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1、Chapter One Cases Under T/T Payment Terms,外贸函电与单证实训教程,Practice Two :T/T +CIF Case,Objective,Requirements,Steps,Introduction,Practice,Objective,The objective is to enable students to be familiar with the export procedures using CIF and T/T, to master the skills to fill in the blanks in the related co
2、rrespondence, sales confirmation and the related export documentation according to the given information .,Requirements,1. To know well about the procedures of T/T and obligations of the Seller and Buyer under CIF price terms. 2. To know well about the business letter writing in indented format. 3.
3、To master useful expressions and sentence models frequently used in business letters, especially the writing skills of requesting insurer to cover the insurance and expanding the other businesses. 4. To master the drawing of contract according to the given information. 5. To master the export docume
4、ntation according to the given information.,Steps,1. To review the procedures of T/T and obligations of the Seller and Buyer under CIF price terms. 2. To read and understand the given business transaction background. 3. To sum up the main points in business letter writing according to Mind Map 1. 4.
5、 To finish the business letters according to the background information, context and Chinese given. 5. To draw the contract according to the background information and the correspondence. 6. To fill in the related export documents. 7. To answer the questions. 8. To evaluate yourself.,Introduction,本节
6、实训是用CIF方式成交以及用T/T方式付款的外贸出口案例。信函内容涵盖建立贸易关系、询盘、报盘、还盘、交易的达成、办理保险、合同进行情况以及收到货物后的调试情况；涉及到的合约或单据有销售确认书、发票、装箱单、海运提单和装船通知、一般原产地证明书和其申请书、出境货物报检单、质量和数量证明书、货物通关单等。要求学生填写、翻译信函内容，并根据信函信息填写合约和单据 。,Practice,3. Business negotiation,Practice,2. Preparation for business,6. Questions,4.Signature of Sales Contract,5. P
7、erformance,7.Self-evaluation,1.Warming-up,1.Warming-up,1.1 T/T 流程图,1.2 CIF 术语买卖双方的主要义务,5.负责货物装上船前的一切费用和风险,3.负责货物装上船后的一切费用和风险,2 Preparation for business,Information about the exporter and importer,Background information for business,Basic information about the product,2 Preparation for business,2.1,2
8、.2,2.3,2 Preparation for business,2.1 Information about the exporter and importer 2.1.1 Exporters name and address COMIFO DUCT MANUFACTURE MACHINE CO., LTD. 广州康美风数控设备有限公司 ADDRESS: NO.62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINA TEL.: 86-20-28879888 FAX: 86-20-28879718 Represented
9、by Helen 2.1.2 Importers name and address SPRING AIR ENGINEERING COMPANY LIMITED ADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAM TEL.: 848 3517 4450-51-52 FAX: 848 35174481 Represented by Mr. Le Ngoc Tam,2 Preparation for business,2.2 Background information for business Exporter (CO
10、MIFO DUCT MANUFACTURE MACHINE CO., LTD.) (China) got the importers information in the Spring Trade Fair. They intended to do business with each other and exchanged relevant information.,2 Preparation for business,2.3 Basic information about the product,风管生产三线 等离子切割机,3. Business Negotiation,1,Sum up
11、the main points of business letters,3. Business Negotiation,3.1 Sum up the main points of business letters on Mind Map 1.,3.2 Please fill out the letters according to the given Chinese, and pay attention to the useful patterns.,3.Business Negotiation,5. Acceptance,4. Counter-offer,1. Establishing bu
12、siness relationship,2. Enquiry （Reply to the establishment of business relationship）,3. Firm offer,1)Establishing business relationship,3.Business Negotiation,Main points,Translation,letter,1)Establishing business relationship,COMIFO DUCT MANUFACTURE MACHINE CO., LTD. ADDRESS: NO. 62, JIANZHONG ROAD
13、, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINA TEL.: 86-20-28879888 FAX: 86-20-28879718 April 5th, 2009 SPRING AIR ENGINEERING COMPANY LIMITED ADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAM TEL.: 848 3517 4450-51-52 FAX: 848 35174481,Dear Tam, From the Spring Trade Fair, we know tha
14、t your firm is (资信良好) in VIETNAM. (我方得知) you (特别感兴趣) in the products of Duct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, etc., which (正属于我方的经营范围).,We understand,standing and reliability,are particularly interested,fall within the scope of,our business activiti
15、es,of good,that,By this letter, we are contacting you with interest to (建立业务关系) with your company. We hope that we may receive your (询盘) soon. In recent years, we have done business with the largest and most prominent firms (在你方). As is well-known to you, the possibilities of importing the foreign p
16、roducts are very great in your area. We are confident that we will be able to (报给你方最 低的价格), quality and service to (满足你方要求).,enter into business,inquiry,in your area,quote you the best price,meet your requirements,relationship,We (期盼) establishing good business relationship with you soon. Yours sinc
17、erely, Helen,look forward to,1)Establishing business relationship,Translation 广州康美风空调设备有限公司 公司地址：广州天河软件园建中路62号三楼 公司电话：020-28879888 公司传真：020-28879718 春天通风工程有限公司 地址越南洪志明市一区汉姆街13号 电话：8483517 4450-51-52 传真：84835174481 塔姆先生： 从春交会上我方了解到贵公司在越南是家资信良好的公司，并且 得知你方对于风管生产三线，等离子切割机，立式合缝机等产品特别感 兴趣，而这些产品正属于我方经营范围。,
18、通过此信函联系贵方，以表达和贵方建立业务关系的意愿，希望能 早日收到贵方的询盘。 近几年来，我们已经和你方当地一些最知名的大商号进行了交易。 如你所深知，在你处上述产品的进口需求很大 。我们确信我方可报给你 方最低的价格，最好的质量和提供最好的服务以满足你方的要求。 我们期盼尽快和你方建立良好的业务关系。 海伦谨启 2009年4月5日,1)Establishing business relationship,1. Source of information 2. Intention for export 3. Brief introduction to business scope, expe
19、rience and products 4. Expectation for cooperation and an early reply,2） Enquiry（Reply to the establishment of business relationship),3.Business Negotiation,Main points,Translation,letter,2） Enquiry,SPRING AIR ENGINEERING COMPANY LIMITED ADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETN
20、AM TEL.: 848 3517 4450-51-52 FAX: 848 35174481 April 7th, 2009 COMIFO DUCT MANUFACTURE MACHINE CO., LTD. ADDRESS: NO. 62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINA TEL.: 86-20-28879888 FAX: 86-20-28879718,Dear Helen, From the mail dated April 5th, we (得知) you are one of the leading
21、 exporters of air conditioner-install-related machines in your area. We are now writing you for the (建立业务关系).,are given to understand that,establishment of,business relationship,What we want are Duct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, TDF Flange Machi
22、ne, Pittsburgh Lock Former, Cornersmatic. Please send us the (目录册) and (报价) us the prices, as well as the other terms of transaction. We are very well connected with all the (主要商人) in this area. We are confident that you can offer us (具竞争 性的价格). (请提供我们所有你方出口产品的必要信息). Yours sincerely, Mr. Tam,catalog
23、ue,quote,major dealers,competitive prices,Please supply us the necessary information of the,export products,2） Enquiry,Translation 春天通风工程有限公司 地址越南洪志明市一区汉姆街13号 电话：848 3517 4450-51-52 传真：848 35174481 广州康美风空调设备有限公司 公司地址：广州天河软件园建中路62号三楼 公司电话：020-28879888 公司传真：020-28879718 海伦小姐： 从4月5号的邮件中我们得知，贵公司是空调装置设备产
24、品主要出口 商之一。我方致此信函希望和贵方建立业务关系。,我们想进口风管生产三线，等离子切割机，立式合缝机，TDF法兰成 型机，12DR辘骨机和角码装订机这几种产品，请惠寄目录册以及报给我 方价格和其它交易条款。 我们和这一领域的大商户都有很好的交际，相信你方一定会报给我方 颇具竞争性的价格。 请提供我们所有你方出口产品的必要信息。 塔姆谨启 2009年4月7日,2） Enquiry,1.Acknowledgement of the coming letter and the intention 2.Specific enquiry and inviting a quotation or an
25、 offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements) 3.Stating the possibility of placing an order and expectation of an offer 4.Expectation of early reply,3） Firm Offer,3.Business Negotiation,Main points,Translation,letter,3） Firm offer,Apr
26、il 9th, 2009 Dear Tam, We (感 谢你方4月7号的信函) , and confirm having faxed you in reply, as per (随函附上的报价单) . You will note from our fax that we (能够) offer you the goods as follows:,acknowledge receipt of your letter of April 7th,quotation sheet enclosed,are in a position to,PAYMENT: The buyer has to T/T 30
27、% of the contracts value (预先), and then T/T 70% of the contracts value right after the Seller sends/faxes all the documents. We have received a lot of inquiries from buyers in other places and we believe our price is fixed at a reasonable level. (坦白说), if it was not for (扩展业务), we wouldnt consider m
28、aking you (实盘) at this price. Im afraid there is (没有降价的空间).,not much room for further price reduction,expanding business,in advance,To be frank with you,a firm offer,(这是实盘，以你方立复，并且不迟于这个月底到达我方为有效). We look forward to your early reply. Yours faithfully, Helen,This offer is firm, subject to your immedi
29、ate reply, which,should reach us not later than the end of this month,3） Firm offer,Translation 塔姆先生： 感谢你方4月7号的信函，我们于今天发出如随函附上的报价单的传真作 为回复。从传真你方便知我们能够提供以下的产品：,支付：买方须预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付70%合同金额. 我们已经收到很多其他地方买家的询盘，相信我们的报价是相当合理而且稳定的了。坦白说，如果不是扩展业务的需要，我们也不会以这样低的价格报给你方实盘，所以恐怕再也没有降价的空间了。这是实盘，以
30、你方即复，并且不迟于这个月底到达我方为有效。 盼早复。 海伦谨启 2009年4月9日,3） Firm offer,1. Confirming the enquiry 2. Stating the details of the offer (name, price, quality, shipment, valid period) 3. Suggestion of acceptance 4. Expectation of early reply,4) Counter-offer,3.Business Negotiation,Main points,Translation,letter,4) Co
31、unter-offer,April 12th, 2009 Dear Helen, We acknowledge with thanks receipt of your letter of April 9th for the offer. In reply, we (很乐意) state that your price has been found to be (可接受的). But as to the (支付方式), we would like to amend as follows: T/T 30% of the contracts value in advance, and then T/
32、T 60% of the contracts value right after the Seller sends/faxes all the documents, T/T 10% of the contracts value within 3 working days right after confirmed the machine commissioning.,payment terms,acceptable,are pleased to,As we (急需) the goods, please send the contract to us (尽早). We expect your e
33、arly reply. Sincerely yours, Tam,at your earliest convenience,are in urgent need of,4) Counter-offer,Translation 海伦小姐： 感谢你4月9号信函中给我们的报价，我们很高兴地告诉你方，你方 所报的价格可为我方接受。 但是对于支付方式，我们想作如下改动：买方预先汇付合同金额的 30%给卖方，然后在卖方寄/传真所有的单据后汇付60%合同金额.最后在 确认机器调试后的3个工作日内汇付10%的合同金额。 我们急需所述产品，请尽早发送合同。 期待早日收到贵方回复。 塔姆谨启 4月12日,4) C
34、ounter-offer,1. Confirming the offer 2. Declining the offer and giving the reasons 3. Counter-offer on terms of payment 4. Expectation of reply,5) Acceptance,3.Business Negotiation,Main points,Translation,letter,5) Acceptance,April 15th, 2009 Dear Tam, We have received your letter of April 12th that
35、 the prices offered by us for the machine are accepted and you want to amend the terms of payment a little. We are glad to say that your (还盘) is (相当合理). Now we are enclosing the (销售确 认书), please check it to see any problem or not.,counter-offer,quite reasonable,sales confirmation,We hope that the co
36、ntract would be (顺利而且成功地执行) and that the mutual business would be expanded in the future. Truly yours, Helen,fulfilled smoothly,and successfully,Enclosure: Sales Confirmation,Sales Confirmation,Translation,5) Acceptance,Translation 塔姆先生： 已收到4月12号关于你方接受我们报价和要求对支付方式作一 点改动的来信。 我方很高兴告知贵方，你们的还盘相当合理，现随函附寄
37、一份 销售确认书，请查看还有没有其他问题。 衷心希望我们的交易可以顺利而且成功地执行，也希望我们将 来的业务会不断扩大。 海伦谨启 4月15日,5) Acceptance,1. Confirming the letter and terms of payment accepted 2. Counter-offer accepted and S/C enclosed 3. Expectation of the transaction,6) Sending Sales Confirmation,4. Signature of Contract,Main points,Translation,let
38、ter,6) Sending Sales Confirmation,April 17th, 2009 Dear Tam, Referring to the faxes exchanged between us resulting in the (达成交易) for the machines, we are enclosing our (销售确认书) No.39 in duplicate. (请会签并退还一份我方，以供 存档). We trust you will TT the (首付) as soon as possible.,conclusion of business,sales conf
39、irmation,down payment,and return one copy to us for our file,Please countersign,We hope this (首次交易) will result in future transactions between us. Your quick answer will (十分感激). Sincerely yours, Helen,initial deal,be appreciated,6) Sending Sales Confirmation,Translation 塔姆先生： 多次的传真联系，我们达成了机器的交易，现在随函
40、附寄第 CN0983202 号销售合同一式三份，请会签并退还一份我方，以供存档。 我方相信你方会尽快汇付我们首期货款。 希望这首次交易会为我们将来带来更的业务，如能尽快答复不胜感 激。 海伦谨启 4月17日,6) Sending Sales Confirmation,1. Confirming the business agreement enclosed and expectation of counter-signature 2. Detailed requirement for payment 3. Expectation for future business,7) Reply to
41、the sending Sales Confirmation,4. Signature of Contract,Main points,Translation,letter,7) Reply to the sending Sales Confirmation,April 18th, 2009 Dear Helen, Thank you very much for your letter of April 17th, 2009 (关于) the sales contract No. CN0983202 . We have checked the entire contract and (感到满
42、意) it. (随函附寄请查收) one signed copy for your file.,Enclosed please find,are satisfied with,concerning,We have T/T 30% of the contracts value through our bank as down payment to cover the said products and would be grateful if you can (执行订单) as quickly as possible. We are looking forward to your reply.
43、Sincerely yours, Tam,execute the order,7) Reply to the sending Sales Contract,Translation 海伦小姐： 感谢你方4月17日关于第39号销售合同的信函。 我们已经检查整份合同并且对它感到比较满意，随函附寄一份 已签合同供你方存档，请查收。 我们已经通过我们的银行汇付30%的合同金额方，作为此批货 物的首期货款，如贵方能尽早执行订单，不胜感激。 希望早日收到贵方回复。 塔姆谨启 4月18日,7) Reply to the sending Sales Contract,1. Confirming the Sale
44、s Confirmation 2. Countersigned the contract and return one copy as requested 3. Payment,5. Performance,5.1 letters during the performance,5.2 Export documentation,5.1 Letters during the performance,5.1.1 letters between seller and insurer,8) Requesting the insurer to cover the consignment,9) Insure
45、r replied to the request for covering the consignment,8) Requesting the insurer to cover the consignment,5.1.1 letters between seller and insurer,Main points,Translation,letter,8) Requesting the insurer to cover the consignment,Dear sir, We wish to insure the following goods (投一切险) for the sum of US
46、D72 600, 14 cases of machines. These goods will be shipped by S.S. MSC FRANCE H944A, (预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港).,due to,against All Risks,Shenzhen on or after October 29, 2009,leave for Hochiminh City Port, Vietnam from Chiwan Port,We (要求投保至 胡志明市) and shall be grateful if you let us have the policy as soon as it is ready. (同 时请告知贵司是否愿意投保此批货物). Yours faithfully,