国贸上级实习操作自行车8要点

1、操作一：建立业务关系上海金海贸易公司2003年3月的亚洲杂志（Asia Source）上刊登，丹麦F.L.SMIDTH公司欲求购中国产的自行车 公司全称和详细地址为：F.L.SMIDTH & CO. A/S77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX:（ 01）20 11 90请给丹麦客户发一封建立业务关系的信函，要求格式完整、正确，主要内容包括公司介绍、可提供 的产品介绍（永久牌、 凤凰牌等），说明另邮航寄商品目录，并表达期待尽快与对方达成具体交易 的热切愿望等。信函日期：2003年3月2日操作一：建交参考金海贸易公司

2、GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: （ 01）20 11 90DATE: MARCH 2, 2003Dear Sir/Madame,We have your name and address from the Asian Source and are glad to learn your intere

3、st in Chinese bicycles.We have been in the light industrial field since 1975 and have grown to become one of the leading Imp. & Exp. companies in China, dealing with a wide range of commodities like bicycles, traditional Chinese handicrafts, and so on. We are exporting bicycles of various brands

4、 among which "Forever" and "Phoenix" Brand are the most famous ones. By keeping the principle of "EXCELLENT QUA LITY, COMPETITIVE PRICE, SUPERIOR SERVICE", we have won a very good reputation from all of our customers.Through our study of European market, bicycle, becaus

5、e of its cheap-price, convenience, non-air-pollution, and a good means of keeping fit, has received a warmer welcome in recent years. So we are quite sure that our products will meet the requirements of your customers.By taking this opportunity, we hope to extend our business relationship with you a

6、nd our illustrated catalogs will be sent to you by separate post. Please do not hesitate to specify the items, which interest you and send us your inquiry by return. You will certainly enjoy the best cooperation provided by us.With best regards.Yours faithfully,GOLDEN SEA TRADING CORP.xxx MANAGER操作二

7、：岀口报价核算商品：永久牌山地自行车货号：YE803 / TE600颜色：蓝、绿、红、紫、白（其他商品资料可在 TMT信息查询系统中查询）已知出口退税为9%,国内费用：出口包装费每辆10元；整批货物（两个货号1200辆）共需仓储费500元；国内运杂费1000元；商检费650元；报关费50元；港口费800元；业务费2000元；其它1000元。保险：发票金额加10%投保一切险和战争险，费率分别为0.6%和0.3%；公司要求的预期利润率为成交价格的10 %并以即期信用证作为付款方式。核算要求： 请根据上述条件，以美元为报价单位进行岀口报价核算，列岀详尽的计算过程 （分步计算，结果保留 4位小数，最后

8、报价取2位小数）。操作二：报价参考金海贸易公司货号：YE803 26'1 ）实际成本=采购成本-退税收入=210 210X9%/ （1+17% ）= 193.8462 （元 /辆）2） 国内费用：10 +（1000+700+800+500+2000+1000） /1200 = 15 （元 /辆）3 ）因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆所以，采用40英尺集装箱装运最合适40英尺集装箱装箱量：55/(1.2 &76 X0.5 )= 120.6140，取整，120箱岀口运费=3935X 8.25/120 = 270.5312 (元 /辆)4)岀口报价：

9、CIFC5 =(实际成本+国内费用+岀口运费)/ (1-佣金率-预期利润率-(1 +加成率)X保费率)=(193.8462+15+270.5312) / ( 1-5%-10%(110% 0.9% ) /8.25=69.17美元/辆 货号：TE600 24'1 )实际成本=采购成本-退税收入=250 250X9%/ (1+17% )= 230.7692 (元 /辆)2) 国内费用：10 +(1000+700+800+500+2000+1000) /1200 = 15 (元 /辆)3 )因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆所以，采用40英尺集装箱装运最合适40

10、英尺集装箱装箱量：55/(1.2 0.76 X0.5 )= 120.6140，取整，120箱岀口运费=3935X 8.25/120 = 270.5312 (元 /辆)4)岀口报价：CIFC5 =(实际成本+国内费用+岀口运费)/ (1-佣金率-预期利润率-(1 +加成率)X保费率)=(230.7692+15+270.5312) / ( 1-5%-10%(110% 0.9% ) /8.25=74.49美元/辆操作三：草拟发盘函请根据客户来函要求，写一封发盘信，详细回答客户提岀的问题，告知对方交易的基本条 件，并敦促对方尽快做出决定，发盘有效期为七天。交易的基本条件：1. 保险：按发票金额加成 1

11、0%投保一切险及战争险。2. 支付方式：即期信用证。3. 装运：五月底装运。信函日期：2003年3月12日操作三：发盘参考金海贸易公司GOLDEN SEA TRADING CORPORATIONTEL: 86-21-64331255FAX: 86-21-64331256ADD.: 8TH FLOOR, JIN DU BUILDING ,277 WU XING ROAD,SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: ( 01 ) 20 11 90DATE: MARCH 12, 2003Dear Sirs,Thank you for your le

12、tter inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26' and TE600 24' bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326'USD69.17per setCIFC5Copenhagen600 SETSTE60024'USD74.49per setCI

13、FC5Copenhagen600 SETSAvailable colors : blue; green; red; purple; white.Packing :To be packed in cartons of one set each, 120 cartons to a 40' container.Shipment is effected during May 2003 on the condition that the relevant L/CShipment :arrives by the end of 25th April 2003.Payment shall be mad

14、e by an irrevocable Sight Letter of Credit for fullPayment :contract value through a bank acceptable to the Seller.For 110% invoice value covering All Risks & War Risk as per P.I.C.C datedInsurance :1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very

15、 reasonable and in case you need more information, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP.MANAGERXXX操作四：岀口还价核算根据F.L.SMDTH公司的还价，请计算：（计算过程小数请保留至4位，小于1时保留至5位,计算结果取小数后2位）1）各货号经还价后的总利润额分别为多少元人民币？2）若接受对方价格，而我公司的利润率

16、又不得少于6%,那么，在其它条件不变的情况下，公司应掌握的国内采购价分别为多少元人民币？再次报价：重新报出公司利润为 6%的CIFC5价格操作四：还价参考金海贸易公司1）利润核算 货号 YE803 26'总利润额二销售收入一客户佣金一岀口保费一实际成本一国内费用一岀口运费=62.00*8.25*600*(1-5%-110%*0.9%)-210*600*(1+17%-9%”(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=890.2477 元 货号 TE600 24'总利润额二销售收入一客户佣金一岀口保费一实际成本一国

17、内费用一岀口运费=68.00*8.25*600*(1-5%-110%*0.9%)-250*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2=6657.3715 元 2）成本核算:设含税国内采购价格为x货号YE803 :62X(1 6% 5% 110%X 0.9%) X8.25 3935/120 X8.25 1800/120=X x/(1 + 17%) X 9%62X0.8801 X3.25 270.5312 15 = 0.9231XX = 164.64/0.9231=178.36 (元)/辆 货号TE6

18、00 :68 X1 5% 6% 110%X 0.9%) 32.7917 1.8182 X.25 =X x/(1 + 17%) X 9%25.2369 X8.25 = 0.9231X208.2344 = 0.9231XX = 225.55 (元)/辆 3）再次报价:110X0.9% 5% 6%)货号YE803 : =(210-16.1538+15)/8.25+32.7917/(1=25.3147+32.7917/0.8801 =66.02取整报价为 YE803 : US$ 66.00 per set;110X0.9% 5% 6%)货号TE600 :(250-19.2308+15)/8.25+32

19、.7917/ (1=29.7902+32.7917/0.8801=71.11取整报价为 TE600: US$ 71.00 per set.操作五：拟写还盘函请根据操作指南中还盘函电的写作要求给F. L.SMIDTH公司写一封还盘信，提出对方还价难以接受，重新报出公司利润率为6%的CIFC5哥本哈根的价格（取整），报价有效期为3天并告知公司可以接受 30天远期信用证付款。信函日期：2003年3月22日操作五：还盘参考金海贸易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-6433125527

20、7 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: ( 01 ) 20 11 90DATE: March 22, 2003Dear Sirs,We have carefully considered the opinion you expressed in your mail of counter offer. We are doing the best to set our price as low as possible without a sacrifice of qualit

21、y in searching the suitable suppliers. Though we may possibly accept your payment term, i.e. by L/C at 30 days' sight, we have regretfully point out that the prices mentioned in your mail are unacceptable.Considering the excellent quality submitted and the continual rise in export cost, it is al

22、most impossible for us to make any further reduction. However, in view of the initial transaction between us and the special character of your market, we have decided to give you the following favorable quotation, which is the utmost we can do:FOREVER BRAND BICYCLE:CIFC5CopenhagenCIFC5CopenhagenYE80

23、326'USD66.00per setTE60024'USD71.00per setSince this offer is valid only for 3 days, please take this advantage and give us your acceptance by E - mail as soon as possible.With best regards!Yours faithfully,GOLDEN SEA TRADING CORP.ManagerXXX操作六：岀口成交核算请根据你与国外客户最终达成的交易条件，作岀详细的岀口合同核算，其中包括:购货总成本

24、总退税收入实际采购成本费用细目及总额（包括：国内费用、海洋运费、保险费、佣金 ）合同利润额及利润率 注意：计算过程保留四位小数，最后结果保留二位小数操作六：成交参考金海贸易公司合同核算： 1.成交金额=(66.00 >600+71.00 X 600) X8.25 = 6781502.购货总成本=(210+250) X600 = 276000 元3.退税总收入二276000-254769.2308=21230.7692 元4. 实际成本=(210+250 ) X300 X ( 1-1/1.17% X9% )= 254769.23085. 业务费用=10X1200+1000+700+800+

25、500+2000+1000=180006.出口运费=3935 X10 X8.25=324637.507. 岀口保费=678150 X 110%X 0.9% = 6713.6858. 客户佣金=678150 X 5% = 33907.50上缴利润二成交金额-实际成本-业务费用-岀口运费-岀口保费-客户佣金=678150 254769.2308 18000 324637.50 6713.685 33907.50=40122.08利润率二利润额/成交金额=40122.08/678150.00=5.92%上缴利润为40122.08，利润率为5.92%.操作七：出口合同签订步骤一请根据出口合同基本条款的

26、要求和双方在信中确定的条件制作售货确认书，要求条款内容全面、 具体。步骤二给国外客户寄岀成交签约函，感谢对方的订单，说明随寄售货确认书，催促迅速会签合同，并希 望信用证在4月25日前开到。（空白合同可在TMT信息查询系统中下载）合同日期：2003年4月1日信函日期：2003年4月1日合同号码：JH-FLSSC06操作七：合冋参考 <1> <2>金海贸易公司GOLDEN SEA TRADING CORPORATIONTEL: 86-21-64331255FAX: 86-21-64331256ADD.: 8TH FLOOR, JIN DU BUILDING ,277 WU

27、XING ROAD,SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: ( 01 ) 20 11 90DATE: April 1,2003Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales Confirmation No. JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the shipment date is approaching,

28、please immediately instruct your bank to issue the relevant L/C in our favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP.Manager操作七：合冋参考 <1> <2>SALES CONFIRMATIONThe Seller: GOLDEN SEA TRADING CORP.Address: 8TH FLOOR, JIN DU BUILDING,2

29、77 WU XING ROAD,SHANGHAI, CHINAS/C No.: JH-FLSSC06Date: April 1st 2003The Buyer: F.L.SMIDTH & CO. A/SAddress:77, VIGERSLEV ALLE,DK-2500 VALBY,COPENHAGEN, DENMARKItem No.Commodity & SpecificationsUnitQuantityUnit Price(US$)AMOUNT(US$)FOREVER BRAND BICYCLECIFC5% COPENHAGEN1YE803 26'SET6006

30、6.0039600.002TE600 24'SET60071.0042600.00TOTAL82200.00TOTAL CONTRACT VALUE:SAY US DOLLARS EIGHTY TWO THOUSAND AND TWOHUNDRED ONLYPACKING:TO BE PACKED IN CARTONS OF ONE SET EACH,TOTAL 1200 CARTONS.PORT OFFROM SHANGHAI CHINA TO COPENHAGEN DENMARK.LOADING&DESTINATION:SHIPMENT:TO BE EFFECTED BEF

31、ORE THE END OF MAY 31,2003WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDPAYMENT:TTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THE SELLER AN IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYS' SIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL 25,2003AND REMAIM VALID FOR NEGOTIATION IN CHINA

32、 UNTIL 15TH DAY AFTER THE DATE OF SHIPMENT.INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS AND WAR RISK FOR 110% OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLE'S INSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirmed by:THE BUYER(signature)THE S

33、ELLERGOLDEN SEA TRADING CORP.MANAGER(signature)REMARKS:1. The buyer shall have 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 con

34、tract not fulfilled by the Buyer, or to lodge a claim for losses thus sustained, 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

35、 the Buyer within 15 days after the arrival of the goods at port of destination.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 cov

36、erage required, the Buyer must have the consent of the Seller before Shipment, 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 as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by the C