出口贸易操作模拟教程答案

1、.操作一：建交参考  上  海  杰  依  工  贸  有  限  公  司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：00862164759800FAX：00862164759800  Hassan Al Kamar For General Tra

2、dingP.O. Box 20242 Taiz StreetSana'a - Republic of Yemen Date: March 2nd 2001Dear Ms Lamia Khashoggi,How are you? It is almost a year since we concluded our last transaction. During this long period, we believe you have been going smoothly in a profitable way, while our company has been developi

3、ng fast as well. Now we have set up more factories and the capacity of our manufacturers has been doubled, so we can do business more flexibly.Looking back on the past cooperation between us, we appreciate the sound friendship and joint efforts though some shipments were not to your satisfaction. Yo

4、u may be interested to know that we have established a comprehensive monitoring system to ensure the quality and improve our after-sales service programs all-round. We assure you if we receive your new inquiry we would give the best price for the high-quality goods in strict conformity with the deli

5、very date. In particular, we'd like to recommend our latest product: TENDER BRAND BABY BLANKET, which enjoys a high reputation in other western Asian countries because of its fashionable designing, elaborated craftsmanship and excellent material. We have sent to you separately our updated catalo

6、gue with illustrations.We will be appreciated if you would inform us of your comments on these items as well as the market situation in your region. It is obviously to our mutual benefit if we can meet the demand of your country. Waiting for your favorable reply.Yours sincerely, SHANGHAI JIEYI INDUS

7、TRIAL TRADING COMPANYX X Xmanager操作二：报价参考商品：天乐牌童毯 货号：SY0011、实际成本34.90-34.90x0.09/1.1732.2154元2、国内费用：一个20'集装箱可装纸箱数25/(1.02x0.525x0.31)150箱国内费用5+(500+1000+350+50+1000+500+2000+1000)/(150x20)7.1333元3、出口运费(2700×8.25)/30007.425元4、报价FOBC3(32.2154+7.1333)/(1-0.03-0.15)=47.9862元USD5.82CFRC3(32.2154

8、+7.425+7.1333)/(1-0.03-0.15)=57.0411元 USD6.91CIFC3(32.2154+7.425+7.1333)/(1-0.03-0.15-1.1X0.009) 57.7382元USD7.00货号：BS0071、实际成本36.70-36.70x0.09/1.1733.8769元2、国内费用：一个20'集装箱可装纸箱数25/(1.02x0.525x0.31)150箱国内费用5+(500+1000+350+50+1000+500+2000+1000)/(150x20)7.1333元3、出口运费(2700×8.25)/30007.425元4、报价：F

9、OBC3(33.8769+7.1333)/(1-0.03-0.15)=50.0124元USD6.06CFRC3(33.8769+7.425+7.1333)/(1-0.03-0.15)=59.0673元 USD7.16CIFC3(33.8769+7.425+7.1333)/(1-0.03-0.15-1.1X0.009) 59.7892元USD7.25货号：WP1011、实际成本40.20-40.20x0.09/1.17=37.1077元2、国内费用：一个20'集装箱可装纸箱数25/(1.05x0.54x0.33)133箱国内费用5+(500+1000+350+50+1000+500+20

10、00+1000)/(133x20)7.4060元3、出口运费(2700×8.25)/26608.3741元4、报价：FOBC3(37.1077+7.4060)/(1-0.03-0.15)=54.285元USD6.58CFRC3(37.1077+8.3741+7.4060)/(1-0.03-0.15)=64.4973元 USD7.82CIFC3(37.1077+8.3741+7.4060)/(1-0.03-0.15-1.1X0.009) 65.2855元USD7.91货号：AF0221、实际成本44.50-44.50x0.09/1.17=41.0769元2、国内费用：一个20'

11、集装箱可装纸箱数25/(1.10x0.56x0.34)119箱国内费用5+(500+1000+350+50+1000+500+2000+1000)/(119x20)7.6891元3、出口运费(2700×8.25)/23809.3592元4、报价：FOBC3(41.0769+7.6891)/(1-0.03-0.15)=59.4707元USD7.21CFRC3(41.0769+9.3592+7.6891)/(1-0.03-0.15)=70.8844元 USD8.59CIFC3(41.0769+9.3592+7.6891)/(1-0.03-0.15-1.1X0.009) 71.7506元U

12、SD8.70操作三：发盘参考 上  海  杰  依  工  贸  有  限  公  司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：00862164759800FAX：00862164759800  Hassan Al Kamar For General Trad

13、ingP.O. Box 20242 Taiz StreetSana'a - Republic of Yemen Date: March 12th, 2001Dear Ms Lamia Khashoggi,Thank you for your inquiry of March 7th, 2001 and we are very glad to hear from you again.We wish to advise that samples you requested has be sent to you earlier today. Kindly inform us upo

14、n receipt of the said samples. As to the relevant fee, in order to facilitate you to promote sales in the initial stage, we furnish them to you free of charge. We believe through our mutual efforts, there will be active demand in your market.We are now pleased to quote as follows:Art.No.Pc./ctn.Mea.

15、(cm)G.W.(kg)N.W.(kg)Unit Price(USD)FOBC3CFRC3CIFC3SY00120102x52.5x3139365.826.917.00BS00720102x52.5x3140376.067.167.25WP10120105x54x3343406.587.827.91AF02220110x56x3346437.218.598.70Min. Qty:As to each Art. No., 1x 20' FCLPacking:To be packed in plastic bags with zip of 1 p.c. each, 20 p.c. to a

16、 carton.Shipment:Within 30 days of receipt of the relative L/C.Payment:By irrevocable L/C at sight opened through a bank acceptable to the Seller.Insurance: On CIF basis, effected by us covering 110% of the invoice value against All Risks & War Risk as per C.I.C. dated 01/01/1981.This quotation

17、is only valid for 5 days.You are cordially invited to take advantage of this attractive offer. We are anticipating a large order from the United States, and that will cause a sharp rise in price.We look forward to receiving your order.Yours sincerely, SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xma

18、nager操作四：还价参考在CIFC3的基础上，对方还盘如下:SYOO1: USD6.30BS007: USD6.53WP101: USD7.12AF022: USD7.831. 若其它条件不变，则四个货号的利润分别为：货号：SY001利润6.30x8.25x3000-32.2154x3000-5x3000-(500+1000+350+50+1000+500+2000+1000)-2700x8.25-6.30x8.25x3000(1.1x0.009+0.03) 155925-96646.2-15000-6400-22275-6221.40759382.39 (元)货号：BS007利润6.53x

19、8.25x3000-33.8769x3000-5x3000-6400-2700x8.25-6.53x8.25x3000x(1.1x0.009+0.03)161617.5-101630.7-15000-6400-22275-6448.53829863.26(元)货号：WP101利润7.12x8.25x2660-37.1077x2660-5x2660-6400-2700x8.25-7.12x8.25x2660x(1.1x0.009+0.03)156248.4-98706.482-13300-6400-22275-6234.31119332.61(元)货号：AF022利润7.83x8.25x2380

20、-41.0769x2380-5x2380-6400-2700x8.25-7.83x8.25x2380x(1.1x0.009+0.03)153742.05-97763.022-11900-6400-22275-6134.30769269.72(元)2. 若利润率不变， 则采购价应分别为：货号：SY001实际成本6.30x8.25-7.1333-7.425-6.30x8.25x(0.03+1.1x0.009+0.15) 27.5466采购成本27.5466/(1-0.09/1.17)=29.84(元)货号：BS007实际成本6.53x8.25-7.1333-7.425-6.53x8.25x(0.0

21、3+1.1x0.009+0.15) 29.0838采购成本29.0838/(1-0.09/1.17)=31.51(元)货号：WP101实际成本7.12x8.25-7.4060-8.3741-7.12x8.25x(0.03+1.1x0.009+0.15) 31.8052采购成本31.8052/(1-0.09/1.17)=34.46(元)货号：AF022实际成本7.83x8.25-7.6891-9.3592-7.83x8.25x(0.03+1.1x0.009+0.15)35.2821采购成本35.2821/(1-0.09/1.17)38.22(元)3. 再次报价货号：SY001CIFC5(32.2

22、154+7.425+7.1333)/(1-0.009x1.1-0.08-0.05) 54.3817USD6.59货号：BS007CIFC5(33.8769+7.425+7.1333)/(1-0.009x1.1-0.08-0.05) 56.3135USD6.83货号：WP101CIFC5(37.1077+7.4060+8.3741)/(1-0.009x1.1-0.08-0.05) 61.4903USD7.45货号：AF022CIFC5(41.0769+9.3592+7.6891)/(1-0.009X1.1-0.08-0.05) 67.5796USD8.19操作五：还盘参考 上 

23、0;海  杰  依  工  贸  有  限  公  司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：00862164759800FAX：00862164759800  Hassan Al Kamar For General TradingP.O. Box 20242 Taiz Str

24、eetSana'a - Republic of Yemen  Date: March 22nd 2001Dear Ms Lamia Khashoggi,Thank you for your letter of March 17th 2001but we are sorry to learn of your opinion about our quotation.We understand that the competition at your area is tough and that cheap products of low quality have dumped t

25、he market. However, we trust you could easily differentiate our quality with the rest of similar products. Our blankets have undergone a series of special procedures so that they feel soft and tender with good heat preservation, due to which our costs are more expensive and our quality are far bette

26、r than other products. So it is understandable that the prices we quoted are worth it.But in order to assist you to compete in the market, we are prepared to make some adjustments:Art. No.QuantityUnit PriceSY0013000 piecesUSD 6.59 CIFC5 HODEIDAHBS0073000 piecesUSD 6.83 CIFC5 HODEIDAHWP1012660 pieces

27、USD 7.45 CIFC5 HODEIDAHAF0222380 piecesUSD 8.19 CIFC5 HODEIDAHAs to the terms of payment, we regret to say we cannot accept D/P terms although we have every confidence in your integrity and ability. Since we have been selling the goods on L/C basis, it might bring about certain effect on our relatio

28、ns with other clients if lending you this privilege exclusively. We are quite aware of your situation, so as a special sign of cooperation, we agree to accept L/C at 30 days from B/L date during this sales-pushing stage. In addition, we would like to draw your attention to the fact that the usual co

29、mmission we allow is 3%, but in your case, it has been specially raised to 5% to facilitate your efforts in sales.Please note that we have given you our most favorable conditions and we trust that the above will be acceptable to you. We highly appreciate your early order.Yours sincerely,SHANGHAI JIE

30、YI INDUSTRIAL TRADING COMPANYXXXManager操作六：成交参考商品 TENDER BRAND BABY BLANKET1.  成交价格:Art.No. SY001: USD6.5954.3675 (元)Art.No. BS007: USD6.8356.3475 (元)Art.No. WP101: USD7.4561.4625 (元)Art.No. AF022：USD8.1967.5675 (元)2.  成交金额: 6.59x3000+6.83x3000+7.45x2660+8.19x2380 USD79569.2=6564

31、45.9(元）3.  购货成本: 34.90x3000+36.70x3000+40.20x2660+44.50x2380427642 (元）4.  退税收入: 427642/1.17x0.09=32895.538(元）5.  国内费用 :5x(3000+3000+2660+2380)+4x(500+1000+1000+500+2000+1000+350+50)80800（元）6.  出口运费: 2700x8.25x4= 89100 (元)7.  保险费用: 656445.9×1.1×0.9%=6498.8144(元）8. &

32、#160;佣金费用: 656445.9x0.05=32822.295(元)9.  成交利润成交金额 - 实际成本 - 国内费用 - 出口运费-保险费用-佣金 656445.9-427642+32895.538-80800-89100-6498.8144-32822.29552478.33(元）10. 成交利润率52478.33/656445.9= 8.00% 操作七： 合同参考 <1> <2> 上  海  杰  依  工  贸  有  限  

33、公  司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：00862164759800FAX：00862164759800  Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of Yemen  Date: April 1st 2001Dear Ms

34、Lamia Khashoggi,We are very pleased to receive your order dated March 27th 2001. We accept the order the are enclosing you our Sales Confirmation No. JY-HSNSC05 in duplicate of which please countersign and return one copy to us for our file.We trust you will open the relative L/C at an early date an

35、d we shall arrange delivery as soon as we get your L/C. Please see to it that the L/C must conform to the terms and conditions we have agreed upon thus to avoid following amendments.Thank for your cooperation.Yours sincerely,SHANGHAI JIEYI INDUSTRIAL TRADING COMPANYX X Xmanager操作七： 合同参考 <1> &l

36、t;2>SALES CONFIRMATIONS/C No.: JY-HSNSC05Date: April 1st 2001The Seller:SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY The Buyer:HASSAN ALKAMAR FOR GENERAL TRADINGAddress:906 PUBEI ROADAddress: P.O.BOX 20242 TAIZ STREET              

37、;SHANGHAI, CHINA               SANA'A - REPUBLIC OF YEMENItem No.Commodity &SpecificationsUnitQuantityUnit Price(US$)AMOUNT(US$) TENDER BRAND BABY BLANKETCIFC5 HODEIDAH1ART.SY001PIECE30006.5919770.002ART.BS007PIE

38、CE30006.8320490.003ART.WP101PIECE26607.4519817.004ART.AF022PIECE23808.1919492.20    TOTAL79569.20      TOTAL CONTRACT VALUE:SAY US DOLLARS SEVENTY NINE THOUSAND FIVE HUNDRED SIXTY NINE AND CENTS TWENTY ONLY  PACKING:TO BE PACKED IN PLASTIC

39、BAGS WITH ZIP OF ONE PC EACH, 20 PCS TO A CARTON,TOTAL 552 CARTONS ONLY.  SHIPMENT:TO BE EFFECTED BY THE SELLER FROM SHANGHAI TO HODEIDAH NOT LATERTHAN MAY 31TH 2001 ON CONDITION THAT UPON RECEIPT OF THE RELEVANT L/C WITH PARTIAL SHIPMENT AND TRANSHIPMENT NOT ALLOWED.  PAYMENT:TH

40、E BUYER SHALL OPEN THROUGH A BANK ACCEPTABLE TO THESELLER AN IRREVOCABLE LETTER OF CREDIT AT 30 DAYS FROMB/L DATE TO REACH THE SELLER BEFORE APRIL 25TH 2001 AND VALIDFOR NEGOTIATION IN CHINA UNTIL THE 15TH DAY AFTER THE DATE OF SHIPMENT.  INSURANCE:THE SELLER SHALL COVER THE INSURANCE FOR

41、110% OF TOTAL INVOICE VALUE AGAINST ALL RISKS AND WAR RISK AS PER AND SUBJECT TO THERELEVANT OCEAN MARINE CARGO CLAUSES OF PEOPLE'S INSURANCE COMPANY OF CHINA DATED 1/1/1981. Confirmed by:THE SELLERTHE BUYERSHANGHAI JIEYI INDUSTRIAL TRADING COMPANY XXX REMARKS:1. The buyer shall h

42、ave the covering letter of credit which should reach the Seller 30 days before shipment, failing which the Seller reserves the right to rescind without further notice, or to regard as still valid whole or any part of this contract not fulfilled by the Buyer, or to lodge a claim for losses thus susta

43、ined, if any.2. In case of any discrepancy in Quality/Quantity, claim should be filed by the Buyer within 30 days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destina

44、tion.3. For transactions concluded on C.I.F. basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipme

45、nt, and the additional premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer

46、as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by the China Council for the Promotion of International Trade attesting such event(s).5. All deputies arising out of the performance of, or relating to this contract, shall be settled through ne

47、gotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final an

48、d binding upon both parties.6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same.Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.7. Special condition

49、s: ( These shall prevail over all printed terms in case of any conflict.)操作八：审证参考  上  海  杰  依  工  贸  有  限  公  司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：008

50、62164759800FAX：00862164759800  审 证 意 见 信用证存在的问题需要修改的理由信用证金额有误无法全额出运货物国外到期易产生逾期交单付款期限不妥超出合同规定期限合同号码错误 与实际合同号码不符投保加成错误增加保费支出投保依据的条款制订的日期有误 与实际不符检验条款不妥 限制过严包装条款有误增加包装支出没有受UCP500约束的文句信用证开立无依据  操作九：改证参考 上  海  杰  依  工  贸  有  限  公  

51、司SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY地址：中国上海浦北路906号ADD: 906 PUBEI ROAD，SHANGHAI电话：00862164759723TEL：00862164759723传真：00862164759800FAX：00862164759800  Hassan Al Kamar For General TradingP.O. Box 20242 Taiz StreetSana'a - Republic of Yemen  Date: April 25, 2001Dear Ms Lamia Kh

52、ashoggi,Thank you for your L/C No. HSN-JYLC05. However, when we checked the L/C with the relevant contract, we found the following discrepancies:1 The amount of the L/C is U.S. DOLLARS SEVENTY NINE THOUSAND FIVE HUNDRED   "SIXTY NINE" AND CENTS TWENTY instead of "SIX NINE&qu

53、ot;.2 The negotiation place shall be in China.3 The draft should be at 30 days from B/L date not 30 days after sight.4 The S/C number shall be JY-HSNSC05 instead of HSN-JYSC05.5 The insured value should be full invoice value "plus 10%" not "plus 110%"   and it should su

54、bject to and as per "C.I.C. dated 1/1/1981" not "I.C.C.   dated 1/1/1980".6 The inspection clause should read as "Inspection should be effected before   shipment by the beneficiary. Relevant documents or certificates are   required to be issued

55、by Shanghai Export Commodity Inspection Bureau or   specific inspector accepted by the Beneficiary. Meanwhile, the Applicant   reserves the right of re-inspection at the destination port."7 The goods are not required to be packed in colored polybags, which is not   

56、;in conformity with our contract and will raise our cost.8 The L/C is subject to UCP500.Please ask your banker to amend the L/C accordingly, and please see to it that the L/C amendment should reach us before 30 APRIL 2001, so that you can receive the goods without delay.Yours sincerely, SHANGHAI JIE

57、YI INDUSTRIAL TRADING COMPANYX X X manager操作十： 订舱参考 <1> <2> <3>     公司编号:BH05JY出 口 货 物 订 舱 委 托 书日期:9-May-01 1)发货人SHANGHAI JIEYI INDUSTRIAL TRADING COMPANY906 PUBEI ROADSHANGHAI CHINA4)信用证号码 HSN-JYLC055)开证银行 CREDIT AGRICOLE INDOSUEZ, SANA'A6)合同号码 JY

58、-HSNSC057)成交金额 US$79569.208) 装运口岸 SHANGHAI9)目的港 HODEIDAH2)收货人TO ORDER10)转船运输 NO11)分批装运 NO12)信用证效期 15-Jun-0113)装船期限 31-May-0114)运费 PREPAID15)成交条件 CIFC5 HODEIDAH16)公司联系人XXX17)电话/传真 021647597233)通知人HASSAN AL KAMAR FOR GENERAL TRADINGP.O.BOX 20242 TAIZ STREETSANA'A, REPUBLIC OF YEMEN18)公司开户行 Bank of China,Shanghai Branch19)银行帐号 20-HZP0333420)特别要求21)标记唛码22)货号规格23)包装件数24)毛重25)净重26)数量27)单价28)总价  TENDER BRAND BABY BLANKETCIFC5 HODEIDAHH.S.AL KAMARSY001150CTNS5850KGS5400KGS3000PCSU