外贸函电与单证实训教程2pra.ppt

Chapter Two Cases Under L/C Payment Terms,Practice One : L/C +CFR Case,Objective,Requirements,Steps,Introduction,Practice,Objective,The objective is to enable students to be familiar with the export procedures using CFR and L/C and to master the skills to fill in the blanks in the related correspondence, contract and documents according to the given information.,Requirements,1.To know well about the procedures of L/C and obligations of the Seller and Buyer under CFR price terms. 2.To know well about the business letter writing in e-mail and full block formats. 3.To know well about the terms and conditions of L/C. 4.To master useful expressions and sentence models frequently used in business letters ，especially the writing skill of booking shipping container and placing a repeat order. 5.To master the drawing of contract according to the given information. 6.To master the export documentation according to the information given, especially the invoice with discount.,Steps,1.To review the procedures of L/C and obligations of the Seller and Buyer under CFR price terms. 2.To read and understand the given business transaction background. 3.To sum up the main points in business letter writing according to Mind Map 1. 4.To finish the business letters according to the given information. 5.To draw up the contract according to the correspondence. 6.To read the L/C. 7.To book a shipping container with the shipping agent. 8.To fill out the related documents. 9.To place a repeat order. 10.To issue an invoice with discount. 11.To answer the questions. 12.To evaluate yourself .,Introduction,本节实训是用CFR方式成交以及用L/C（不可撤销议付信用证）方式付款的外贸出口案例。信函内容涵盖了建立贸易关系、询盘、报盘、还盘、交易的达成、催开信用证、重复订单；涉及到的合约或单据有销售合同、产品购销合同、商业发票、装箱单、海运出口托运单、海运提单和装船通知、普惠制原产地证明书、出境货物报检单、质量证明书和出境货物换证凭条、中华人民共和国海关出口货物报关单、汇票等。要求学生翻译信函内容，并根据信函信息填写合约和单据。,Practice,3. Business negotiation,8.Questions,Practice,2. Preparation for business,6. Repeat order,7. Export Documentation,4.Signature of Sales Contract,5. Performance,9.Self-evaluation,1.Warming-up,1.Warming-up,1.1 L/C 流程图,5.信用证审核无误后，发货，获取单据,11，提货,1.2 CFR 术语买卖双方的主要义务,2 Preparation for business,Information about the exporter and importer,Background information for business,Basic information about the product,2 Preparation for business,2.1,2.2,2.3,2 Preparation for business,2.1 Information about the exporter and importer 2.1.1 Exporters name and address 广州G-STAR公司(G-STAR COMPANY , GUANGZHOU) 广州麓湖路156号 （NO.156 LUHU ROAD, GUANGZHOU, CHINA） TELFAX:Sales Representative: 陈 林 （James Chen） 2.1.2 Importers name and address S-26 COMPANY, CANADA ABC ROAD , VANCOUVER , P. O. BOX 10, CANADA Fax: 333-675 Sales Representative : Belly Smith,2 Preparation for business,2.2 Background information for business On October 15th, 2009, S-26 COMPANY, CANADA, a dealer of Household Electric Appliances, attended the Canton Fair in Guangzhou, and they showed interest in the household electric appliances demonstrated by G-STAR COMPANY, GUANGZHOU.,2 Preparation for business,2.3 Basic information about the product 2.3.1 Name of commodity：“Diamond” brand Electric Cooker,2.3.2 Specification and purchasing price from manufacturer TR-EC 110V 2.5L RMB 45.00/PC 28cm28cm28cm TR- EC 110V 3.0L RMB 50.00/PC 28cm28cm28cm TR- EC 110V 3.5L RMB 55.00/PC 28cm28cm28cm TR- EC 110V 4.0L RMB 60.00/PC 28cm28cm28cm 2.3.3 Specification for carton 280cm280cm280cm 2.3.4 weight of a carton Net : 15 kgs Gross : 20 kgs 2.3.5 Packing 10 pcs packed in a carton, 120 cartons in one 20container 2.3.6 Manufacturer: 佛山南华电器厂 佛山市南海镇明月路23号,3. Business Negotiation,1,Sum up the main points of business letters,2,Fill out the letters,3. Business Negotiation,3.1 Sum up the main points of business letters on Mind Map 1.,3.2 Please fill out the letters according to the given information, and pay attention to the useful patterns.,3.Business Negotiation,7. Acceptance,5. Counter-offer,1. Establishing business relations,2. Reply to establishing business relations,3. Enquiry,.,4. Firm offer,6. Another counteroffer,1)Establishing business relations,3.Business Negotiation,Main points,Translation,letter,1)Establishing business relations,To: From: Date: October 29, 2009 Subject: Establishing Business Relations Dear Mr. Chen, We (从广东的秋交会上获取贵方的名称和地址). We （对贵方产品非常感兴趣）, especially “Diamond” brand Electric Cooker .,have obtained your name and email address from the,Guangdong Autumn Fair,are very interested in your products,We are a major company （有 多年经验的） household electric appliance in Canada, and we （在全球享有盛誉） in this field. （兹写信给贵方想建立贸易关系）.,relations with you,enjoy a good reputation globally,with years experience in,We are writing to you to enter into business,Would you please send us your catalogue and samples to us (供我方参考)? As to our financial standing, we are permitted to mention the bank of Canada, Vancouver, as a reference. We are looking forward to your early reply. Yours sincerely, Belly Smith S-26 COMPANY LIMITED, CANADA,for our reference,1)Establishing business relations,Translation 收件人： 发件人： 日期：2009年10月29日 主题：建立业务关系 陈先生： 我公司从广东的秋交会上获取了贵方的名称和地址，对贵方产品非 常感兴趣，特别是“钻石”牌电饭煲。 我公司在加拿大家电行业处于领先地位，拥有多年经验，享有全球 盛誉。兹写信给贵方想建立贸易关系。 贵公司可否提供产品目录与样品供我方参考？ 关于我公司财务状况，贵公司可向加拿大银行温哥华分行查询。 恭候佳音。 加拿大S-26有限公司 贝利斯密斯谨上,1)Establishing business relations,1. Source of information and intention 2. Self-introduction and detailed requirements 3. Financial standing 4. Expectation of early reply,2）Reply to establishing business relations,3.Business Negotiation,Main points,Translation,letter,2）Reply to establishing business relations,To: From: Date: October 30, 2009 Subject: Reply to Establishment Business Relationship Dear Mr. Smith, We acknowledge the receipt of your letter of October 29, 2009 with thanks from which （我方获知贵方对我方产品感兴趣）our “Diamond” brand Electric Cooker.,we learn that you show interest in,G-STAR COMPANY, GUANGZHOU is (很有经验) the export of great varieties of household electronic appliance and (有业务关 系)friends all over the world. （按照贵方要求）, we are sending our latest catalogue and samples for your reference. Awaiting your favorable reply. Yours faithfully, James Chen G-STAR COMPANY, GUANGZHOU,well experienced in,have business relations with,As requested,2） Reply to establishing business relations,Translation 收件人： 发件人： 日期：2009年10月30日 主题：建立业务关系的回复 斯密斯先生： 我方收到贵公司2009年10月29日之来信，获知贵方对我方产品“钻 石”牌电饭煲感兴趣。 我公司广州G-STAR在多种家电出口商务方面经验丰富，与世界多 国拥有良好业务关系。 现按照贵方要求，寄上我方最新产品目录与样品。 恭候佳音。 广州G-STAR公司 詹姆士陈谨上,2)Reply to establishing business relations,1. Acknowledgement of the coming email 2. Exporters self introduction and corresponding actions 3. Expectation of early reply,3） Enquiry,3.Business Negotiation,Main points,Translation,letter,3） Enquiry,Dear Mr. Chen, Thank you for (贵方的目录和 样品). After we check the samples, we are very satisfied with them. We are keenly interested in the following items of “Diamond” brand Electric Cooker, and （如贵方能给我方报 CFR VANCOUVER 的最低价将不胜感激）.,your catalogue and samples,shall be glad if you kindly quote us,your lowest price CFR VANCOUVER,If we found （贵方报价可接受的 话）, we would place an order with you. Your early reply will be highly appreciated. Yours faithfully, Belly Smith S-26 COMPANY LIMITED, CANADA,your offer is acceptable to us,3） Enquiry,Translation 陈先生： 感谢贵方的目录和样品。经过样品检测，我方感到满意。 我方对“钻石”牌电饭煲的以下型号尤为感兴趣，如贵方能给我方报 CFR VANCOUVER的最低价将不胜感激。 如贵方报价我方可以接受，我方将向贵方订货。 如能尽早回复，我方不胜感激。 加拿大S-26有限公司 贝利斯密斯谨上,3） Enquiry,1. Acknowledgement of the receipt of email 2. Enquiry for specific products 3. Expectation of early reply,4） Firm offer,3.Business Negotiation,Main points,Translation,letter,4） Firm offer,Dear Mr. Smith, Your enquiry of November 2 has (及时收到). You will be pleased to note that the products you are interested in (在欧洲市场深受 欢迎). If possible, please increase the quantities of each item to 300 pieces so that we can (就能安 排装于20英尺的集装箱). As requested, (兹报实盘如下), as follows:,been duly received,enjoy great popularity in the European market,pack them in a container of 20,we are offering you a,firm offer,Commodity: “Diamond” brand Electric Cooker Packing: to be packed in cartons of 10 pieces each,Terms of payment: (以我方为抬头的不可撤销的信用证). Shipment: from Guangzhou to Vancouver in December, 2009, (允许分批 装运和转船). Our firm offer (有效) before November 10,2009. Yours faithfully , James Chen G-STAR COMPANY, GUANGZHOU,irrevocable Letter of Credit at sight in our,favor,allowing partial shipment and transshipment,stands valid,4） Firm offer,Translation 斯密斯先生： 贵方11月2日的询盘已及时收到。贵方感兴趣的商品在欧洲市场深 受欢迎，想必这一点会令贵方感到愉悦。如可能，我方希望贵方将每种 型号数量增加至300件，以便我方将货品装于一个20英尺的集装箱。根 据贵方要求，兹报实盘如下： 商品名称：“钻石”牌电饭锅 包装：纸箱装，每箱十件,付款条款：以我方为抬头的不可撤销的信用证 装运：2009年12月从广州运至温哥华，允许分批装运和转船 此实盘于2009年11月10日前有效。 广州G-STAR公司 詹姆士陈谨上,4） Firm offer,1. Acknowledgement of the receipt of enquiry 2. Asking for increase of product quantities 3. Contents of firm offer,5) Counter-offer,3.Business Negotiation,Main points,Translation,letter,5) Counter-offer,Dear Mr. Chen, We wish to thank you for your email of November 4, offering us the “Diamond” brand Electric cooker. We (同意将每个产品数量增加到3000件是可以接受的), but we Find (贵方价格太高了) so that we cant accept it.,agree to increase the quantities of each item to 300pieces,your prices are much too high,Since we have a full knowledge of the market and an excellent sales organization in Canada, we (请贵方放心)the sales of your products. Therefore, we would be obliged if you could quote us your favorable prices. As to the terms of payment, (能 否接受D/P60天付款方式) because of tight money. We anticipate your early reply. Belly Smith S-26 COMPANY LIMITED, CANADA,assure you of,would you accept D/P at 60 days,5) Counter-offer,Translation 陈先生： 感谢贵方11月4日电邮对“钻石”牌电饭煲之报价。 我方同意将每个产品数量增加到300件。但贵方报价过高，我方难 以接受。我公司在加拿大全面了解市场且拥有优秀销售团队，因此，产 品销售方面请贵方放心。贵方如能报上优惠价格我方将不胜感激。 至于付款条款，由于我方资金紧张贵方能否接受D/P60天付款方 式？ 如能尽早回复，我方不胜感激。 加拿大S-26有限公司 贝利斯密斯谨上,5) Counter-offer,1. Acknowledgement of the receipt of firm offer 2. Agreement about the increase of product quantities 3. Counter-offer on price and terms of payment 4. Expectation of early reply,6) Another counteroffer (Reply to the above counteroffer ),3.Business Negotiation,Main points,Translation,letter,6) Another counteroffer,Dear Mr. Smith, Thanks for your email of November 8, 2009. We (很意惊讶地得知)you find our price for “Diamond” Brand Electronic Cooker (太高而无法进行下去). We would like to inform you that (我方在欧洲销售 该产品的价格均不低于原来的报价). But (考虑到) the first cooperation between us and your confidence in its selling. We (愿意降低价格) and offer as follows:,are surprised to,learn that,too high to work on,we always sell these items at,the prices we quoted in the European countries,considering,are prepared to make a,reduction in price,Commodity: “Diamond” brand Electric Cooker Packing: to be packed in cartons of 10 pieces each,In the meantime, please be informed that (我方要求付 款方式为不可撤销的即期信用证), which is good for both of us. (若贵 方能在本月底前下订单), we would guarantee delivery in December of this year.,we require the payment,to be made by irrevocable L/C at sight,If you place your order before the end of November,As you see, our products enjoy a high reputation in Europe because of their excellent quality and competitive prices. You can be sure our product (有 助于贵方开拓市场). Please reply ASAP. Yours faithfully , James Chen G-STAR COMPANY, GUANGZHOU,will successfully help you tap your market,6) Another counteroffer,Translation 斯密斯先生: 感谢贵方2009年11月8日之来函。我方很惊讶地得知贵方因“钻 石”牌电饭锅报价太高而无法达成协议。 我方在欧洲销售该产品的价格均不低于原来的报价。但是，考虑 到贵我两方乃首次合作以及贵方销售信心，我方愿意降低价格，兹报 盘如下： 商品名称：“钻石”牌电饭煲 包装：纸箱装，每箱十件,同时，请贵方注意，我方要求付款方式为以我方为抬头的不可撤销 的信用证。该要求有利于贵我双方。若贵方能在本月底前下订单，我方 保证今年12月前发货。 如贵方所见，我方商品因质量过硬且价格竞争力强，在欧洲信誉素 著，必将有助于贵方开拓市场。 广州G-STAR公司 詹姆士陈谨上,6) Another counteroffer,1. Acknowledgement of the receipt of email 2. Agreement about price reduction 3. Counter-offer on terms of payment 4. Expectation for prompt order,7) Acceptance,3.Business Negotiation,Main points,Translation,letter,7) Acceptance,Dear Mr. Chen， After we received your email, we contacted our clients immediately. They can do the business, if you (能安排12月份的船期). Meanwhile, please note that (装船通知必须在装船前48小时内传真给我方) including number of packages, gross and net weight, vessel name, Bill of Lading No. and date, Contract No. and value, (以便我方及时办理保险).,can make the shipment in,December,that we can cover the insurance in time,shipping advice must be faxed to us,48 hours before shipment,in order,Please send us your Sales Contract as soon as possible. Should this order prove satisfactory to our customers, (今后将为贵方获取大量订单). Yours sincerely, Belly Smith S-26 COMPANY LIMITED, CANADA,substantial orders,will be secured for you in the future,7) Acceptance,Translation 陈先生： 收到您的电邮后，我方立刻与客户取得联系。如贵方可以安排12月 份的船期，我方客户愿意达成交易。 同时，请注意在装货前48小时内给我方发装船通知，告知包装件数、 毛重与净重、船名、提单号码与日期，合同号码与和总货值，以便我方及 时办理保险。 请尽快将销售合同发给我方。如本次交易令我方客户满意，今后将为 贵方获取大量订单。 加拿大S-26有限公司 贝利斯密斯谨上,7) Acceptance,1. Expectation of doing business 2. Detailed requirements sending shipping advice 3. Expectation of sales contract,4. Signature of Sales Contract,Sales Contract,Sales Contracttwo companies signed it on November 15,2009.,Answer of Sales Contract,5. Performance,5.1 The letters during the performance,5.2 Letter of Credit,5.3 Purchase Contract,5.4 Booking a shipping container,5.5 Export documentation,5.1 The letters during the performance,8) Letters about sending Sales Contract,5.1 The letters during the performance,Main points,Translation,letter,8) Letters about sending Sales Contract,Dear Mr. Smith, We are glad to have (完成交易)with you by sending our Sales Contract No. 09GS468001 (一式三份). (请会签后寄回一份给我方存档). Yours truly, James Chen G-STAR COMPANY, GUANGZHOU,concluded this transaction,in three,folds,Please countersign and return one copy,to us for our file,8) Letters about sending Sales Contract,Translation 斯密斯先生： 很高兴贵我双方能完成本次交易。现寄上销售合同一式三份给贵 方，编码为No. 09GS468001给贵方。请会签后寄回一份给我方存档。 广州G-STAR公司 詹姆士陈谨上,8) Letters about sending Sales Contract,1. Sending contract 2. Expectation of counter-signature,9) Reply to the letter about sending Sales Contract,5.1 The letters during the performance,Main points,Translation,letter,9) Reply to the letter about sending Sales Contract,Dear Mr. Chen, We have duly received your Sales Contract No. 09GS468001 covering “Diamond” brand Electric Cooker we ordered. Enclosed please find the copies with (会签). （我方将尽早开 立相关的信用证, 不日内会抵达贵处）.,our counter-signature,We will open the relative L/C as soon as possible, and,the L/C will arrived at your end in a few days,Prompt delivery is essential due to the great demand. (如能准时发货，并且好销的话，将有大量订单涌入). Yours faithfully , Belly Smith S-26 COMPANY LIMITED, CANADA,If the,consignment can be delivered in time and enjoy fast sales,substantial orders will pour in,9) Reply to the letter about sending Sales Contract,Translation 陈先生： 我方已按时收到关于“钻石”牌电饭锅的09GS468001号销售合同。 随函寄上我方会签合同请查收。 我方将尽早开立相关的信用证, 不日内会抵达贵处。 由于需求量 大，尽快发货至关重要。如能准时发货，并且好销的话，将有大量订单 涌入。 加拿大S-26有限公司 贝利斯密斯谨上,9) Reply to the letter about sending Sales Contract,1. Acknowledgement of the receipt of S/C 2. Promise the prompt establishment of L/C,5.2 Letter of Credit,More information about Letter of Credit,5.2 Letter of Credit,2. 10）Letters about receiving the L/C,1. Letter of Credit,A few days later, James Chen received a call from Bank of China, Guangdong Branch, that the covering L/C had arrived. So James Chen went to the bank and checked the L/C.,信用证中常见项目表示方式,跟单信用证开证 (MT700 Issue of a Documentary Credit) 代码 项目表示 20 DOCUMENTARY CREDIT NUMBER（信用证号码） 23 REFERENCE TO PRE-ADVICE（预先通知号码） 如果信用证是采取预先通知的方式，该项目内应该填入“PREADV/”，再加上预先通知的编号或日期。 27 SEQUENCE OF TOTAL（电文页次） 31C DATE OF ISSUE(开证日期） 如果这项没有填，则开证日期为电文的发送日期。 31D DATE AND PLACE OF EXPIRY（信用证有效期和有效地点） 该日期为最后交单的日期。,32B CURRENCY CODE，AMOUNT（信用证结算的货币和金额） 39A PERCENTAGE CREDIT AMOUNT TOLERANC E（信用证金额上下浮动允许的最大范围）该项目的表示方法较为特殊，数值表示百分比的数值，如：5/5，表示上下浮动最大为5%。39B与39A不能同时出现。 39B MAXIMUM CREDIT AMOUNT（信用证最高金额） 39B与39A不能同时出现。 39C ADDITIONAL AMOUNTS COVERED（额外金额） 表示信用证所涉及的保险费、利息、运费等金额。,40A FORM OF DOCUMENTARY CREDIT（跟单信用证形式） 跟单信用证有6种形式： IRREVOCABLE（不可撤销跟单信用证） REVOCABLE（可撤销跟单信用证） IRREVOCABLE TRANSFERABLE（不可撤销可转让跟单信用证） REVOCABLE TRANSFERABLE（可撤销可转让跟单信用证） IRREVOCABLE STAND BY（不可撤销备用信用证） REVOCABLE STAND BY（可撤销备用信用证）,41a AVAILABLEWITHBY（指定的有关银行及信用证兑付的方式）指定银行作为付款、承兑、议付。 兑付的方式有5种： BY PAYMENT（即期付款）； BY ACCEPTANCE（远期承兑）； BY NEGOTIATION（议付）； BYDEFPAYMENT（延迟付款）； BY MIXEDPAYMENT（混合付款）。 如果是自由议付信用证，对该信用证的议付地点不做限制，该项目代号为：41D，内容为：ANY BANK IN,42a DRAWEE（汇票付款人）, 必须与42C同时出现。 42C DRAFTS AT.（汇票付款日期),必须与42a同时出现。 42M MIXED PAYMENT DETAILS（混合付款条款） 42P DEFERRED PAYMENT DETAILS（延迟付款条款） 43P PARTIAL SHIPMENTS（分装条款）, 表示该信用证的货物是否可以分批装运。 43T TRANSSHIPMENT（转运条款）, 表示该信用证是直接到达，还是通过转运到达。,44A LOADING ON BOARD/ DISPATCH/ TAKING IN CHARGEAT/ FROM （装船、发运和接收监管的地点） 44B FOR TRANSPORTATI ON TO.（货物发运的最终地） 44C LATEST DATE OF SHIPMENT（最后装运日）, 装船的最迟的日期。44C与44D不能同时出现。 44D SHIPMENT PERIOD（船期）, 44C与44D不能同时出现。,45A DESCRIPTIONOFGOODSAND/OR SERVICES（货物描述）, 货物的情况、价格条款。 46A DOCUMENTS REQUIRED（单据要求）,各种单据的要求。 47A ADDITIONAL CONDITIONS（附加条款） 48 PERIOD FOR PRESENTATION（交单期限），表明开立运输单据后多少天内交单。 49 CONFIRMATION INSTRUCTIONS（保兑指示） 其中，CONFIRM：要求保兑行保兑该信用证 MAY ADD：收报行可以对该信用证加具保兑。 WITHOUT：不要求收报行保兑该信用证。,50 APPLICANT（信用证开证申请人）， 一般为进口方。 5la APPLICANT BANK（信用证开证的银行） 53A REIMBURSEMENT