出口贸易操作模拟教程答案

1、操作一：建交参考金  海  贸  易  公  司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA TO: F.L.SMIDTH & CO. A/SFAX: （01）20 11 90DATE: MARCH 2, 2001Dear Sir/Madame,We have your name and address

2、from the Asian Source and are glad to learn your interest 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,

3、 and so on. We are exporting bicycles of various brands among which "Forever" and "Phoenix" Brand are the most famous ones. By keeping the principle of "EXCELLENT QUALITY, COMPETITIVE PRICE, SUPERIOR SERVICE", we have won a very good reputation from all of our customers

4、.Through our study of European market, bicycle, because 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,

5、we hope to extend our business relationship with you and 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.

6、Yours faithfully,GOLDEN SEA TRADING CORP.xxx MANAGER操作二：报价参考商品："永久"牌自行车货号：YE803 26'1. 实际成本210（210/1.17)×9%193.8462（元）2. 国内费用10 +(1000+700+800+500+2000+1000)/1200 15.00（元）3. 出口运费：用40'集装箱装最合适 55/(1.2 ×0.76×0.5) (取整)120 箱 3935/120×8.25270.5312（元）（193.8462+15+270.53

7、12）4. CIFC5-570.6195（元）= USD 69.171-（110%×0.9%）-5%-10%货号：TE600 24'1. 实际成本250（250/1.17)×9%230.7692（元）2. 国内费用10 +(1000+700+800+500+2000+1000)/1200 15.00（元）3. 出口运费：用40'集装箱装最合适 55/(1.2×0.76×0.5) (取整)120 箱 3935/120×8.25270.5312（元）（230.7692+15+270.5312） 4. CIFC5- 

8、0;    614.5702USD 74.491-（110%×0.9%）-5%-10%操作三：发盘参考金  海  贸  易  公  司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA TO: F.L.SMIDTH & CO. A/SFAX: （01）20 11

9、 90DATE: MARCH 12, 2001 Dear Sirs,Thank you for your letter 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'USD69.17 per

10、 set CIFC5 Copenhagen600 SETSTE60024'USD74.49per set CIFC5 Copenhagen600 SETSAvailable colors  :blue; green; red; purple; white.Packing  :To be packed in cartons of one set each, 120 cartons to a 40' container.Shipment  :Shipment is effected during May 2001 on t

11、he condition that the relevant L/C arrives by the end of 25th April 2001.Payment  :Payment shall be made by an irrevocable Sight Letter of Credit for full contract value through a bank acceptable to the Seller.Insurance  :For 110% invoice value covering All Risks & War Risk a

12、s per P.I.C.C dated 1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very 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.M

13、ANAGER XXX 操作四：还价参考1. 客户还价后的利润额和利润率： 总货款收入(62×600+68×600)78000×8.25643500（元）实际总成本购货总成本总退税收入（210×600+250×600）（210×600+250×600） ×（1+17%）×9%27600021230.7692 254769.2308（元）业务费用(100+80+70+200+50+1200+100)×1018000（元）出口运费3935×10×8.25324637.50

14、 （元）出口保费643500×110%×0.9%6370.65 （元）客户佣金643500×5%32175（元）利润总额货款收入实际成本业务费用出口运费出口保费 客户佣金643500 - 254769.2308 - 18000 - 324637.50 - 6370.65 - 32175 7547.6192（元人民币） 利润率7547.6192/6435001.17%2. 经客户还价后，出口商应掌握的国内供货价格（含税）：销售收入利润佣金出口保费出口运费国内费用退税收入设含税的国内供货价格为xYE803: 62×(165110%×0.9%)

15、15;8.253935/120×8.251800/120xx/(1+17%)×9%62×0.8801 ×8.25270.5312150.9231xx164.64/0.9231178.36（元）TE600:68×(15%6%110%×0.9%)32.79171.8182 ×8.25 xx/(1+17%)×9%25.2369×8.250.9231x 208.23440.9231x x 225.55（元）3. 再次报价：(CIFC5)YE803：购货成本退税收入国内费用运费保费佣金预期利润(210-16.153

16、8+15)/8.25+32.7917/(1110×0.9%5%6%)25.3147+32.7917/0.880166.02取整报价为YE803：US$ 66.00 per set;TE600:(250-19.2308+15)/8.25+32.7917/ (1110×0.9%5%6%)29.7902+32.7917/0.880171.11取整报价为TE600: US$ 71.00 per set. 操作五：还盘参考金  海  贸  易  公  司GOLDEN SEA TRADING CORPORATIONADD.: 8TH F

17、LOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA TO: F.L.SMIDTH & CO. A/SFAX: （01）20 11 90DATE: March 22, 2001Dear Sirs, We have carefully considered the opinion you expressed in your mail of counter offer. We are doing the best to set our price

18、 as low as possible without a sacrifice of quality 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 submitte

19、d and the continual rise in export cost, it is almost 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

20、 BRAND BICYCLE:YE80326'USD66.00 per set CIFC5 CopenhagenTE60024'USD71.00 per set CIFC5 CopenhagenSince 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.Manage

21、rXXX操作六：成交参考商品 TENDER BRAND BABY BLANKET1. 成交金额(66.00×600+71.00×600) × 8.25 6781502. 实际成本（210+250）×600×（1-1/1.17%×9%）254769.23083. 业务费用10×1200+1000+700+800+500+2000+1000=18000   4. 出口运费3935×10×8.25=324637.505. 出口保费678150×110%×0.9%

22、6713.6856. 客户佣金678150×5%33907.50上缴利润成交金额实际成本业务费用出口运费出口保费客户佣金678150254769.230818000324637.506713.68533907.5040122.08利润率利润额/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： 合同参考 <1> 金  海  贸  易  公  司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU

23、 BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA TO: F.L.SMIDTH & CO. A/SFAX: （01）20 11 90DATE: April 1, 2001 Dear 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

24、 and return for our file.As the shipment date is approaching, 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： 合同参考 <2>SALES CONFIRMATIONS/C No.: JH-FLSSC06D

25、ate: April 1st 2001The Seller:GOLDEN SEA TRADING CORP.The Buyer:F.L.SMIDTH & CO. A/SAddress: 8TH FLOOR, JIN DU BUILDING,Address: 77, VIGERSLEV ALLE,               277 WU XING ROAD,       

26、0;        SHANGHAI, CHINA                  DK-2500 VALBY,                 COPENHAGEN, DENMARK &

27、#160; Item No.Commodity &SpecificationsUnitQuantityUnit Price(US$)AMOUNT(US$) FOREVER BRAND BICYCLECIFC5% COPENHAGEN1YE803 26'SET60066.0039600.002TE600 24'SET60071.0042600.00                TOTAL822

28、00.00      TOTAL CONTRACT VALUE:SAY US DOLLARS EIGHTY TWO THOUSAND AND TWO HUNDRED ONLY  PACKING:TO BE PACKED IN CARTONS OF ONE SET EACH, TOTAL 1200 CARTONS.PORT OF LOADING& DESTINATION:FROM SHANGHAI CHINA TO COPENHAGEN ,DENMARK.SHIPMENT:TO BE EFFECTED BEF

29、ORE THE END OF MAY 31,2001WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDPAYMENT:TTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THESELLER AN IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYS'SIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL 25,2001 AND REMAIM VALID FOR NEGOTIATION IN CHINA

30、UNTIL 15TH DAY AFTERTHE DATE OF SHIPMENT.  INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS ANDWAR RISK FOR 110% OF THE TOTAL INVOICE VALUE AS PER THERELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLE'SINSURANCE COMPANY OF CHINA DATED 1/1/1981. Confirmed by:THE SELLERTH

31、E BUYERGOLDEN SEA TRADING CORP. MANAGER ( signature)( 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 wh

32、ole or any part of this contract 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 discrepanc

33、y, claim should be filed by 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 additio

34、nal insurance amount or coverage 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 o

35、f 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 China Council for the Promotion of International Trade attesting such event(s).5. All

36、 deputies arising out of the performance of, or relating to this contract, shall be settled through negotiation.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 accordanc

37、e with its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final and 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

38、 understood that the Buyer has accepted the terms and conditions of this contract.7. Special conditions: ( These shall prevail over all printed terms in case of any conflict.) 操作八：审证参考金  海  贸  易  公  司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL:

39、86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA 审证意见 信用证存在的问题需要修改的理由国外到期 易产生逾期交单申请人地址有误 易出现单、证不符商品名称错误 与实际出运品名不符三分之一正本提单直寄不妥 受益人控制货权有风险三分之二正本提单议付不妥 受益人控制货权有风险合同号码错误与实际合同号码不符转运条款不妥 与实际合同规定不符交单日太紧易产生逾期交单 操作九：改证参考金  海  贸  易  公  司GOLDEN SEA TRADING CO

40、RPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINA TO: F.L.SMIDTH & CO. A/SFAX: （01）20 11 90DATE: APRIL 25, 2001Dear SirsWe are very glad to receive your L/C No. FLS-JHLC06, but we are quite sorry to find that it contains some

41、discrepancies with the S/C. Please instruct your bank to amend the L/C as quickly as possible.The L/C is to be amended as follows:* The place of expiry shall be "In China", in stead of "at our counter".* The address of applicant is 77, Vigerslev, Alle, DK-2500 Valby, Copenhagen,

42、  Denmark, in stead of 'DK-2600'* The name of the goods is YE803 26' and TE600 24', instead of YE803 24' and TE600   26'.* Delete the clause "1/3 original B/L".And it shall be "3/3   original clean shipped on board marine bill of l

43、ading ."instead   of "2/3 original clean shipped on board marine bill of lading." * The S/C No. should be JH-FLSSC06, instead of FLS9711.* The transshipment is allowed anywhere, not 'transshipment is allowed only in Hong   Kong'.* Documents to be presented

44、within 15 days after the date of issuance   Of the transport documents instead of within 5 days.Yours faithfully,GOLDEN SEA TRADING CORP.Managerxxx操作十： 订舱参考 <1>      公司编号:BH06JH出 口 货 物 订 舱 委 托 书日期:9-May-01 1)发货人GOLDEN SEA TRADING CORP.8TH FLOOR, JIN DU B

45、UILDING,277 WU XING ROAD,SHANGHAI CHINA4)信用证号码 LS-JHLC065)开证银行 WEST LB (EUROPA) A.G.6)合同号码 JH-FLSSC067)成交金额 US$82200.008) 装运口岸 SHANGHAI9)目的港 COPENHAGEN2)收货人TO ORDER10)转船运输 YES11)分批装运 YES12)信用证效期 15-Jun-0113)装船期限 31-May-0114)运费 PREPAID15)成交条件 CIFC5 COPENHAGEN16)公司联系人XXX17)电话/传真 021643312553)通知人F.L.SM

46、IDTH & CO. A/S77, VIGERSLEV ALLE, DK-2500 VALBY18)公司开户行 Bank of China19)银行帐号 793872437420)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  FOREVER BRAND BICYCLECIFC5 COPENHAGENFLSYE803 26'600CTNS19800KGS16800KGS600PCSUSD66.00USD39600.009711TE600 24'600CTNS19800KGS16800KGS600

47、PCSUSD71.00USD42600.00COPENHAGEN       NO. 1-1200           29)总件数30)总毛重31)总净重32)总尺码 33)总金额  1200 CTNS39600KGS33600KGS547.20M3 US$82200.0034)备注操作十： 订舱参考 <2>   C O M M E R C I

48、 A L I N V O I C E  1) SELLER   3) INVOICE NO.4) INVOICE DATEGOLDEN SEA TRADING CORP.JH-FLSINV069-May-018TH FLOOR, JIN DU BUILDING5) L/C NO.6) DATE277 WU XING ROAD,FLS-JHLC0614-Apr-01SHANGHAI, CHINAISSUED BY    WEST LB (EUROPA) A.G. 2) BUYER  &#

49、160;8) CONTRACT NO.9) DATEF.L. SMIDTH & CO. A/SJH-FLSSC061-Apr-0177, VIGERSLEV ALLE,10) FROM11) TODK-2500 VALBYSHANGHAICOPENHAGENCOPENHAGEN,DENMARK12) SHIPPED BY13) PRICE TERM   CIFC5 COPENHAGEN14) MARKS15) DESCRIPTION OF GOODS 16) QTY.17) UNIT PRICE18) AMOUNT   

50、60;FLSFOREVER BRAND BICYCLE CIFC5 COPENHAGEN9711    COPENHAGENART.NO.   NO.1-1200YE803 26'600 SETSUS$66.00US$39600.00 TE600 24'600 SETSUS$71.00US$42600.00               

51、60;         TOTAL: US$82200.00        19)TOTAL VALUE    SAY US DOLLARS EIGHTY TWO THOUSAND TWO HUNDRED ONLY    20) CERTIFICATION      WE HEREBY CONFIR

52、M THAT ONE SET OF NON-NEGOTIABLE DOCS. HAS BEEN SENT TO THE APPLICANT.    21)TOTAL NUMBER OF PACKAGE     200 CTNS             22)GROSS WEIGHT     39600 KGS  

53、60;         L/C NO. FLS-JHLC06     VESSEL'S NAME              23) ISSUED BY      GOLDEN SEA TRADING CORP.   

54、60;        24) SIGNATURE      XXX        3 COPIES 操作十： 订舱参考  <3>  P A C K I N G L I S T  1) SELLER   3) INVOICE NO.4) INVOICE DATEGOLDEN SEA TRA

55、DING CORP.JH-FLSINV069-May-018TH FLOOR, JIN DU DUILDING,5) FROM6) TO277 WU XING ROAD, SHANGHAICOPENHAGENSHANGHAI, CHINA7) TOTAL PACKAGES(IN WORDS)  SAY ONE THOUSAND AND TWO HUNDRED CARTONS ONLY2) BUYER   8) MARKS & NOS.F.L. SMIDTH & CO. A/SFLS77, VIGERSLEV ALLE,9711D

56、K-2500 VALBYCOPENHAGENCOPENHAGEN, DENMARKNO. 1-1200    9) C/NOS.10) NOS. & KINDS OF PKGS.   11) ITEM12)QTY. 13) G.W.(kg)  14) N.W.(kg) 15) MEAS(m3)        FOREVER BRAND BICYCLE  1-600600 CARTONSYE803 26'600198001

57、6800273.600601-1200600 CARTONSTE600 24'6001980016800273.600       TOTAL1200 CARTONS12003960033600547.200                          &

58、#160;  L/C NO. FLS-JHLC06EACH PACKAGEG.W.(KGS)N.W.(KGS)MEAS(M3)  YE803 26'33280.456    YE600 24'33280.456            COLOR ASSORTMENT OF EACH ART.NO.:    BLUE,GREEN,RED,PUR

59、PLE AND WHITE 100 SETS EACH PER ART.NO.                                           

60、60;            16) ISSUED BY       GODLDEN SEA TRADING CORP.                    17) SIGNATURE   

61、0;   XXX                3 COPIES 操作十一：报关参考 中华人民共和国海关出口货物报关单    预录入编号: 海关编号: 出口口岸SHANGHAI CHINA备案号出口日期2001-5-20 申报日期2001-5-12 经营单位金海贸易公司运输方式海运 运输工具名称YI XIANG V307提运单号JH-FLSBL06

62、发货单位金海贸易公司贸易方式一般贸易 征免性质结汇方式信用证 许可证号运抵国(地区)Denmark指运港Copenhagen境内货源地上海 批准文号成交方式CIF 运费RMB324,637.50保费RMB6713.69杂费RMB18,000.00合同协议号JH-FLSSC06件数1200包装种类CARTONS 毛重(公斤)39600净重(公斤)33600集装箱号32345100-32345109随附单据商业发票及装箱单生产厂家金海贸易公司标记唛码及备注FLS9711COPENHAGEN1-1200项号商品编号商品名称、规格型号数量及单位最终目的国(地区)单价总价币制征免FOREVER BRAND BICYCLE018712.0012YE803 26'600 setsDenmark66.0039600.00 美元TE600 24'600 sets71.0042600.