外貿(mào)函電與單證實訓教程Chapter 3 Practice 1

ChapterThree

CasesUnderD/PPaymentTerms

外貿(mào)函電與單證實訓教程

PracticeOne:D/P+FOBCase

Objective

Requirements

Steps

Introduction

Practice

ObjectiveTheobjectiveistoenablestudentstobefamiliarwiththeexportproceduresusingFOBandD/P,andtomastertheskillstofillintheblanksintherelatedcorrespondence,salesconfirmationandtherelatedexportdocumentationaccordingtothegiveninformation.

Requirements

1.ToknowwellabouttheproceduresofD/PandobligationsoftheSellerandBuyerunderFOBpriceterms.2.Toknowwellaboutthebusinessletterwritingine-mailandfullblockformats.3.Tomasterthephrasesandexpressionsfrequentlyusedinbusinessletterwriting,payingattentiontothewritingskillofaskingtheexportertocoverinsuranceonbehalfofimporter.4.Tomasterthedrawingofthesalesconfirmation.5.Tomastertheexportdocumentationaccordingtothegiveninformation,payattentiontotheCollectionOrder.Steps

1.ToreviewthepaymentproceduresofD/PandobligationsoftheSellerandBuyerunderFOBpriceterms.2.Toreadandunderstandthegivenbusinesstransactionbackground.3.TosumupthemainpointsinbusinessletterwritingaccordingtoMindMap1.4.TofinishthebusinesslettersaccordingtothegivenChinese.5.Todrawupthesalesconfirmation.6.Tofillouttherelatedexportdocumentation,payattentiontotheCollectionOrder.7.Toanswerthequestions.8.Toevaluateyourself.Introduction本節(jié)實訓是用FOB方式成交以及用D/P付款方式的外貿(mào)出口案例。信函內(nèi)容涵蓋了詢盤、報盤、還盤、交易的達成、裝運后情況；涉及到的合約或單據(jù)有銷售確認書、托收委托書、商業(yè)發(fā)票、裝箱單、保險單、裝船通知、海運提單等。要求學生將信函內(nèi)容填空，并根據(jù)信函信息填寫合約和單據(jù)。托收的特點

跟單托收的申請

(1)向銀行提交《出口托收申請書》一式兩聯(lián)。(2)全套托收單據(jù)托收的特點（1）托收屬于商業(yè)信用，銀行辦理托收業(yè)務時，即沒有檢查貨運單據(jù)正確與否或是否完整的義務，也沒有承擔付款人必須付款的責任。托收雖然是通過銀行辦理，但銀行只是作為出口人的受托人行事，并沒有承擔付款的責任，進口人不付款與銀行無關。出口人向進口人收取貨款靠的仍是進口人的商業(yè)信用。如果遭到進口人拒絕付款，除非另外有規(guī)定，銀行沒有代管貨物的義務，出口人仍然應該關心貨物的安全，直到對方付清貨款為止；（2）托收對出口人的風險較大，D/A比D/P的風險更大。跟單托收方式是出口人先發(fā)貨，后收取貨款，因此對出口人來說風險較大。進口人付款靠的是他的商業(yè)信譽，如果進口人破產(chǎn)倒閉，喪失付款能力，或貨物發(fā)運后進口地貨物價格下跌，進口人借故拒不付款，或進口人事先沒有領到進口許可證，或沒有申請到外匯，被禁止進口或無力支付外匯等，出口人不但無法按時收回貨款，還可能造成貨款兩空的損失。如果貨物已經(jīng)到達進口地，進口人借故不付款，出口人還要承擔貨物在目的地的提貨、存?zhèn)}、保險費用和可能變質(zhì)、短量、短重的風險，如果貨物轉(zhuǎn)售它地，會產(chǎn)生數(shù)量與價格上的損失，如果貨物轉(zhuǎn)售不出去，出口人就要承擔貨物運回本國的費用以及承擔可能因為存儲時間過長被當?shù)卣v賣的損失等。雖然，上述損失出口人有權向進口人索賠，但在實踐中，在進口人已經(jīng)破產(chǎn)或逃之夭夭的情況下，出口人即使可以追回一些賠償，也難以彌補全部損失。盡管如此，在當今國際市場出口日益競爭激烈的情況下，出口人為了推銷商品占領市場，有時也不得不采用托收方式。如果對方進口人信譽較好，出口人在國外又有自己的辦事機構，則風險可以相對小一些；（3）托收對進口人比較有利，可以免去開證的手續(xù)以及預付押金，還有可以預借貨物的便利。當然托收對進口人也不是沒有一點風險。如，進口人付款后才取得貨運單據(jù)，領取貨物，如果發(fā)現(xiàn)貨物與合同規(guī)定不符，或者根本就是假的，也會因此而蒙受損失，但總的來說，托收對進口人比較有利。Practice3.Businessnegotiation6.QuestionsPractice

2.Preparationforbusiness4.ExportDocumentation5.Lettersaftershipment

7.Self-evaluation1.Warming-up1.Warming-upD/Patsight流程圖2PreparationforbusinessInformationabouttheexporterandimporter

Backgroundinformationforbusiness

2Preparationforbusiness

2.12.22Preparationforbusiness2.1Informationabouttheexporterandimporter

2.1.1Exporter’snameandaddress

中原進出口公司ZHONGYUANIMPORT&EXPORTCORPORATION中國河北省秦皇島莊市外貿(mào)西路179號NO.179,WESTENTRADINGROADQINHUANGDAOHEBEI,CHINATelax:0335-50869E-mail:ZHONGYUAN@126.comSalesRepresentative:DonTorend2.1.2Importer’snameandaddressWAKAYAMACO.,LTD.NO.777KOOTOMAOCHUWAKAYAMA-CITYJAPANTel:(073)435-1010.Fax:(073)435-1252E-mail:WAKAYAMA@SalesRepresentative:

:AoyamaNanae

2Preparationforbusiness

2.2Backgroundinformationforbusiness

Thetwocompanieshaveestablishedlong-termrelationship.OnJuly12,2009WAKAYAMACO.,LTDplacedanorderfor1000.00M/TchestnutandproposedtermsofpaymentasD/P,whileZHONGYUANIMPORT&EXPORTCORPORATIONpreferredL/C.153.BusinessNegotiation3.1Sumupthemainpointsofbusinessletters3.2Fillouttheletters3.BusinessNegotiation

3.1SumupthemainpointsofbusinesslettersonMindMap1.

3.2Filloutthelettersaccordingtothegiveninformation,andpayattentiontotheusefulpatterns.

3.BusinessNegotiationletterletterletterletterletter7.

Importeraskedexportertocoverinsurance

5.Acceptance

1.

Inquiry2.Offer

3.Counter-offer

.letter4.

Counteroffer

letter6.

SendingSalesConfirmationletter8.Replytotheabove

1)

Inquiry

3.BusinessNegotiationMainpointsTranslationletter1)InquiryTo:ZHONGYUAN@126.com

Subject:OrderforChestnutFrom:WAKAYAMA@WAKAYAMACO.,LTD.NO.777KOOTOMAOCHUWAKAYAMA-CITYJAPANJuly12,2009MR.DONTORENDSALESDEPARTMENTZHONGYUANIMPORT&EXPORTCORPORATION NO.179,WESTENTRADINGROADQINHUANGDAOHEBEI,CHINA

DearMr.DonTorend，

（在過去的3年里，我們一直從事各種農(nóng)產(chǎn)品的交易),suchaspolishedrice,corns,potatoes,andwearepleasedtotellyouthatwefeel

gladtohaveyouasourcustomersince

（我們的業(yè)務發(fā)展的很好）.Wehavebeeninthetransactionofallkindsofagricultural

ourbusinessgrowsverywell

productsin

thepastthreeyearsNowwewishtoplacewithyouanorderfor1000M/Tsofchestnut,whichisnewgoodsforus,（我方市場對栗子需求不斷增加）.

asthedemandofchestnutisincreasinginourmarket

(請發(fā)送給我方詳細的信息并報給我方價格和其它條件).

Wethankfor

(你方給我方的支持)inthepastyears.Yourfavorablereplyasusualwouldbeappreciated.

Yoursfaithfully,

AoyamaNanae

yoursupport

Pleasesendthedetailedinformationandquoteusyourprice

and

otherterms1)InquiryTranslation收件人：ZHONGYUAN@126.com主題：板栗訂單發(fā)件人：WAKAYAMA@日本和歌山市KOOTOMAOCHU777號和歌山有限公司中國河北秦皇島維斯頓貿(mào)易大街179號中原進出口公司銷售部唐先生

唐先生：在過去的3年里，我們一直從事各種農(nóng)產(chǎn)品的交易,如精米，玉米，土豆等。很高興我們的業(yè)務發(fā)展的很好也很榮幸有你這樣一位老客戶?，F(xiàn)由于我方市場對栗子需求不斷增加，我們想訂購1000公噸栗子的新產(chǎn)品。請發(fā)送給我方詳細的信息并報給我方價格和其它條件。感謝貴方一直以來給我方的支持，期待佳音。奧亞馬·娜娜謹啟2009年7月12日1）Enquiry

1.Intentionofwritingtheletterandthespecificgoodsyouwanttopurchase2.Invitingaquotationandotherrequirements3.Expectationforreply2）Offer

3.BusinessNegotiationMainpointsTranslationletter2）Offer

July15,2009DearAoyamaNanae,ThankyouforyourletterdatedJuly12,2009andweappreciateyourintentionto

(在貴國擴展我們的栗子的銷售).Weareenclosingour

(報價單)ofchestnut

(供你方參考).Asyouwillknow,themaintermsareasfollows:promotethesalesofourchestnutinyourcountrysheet

onlyforyourreference

quotation1.Commodity&SpecificationandunitpricesQuantity

ChestnutgradeIJPY295118perM/T300

M/T

ChestnutgradeIIJPY275118perM/T500M/TChestnutgradeIIIJPY255118perM/T200M/T2.PRICETERM:FOB

QINHUANGDAO3.PACKING:tobepackedinbags,0.08kgs/bag4.SHIPMENT:duringOctober,2009,

(允許分批裝運，不許轉(zhuǎn)運).5.PAYMENT:byconfirmed,irrevocableL/Cpayablebydraftatsight.

(以上所報的價格是我們能報的最低價).Ourproductswillcompetewellwithothercompany’sbecauseofoursuperiorquality.

(因為需求不斷增長以及價格上揚),weurgeyoutomakeyourdecisionasearlyaspossible.Yours,Mr.DonTorendTransshipmentprohibitedThepriceswequotedabovearethelowestweareabletoofferrisingandprices

areboundtogoup

SincedemandisPartialShipmentallowed.2）ReplytotheInquiry

Translation奧亞馬·娜娜：謝謝你2009年7月12日的來信，同時感謝你方欲在你國家擴展我們的栗子的銷售的意向。我們隨函附寄板栗報價單，僅供參考，主要條款如下：

1.商品及規(guī)格和單位價格，數(shù)量一級板栗每噸日元295118，300公噸二級板栗每噸日元275118，500公噸三級板栗每噸日元255118，200公噸2.價格條款：FOB秦皇島3.包裝：用袋裝4.裝運：2009年10月期間，允許分批，禁止轉(zhuǎn)運。5.付款方式：憑保兌，不可撤銷的信用證，見票即付。以上所報的價格是我們能報的最低價，我們的產(chǎn)品質(zhì)量上乘，可與其他公司產(chǎn)品媲美。由于需求不斷增長以及價格上楊，我們敦促您盡快作出決定。唐先生謹啟2009年7月15日2）Offer1.Confirmingtheenquiry2.Statingthedetailsoftheoffer(name,price,quality,shipment,validperiod)3.Suggestionofacceptance4.Expectationofearlyreply

3）Counteroffer

3.BusinessNegotiationMainpointsTranslationletter3）Counteroffer

July20,2009

DearMr.DonTorend,WeacknowledgedthereceiptofyourletterdatedJuly15,2009.Aftercheckingthequotationsheet,wearesatisfiedwithitbutregardingthetermsofpayment,

__

(我們慣常的做法是以保兌的不可撤銷的即期信用證支付).However,paymentbyL/Coften

(占用我們的資金)andcostsusmore.ofconfirmed,

irrevocableL/Cpayablebydraftatsight

tiesupourmoney

Itisusualpracticethatwedealbythepayment(無疑這給我方帶來很多不便之處).Sowewouldliketohaveanotherwayofpayment,sayD/A.(提前謝謝你方的合作，也相信你方將會完全滿意此次的交易).Yours,AoyamaNanae

Thankyouinadvanceforyourcooperationandtrustthat

thebusinesswillturnouttobefullysatisfactorytoyou

Itisnodoubtthatitbringsussomuchinconvenience

3）Counteroffer

Translation

唐先生：2009年7月15日來信收訖，審閱報價單以后，除了付款條件，我們對其他條款感到滿意。我們慣常的做法是以保兌的不可撤銷的即期信用證支付。但這種不可撤銷的即期信用證支付方式占用我們的資金，并且提高了我們的成本。無疑這給我方帶來很多不便之處。因此，我們希望用另一種付款方式，比如D/A。提前謝謝你方的合作，也相信你方將會完全滿意此次的交易。奧亞馬·娜娜謹啟2009年7月20日3）Counteroffer

1.Confirmingtheoffer2.Decliningtheofferandgivingthereasons3.Counter-offerontermsofpayment(D/A)4.Expectationofreply

4）Counteroffer

3.BusinessNegotiationMainpointsTranslationletter4）Counteroffer

July25,2009DearAoyamaNanae,WearegladtohearfromyourletterofJuly20,2009thatyouaresatisfiedwithpriceandquality.(但遺憾的是，我方不能接受你方承兌交單的付款要求).Asarule,weaskforpaymentbyL/C.Butmuchtoourregret,weareunabletoconsideryourrequestforpaymentonD/Aterms

But,(鑒于我們友好的關系),wewill,(作為特殊的例子接受你方付款交單的付款方式).Inotherwordswewill(向你方開出)by(即期跟單匯票),throughourbankoncollectionbasis,ratherthanbyL/C.Wehopetheabovepaymenttermswillbeacceptabletoyouandexpecttoreceiveyourorder

(及時地).Welookforwardtoyourearlyreply.Sincerely,Mr.DonTorendinviewofourfriendlyrelationsasanexceptionalcase,acceptpaymentdrawonyousightdocumentarydraftinduecourseforyourorderonD/Pbasis4）Counteroffer

Translation奧亞馬·娜娜：很高興從2009年7月20日日的信函中獲悉你方對我方產(chǎn)品的價格和質(zhì)量都感到滿意。但遺憾的是，我方不能接受你方承兌交單的付款要求。作為慣例，我們通常接受信用證支付方式，但是鑒于我們友好的關系，我方將作為特殊的例子接受你方付款交單的付款方式。也就是說我方將通過我方銀行向你方開出即期跟單匯票，不用信用證。希望你方可接受上述支付條款并及時地下訂單。期待早日收到貴方的回復。唐先生謹啟2009年7月25日4）Counteroffer

1.Confirmingtheoffer2.Decliningtheofferandgivingthereasons3.Counter-offerontermsofpayment(D/P)4.Expectationofreply5)Acceptance3.BusinessNegotiationMainpointsTranslationletter5)Acceptance

July28,2009DearMr.DonTorend，WeareinreceiptofyourletterofJuly25,2009.HavingstudiedyoursuggestionforpaymentbyD/Patsight,wewillacceptit.(謝謝你方的理解和照顧).Enclosepleasefindourordersheet.（如同意此訂單，請盡快寄來銷售確認書).Lookingforyourfavorablenews.Yourssincerely,AoyamaNanaeThankyouforyourunderstandingandaccommodationIfyouagreewithit,pleasesendustheSaleConfirmationassoonaspossible5)AcceptanceTranslation唐先生：你方2009年7月25日信函已收悉?？紤]你方的即期付款交單的付款方式建議后，覺得此建議可行。謝謝你方的理解和照顧。隨函附上我們的訂購單一份，如同意此訂單，請盡快寄來銷售確認書。期待你方佳音。奧亞馬·娜娜謹啟

2009年7月28日5)Acceptance1.Confirmingtheletter2.AcceptingalltermsandaskingforSalesConfirmation.3.Expectationofreply6)SendingSalesConfirmation3.BusinessNegotiationMainpointsTranslationletter6)SendingSalesConfirmationAugust1,2009DearAoyamaNanae,WeacknowledgedreceiptofyourletterofJuly28,2009andtheenclosedordersheet.

（很高興確認你方的訂單，現(xiàn)向你方發(fā)送TMFC00-22-01號銷售確認書一式兩份，請簽退一份供我方存檔).Yourearlyreplywouldbeappreciated.Yoursfaithfully,DonTorendEnclosed：SalesConfirmation

WearepleasedtoconfirmtheaboveorderfromyouandaresendingyouourSalesConfirmationNo.TMFC00-22-01induplicate,onecopyofwhichistobecountersignedandreturnedforourfileSalesConfirmationAnswerofSalesConfirmation6)SendingSalesConfirmationTranslation奧亞馬·娜娜：感謝貴方28日來函和寄來的訂購單。很高興確認你方的訂單，現(xiàn)向你方發(fā)送TMFC00-22-01號銷售確認書一式兩份，請會簽后退一份供我方存檔。如能盡快回復，不勝感激。唐先生謹啟2009年8月1日附件：銷售確認書（略）6)SendingSalesConfirmation1.Confirmingtheletter2.Confirmingthebusinessagreement3.Requestingthecounter-signature4.Expectationofreply7)Importeraskedexportertocoverinsurance

3.BusinessNegotiationMainpointsTranslationletter7)Importerasksexportertocoverinsurance

August10,2009DearMr.DonTorend,Re:S/CNo.TMFC00-22-01andInsuranceWe(很高興收到標題項下銷售確認書),andnowencloseonecopywithourcounter-signatureforyourfile.Asweknow,(此交易是按FOB成交),anditisourresponsibilitytocovertheinsurance.acknowledgedthereceiptofthecaptionedS/CwiththanksthisbusinesswasconcludedonFOBbasisBut(我方希望貴方在當?shù)貙Υ素浳锿侗?,andweshallbepleasedifyoukindlyarrangetoinsurethesame(代表我方按發(fā)票金額的110%投保平安險).Weshallofcourserefundthepremiumtoyou(收到貴方的收款清單，我方)or,ifyoulike,youmaydrawonusatsightforthesame.

wenowdesiretohavetheconsignmentinsuredatF.P.Afor110%ofinvoicevalueuponreceiptofyourdebitnoteonourbehalfagainstyourendWesincerelyhopethatourrequestwillmeetwithyourapproval.YoursfaithfullyAoyamaNanae7)Importerasksexportertocoverinsurance

Translation唐先生：

事由：TMFC00-22-01No.銷售確認書和保險事宜我方很很高興收到標題項下銷售確認書，現(xiàn)退回一份會簽好的給貴方，以便貴方存檔。貴我雙方都知道，此筆交易按FOB成交，辦理保險事宜是我方責任。但我方希望貴方在當?shù)貙ω浳锿侗?，如蒙貴方代表我方按發(fā)票金額的110%投保平安險，我方將倍感高興。當然，一收到貴方的收款清單，我方將向貴方付清保費。若貴方愿意，也可向我方即期提取相同的金額。衷心希望貴方能滿足我方的要求。奧亞馬·娜娜

2009年8月10日7)Importerasksexportertocoverinsurance

1.Counter-signingandreturningS/C2.Askingexportertocoverinsuranceonbehalfofimporter3.Premium4.Cooperation8)Replytotheabove

3.BusinessNegotiationMainpointsTranslationletter8)Replytotheabove

August20,2009DearAoyamaNanae,Yourletteraskingustocoverinsuranceforyouhasbeenconfirmedbyus.

Wearegladtoinformyouthattonsof

chestnutfor110%oftheinvoicevalueagainstF.P.A.we’vecoveredinsurancewithPeople’sInsuranceCompanyofChinaonthe1000metricat

therateof5%(我們已與中國人民保險公司將1000公噸板栗按發(fā)票金額的110%投保平安險，保險費用為0.5%).Debitnoteforthepremiumareenclosed.Bytheway,wewillshiptheconsignmentonboardperS.S.“Nellore”.Mr.DonTorend8)Replytotheabove

Translation

奧亞馬·娜娜：貴方要求我方幫忙辦理投保事宜的信函已得到我方確認。我方很高興地告知貴方我們已與中國人民保險公司將1

000公噸板栗按發(fā)票金額的110%投保平安險，保險費用為0.5%。隨函附上保費的收款清單。順便通知一聲，我方打算通過“Nellore”號輪裝運此批貨物。唐先生2009年8月20日8)Replytotheabove

1.Confirmingtheletter2.Coveringinsurance3.Debitnoteforpremium4.ExportDocumentation

4.1CollectionOrder4.2CommercialInvoice4.3PackingList

4.4InsurancePolicy

4.5BillofLading

4.6BillofExchange

4.ExportDocumentationCollectionOrderAnswerof

CollectionOrder

4.1Collection

Order—DonTorendappliedforitonOctober8,2009.4.ExportDocumentationCommercialInvoiceAnswerof

CommercialInvoice4.2CommercialInvoice—DonTorendissueditonOctober12,2009.

4.ExportDocumentationPackingListAnswerof

PackingList

4.3PackingList—DonTorendissueditonOctober12,2009.

4.ExportDocumentationInsurancePolicyAnswerof

InsurancePolicy

4.4InsurancePolicy

—

DonTorendgotitbackonOctober18,2009.(Freight:JPY2240947.23)

4.ExportDocumentationBillofLadingAnswerof

BillofLading

4.5BillofLading—DonTorendgotitbackonOctober20,2009.4.ExportDocumentationBillofExchangeAnswerof

BillofExchange

4.6BillofExchange—DonTorendissueditonOctober22,2009.

5.Lettersaftershipment5.1Letter15.2Letter25.1Letter15.LettersaftershipmentTranslationletter5.1

Letter1

DearDonTorend,Wearepleasedtotellyouthattheorderofchestnuthasbeenexecutedperfectlysofar.TodayweshippedtheaboveconsignmentonboardS.S.“Nellore”whichsailsforyourportnextmonth.Wehavealreadyappliedforcollectionandissueasightdrafttogetherwithonesetoforiginaldocumentsthroughourbank.Onceyoumakethepayment,youcangetallthedocumentsfromyourbank.Enclosedpleasefindonesetoftheshippingdocumentscoveringthisconsignment,asfollows:1)OnecopyofnonnegotiableB/L2)OnecopyofInvoice3)OnecopyofPackingList4)OnecopyofInsurancePolicy

Wearegladtohavefilledyourordersmoothlyandtrustthatthegoodswillreachyouintimetomeetyoururgentneedandthatitwillturnouttoyourcompletesatisfacti