《國際貿(mào)易實務(wù)》實訓(xùn)計劃

1、精選優(yōu)質(zhì)文檔-傾情為你奉上精選優(yōu)質(zhì)文檔-傾情為你奉上專心-專注-專業(yè)專心-專注-專業(yè)精選優(yōu)質(zhì)文檔-傾情為你奉上專心-專注-專業(yè)國際貿(mào)易實務(wù)實訓(xùn)計劃 實訓(xùn)一（2課時） 與客戶建立業(yè)務(wù)關(guān)系(一)第一步：與客戶建立業(yè)務(wù)關(guān)系一、教學目的：使學生掌握與客戶聯(lián)系的基本溝通方法，能夠撰寫業(yè)務(wù)通信二、重點難點：建立業(yè)務(wù)關(guān)系的通信內(nèi)容三、模擬內(nèi)容：1建立業(yè)務(wù)關(guān)系實務(wù)、2實際操作案例四、補充練習（1）經(jīng)中國國際貿(mào)易促進委員會介紹,得知有一家丹麥兒童用品經(jīng)銷商Toneveal Products Corp.17 Mayfield Road,Copenhagen,Denmark對中國兒童玩具感性趣.請以上海申華進出口公

2、司外銷員的身份,根據(jù)上述情況草擬一封建立業(yè)務(wù)關(guān)系的信函,并附寄產(chǎn)品宣傳冊,向?qū)Ψ酵扑]公司產(chǎn)品.（2）一日，你在工作筆記上發(fā)現(xiàn)了如下一段文字:Freemen and Co.,Ltd.2356 Flee Street,Lagos,Nigeria.請向其致函并附寄最新目錄（3）john chea and son 公司是巴哈馬一家很有信譽的中間商，專營勞工鞋產(chǎn)品，具有較為廣闊的銷售渠道。本公司決定去信與其建立經(jīng)常的業(yè)務(wù)聯(lián)系，同時介紹本公司的發(fā)展情況并了解當?shù)氐氖袌鲂畔?，順便向其推薦鉆石牌勞工鞋（diamond brand working boots） ,寄出最新樣本。請參照上述要求完成操作。第二步：對

3、外報價與還價核算一、教學目的：進行出口價格核算及還價核算二、重點難點：成本、費用、利潤的核算；整合價格的主要因素，準確核算價格三、模擬內(nèi)容： 1出口價格構(gòu)成及表述方法2價格核算，實際操作案例（1）成本核算（2）費用核算（3）利潤核算 （4）綜合運算3發(fā)盤， 實際操作案例4還盤， 實際操作案例四、補充練習1.From Date:March 20,2002To:Your firm has been recommended to us by Mr.James Dickinson,Manager of Seven Stars Co.,with whom we have done business fo

4、r many years.We are Eagle Glassware Supplies Ltd.And now interested in your Pressed Tumbler.Well be glad if you send us a copy of your catalogue and your best quotation on CIF Sydney and FOB basis.Looking forwardLeo duvall按10% 的利潤計算,貨號111 CIF 價 每羅18美圓,FOB價 每羅15.5美圓,4羅一紙箱;貨號 112 CIF價 每羅17.5美圓, FOB價 每

5、羅15.2美圓,5羅一紙箱.初次交易,即期信用證方式付款.有現(xiàn)貨,證到后一個月出運沒問題.保險按常規(guī)保一切險.發(fā)盤有效期5天.目錄航空寄過去.請以上海易青進出口公司外銷員的身份,回復(fù)一份電子郵件.2陶瓷娃娃的采購成本為每打576元人民幣（含17%增值稅），出口退稅率為9%，東鵬公司出口一個20英尺集裝箱陶瓷娃娃的國內(nèi)包干費用總計為3800元人民幣（40英尺集裝箱國內(nèi)包干費為7000元人民幣）；公司內(nèi)部的經(jīng)營管理費用是采購成本的3%。如果客戶出價每打CIFC3%利物浦46.6英鎊,試計算:(1)出口一個20英尺集裝箱能夠獲利多少元人民幣?(2)若公司堅持5%的銷售利潤率,那么其能夠接受的CIFC

6、5%價格應(yīng)為每打多少英鎊?(3)如果匯率變化為1英鎊兌換13.38元人民幣,出口商按客戶價格成交共能獲利多少元人民幣?(4)如果匯率不變,進口商增加訂貨至一個40英尺整箱,在出口退稅率下調(diào)1個百分點的情況下,計算出口商的總利潤額和出口利潤率.(5)若出口商5%的出口利潤率不變,在題(4)條件下,東鵬公司應(yīng)向英國客戶提出的還價為每打多少英鎊?注:匯率:1英鎊兌換13.4元;運價:20英尺貨柜為2180美元,40英尺貨柜為4032美元;投保:按CIF報價的120%投保:費率0.96%.實訓(xùn)二（2課時）與客戶建立業(yè)務(wù)關(guān)系(二)第三步：與客戶磋商交易一、教學目的：使學生掌握基本的討價還價方法及規(guī)則，恰

7、當、合理地進行磋商談判，達到成交目的。二、重點難點：出口交易磋商函件的撰寫三、模擬內(nèi)容：1交易磋商的關(guān)鍵，實際操作案例2出口交易磋商函件的撰寫，實際操作案例四、補充練習1.DDF STATIONERY TRADING COMPANYlMARCH 19,2001lGOLDEN DEER STATIONERY CO.LTD.lDEAR SIRS,lTHANK YOU FOR YOUR SAMPLES OF COLOR PENS.lWE WOULD LIKE TO BRING YOUR ATTENTION TO THE CARDBOARD PACKAGE OF YOUR PRODUCT.THE EX

8、ISTING PACKAGE IF TOO ROUGH AND WEAK.SOMETIMES THE PRINTING BECOMES VERY BLUR.ALTHOUGH THE QUALITY IS GOOD,BUT OWING TO THE POOR PACKING,NO CUSTOMERS ARE WILLING TO BUY AT YOUR HIGH PRICE.SO WO ADVISE YOU CUT YOUR PRICE BY 10% AT THIS TIME AND IMPROVE YOUR PACKING IN FUTURE SO AS TO SUPPORT A HIGHER

9、 PRICE.LOOKING FORWARD TO YOUR EARLY REPLY.YOURS SINCERELY,Francesco Marani請給客戶回函,同意卡紙包裝的貨物降價5%,并推薦鐵盒包裝,其價格比原卡紙包裝報價高1%.2.2002年5月5日收到倫敦客戶 Buttor Korner,ltd.訂單No.與工廠聯(lián)系后獲知有現(xiàn)貨.繕制合同N0.02-B345,采用信用證支付貨款,6月底交貨.15日給國外客戶去函,并隨寄合同,要求會簽.請根據(jù)上述情景,完成最后一部操作第四步驟 達成協(xié)議簽訂出口合同一、教學目的：讓學生核算一筆生意的得與失，從而根據(jù)實際情況總結(jié)經(jīng)驗汲取教訓(xùn)；進行銷售合同

10、的繕制。二、重點難點：成交核算，合同的繕制三、模擬內(nèi)容：1達成協(xié)議的含義及其操作2出口成交函，實際操作案例3出口成交核算，實際操作案例4出口合同的格式與內(nèi)容，實際操作案例四、補充練習1浩成文教進出口公司CIF條件出口英文打字機至馬來西亞，請根據(jù)下列成交資料計算出口商的成交總利潤額為多少元人民幣？利潤率為多少？貨號 數(shù)量單位 金額 成本 包裝尺碼 包裝方式ST990 1200SET 36美元260元56X35X34CM 4ST660 1200SET 39美元305元56X35X34CM 4匯率 保費率 加成率 傭金率 增值稅率 退稅率8.26 0.9% 10% 5% 17% 9%國內(nèi)費用:一個2

11、0英尺集裝箱的國內(nèi)包干費用總額為6870元人民幣;公司的業(yè)務(wù)費用率為購貨成本的1.5%;出口運費為:1320美元/20(1500臺)2根據(jù)往來函電訂立銷貨合同(號碼:02JC9876)seller: Shanghai Yuanda Imp.& Epanyaddress:16th Floor,Dragon Mansion,1088 Liyang Road,Shanghai ChinaTel:86-21-Buyer:yongyuan Corporation,Hong Kongaddress:Rm 1008-1011,Office Tower,Convention Plaza, 1 Harbour

12、Road,Wanchai,H.K.Tel:852-2519-2334 Fax:852-2519-23335-8-2001(I)RE:CHINESE RICE F.A.Q.BROKEN GRAINS (MAX.)20%ADMIXTURE(MAX.)0.2%MOISTURE(MAX)10%SPECIFICATION:50KG PER GUNNY(NEW)MORE OR LESS 5% IN QUANTITYIN JULY 2002 SAMPLE OF CHINA RICE RECEIVED QUALITY TESTED OK 1000 TONS NEEDED PLS INFORM CIFC3 SI

13、NGAPORE PAYMENT BY D/P AT 30 DAYS SIGHT.10-8-2001(O)RE YTLX DD5/8 CHINA RICE OFFER FIRM VALID 17TH HERE 1000 TONS CIFC3 SINGAPORE USD380/TON PAYMENT BY IRREVOCABLE SIGHT L/C SHIPMENT WITHIN 30DAYS AFTER RECEIPT RELEVANT L/C B.RGDS15-8-2001(I)TKS FOR YTLX 10/8 YOUR PRICE UNACCEPTABLE 1000TONS DECEMBE

14、R 500TONS JANUARY RESPECTIVELY AT USD350/TON L/C AT 30 DAYS SIGHT.20-8-2001(O)YTLX DD 15/8 NOTED N TKS VR IN A POSITION TO ACCEPT PRC AT USD 370/TON CIFC3 SINGAPORE L/C AT SIGHT23-8-2001(I)PLS LOWER YOUR PRC TO USD360/TON L.C AFTER 30 DAYS 2000TONS EQUAL LOTS DEC/JAN25-8-2001(O)YTLX DD 23/8 NOTED YO

15、UR PRICE ACCEPTED L/C AT SIGHT26-8-2001(I)YTLX DD 25/8 NOTED V CFM CHINA RICE SAME AS SAMPLE AT USD360/TONCIFC3 SINGAPORE 2000TONS EQUAL LOTS DEC/JAN PLS RUSH S/C FOR OPEN L/C.27-8-2001(O)YTLX DD 26/8 NOTED TO ESTABLISH BIZ WZ U V CFM CHINA RICE SAME AS SAMPLE CIFC3 SINGAPORE USD 360/TON 2000TONS EQ

16、UAL LOTS DEC/JAN IRREVOCABLE SIGHT L.C REACH US NOT LATER THAN 15TH OCTOBER.S/C AIRMAILED U AND OUR BANK COMMUNICATION BANK SHANGHAI ADD.200 JIANG XI ZHONG RD PLS RUSH LC ASAP28-9-2001(I)WE NTE THE ADDRESS OF YR BANK TKS PLS UNDERSTAND OUR L.C TO BE OPENED BY GOLD DEER CORPORATION., NO.4,JALAN PISAN

17、G,SINGAPORE.實訓(xùn)三（2課時）審核修改信用證一、教學目的：按信用證業(yè)務(wù)流程進行操作，開證、審證、改證。 二、重點難點：信用證操作流程，審證、改證三、模擬內(nèi)容：1結(jié)算方法2結(jié)算方式3信用證的含義4信用證結(jié)算程序5買方開證申請6信用證的內(nèi)容7信用證的審核8改證實務(wù)9改證函注意事項四、補充練習1信用證條款翻譯（1）.AVAILABLE BY BENEFICIARYS DRAFTS AT SIGHT TOGETHER WITH THE FOLLOWING DOCUMENTS BEARING OUR CREDIT NUMBER.（2）FULL SET OF CLEAN ON BOARD OCE

18、AN BILLS OF LADING MAKE OUT TO SHIPPPERS ORDER,ENDORSED TO THE ORDER OF BANK OF CHINA SINGAPORE BRANCH MARKED FREIGHT PREPAID AND NOTIFY THE ABOVE APPLICANT.（3）DRAFTS DRAWN UNDER THIS CREDIT MUST BE PRESENTED FOR NEGOTIATION IN CHINA ON OR BEFORE 30TH AUGUST 2001.2今天我去北京出差,下周一回來.NALABILU BANK HONGKO

19、NG BRANCH 開來的信用證NO.MBO953我已審核過,問題如下:（1）按合同規(guī)定應(yīng)為空運,但信用證卻要求提交海運提單.（2）來證要求提交廠商證明,但芒果是農(nóng)產(chǎn)品,不可能有.（3）證中禁止分批,應(yīng)允許分批.（4）初次交易,但證未按合同要求由一流銀行加保.請?zhí)嫖医oFULI TRADING CO.,LTD.寫封信,要求改證.謝謝! 李煜2002年8月21日試根據(jù)上述要求寫改證函.實訓(xùn)四（2課時）制單結(jié)匯一、教學目的： 制作各種結(jié)匯單據(jù)二、重點難點：發(fā)票、保險單、產(chǎn)地證的繕制；內(nèi)部流轉(zhuǎn)單據(jù)的繕制三、模擬內(nèi)容： 1裝船通知與準備單據(jù)2制單要求及常見議付單據(jù)3主要議付單據(jù)的繕制四、補充練習請根據(jù)貨

20、物明細單和信用證制作全套議付單據(jù)。貨物明細表商品名稱：BOBBINGHEAD DOLL貨號數(shù)量單價包裝方式件數(shù)包裝種類毛重凈重尺碼GT5335332DZUSD6.50483CTN14.0KGS12.0KGS65X50X50CMGP2331268DZUSD8.40467CTN16.4KGS14.4KGS65X50X50CMGT6982500DZUSD7.925100CTN23.0KGS19.2KGS65X50X50CMGW4358600DZUSD9.405120CTN21.0KGS17.4KGS65X50X50CM合同號碼：97HJ-007 合同日期：5-DEC-96 裝運標志：T.E.I./B

21、OSTON/C/NO.1-137/MADE IN CHINA發(fā)票號碼：97HJINV-007 發(fā)票日期：27-JAN-97裝運船名：HANJING HE 航次：V5233提單號碼：97COS22321 裝船日期：02-FEB-97提單日期：02-FEB-97 保單號碼：97PC保險代理：THE PEOPLES INSURANCE COMPANY OF CHINA HONGKONG BRANCH 6-7F SUIAN BUILDING,CERTRAL H.K.THE HONGKONG AND SHANGHAI BANKING CORPORATION LTDINCORPORATED IN HONG

22、KONG LIMITED LIABILITY CENTRAL MARKET OFFICE128-140 QUEENS ROAD CENTRAL,G/F.,V HEUN BUILDING HONG KONG DATE OF ISSUE: 2 JANUARY 1997IRREVOCABLE DOCUMENTARY CREDIT NUMBER:CMKBENEFICIARY:SHANGHAI BAO LI IMPORT & EXPORT CO., LTD817 DA MING RD EAST SHANGHAIAPPLICANT:HYCO INDUSTRIES LTD 1204-6 SINCERE BL

23、DG 84-86 CONNAUGHT ROADCENTRAL HONG KONGADVISING BANK:HONG KONG AND SHANGHAI BKG CORP LTDP O BOX 151 YUAN MING YUAN ROAD 此證限制上海匯豐銀行議付SHANGHAI CHINAAMUNT:USD 14009.20U S DOLLARS FOURTEEN THOUSAND AND NINE 20/100 ONLYPARTIAL SHIPMENTS:NOT ALLOWEDTRANSHIPMENT:NOT ALLOWED 此證在匯豐銀行DATE AND PLACE OF EXPIRY

24、:25-FEB-97 CHINA 打包貸款項下議付SHIPMENT FROM ANDY CHINA PORTS TO HONG KONGLATEST:15 FEBRUARY 1997CREDIT AVAILABLE WITH:HONGKONG AND SHANGHAI BKG CORP LTD SHANGHAI OFFICE CHINA BY NEGOTIATION DRAFTS TO BE DRAWN AT SIGHT FOR FULL INVOICE VALUE OF GOODS DRAWN ON US DOCUMENTS REQUIRED:-INVOICE IN TRIPLICATE-P

25、ACKING LIST AND WEIGHT LIST IN TRIPLICATE-FULL SET ORIGINAL CLEAN ON BOARD OCEAN BILLS OF LADING MADE OUT TO SHIPPERS ORDER,ENDORSED IN BLANK MARKED FREIGHT PREPAID AND NOTIFYAPPLICANT WITH FULL ADDRESS MENTIONING THIS CREDIT NUMBER-INSURANCE POLICY IN DUPLICATE FOR FULL CIF VALUE PLUS 10 PERCENT CO

26、VERING OCEAN MARINE CARGO CLAUSES ALL RISKS(INCLUDING WAREHOUSE TO WAREHOUSE CLAUSES )AND WAR RISKS CLAUSES(1/1/1981) OF THE PEOPLESINSURANCE COMPANY OF CHINA AND STATING CLAIMS PAYABLE IN HONG KONGIN THE CURRENCY OF THE DRAFT.-BENEFICIARY TO TELEX APPLICANT WITHIN 2 DAYS AFTER SHIPMENT ADVISINGFULL

27、 SHIPMENT DETAILS AND A COPY OF TELEX TO THIS EFFECT REQUIRED-BENEFICIARYS CERTIFICATE CERTIFYING THAT ONE COMPLETE SET OF NON-NEGOTIABLE SHIPPING DOCUMENTS HAS BEEN SENT DIRECT TO APPLICANT BY EXPRESS AIRMAIL WITHIN 2 DANY AFTER SHIPMENTGOODS :1700 DOZEN BOBBING HEAD DOLL 26 TEAMS ASSTDAS PER BENEF

28、ICIARYS S/C NO.97HJ-007 AND APPLICANTS P/O NO.T2254CIF HONG KONGDOCUMENTS TO BE PRESENTED WITHIN 10 DANY AFTER THE ISSUANCE OF THESHIPPING DOCUMENTS BUT WITHIN THE VALIDITY OF THE CREDIT.ADDITIONAL CONDITIONS:BILLS OF LADING MUST BE EVIDENCING SHIPMENT EFFECTED BY FULL CONTAINERLOAD (3X20 CONTAINER)

29、.SHIPPING MARKS:T.E.I./BOSTON/C/NO./MADE IN CHINAAT THE TIME OF NEGOTIATION,THE NEGOTIATING BANK WILL PAY YOU THE AMOUNT OF THE DRAFT LESS USD10.00 BEING REIMBURSING BANKS CHARGESCHARGES:ALL YOUR BANKING CHARGES OUTSIDE HONGKONG INCLUDINGADVISING,NEGOTIATION COMMISSION AND REIMBURSING BANKS FEE ARE

30、FORACCOUNT OF BENEFICIARY.A FEE OF USD20.00 (OR EQUIVALENT) WILL BE CHARGED BY US IF DOCUMENTS CONTAINING DISCREPANCIES ARE PRESENTEDWHICH REQUIRE OUR OBTAINING ACCEPTANCE FROM OUR CUSTOMER.THE FEEWILL BE PAYABLE BY THE BENEFICIARY EVEN WHERE THE CREDIT TERMS INDICATE THAT SOME OR ALL CHARGES ARE FO

31、R THE ACCUNT OF OUR CUSTOMER.BANKS CLAIMING AUTOMATIC REIMBURSEMENT MUST DEDUCT THE ABOVECHARGE FROM THEIR CLAIM,IF APROPRIATE.INSTRUCTIONS TO NEGOTIATING BANK:ON RECEIPT OF DOCUMENTS IN HONGKONG CONFORMING TO THE TERMS OF THIS DOCUMENTARY CREDIT WE UNDERTAKE TO REIMBURSE YOU IN THE CURRENCY OF THIS

32、 DOCUMENTARY CREDIT IN ACCORDANCE WITH YOURINSTRUCTIONS.NEGOTIATING BANKS DISCOUNT AND /OR INTEREST,IF ANY,PRIOR TO REIMBURSEMENT BY US ARE FOR ACCOUNT OF BENEFICIARY.ALL DOCUMENTS ARE TO BE DESPATCHED IN TWO SETS BY CONSECUTIVEAIRMAILS TO THE HONG KONG AND SHANGHAI BANKING CORPORATION LTDCENTRAL MA

33、RKET OFFICE,HONG KONG.WE HEREBY ENGAGE WITH DRAWERS AND /OR BONA FIDE HOLDERS THATDRAFTS DRAWN ANDNEGOTIATED IN CONFORMITY WITH ALL THE TERMS OFTHIS CREDIT WILL BE DULY HONOURED ON PRESENTATION,SO LONG AS THEREHAS BEEN STRICT COMPLIANCE WITH ALL THE TERMS AND CONDITIONS(INCLUDING SPECIAL CONDITIONS) OF THIS CREDIT,SAVE TO THE EXTENTTHAT THE SAME HAVE BEEN AMENDED IN WRITING AND SIGNED ON OUR BEHALFDOCUMENTARY EVIDENCE WILL BE REQUIR