国际商务函电习题答案

7/7国际商务函电习题答案1吉辰服装进出口公司是一家快速发展的私营外贸公司，成立于1997年，主要经营各类服装，特别是出口的牛仔裤，因时尚的外观设计和优秀的品质深受广大海外客户的欢迎，产品远销到欧洲、中东和北美地区。2009年10月6日，公司因国外客户需要，在国内寻找合适的牛仔裤生产厂商。请你以出口部业务员李兵的身份，给在网上找到的鹏飞制衣厂的王勇厂长写一封就男式靴式牛仔裤询盘的信函。

2加拿大CartersTradingCompany,LLC的业务员JoeBrown先生在2009年广交会上看到了南京德创伟业进出口有限公司(NanjingDechuangweiyeImport&ExportCo.,Ltd)的产品，对

他们的Hand-madeGloves非常感兴趣，也与该公司的业务员CathyLee取得联系，并索取了相关资料。回国后经过市场调查，JoeBrown先生于2009年10月11日向南京德创伟业进出口有限公司的业务员CathyLee发去询盘并索要样品，请你帮JoeBrown先生撰写这封函电，对方的邮件地址为。

3假设你是恒弛实业有限公司的业务员Leon，一客户给你公司发来邮件，表示对你们公司的产品质量很满意，认为你方报价偏高，要求你们减价。你方收到信后，经过研究，认为你方的报价与现行价格相符，因此拒绝对方的还盘。请你给该客户回一封函电表明你方观点，写信时间为2009年10月14日。

4假设你是加拿大CartersTradingCompany,LLC的业务员JoeBrown，南京德创伟业进出口有限公司(NanjingDechuangweiyeImport&ExportCo.,Ltd)给你公司发来邮件，向你发盘，你认为价格过高，向对方还盘，要求降价10%。写信时间为2009年10月13日。

5假设你是吉辰服装进出口公司的业务员，你与一进口客户经过交易磋商达成一致后，收到了客户订单，请你给对方回一封接受函电，写信时间为2009年10月22日。

信中要点为：

1.感谢你方2009年10月21日来函及寄来的订单(编号MS5656)；

2.附上编号为JC2369的销售确认书的一式两份，请签名确认并寄回其中一份以便我们存档；

3.请尽快开证以免延误装运，我们将随时与你们保持联系。

6假设你是加拿大CartersTradingCompany,LLC的业务员JoeBrown，你与南京德创伟业进出口有限公司(NanjingDechuangweiyeImport&ExportCo.,Ltd)的业务员CathyLee经过交易磋商，最后就各项交易条件达成一致，请你给对方写一封接受函电，写信时间为2009年10月20日。

信中要点为：

1.感谢你方2009年10月18日报价和寄来的样品；

2.认为对方产品的品质优良，价格合理；

3.随信附寄编号为CTC5236的购买合同一式两份，会签后请归还一份以便存档；

4.请在装船后两天内给我们发装船通知，告知包装件数、毛净重、船名、货值、提单号码和日期；

5.由于客户急需，请尽快装运，如果这次合作愉快，今后将大量订购。

7根据买方订单及相关资料，制作形式发票，要求格式清楚、内容完整。DearHelen,

Documentsof200rollsrecdtoday,thanks,

Plsnoteourneworder:

PVCStrips

1.200mm×2mm×50mmtransparentnormal-120rolls

2.200mm×2mm×50mmtransparentnormalribbed-10rolls

3.200mm×3mm×50mmtransparentnormal-20rolls

4.300mm×3mm×50mmtransparentnormal-30rolls

5.300mm×3mm×50mmtransparentnormalribbed-20rolls

Plssendproformainvoicesothatwecansendmoney

BestRegards

Nishith

资料：

1.Theseller:SHANGHAILUCKYSAFETYSCREENSCO.,LTD.

UNITC2/FJINGMAOTOWERSHANGHAI,CHINA

2.Thebuyer:RAMPLASTICS

201,HAUZRANI,MALVIYANAGAR,NEWDELHI110017.INDIA

3.PorformainvoiceNo.LU80518

4.Proformainvoicedate:May18,2008

5.S/CNo.LU0805

6.Portofloadinganddestination:FormShanghaiChinatoNhavaShevaIndia

7.Termsofpayment:AdvancedT/T

8.ShippingMark:按标准的唛头样式

9.Unitprice:

USD86.00/rollCIFNhavaShevafor200mm×2mm×50mmtransparentnormal

USD98.00/rollCIFNhavaShevafor200mm×2mm×50mmtransparentnormalribbedUSD92.00/rollCIFNhavaShevafor200mm×3mm×50mmtransparentnormal

USD108.00/rollCIFNhavaShevafor300mm×3mm×50mmtransparentnormal

USD116.00/rollCIFNhavaShevafor300mm×3mm×50mmtransparentnormalribbed10.DETAILSOFTHESELLER’SBANK:

BANKOFCHINA,SHANGHAIBRANCH,

No.4Zhongshanroad,Shanghai,P.R.CHINA

SWIFTCODE:BKCHCNBJ530

BENEFICIARY:SHANGHAILUCKYSAFETYSCREENSCO.,LTD.ACCOINTNo.:128122420127091015

ADDRESS:UNITC2/FJINGMAOTOWERSHANGHAI,CHINA

2980

31840

43240

5

8假设你是鹏飞制衣厂的厂长王勇，你收到了吉辰服装进出口公司发来的函电，询问男式靴式牛仔裤的价格，请根据该函电内容给对方发盘。写信时间为2009年10月8日。

信中主要要点如下：

1.来信中要求样品已寄出；

2.商品和数量：5000条男式靴式牛仔裤(MEN’SBOOTFLAREJEAN)；

3.规格描述：每箱20件，颜色：古靛青色，面料成份：全棉

4.价格：每条人民币75元；

5.交货地点：工厂交货

6.支付：先付30%，其余尾款货到后付清

9假设你是南京德创伟业进出口有限公司(NanjingDechuangweiyeImport&ExportCo.,Ltd)

的业务员CathyLee，加拿大CartersTradingCompany,LLC的JoeBrown先生给你公司发来邮件，向你询盘。请根据该邮件向你的客户发盘，写信时间为2009年10月13日。

信中主要要点如下：

1.来信中要求的目录和样品已寄出；

2.商品和数量：5000副手套(Hand-madeGloves)；

3.价格：每套USD2.38CIF多伦多；

4.装运：证到后两个月内装运；

5.支付：不可撤销即期信用证；

6.包装：1200副一纸箱；

7.该发盘有效期为10天。

10题目要求和说明

SALESCONTRACT

No.NEO2009026DATE:Feb.28,2009

SIGNEDAT:NANJING,THESELLER(hereinaftercalled“PartyA"):

DESUNTRADINGCO.,LTD.

Room2901,HuaRongMansion,Guanjiaqiao85#,Nanjing

210005,P.R.CHINA

THEBUYER(hereinaftercalled“PartyB"):

NEOGENERALTRADINGCO.

P.O.BOX99552,RIYADH22766,KSA

NOWTHEREFORE,TheSellerandtheBuyeragreetoconcludethisContract

1.PACKING:

Exportedbrowncarton,withROSEbrand.

2.ShippingMarks:

ROSEBRAND

178/2009

RIYADH

3．PORTOFLOADINGANDDESTINATION:

FromShanghaiJungongRoad1979,ChinatoDAMMAMport.

Partialshipmentandtransshipmentarebothallowed.

4．TIMEOFSHIPMENT:

Within60daysuponreceiptoftheL/CwhichaccordwiththerelevantclausesofthisContractandnotlaterthanApr.30,2009

5.TermsofDelivery

USD7.80/CARTONCFRDAMMAMPORTONFULLLINERTERMS

ThetermsCFR，shallbesubjecttotheInternationalRulesfortheInterpretationofTradeTerms(INCOTERMS2010)providedbyInternationalChamberofCommerce(ICC)unlessotherwisestipulatedherein.)

6.INSURANCE:

TobecoveredbytheBuyersfromshipment,forthispurposetheSellersshalladvisetheBuyersbycableoftheparticulars.

7.TERMSOFPAYMENT:

ByConfirmed，Irrevocable，TransferableandDivisibleL/Ctobeavailablebysightdraft

toreachtheSeller30daysbeforeMay,2009andremainingvalidfornegotiationinChinaforfurther15daysaftertheshipment.

Thecredit(L/C)shouldbepayableatsightissuedbyaninternationalFIRSTCLASSBANK.

Thestatement“thiscreditissubjecttoUniformCustomsandPracticeforDocumentaryCredits,1993Revision,InternationalChamberofCommercePublicationNo.500”shallbecontainedintheletterofcredit.

TheBuyershallestablishaLetterofCreditbeforetheabove-stipulatedtime，failingwhich，theSellershallhavetherighttorescindthisContractuponthearrivalofthenoticeatBuyerortoacceptwholeorpartofthisContractnonfulfilledbytheBuyer，ortolodgeaclaimforthedirectlossessustained，ifany.

8.Inspection：

Themanufacturersshall,beforedelivery,makeapreciseandcomprehensiveinspectionofthegoodswithregardtoitsquality,specifications,performanceandquantity/weight,andissueinspectioncertificatescertifyingthetechnicaldataandconclusionoftheinspection.Afterarrivalofthegoodsattheportofdestination,theBuyershallapplytoChinaCommodityInspectionBureau(hereinafterreferredtoasCCIB)forafurtherinspectionastothespecificationsandquantity/weightofthegoods.Ifdamagesofthegoodsarefound,orthespecificationsand/orquantityarenotinconformitywiththestipulationsinthisContract,exceptwhentheresponsibilitieslieswithInsuranceCompanyorShippingCompany,theBuyershall,within10daysafterarrivalofthegoodsattheportofdestination,claimagainsttheSeller,orrejectthegoodsaccordingtotheinspectioncertificateissuedbyCCIB.Incaseofdamageofthegoodsincurredduetothedesignormanufacturedefectsand/orincasethequalityandperformancearenotinconformitywiththeContract,theBuyershall,duringtheguaranteeperiod,requestCCIBtomakeasurvey.

9.DOCUMENTS:

+Signedcommercialinvoiceintriplicate,oneoriginalofwhichshouldbecertifiedbyChamberofCommerceorCCPIT.

+Fullset(3/3)ofcleanonboardoceanBillsofLadingmarked"freightprepaid"madeouttoorderandendorsedinblank,notifytheapplicant(theSeller).

+PackingListintriplicate.

+CertificateoforigincertifiedbyChamberofCommerceorCCPIT.

10.FORCEMAJEURE:

TheSellershallnotbeheldresponsibleforfailureordelayindeliveryoftheentirelotoraportionofthegoodsunderthisSalesContractinconsequenceofanyForceMajeureincidentswhichmightoccur.ForceMajeureasreferredtointhiscontractmeansunforeseeable，unavoidableandinsurmountableobjectiveconditions.

11.Quality/Quantitydiscrepancy：

Incaseofqualitydiscrepancy，claimshouldbefiledbytheBuyerwithin30daysafterthe

arrivalofthegoodsatportofdestination，whileforquantitydiscrepancy，claimshouldbefiledbytheBuyerwithin15daysafterthearrivalofthegoodsatportofdestination.ItisunderstoodthattheSellershallnotbeliableforanydiscrepancyofthegoodsshippedduetocausesforwhichtheInsuranceCompany，ShippingCompany，otherTransportationOrganization/orPostOfficeareliable.

12.DisputeResolution:

AlldisputesinconnectionwiththisContractortheexecutionthereofshallbefriendlynegotiation.Ifnosettlementcanbereached,thecaseindisputeshallthenbesubmittedforarbitrationtotheForeignEconomicandTradeArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTradeinaccordancewiththeProvisionalRulesofProcedureoftheForeignEconomicandTradeArbitrationCommissionoftheChinaCouncilforthePromotionofInternationalTrade.TheAwardmadebytheCommissionshallbeacceptedasfinalandbindinguponbothparties.ThefeesforarbitrationshallbebornebythelosingpartyunlessotherwiseawardedbytheCommission.

13.Claim：

Anyclaimbythebuyerconcerningthegoodsshippedhereundershallbefiledwithin30daysafterthearrivalofthegoodsatportofdestinationandsupportedbyasurveyreportissuedbyasurveyorapprovedbythesellerfortheseller’sexamination.Innoeventshallthesellerbeliableforconsequentialdamages.Claimsinrespectofmatterswithinthescopeoftheinsurancecompany,shippingcompany,transportationorganizationand/orpostofficewillnotbeentertainedbytheseller.

14.OTHERTERMS：

1.ThecoveringLetterofCreditshallstipulatetheSellers’soptionofshippingtheindicatedpercentagemoreorlessthanthequantityherebycontractedandbenegotiatedfortheamountcoveringthevalueofquantityactuallyshipped.(TheBuyersarerequestedtoestablishtheL/CinamountwiththeindicatedpercentageoverthetotalvalueoftheorderasperthisSalesContract.)

2ThecontentsofthecoveringLetterofCreditshallbeinstrictconformitywiththestipulationsoftheSalesContract.IncaseofanyvariationthereofnecessitatingamendmentoftheL/C,theBuyersshallbeartheexpensesforeffectingtheamendment.TheSellersshallnotbeheldresponsibleforpossibledelayofshipmentresultingfromawaitingtheamendmentoftheL/CandreservetherighttoclaimfromtheBuyersforthelossesresultingtherefore.

3TheBuyershouldsentasampleofL/Cbeforeapplyforitthenaftertheseller'sconfirmedit,theBuyercanarrangeBankofChinatoissuetheL/CasthesameasthesamplesendtotheBuyer.

4.DependinguponthemethodofpaymentselectedpursuanttoClause10.1above,theBuyershallbearallbankingchargesincurredinthecountryofL/Cissuingbankandthesellershallbearallbankingchargesincurredoutsidesuchcountry,unlessotherwiseagreedbytheparties.

5.Thepackingofthegoodsshallbepreventivefromdampness,rust,moisture,erosion

andshock,andshallbesuitableforoceantransportation.TheSellershallbeliableforanydamageandlossofthegoodsattributabletotheinadequateorimproperpacking.Themeasurement,grossweight,netweightandthecautionssuchas"Donotstackupsidedown","Keepawayfrommoistur