商务技能综合实训报告(英文版)

1、商务技能综合实训报告姓名：唐亚南学号：20091711021所属院系：商务外语系专业：09英语本科指导教师：刘妮雅06/10/2012一、Company IntroductionCastle Toy Inc., established in 1986, is a leading importer and distributor of quality toys. Our distribution is across the United States, Latin America, and the Caribbean. We offer our products to all leading t

2、oy, hobby, and gift stores, mail order catalogs, theme parks and e-commerce retailers.A network of over 100 Sales Representatives work closely with our retail customer base to ensure our key items are always on the retail shelves. Our in-house Marketing and R&D teams are always developing new produc

3、ts, which are introduced twice yearly in our catalogs.二、Basic Information1、Buyers InformationCompanys Name: Castle Toy Inc.Address: 7250 Radford Avenue, North Hollywood, CA91605Business Manager: Tang YananTelephone No.: 818-765-5362E-mail: HYPERLINK mailto:sales sales2、Sellers InformationCompanys Na

4、me: Shanghai Toys Imp. & Exp. Co., Ltd.Address: 139 An Yuan Road Shanghai ChinaBusiness Manager: Wu PanpanTelephone No.: 0086 21 62981100Fax: 0086 21 62275517E-mail: HYPERLINK mailto:info info三、Export Trading Business Practice1、Establish Business RelationshipI received a letter from Shanghai Toys Im

5、p. & Exp. Co., Ltd. to establish business relation on June 8th, 2012.上海玩具进出口有限公司SHANGHAI TOYS IMP. & EXP. CO. , LTD.Add: 139 An Yuan Road Shanghai ChinaPost Code: 200 041Tel: 0086 21 62981100Fax: 0086 21 62275517E-mail : infoshanghaitoyscom8-Jun-2012Castle Toy Inc.7250Radford Avenue,North Hollywood,

6、 CA 91605818-765-5362 HYPERLINK mailto:sales salesDear Sir or Madam,From the tootoo website we learned that you are in the market for childrens vehicles and plastic toys, which just falls within our business scope. We are now writing to you with a hope to establish long-term trade relations.As leadi

7、ng company in Shanghai and backed by more than 20 years of export experience, we have good connection with some reputable factories, and sufficient supplies and on-time delivery are thus guaranteed.Attached please find some latest leaflets for our products, which may meet with your demand .Youll see

8、 they are all made of high quality materials .They have enjoyed a high popularity in many American cities.As for our financial standing, you may refer to the Bank of China, Shanghai Branch (200Mid. Yincheng Road, Pudong new District, Shanghai 200121, China Tel:+86-21-38824588 Fax:+86-21-50372847).We

9、 are pleased to add you to our list of clients and looking forward to your enquiries.Yours sincerely,Shanghai Toys Imp. & Exp. Co., Ltd.吴盼盼Sunny WuEncl. Leaflets上海玩具进出口有限公 司SHANGHAI TOYS IMP. &EXP. CO., LTDLeafletBaby Walker Art.No.:CV-1Baby Walker Art.No.:CV-1Gasoline Scooter Art.No.:CV-3Baby Walke

10、r Art.No.:CV-1Push Chair Art.No.:CV-4Swing Art.No.:CV-6Rocking Horse Art.No.:CV-5Push Chair Art.No.:CV-4Swing Art.No.:CV-6Dolphin Art.No.:PT-1Bee Art.No.:PT-2Dolphin Art.No.:PT-12、EnquiryI replied her enquiry the next day.Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605 818-765-5362 HYPER

11、LINK mailto:sales salesMiss. WuJune 9, 2012Add: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086 21 62981100Fax: 0086 21 62275517E-ma il: HYPERLINK mailto:info infoDear Miss. Wu,We are pleased to receive your mail of June 8 and your leaflets.We are large dealers in toys and wish to expand o

12、ur present range with more fashionable plush toys. We believe there is a promising market here for moderately priced products.After studying your leaflets, we are particularly interested in the childrens vehicles.Please quote us your best CIF New York prices for the childrens vehicles both on 20FCL

13、and LCL basis as well as your terms of shipment, payment and insurance.Meanwhile we would like to have some samples to best the market demand before we could place a firm order.If the market reactions are good, and your prices are competitive, wed certainly be able to place a substantial order.For y

14、our information, our banker is The Bank of New York Company Inc.We hope to hear from you.Yours truly, Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605Tang Yanan3、OfferShe made an offer letter to me.上海玩具进出口有限公司SHANGHAI TOYS IMP. &EXP. CO. , LTDAdd: 139 An Yuan Road Shanghai ChinaPost Code:

15、 200041Tel: 0086 21 62981100Fax: 0086 21 62275517E-mail: infoshanghaitoyscomJune 9, 2012Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales salesDear Miss. Tang,We are pleased to receive your enquiry of June 9 and the pricing list you asked for will be sent

16、 to you by separate post.We think you have made an excellent choice in selecting the six items, and once you have seen the samples we are sure you will be impressed by the quality.We believe you will find a ready sale for our products in United States as have other retailers throught Europe and Amer

17、ica, and we do hope we can reach an agreement on the terms quoted.Thank you for your interest; we look forward to hearing from you soon.Yours sincerely,Shanghai Toys Imp. & Exp. Co., Ltd. 吴盼盼Sunny WuEncl. Price list上海玩具进出口有限公司SHANGHAI TOYS IMP. & EXP. CO., LTDPrice listArt.No. Art.No. PictureCommodi

18、tyMin. OrderNameQuantityUnit Price CIF New York20FCLBasisLCL BasisCV-1Baby walkerUSD125/setUSD130/setCV-2aElectric ScooterCV-3GasolineScooterCV-4Push Chair100setsUSD200/setUSD205/set40sets20FCLBasisLCL BasisCV-1Baby walkerUSD125/setUSD130/setCV-2aElectric ScooterCV-3GasolineScooterCV-4Push Chair100s

19、etsUSD200/setUSD205/set40setsUSD450/setUSD455/set100setsUSD450/setUSD130/setCV-5Rocking Horse50setsUSD100/set USD105/setCV-6Swing100sets USD150/set USD155/setCV-5Rocking Horse50setsUSD100/set USD105/setCV-6Swing100sets USD150/set USD155/set4、Counter-offerAfter receiving her letter, I asked her to gi

20、ve me a discount. Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales salesJune 9, 2012Miss. WuShanghai Toys Imp. & Exp. Co.,Ltd.Add: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086 21 62981100Fax: 0086 21 62275517E-ma il: HYPERLINK mailto:info in

21、foDear Miss. Wu,We are glad to receive your offer of June 9 and relative pricing list.In reply, we regret to say that your prices are not competitive enough. Information here indicates that childrens vehicles from other suppliers about 10% lower than yours.We really appreciate the good workmanship a

22、nd lovely designs of your products, but are also aware that the price level counts much, especially in the sales stage.To set up the trade, may we suggest you give a special discount as follows:CV-3USD 430/setCV-2 USD 180/setCIF New York on 20FCL basisCV-3USD 440/setCV-2 USD 190/setCIF New York on L

23、CL basisMeanwhile, we usually deal with our clients on D/P terms, which is easier and cost-saving than L/C. We hope that method of payment will be acceptable to you also. Besides, we hope you can offer us a proforma invoice.Actually, competitive prices and flexible payment terms for a trial order ca

24、n often lead to a big market share with great profit in the future. We hope you will take this factor into account and wait for your early reply.Yours truly,Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605Tang Yanan5、Acceptance letterAfter several hours, I received her acceptance letter.上

25、海玩具进出口有限公司SHANGHAI TOYS IMP. &EXP. CO., LTDAdd: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086 21 62981100Fax: 0086 21 62275517E-mail: infoshanghaitoys .comJune 9, 2012Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales salesDear Miss Tang:We hav

26、e accepted your counter-offer price, and your payment terms. This will be our first business, and we believe it will go smoothly .Please give us your order as soon as possible, so that we can make prepare early.We look forward to receive your order.Yours sincerely,Shanghai Toys Imp. & Exp. Co., Ltd.

27、 吴盼盼Sunny Wu6、Purchase OrderI made an order quickly.Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales salesPURCHASE ORDERNo.: CTI-DT1021Date: June 9, 2012To: Shanghai Toys Imp. & Exp. Co.,Ltd.Add: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086

28、21 62981100Fax: 0086 21 62275517E-mail : HYPERLINK mailto:info infoItem DescriptionQuantityCV-1 Baby walker150setsCV-2 Electric Scooter150setsCV-3 Gasoline Scooter60setsCV-4 Push Chair120setsCV-5 Rocking Horse60setsCV-6 Swing120setsCIF New York PriceUSD 125/setUSD 180/setUSD 430/setUSD 125/setUSD 10

29、0/setUSD 150/setTotal Amount:Trade Terms:USD 110550CIF New YorkPacking:All the products should be packed with 20FCL ContainersDelivery Time:Insurance :By the end of July 2012 without partial shipments Covering for 110% CIF value against all risksPayment Terms:D/P at sightFor and on behalf of Castle

30、Toy Inc.Tang YananGeneral Manager7、Sales Letter Proforma Invoice Sales ConformationShe replied me froforma invoice and sales conformation enclosed with a sales letter.上海玩具进出口有限公司SHANGHAI TOYS IMP. &EXP. CO., LTD Add: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086 21 62981100Fax: 0086 21 6

31、2275517E-mail: infoJune 9, 2012Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605 818-765-5362 HYPERLINK mailto:sales salesDear Miss. Tang,Re: Sales Confirmation No.2009745We feel very pleased to conclude 660 sets of Children s Vehicles and we are sending you our Sales Confirmation No.20097

32、45 in duplicate. Please sign and return one copy for our file.To ensure us to ship the goods on time, please open the L/C 15 days before the time of shipment. We await your L/C and your next order.We thank you for your kind cooperation.Yours very truly, Shanghai Toys Imp. & Exp. Co.,Ltd.吴盼盼Sunny WuP

33、ROFORMA INVOICE上海玩具进出口有限公司SHANGHAI TOYS IMP. & EXP. CO., LTD.Add: 139 An Yuan Road Shanghai China Post Code: 200041Tel: 0086 21 62981100Fax: 0086 21 62275517E-mail: infoshanghaitoys .comJun.9, 2012Sold to:Castle Toy Inc.7250Radford Avenue,North Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales

34、salesCOMMODITY DESCRIPTIONUNIT PRICE AMOUNTCOMMODITY DESCRIPTIONUNIT PRICE AMOUNTCIF New York1. CV-1 Baby walker$125$187502. CV-2 Electric Scooter$180$270003. CV-3 Gasoline Scooter$430$258004. CV-4 Push Chair$125$150005. CV-4 Push Chair$100$60006. CV-6 Swing$150$18000Total:$110550Freight (by Sea):US

35、D6000Insurance (on 110% amount of the C.I.F. value):USD121605Total C.I.F. New York: USD110550Terms of Payment:D/P at sightDelivery:By the end of July 2012 without partial shipments上海玩具进出口有限公司 SHANGHAI TOYS IMP. & EXP. CO., LTD Add: 139 An Yuan Road Shanghai ChinaPost Code: 200041Tel: 0086 21 6298110

36、0Fax: 0086 21 62275517E-mail: infoshanghaitoys .comSALES CONFIRMATIONS/C N0.:2009745S/C Date: Jun.9, 2012To:Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA 91605818-765-5362 HYPERLINK mailto:sales salesWe hereby confirm having sold to you the following goods on terms and conditions as specifie

37、d below:Article No.Name of CommodityQuantityUnit PriceAmount(sets)CIF New Ybrk(USD)CV-1Baby WalkeV -2Electronic ScooteV-3Gasoline Scooter6043025800CV-4Push Chair120125015000CV-5Rocking Horse601006000CV-6swing12015018000Total:660110550Total Amount in Words: SAY USDOLLARS ONE

38、 HUNDRED AND TENTHOUSAND FIVE HUANDRED AND FIFTY ONLYPacking: All the products should be packed with 20FCL Containers Delivery Time: By the end of July 2012 without partial shipments Insurance : Covering for 110% CIF value against all risks Payment Terms: D/P at sightTHE BUYERCastle Toy Inc.THE BUYE

39、RCastle Toy Inc.Tang Yanan General Manager (Signature)Shanghai Toys Imp. & Exp. Co., Ltd吴盼盼Sunny Wu(Signature)8、Letter of CreditI asked Bank of America to open the letter of credit.Bank of AmericaAdvising Bank: Bank of China Shanghai BranchBeneficiary: Shanghai Toys Imp. & Exp. Co., Ltd139 An Yuan R

40、oad Shanghai China0086 21 62981100 HYPERLINK mailto:info infoApplicant: Castle Toy Inc.7250 Radford AvenueNorth Hollywood, CA91605818-765-5362 HYPERLINK mailto:sales salesAmount: USD110550Dear Sirs,At your request of Castle Toys Inc. in America, we hereby issue in your favor this irrevocable documen

41、tary credit No. 2009721 which is available by negotiation of D/P at sight for full invoice value drawn on us bearing the clause: “Drawn under documentary credit No. 200921 of Bank of America,” accompanied by the following documents:1 、Sign commercial invoice in 3 copies.2、Full set of clean on board

42、bills of lading made out to order and bank endorsed marked “Freight Prepaid ” and notify applicant.3、Shipment from Shanghai to New York during July 2012 without partial shipment and transshipment.4、This credit is valid for negotiation before June 28th, 2012 in Shanghai.Special Conditions: Documents

43、must be presented for negotiation within 15 days after the date of issuance of the bills of lading, but in any event within this credit validity.We hereby undertake to honor all drafts drawn in accordance with the terms of this credit. The advising bank is kindly requested to notify the beneficiary

44、without adding their confirmation for Bank of America.It is subject to the Uniform Customs and Practice for Documentary Credits (2011 Revision), International Chamber of Commerce Publication No. 600.SIGNATURE9、9、Commercial InvoiceInsurance Policy上海玩具进出口有限公司SHANGHAI TOYS IMP. & EXP. CO., LTDADD: 139

45、AN YUAN ROAD SHANGHAI CHINAPOST CODE: 2 0 0 0 4 1TEL: 0086 21 62981100FAX: 0086 21 62275517E-MAIL: HYPERLINK mailto:info infoCOMMERCIAL INVOICETO:M/S CASTLE TOY INC.No.: WPDT-123S/C NO.:2009745L/C NO.: 2009721S/C NO.:2009745L/C NO.: 2009721 HYPERLINK mailto:sales salesFROM: SHANGHAI7250 RADFORD AVEN

46、UENORTH HOLLYWOOD, CA 91605 818-765-5362MARKS &DESCRIPTION OF GOODSQUANTITYUNITAMOUNTNOS.PRICE(USD)CHILDREN VEHICLECASTALBABY WALKELECTRONIC SCOOTER150180270002009745GASOLINE SCOOTER6043025800PUSH CHAIR12012515000NEWYORKROCKING HORSE601006000SWING12015018750C/NO.1-660TOTAL:110550TO: NEW

47、 YORKDATE: JUN.10, 2012SHIPPED BY: DATANGTOTAL AMOUNT IN WORDS: SAY US DOLLARS ONE HUNDREDTHOUSAND FIVE HUANDERD AND FIFTY ONLYTOTAL PACKAGES: SIX HUNDRED AND SIXTY CARTONSISSUED BY:SHANGHAI TOYS IMP. & EXP. CO., LTDSIGNATURE: SUNNY WUIMp. & EXPsCO四九年IMp. & EXPsCO四九年D立号次THE PEOPLE毅玩奧进RAIN口EC 限公司NY O

48、F chinaSHANGUSADD: 139 AN YUAN ROAD SHANGHAI CHINAINSURANCE POLICY POLICY NO. PICCSH 988784中国人孫1保 008公 2司 62981下0ft称本公司)This PolicFA XSu0an8e6W2!eS22l755lii7 Peoples Insurance Company of China (hereinafter called “the Company” ,) INSURANCE POLICY POLICY NO. PICCSH 988784中国人孫1保 008公 2司 62981下0ft称本公司)

49、This PolicFA XSu0an8e6W2!eS22l755lii7 Peoples Insurance Company of China (hereinafter called “the Company” ,) 根据 E-MAIL: HYPERLINK mailto:info infoAt the request of SHANGHAI TOY(以下简称被保险人)的要求，由被保险人向本公司缴付约定(hereinafter called “the Insured”) and in considerPioCKING ageeSTremium paid to the Company by t

50、he 的保险TO,按ASTL保TO单i承c保险别和背面所载条款与下列Insured, undertakes to insure the undermentioned goods in transportation subject to the conditions of this Policy 条款承彳保5下!述货胸砂嶽陋馆，特立本保险单。as per the NORTHtH OreYWdOthDspCAl gaus0attached hereon.标记818-765-5362包装及数量:toywm的GHART0NSS EXP. AND INP. CO.,LTDMARKS HYPERLINK

51、mailto:sales salescaSTALm: shA2009745newyoRK.C/NO.1-660S/C NO.: 2009745 DATE: jUN障金 2012DESCRIPTION OF GOODSAMOUNT INSUREDCHILDRENOiVEhiclEShipped bYWTANG保险货物项目DESCRIIPTION OF GOODSQTY GW. N.W.(SETS) (KGS) (KGS)MEAS.M)总保险金额：Total AmouCVsUred：保费 CV-2 PREMIUMC 开航日C呦3CHILDRENS VEHICLEsay uBADOYLWALKERu

52、ndred tw，1N0y onet5ousand4s陈 hundreD.And five only ELECTRONIC scooterGasOjaTNe1ScOoterslg. on oCVb4. as per bill PULADCHAIR 承保险CV-5ROCKING HORSECONDITIONScovecMgQll RISKS装载运输工具)PER CONVEYANCE)12(From 5Shangha5.5 to601010.510.53.03.0neWYork1.0AND wARRRJSfKS AS PER AND SUbJECT TO tHEReLEVaNPcOCeAN MAR

53、INE CARGO CLAUSESOF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981所保货物，如遇出险，本公司凭保险单及其他有关SAr付赔款。660claims, TOTALAYACKAGSURRNNWORDThISAYICIXTOIUNDRWSAOTDERIRETYVCARTONMENTs. 所保货物网发生本保险单项下负A赔偿的损失或事故，IN THE EVENT OF ACCIDENT WHEERjiBY LOSS OR DAMAGE MAY RESULT IN A CLAIM UNDER THIS POLICY IMMEDIA

54、TE noticeNEWYORK应立即通知本公司下述代理人查Cff。0-660APPLYING FOR SURVEY MUST BE GIVEN TO THE COMPANYS AGENT AS MENTIONED HEREUNDER:THE PEOPLES INSURANCE COMPANY OFCHINA, AMSTERDAM BRANCH 530 # ARIL ST., AMSTERDAM, THENETHERLANDS中国人民保险公司上海分公司赔款偿付地点CLAIM PAYABLE AT/IN SHANGHAI IN USD日期天津THE PEOPLES INSURANCE CO. O

55、F CHINA SHANGHAI BRANCHISSUED BY:SHANGHAI TOYS IMP. & EXP. CO., LTD 吴盼盼 SIGNATURE: SUNNY WUDATE June 10, 2012SHANGHAI地址：139 AN YUAN ROAD SHANGHAI CHINATEL 0086 21 62981100 Telex: 33128 PICCS CN.Endorsement:YOUSHENG TRADING CO., LTD.TeresaGeneral Manager10、Packing List She sent me the packing list se

56、veral days later.上海玩具进出口有限公司 SHANGHAI TOYS IMP. & EXP. CO., LTD ADD: 139 AN YUAN ROAD SHANGHAI CHINA POST CODE: 2 0 0 0 4 1 TEL: 0086 21 62981100 FAX: 0086 21 62275517E-MAIL: HYPERLINK mailto:info infoS/C NO.: 2009745DATE: JUN.10, 2012SHIPPED BY: S/C NO.: 2009745DATE: JUN.10, 2012SHIPPED BY: DATANG HYPERLINK mailto:sales salesFORM: SHANGHAITO: NEW YORKC/NO.DESCRIPTION OF GOODSQTY (SETS)GW.