外貿(mào)函電與單證實訓(xùn)教程Chapter 1- practice 2

1、Chapter One Cases Under T/T Payment Terms外貿(mào)函電與單證實訓(xùn)教程 Practice Two :T/T +CIF Case Objective Requirements Steps Introduction Practice Objective The objective is to enable students to be familiar with the export procedures using CIF and T/T, to master the skills to fill in the blanks in the related cor

2、respondence, sales confirmation and the related export documentation according to the given information . Requirements 1. To know well about the procedures of T/T and obligations of the Seller and Buyer under CIF price terms.2. To know well about the business letter writing in indented format. 3. To

3、 master useful expressions and sentence models frequently used in business letters, especially the writing skills of requesting insurer to cover the insurance and expanding the other businesses.4. To master the drawing of contract according to the given information.5. To master the export documentat

4、ion according to the given information.Steps 1. To review the procedures of T/T and obligations of the Seller and Buyer under CIF price terms.2. To read and understand the given business transaction background.3. To sum up the main points in business letter writing according to Mind Map 1.4. To fini

5、sh the business letters according to the background information, context and Chinese given. 5. To draw the contract according to the background information and the correspondence.6. To fill in the related export documents.7. To answer the questions.8. To evaluate yourself. Introduction 本節(jié)實訓(xùn)是用CIF方式成交

6、以及用T/T方式付款的外貿(mào)出口案例。信函內(nèi)容涵蓋建立貿(mào)易關(guān)系、詢盤、報盤、還盤、交易的達成、辦理保險、合同進行情況以及收到貨物后的調(diào)試情況；涉及到的合約或單據(jù)有銷售確認(rèn)書、發(fā)票、裝箱單、海運提單和裝船通知、一般原產(chǎn)地證明書和其申請書、出境貨物報檢單、質(zhì)量和數(shù)量證明書、貨物通關(guān)單等。要求學(xué)生填寫、翻譯信函內(nèi)容，并根據(jù)信函信息填寫合約和單據(jù) 。 Practice3. Business negotiationPractice 2. Preparation for business6. Questions4.Signature of Sales Contract5. Performance7.Self

7、-evaluation 1.Warming-up1.Warming-up1.1 T/T 流程圖流程圖1.2 CIF 術(shù)語買賣雙方的主要義務(wù)術(shù)語買賣雙方的主要義務(wù)5.負(fù)責(zé)貨物裝上船前的一切費用和風(fēng)險負(fù)責(zé)貨物裝上船前的一切費用和風(fēng)險3.負(fù)責(zé)貨物裝上船后的一切費用和風(fēng)險負(fù)責(zé)貨物裝上船后的一切費用和風(fēng)險2 Preparation for businessInformation about the exporter and importer Background information for business Basic information about the product 2 Preparat

8、ion for business 2.12.2 2.3 2 Preparation for business2.1 Information about the exporter and importer 2.1.1 Exporters name and address COMIFO DUCT MANUFACTURE MACHINE CO., LTD. 廣州康美風(fēng)數(shù)控設(shè)備有限公司 ADDRESS: NO.62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINA TEL.: 86-20-28879888 FAX: 86-20-2

9、8879718 Represented by Helen 2.1.2 Importers name and address SPRING AIR ENGINEERING COMPANY LIMITED ADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAM TEL.: 848 3517 4450-51-52 FAX: 848 35174481 Represented by Mr. Le Ngoc Tam 2 Preparation for business 2.2 Background information for b

10、usiness Exporter (COMIFO DUCT MANUFACTURE MACHINE CO., LTD.) (China) got the importers information in the Spring Trade Fair. They intended to do business with each other and exchanged relevant information.2 Preparation for business 2.3 Basic information about the product風(fēng)管生產(chǎn)三線 等離子切割機ItemDescriptionC

11、ountryof OriginUnit & QtyHS CODEUnit price(USD) CIF HCMCAmount(USD)01Duct manufacture Compact Line III(風(fēng)管生產(chǎn)三線)Model: CTDF-IIIA.Thickness: 0.4-1.2mm galvanized sheetB.Width: 1000 -1550mmC.Duplex decoilers, = 480mm, motor-drived, max capacity: 8T/each decoiler.ChinaI SET (3PCS)845522100027 74027 7

12、4002Plasma Cutting Machine (等離子切割機)Model: COMPA3100- 1500 x3100mmChinaI SET (3PCS)845690100024 84024 84003Vertical Whisper-Loc Seam Closer(立式合縫機)Duct height: 500 -1550mmChinaI SET(3PCS)845522100010 23010 23004TDF Flange Machine (TDF法蘭成型機)Model: T-12 ChinaI SET (2PCS)847989904 3204 32005Pittsburgh Lo

13、ck Former(12DR轆骨機)Model: RF-12DR ChinaI SET (1PC)846229901 3501 35006Cornersmatic (角碼裝訂機)ChinaI SET (2PCS)844010904 1204 1206 SETS(14PCS)Total:USD 72 600.003. Business Negotiation1 Sum up the main points of business letters2Fill out the letters3. Business Negotiation 3.1 Sum up the main points of bu

14、siness letters on Mind Map 1. 3.2 Please fill out the letters according to the given Chinese, and pay attention to the useful patterns. 3.Business Negotiationletterletterletterletter5.Acceptance 4. Counter-offer 1. Establishing business relationship 2. Enquiry （Reply to the establishment of business

15、 relationship） letter3. Firm offer 1)Establishing business relationship3.Business Negotiation Main pointsTranslationletter1)Establishing business relationship COMIFO DUCT MANUFACTURE MACHINE CO., LTD. ADDRESS: NO. 62, JIANZHONG ROAD, TIANHE SOFTWARE PARK, GUANGZHOU, P.R. CHINATEL.: 86-20-28879888 FA

16、X: 86-20-28879718April 5th, 2009SPRING AIR ENGINEERING COMPANY LIMITEDADDRESS: 13 HAM NGHI STREET, DIST. 1, HO CHI MINH CITY - VIETNAMTEL.: 848 3517 4450-51-52 FAX: 848 35174481 Dear Tam, From the Spring Trade Fair, we know that your firm is (資信良好) in VIETNAM. (我方得知) you (特別感興趣) in the products of D

17、uct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, etc., which (正屬于我方的經(jīng)營范圍). We understandstanding and reliability are particularly interestedfall within the scope ofour business activitiesof goodthat By this letter, we are contacting you with interest to (建立業(yè)務(wù)關(guān)系

18、) with your company. We hope that we mayreceive your (詢盤) soon. In recent years, we have done business with the largest and most prominent firms (在你方). As is well-known to you, the possibilities of importing the foreign products are very great in your area. We are confident that we will be able to (

19、報給你方最低的價格), quality and service to (滿足你方要求). enter into businessinquiryin your areaquote you the best pricemeet your requirementsrelationship We (期盼) establishing good business relationship with you soon.Yours sincerely,Helenlook forward to1)Establishing business relationshipTranslation 廣州康美風(fēng)空調(diào)設(shè)備有限公

20、司廣州康美風(fēng)空調(diào)設(shè)備有限公司 公司地址：廣州天河軟件園建中路62號三樓公司電話公司傳真天通風(fēng)工程有限公司地址越南洪志明市一區(qū)漢姆街13號電話：8483517 4450-51-52 傳真：84835174481塔姆先生： 從春交會上我方了解到貴公司在越南是家資信良好的公司，并且得知你方對于風(fēng)管生產(chǎn)三線，等離子切割機，立式合縫機等產(chǎn)品特別感興趣，而這些產(chǎn)品正屬于我方經(jīng)營范圍。 通過此信函聯(lián)系貴方，以表達和貴方建立業(yè)務(wù)關(guān)系的意愿，希望能早日收到貴方的詢盤。 近幾年來，我們已經(jīng)和你方當(dāng)?shù)匾恍┳钪拇笊烫栠M行了交易。如你所深知，在你處上述產(chǎn)品的進

21、口需求很大 。我們確信我方可報給你方最低的價格，最好的質(zhì)量和提供最好的服務(wù)以滿足你方的要求。 我們期盼盡快和你方建立良好的業(yè)務(wù)關(guān)系。海倫謹(jǐn)啟2009年4月5日1)Establishing business relationship 1. Source of information 2. Intention for export 3. Brief introduction to business scope, experience and products 4. Expectation for cooperation and an early reply2） Enquiry（Reply to t

22、he establishment of business relationship) 3.Business Negotiation Main pointsTranslationletter 2） Enquiry SPRING AIR ENGINEERING COMPANY LIMITEDADDRESS: 13 HAM NGHI STREET, DIST. 1,HO CHI MINH CITY - VIETNAMTEL.: 848 3517 4450-51-52 FAX: 848 35174481April 7th, 2009COMIFO DUCT MANUFACTURE MACHINE CO.

23、, LTD. ADDRESS: NO. 62, JIANZHONG ROAD, TIANHE SOFTWAREPARK, GUANGZHOU, P.R. CHINATEL.: 86-20-28879888 FAX: 86-20-28879718 Dear Helen, From the mail dated April 5th, we (得知) you are one of the leading exporters of air conditioner-install-related machines in your area. We are now writing you for the

24、(建立業(yè)務(wù)關(guān)系).are given to understand thatestablishment ofbusiness relationship What we want are Duct manufacture Compact Line, Plasma Cutting Machine, Vertical Whisper-Loc Seam Closer, TDF Flange Machine, Pittsburgh Lock Former, Cornersmatic. Please send us the (目錄冊) and (報價) us the prices, as well as t

25、he other terms of transaction. We are very well connected with all the (主要商人) in this area. We are confident that you can offer us (具競爭性的價格). (請?zhí)峁┪覀兯心惴匠隹诋a(chǎn)品的必要信息).Yours sincerely,Mr. Tamcataloguequotemajor dealerscompetitive pricesPlease supply us the necessary information of theexport products 2） E

26、nquiryTranslation春天通風(fēng)工程有限公司春天通風(fēng)工程有限公司地址越南洪志明市一區(qū)漢姆街13號電話：848 3517 4450-51-52 傳真：848 35174481廣州康美風(fēng)空調(diào)設(shè)備有限公司 公司地址：廣州天河軟件園建中路62號三樓公司電話公司傳真?zhèn)愋〗悖?從4月5號的郵件中我們得知，貴公司是空調(diào)裝置設(shè)備產(chǎn)品主要出口商之一。我方致此信函希望和貴方建立業(yè)務(wù)關(guān)系。 我們想進口風(fēng)管生產(chǎn)三線，等離子切割機，立式合縫機，TDF法蘭成型機，12DR轆骨機和角碼裝訂機這幾種產(chǎn)品，請惠寄目錄冊以及報給我方價格和其它交易條款。 我們和這一

27、領(lǐng)域的大商戶都有很好的交際，相信你方一定會報給我方頗具競爭性的價格。 請?zhí)峁┪覀兯心惴匠隹诋a(chǎn)品的必要信息。塔姆謹(jǐn)啟2009年4月7日 2） Enquiry1.Acknowledgement of the coming letter and the intention 2.Specific enquiry and inviting a quotation or an offer (asking for a price list, a catalogue, samples and other terms, stating clearly your exact requirements)3.Sta

28、ting the possibility of placing an order and expectation of an offer4.Expectation of early reply3） Firm Offer 3.Business Negotiation Main pointsTranslationletter3） Firm offer April 9th, 2009Dear Tam, We (感謝你方4月7號的信函) , and confirm having faxed you in reply, as per (隨函附上的報價單) . You will notefrom our

29、fax that we (能夠) offer you the goods as follows:acknowledge receipt of your letter of April 7thquotation sheet enclosedare in a position toItemDescriptionCountryof OriginQUANTTYUnit price(USD) CIF HCMC01Duct manufacture Compact Line IIIModel: CTDF-IIIThickness: 0.4-1.2mm galvanized sheet Width: 1000

30、 -1550mmDuplex decoilers, = 480mm, motor-drived, max capacity: 8T/each decoiler.ChinaI SET (3PCS)27 74002Plasma Cutting Machine Model: COMPA3100- 1500 x3100mmChinaI SET (3PCS)24 84003Vertical Whisper-Loc Seam CloserDuct height: 500 -1550mmChinaI SET(3PCS)10 23004TDF Flange Machine Model: T-12 ChinaI

31、 SET (2PCS)4 32005Pittsburgh Lock FormerModel: RF-12DR ChinaI SET (1PC)1 35006Cornersmatic ChinaISET (2PCS)4 120 PAYMENT: The buyer has to T/T 30% of the contracts value (預(yù)先), and then T/T 70% of the contracts value right after the Seller sends/faxes all the documents. We have received a lot of inqu

32、iries from buyers in other places and we believe our price is fixed at a reasonable level. (坦白說), if it was not for (擴展業(yè)務(wù)), we wouldnt consider making you (實盤) at this price. Im afraid there is (沒有降價的空間). not much room for further price reductionexpanding businessin advanceTo be frank with youa firm

33、 offer (這是實盤，以你方立復(fù)，并且不遲于這個月底到達我方為有效). We look forward to your early reply. Yours faithfully, Helen This offer is firm, subject to your immediate reply, whichshould reach us not later than the end of this month3） Firm offer Translation塔姆先生： 感謝你方4月7號的信函，我們于今天發(fā)出如隨函附上的報價單的傳真作為回復(fù)。從傳真你方便知我們能夠提供以下的產(chǎn)品： 編號貨

34、物產(chǎn)國單位單價（美元）CIF洪志明市01風(fēng)管生產(chǎn)三線1）型號：CTDF-III2）板厚：0.4-1.2 MM3）材料：鍍鋅鋼板4）最大料寬：1 300MM/1 550MM（兩款可供選擇）中國套27 74002等離子切割機型號：COMPA3100-15003100mm中國套24 84003立式合縫機管道高度：500-1 550mm中國套10 23004TDF法蘭成型機型號：T-12中國套4 3200512DR轆骨機型號：RF-12DR中國套1 35006角碼裝訂機中國套4 120 支付：買方須預(yù)先匯付合同金額的30%給賣方，然后在賣方寄/傳真所有的單據(jù)后匯付70%合同金額. 我們已經(jīng)收到很多其他

35、地方買家的詢盤，相信我們的報價是相當(dāng)合理而且穩(wěn)定的了。坦白說，如果不是擴展業(yè)務(wù)的需要，我們也不會以這樣低的價格報給你方實盤，所以恐怕再也沒有降價的空間了。這是實盤，以你方即復(fù)，并且不遲于這個月底到達我方為有效。 盼早復(fù)。海倫謹(jǐn)啟2009年4月9日3） Firm offer 1. Confirming the enquiry 2. Stating the details of the offer (name, price, quality, shipment, valid period) 3. Suggestion of acceptance 4. Expectation of early re

36、ply4) Counter-offer 3.Business Negotiation Main pointsTranslationletter4) Counter-offerApril 12th, 2009 Dear Helen, We acknowledge with thanks receipt of your letter of April 9th for the offer. In reply, we (很樂意) state that your price has been found to be (可接受的). But as to the (支付方式), we would like

37、to amend as follows: T/T 30% of the contracts value in advance, and then T/T 60% of the contracts value right after the Seller sends/faxes all the documents, T/T 10% of the contracts value within 3 working days right after confirmed the machine commissioning. payment termsacceptableare pleased to As

38、 we (急需) the goods, please send the contract to us (盡早). We expect your early reply. Sincerely yours, Tamat your earliest convenienceare in urgent need of4) Counter-offerTranslation海倫小姐： 感謝你4月9號信函中給我們的報價，我們很高興地告訴你方，你方所報的價格可為我方接受。 但是對于支付方式，我們想作如下改動：買方預(yù)先匯付合同金額的30%給賣方，然后在賣方寄/傳真所有的單據(jù)后匯付60%合同金額.最后在確認(rèn)機器調(diào)試

39、后的3個工作日內(nèi)匯付10%的合同金額。 我們急需所述產(chǎn)品，請盡早發(fā)送合同。 期待早日收到貴方回復(fù)。塔姆謹(jǐn)啟4月12日 4) Counter-offer 1. Confirming the offer 2. Declining the offer and giving the reasons 3. Counter-offer on terms of payment 4. Expectation of reply 5) Acceptance 3.Business Negotiation Main pointsTranslationletter5) AcceptanceApril 15th, 200

40、9 Dear Tam, We have received your letter of April 12th that the prices offered by us for the machine are accepted and you want to amend the terms of payment a little. We are glad to say that your (還盤) is (相當(dāng)合理). Now we are enclosing the (銷售確認(rèn)書), please check it to see any problem or not. counter-off

41、erquite reasonablesales confirmation We hope that the contract would be (順利而且成功地執(zhí)行) and that the mutualbusiness would be expanded in the future. Truly yours, Helenfulfilled smoothlyand successfullyEnclosure: Sales ConfirmationSales Confirmation Translation 5) AcceptanceTranslation塔姆先生： 已收到4月12號關(guān)于你方接

42、受我們報價和要求對支付方式作一點改動的來信。 我方很高興告知貴方，你們的還盤相當(dāng)合理，現(xiàn)隨函附寄一份銷售確認(rèn)書，請查看還有沒有其他問題。 衷心希望我們的交易可以順利而且成功地執(zhí)行，也希望我們將來的業(yè)務(wù)會不斷擴大。海倫謹(jǐn)啟4月15日5) Acceptance 1. Confirming the letter and terms of payment accepted 2. Counter-offer accepted and S/C enclosed 3. Expectation of the transaction 6) Sending Sales Confirmation 4. Signat

43、ure of Contract Main pointsTranslationletter6) Sending Sales ConfirmationApril 17th, 2009 Dear Tam, Referring to the faxes exchanged between us resulting in the (達成交易) for the machines, we are enclosing our (銷售確認(rèn)書) No.39 in duplicate. (請會簽并退還一份我方，以供存檔). We trust you will TT the (首付) as soon as possi

44、ble. conclusion of businesssales confirmationdown paymentand return one copy to us for our filePlease countersign We hope this (首次交易) will result in future transactions between us. Your quick answer will (十分感激). Sincerely yours, Heleninitial dealbe appreciated6) Sending Sales ConfirmationTranslation

45、塔姆先生： 多次的傳真聯(lián)系，我們達成了機器的交易，現(xiàn)在隨函附寄第CN0983202 號銷售合同一式三份，請會簽并退還一份我方，以供存檔。 我方相信你方會盡快匯付我們首期貨款。 希望這首次交易會為我們將來帶來更的業(yè)務(wù)，如能盡快答復(fù)不勝感激。海倫謹(jǐn)啟4月17日6) Sending Sales Confirmation 1. Confirming the business agreement enclosed and expectation of counter-signature 2. Detailed requirement for payment 3. Expectation for futu

46、re business 7) Reply to the sending Sales Confirmation 4. Signature of Contract Main pointsTranslationletter7) Reply to the sending Sales Confirmation April 18th, 2009 Dear Helen, Thank you very much for your letter of April 17th, 2009 (關(guān)于) the sales contract No. CN0983202 . We have checked the enti

47、re contract and (感到滿意) it. (隨函附寄請查收) one signed copy for your file. Enclosed please findare satisfied withconcerning We have T/T 30% of the contracts value through our bank as down payment to cover the said products and would be grateful if you can (執(zhí)行訂單) as quickly as possible. We are looking forwa

48、rd to your reply. Sincerely yours, Tamexecute the order7) Reply to the sending Sales ContractTranslation海倫小姐： 感謝你方4月17日關(guān)于第39號銷售合同的信函。 我們已經(jīng)檢查整份合同并且對它感到比較滿意，隨函附寄一份已簽合同供你方存檔，請查收。 我們已經(jīng)通過我們的銀行匯付30%的合同金額方，作為此批貨物的首期貨款，如貴方能盡早執(zhí)行訂單，不勝感激。 希望早日收到貴方回復(fù)。塔姆謹(jǐn)啟4月18日7) Reply to the sending Sales Contract 1. Confirming

49、 the Sales Confirmation 2. Countersigned the contract and return one copy as requested 3. Payment 5. Performance5.1 letters during the performance 5.2 Export documentation5.1 Letters during the performance Letters during the performanceletters between seller and insurerLetters between seller and buy

50、er5.1.1 letters between seller and insurer8) Requesting the insurer to cover the consignment9) Insurer replied to the request for covering the consignment8) Requesting the insurer to cover the consignment5.1.1 letters between seller and insurer Main pointsTranslationletter8) Requesting the insurer t

51、o cover the consignment Dear sir, We wish to insure the following goods (投一切險) for the sum of USD72 600, 14 cases of machines. These goods will be shipped by S.S. MSC FRANCE H944A, (預(yù)計在2009年10月29日前后從深圳赤灣港運往越南胡志明市港). due toagainst All RisksShenzhen on or after October 29, 2009leave for Hochiminh City

52、 Port, Vietnam from Chiwan Port, We (要求投保至胡志明市) and shall be grateful if you let us have the policy as soon as it is ready. (同時請告知貴司是否愿意投保此批貨物). Yours faithfully, Helen COMIFO DUCT MANUFACTURE MACHINE CO., LTDrequire cover as far as Hochiminh CityIn the meantime please let us have yourconfirmation t

53、hat you hold the consignment covered8) Requesting the insurer to cover the consignment Translation敬啟者： 我公司希望為下列產(chǎn)品，14箱機器，總金額為72 600美元投一切險。 這些產(chǎn)品將由“MSC FRANCE H944A”輪裝運，預(yù)計在2009年10月29日前后從深圳赤灣港運往越南胡志明市港。 我公司要求投保至胡志明市，如果貴方盡快備好保單并寄給我方，我方將不勝感激。同時請告知貴公司是否愿意投保此批貨物。海倫謹(jǐn)啟廣州康美風(fēng)數(shù)控設(shè)備有限公司8) Requesting the insurer to

54、 cover the consignment 1.Intention for cover insurance and the details for insurance (the kind of commodity, total value and the conditions of insurance) 2.More details for insurance ( the name of vessel, the date of shipment, the port of loading and the port of destination)3.Others requirements 9)

55、Insurer replied to the request for covering the consignment 5.1.1 letters between seller and insurer Main pointsTranslationletter9) Insurer replied to the request for covering the consignment Dear Helen, Thank you for your letter, asking us to cover the consignment for 14 cases of machines from Yant

56、ian, Shenzhen to Hochiminh City Port, Vietnam. (保險費用為0.9%) of the 110% of total value of USD72,600. We enclose a copy of APPLICATION FOR CARGO TRANSPORTATION INSURANCE, as soon as you finish filling it in and return it to us, (保單將在1到2天內(nèi)備好寄給貴方). Yours sincerelyJack The Peoples Insurance (Property) Co

57、mpany of China,LtdEnclosed: APPLICATION FOR CARGO TRANSPORTATION INSURANCE The premium for this cover is at the rate of 0.9 %the policy will be prepared and sent to you withinone or two days9) Insurer reply to request the insurer to cover the consignment Translation海倫小姐： 非常感謝貴方要求我方為從深圳鹽田運往越南胡志明市14箱機

58、器投保的來信。 保險費用為0.9%，按照總金額72 600美元的110%計算。隨函附上貨物運輸保險投保單一份。填好返還我方后，保單將在1到2天內(nèi)備好寄給貴方。杰克謹(jǐn)啟中保財產(chǎn)保險有限公司附件：貨物運輸保險投保單 9) Insurer reply to request the insurer to cover the consignment 1. Confirming the letter 2. Quotation (premium) and other requirements 5.1.2 Letters between seller and buyerLettersLetters from

59、sellerLetters from buyerLettersTranslationTranslation Letter 105.1.2 Letters between seller and buyerTranslationletterLetter 10Dear Tam, We are informed that the down payment had been received dated June 3rd, 2009. The vertical Whisper-loc seam closer, TDF flange machine,pittsburgh lock former and c

60、ornersmatic had been finished already. The Duct Manufacture Compact Line III and the plasma cutting machine are expected to be finished around 20th, August. Please feel free to let me know if you need any further information. Yours,HelenLetter 10Translation塔姆先生： 我們于6月3日收到你們首期貨款已到的通知。 立式合縫機，TDF法蘭成型機，12DR