关于国际贸易在实际操作中的初步了解.doc

题 目：对国际贸易在实际操作中的初步了解 目 录 1、目录 12、中文摘要 23、英文摘要34、正文4 4.1、询盘 4 4.2、报盘 6 4.3、还盘 7 4.4、写订单 10 4.5、催款 125、总结 156、参考文献 17摘 要经过一段时间的实习，对国际贸易有了一定的了解，对实际遇到的一些问题做了一些概括研究，同时也把在学校学的东西进行了进一步的延伸，概括了一些应该注意的问题，举例说明了从客户询盘到催款的全过程。关键词：国际贸易 实际应用 业务流程 实用范利 Abstract Through a period of time in practical training, I have had some acquaintance on international trade. And I have did some scoping study to the problem which I have encountered practically. At the same time I extend the knowledge that I have learned in the school. There are some considerable problems mentioned. Give some examples to explain the whole process that from inquiry to Urging Payment.Kay Words：International trade Practical application Business process Practical example 正 文一、询盘在对外贸易中，询盘，也叫询价（inquiry或enquiry）是买方或买方对于所要购买或出售的商品向另一方作出的询问。询盘是交易的起点，可以分为：普通询盘（a general inquiry）:索取普通资料， 诸如：目录（a catalogue）、价目表或报价单（a price-list or quotation sheets）、样品（a sample）、图片（illustrated photo prints）等。具体询盘（a specific inquiry）: 具体询问商品名称（the name of the commodity）、规格（the specifications）、数量（the quantity）、单价（the unit price FOB CIF）,装船期（the time of shipment）、付款方式（the terms of payment）等。询盘一般多为买方向卖方发出，买方通过询盘信，简明扼要的向卖方了解一般的商品信息。利用E-mail 写询盘信，无须写的过分客气，只需具体、简洁、措词得体。有的询盘信开门见山，直截了当说明订购打算，希望对方给予一定优惠条件；有的询盘信则以征询信息的方式，不许下订货诺言，以避免结果未订购可能形成的日后交易中的障碍 。实用范例Subject: EnquiryDear Sir, We are interested in buying large quantities of solar heater collectors. We would be obliged if you would give us a quotation per set FOB Vancouver, Canada. It would also be appreciated if you could forward samples and your price-list to us. We used to purchase these products from other sources. We may now prefer to buy from your company because we understand that you are able to supply larger quantities at more attractive prices. In addition, we have confidence in the quality of your products. We look forward to hearing from you by return E-mail.Sincerely,Xxx主题：询盘亲爱的先生： 本公司有意大量购买太阳能集热器，欲知每台运抵加拿大温哥华的FOB价格。如蒙惠赐上述报价单，不胜感激。如能惠寄样本和价格表，亦必感激不尽。 本公司素来从其他公司购买此类货物，闻悉贵公司货物质优价廉，故欲与贵公司建立合作关系。盼复。你真诚的xxx二、报盘报盘（offer），也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据卖方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。报盘有两种：虚盘（non-firm offers）, 即无约束力的报盘。一般情况下，多数报盘均为虚盘，虚盘不规定报盘的有效日期，并且附有保留条件，如：The offer is subject to our final confirmation/prior sale. 该报盘已我方最后确认为准/是否事先售出为准。实盘（firm offers）则规定有效日期，而且卖盘一旦被接受，报盘人就不能撤回。实用范例Subject: OffersDear Sir, This is to confirm your E-mail of 2 March, 2008, asking us to make your firm offers for heat tubes FOB Vancouver. We E-mail you this morning offering you 3000 heat tubes at $2400 per metric ton, FOB Vancouver, for shipment during April/May 2008. This offer is firm, subject to the receipt of your reply before 16 March，2008. Please note that we have quoted our most favourable price and are unable to entertain any counter offer.Sincerely yours,Xxxx主题：报盘亲爱的先生：2008年3月2日有关查询热管FOB价的电子邮件收悉。今日上午电子邮件报价：热管3000公吨，每公吨离岸价为2400美元。于2008年4或5月装运。以上实价需由贵公司于2008年3月16日前回复确实。该报价为最优惠价，恕不能还价。你真诚的，xxx三、还盘还盘（counter-offer）,也叫还价，是贸易往来中（主要是对价格）的磋商（negotiation）过程。 当买、卖双方，不能接受对方所提供的某项贸易条件时，可以通过还盘说明原因，表示遗憾，或建议对方给予一定让步。贸易条件逐项在这个过程中一一确定，直至交易达成。实用范例Subject: Counter-offer（1）Dear Sir, We have been very pleased with your product, as you know. However, we find that we can obtain a price of $2800 per metric ton with a local firm. If you can see your way clear to meeting these figures we would be pleased to place with you an order that will carry us for the rest of this year. That order is likely to be one of the largest that we have ever placed with you.Sincerely,Xxx主题：还盘亲爱的先生： 你知道，我们对你的产品一致都很满意。 但发现，在当地一家公司可以得到每一公吨价格为2800美元的这种产品。如果你们能设法找出原因并使价格也达到这样的标准，我们就乐意向你们提出一项可以执行到本年底的订货。而且该项订货就可能是我们从来也没有向你们提出过的最大订货之一。你真诚的，xxx（2）Subject: We regret that we cannot accept your counter-offer.Dear Sir, In reference to your E-mail of March 21, we cannot make a better offer than the one we suggested to you, we feel that offer itself is most generous under the circumstances. In checking our books, we find that you have purchased from us twice as much the first two months of this year as you did in the first three months of last year. This indicates to us that you have been successful in retailing our merchandise. We hope that upon reconsideration you will be able to accept our offer. We have been very pleased to have you on our list of accounts.Best regards,Xxx主题：拒绝还盘亲爱的先生： 关于你3月21日的电子邮件所谈价格，我们认为不能再报比那更低的价格了。处于当前情况下，他本身就说明是最慷慨的价格了。经查对我们的账目发现，你们今年的头2个月在我处所购的货物是去年同期的两倍。这就说明，你们零售我们的货物方面是取得了成就的。因此希望你们经过重新考虑后，能够接受我们的该项报价。我们已很乐意的将你们的名字留在我们的账目上了。你真诚的，xxx四、写订单订货（order）是买方为要求供应具体数量的货物而提出的一种要求。此时，交易双方之间的陌生感已消除，可以说已经度过了接触障碍和难关。实用范例(1) Subject: An orderGentlemen: The price quotes contained in your E-mail of April 2,2008 gained favorable attention with us. We would like to order the items consisting of various sizes. As the sales season is approaching, the total order quantity should be shipped in May. At that time an irrevocable L/C for the total purchase value will be opened. Please confirm the order and E-mail a shipping schedule.Sincerely,Xxx主题：订货先生们：2008年4月2日电子邮件报价深受欢迎。我拟选各种规格的产品。售季将至，全部货物应于5月登轮。届时全额不可撤销信用证将予以开出。请确认订货，用电子邮件告知装运时间表。真诚的，xxx(2) Subject: Out of StockDear Sir, We thank you for your Order No.2411 received this morning for 50 sets of solar heat collectors, but regret to have to disappoint you. At present we have no stock and do not expect further deliveries for at least another five weeks. Before then you may have been to obtain this goods elsewhere, but if not we will notify you immediately our new stocks come in.Yours faithfully,Xxx主题；缺货亲爱的先生： 我们今早接到贵方2411号订单，定购50台太阳能集热器，十分感谢。但可能要使贵方失望了，十分抱歉。目前我们没有贵方所需货物存货，而且至少在5个星期内亦不会有货。在此期间贵方可从别处购买，如未能购到，一旦新货运到，我们定当立即通知贵方。在这要提到的是，在实际操作中，客户会向卖方发出订（PURCHASE ORDER），但是卖方也要以书面形式确认订单，也就是发送销售确认书（ORDER CONFIRMATION）,客户见到销售确认书审核无误后，会签字确认，这样，如果有预付款的话，客户也会在装船前的合同规定的期限内汇款至卖方，卖方就要开始备货，一般做FOB客户会自己指定货代，最好是和客户沟通好不要客户指定，而是由发货方自己找货代，这样会省很多的事情，也不会因为种种原因以致错过船期，或没法提前订舱（出口到加拿大的货要实行ACI-24小时舱单提前申报），这样就不会产生很多不必要的费用了。实际操作中会产生很多的问题，所以，做国际贸易除了要细心外，还有一点就是不能完全凭经验做事，因为每个港口有不同的规定，出口也并不是每次都从同一个港口出，更不会每一次都是同样的目的港，还有，就是不要怕麻烦，要不停的与货代联系，这样要是出现了什么问题就会有更多的时间来回旋。五、催款催收信是卖放在规定期限内未收到货款，提醒或催促买方付款的函件。写此类信要求文字简练、意思清楚；同时要求语气诚恳、体贴，彬彬有理。不可轻易怀疑对方故意拖欠不付，以免伤害对方感情，不利于达到索款的目的，或妨碍以后的业务。对于某些屡催不付，故意逃款的客户，语气则要强硬，措辞坚决。总之索款要把握一个原则：既要达到索款目的，又要与客户保持友好关系。实用范例（1）subject: Demanding Overdue PaymentDear Sirs,Account No.2414 As you are usually very prompt in settling your accounts, we wonder whether there is any special reason why we have not received payment of the above account, already a month overdue. We think you may not have received the statement of account we sent you on 30th March showing the balance of US$ 80,000 you owe. We send you a copy and hope it may have your early attention.Yours faithfully,xxx主题：索取逾期账款亲爱的先生： 第2414号账单 鉴于贵方总是及时结清项目，而此次逾期一个月仍未收到贵方上述账目的欠款，我们想知道是否有何特殊原因。 我们猜想贵方可能未及时收到我们3月30日发出的80，000美元欠款的账单。现寄出一份，并希望贵方及早处理。你真诚的xxx（2）Subject: Urging PaymentDear Sirs, Account No.2414 Not having received any reply to our E-mail of April 8 requesting settlement of the above account, we are writing again to remind you that the amount still owing is US$ 80,000. No doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance,Yours faithfully,xxx主题：再次索取欠款亲爱的先生： 第2414号账单 未见贵方对我们4月8日来信要求结算一事之回复。我们再次来函提醒贵方，欠款为80，000美元。毫无疑问，一定有特殊原因使贵方延误付款，我们期待贵方说明原因并寄上汇款。你真诚的xxx总结国际贸易在实际操作中会有很多书本上学不到的问题，而且，在学