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1、 编号：GIT-QI-B2-39课题名称外贸谈判业务流程设计及合同制作课题来源我国入世后，贸易量逐渐加大，外贸业务操作显得尤为重要课题类型DY指导教师 学生姓名学 号专 业商务英语开题报告内容：我们小组共同完成了整个业务流程。从中我们了解到整个外贸交易流程（建立业务关系询盘报盘还盘达成交易） ，我们是以书信的方式完成这一过程的，根据这些书信，我们制作了相关的单证，如：信用证、装箱单、海运提单等等。虽然我们没有真正的实战经验，但是从这次的实操中，我们基本熟悉外贸交易流程和单据的制作。我们是通过初稿、中稿和终稿三次稿件的制作和修改来完成这一毕业设计。希望今次的毕业设计能为我们带来一个完美的句点。方
2、法及预期目的：研究方法：课本知识与实践调查相结合；分组讨论、责任到人；在指导老师彭月慧的集体辅导、个别指导下，完成毕业设计任务。预期目的：通过书信的写作，外贸合同的设计，以开展进出口业务的方式，熟练掌握外贸业务流程，熟悉外贸业务操作。 指导教师签名： 日期：课题类型：（1）A工程设计；B技术开发；C软件工程；D理论研究； （2）X真实课题；Y模拟课题；Z虚拟课题 （1）、（2）均要填，如AY、BX等。 AbstractIn this trade the importer wants to extend his range. From the Chamber of Commerce, they
3、have gained some information of the exporters and they are interested in the exporters product, such as ladies sweaters and blouses. So they establish business relations with the exporter. As requesting, the exporter sends an illustrated catalog and a list of the price. According to the negotiation,
4、 they determine the types of products, the price and the terms of payment and so on. Finally, they prepared the sales contract. They have made some documents, such as the L/C, B/L and Commercial Invoice etc. So they conclude a successful deal. Key words: business relations, order, price, packing, te
5、rm of paymentContentsImporters Introduction 1Exporters Introduction 2Establishing the Business Relationship .3Favorable reply .4Enquiry .5Offer .6Counter-offer8Counter-offer from the exporter.10Counter-offer from the importer.11Conclusion of Business .12Packing .13Term of Payment .14Preparation for
6、Sales Contract .15Sales Contract .16Letter of Credit .18Commercial Invoice.21Packing List .22Bill of Lading.23Reference .24Importers introductionThe Brief Introduction to Wincy Sales Company LimitedWincy Sales Company Limited is a large scale garment enterprise, which was founded in 1977. It covers
7、an area of fifteen thousand square meters and registered capital of two million USD. Over 30 years has witnessed that Wincy has become an enterprise with annual sales over three billion from a small store of ladies clothes. Now, Wincy is well known from home and abroad. Wincys global sales offices a
8、re located in USA, Germany, Milan, Russia, Room and India. Wincy has a large sales market all over the world. Wincy has undergone a period of substantial progress, as one of the fastest-growing major importers, it racked up a compound annual growth rate of 30 percent in the past decade. Today, Wincy
9、 has more than three thousand professional sales and created their own branch.The business principle of Wincy is “integrity to win customers, quality to cast brand”. The development goal is “Expanding the market by quality”, “Creating the benefit by management” and “building the image by service”.Ex
10、porters introduction The Brief Introduction to Guangzhou Miley Import & Export CorporationGuangzhou Miley Import & Export Corporation, which integrates designing, manufacturing and trade, was established in November, 1988. It covers an area of five thousand square meters and registered capital of 1.
11、5 million RMB. Through the joint endeavor of all staff, the company has become a medium enterprise, which has more than 20 million RMB and 1000 professional employees. We have 2000 sets of international advanced production equipments.Our main products are different kinds of the clothes. As our produ
12、cts are in good quality and reasonable price, we enjoy a special advantageous position in clothing industry all over the world. Our products are exported to Japan, South Korea, Europe, South and North America etc. We have established steady and close trade relations with large quantities of foreigne
13、r and we have a higher reputation in this line in the world.The business principle of the company is “Survival with quality”, “Development by trust”, and “All for customers”. The principle runs through the whole process of our production and operation. We will try our best to satisfy our customers.
14、Establishing Business RelationsWincy Sales Company limited58 Lawton Street, New York, USAOctober 8, 2010 Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Sir or Madam,On the recommendation of your Chamber of Commerce, we have learned your name and address of your firm
15、. We are writing in the hope of establishing business relation with you.We have been leading importers of ladies clothes for many years. At present, we are interested in extending our range and appreciate your catalogues and quotation. If your prices are competitive, we would like to place a trail o
16、rder with you.We are waiting for your favorable news.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedFavorable replyGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 10, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear
17、Miss Xie,From the Chamber of Commerce, we have known your company is one of the leading distributors in garment industry. We are writing to you with a keen desire to enter into business connections with you.We handle clothes manufacture, such as mens and ladies T-shirt, sweater, blouse, and jean ect
18、. Our products are excellent in quality and reasonable in price.To give you a general idea of our business line, we enclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if there is any item you are interested in.Your early reply will be highly
19、 appreciated.Yours faithfully,Kary Zhang Kary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationEnquiry Wincy Sales Company limited58 Lawton Street, New York, USAOctober 12, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thanks for your
20、 letter dated October 10.You know we trade in ladies clothes, so we are interested in your sweaters and blouses. Please send us an illustrated catalog and complete quotation of your ladies blouses and sweaters. We also want to know if you accept special orders of our own designs and patterns.We woul
21、d be very pleased if you send the catalog and quotation as soon as possible as we hope to add them to our autumn promotion. Thanks for your assistance and we are looking forward to your early response.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedOffer Guangzhou Miley
22、Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 14, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,Thank you for your letter dated October 12 on the enquiry of ladies sweaters and blouses. We are pleased to offer the following quotation for our produc
23、ts. And we are sending you samples of our products which show you clearly the quality. We trust that when you see them you will agree that our products appeal to the buyers.Items NO.Description Colors Unit Price（CIF New York）325Blouse Red, Blue. Yellow, whiteUS $20.00328Blouse Red, Blue. Yellow, whi
24、teUS $20.00330Blouse Red-pink, Blue-pinkUS $25.00425Sweater Black, white, red-pinkUS $28.00427Sweater Blue-pink, green-pinkUS $30.00429Sweater Red-pink, blue & green pinkUS $35.00Our products are famous for their new design, and I promise the products will be sold well in your market. Because our pr
25、oducts are sold well in China.We accept special orders if you meet the quantity requirement and allow a longer time to execute the order. Generally we require a minimum of 5000 units, but the number is open for discussion.We are looking forward to receiving your immediate reply.Yours faithfully,Kary
26、 Zhang Kary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationCounter-offerWincy Sales Company limited58 Lawton Street, New York, USAOctober 16, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your letter of October 14.Beca
27、use of the keen competition in the market, we regret to inform you that we cannot accept your quotation, even though your products are of good quality. It would leave us with only a small profit. We suggest that you reduce your price at least by 10%. On this basis, we can place a large order. We tak
28、e pleasure in enclosing our order and the price of our counter offer.We shall appreciate your favorable reply.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedEncl. As statedORDERPlease supply the followed items:Items NO.Description Colors Quantity(Pcs)Unit Price （CIF New
29、 York）325Blouse Red1000US $18.00328Blouse Blue1000US $18.00330Blouse Red-pink1000US $22.50425Sweater Black1000US $25.20427Sweater Blue-pink1000US $27.00429Sweater blue & green pink1000US $31.50Counter-offer from the exporterGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, China
30、October 18, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,While we thanks for your letter of October 16, we are disappointed to hear that our price for our products is too high for you to work on. But we would like to invite your attention to the good quality of our pro
31、ducts. We have to point out that our price is quite realistic.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way. The best we can do is to reduce our price by 5%.We are looking forward to your favorable reply.Yours faithfully,Ka
32、ry Zhang Kary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationCounter-offer from the importerWincy Sales Company limited58 Lawton Street, New York, USAOctober 20, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your count
33、er-offer dated October 18.The price for your sweaters and blouses are too high. We would like to place repeat orders with you if you could give us 6% discount. Otherwise, we have to shift to the other manufacturer for our similar request.We hope you take our suggestion into serious consideration and
34、 give us your reply as soon as possible.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedConclusion the businessGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 22, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss
35、Xie,Thank you for your letter dated October 20.In view of our future friendly business relations, we decide to accept your price. Could you please tell us about the requirement of packing?We look forward to receiving your early reply, and assure you that your requirement will have our very best and
36、prompt attention.Yours faithfully,Kary Zhang Kary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationPacking Wincy Sales Company limited58 Lawton Street, New York, USAOctober 24, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you f
37、or your letter dated 22 October.For this is the first transaction between us, we would like to make it clear in advance that all items are to be packed in 10 pieces to a box, 20 boxes to a carton. Please see to it that the cartons should be strong enough to protect the goods from any possible damage
38、 in transit. The shipping marks, which is indicated the consignee, the destination and the number of the cartons, should be stenciled on the outer packing, If you think this is acceptable to you, please let us know as soon as possible. If you tell us know your terms of payment, we shall appreciate i
39、t.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedTerms of paymentGuangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaOctober 26, 2010Wincy Sales Company limited58 Lawton Street, New York, USADear Miss Xie,Thank you for your letter dated 24 Octobe
40、r.We accept your packing requirement.As usual, we ask for payment by confirmed irrevocable and sight Letter of Credit. So it can ensure our benefit.Look forward to your early reply.Yours faithfully,Kary Zhang Kary ZhangMarketing ManagerGuangzhou Miley Import & Export CorporationPreparation of sales
41、contract Wincy Sales Company limited58 Lawton Street, New York, USAOctober 28, 2010Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaDear Miss Zhang,Thank you for your letter dated October 26.In order to conclude the deal, I accept your requirement. We will inform our City
42、Bank, Guangzhou Branch to open the issuance of an L/C in your favor. I hope that we have more cooperation in the future.We suggest that we can prepare the sales contract and sign the contract as soon as possible as we have finally brought the transaction to a successful conclusion.Look forward to yo
43、ur early reply.Yours sincerely,Cherry Xie Cherry XieSales ManagerWincy Sales Company limitedSALES CONTRACT Contract No: SGQ468001Date: October 30, 2010Place: Guangzhou, ChinaThe Seller: Guangzhou Miley Import & Export Corporation46 Huanshi Road, Guangzhou, ChinaThe Buyer: Wincy Sales Company limited
44、 58 Lawton Street, New York, USAThis contract is made by and between the Sellers and the Buyers; Whereby the Sellers agree to sell and the Buyers agree to buy the undermentioned goods according to the terms and conditions stipulated below and overleaf:Items NO.Description Colors Quantity(pcs)Unit Price(p/c)Amount325Blouse Red1000USD18.00USD18800328B