外贸函电与单证Chaper 4- practice 2Chapter 4 -practice 3

1、LOGOChapter Four Cases Under L/C, D/ P and T/ T Payment Terms 外贸函电与单证实训教程外贸函电与单证实训教程 Practice Three : T/T+CIF Case Objective Requirements Steps Introduction Practice ObjectivevThe objective is to enable students to be familiar with the import procedures under the CIF and T/T and to master the skills

2、 to complete the related correspondence as well as to fill out the application for telegraphic transfers and the relevant documents according to the given information.Requirements v1. To know well about the procedures of T/T and obligations of the Seller and Buyer under CIF price terms. v2. To know

3、well about the writing formats of e-mail and indented format. v3. To master useful expressions and sentence models frequently used in business negotiation. v4. To master the drawing of application for telegraphic transfers.v5. To master the import documentation.Steps v1. To review the procedures of

4、T/T and obligations of the Seller and Buyer under CIF price terms.v2. To analyze the contents of business letters according to the Mind Map 1.v3. To read the Sales Contract.v4. To complete the business letters according to the business background and main points given.v5. To fill in the application

5、for telegraphic transfers according to the given information.v6. To fill out the related documents according to the given information.v7. To answer the questions.v8. To evaluate yourself.Introduction v 本节实训是用CIF方式成交以及用T/T付款方式的外贸进口案例, 信函内容涵盖了建立贸易关系、询盘、报盘、还盘、交易的达成；涉及到的合约或单据有销售确认书、电汇申请书、 中华人民共和国出入境检验检疫

6、局入境货物报检单、中华人民共和国海关进口货物报关单、贸易进口付汇核销单（代申报单）等。要求学生根据思维导图所给出的信函要点以及销售确认书，写出所有信函内容，并填写单据。Practice5.ExercisePractice 3.Business negotiation6.Self-evaluation1. Warming-up2.Preparation for business4. Import Documentation1.Warming-upv1.1 T/T 流程图流程图汇款人买方/进口方收款人卖方/出口方汇出行（进口地）汇入行（出口地）合同电汇委托通知付讫借记通知书电汇申请书汇款通知单据付

7、款v 1.2 CIF 术语买卖双方的主要义务术语买卖双方的主要义务卖方义务卖方义务买方义务买方义务1.交货并通知买方交货并通知买方1.付款付款2.办理出口手续办理出口手续2.负责进口手续负责进口手续3.租船租船/订舱，付运费订舱，付运费 投水上运输保险，付保费投水上运输保险，付保费 4.负责货物越过船舷前的一切费负责货物越过船舷前的一切费用和风险用和风险3.负担货物越过船舷后的一切费用负担货物越过船舷后的一切费用和风险和风险5.提供单证提供单证4.接单取货接单取货2 Preparation for BusinessInformation about the exporter and impor

8、ter Background information for business Basic information about the product 2 Preparation for business 2.12.2 2.3 2 Preparation for Businessv 2.1 Information about the exporter and importer 2.1.1 Exporters name and address QVC Handel GMBH Cor., Germany Plockstrasse 20, D-40222 Dusseldorf, Germany Fa

9、x: 49-1450950 Sales Representative : Herbert Reed 2.1.2 Importers name and address 桂林甲天下贸易有限公司 (Guilin Betterall Trading Co., Ltd.) 中国广西桂林市富达工业园 12号 (No.12 Fuda Industrial Zone, Guilin, China) Tel：86-773-7270086 Fax: 86-773-7270681 Sales Representative : 潘诚 (Peter Pan) 2 Preparation for Business v 2

10、.2 Background information for business On October 10th, 2009, Guilin Betterall Trading Co.,Ltd., a dealer of household articles in China, got the information of Qvc Handel GMBH Cor., Germany on the recommendation of one of their old customers Mr. Smith, and they were in urgent need of wooden hangers

11、 the German firm produced for export. 2 Preparation for Businessv 2.3 Basic information about the product 2.3.1 Name of commodity：“Freeman” brand Wooden Hanger 2.3.2 Specification WL8011 USD 10.00/DOZ 30cm30cm30cm WL8016 USD 12.00/DOZ 30cm30cm30cm WL8017 USD 12.00/DOZ 30cm30cm30cm 2.3.3 Specificatio

12、n for carton 300cm300cm300cm 2.3.4 Packing 10 dozs packed in a carton, 100 cartons in one 20container 2.3.5 Information about the bank Applicants A/C No. (R.M.B.): 9843 0116 1004 9318 Beneficiary Bankers A/C No.: COMMERZBANK AG D-60261 Frankfurt am Main, Germany Telephone: +49-69-13620 Beneficiarys

13、A/C No.: 578-5003366-67v 2.4Sales Confirmation153. Business Negotiation1Analyze the contents of the business letters2Complete the letters3. Business Negotiation v 3.1 Analyze the contents of the business letters according to main points of Mind Map. v 3.2 Please complete the business letters accordi

14、ng to the above background information and the main points on Mind Map 1.3. Business Negotiationletterletterletterletterletter7. Acceptance 5. Second Counter-offer / New offer1. Enquiry (importer writes to exporter) 2. Firm Offer 3. Counter-offer .letter4. Another Counter-offer letter6. Another Coun

15、teroffer 1) Enquiry (importer writes to exporter) 3. Business NegotiationTranslation LetterMain points1) Enquiry1) Enquiry To: From: Date: October 10th, 2009 Subject: Enquiry for wooden hanger Dear Mr. Reed， Through the courtesy of Mr. Smith, we get to know that you are one of the leading exporters

16、of household articles in your area. We have been major importers of household articles for many years. At present, we are interested in your “Freeman” brand Wooden Hanger with details in the following form. It would be highly appreciated if you could quote your lowest price on CIF GUANGZHOU basis. A

17、rticle Nos. Quantity WL8011 100 DOZS WL8016 200 DOZS WL8017 300 DOZS When quoting, please state your terms of payment and the earliest delivery date you can arrange. We believe there is a promising market in our place for moderately priced goods of the kind mentioned above. We look forward to your f

18、avorable reply. Yours faithfully， Peter Pan GUILIN BETTERALL TRADING CO.,LTD.1) EnquiryTranslation 里德先生： 承蒙斯密斯先生介绍，我们获悉你方是贵地最大的家居用品出口商之一。 多年来，本公司主要经营家居用品进口贸易，目前对贵公司的“Freman” 牌木制衣架很感兴趣，具体如下表所示。如能报CIF广州最低价，将不甚感激。 货号数量WL8011100 DOZSWL8016200 DOZSWL8017300 DOZS 报价时，请阐明支付方式和最早交货期。我们相信，如上提及的几类价格适中的产品在我地市场

19、销路良好。 敬候佳音。 桂林甲天下贸易有限公司 彼得潘 谨上 2) Firm offer 3. Business NegotiationTranslation LetterMain points 2) Firm offer 2) Firm offer To: From: Date: October 11th, 2009 Subject: Firm offer for wooden hanger Dear Mr.Pan, We acknowledge with thanks the receipt of your enquiry dated October 10th, showing your

20、interest in our wooden hangers. In reply, we would like to make you, subject to your reply reaching us not later than October 15th, the following offer: Commodity: “Freeman” brand Wooden Hanger Shipment: On or before November 30thArticle Nos Unit price (CIF GUANGZHOU)quantitiesWL8011USD 20.00/DOZ100

21、 DOZSWL8016USD 30.00/DOZ200 DOZSWL8017USD 30.00/DOZ300 DOZS We are willing to grant you a discount of 5% for all orders over 1 000 dozs. You are kindly informed that we can only accept payment by T/T in advance for the initial order. In view of the great demand for this line, we advise you to order

22、as soon as possible. We await your early reply. Yours faithfully, Herbert Reed QVC HANDEL GMBH COR., GERMANY 2) Firm offer Translation 潘先生： 贵公司10月10日询盘收悉，感谢你方对我们木制衣架的喜爱。现发盘如下，以不晚于10月15日复到为有效。 品名：“Freeman”牌木制衣架 货 号单价 (CIF广州)数 量WL8011USD 20.00/DOZ100 DOZSWL8016USD 30.00/DOZ200 DOZSWL8017USD 30.00/DOZ3

23、00 DOZS 装运：不晚于11月30日 如订单超过1 000打，我们将给予5%的折扣。敬请注意，对于首次订购，我们只接受电汇预付的付款方式。鉴于该货物需求量大，建议你方尽快下订单。 盼早复。 德国QVC HANDEL GMBH 公司 赫伯特里德 谨呈 3) Counter-offer3. Business NegotiationTranslation LetterMain points 3) Counter-offerv 1. Thanks for the offerv 2. Declining the offer and giving the reasonsv 3. Counter pro

24、posal (asking for price reduction and payment by L/C)v 4. Expectation of acceptance 3) Counter-offer To: From: Date: October 12th, 2009 Subject: Counter-offer on wooden hanger Dear Mr. Reed, Many thanks for your reply to our enquiry for wooden hangers. Much as we are interested in your products, we

25、cannot place an order with you because of the high price. It would leave us only a small profit. Information indicates that some kinds of the said articles made in other countries have been sold here at a level about 8% than that of yours. Such being the case, we have to ask you to consider if you c

26、ould make reduction in your price, say 8% lower. At the same time, we have to point out that we cannot see our way to increase the quantity. As to the terms of payment, we shall be appreciated if you could accept irrevocable L/C at sight. In order to encourage business between us, we trust you would

27、 quote us a favorable price. We are anticipating your early reply. Yours faithfully, Peter Pan GUILIN BETTERALL TRADING CO., LTD. 3) Counter-offer Translation 里德先生： 非常感谢贵公司对我方木制衣架询盘的回复。 尽管我们对贵公司产品很感兴趣，但由于价格太高我方还不能 订货。我们将无利可图。有消息表明，市场上销售的其他国家生产的该类产品价格比你方报价低约8%。 情况既然如此，我们不得不请贵公司考虑是否能降价，比如说8%。同时，不得不指出我

28、们无法增加订购量。 至于支付方式，贵公司如能接受即期不可撤销信用证，将不甚感激。 为了促进双方贸易，望贵公司能报给我们优惠的价格。 盼早复。 桂林甲天下贸易有限公司 彼得潘 谨上 4) Another counter-offer (Reply to the above counter-offer ) 3. Business NegotiationTranslation LetterMain points 4) Another counter-offer v 1. Confirming receipt of the counter-offer v 2. Rejection of price re

29、duction and reasonsv 3. Offering the lowest price v 4. Expectation of acceptance 4) Another counter-offer To: From: Date: October 13th, 2009 Subject: Counter-offer on wooden hanger Dear Mr. Pan, We learn from your email of October 12th and feel surprised that our price for the subject article is fou

30、nd to be on the high side. Much to our regret, we just cannot entertain your counter-offer, as the price we quoted is quite realistic if you take the quality into consideration. Actually, we have received a lot of orders at our level. Since this is our first transaction with you, we decide, as an ex

31、ception, to cut the price by 3%. In the meantime, please note that the order is too small to be worth opening L/C, so we still require the payment to be made by advanced T/T. On account of a limited supply available at present, we would ask you to act quickly. You may rest assured that any further r

32、equires from you will receive our prompt attention. Please reply ASAP. Yours faithfully, Herbert Reed QVC HANDEL GMBH COR., GERMANY 4) Another counter-offer Translation 潘先生： 从贵公司10月12日邮件惊讶得知我们所报产品价格偏高。 很遗憾，我们不能接受贵公司还盘，因为如果考虑到商品的质量，我 们的报价是相当现实的。事实上，我们已经收到了很多以这个价位成交的订单。鉴于这是初次交易，我们决定破例降价3%。同时请注意，该订单量太小

33、，不值得花钱开立信用证，因此我们仍然要求采用前T/T付款方式。 由于目前供货有限，请及时行动。请尽管放心，贵公司还有任何要求，我们都将及时处理。 盼早复。 德国QVC HANDEL GMBH 公司 赫伯特里德谨呈 5) Another counter-offer (Reply to the above counter-offer/new offer ) 3. Business NegotiationTranslation LetterMain points 5) New offer v 1. Confirming receipt of the counter-offer v 2. Reject

34、ion and reasonsv 3. Making a concession v 4. Expectation of acceptance 5) New offer To: From: Date: October 14th, 2009 Subject: Counter-offer on wooden hanger Dear Mr. Reed, Thank you for your E-mail of October 13th, 2009. While appreciating the good quality of your wooden hanger, we find your price

35、 is still out of line with the prevailing market, so it is beyond what is acceptable to us. We would like to invite your attention to the fact that all our competitors are booking at a price lower than that of yours. In order to cope with the heavy competition we have to order the goods of high qual

36、ity at reasonable price. We earnestly ask you to allow us a higher rate of reduction. Since we note your good credit position, we agree to purchase on the basis of T/T, but would you kind enough to adopt payment by 100% T/T at the acceptance of B/L copy? Please reply at your earliest convenience. Yo

37、urs faithfully, Peter Pan GUILIN BETTERALL TRADING CO., LTD. 5) New offer Translation 里德先生： 感谢贵公司10月13日的邮件。 尽管很欣赏你方木制衣架的良好品质，我们发现你方价格仍然与现行市场价格水平不一致，所以超出了我们能接受的范围。 提请你方注意的是，我们所有的竞争对手都在以低于你方报价的价格订货。为了应付激烈的竞争，我们不得不以合理的价格订购高质量的产品。我们热切的盼望贵公司能够给予更多的降价。 由于我们了解到你方良好的资信情况，我们愿意以电汇方式购货，但是你方能否接受100%电汇见提单副本后付款？

38、盼早复。 桂林甲天下贸易有限公司 彼得潘 谨上 6) Another counter-offer (Reply to the above counter-offer )3.Business NegotiationTranslation LetterMain points 6) Another counter-offerv 1. Confirming receipt of the counter-offer v 2. Rejection and reasonsv 3. Meeting in the half way v 4. Expectation of acceptance 6) Anothe

39、r counter-offer To: From: Date: October 15th, 2009 Subject: wooden hanger Dear Mr. Pan, We confirm having received your counter-offer of October 14th, asking us to make an 8% reduction in our price. We regret to find it intolerable to comply with your request because of the high cost of raw material

40、s. However, in order to develop our market in your place, we are prepared to accept the payment you proposed and make a concession to lower the price by 5%. Please understand that this is an exceptional treatment. We await your prompt acceptance. Yours faithfully, Herbert Reed QVC HANDEL GMBH COR.,

41、GERMANY 6) Another counter-offer Translation 潘先生： 兹确认已收到你方10月14日的还盘，要求我们降价8%。 很遗憾，由于原材料成本太高，我们不能接受你方要求。然而，为了开拓你地市场，我们愿意接受你方提出的付款方式并降价5%以示让步。这是一个破例的待遇，请理解此点。 期待你方早日接受。 德国QVC HANDEL GMBH 公司 赫伯特里德谨呈 7) Acceptance3.Business NegotiationTranslation LetterMain points 7) Acceptance 7) Acceptance To: From: D

42、ate: October 16th, 2009 Subject: Acceptance Dear Mr. Reed, This is to confirm your E-mail of October 15th, 2009. The protracted negotiation and your final concession have enabled us to make it possible for us to close this deal. We are pleased to inform you that we accept your 5% reduction in price.

43、 We invite your attention to the fact that the goods are urgently required in our market. If your shipment is what we have been expecting, subsequent orders will be in large quantities. Please send us your Sales Contract as soon as possible. We sincerely hope that this exchange of business will be a

44、n initial to our mutual advantage. Yours faithfully, Peter Pan GUILIN BETTERALL TRADING CO., LTD. 7) Acceptance Translation 里德先生： 兹确认收到你方2009年10月15日的邮件。 此前多轮磋商和你方做出的最终让步促使我们达成了这笔交易。很高兴告知你方我们接受5%的降价。 提请你方注意的是，我地市场急需这批货物。如能按我们所期待的安排装运，后续将会有大量订单。 请尽快惠寄你方销售合同。我们衷心希望此次交易将是一个互惠互利的良好开端。 桂林甲天下贸易有限公司 彼得潘 谨上4

45、. Import Documentation4.1 Application for Telegraphic Transfer4.2 Application for Import Inspection Certificate4.3 Import Customs Declaration 4.4 Import Verification Sheet 4.1 Application for Telegraphic TransferApplication for Telegraphic TransferAnswer of Application for Telegraphic TransferApplication for Telegraphic Transfer Peter Pan filled it in on November 25, 2009 at the local bank .电汇申请基本程序电汇申请基本程序电汇申请基本程序v （1）汇款人填写汇款申请书，并在申请书中注明采用电汇T/T方式；v （2）将所汇款项