第六讲BB产品报价课件

跨境电子商务理论与实务第六讲B2B产品报价1案例回顾什么样的询盘需要报价?3案例一

ThebuyerisinterestedinyourbelowProducts:

BOY’SPANTSSTYLENO.1422 =========================================

Subject:Iwanttobuytheproductyouaresellingin.

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DearSir,

PleaseSendmethepricelist.

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Sender'sContactInformation

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Contactperson:MrAmirButt

Country/Territory:Pakistan

BusinessEmail:stylo_amir@4案例二ThebuyerisinterestedinyourbelowProducts: BOY’SPANTSSTYLENO.1422 =========================================

Subject:Businessrelationship

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DearSir,

IjustsawyourProductsonlineandIamVeryMuchinterestedinit.

SoIwillliketodobusinesswithyouoverthere,pleasesendmePIfor1X20’FCLorder.

Hopetohearfromyousoonest.

BestRgegards!

Mr.ChuksOfor.

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Sender'sContactInformation

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Contactperson:MrChuksOfor

Company:ChumasonPlaza

Address:5AraromiStreetOrileIganmu

Country/Territory:Nigeria

BusinessEmail:chumason_plaza@5案例三ThebuyerisinterestedinyourbelowProducts: GIRL’SSKIRT =========================================

Subject:Businessrelationship

========================================= DearAmy, WeareImport/ExportCompanydealinginsalesofChildren’sWearexclusivelyinWEST-FRICACountries(TOGO,BENIN,BURKINA–FASO,MALI,etc..). WeareveryinterestedbythedistributionofyourproductsinunderAfricanWesternarea.Webeganthestudiesfortheinformationconcerningtheconditionsofmarketingofyourproducts,completerang.6 Tostartthemarketing,wewillappreciatetoreceiveveryquicklythegeneralpricelistfortheproductsveryurgentlybyE-mail:edimamel@club-internet.froredimamel@free.frorbyfax:33169903043attentionMrEDORHJ. Lookingforwardtoyouresteemedco-operationandthankingyouinanticipation.BESTRGDSMr.EDORHJ.,G.Manager.Headoffice:B.P.:12754Lomé-TOGO; Tel:(228)2216058;Fax:(228)2216058

01BP2142BOBODIOULASSOBURKINA-FASO Tél./Fax:226209705957案例四

Subject:InquiryaboutBarbiesCollectionGirl’sWear. DearAmy, wearetheimportersandmanufacturerofvariousChildren’sWearinIndia.IamlookingfortheBarbiesCollectiontobesuppliedinIndiaonaregularbasis. WearelookingforSkirtsandlongpants.Kindlyreplyonanurgentbasis. Sender'sContactInformation ContactName:Mrnareshshukla Company:i-care Country/Territory:India BusinessEmail:naresh.shukla@ Telephone:91-11-308259708案例五

Subject:InquiryaboutSpidermanseriesWear

DearSir,WeareArrabon,atradingcompanyinCyprus.Weareinterestedinyourproductsandwewanttomakebusinessrelationwithyou.

PlssendusyourrockbottompricesC&FLimassolforallreferencesofBoy’sT-shirt;

Plsmentionthefabric.

REGARDS FanieMuller

ArrabonTrading

Unit9,CentralOfficePark,257JeanAve,Centurion Tel:+27126640587

Mobile:+27824654112

Fax:+27880126640587

e-Mail:fmuller@9课程大纲价格的计算如何报价报价的基本要素报价的基本原则报价方式技术性报价日本式报价西欧式报价10一、价格的计算11相关成本与费用工厂成本国内费用退税率汇率利润率12产品成本价格贸易公司增值税发票的价格

工厂思考，工厂产品价格如何核算?答案——自己问老板去~13国内费用工厂到港口的运输费用港杂费用托盘费样品费银行手续费制单费用

利息14退税率准确的海关编码(H.S.CODE)准确的退税率增值税发票是退税的前提退税的计算退税额＝产品成本/1.17×退税率15汇率即时汇率查询/sourcedb/whpj/区分银行的买入价、卖出价16FOB价格的计算FOB=（产品成本＋国内费用－出口退税＋利润)

汇率FOB报价规范USDXXX.XX/pcFOBShanghai（装运港)17举例ABCGarments&AccessoriesCo.,Ltd接到如下的询盘:Subject:InquiryaboutSpidermanseriesWear

DearSir,WeareArrabon,atradingcompanyinCyprus.Weareinterestedinyourproductsandwewanttomakebusinessrelationwithyou.

PlssendusyourrockbottompricesC&FLimassolforallreferencesofBoy’sT-shirt;

Plsmentionthefabric.

REGARDS FanieMuller18分析品名:boy’svestStyleNo.106.306成本价格:RMB21.10/pc海关编码:6109909050退税率:16％汇率:636.419具体的计算成本：RMB21.10/pc上海报关费：1000RMB厂到港运费：假设1RMB/PC退税：16％:21.10/1.17*16%=RMB2.89毛利：15％:21.10*15%=RMB3.165汇率：USD100＝RMB636.4USD3.67/pcFOBSHANGHAIfor1000pcs(21.10+1+1–2.89+3.165)/6.36420海运费计算整箱运费（FCL)最大装箱量海运费/20“，40”(ALLIN和LOCALCHARGE)单位运费拼箱运费（LCL)按重量/按体积21继续前面的案例Packing: Onehanger+polybagperpc,18pcspercarton-box,3moisture-proofingagentpercarton-box,aninner-cover-cardboardpercarton-box

cartonsize:420X390X300(mm)22整箱FCL计算以20”集装箱为例

长*宽*高：5900*2350*2380（mm)

包装尺寸：长*宽*高：420X390X300(mm)

长：5900/420=14

宽：2350/390=6

高：2380/300=723整箱FCL计算14*6*7＝588（箱)每箱装18件，总计10584（件)查询运费/上海－－Limassol,CyprusUSD1200.-运费：1200/10584=USD0.11324CFR=FOB+F =USD3.67+USD0.113=USD3.783/PCUSD3.783perpcCFRLimassol,Cyprus整箱FCL计算25包装尺寸:长*宽*高:420X390X300(mm)体积:420*390*300=0.05CBM拼箱运费:USD80.-/CMB(ORM/T)Freight:80*0.05=USD4.-/18pcs=USD0.22 FOBSHUSD3.67/PC FreightUSD0.22/PC CFRLimassolUSD3.89/pc拼箱LCL计算26汇总成本与费用（盈亏计算)收入银行结汇、出口退税支出

--成本海运费、港杂费样品费、寄样费制单费、寄单费托盘费、保险费银行费、佣金、利息2025/7/232728影响价格的因素交货地点和交货条件运输距离与投保的险别商品的品质与档次季节因素成交量支付条件与汇率变动的风险29二、如何报价30如何报价报价的基本要素报价的基本原则报价方式31外贸价格的基本因素USD3.54/PCFOBSHANGHAIUSD3.54/PCCIFMELBOURNE币种金额报价单位价格术语港口32完整的报价品名commodity规格specification数量quantity价格price包装packing交货期与港口shipment付款方式termsofpayment报价有效期expiry33FOB,CFR,CIF比较贸易术语风险责任费用谁承担货装上船后的风险谁办理租船，订舱谁办理保险谁支付运费谁支付保险费用FOB买方卖方买方买方买方CNF买方卖方买方卖方买方CIF买方卖方卖方卖方卖方34报价的方式对比式报价图文式报价分析式报价分解式报价35对比式报价36图文式报价37分析式报价1m/c,20Necotton,Production:800KG/DayGrossProfit:($2200–$1400=)$800Power&WaterConsuming:($0.5X360kw=)$180Worker&Managecharges:(4men＜)$300Workshoprent:(200M2)$200NetProfit/Day:(≥)$120

EarlierRunning,EarlierBOOMING!38分解式报价NokiaN96(NetPrice):$300(FOBShanghai)OptionalItems’Price:1,Charger2,TravelCharger3,CarCharger4,Battery5,LeatherPouch6,HandsfreeKit7,MicroSD8GBMemoryCard8,BluetoothHeadset39报价方式总结什么样的报价吸引人产品图片技术参数交易相关内容实用简洁的报价单格式40三、技术性报价41报价与讨价还价西欧式报价日本式报价42西欧式报价由高到低的报价方式通过减少零备件、包装材料等逐步降低价格43日本式报价由低到高的报价方式通过增加零配件、包装材料等逐步抬高价格典型案例－－戴尔电脑44454647如何讨价还价数量品种付款方式年度交易额其它交易条件48数量忠诚的客户,采购范围扩大到