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1、外贸流程与操作讲义外贸流程与操作讲义提提 纲纲n n合同签订前n n合同签订后流流程程图图 客户客户第一询盘发盘接受还盘签订合同样品试订单安排生产或采购付款方式催证L/C审证有问题进口商修改申请开证行通知行没有问题汇款前T/T后T/TD/P或D/A客客 户户n n你的优势在哪里？n n谁是你的目标客户？n n怎么吸引你的客户？你的优势在哪里？你的优势在哪里？谁是你的目标客户谁是你的目标客户?怎么吸引你的客户？怎么吸引你的客户？n n广告n n搜索排名n n页面内容询盘处理询盘处理n n对待询盘你准备好了吗？n n分析询盘n n回复询盘对待询盘对待询盘,你准备好了吗你准备好了吗?n n你的心态准
2、备好了吗？n n你了解国外人的习惯吗？n n你的知识专业吗？分析询盘分析询盘n n需求明确吗？n n客户的公司介绍n n详细的联系方式回复询盘回复询盘n n了解你的客户www.yellowpages.ca;www.yellowpages.ca; ; n n询盘回复的技巧n n邮件的技巧邮箱名：zhiwei.guzwalibaba-主题：20%discount for sales promotion forFabric of SofaDear Mr.Daniel Hammond,Dear Mr.Daniel Hammond,We have read your We have read your
3、Buying LeadBuying Lead published dated published dated on Oct.17,on Oct.17,20072007 in in about the about the Fabric SofaFabric Sofa with detailed with detailed information as follows:information as follows:T/C 65/35 T/C 65/35 16x1216x12108x58108x5844 inches wide44 inches wideWeight-255g/sqmWeight-2
4、55g/sqmQuantity-first order will be 19,000 metersQuantity-first order will be 19,000 metersTotal order for the year will be 194,000 meters.Total order for the year will be 194,000 meters.Please give me price FOB China.Please give me price FOB China.The Fabric of Sofa you inquired is ourThe Fabric of
5、 Sofa you inquired is our BEST SELLERBEST SELLER,you are,you are lucky to meet our lucky to meet our sales promotion for this Fabric Sofa with sales promotion for this Fabric Sofa with 20%discount20%discount for for just a weekjust a week to to October 24,2007October 24,2007.We are.We are glad to ma
6、ke our glad to make our BESTBEST offer offer to you as follows:to you as follows:1)Fabric of Sofa 1)Fabric of Sofa 2)Specification:T/C 65/35 16x12 108x58 44 inches2)Specification:T/C 65/35 16x12 108x58 44 inches wide Weight-255g/sqm wide Weight-255g/sqm 3)Quantity:19,000 meters.3)Quantity:19,000 met
7、ers.4)Price:FOB SHANGHAI 4)Price:FOB SHANGHAI USD3.5USD3.5 per meter.per meter.5)Payment:Prepaid 30%by T/T,balance paid within 3 working 5)Payment:Prepaid 30%by T/T,balance paid within 3 working days after received the copy of the B/L.days after received the copy of the B/L.6)Delivery:Within 10 days
8、 after receiving the 30%payment.6)Delivery:Within 10 days after receiving the 30%payment.7)Validity:7)Validity:Only to October 24,2007Only to October 24,2007.8)Packing:one roll of 500 meters with plastic bag outside.8)Packing:one roll of 500 meters with plastic bag outside.We are honored to recommen
9、d some other best sellers of our company,if you are interested,please contact us.http:/HK For more interested Fabric,please visit our websie:http:/HK We are a of registered in 2002.Our company,We are a of registered in 2002.Our company,Zhejiang HK Warp Knitting Co.,Ltd.is a Zhejiang HK Warp Knitting
10、 Co.,Ltd.is a specialized specialized manufacturermanufacturer of all kinds of warp knitted fabrics.There are of all kinds of warp knitted fabrics.There aretotally 150 workers and staff in our company,with registeredtotally 150 workers and staff in our company,with registeredcapital and total invest
11、ment of USD1,430,000 andcapital and total investment of USD1,430,000 andUSD6,000,000USD6,000,000 respectively.Our respectively.Our production and inspectionproduction and inspectionequipmentequipment is imported from is imported from GermanyGermany.Currently,the factory is.Currently,the factory iseq
12、uipped with many sets of equipped with many sets of advanced warp knitting advanced warp knitting machinesmachines,such as Kaermayer HKS2-E32-186,HKS3-E32-186,HKS3-such as Kaermayer HKS2-E32-186,HKS3-E32-186,HKS3-E28-210,many warp beaming machines and forming machines.E28-210,many warp beaming machi
13、nes and forming machines.Our Our marketsmarkets are mainly in are mainly in European Union and the United European Union and the United StatesStates and have and have cooperatedcooperated with many famous companies like with many famous companies likeUKD Trading Co.,Ltd.UKD Trading Co.,Ltd.For more
14、information,please click http:/* For more information,please click http:/* We do hope that we can establish a long-time and steadyWe do hope that we can establish a long-time and steadyrelationship and try our best to support your business.relationship and try our best to support your business.Best
15、regards,Best regards,Amy Lou,Amy Lou,Sales ManagerSales ManagerZhejiang HK Warp Knitting Co.,Ltd.Zhejiang HK Warp Knitting Co.,Ltd.Email:zhiwei.guzwalibaba-Email:zhiwei.guzwalibaba-Tel:86-571-85022088-12074Tel:86-571-85022088-12074Fax:86-571-85022088-12075Fax:86-571-85022088-12075Add:4/F Huaxing Tim
16、es Plaza,478 Wensan Road,HangzhouAdd:4/F Huaxing Times Plaza,478 Wensan Road,Hangzhou310099 China 310099 China 样品样品 别小瞧小单！别小瞧小单！流流程程图图 客户客户第一询盘发盘接受还盘签订合同样品试订单安排生产或采购付款方式催证L/C审证有问题进口商修改申请开证行通知行没有问题汇款前T/T后T/TD/P或D/A合同签订后合同签订后n n报关前n n报关后流流程程图图 客户客户第一询盘发盘接受还盘签订合同样品试订单安排生产或采购付款方式催证L/C审证有问题进口商修改申请开证行通知行没
17、有问题汇款前T/T后T/TD/P或D/A程程图图流流包装、刷唛、熏蒸商检局获得商检换证凭单通关条外管局货代进仓单核销单报关提单结关，放行验货报关单证代理提单船东单退税核销全套单证前T/T寄单收汇后T/TD/P,D/A议付L/C寄单报关前报关前n n价格术语n n付款方式n n生产n n其它价格术语价格术语n n价格术语案例n n价格术语图示n n价格术语优劣势分析价格术语案例价格术语案例 中国某中国某A A公司与美国公司与美国B B公司签订一笔公司签订一笔8 8万美金的服万美金的服装出口合同装出口合同,价格为价格为FOBFOB深圳深圳,支付条件为支付条件为D/P at sight.D/P at
18、 sight.出口货代为买方指定的公司出口货代为买方指定的公司.货物发出后货物发出后,通过中国银行交对方指定的代收行收通过中国银行交对方指定的代收行收款，但在规定的时间内没有收到货款。款，但在规定的时间内没有收到货款。在此后的一个多月内，对方一会儿说没见着单据，在此后的一个多月内，对方一会儿说没见着单据，一会儿说正在和银行商量赎单，一会儿又传来一份真一会儿说正在和银行商量赎单，一会儿又传来一份真假难辨的银行付款底单。假难辨的银行付款底单。在忍无可忍的情况下，公司只好指示代收行将全在忍无可忍的情况下，公司只好指示代收行将全套单据转让给公司在美国的分公司，让其先代收此货套单据转让给公司在美国的分公
19、司，让其先代收此货然后再与买方交涉，以避免港口滞港费的损失。当美然后再与买方交涉，以避免港口滞港费的损失。当美国分公司拿着正本提单去提货时，发现国分公司拿着正本提单去提货时，发现 价格术语图价格术语图EXW BuyerEXW BuyerFCA Seller BuyerFCA Seller BuyerFAS Seller BuyerFAS Seller BuyerFOB Seller BuyerFOB Seller BuyerCFR Seller BuyerCFR Seller BuyerCIF Seller BuyerCIF Seller BuyerDEQ Seller BuyerDEQ Se
20、ller BuyerDDP SellerDDP Seller Factory Carrier Alongside Ships Rail QUAY Named Place Of Factory Carrier Alongside Ships Rail QUAY Named Place Of Ship Destination Ship Destination价格术语的优劣势和风险价格术语的优劣势和风险n nFOB的优劣势比较和风险分析n nCIF的优劣势比较和风险分析 付款方式付款方式n n付款方式种类n n付款方式案例分析付款方式种类付款方式种类n n汇付n n托收n n信用证T/T案例案例 浙
21、江某摩托车配件公司与西班牙某大型外贸浙江某摩托车配件公司与西班牙某大型外贸公司从公司从20032003年开始合作，付款方式为见提单传真年开始合作，付款方式为见提单传真件付款，每个月发货一个柜。合作半年来，买方件付款，每个月发货一个柜。合作半年来，买方付款一直很及时。付款一直很及时。在在20042004年年2 2月份，卖方发货一个柜，提单传真后，月份，卖方发货一个柜，提单传真后，一个星期内卖方未收到买方款。一个星期内卖方未收到买方款。此时此时3 3月份的货物已经生产完毕，业务员请示老月份的货物已经生产完毕，业务员请示老板是否发货。板是否发货。4 4月份的一个柜备好，准备发货。月份的一个柜备好，准
22、备发货。D/A案例案例 某进出口公司以函电形式与马来西亚一客户某进出口公司以函电形式与马来西亚一客户某进出口公司以函电形式与马来西亚一客户某进出口公司以函电形式与马来西亚一客户签订了合同，并看了实样，下了签订了合同，并看了实样，下了签订了合同，并看了实样，下了签订了合同，并看了实样，下了6060个柜的订单。个柜的订单。个柜的订单。个柜的订单。双方同意以即期双方同意以即期双方同意以即期双方同意以即期L/CL/C支付。外贸公司根据订单要支付。外贸公司根据订单要支付。外贸公司根据订单要支付。外贸公司根据订单要求备货，但到临交货还未收到求备货，但到临交货还未收到求备货，但到临交货还未收到求备货，但到临
23、交货还未收到L/C.L/C.电询客人，客户说由于资金原因，难以开具电询客人，客户说由于资金原因，难以开具电询客人，客户说由于资金原因，难以开具电询客人，客户说由于资金原因，难以开具L/C,L/C,建议用建议用建议用建议用D/PD/P即期。即期。即期。即期。外贸公司同意了。货发了后，客人来电，说外贸公司同意了。货发了后，客人来电，说外贸公司同意了。货发了后，客人来电，说外贸公司同意了。货发了后，客人来电，说由于市场因素，难以销售，建议由于市场因素，难以销售，建议由于市场因素，难以销售，建议由于市场因素，难以销售，建议D/PD/P即期改为即期改为即期改为即期改为D/A 35D/A 35天交单。天交
24、单。天交单。天交单。L/C风险案例风险案例 1997 1997年年6 6月月2727日开证行开出一笔金额为日开证行开出一笔金额为USD220000.00USD220000.00的信用证，并通过的信用证，并通过A A银行通知受益人。银行通知受益人。信用证种有一条款规定：信用证种有一条款规定：“Inspection certificate issued and signed by the “Inspection certificate issued and signed by the authorized person of LC applicant whose signature authori
25、zed person of LC applicant whose signature must be in conformity with the records held in our file must be in conformity with the records held in our file certifying that”(certifying that”(检验证书中由开证申请人授权检验证书中由开证申请人授权的有权签字人出具并签字，其签字必须与其在开的有权签字人出具并签字，其签字必须与其在开证行预留印鉴一致，并证明证行预留印鉴一致，并证明)。出口商提交议付后，开证行拒付出口商
26、提交议付后，开证行拒付生产安排生产安排n n生产安排只是我自己的事情吗？n n生产出了问题，不让客户知道？其它其它n n包装n n熏蒸n n货代报关后报关后n n海关编码的选择n n验货n n跟踪服务程程图图流流包装、刷唛、熏蒸商检局获得商检换证凭单通关条外管局货代进仓单核销单报关提单结关，放行验货报关单证代理提单船东单退税核销全套单证前T/T寄单收汇后T/TD/P,D/A议付L/C寄单海关编码的选择海关编码的选择n n你的产品该选择何种海关编码？监管条件 商检 退税验货验货n一句话引发的50万的损失！跟踪服务跟踪服务发货后事情完结了吗？谢谢大家 谷志伟 T：020-87022088-(待定）E：zhiwei.guzwalibaba-zhiwei.guzwalibaba-