE IN DUPLICATE ENDORSED IN BLANK FOR THE VALUE OF 110 PERCENT OF THE INVOICE COVERING FPA/WA/ALL RISKS AND WAR RISK AS PER CIC DATED 1/1/81.6. COPY OF BENEFICIARYS TLX OR FAX TO THE APPLICANT ADVISING CONTRACT NO., L/C NO., AMOUNT, QUANTITY OF CARGO SHIPPED, G.W. AND N.W. B/L NO., NAME, VOYAGE NO. OF STEAMER AND DATE OF SHIPMENT.SHIPMENT FROM: XIAMEN, CHINA .SHIPMENT TO: HONGKONG LATEST SHIPMENT 31 AUGUST 2005PARTIAL SHIPMENT IS ALLOWED, TRANSSHIPMENT IS NOT ALLOWED.COVERING SHIPMENT OF:COMMODITY AND SPECIFICATIONS QUANTITY UNIT PRICE AMOUNT CIFHONGKONG. 1625/3D GLASS MARBLE 2000BOXES USD2.39/BOX USD4,780.001641/3D GLASS MARBLE 1000BOXES USD1.81/BOX USD1,810.002506D GLASS MARBLE 1000BOXES USD1.85/BOX USD1,850.00 SHIPPING MARK: P.7. HONGKONG NO. 1-400ADDITIONAL CONDITIONS:5 PERCENT MORE OR LESS BOTH IN QUANTITY AND AMOUNT IS ALLOWED.ALL BANKING CHARGES OUTSIDE ISSUING BANK ARE FOR ACCOUNT OF BENEFICIARY.DOCUMENTS TO BE PRESENTED WITHIN 15 DAYS AFTER THE DATE OF ISSUANCE OF THE SHIPPING DOCUMENT BUT WITHIN THE VALIDITY OF THE CREDIT.INSTRUCTIONS:NEGOTIATING BANK IS TO SEND DOCUMENTS TO US IN ONE LOT BY DHL.UPON RECEIPT OF THE DOCUMENTS IN ORDER WE WILL COVER YOU AS PER YOUR INSTRUCTIONS.L/C EXPIRATION: 15 SEP. 2005.TH