交易磋商与合同的签订.doc

【国际贸易实务】实训 武晓明实训1 交易磋商与合同的签订一、模拟业务背景 （接第一章交易前的准备训练），新加坡客户接我方去函后，确认了我方样品及交易一般条件，于9月10日来函，要求我方报价。经谈判，我方与新客户达成初笔漂布买卖交易。 二、模拟训练任务 根据所给条件及要求，模拟双方谈判及签约过程。 1根据客户9月10日来函，向客户发盘（报价） 2回复客户还盘 3对客户还盘进行再还盘 4根据双方往来函电缮制出口销售确认书 5寄送合同，要求客户会签和准时开证 三、模拟训练资料、要求 1发盘 （1）客户9月10日来函： SAMPLES AND GENERAL TERMS AND CONDITIONS CONFIRMED. PLEASE OFFER FIRM 9801-1 4,200 YARDS. （2）报价要求 报价数量4,200码； 报价价格CIF新加坡每码1.48美元； 装运期 2006年11月； 支付方式不可撤销即期信用证； 报价日期2006年9月12日 2还盘（1）9月14日客户还盘 YOURS 12TH 8,400 YARDS SHIPMENT NOVEMBER US DOLLARS 1.2 CIFC3 D/P SIGHT PLEASE REPLY SIXTEENTH （2）还盘要求 根据还盘情况，自行合理确定。 3再还盘（1）客户 5月17日还盘 YOURS 16TH OTHER SOURCES SIMILAR QUALITY QUOTING 1.25 COMPETITION KEEN HENCE BEST 1.30 6,720 YARDS CREDIT 60 DAYS SIGHT （2）再还盘要求 考虑竞争，特别是初次交易，同意将每码价格降低0.12美元、见票30天信用证付款，限19日前复。 四、模拟训练单据 1.公司信签(发盘)天津泰佛纺织品进出口公司TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP. 86，ZHUJIANG ROAD , HEXI DISTRICT, TIANJIN，CHINA OVERSEAS TRADING CO., LTD.100 JULAN SULTAN#01-20 SULTAN PLAZA SINGAPORE SEP.12, 2000 DEAR SIRS， THANK YOU FOR YOUR E-MAIL SEP 10.AS REQUESTED, WE OFFER FIRM SUBJECT TO YOUR REPLY HERE SEP 15, 9801-1 4,200YARDS CLOTH BALES USD 1.48 PER YARD CIF SINGAPORE SHIPMENT NOVEMBER 2000, IRREVOCABLE SIGHT CREDIT. AWAITING YOUR EARLY REPLY. BEST REGARDS. YOURS FAITHFULLY, TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP.2.公司信签(还盘)天津泰佛纺织品进出口公司TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP.86，ZHUJIANG ROAD , HEXI DISTRICT, TIANJIN，CHINAOVERSEAS TRADING CO. LTD.，100 JULAN SULTAN#01-20 SULTAN PLAZA SINGAPORE SEP.15，2000 DEAR SIRS,THANK YOU FOR YOUR E-MAIL SEP 14TH .ORDERS NOW ARE COMPARATIVELY CONGESTED .THUS WE CAN ONLY SUPPLY 6,720 YARDS DEC. OR 8,400YARDS NEXT JAN. AT USD1.48 PER YARD PLEASE REPLY HERE 18TH.YOURS TRULY,TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP.*(从客户来函看，我方报价对客户已有吸引力，故做上述答复） 3.公司信签(再还盘) 天津泰佛纺织品进出口公司TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP. 86，ZHUJIANG ROAD , HEXI DISTRICT, TIANJIN，CHINA OVERSEAS TRADING CO., LTD.100 JULAN SULTAN#01-20 SULTAN PLAZA SINGAPORE SEP.18,2000DEAR SIRS,THANK YOU FOR YOUR E-MAIL OF SEP. 16TH . IN VIEW OF INITIAL TRANSACTION ,WE AGREE TO GIVE YOU A SPECIAL ALLOWANCE OF USD0.12 AND PAYMENT BY 30 DAYS AFTER SIGHT CREDIT. THIS IS THE BEST WE CAN OFFER PLEASE REPLY HERE BEFORE SEP 19TH.SINCERELY YOURS, TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP. 4.销售确认书 天 津 泰 佛 纺 织 品 进 出 口 公 司TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP.86，ZHUJIANG ROAD, HEXI DISTRICT, TIANJIN, CHINA销 售 确 认 书SALES CONFIRMATION 合同号 NO. SC009762正 本ORIGINAL 日期 DATE: SEP.21，2000买方Buyer: OVERSEAS TRADING CO. , LTD.地址Address: 100 JULAN SULTAN #01-20 SULTAN PLAZA SINGAPORE电话 传真Tel: Fax:兹 经 买 卖 双 方 同 意 成 交 下 列 商 品 订 立 条 款 如 下: The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below: 货物名称及规格 NAME OF COMMODITY AND SPECIFICATION 数量 QUANTITY 单价 UNIT PRICE 金额 AMOUNT SPRING FLOWER (BRAND) BLEACHED SHIRTING 30SX36S 72X69 35/36”X42 YARDS 6,720YARDS USD1.36/YARD CIF SINGAPORE USD 9,139.20 总值 TOTAL VALUE US DOLLARS NINE THOUSAND ONE HUNDRED THIRTY-NINE 20% ONLY 装运 SHIPMENT NOV.,2000 FROM TIANJIN TO SINGAPORE WITH PARTIAL SHIPMENT ALLOWED, TRANSSHIPMENT NOT ALLOWED 付款条件 PAYMENT BY IRREVOCABLE CREDIT AT 30 DAYS AFTER SIGHT (THE L/C MUST REACH THE SELLER 15 DAYS BEFORE THE TIME OF SHIPMENT) 包装 PACKING PACKED IN BALES OF 20 PCS EACH 唛头 MARKS & NOS. AT SELLERS OPTION 保险 INSURANCE： TO BE COVERED BY THE SELLERS AGAINST ALL RISKS AND WAR RISK 买方 卖方 THE BUYER THE SELLER TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP. 5.公司信签(寄约) 天津泰佛纺织品进出口公司TIANJIN TIFERT TEXTILES IMPORT & EXPORT CORP. 86，ZHUJIANG ROAD , HEXI DISTRICT, TIANJIN，CHINA OVERSEAS TRADING CO. LTD.,100 JULAN SULTAN#01-20 SULTAN PLAZA SINGAPORE SEP 22,2000DEAR SIRS,WE FEEL MUCH PLEASED TO CONCLUDE 6,300 YARDS OF SPRING FLOWER BRAND BLEACHED SHIRTING. ENCLOSED PLEASE FIND TWO COPIES OF SALES CONTRACT. PLEASE SIGN AND RETURN ONE COPY FOR OUR FILE ENABLING US TO SHIP THE GOOD