国际贸易模拟实验教学课件practice 3.ppt

1、Practice Three Export Counter Offer,进出口贸易模拟实训教程,Mind Map,Useful Terms,Sentence Patterns,Intensive Training,Practice,Mind Map,Business Negotiation,Enquiry,Performance of Contract,Offer,Counter- offer,Acceptance,Reaction to Counter-offer,Refusal,Acceptance,New Quotation,Apology,Explain,Persuade,Profit

2、 Margin,Expense Reduction,Cost Cutting,New Profit Rate,New Expenses,New Cost,Formula,P31,Sales Income = Real Purchasing Cost + Export Expenses + Profit Margin Profit Margin = Sales Income RPC EE Profit Rate = Profit Margin / Sales Income,某外贸公司向美国出口运动鞋，公司的购货成本是每双鞋45元人民币，增值税税率是17%，出口退税率是13%，人民币和美元的兑换比

3、价是7.95。鞋子在出口前国内所需的费用为购货价格的7%。该外贸公司的FOB报价是6.08美元/双。美方回复，要求降为5.60美元。若我方接受对方还价，请计算我方的利润率。 实际采购成本=45*(1+17%-13%)/(1+17%)=40 (元/双) 国内总费用=45*7%=3.15 (元/双) 按美方报价，销售收入=5.60*7.95=44.52 (人民币元) 销售利润=-=44.52-40-3.15=1.37 (人民币元) 利润率= /=1.37/44.52=3.08%,某外贸公司向美国出口运动鞋，公司的购货成本是每双鞋45元人民币，增值税税率是17%，出口退税率是13%，人民币和美元的兑

4、换比价是7.95。鞋子在出口前国内所需的费用为购货价格的7%。该外贸公司的FOB报价是6.08美元/双。美方回复，要求降为5.60美元。若我方接受对方还价，又想保持较高利润，故将国内其他费用下降了1个百分点，请计算此时的利润率。 实际采购成本=45*(1+17%-13%)/(1+17%)=40 (元/双) 国内总费用=45*6%=2.70 (元/双) 按美方报价，销售收入=5.60*7.95=44.52 (人民币元) 销售利润=-=44.52-40-2.70=1.82 (人民币元) 利润率= /=1.82/44.52=4.09%,某外贸公司向美国出口运动鞋，公司的购货成本是每双鞋45元人民币，

5、增值税税率是17%，出口退税率是13%，人民币和美元的兑换比价是7.95。鞋子在出口前国内所需的费用为购货价格的7%。该外贸公司的FOB报价是6.08美元/双。美方回复，要求降为5.60美元。若我方接受对方还价，又想保持12%的利润率，故要求生产企业降低价格。请计算生产企业的价格要降到多少？ 假设新的国内采购价格是X 按美方报价，销售收入=5.60*7.95=44.52 (人民币元) 销售利润=44.52*12%=5.3424 (人民币元) 实际采购成本=X *(1+17%-13%)/(1+17%) 国内总费用=X*7% 代入公式： = + + 可算出X=40.86 (人民币元),某外贸公司向

6、美国出口运动鞋，公司的购货成本是每双鞋45元人民币，增值税税率是17%，出口退税率是13%，人民币和美元的兑换比价是7.95。鞋子在出口前国内所需的费用为购货价格的7%。该外贸公司的FOB报价是6.08美元/双。美方回复，要求降为5.60美元。经过与国内生产企业协商，企业愿意将出厂价格下降2元人民币。另外贸公司经过内部商讨和潜力挖掘，将出口费用比例下降到6%，将预期利润率降到10%。请问此时要如何报价。 实际采购成本=43*(1+17%-13%)/(1+17%) =38.22 (元/双) 国内总费用=43*6%=2.58(元/双) FOB= + *(1+10%)/7.95=5.65(美元/双)

7、,How to make a price?,Purchasing Cost (incl. VAT) Export Tax Rebates,Domestic Expenses Freight Insurance Premium,Anticipated Profit Expected Profit,Price,Cost 实际采购成本,Expenses 费用,Profit 利润,Framework of Counter-offer,1. Thanks for received offer 2. Regret or sorry for the offer 3. Explain the reason 4

8、. New proposals 5. Suggestion of acceptance and expectation of early reply,Terms,参考价 开盘价 收盘价 差价 零售价 批发价 行市下跌 行市上涨 微薄利润,reference price opening price closing price price difference; price gap retail price wholesale price declining market advancing market small profit,Sentence Patterns,We regret to in

9、form you that your price is rather on the high side. We very much regret that your price is out of line with the prevailing market. Since this is going to be the first transaction between us and our products are new to your customers, we are ready to make you the following new offer. To set up trade

10、 we counter offer as follows: With a view to expanding the market in your place, we have offered the lowest prices, which leave us only small profit. We are sorry that we cant reduce the price any more as there is little profit in the market for such goods now. In view of the above, we suggest that it is in your interest to accept our price without delay.,Practice,3. Business negotiation,7.Quest