國貿(mào)上級實習(xí)操作(自行車)1-8要點

1、操作一：建立業(yè)務(wù)關(guān)系上海金海貿(mào)易公司2003年3月的亞洲雜志(Asia Source)上刊登，丹麥F.L.SMIDTH公司欲求購中國產(chǎn)的自行車 公司全稱和詳細地址為：F.L.SMIDTH & CO. A/S77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX: (01) 20 11 90請給丹麥客戶發(fā)一封建立業(yè)務(wù)關(guān)系的信函，要求格式完整、正確，主要內(nèi)容包括公司介紹、可提供 的產(chǎn)品介紹(永久牌、 鳳凰牌等)，說明另郵航寄商品目錄，并表達期待盡快與對方達成具體交易 的熱切愿望等。信函日期：2003年3月2日操作一：建交參考金海貿(mào)易公

2、司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01)20 11 90DATE: MARCH 2, 2003Dear Sir/Madame,We have your name and address from the Asian Source and are glad to learn your intere

3、st in Chinese bicycles.We have been in the light industrial field since 1975 and have grown to become one of the leading Imp. & Exp. companies in China, dealing with a wide range of commodities like bicycles, traditional Chinese handicrafts, and so on. We are exporting bicycles of various brands

4、 among which "Forever" and "Phoenix" Brand are the most famous ones. By keeping the principle of "EXCELLENT QUALITY, COMPETITIVE PRICE, SUPERIOR SERVICE", we have won a very good reputation from all of our customers.Through our study of European market, bicycle, because

5、 of its cheap-price, convenience, non-air-pollution, and a good means of keeping fit, has received a warmer welcome in recent years. So we are quite sure that our products will meet the requirements of your customers.By taking this opportunity, we hope to extend our business relationship with you an

6、d our illustrated catalogs will be sent to you by separate post. Please do not hesitate to specify the items, which interest you and send us your inquiry by return. You will certainly enjoy the best cooperation provided by us.With best regards.Yours faithfully, GOLDEN SEA TRADING CORP.xxx MANAGER操作二

7、：出口報價核算商品：永久牌山地自行車貨號:YE803 / TE600顏色：藍、綠、紅、紫、白（其他商品資料可在 TMT信息查詢系統(tǒng)中查詢）已知出口退稅為9%,國內(nèi)費用：出口包裝費每輛10元；整批貨物（兩個貨號1200輛）共需倉儲費500元；國內(nèi)運雜費1000元；商檢費650元；報關(guān)費50元；港口費800元；業(yè)務(wù)費2000元；其它1000元。保險：發(fā)票金額加10%投保一切險和戰(zhàn)爭險，費率分別為0.6%和0.3%;公司要求的預(yù)期利潤率為成交價格的10%并以即期信用證作為付款方式。核算要求： 請根據(jù)上述條件，以美元為報價單位進行出口報價核算，列出詳盡的計算過程（分步計算，結(jié)果保留 4位小數(shù)，最后報價

8、取2位小數(shù)）。操作二：報價參考金海貿(mào)易公司貨號：YE803 26'1 ）實際成本=采購成本-退稅收入= 210 -210X9%/ （1+17% ） = 193.8462 （元/輛）2 ） 國內(nèi)費用：10 +（1000+700+800+500+2000+1000） /1200 = 15 （元/輛）3）因為，客戶詢盤中要求數(shù)量每個貨號各600輛，2各貨號一共1200輛所以，采用40英尺集裝箱裝運最合適40英尺集裝箱裝箱量：55/（1.2 0.76 X0.5） = 120.6140，取整，120箱出口運費=3935X8.25/120 =270.5312 （元/輛）4）出口報價：CIFC5 =

9、（實際成本+國內(nèi)費用+出口運費）/ （1-傭金率-預(yù)期利潤率-（1+加成率）M呆費率） =（ 193.8462+15+270.5312） / （ 1-5%-10% （110%< 0.9%） ） /8.25=69.17美元/輛貨號：TE600 24'1 ）實際成本=采購成本-退稅收入（元/輛）250 -250X 9%/ (1+17% ) = 230.76922） 國內(nèi)費用：10 +（1000+700+800+500+2000+1000） /1200 = 15 （元/輛）3）因為，客戶詢盤中要求數(shù)量每個貨號各600輛，2各貨號一共1200輛所以，采用40英尺集裝箱裝運最合適40英尺集

10、裝箱裝箱量：55/（1.2 0.76 X0.5） = 120.6140，取整，120箱出口運費=3935X8.25/120 =270.5312 （元/輛）4）出口報價：CIFC5 =（實際成本+國內(nèi)費用+出口運費）/ （1-傭金率-預(yù)期利潤率-（1+加成率）M呆費率）=（230.7692+15+270.5312） / （ 1-5%-10% （110%< 0.9%） ） /8.25=74.49美元/輛操作三：草擬發(fā)盤函請根據(jù)客戶來函要求，寫一封發(fā)盤信，詳細回答客戶提出的問題，告知對方交易的基本條 件，并敦促對方盡快做出決定，發(fā)盤有效期為七天。交易的基本條件：1 .保險：按發(fā)票金額加成 10

11、%投保一切險及戰(zhàn)爭險。2 .支付方式：即期信用證。3 .裝運：五月底裝運。信函日期：2003年3月12日操作三：發(fā)盤參考金海貿(mào)易公司GOLDEN SEA TRADING CORPORATIONTEL: 86-21-64331255FAX: 86-21-64331256ADD.: 8TH FLOOR, JIN DU BUILDING ,277 WU XING ROAD,SHANGHAI, CHINATO: F.L.SMIDTH & CO. ASFAX: (01)20 11 90DATE: MARCH 12, 2003Dear Sirs,Thank you for your letter

12、inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26' and TE600 24' bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326'USD69.17per set CIFC5 Copenhagen 600 SETSTE60024'USD74.49per set CIF

13、C5 Copenhagen 600 SETSAvailable colors :blue; green; red; purple; white.Packing :To be packed in cartons of one set each, 120 cartons to a 40' container.Shipment is effected during May 2003 on the condition that the relevant L/CShipment :arrives by the end of 25th April 2003.Payment shall be mad

14、e by an irrevocable Sight Letter of Credit for fullPayment :contract value through a bank acceptable to the Seller.For 110% invoice value covering All Risks & War Risk as per P.I.C.C datedInsurance :1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very

15、 reasonable and in case you need more information, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP.MANAGERXXX操作四：出口還價核算根據(jù)F.L.SMDTH公司的還價，請計算：（計算過程小數(shù)請保留至4位，小于1時保留至5位,計算結(jié)果取小數(shù)后2位）1）各貨號經(jīng)還價后的總利潤額分別為多少元人民幣？2）若接受對方價格，而我公司的利潤率

16、又不得少于6%,那么，在其它條件不變的情況下，公司應(yīng)掌握的國內(nèi)采購價分別為多少元人民幣？再次報價：重新報出公司利潤為 6%的CIFC5價格操作四：還價參考金海貿(mào)易公司1)利潤核算貨號 YE803 26'總利潤額=銷售收入一客戶傭金一出口保費一實際成本一國內(nèi)費用一出口運費 =62.00*8.25*600*(1-5%-110%*0.9%)-210*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2 = 890.2477 元貨號 TE600 24'總利潤額=銷售收入一客戶傭金一出口保費一實際成本

17、一國內(nèi)費用一出口運費 =68.00*8.25*600*(1-5%-110%*0.9%)-250*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*8.25/2 = 6657.3715 元2)成本核算：設(shè)含稅國內(nèi)采購價格為x貨號YE803 :62X(1 6% 5% 110%X 0.9%) X8.25 - 3935/120 X8.25 - 1800/120 = x-x/(1 + 17%) X9%62X0.8801 >8.25 -270.5312 - 15 = 0.9231x x= 164.64/0.9231 =17

18、8.36 (元)/輛貨號TE600 :68 >(1 -5% - 6%- 110%X 0.9%) -32.7917 - 1.81828.25= x-x/(1 + 17%) X9% 25.2369 X8.25 = 0.9231x 208.2344 =0.9231x x= 225.55 (元)/輛3)再次報價：貨號YE803 :=(210-16.1538+15)/8.25+32.7917/(1- 110X 0.9% - 5% - 6%)=25.3147+32.7917/0.8801 = 66.02取整才艮價為 YE803 : US$ 66.00 per set;貨號TE600 :110X0.9

19、% 5% 6%)(250-19.2308+15)/8.25+32.7917/ (1=29.7902+32.7917/0.8801= 71.11取整報價為 TE600: US$ 71.00 per set.操作五：擬寫還盤函請根據(jù)操作指南中還盤函電的寫作要求給F.L.SMIDTH公司寫一封還盤信，提出對方還價難以接受，重新報出公司利潤率為6%的CIFC5哥本哈根的價格（取整），報價有效期為3天并告知公司可以接受 30天遠期信用證付款。信函日期：2003年3月22日操作五：還盤參考金海貿(mào)易公司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU

20、 BUILDING ,TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01)20 11 90DATE: March 22, 2003Dear Sirs,We have carefully considered the opinion you expressed in your mail of counter offer. We are doing the best to set our price as low as possible

21、without a sacrifice of quality in searching the suitable suppliers. Though we may possibly accept your payment term, i.e. by L/C at 30 days' sight, we have regretfully point out that the prices mentioned in your mail are unacceptable.Considering the excellent quality submitted and the continual

22、rise in export cost, it is almost impossible for us to make any further reduction. However, in view of the initial transaction between us and the special character of your market, we have decided to give you the following favorable quotation, which is the utmost we can do:FOREVER BRAND BICYCLE:YE803

23、26'USD66.00per setCIFC5CopenhagenTE60024'USD71.00per setCIFC5CopenhagenSince this offer is valid only for 3 days, please take this advantage and give us your acceptance by E - mail as soon as possible.With best regards!Yours faithfully, GOLDEN SEA TRADING CORP.ManagerXXX操作六：出口成交核算請根據(jù)你與國外客戶最終

24、達成的交易條件，作出詳細的出口合同核算，其中包括:購貨總成本總退稅收入實際采購成本費用細目及總額(包括：國內(nèi)費用、海洋運費、保險費、傭金 )合同利潤額及利潤率注意：計算過程保留四位小數(shù)，最后結(jié)果保留二位小數(shù)操作六：成交參考金海貿(mào)易公司合同核算：1 .成交金額=(66.00 >600+71.00 X 600) X8.25 =6781502 .購貨總成本=(210+250) X600 = 276000 元3 .退稅總U雙人=276000-254769.2308=21230.7692 元4 .實際成本=(210+250 ) X600X ( 1-1/1.17% X9%) = 254769.230

25、85.業(yè)務(wù)費用=10X1200+1000+700+800+500+2000+1000=180006 .出口運費=3935X10X8.25=324637.507 .出口保費=678150 X 110%X 0.9% =6713.6858 .客戶傭金=678150 X 5% = 33907.50上繳利潤=成交金額-實際成本-業(yè)務(wù)費用-出口運費-出口保費-客戶傭金= 678150 - 254769.2308 - 18000 - 324637.50 - 6713.685 -33907.50= 40122.08利潤率=利潤額/成交金額=40122.08/678150.00=5.92%上繳利潤為40122.

26、08 ,利潤率為5.92%.操作七：出口合同簽訂步驟一請根據(jù)出口合同基本條款的要求和雙方在信中確定的條件制作售貨確認(rèn)書，要求條款內(nèi)容全面、 具體。步驟二給國外客戶寄出成交簽約函，感謝對方的訂單，說明隨寄售貨確認(rèn)書，催促迅速會簽合同，并希 望信用證在4月25日前開到。（空白合同可在TMT信息查詢系統(tǒng)中下載）合同日期：2003年4月1日信函日期：2003年4月1日合同號碼：JH-FLSSC06操作七：合同參考 <1> <2>GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING ,TEL: 86-21-6

27、4331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/SFAX: (01)20 11 90DATE: April 1,2003Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales Confirmation No. JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the

28、shipment date is approaching, please immediately instruct your bank to issue the relevant L/C in our favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP.Manager操作七：合同參考 <1> <2>SALES CONFIRMATIONS/C No.: JH-FLSSC06Date: April 1st 2003The

29、Seller: GOLDEN SEA TRADING CORP.Address: 8TH FLOOR, JIN DU BUILDING,277 WU XING ROAD, SHANGHAI, CHINAThe Buyer:Address:F.L.SMIDTH & CO. A/S77, VIGERSLEV ALLE,DK-2500 VALBY,COPENHAGEN, DENMARKItem No.Commodity &SpecificationsUnitQuantityUnit Price(US$)AMOUNT(US$)FOREVER BRAND BICYCLECIFC5% CO

30、PENHAGEN1YE803 26'SET60066.0039600.002TE600 24'SET60071.0042600.00TOTAL82200.00TOTAL CONTRACT VALUE:SAY US DOLLARS EIGHTY TWO THOUSAND AND TWOHUNDRED ONLYPACKING:TO BE PACKED IN CARTONS OF ONE SET EACH, TOTAL 1200 CARTONS.PORT OFFROM SHANGHAI CHINA TO COPENHAGEN .DENMARK.LOADING&DESTINAT

31、ION:SHIPMENT:TO BE EFFECTED BEFORE THE END OF MAY 31,2003WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDPAYMENT:TTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THE SELLER AN IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYS'SIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL 25,2003AND REMAIM

32、VALID FOR NEGOTIATION IN CHINA UNTIL 15TH DAY AFTER THE DATE OF SHIPMENT.INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS AND WAR RISK FOR 110% OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLE'S INSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirme

33、d by:THE SELLERTHE BUYERGOLDEN SEA TRADING CORP.MANAGER(signature)( signature)REMARKS:1. The buyer shall have the covering letter of credit which should reach the Seller 30 days before shipment, failing which the Seller reserves the right to rescind without further notice, or to regard as still vali

34、d whole or any part of this contract not fulfilled by the Buyer, or to lodge a claim for losses thus sustained, if any.2. In case of any discrepancy in Quality/Quantity, claim should be filed by the Buyer within 30 days after the arrival of the goods at port of destination; while for quantity discre

35、pancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination.3. For transactions concluded on C.I.F. basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If add

36、itional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by t