国际贸易实务操作(共20页).doc

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1、精选优质文档-倾情为你奉上国际贸易实务操作操作一：建立业务关系祝贺您被上海安德国际公司聘为销售部经理助理！上海安德国际贸易公司于一九八六年由6家企业合并而成，目前它已发展成为中国最大的轻工业进出口公司之一。该公司从业十多年来，先后同二十多个国家和地区的一百多家客户建立了良好的贸易关系，形成了较为完整的外贸渠道与销售网络，出口商品质量和服务质量在国家上均享有一定声誉。除传统的进出口贸易外，还采用国际上通用的灵活贸易方式如合资经营、代理、联营、补偿贸易、来样加工、定牌生产、及合作合资等多种贸易方式。该公司经营的商品主要有：各种型号缝纫机、各类铝制器皿及铝合金不粘锅、不锈钢器皿和餐具、玻璃制品、各种

2、面料的服装、家用电器、体育用品、鞋类等等。该公司经过市场调研，发现在埃及市场上中国的轻工业品拥有很好的声誉，于是决定拓展在该国的业务。经了解，埃及的MASRI BRO.CO., LTD.公司是一家具有良好声誉的经销商，实力雄厚。该公司的全称和详细地址为：MASRI BRO. CO., LTD.P.O.BOX: 14/5873ALEXANDRIA EGYPTHOT LINE: FAX: 1-212-请给埃及客户发一封建立业务关系的信函，要求格式完整、正确，主要内容包括公司介绍、可提供的产品介绍，说明另邮航寄样本，并表达期待尽快与对方达成具体交易的热切愿望等。 上 海 安 德 国 际 贸 易 公

3、司 SHANGHAI ANDE INTERNATIONAL TRADE CORP.16(B) NO.1 BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINAFAX: 0086-21-TO: MASRI BRO. CO.,LTD. Date: March 2nd 2003Dear Sirs,Having learned that you are one of the reputable dealers in light industrial products in Egypt, we take the pleasure of introducing

4、ourselves as an exporter of this line in China to see if we can enter into business relations with you.Amalgamated by six enterprises trading companies, our corporation was founded in 1956. So far, our corporation has developed into one of the largest light industrial products trading corporations n

5、ationwide. Good business relations with more than 100 customers in more than 20 countries or regions have been established. A considerable all-round sales network has also been formed and we have enjoyed a certain reputation for the excellent quality of both our export commodities and business servi

6、ces in the international market.The main commodities we are now exporting are as follows:All models of sewing machines, varieties of aluminum hardware and non-sticky frying pans, stainless steel hardware and tableware, glassware, garments made of various fabrics, household electrical appliance, spor

7、ting goods, shoes, etc.By the way, wed like to inform you that besides all kinds of traditional trade, we also perform many flexible ways of trade, such as joint venture, agency service, joint operation, compensation business, process according to customers sample, and production on customers trade

8、mark, etc.We take this opportunity to inform you that we wish to expand our business into Egyptian market. For your reference, our latest illustrated catalogs will be sent to you under separate cover. Please do not hesitate to contact us if you find any items interesting. You may rest assured that y

9、ou will enjoy our best cooperation. Your early reply will be appreciated.With best regards.Yours faithfully,SHANGHAI ANDE INTERNATIONAL TRADE CORP.manager assistant of Sales departmentlong操作二：出口报价核算 请根据外国公司的询盘，并根据下述条件报出FOBC5 SHANGHAI 和CIFC5 ALEXANDRIA的美元价格，要求列出详尽的计算过程（分步计算结果保留4位小数，最后报价取2位小数）。 三五牌茶餐具

10、（THREE FIVES STAINLESS STEEL）商品： 不锈钢组合餐具( server set ) 不锈钢组合餐具( table ware ) 不锈钢叫壶(whistling kettle) 不锈钢茶具(4-piece teaset)货号：S9420-7S8310S6320S5130国内费用：每个20英尺集装箱费用如下：仓储费500元，国内运杂费1100元，包装费1400元，商检费350元，报关费50元，港口费600元，业务费2000元，其他1000元。保险：按发票金额加成10%投保一切险(All Risks)及战争险(War Risk),费率分别为0.6%和 0.4%。付款方式：即

11、期信用证。其它：已知出口退税为9%；客户要求的佣金为5%；公司要求的预期利润为15%。 其他商品信息及相关费用信息可以在TMT信息查询系统中查询 Art No. S9420-71）实际成本采购成本退税收入350-3509%/(1+17%）323.0769(元/套）2）20英尺集装箱装箱量：25/(0.620.240.46） 365.2408，取整，365箱报价数量：3651365件3）国内费用：(500+1100+350+50+600+2000+1000+1400）/36519.1781(元/套）4）出口运费：31408.25/36570.9726(元/套） 5）出口报价：FOBC3（实际成本

12、+国内费用）/（1-佣金率-预期利润率）(323.0769+19.1781）/ (1-5%-15%）8.2551.86(美元/套）CFRC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）(323.0769+19.1781 +70.9726）/(1-5%-15%）8.2562.61(美元/套）CIFC3（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）(323.0769+19.1781+70.9726）/(1-5%-15%-110%（0.6%+0.4%）8.2563.48(美元/套）Art No. S83101）实际成本采购成本退税收入60-609%

13、/(1+17%）55.3846(元/套）2）20英尺集装箱装箱量：25/(0.620.240.46） 365.2408，取整，365箱报价数量：365103650件3）国内费用：(500+1100+350+50+600+2000+1000+1400）/365101.9178(元/套）4）出口运费：31408.25/36507.0973(元/套） 5）出口报价：FOBC3（实际成本+国内费用）/（1-佣金率-预期利润率）(55.3846+1.9178）/ (1-5%-15%）8.258.68(美元/套）CFRC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）(55.3846+1.9

14、178+7.0973）/ (1-5%-15%）8.259.76(美元/套）CIFC3（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）(55.3846+1.9178+7.0973）/ /(1-5%-15%-110%（0.6%+0.4%）8.259.89(美元/套）Art No. S6320 1）实际成本采购成本退税收入120-1209%/(1+17%）110.7692(元/件）2）20英尺集装箱装箱量：25/(0.6750.450.274） 300.3815，取整，300箱报价数量：30061800件3）国内费用：(500+1100+350+50+600+200

15、0+1000+1400）/18003.8889(元/件） 4）出口运费：31408.25/180014.3917(元/件） 5）出口报价：FOBC3（实际成本+国内费用）/（1-佣金率-预期利润率）(110.7692+3.8889）/ (1-5%-15%）8.2517.37(美元/件）CFRC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）（110.7692+3.8889 +14.3917）/ (1-5%-15%）8.2519.55(美元/件） CIFC3（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）（110.7692+3.8889 +14.3

16、917）/ (1-5%-15%-110%(0.6%+0.4%）8.2519.83(美元/件）ART NO.S51301）实际成本采购成本退税收入150-1509%/(1+17%）138.4615(元/件）2）20英尺集装箱装箱量：25/(0.6750.450.274） 300.3815，取整，300箱报价数量：30061800件3）国内费用：(500+1100+350+50+600+2000+1000+1400）/18003.8889(元/件） 4）出口运费：31408.25/180014.3917(元/件） 5）出口报价：FOBC3（实际成本+国内费用）/（1-佣金率-预期利润率）(138.

17、4615+3.8889）/ (1-5%-15%）8.2521.57(美元/件）CFRC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率）(138.4615+3.8889+14.3917）/ (1-5%-15%）8.2523.75(美元/件）CIFC3（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）(138.4615+3.8889+14.3917）/ (1-5%-15%-110%(0.6%+0.4%）8.2524.08(美元/件）操作三：草拟发盘函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

18、，发盘有效期为三天。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. 支付方式：即期信用证。3. 装运：五月底装运。 上 海 安 德 国 际 贸 易 公 司 SHANGHAI ANDE INTERNATIONAL TRADE CORP.16(B) NO.1 BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINAFAX: 0086-21-TO: MASRI BRO. CO.,LTD.Date: March 12th 2003DEAR SIRS,We welcome your inquiry of March 7th and t

19、hank you for interest in our products.We are glad to inform you that all the items listed in your inquiry are in stock. Our Three Fives brand stainless steel ware is highly tenacious, corrosion-resistant, antirust and never deformed from heat. Each product undergoes several stringent polishing proce

20、ss to ensure smooth finish. Besides, all the tableware is sized well for African style. For unique designs, attractive color, good quality, you may rest assured that our products will be marketable in your country.As we would like to extend our business with you, we quote you very low prices as foll

21、ows:Three Fives brandServer Set Art No. S9420-7: US$ 63.48 Per Set CIFC5 Alexandria US$ 51.86 Per Set FOBC5 ShanghaiTableware Art No. S8310 : US$ 9.89 Per Set CIFC5 Alexandria US$ 8.68 Per Set FOBC5 ShanghaiTea set Art No. S5130: US$ 24.08 Per Set CIFC5 AlexandriaUS$ 21.57 Per Set FOBC5 ShanghaiWhis

22、tling kettle Art No. S6320: US$ 19.83 Per Piece CIFC5 AlexandriaUS$ 17.37 Per Piece FOBC5 ShanghaiMinimum Quantity: One 20 FCL container each Art No.Packing: Art No. S9420-7, one set per carton, total 365 cartons to a 20FCL. Art No. S8310, 10 sets per carton, total 365 cartons to a 20FCL. Art No. S6

23、320, 6 pieces per carton, total 300 cartons to a 20FCL. Art No. S5130, 6 sets per carton, total 300 cartons to a 20FCL.Shipment: To be made within one month after receipt of relevant L/C.Payment: By Irrevocable Sight Letter of credit.Insurance: To be covered by the seller for 110% of the total invoi

24、ce value against all risks and war risks of C.I.C.We are quite confident to say that our prices and terms are competitive and we wish to inform you that as the demand is very high, the above quotation is valid only for 3 days. So it will be advisable for you to place orders as soon as possible.We ho

25、pe to receive your early reply and trust business will be smoothly established between our two firms.Yours faithfully,SHANGHAI ANDE INTERNATIONAL TRADE CORP.manager assistant of Sales departmentlong操作四：还价参考1）利润核算货号S9420-7 客户还价63.48(1-15%)=53.96美元CIFC5销售收入：53.968.25365=.05元实际成本：（350-350117%9%）365=.07

26、69元出口运费：31408.25=25905元出口保费：53.968.25110%1%365=1787.3576元客户佣金：53.968.255%365=8124.3525元国内费用：500+1100+1400+350+50+600+2000+1000=7000元总利润额：销售收入实际成本出口运费出口保费客户佣金国内费用.05.0769259051787.35768124.352570001747.26元利润率：总利润额销售收入1747.26.051.075货号S8310 客户还价9.89(1-15%)=8.41美元CIFC5销售收入：8.418.253650.125元实际成本：（60-601

27、17%9%）3650.8462元出口运费：31408.2525905元出口保费：8.418.25110%1%36502785.7074元客户佣金：8.418.255%365012662.3063元国内费用：500+1100+1400+350+50+600+2000+10007000元总利润额：销售收入实际成本出口运费出口保费客户佣金国内费用.125.8462259052785.707412662.306370002739.27元利润率：总利润额销售收入2739.27.1251.082货号S5130 客户还价24.08(1-15%)=20.47美元CIFC5销售收入：20.478.251800.

28、5元实际成本：（150-150117%9%）1800.7692元出口运费：31408.2525905元出口保费：20.478.25110%1%18003343.7745元客户佣金：20.478.255%180015198.975元国内费用：500+1100+1400+350+50+600+2000+10007000元总利润额：销售收入实际成本出口运费出口保费客户佣金国内费用.5.7692259053343.774515198.97570003300.98元利润率：总利润额销售收入3300.98.51.086货号S6320 客户还价19.83(1-15%)=16.86美元CIFC5销售收入：16

29、.868.251800=139.0951800=元实际成本：（120-120117%9%）1800=110.76921800=.6154元出口运费：31408.25=25905元出口保费：16.868.25110%1%1800=2754.081元客户佣金：16.868.255%1800=12518.55元国内费用：500+1100+1400+350+50+600+2000+1000=7000元总利润额：销售收入实际成本出口运费出口保费客户佣金国内费用.6154259052754.08112518.5570002808.75元利润率：总利润额销售收入2808.751.122）成本核算货号S942

30、0-7实际成本：53.96(1-1.11.0%-5%-5%)-8.60278.25-19.1781305.6058 (元)采购成本：305.60581.081.17=331.07(元)套货号S8310实际成本：8.41(1-1.11.0%-5%-5%)-0.86038.25-1.917852.6658(元)采购成本：52.66581.081.17=57.05 (元)套货号S5130实际成本：20.47(1-1.11.0%-5%-5%)-1.74448.25-3.8889131.8519(元)采购成本：131.85191.081.17=142.8396 (元)套货号S6320实际成本：16.86

31、(1-1.11.0%-5%-5%)-1.74448.25-3.8889105.3753(元)采购成本：105.37531.081.17=114.1566 (元)件3）再次报价：货号S9420-7实际成本：330(1-9%/1.17)=304.6154国内费用和海洋运费不变，CIFC5：(304.6154+19.1781)/8.25+8.6027/ 1-110% (0.6%+0.4%)-5%-10%47.8504/0.839057.03美元套货号S8310实际成本：50(19%/1.17)=46.1538CIFC5： (46.1538+1.9178)/8.25+0.8603/ 1-110% (0

32、.6%+0.4%)-5%-10%6.6872/0.83907.97美元套货号S6320实际成本：110(19%/1.17)=101.5385CIFC5： (101.5385+3.8889)/8.25+1.7444/ 1-110% (0.6%+0.4%)-5%-10%14.5235/0.839017.31美元件货号S5130实际成本：140(19%/1.17)=129.2308CIFC5： (129.2308+3.8889)/8.25+1.7444/ 1-110% (0.6%+0.4%)-5%-10%=17.8801/0.839021.31美元套操作五：还盘参考 上 海 安 德 国 际 贸 易

33、公 司 SHANGHAI ANDE INTERNATIONAL TRADE CORP.-16(B) NO.1 BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINAFAX: 0086-21-TO: MASRI BRO. CO.,LTD.Date: March 22nd 2003Dear Sirs,We are surprised to hear from your letter dated 17 March 2003 that you think our prices are on the high side. In fact the prices

34、we quoted are more competitive than those of all other suppliers in China.Considering the excellent quality submitted and the continual rise in export cost, it is almost impossible for us to make any further reduction. However, since we are in view of extending to a new market and setting up long te

35、rm business relations with you, we will cut our margin of profits to give you our new quotations following: Art No. S9420-7 US$ 57.03 per set Art No. S6320 US$ 17.31 per piece Art No. S8310 US$ 7.97 per set Art No. S5130 US$ 21.31 per set CIFC5 AlexandriaBecause this is the first transaction conclud

36、ed between us, we can only accept payment on sight L/C basis at the present. After several smooth and satisfactory transactions, we may take D/P or other flexible terms of payment into consideration.It is our sincere hope that this arrangement will be the beginning for our long-lasting and pleasant

37、business association.Since this offer is valid only for 4 days, so please kindly inform us of your acceptance as soon as possible.Yours faithfully,SHANGHAI ANDE INTERNATIONAL TRADE CORP.manager assistant of Sales departmentLONG 操作六：成交参考合同核算:1. 成交金额 (17.31*300*6+21.31*300*6+7.97*365*10+57.03*365)* 8.

38、25 =.21元2. 购货总成本 330365+1101800+503650+1401800=元3. 退税总收入 - .77=57919.23元4. 实际成本：（330*365+110*300*6+50*365*10+140*300*6）*（1-9%/1.17%） =.77元5. 业务费用 （500+1100+350+50+600+2000+1000+1400)*4 =28000元6. 出口运费= 3140*4*8.25=元7. 出口保费=.2125*110%*1.0%10837.59元8. 客户佣金=.21*5%49261.76元上缴利润成交金额实际成本业务费用出口运费出口保费客户佣金.21

39、-.77-28000-10837.59-49261.7698485.09元利润率利润额/成交金额98485.09/.21=10.00%上缴利润为98485.09元，利润率为10.00%操作七： 合同参考 上 海 安 德 国 际 贸 易 公 司SHANGHAI ANDE INTERNATIONAL TRADE CORP.16(B) NO.1 BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINAFAX: 0086-21-TO: MASRI BRO. CO.,LTD.Date: April 1st 2003Dear Sirs,Many thanks fo

40、r your order No. ANDE 01 confirming acceptance of the prices, shipment date and terms shown on your order and we are sending you our signed Sales Confirmation No. AD-MASSC02 in duplicate. Please counter sign and return one copy for our file.We will do our best to execute your order and assure the go

41、ods quality, shipment date as well as the terms you asked for will receive our best attention.As the delivery is very hurried, please immediately instruct your banker to issue full amount L/C at sight in our favor. The L/C has t reach here before April 25, 2003; otherwise the shipment may be delayed

42、.We hope to receive your L/C on time and promise the result of our executing order will meet your satisfaction.Best regards.Yours faithfully,SHANGHAI ANDE INTERNATIONAL TRADE CORP.manager assistant of Sales departmentXXXXXX操作八：审证参考上 海 安 德 国 际 贸 易 公 司SHANGHAI ANDE INTERNATIONAL TRADE CORP.16(B) NO.1

43、BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINAFAX: 0086-21-审证意见： 信用证存在的问题需要修改的理由1国外到期 易产生逾期交单2一个品种数量有误 少于合同规定数量3投保加成错误 增加保费支出4信用证金额有误 无法全额出运货物5一个品种货号有误 与实际出运货号不符6目的港有误 易产生异地卸货7付款期限不妥 超出合同规定期限8受益人地址有误 易出现单、证不符9装运条款不妥 限制过严 审核人：XXX 上 海 安 德 国 际 贸 易 公 司SHANGHAI ANDE INTERNATIONAL TRADE CORP. 16(B) NO.1 BUILDING, 2005 LANE HUANGXING RD., SHANGHAI CHINA FAX: 0086-21-TO: MASRIBRO. CO., LTD.Date:April 25th 2003Dear Sirs,We are glad to receive your L/C No. MAS-ADLC02 under the S/C No. AD-MASSC02.We have carefully observed the terms and conditions stipu