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1、精选优质文档-倾情个俠奉上国际贸易实物上机操作流程操作一：建立业务关系1、操作要求。我公司为一主营轻工业品的国有公司，有着近四十年的经营轻工业品进出口业务的经验.最近,通过一位老客户 Mr. Schmidt的介绍得知西班牙的MONARCH TRADING S.A.系当地大百货公司和超级市场的采购代理.欲购一批中国产的玻璃器皿.我司欲与该公司建立业务关系，向对方推荐Daily 牌玻璃杯(Daily Brand Tumblers)，并随寄最新样本。请参照上述背景及操作指南中基本要求，给对方发一份建立业务关系的信函，要求格式正确、内容完整、语气诚恳热切。 MONARCH TRADING S.A.的地
2、址如下: MONARCH TRADING S.A. PASEO DELA CASTELLANA 178 TEL:34-458-2100 BARCELONA, SPAIN 信函日期：2003年3月2日 2、建交函。Sales Manager 2-MARCH-2003BRIGHT STATIONERY CO.125 SUNFLOWER PLAZASINGAPORE, SINGAPOREFAX: 065-Dear Sales Manager,Through the courtesy of Bank of China, Singapore Branch, we learned that you are
3、 one of the major importers in your country of stationery and are, therefore, writing to you in the hope of establishing business relations with you.Our company is a state-owned corporation specializing in stationery and office equipment for many years. Our products, reputed for their sound quality
4、and favorable price, are well established in markets both home and abroad. Therefore we have entered into trade relations with customers from various countries and regions in the world and business has been developing quite satisfactorily for both parties. For your interest, we would like to recomme
5、nd one of our commendable products, BRIGHT brand drafting machine, which sells well in other Asian countries and is sure to find a steady demand in your country through our mutual efforts. In order to give you a brief idea of the product, we have sent you a copy of our latest catalogue for your refe
6、rence. It would be in your interest to place an order with us as soon as possible, and you may get a favorable rebate for a considerable initial order.We are pleased to add you to our list of clients and looking forward to your enquiries.Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作
7、二：出口价格核算及报价 1、操作要求。商品：Daily牌刻花玻璃杯货 号：71H5,71H5B,71H5F,71H10起订量：四个货号产品各装1个20集装箱说 明: 各货号区别为刻花不同 退 税 率: 玻璃杯出口退税为9%.国内费用：包装费5元每箱，此外，每个20英尺集装箱费用如下：仓储费500元，国内运杂费800元，商检费350元，报关费50元，港口费500元，业务费2000元，其他1000元。保 险:发票金额加成10%,投保一切险(All Risks)及战争险(War Risk),费率分别为0.7%和0.3%利 润: 公司要求的预期利润为15%付款条件: 即期信用证付款。其他商品信息及相关
8、费用信息你可以在TMT信息查询系统中查询请根据上述条件进行出口报价核算(以1盒为单位，以美元为报价单位)，列出详尽的计算过程。2、业务反馈：询盘涵MONARCH TRADING S.A.PASEO DELA CASTELLANA 178 , BARCELONA, SPAINTEL:34-458-2100TO:XINLIAN IMP & EXP CO.,LTD. Date:07-Mar-01 Dear Sirs,Thank you for your E-Mail of 02-Mar-01 .expressing your desire to enter into business relatio
9、ns with us.After carefully examining your catalogue we found that the Art No.71H5,71H5B , 71H5F and 71H10 the blown tumbler may be suitable for this market . We would be obliged if you would quote us your best price CIFC5Barcelona and give us your general conditions for business.We look forward to r
10、eceiving the information at your earliest convenience.Thank you for your co-operation!Yours sincerely,Monarch Trading S.A.Jim SmidthManager 3、出口报价核算及报价具体过程。由查询得知人民币兑换美元报价：100美元兑换825.000元人民币71H5、71H5B、71H5F三种茶餐具具体信息如下包装方式均为：6只/纸盒，10盒/纸箱 包装尺码均为：40cm * 25.5cm * 35.5cm包装重量（毛/净）均为：18/15kgs含税采购成本：71H5:42元
11、/盒 71H5B：51元/盒 71H5F：58.2元/盒71H10 茶餐具信息如下包装方式均为：12只/纸盒，6盒/纸箱包装尺码均为：40cm * 34cm * 35cm包装重量（毛/净）均为：23/19kgs含税采购成本：27元/盒计算相关费用如下：71H5、71H5B、71H5F 的20英尺集装箱装箱量均为：25 / ( 0.4 * 0.255 * 0.35 ） 690.4170箱 690箱 71H5、71H5B、71H5F的报价数量均为：10 * 690 6900 套71H5、71H5B、71H5F的国内费用均为：( 500 + 800 + 350 + 50 + 500 + 2000 +
12、 1000）/ 6900 + 5/101.2536元/套 71H5、71H5B、71H5F的出口运费均为：1950 * 8.25 / 6900 2.3315元/套（1） 71H51 实际成本 采购成本 退税收入 42 42 * 9% / ( 1 + 17% ）38.7692元/套2 国内费用 1.2536元/套3 出口运费 2.3315元/套4 出口报价CIFC5（实际成本+国内费用+出口运费/1-佣金率-预期利润率-（1+加成率）*保费率 ( 38.7692 + 1.2536 + 2.3315 ）/1- 5% - 15% - 110% * 1% ）/ 8.25 6.51美元/套（2） 71H
13、5B1 实际成本 采购成本 退税收入 51 51 * 9% / ( 1 + 17% ） 47.0769 元/套2 国内费用 1.2536 元/套3 出口运费 2.3315 元/套4 出口报价CIFC5（实际成本+国内费用+出口运费）/1-佣金率-预期利润率-（1+加成率）*保费率 ( 47.0769 + 1.2536 + 2.3315）/（ 1- 5% - 15% - 110% * 1% ）/ 8.25 7.78 美元/套（3） 71H5F1 实际成本 采购成本退税收入 58.2 - 58.2 * 9% / ( 1 + 17% ） 53.7231元/套2 国内费用 1.2536元/套3 出口运
14、费 2.3315元/套4出口报价CIFC5 （实际成本+国内费用+出口运费）/1-佣金率-预期利润率-（1+加成率）*保费率 ( 53.7231 + 1.2536 + 2.3315 ）/（1- 5% - 15% - 110% * 1% ）/ 8.25 8.80美元/套（4） 71H101 实际成本 采购成本 退税收入 27 27 * 9% / ( 1 + 17% ） 24.9231元/件2 20英尺集装箱装箱量25 / ( 0.4 * 0.34 * 0.35 ） 525.2101箱 525箱报价数量 6 * 525 3150套3 国内费用( 500 + 800 + 350 + 50 + 500
15、 + 2000 + 1000）/ 3150 + 5/6 2.4841元/套4 出口运费 1950 * 8.25 / 3150 5.1071元/套5 出口报价CIFC5（实际成本+国内费用+出口运费）/1-佣金率-预期利润率-（1+加成率）*保费率 ( 24.9231 + 2.4841 + 5.1071）/（1 - 5% - 15% - 110% * 1% ）/8.25 5.00 美元/套操作三：草拟发盘函1、操作要求。请根据客户来函要求，写一封发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定。 交易的基本条件：1. 保险：按发票金额加成10%投保一切险及战争险。2
16、. 支付方式：即期信用证。3. 装运：五月底装运。 信函日期：2003年3月12日 2、发盘函。The Sales Manger Date: 03-Mar-12MONARCH TRADING S.A.Dear Sir,We have recently received a number of enquiries for our “Daily” brand tumblers and have good reason to believe that we could place regular orders with you provided your prices are competitive
17、. We refer to your enquiries of March 6th 2003 and we are very glad to quote as follows.“Daily” Brand TumblersNO.Minimum Qty.Unit Price 71H5One 20 container of 6900 setsUS6.51/set (of 6 PCS per set )71H5BOne 20 container of 6900 setsUS7.78/set (of 6 PCS per set )71H5FOne 20 container of 6900 setsUS8
18、.80/set (of 6 PCS per set )71H10One 20 container of 3150 setsUS5.00/set (of 1 DOZ per set )Terms: CIFC5BARCELONA By irrevocable L/C at sightPacking: 71H5, 71H5B, 71H5F are packed in box of 6 pieces each, 10 boxes to one export carton, 40 * 25.5 * 35.5 cm. 71h10 are packed in box of 12 pieces each, 6
19、 boxes to one export carton, 40 * 34 * 35 cm.Shipment: At the end of MAY, 2003 provided the irrevocable L/C at sight reaches the seller at the valid of credit.Insurance: For 110% invoice value covering All Risks and War Risk.This quotation is subject to our final confirmation. We feel you may be int
20、erested in some of our other products and enclose some descriptive booklets and a supply of sales literature for use with your customers.Yours sincerely,Shanghai Xinlian Imp & Exp Co.,LtdXXXManager 操作四：出口还价核算1、操作要求。请按对方的还盘计算：（计算过程小数请保留至4位，小于1时保留至5位，计算结果取小数后2位）1. 在其它条件不变的情况下，各货号的总利润额为多少?2. 如我方必须保证15的
21、销售利润率，那么我方三个货号国内采购价格分别应为多少元人民币？再次报价：请在原报价基础上降低5%重新报价。2、 业务反馈：还盘函MONARCH TRADING S.A.PASEO DELA CASTELLANA 178 , BARCELONA, SPAINTEL:34-458-2100TO:XINLIAN IMP & EXP CO.,LTD. Date:17-Mar-01Dear Sirs,Daily Brand TumblersThank you for your E-Mail of March 12,2003, offering us your DailyBrand Tumblers.In
22、 reply , we regret to inform you that our buyers in Barcelona find your price much too high. Information indicates that some parcels of Indian origin have been sold here at a level about 10% lower than yours.Of course we do not deny that the quality of your products is to our satisfaction, but the d
23、ifference in price should , in no case, be as big as ten per cent. To step up the trade, we counter-offer as follows:Daily Brand TumblersArt No.Unit Price (CIFC5BARCELONA)71H5 US$ 5.86/set 71H5BUS$ 7.00/set71H5FUS$ 7.92/set71H10US$ 4.50/setWhats more the quantity you offered for Art No. 71H5, 71H5B,
24、 71H5F is too big for a trial order. We would like to suggest you to assort the Art No.71H5, 71H5B, 71H5F equally in one 20container and 71H10 in another 20 container. As the market is declining, we recommend your immediate acceptance.Yours faithfully,Monarch Trading S.A.Jim SmidthManager 3、还价。（1） 利
25、润核算总利润额 销售收入 - 出口保费 - 客户佣金+退税收入-采购成本-出口运费-国内费用A 货号71H5总利润额 5.86 * 2300 * 8.25 * (1-110% * 1% -5% ) + 42 * 9% / (1+17%) * 2300 - 42 * 2300 1950 * 8.25 / 3 - ( 5200 + 5 * 690 ) / 3 6995.6324元B 货号71H5B总利润额 7 * 2300 * 8.25 * ( 1 - 110% * 1% -5% )+ 51 * 9% /( 1 + 17% ) * 2300 51 * 2300 1950 * 8.25 / 3 -
26、( 5200 + 5 * 690 ) / 3 8199.9186元C 货号71H5F总利润额 7.92 * 2300 * 8.25 * ( 1 - 110% * 1% - 5% )+ 58.2 * 9% /(1+ 17% ) * 2300 58.2 * 2300 1950 * 8.25 / 3 - ( 5200 + 5 * 690 ) / 3 9305.8877元D 货号71H10总利润额 4.5 * 3150 * 8.25 * ( 1 110% * 1% - 5% )+ 27 * 9% /( 1+ 17% ) * 3150 27 * 3150 1950 * 8.25 - ( 5200 + 5
27、 * 525 ) 7389.9889元（2） 成本核算实际成本销售收入-销售利润-出口保费-客户佣金-出口运费-国内费用A 货号71H5实际成本 5.86 * 8.25 *（ 1 15% - 110% * 1% - 5% ）- 2.3315 - 1.2536 34.5591元/set采购成本 34.55911 *（ 1 + 17% ）（ 1 + 17% - 9% ） 37.44元/setB 货号71H5B实际成本7.00 * 8.25 *（1- 15% - 110% * 1% - 5% ）- 2.3315 - 1.2536 47.9797元/set采购成本 47.9797 *（ 1 + 17%
28、 ）（ 1 + 17% - 9% ） 45.48元/setC 货号71H5F实际成本 7.92 * 8.25 *（ 1 - 15% - 110% * 1% - 5% ）-2.3315 - 1.2536 47.9682元/set采购成本 47.9682 *（ 1 + 17% ）（ 1 + 17% - 9% ）51.97元/setD货号71H10实际成本4.50 * 8.25 *（1- 15% - 110% * 1% -5%）- 5.1071 - 2.484121.7004元/set采购成本 21.7004 *（1 + 17% ）（ 1 + 17% - 9% ） 23.51元/set（3） 再次报
29、价：我方降价5%后重新报价A 货号71H5：6.51 * 95% = US $ 6.18/setB 货号71H5B：7.78 * 95% = US $ 7.39/setC 货号71H5F：8.80 * 95% = US $ 8.36/setD 货号71H10：5.00 * 95% = US $ 4.75/set操作五：拟写还盘函 1、操作要求 （1）告诉对方其它客户均未对我方报价提出异意,同时提醒对方注意其它供货者难以按照我方价格供应同样品质优异,工艺精美的货物.尽管如此,考虑到对方为促进中国玻璃制品在当地的销售所做出的努力,我方可以适当降价.同时表示接受外方的拼箱要求。 （2）降价5%，重新
30、报价并敦促对方及早确认。信函日期：2003年3月22日 2、还盘函The Sales Manager Date: March 22nd 2003MONARCH TRADING S.A.Dear Sir,Thanks for your e-mail of March 17th 2003, with respect to our offer made in ours of March 12th 2003. We note with appreciation that our products have satisfied you in every respect but regret to hea
31、r our price are too high. Unfortunately, your opinions are not shared by other customers who find that our quotations can go all right and have placed with us repeat orders. When the superior quality and exquisite workmanship are taken into consideration, you will find that no other sources will pro
32、bably supply you with the same at our prices.Confiding in your care for the promotion of our products to your market, however, we do not consider our quotations as strict limits. In order to accommodate you, we are prepared to give you special favorable prices as follows.Art NO.Minimum Qty.Unit Pric
33、e 71H5One 20 container of 6900 setsUS6.51/set (of 6 PCS per set )71H5BOne 20 container of 6900 setsUS7.78/set (of 6 PCS per set )71H5FOne 20 container of 6900 setsUS8.80/set (of 6 PCS per set )71H10One 20 container of 3150 setsUS5.00/set (of 1 DOZ per set )Terms: CIFC5BARCELONA By irrevocable L/C at
34、 sightOf course we can understand you intention to reduce the quantity, we agree to pack the goods of Art No. 71H5, 71H5B, 71H5F in one 20 container. And we hope that we can do good business in future.Other terms are same as our last E-Mail of 12 March 2003.You may rest assured that we shall make ev
35、ery effort to assist you, and we are looking forward to your initial order.Yours sincerely,Shanghai Xinlian Imp & Exp Co.,LtdXXXManager 操作六：出口成交核算1、操作要求请根据你与国外客户最终达成的交易条件，做出详细的出口合同核算，其中包括：购货总成本、总退税收入、实际采购成本、费用细目及总额(包括:国内费用、海洋运费、保险费、佣金)、合同利润额及利润率 注意：计算过程保留四位小数，最后结果保留二位小数2、 业务反馈：接受函MONARCH TRADING S.A
36、.PASEO DELA CASTELLANA 178 , BARCELONA, SPAINTEL:34-458-2100 TO:XINLIAN IMP & EXP CO.,LTD. Date:27-Mar-01Dear Sirs,As a result of our recent exchange of E-Mails, we confirm having purchased from you 1215 cartons of Daily Brand Tumblers on the following terms and conditions:Art No. Quantity Unit Pric
37、e (CIFC5 Barcelona)71H5 2300sets US$ 6.18/set (of 6 pcs per set)71H5B 2300sets US$ 7.39/set (of 6 pcs per set)71H5F 2300sets US$ 8.36/set (of 6 pcs per set)71H10 3150sets US$ 4.75/set (of one doz per set)Packing: 71H5, 71H5B, 71H5FTo be packed in gift box of 6 pieces each. 10 boxes to one export car
38、ton Meas. 4025.535.5 cm.71H10To be packed in box of 12 pieces each. 6 boxes to one export carton Meas. 403435 cm.Payment: By irrevocable L/C at sight Shipment: During May 2003, from Shanghai to Barcelona, by sea.Insurance: To be covered by the seller for 110% of full invoice value against all risks
39、and war risk as per and subject toCIC of PICC.We are pleased to have transacted this first business with your corporation and look forward to the further expansion of trade to our mutual benefit.Yours faithfully,Monarch Trading S.A.Jim Smidth 3、合同核算合同金额=(6.18+7.39+8.36)2300+4.7531508.25=65401.508.25
40、 = .3750(元)购货总成本(42+51+58.2)2300+273150 =元退税总收入-.923 33293.077元 实际总成本=(42+51+58.2)2300+2731501-9%1/(1+17%)=.9230(元)业务费用=5(690+525)+(500+800+350+50+500+2000+1000)2 = 16475.00(元)出口运费=195028.25 32175.5000(元)出口保费=.3750110%1% 5935.1816(元)客户佣金=.37505% =26978.1188(元) 利润总额=货款收入实际成本业务费用出口运费出口保费客户佣金=.3750- .9
41、230- 16475.00- 32175.00- 5935.1816-26978.1188=58482.1515（元人民币）利润率 = 58482.1515/.3750100% =10.84%如按客户的还价,我方的利润总额为58482.15元人民币, 利润率为10.84%操作七： 出口合同签订 1、操作要求 步骤一：请根据出口合同基本条款的要求和双方在信中确定的条件制作售货确认书，要求条款内容全面、具体。 步骤二：给国外客户寄出成交签约函，感谢对方的订单，说明随寄售货确认书，催促迅速会签合同，并希望信用证在4月25日前开到。(空白合同可在TMT信息查询系统中下载）合同日期：2003年4月1日信
42、函日期：2003年4月1日合同号码：XL-MONSC10 2、签约函上 海 新 联 进 出 口 有 限 公 司SHANGHAI XINLIAN IMP. & EXP. CO., LTD. 上 海 四 平 路 1100 号NO.1100 SIPING ROAD, SHANGHAI, CHINA电话(PHONE): 021- 传真(FAX): 021- The Sales Manger Date: April 1st 2003 MONARCH TRADING S.A.Dear Sirs,Thank you for your Sales Confirmation NO. MON9811 of and
43、 we are glad to confirm that all the items required are stock. It is our pleasure to supply you and we are sure that you will be satisfied with the shipment of this time.Enclosed is our Sales Confirmation NO.XL-MONSC10 for “Daily” Brand Tumblers of April 1st in duplicate. Please countersign the Sale
44、s Confirmation and return us one copy for our files. And notify us at once, in case of any questions.You are kindly requested to open the relevant L/C to reach us the date stipulated in the S/C to avoid any delay of the delivery. Please rest assured that we will send shipping advice as soon as the shipment is completed.The said order and your further orders will have our immediate attention.Yours faithfully,Shanghai Xinlian Imp & Ex