外贸操作实例教程

1、本公司于1952年成立，专营玩具和工艺品，现在已经成为中国最大的进出口公司之一。由于公司的产品质量高，价格优惠，因此在世界各地的客户中享有较高声誉。2004年3月你从国际互联网络上得知美国的DRAGON TOY CO. LTD.欲求购中国产的遥控赛车(Telecontrol Racing Car)。客户的详细地址如下： DRAGON TOY CO. LTD., 1180 CHURCH ROAD NEWYORK, PA 19446 U.S.A. FAX: 215-393-3921 E-MAIL ADDRESS:请参照上述基本情况，建立业务关系信函的基本要求给对方发一封建立业务关系的电子邮件，要求

2、格式完整、正确，内容包括公司介绍、产品介绍，并另寄产品目录，及表达想与对方建交的热切愿望等建交信如下:Date: Dec 26th 2005DRAGON TOY CO. LTD., 1180 CHURCH ROAD NEWYORK, PA 19446 U.S.A. FAX: 215-393-3921 E-MAIL ADDRESS:Dear Sir or Madam:We obtained your name and address from the international internet in March 2004 and we know that y

3、ou are interested in Telecontrol Racing Car produced in China. Now , we are writing to you to hope establish business relations with you .Our company was founded in 1952, specialized in toy and handicraft,And have already became one of the biggest import & export company in China now. Telecontrol Ra

4、cing Car is our new product, and it is very popular all over the world.Our product hold high reputation by the clients in the world wide with the high quality and favorable price.In order to give you a gengral idea of various kinds of product that we are handling, we are airmailing you under separat

5、e cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products.We look forward to your early reply.yours faithfully，jerry资料商品 遥控赛车（Telecontrol Racing Car）货号 18812 18814 18817 18819包装方式 12辆/纸箱 20辆/纸箱 20辆/纸箱 12辆/纸箱尺码(CM) 72X36X48 72X72X48 72X72X48

6、 72X36X48毛/净重 12/9KGS 22/18KGS 22/18KGS 12/9KGS购货价格 150元/辆 160元/辆 170元/辆 180元/辆起订量 1个20FCL 1个20FCL 1个20FCL 1个20FCL已知遥控赛车的增值税为17%，出口退税为9%，国内费用有：出口包装费15元/纸箱，仓储费5元/纸箱；一个20英尺集装箱的国内运杂费400元，商检费550元，报关费50元，港口费600元，其它费用1400元。海运集装箱包箱费率由上海至纽约每一个20集装箱为2200美元。保险为发票金额加成10%投保一切险和战争险，费率为分别为0.6%和0.3%。公司要求在报价中包括10的预

7、期利润，付款方式是即期信用证。（美元汇率为：8.25:1)客户询盘LIDI TRADING CO.LTD.NO.1267 EAST NANJING ROADSHANGHAI, CHINAFAX: 021-Dear Sirs,We have received your letter together with your catalogues. Having thoroughly studied the catalogues, we find that your Telecontrol Racing Cars Art. No. 18812, 18814, 18817 and 18819 are q

8、uite suitable for our market. We may need one 20 FCL each for JANUARY delivery. Please kindly inform us if you are able to supply and quote us your most favorable price for the above goods on the basis of CIFC3 NEWYORK with details, including packing, shipment, insurance and payment.Your immediate a

9、ttention will be highly appreciated.With best regards!Yours faithfully,DRAGON TOY CO. LTD. Charles Borgat MANAGER单价计算过程如下:Art. 18812解答：单件包装体积:0.72*0.36*0.48=0.12442立方米 20英尺集装箱包装数:25/0.1244=200纸箱 报价数量:200*12=2400辆成本：含税成本150元 退税收入 150/(1+17%) * 9%=11.5385元/辆 实际成本 15011.5385=138.4615元/辆 费用：国内费用 （15*200

10、+5*200+400+550+50+600+1400）/2400=2.9167元/辆 出口运费 2200*8.25/2400=7.5625元/辆 客户佣金 报价x 3% 保险费用 CIF报价 x 110% x 0.9% 利润: 报价 x 10%FOB报价=成本+费用+佣金+利润 =138.4615+2.9167 +报价 x 3% + 报价 x 10%所以FOBC3报价=(138.4615 +2.9167) / (1-3%-10%)=162.5036元/辆=19.70美元/辆CFR报价=成本+费用+佣金+利润 =138.4615+2.9167+7.5625+报价 x 3% + 报价 x 10%所

11、以CFRC3报价=(138.4615+2.9167+7.5625) / (1-3%-10%)=171.1962元/套=20.75美元/辆CIF报价=成本+费用+佣金+保险费+利润 =138.4615+2.9167+7.5625+报价 x 3% + 报价 x 10%+报价 x110% x 0.9%所以CIFC3报价=(138.4615+2.9167+7.5625) / (1-3%-10%-110%*0.9%) =173.1667元/辆=20.99美元/辆Art. 18814解答：单件包装体积:0.72*0.72*0.48=0.24883立方米 20英尺集装箱包装数:25/0.2488=100纸箱

12、 报价数量:100*20=2000辆成本：含税成本160元 退税收入 160/(1+17%) * 9%=12.3077元/辆 实际成本 16212.3077= 147.6923元/辆 费用：国内费用 （15*100+5*100+400+550+50+600+1400）/2000=2.5元/辆 出口运费 2200*8.25/200=9.075元/辆 客户佣金 报价x 3% 保险费用 CIF报价 x 110% x 0.9% 利润: 报价 x 10%FOB报价=成本+费用+佣金+利润 =147.6923+2.5 +报价 x 3% + 报价 x 10%所以 FOBC3报价=(147.6923+2.5)

13、 / (1-3%-10%)=172.6348元/辆=20.93美元/辆CFR报价=成本+费用+佣金+利润 =147.6923+2.5+9.075+报价 x 3% + 报价 x 10%所以CFRC3报价=(147.6923+2.5+9.075) / (1-3%-10%)=183.0659元/辆=22.19美元/辆CIF报价=成本+费用+佣金+保险费+利润 =147.6923+2.5+9.075+报价 x 3% + 报价 x 10%+报价 x110% x 0.9%所以CIFC3报价=(147.6923+2.5+9.075) / (1-3%-10%-110%*0.9%) =185.1730元/辆=2

14、2.45美元/辆Art. 18817解答：单件包装体积:0.72*0.72*0.48=0.24883立方米 20英尺集装箱包装数:25/0.2488=100纸箱 报价数量:100*20=2000辆成本：含税成本170元 退税收入 170/(1+17%) * 9%=13.0769元/辆 实际成本 17013.0769= 156.9231元/辆 费用：国内费用 （15*100+5*100+400+550+50+600+1400）/2000=2.5元/辆 出口运费 2200*8.25/2000=90.75元/辆 客户佣金 报价x 3% 保险费用 CIF报价 x 110% x 0.9% 利润: 报价

15、x 10%FOB报价=成本+费用+佣金+利润 =156.9231+2.5 +报价 x 3% + 报价 x 10%所以 FOBC3报价=(156.9231+2.5) / (1-3%-10%)=183.2449元/辆=22.21美元/辆CFR报价=成本+费用+佣金+利润 =156.9231+2.5+9.075+报价 x 3% + 报价 x 10%所以 CFRC3报价=(156.9231+2.5+9.075) / (1-3%-10%)=193.6760元/辆=23.48美元/辆CIF报价=成本+费用+佣金+保险费+利润 =(156.9231+2.5+9.075+报价 x 3% + 报价 x 10%+

16、报价 x110% x 0.9%所以 CIFC3报价=(156.9231+2.5+9.075) / (1-3%-10%-110%*0.9%) =195.9052/辆=23.75美元/辆Art. 18819解答：单件包装体积:0.72*0.72*0.48=0.12442立方米 20英尺集装箱包装数:25/0.12442=200纸箱 报价数量:200*12=2400辆成本：含税成本180元 退税收入 180/(1+17%) * 9%=13.8462元/辆 实际成本 18013.8462= 166.1538元/辆 费用：国内费用 （15*200+5*200+400+550+50+600+1400）/2

17、400=2.9167元/辆 出口运费 2200*8.25/2400=7.5625元/辆 客户佣金 报价x 3% 保险费用 CIF报价 x 110% x 0.9% 利润: 报价 x 10%FOB报价=成本+费用+佣金+利润 =166.1538+2.9167 +报价 x 3% + 报价 x 10%所以 FOBC3报价=(166.1538+2.9167) / (1-3%-10%)=194.3339元/辆=23.56美元/辆CFR报价=成本+费用+佣金+利润 =166.1538+2.9167+7.5625+报价 x 3% + 报价 x 10%所以CFRC3报价=(166.1538+2.9167+7.5

18、625) / (1-3%-10%)=203.0265元/辆=24.61美元/辆CIF报价=成本+费用+佣金+保险费+利润 =(166.1538+2.9167+7.5625+报价 x 3% + 报价 x 10%+报价 x110% x 0.9%所以CIFC3报价=(156.9231+2.9167+7.5625) / (1-3%-10%-110%*0.9%) =205.3633元/辆=24.89美元/辆则发盘函电如下:利 迪 贸 易 有 限 公 司 LIDI TRADING COMPANY LIMITED地址：中国上海南京东路1267号 传真：021 电子信箱：ADD: NO.1267 EAST N

19、ANJING ROAD, SHANGHAI, CHINA FAX: 021-E-MAIL:TO: DRAGON TOY CO. LTD., Date: Dec 27th 2005DRAGON TOY CO. LTD.,1180 CHURCH ROAD NEWYORK,PA 19446 U.S.A.FAX: 215-393-3921E-MAIL ADDRESS:Dear Charles,We are pleased to receive your inquiry of DEC 26,2005and to hear that you are interested in our Telecontro

20、l Racing Cars Art series.We would like to quote as follows based on per 20FCL.Quantiites less than that are slghtly higher.Commodity Article NO. CIFC3 TORONTO PERSET Cartons per 20FCLTelecontrol Racing Cars Art 18812 USD20.99 200carton 18814 USD22.45 100carton 18817 USD23.75 100carton 18819 USD24.89

21、 200cartonPacking: As to18812, 12 cars per carton.As to 18814, 20 cars per carton.As to 18817, 20 cars per carton.As to 18819,12 cars per carton.Shipment: The early delivery to be effected at the end of January,2006.Payment: By L/C at sight.Insurance:For 110% invoice value covering All Risk, and War

22、 Risk.We will keep this offer valid only for 7 days.In additon ,we have sent the samles you requested ,In order to assist you in promoting sales at the initial stage ,they are free of charge.As we are receiving orders day to day and our resent stocks are nearly exhausted,we would advise you to place

23、 an order as soon as possible if deliveries are required to be prompt.We are looking forward to your initial order.Yours truly,LIDI TRADING COMPANY LIMITEDjerry客户还盘LIDA TRADING CO.LTD.NO.1267 EAST NANJING ROADSHANGHAI, CHINAFAX: 021-Dear Sirs,We write to thank you for your offer of April22,2004. How

24、ever after a careful study of your quotation, we find that your price seems to be on the high side. It will leave us with almost no profit to accept your price.We appreciate the quality of your products and are glad to have the opportunity to do business with you. We suggest that you make some allow

25、ance on your price. For your reference, the highest prices we can accept are as follows:ART.NO.18812 USD19.40 /PIECE CIFC3 NEW YORK 2400 PIECESART.NO.18814 USD20.50 /PIECE CIFC3 NEW YORK 2000 PIECESART.NO.18817 USD21.80 /PIECE CIFC3 NEW YORK 2000 PIECESART.NO.18819 USD22.60 /PIECE CIFC3 NEW YORK 240

26、0 PIECESWhat is more, we want the shipment to be effected by the end of this Julyfor some reason.Please take it into serious consideration and your early reply will be appreciated.Best regards!Yours faithfully,DRAGON TOY CO. LTD. Charles BorgatMANAGER我方第二次的发盘略客户成交函电LIDI TRADING CO.LTD.NO.1267 EAST N

27、ANJING ROADSHANGHAI, CHINAFAX: 021-E-MAIL:Dear Sirs,Your quotation of has been accepted and we are glad to place our order NO.Dragon9701 as follows: ART.NO.18812 USD19.88 /PIECE CIFC3 NEW YORK ART.NO.18814 USD20.66 /PIECE CIFC3 NEW YORK ART.NO.18817 USD21.94 /PIECE CIFC3 NEW YORK ART.NO.18819 USD23.

28、06 /PIECE CIFC3 NEW YORKPlease pay attention that the shipment must be effected by the end of this Nov. Other terms and conditions are the same as we agreed before.As this is the very first transaction we have concluded, your cooperation would be very much appreciated. Please send us your sales conf

29、irmation in duplicate for counter-signing.Best regards!Yours faithfully,DRAGON TOY CO.LTD. Charles Borgat MANAGER合同见附件客户开来的信用证ADDRESS: 50 HUQIU ROAD.CABLE: CHUNGKUOTELEX: 33062 BOCSH E CN 信 用 证 通 知 书SWIFT: BKCHCMBJ300 Notification of Documentary CreditFAX: YEAR - MONTH - DAYTo: 致: LIDI TRADING CO. L

30、TD.NO.1267 EAST NANJING ROAD WHEN CORRESPONDINGPLEASE QUOTE OUR REF. NO. APR 11 2005SHANGHAI,CHINAIssuing Bank 开证行 Chemical Bank New York 55 Water Street, Room 1702, New York ,U.S.A. Transmitted to us through 转递行L/C NO. 信用证号 DATED 开证日期DRG-LDLCA21 April 11 2005 Amount 金额 US$.00Dear sirs, 迳启者We have p

31、leasure in advising you that we have received from the a/m bank a(n)兹通知贵司,我行收自上述银行（ ）pre-advising of 预先通知 （ ）mail confirmation of 证实书（ ）telex issuing 电传开立 （ ）uneffective 未生效（X）original 正 本 （ ）duplicate 副 本letter of credit, contents of which are as per attached sheet(s)eThis advice and the attached s

32、heet(s) must accompany the relative documents when presented for negotiation.信用证一份, 现随附通知。贵司交单时, 请将本通知书及信用证一并提示。（ x）Please not that this advice does not constitute our confirmation of the above L/C nor does it convey any engagement or obligation on our part. 本通知书不构成我行对此信用证之保兑及其它任何责任。（ ）Please note t

33、hat we have added our confirmation to the above L/C, negotiation is restricted to ourselves only. 上述信用证已由我行加具保兑, 并限向我行交单。Remarks: 备注:This L/C consists of two sheet(s), including the covering letter and attachment(s).本信用证连同面函及附件共 2 纸。If you find any terms and conditions in the L/C which you are unabl

34、e to comply with and or any error(s), it is suggested that you contact applicant directly for necessary amendment(s) of as to avoid any difficulties which may arise when documents are presented.如本信用证中有无法办到的条款及/或错误, 请迳与开证申请人联系进行必要的修改, 以排除交单时可能发生的问题。 yours faithfully,上海分行信 用 证通知章 FOR BANK OF CHINATEST

35、 CORRECT WITH US SHANGHAI-FROM: CHEMICAL BANK NEW YORKOUR REF: NY8001T01TO : BANK OF CHINA SHANGHAI BRANCH50 HUQIU ROAD, SHANGHAIPEOPLES REP. OF CHINATEST: FOR USD/188,256.00 ON DATE 4/11PLEASE ADVICE BENEFICIARY OF THE FOLLOWING LETTER OF CREDITISSUED BY US IN THEIR FAVOR SUBJECT TO UCP 500:DOCUMEN

36、TARY CREDIT NUMBER: DRG-LDLCA21DATE AND PLACE OF EXPIRY : May 31 ,2005 IN U.S.A.APPLICANT : DRAGON TOY CO. LTD. 1180 CHURCH ROAD NEW YORK, PA 19446 U.S.A.BENEFICIARY: LIDI TRADING CO. LTD. NO.1267 EAST NANJING ROAD SHANGHAI, CHINAAMOUNT: USD188, 256.00SAY UNITED STATES DOLLARS ONE HUNDRED AND EIGHTY

37、 EIGHT THOUSAND TWO HUNDRED AND FIFTY SIX ONLY.AVALIABLE WITH : ANY BANKBY: NEGOTIATION OF BENEFICIARYS DRAFT(S) AT 30 DAYS SIGHTDRAWN ON:CHEMICAL BANK , NEW YORK, ACCOMPANIED BY THE DOCUMENTSINDICATED HEREIN.COVERING SHIPMENT OF :COMMODITY ART.NO. QUANTITYTELECONTROL RACING CAR 18812 2000 PIECES 18

38、814 2000 PIECES 18817 2000 PIECES 18818 2000 PIECESSHIPPING TERMS: CIFSHIPPING MARKS: LD-DRGSCA21/DRAGON TOY/NEW YORK/NO.1-UPDOCUMENTS REQUIRED: 1- 3 COPIES OF COMMERCIAL INVOICE SHOWING VALUE IN U.S. DOLLARS AND INDICATING L/C NO. AND CONTRACT NO. 2- 2COPIES OF PACKING LIST SHOWING GROSS/NET WEIGHT

39、 AND MEASUREMENT OF EACH CARTON. 3- CERTIFICATE OF ORIGIN IN TRIPLICATE ISSUED BY CHINA CHAMBER OF INTERNATIONAL COMMERCE. 4- 2 COPIES OF INSURANCE POLICY OR CERTIFICATE ENDORSED IN BLANK FOR THE INVOICE VALUE OF THE GOODS PLUS 110% COVERING ISALL RKS AND WAR RISK AS PER AND SUBJECT TO OCEAN MARINE

40、CARGO CLAUSES OF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981. 5- 3/3 SET AND ONE COPY OF CLEAN ON BOARD OCEAN BILLS OF LADING MADE OUT TO ORDER AND BLANK ENDORSED MARKED FREIGHT PREPAID AND NOTIFY APPLICANT.PARTIAL SHIPMENTS: PERMITTEDTRANSSHIPMENTS: PERMITTEDSHIPMENT FROM : SHANGHAI, CHIN

41、A TO: NEW YORKNOT LATER THAN : May 10,2005DOCUMENTS MUST BE PRESENTED WITHIN 15DAYS AFTER SHIPMENT, BUT WITHIN VALIDITY OF THE LETTER OF CREDIT.INSTRUCTIONS TO THE PAYING/ACCEPTING /NEGOTIATING BANKNEGOTIATING BANK IS TO FORWARD ALL DOCUMENTS IN ONE AIRMAILTO CHEMICAL BANK NEW YORK, 55 WATER STREET,

42、 ROOM 1702 , NEW YORK, NEW YORK 10041 ATTN: LETTER OF CREDIT DEPARTMENTEND OF MESSAGE修改信用证DRAGON TOY CO. LTD.,1180 CHURCH ROAD NEWYORK,PA 19446 U.S.A.FAX: 215-393-3921E-MAIL ADDRESS:Dear Charles,Thank you for your L/C No. DRG-LDLCA21 issued by Chemical Bank New York .However, we are sorry to find it

43、 contains the following discrepancies.1. The expiry place should be in China, not in USA.2. The covering goods should be No.18812 2400 pieces, No.18819 2400 pieces3. no goods Art.18818. And delivery to be effected at the end of January,2006.4. The L/C should not be covered The CERTIFICATE OF ORIGIN

44、IN TRIPLICATE ISSUED BY CHINA CHAMBER OF INTERNATIONAL COMMERCE.5. This L/C consists of three sheet(s), including the covering letter and attachment(s).6. NEGOTIATION OF BENEFICIARYS DRAFT(S) shoud be at sigt not at 30 DAYS SIGHT.7. “THE INVOICE VALUE OF THE GOODS PLUS 110% COVERING ISALL RKS AND WA

45、R RISK” should be “THE INVOICE VALUE OF THE GOODS PLUS 10% COVERING ISALL RKS AND WAR RISK” .In addition, as this is the first time we do business with clients in your country, we request the L/C must be confirmed by a first-class bank, which is also clearly stated in the contract. Well appreciate i

46、t if you can cooperate with us in this regard.Since the first lot of goods is now ready for shipment, we shall be obliged if you instruct your bank to amend the relevant L/C as soon as possible.Yours truly,LIDI Trading CO.,Ltd.jerry单据附件，合同附件向客人催单信笺1。Dear Greg,Regarding your questions, Ive explained

47、it by e-mail on Feb 7, 2006. I donot push, I just want to know whether you get my e-amil or not. If you do, then hows your opinion about it? If you didnt get it, please kindly let me know.Waiting for your further news!Best Regards2。Dear Sirs,Many thanks for your interests in my items. We are still w

48、aiting for your final decision. For your information, raw material price is about to going up next season by 30%. Considering smooth exchanges between you and us and in hope of entering substantial business with your esteemed company, wed like to extend our quotation validity to (a future date 1.5 m

49、onths later). Your further advice and prompt reply is highly appreciated.2.集装箱（又称货柜）的种类：(1)按规格尺寸分:目前，国际上通常使用的干货柜(DRYCONTAINER)有：外尺寸为20英尺X8英尺X8英尺6寸，简称20尺货柜；40英尺X8英尺X8英尺6寸，简称40尺货柜； 及近年较多使用的40英尺X8英尺X9英尺6寸，简称40尺高柜。20尺柜：内容积为5.69米X2.13米X2.18米,配货毛重一般为17.5吨,体积为24-26立方米.40尺柜:内容积为11.8米X2.13米X2.18米,配货毛重一般为22吨,

50、体积为54立方米.40尺高柜:内容积为11.8米X2.13米X2.72米.配货毛重一般为22吨,体积为68立方米.45尺高柜:内容积为:13.58米X2.34米X2.71米,配货毛重一般为29吨,体积为86立方米.20尺开顶柜:内容积为5.89米X2.32米X2.31米,配货毛重20吨,体积31.5立方米.40尺开顶柜:内容积为12.01米X2.33米X2.15米,配货毛重30.4吨,体积65立方米.20尺平底货柜:内容积5.85米X2.23米X2.15米,配货毛重23吨,体积28立方米.40尺平底货柜:内容积12.05米X2.12米X1.96米,配货毛重36吨,体积50立方米.(2)按制箱材

51、料分:有铝合金集装箱,钢板集装箱,纤维板集装箱,玻璃钢集装箱.(3)按用途分:有干集装箱;冷冻集装箱(REEFER CONTAINER);挂衣集装箱(DRESS HANGER CONTAINER);开顶集装箱(OPENTOP CONTAINER);框架集装箱(FLAT RACK CONTAINER);罐式集装箱(TANK CONTAINER). 3.集装箱运输的关系方:主要有:无船承运人,集装箱实际承运人,集装箱租赁公司,集装箱堆场和集装箱货运站等.(1)无船经营人(NON-VESSEL OPERATING COMMON CARRIER:NVOCC):他们专门经营集装货运的揽货,装拆箱,内陆运输及经营中转站或内陆站业务,可以具备实际运输工具,也