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1、Practice Three Export Counter Offer进出口贸易模拟实训教程进出口贸易模拟实训教程Mind Map Useful Terms Sentence Patterns Intensive Training Practice Mind MapBusiness NegotiationEnquiryPerformance of ContractOfferCounter-offerAcceptanceReaction to Counter-offerRefusalAcceptanceNew QuotationApologyExplainPersuadeProfit Margi
2、nExpense ReductionCost CuttingNew Profit RateNew ExpensesNew CostFormulaP31vSales Income=Real Purchasing Cost+Export Expenses+Profit Margin Profit Margin=Sales Income RPC EEvProfit Rate=Profit Margin/Sales Incomev某某外外贸贸公公司司向向美美国国出出口口运运动动鞋鞋，公公司司的的购购货货成成本本是是每每双双鞋鞋45元元人人民民币币，增增值值税税税税率率是是17%，出出口口退退税税率率是
3、是13%，人人民民币币和和美美元元的的兑兑换换比比价价是是7.95。鞋鞋子子在在出出口口前前国国内内所所需需的的费费用用为为购购货货价价格格的的7%。该该外外贸贸公公司司的的FOB报报价价是是6.08美美元元/双双。美美方方回回复复，要要求求降降为为5.60美美元元。若若我我方方接接受受对对方方还还价，请计算我方的利润率。价，请计算我方的利润率。v实际采购成本实际采购成本=45*(1+17%-13%)/(1+17%)=40(元元/双双)v国内总费用国内总费用=45*7%=3.15(元元/双双)v按美方报价，销售收入按美方报价，销售收入=5.60*7.95=44.52(人民币元人民币元)v销售利
4、润销售利润=-=44.52-40-3.15=1.37(人民币元人民币元)v利润率利润率=/=1.37/44.52=3.08%v某某外外贸贸公公司司向向美美国国出出口口运运动动鞋鞋，公公司司的的购购货货成成本本是是每每双双鞋鞋45元元人人民民币币，增增值值税税税税率率是是17%，出出口口退退税税率率是是13%，人人民民币币和和美美元元的的兑兑换换比比价价是是7.95。鞋鞋子子在在出出口口前前国国内内所所需需的的费费用用为为购购货货价价格格的的7%。该该外外贸贸公公司司的的FOB报报价价是是6.08美美元元/双双。美美方方回回复复，要要求求降降为为5.60美美元元。若若我我方方接接受受对对方方还还
5、价价，又又想想保保持持较较高高利利润润，故故将将国国内内其其他他费费用用下下降降了了1个个百百分点，请计算此时的利润率。分点，请计算此时的利润率。v实际采购成本实际采购成本=45*(1+17%-13%)/(1+17%)=40(元元/双双)v国内总费用国内总费用=45*6%=2.70(元元/双双)v按美方报价，销售收入按美方报价，销售收入=5.60*7.95=44.52(人民币元人民币元)v销售利润销售利润=-=44.52-40-2.70=1.82(人民币元人民币元)v利润率利润率=/=1.82/44.52=4.09%v某某外外贸贸公公司司向向美美国国出出口口运运动动鞋鞋，公公司司的的购购货货成
6、成本本是是每每双双鞋鞋45元元人人民民币币，增增值值税税税税率率是是17%，出出口口退退税税率率是是13%，人人民民币币和和美美元元的的兑兑换换比比价价是是7.95。鞋鞋子子在在出出口口前前国国内内所所需需的的费费用用为为购购货货价价格格的的7%。该该外外贸贸公公司司的的FOB报报价价是是6.08美美元元/双双。美美方方回回复复，要要求求降降为为5.60美美元元。若若我我方方接接受受对对方方还还价价，又又想想保保持持12%的的利利润润率率，故故要要求求生生产产企企业业降降低低价价格格。请计算生产企业的价格要降到多少？请计算生产企业的价格要降到多少？v假设新的国内采购价格是假设新的国内采购价格是
7、Xv按美方报价，销售收入按美方报价，销售收入=5.60*7.95=44.52(人民币元人民币元)v销售利润销售利润=44.52*12%=5.3424(人民币元人民币元)v实际采购成本实际采购成本=X*(1+17%-13%)/(1+17%)v国内总费用国内总费用=X*7%v代代入入公公式式：=+可可算算出出X=40.86(人人民民币币元元)v某某外外贸贸公公司司向向美美国国出出口口运运动动鞋鞋，公公司司的的购购货货成成本本是是每每双双鞋鞋45元元人人民民币币，增增值值税税税税率率是是17%，出出口口退退税税率率是是13%，人人民民币币和和美美元元的的兑兑换换比比价价是是7.95。鞋鞋子子在在出出
8、口口前前国国内内所所需需的的费费用用为为购购货货价价格格的的7%。该该外外贸贸公公司司的的FOB报报价价是是6.08美美元元/双双。美美方方回回复复，要要求求降降为为5.60美美元元。经经过过与与国国内内生生产产企企业业协协商商，企企业业愿愿意意将将出出厂厂价价格格下下降降2元元人人民民币币。另另外外贸贸公公司司经经过过内内部部商商讨讨和和潜潜力力挖挖掘掘，将将出出口口费费用用比比例例下下降降到到6%，将预期利润率降到，将预期利润率降到10%。请问此时要如何报价。请问此时要如何报价。v实际采购成本实际采购成本=43*(1+17%-13%)/(1+17%)=38.22(元元/双双)v国内总费用国
9、内总费用=43*6%=2.58(元元/双双)vFOB=+*(1+10%)/7.95=5.65(美元美元/双双)How to make a price?Purchasing Cost(incl.VAT)Purchasing Cost(incl.VAT)Export Tax RebatesExport Tax RebatesDomestic ExpensesDomestic ExpensesFreightFreightInsurance PremiumInsurance PremiumAnticipated ProfitAnticipated ProfitExpected ProfitExpect
10、ed Profit PriceCost实际采购成本实际采购成本Expenses费用费用 Profit利润利润Framework of Counter-offerv1.Thanks for received offerv2.Regret or sorry for the offerv3.Explain the reasonv4.New proposalsv5.Suggestion of acceptance and expectation of early replyTermsv参考价参考价v开盘价开盘价 v收盘价收盘价 v差价差价 v零售价零售价 v批发价批发价 v行市下跌行市下跌v行市上涨行
11、市上涨 v微薄利润微薄利润 reference priceopening priceclosing priceprice difference;price gapretail pricewholesale pricedeclining marketadvancing marketsmall profitSentence PatternsvWe We regret to inform you thatregret to inform you that your price is rather on the high side.your price is rather on the high si
12、de.vWe We very very much much regret regret thatthat your your price price is is out out of of line line with with the the prevailing market.prevailing market.vSinceSince this this is is going going to to be be the the first first transaction transaction between between us us and and our our product
13、s products are are new new to to your your customers,customers,we we are are ready ready to to make make you you the the following new offer.following new offer.vTo set up trade we To set up trade we counter offer as followscounter offer as follows:vWith With a a view view to to expanding expanding
14、the the market market in in your your place,place,we we have have offered the lowest prices,which leave us only small profit.offered the lowest prices,which leave us only small profit.vWe We are are sorry sorry thatthat we we ca cantnt reduce reduce the the price price any any moremore as as there t
15、here is is little profit in the market for such goods now.little profit in the market for such goods now.vIn In view view of of the the aboveabove,we we suggest suggest thatthat it it is is in in your your interest interest to to accept our price without delay.accept our price without delay.Practice3.Business negotiation7.QuestionsPractice 2.Preparation for business6.Claim and Settlement5.Export Documentation4.Signature of Sales Contract8.Self-evaluation 1.Warming-up