世格外贸单证教学答案(54页).doc

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1、-世格外贸单证教学答案Dear Sirs,Having obtained your name and address from the Internet, we learned that you are handling the import and export of canned goods. And now we are writing to you to establish long-term trade relations.We have been importers of canned goods for many years and enjoyed high reputation

2、 in our country. At present, we are interested in your products and will appreciate it if you could send us your latest catalogues and quotations.If the prices are in line and the time of shipment is acceptable, we trust important business will be closed.Yours faithfully,2艾格实业有限公司是一家玩具生产厂商，其生产的玩具款式新

3、颖，质量上乘，深受广大客户欢迎。公司有自己的设计部门，能按照客户的要求进行生产。2005年10月9日，公司在网上找到了南京世联贸易有限公司求购大量毛绒玩具的信息，请你以业务员张平的身份，给南京世联贸易有限公司的朱军经理写一封建立业务关系的信函。答案：To: 南京世联贸易有限公司 DATE: 2005/10/9ATTN: 朱军经理 FROM: 张平您好！我们从网上看到了贵公司的资料，得知贵公司正大量求购毛绒玩具。我司艾格实业有限公司，正好是一家专业的玩具生产厂商，有自己的设计部门，能按照客户的要求进行生产。我公司生产的玩具款式新颖，质量上乘，深受广大客户欢迎。希望能与贵司建立起长期的合作关系，盼

4、来函询价。盼复为感！谢谢！3加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2005年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。回国后经过市场调查，Joe Brown先生于2005年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为cathy

5、。答案：To: cathyDate: Oct 11, 2005 Subject: HelloDear Ms. Cathy Lee,We are glad to inform you that we are interested in your hand-made gloves. There is a steady demand here for gloves of high quality and, although sales are not particularly high, good prices can be obtained.Will you please send us a co

6、py of your catalogue for gloves, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of which the gloves are made.We are looking forward to your early reply.Yours sincerely,Carters Trading Company, LLCJoe Brown4. 吉辰服装进出口公司是一家快速发展的私营外贸公司，成

7、立于1997年，主要经营各类服装，特别是出口的牛仔裤，因时尚的外观设计和优秀的品质深受广大海外客户的欢迎，产品远销到欧洲、中东和北美地区。2005年10月6日，公司因国外客户需要，在国内寻找合适的牛仔裤生产厂商。请你以出口部业务员李兵的身份，给在网上找到的鹏飞制衣厂的王勇厂长写一封就男式靴式牛仔裤询盘的信函。答案：您好！我们是一家成立于1997年的外贸公司吉辰服装进出口公司，主要经营各类服装，产品远销到欧洲、中东和北美地区。我们在网上找到了贵厂的资料，得知贵厂专门生产牛仔裤。我们对贵厂的男式靴式牛仔裤很感兴趣，贵厂能否提供产品的详细资料给我们，包括颜色和价格，并给我们提供不同颜色的男式靴式牛仔

8、裤样品，以便我们能对你方商品的质量和价格有所了解。如果你们的价格和质量有吸引力，我们将下大量订单。我们期盼尽早得到你们的答复。谢谢！5. 敬启者：根据你方10月16日来函要求，我方现发盘如下，以你们在11月1日以前复到有效。2000条货号为MS1201的男式睡裤(MENS DORM PANT)，每条11美元CIF多伦多，要求以不可撤销的即期信用证支付，12月份装运。由于我们的男式睡裤质量好，款式新，市场需求很大，所以希望你们能够立即接受这次发盘。另外我们将邮寄一些样品供你们参考，期望能早日收到你们的订单，请放心，我方将予以认真处理。谨上答案：Dear Sirs,As requested in

9、your letter of Oct 16, we offer you firm as follow, subject to your reply reaching us before Nov. 1, 2005:2000 pcs Mens Dorm Pant (Art. No. MS1201) at USD 11/PC CIF Toronto. We require payment by irrevocable L/C at sight. And shipment is to be made during December.Because of their good quality and f

10、resh design, the demand for our Mens Dorm Pant is heavy, we trust that youll accept this offer without any delay.For your reference, we also send you some samples under separate cover and look forward to receiving your order at an early date. You may assure that your order will receive our most atte

11、ntion.Yours truly,6. 假设你是鹏飞制衣厂的厂长王勇，你收到了吉辰服装进出口公司发来的函电，询问男式靴式牛仔裤的价格，请根据该函电内容给对方发盘。写信时间为2005年10月8日。信中主要要点如下：1.来信中要求样品已寄出；2.商品和数量：5000条男式靴式牛仔裤(MENS BOOT FLARE JEAN)；3.规格描述：每箱20件，颜色：古靛青色，面料成份：全棉4.价格：每条人民币75元；5.交货地点：工厂交货6.支付：先付30%，其余尾款货到后付清答案：To: 吉辰服装进出口公司 DATE: 2005/10/6ATTN: 李兵 FROM: 王勇您好！来函已收到，非常感谢您对

12、我公司产品的关注与信赖，现报价如下：产品名称：男式靴式牛仔裤(MENS BOOT FLARE JEAN) 规格描述：颜色：古靛青色，面料成份：全棉交货地点：工厂交货付款方式：先付30%，其余尾款货到后付清最小订货量：5000条单价：RMB 75/条以上资料供您参考并确认，另样品已寄出。谢谢！7. 假设你是世格国际贸易公司(DESUN TRADING CO.,LTD.)的业务员Minghua Zhao，加拿大NEO公司(NEO GENERAL TRADING CO.)给你公司发来邮件，向你还盘。请根据该邮件再对其进行还盘，写信时间为2005年10月18日。信中要点为在对方还盘的基础上重新报CIF

13、C5价： Article No. DR2010 USD19.50 CIFC5 Toronto per set Article No. DR2202 USD24.30 CIFC5 Toronto per set Article No. DR2211 USD30.60 CIFC5 Toronto per set Article No. DR2401 USD24.00 CIFC5 Toronto per set此次发盘的有效期为七天。答案：Dear Mr. Andy Burns,We are glade to receive your letter of Oct 17 but sorry to le

14、arn that your customers find our quotation too high.Much to our regret, we find it impossible to comply with your request. Your offer is too low and cannot serve as a basis for further negotiation with our manufacturers.The prices we quoted are most favorable if you take the quality into considerati

15、on. Furthermore, you may have seen from our samples that our packages are excellently designed and printed, which also cost us a lot. So we can hardly make any price reduction.However, in order to develop our market in your area, we have decided to give you an exceptional offer as follows: Article N

16、o. DR2010 USD19.50 CIFC5 Toronto per set Article No. DR2202 USD24.30 CIFC5 Toronto per set Article No. DR2211 USD30.60 CIFC5 Toronto per set Article No. DR2401 USD24.00 CIFC5 Toronto per setOther conditions remained unchanged.This offer is valid only for seven days.For the market is firm with an upw

17、ard tendency, we advise you to accept our prices without delay.Yours faithfully,Desun Trading Co., Ltd.Minghua Zhao8. 吉辰服装进出口公司收到鹏飞制衣厂于2005年10月6日发来的男式靴式牛仔裤报价与样品后，对产品质量很满意，但认为价格太高，希望对方能把单价降低到RMB70/条。请你以吉辰服装进出口公司业务员李兵的身份，撰写向对方还盘的函电。答案：您好！感谢你们10月6日的发盘以及寄来的男式靴式牛仔裤样品。尽管我们很欣赏这些牛仔裤的优良品质，但我们遗憾的说，你们的价格似乎过高，接

18、受你们的价格将使我们在销售中无利可图，因为其他供应商对同样品质的商品出价更低。因此，我们希望你方能将价格减至RMB70/条，期盼尽早得到你们的答复。谢谢！9. 假设你是吉辰服装进出口公司的业务员，你于2005年10月18日收到工厂的发盘，认为报价等条件可以接受。请你给对方回一封接受函电，请对方寄送销售合同，写信时间为10月19日。答案：您好！你方10月18日来信收悉，我们很高兴接受你们在信中所列的价格和其他交易条款。请尽早给我方寄送销售合同。如果这次合作愉快，我们今后将大量订购。谢谢！10. 假设你是艾格实业有限公司的业务员，你于2005年10月18日收到南京世联贸易有限公司的还盘，出于对将来

19、合作的考虑，公司认为对方的要求可以接受。请你给对方回一封接受函电，并寄去销售确认书一式两份，请对方签退其中一份以供我方存档，写信时间为10月19日。答案：您好！你方10月18日来函收悉。谢谢你们的还盘，我方销售产品的价格均不低于原来的报价，但考虑到和贵公司是初次合作，你们对我方的产品也很有信心，希望未来还能获得你们的大量订单，因此我方愿接受你们的还盘。现寄去我们的销售确认书一式两份，请签退其中一份以供我方存档。谢谢！11. 经过多次交易磋商，世格国际贸易公司和加拿大NEO公司就陶瓷餐茶具的各项交易条件达成共识，于2001年4月3日在上海签订销售合同：1. 卖方(Seller)：世格国际贸易有限

20、公司DESUN TRADING CO.,LTD.29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI CHINA 2. 买方(Buyer)：NEO GENERAL TRADING CO.#362 JALAN STREET, TORONTO, CANADA3. 货号品名规格：CHINESE CERAMIC DINNERWAREDS151130-Piece Dinnerware and Tea Set542SETSUSD23.50/SETDS220120-Piece Dinnerware Set800SETSUSD20.40/SETDS450445

21、-Piece Dinnerware Set443SETSUSD23.20/SETDS512095-Piece Dinnerware Set254SETSUSD30.10/SET(允许10%溢短装)4. 唛头：出货前客户通知。5. 成交价格条件：CIF5% TORONTO。6. 包装条件：纸箱包装。DS2201每箱装2套，DS1151、DS4504、DS5120每箱装1套，共1639箱。7. 交货/装运条件：装运期为2001年4月，允许分批装运及转运。8. 装运港：上海目的港：多伦多9. 保险条件：由卖方按CIF成交金额的110%投保中国人民保险公司海运货物水渍险、碰损破碎险和战争险。10. 付

22、款条件：不可撤销即期信用证付款。答案：销售合同SALES CONTRACT卖方SELLER:DESUN TRADING CO., LTD.29TH FLOOR KINGSTAR MANSION, 623JINLIN RD., SHANGHAI CHINA编号NO.:SHDS03027日期DATE:APR.03, 2001地点SIGNED IN:SHANGHAI买方BUYER:NEO GENERAL TRADING CO.#362 JALAN STREET, TORONTO, CANADA买卖双方同意以下条款达成交易：This contract Is made by and agreed bet

23、ween the BUYER and SELLER, in accordance with the terms and conditions stipulated below.1. 品名及规格Commodity & Specification2. 数量Quantity3. 单价及价格条款Unit Price & Trade Terms4. 金额AmountCIFC5 TORONTOCHINESE CERAMIC DINNERWAREDS151130-Piece Dinnerware and Tea SetDS220120-Piece Dinnerware SetDS450445-Piece D

24、innerware SetDS512095-Piece Dinnerware Set542SETS800SETS443SETS254SETSUSD23.50USD20.40USD23.20USD30.1012737.0016320.0010277.607645.40Total:2039SETS46980.00允许With10%溢短装，由卖方决定More or less of shipment allowed at the sellers option5.总值Total ValueSAY US DOLLARS FORTY SIX THOUSAND NINE HUNDRED AND EIGHTY

25、ONLY.6.包装PackingDS2201 IN CARTONS OF 2 SETS EACH AND DS1151, DS4505 AND DS5120 TO BE PACKED IN CARTONS OF 1 SET EACH ONLY.TOTAL: 1639 CARTONS.7.唛头Shipping MarksAT BUYERS OPTION.8.装运期及运输方式Time of Shipment & means of TransportationTO BE EFFECTED BEFORE THE END OF APRIL 2001 WITH PARTIAL SHIPMENT ALLOW

26、ED AND TRANSHIPMENT ALLOWED.9.装运港及目的地Port of Loading & DestinationFROM: SHANGHAITO: TORONTO10.保险InsuranceTHE SELLER SHALL COVER INSURANCE AGAINST WPA AND CLASH & BREAKAGE & WAR RISKS FOR 110% OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO OF P.I.C.C. DATED 1/1/1981.11.付款方式Terms of

27、 PaymentBY IRREVOCABLE SIGHT LETTER OF CREDIT.12.备注RemarksThe BuyerThe SellerNEO GENERAL TRADING CO.DESUN TRADING CO.,LTD.(signature)(signature)12题1. 国外客户资料：NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSATEL: 00966-1-4659220 FAX: 00966-1-46592132. 我方出口公司资料：世格国际贸易有限公司DESUN TRADING CO., LTD.R

28、oom 2901,HuaRong Mansion, Guanjiaqiao 85#, Nanjing 210005, P.R.CHINATEL:025-4715004 025-4715619 FAX:46916193. 我方通知行资料：BANK OF CHINA JIANGSU BRANCHHEAD OFFICE 148 ZHONGSHAN SOUTH ROAD NANJINGTELEX: 34116/34127 BOCJS CN4. 合同签订时间及地点：Feb. 28, 2001 NANJING, CHINA5. 我方对押汇银行的要求：要求可在中国任何银行押汇。6. 编号要求：合同号：从NE

29、O2001026起编发票号：从2001STD001起编7. 装运港：中国上海。8. 对付款方式的要求：买方应通过一家卖方可以接受的银行于装运月份前30天开立并送达卖方不可撤销即期信用证，有效至装运日后15天内在中国议付。第一个答案：销售合同销售合同SALES CONTRACT卖方SELLER:DESUN TRADING CO., LTD.HUARONG MANSION RM2901 NO.85 GUANJIAQIAO,NANJING 210005, CHINATEL: 0086-25-4715004 FAX: 0086-25-4711363编号NO.:NEO2009026日期DATE:Feb.

30、 28, 2001地点SIGNED IN:NANJING, CHINA买方BUYER:NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSATEL: 00966-1-4659220 FAX: 00966-1-4659213买卖双方同意以下条款达成交易：This contract Is made by and agreed between the BUYER and SELLER, in accordance with the terms and conditions stipulated below.1. 品名及规格Commodity

31、& Specification2. 数量Quantity3. 单价及价格条款Unit Price & Trade Terms4. 金额AmountCFR DAMMAM PORT, SAUDI ARABIAABOUT 1700 CARTONS CANNED MUSRHOOMS PIECES & STEMS 24 TINS X 425 GRAMS NET WEIGHT (D.W. 227 GRAMS) AT USD7.80 PER CARTON.ROSE BRAND.1700CARTONSUSD7.80USD13260.00Total:1700CARTONSUSD13260.00允许With溢短装

32、，由卖方决定More or less of shipment allowed at the sellers option5.总值Total ValueUSD THIRTEEN THOUSAND TWO HUNDRED AND SIXTY ONLY.6.包装PackingEXPORTED BROWN CARTON7.唛头Shipping MarksROSE BRAND178/2001RIYADH8.装运期及运输方式Time of Shipment & means of TransportationNot Later Than Apr.30, 2001 BY VESSEL9.装运港及目的地Port

33、 of Loading & DestinationFrom : SHANGHAI PORT, CHINATo : DAMMAM PORT, SAUDI ARABIA10.保险InsuranceTO BE COVERED BY THE BUYER.11.付款方式Terms of PaymentThe Buyers shall open through a bank acceptable to the Seller an Irrevocable Letter of Credit payable at sight of reach the seller 30 days before the mont

34、h of shipment, valid for negotiation in China until the 15th day after the date of shipment.12.备注RemarksThe BuyerThe SellerNEO GENERAL TRADING CO.DESUN TRADING CO., LTD.(signature)(signature)第二个答案：形式发票无13.题1. 国外客户资料：ASTAK FOOD, INC 5-18 ISUKI-CHOHAKI, TOKYO, JAPAN TEL: 81-465-282828 FAX: 81-465-2828

35、292. 我方进口公司资料：SHENZHEN OCDA FOOD CO., LTD.7/F, OCDA BLDG, KEYUAN RD., SHENZHEN, CHINATEL: 86-755-2626268 FAX: 86-755-26262693. 合同号：OA0106024. 签订日期: JUNE 2,20015. 签订地点: SHENZHEN6. 合同份数: 2答案：购 货 合 同PURCHASE CONTRACT合同编号:Contract No.: OA010602签订日期:Date：JUNE 2,2001签订地点:Signed at: SHENZHEN1.买方: The Buyer

36、s: SHENZHEN OCDA FOOD CO., LTD.地址: Address: 7/F, OCDA BLDG, KEYUAN RD., SHENZHEN, CHINA电话(Tel): 86-755-2626268传真(Fax): 86-755-26262692.卖方: The Sellers: ASTAK FOOD, INC地址: Address: 5-18 ISUKI-CHOHAKI, TOKYO, JAPAN电话(Tel): 81-465-282828 传真(Fax): 81-465-282829经买卖双方确认根据下列条款订立本合同：The undersigned Sellers

37、and Buyers have confirmed this contract is accordance with the terms and conditions stipulated below:3. 商品名称及规格Name of Commodity & Specification4. 数量Quantity5. 单价Unit Price6. 总金额AmountCANNED MUSHROOMS24 TINS X 425 GRAMS1700CARTONS/FCLCFR C2%USD7.80/CTNSHENZHEN PORT USD13260.00合计：Totally: USD13260.00

38、7.总值(大写)Total Value (in words): SAY U.S.DOLLARS THIRTEEN THOUSAND TWO HUNDRED AND SIXTY ONLY.8.允许溢短_%。 5 % more or less in quantity and value allowed.9.成交价格术语：Terms: FOB CFR CIF DDU11.包装Packing: EXPORTER CARTON12.运输唛头Shipping Mark:N/M13.运输起讫：由_(装运港)到_(目的港)。Shipment from TOKYO (Port of Shipment) to S

39、HENZHEN, CHINA (Port of Destination).14.转运：允许不允许；分批：允许不允许Transhipment:allowednot allowedPartial shipment: allowednot allowed运输时间：Shipment Time: WITHIN 20DAYS AFTER RECEIPT OF IRREVOCABLE SIGHT L/C.15.保险：由_方按发票金额的_%投保_，加保_从_到_。Insurance: to be covered by the BUYER for 110 % of the invoice value cover

40、ing Institute Cargo Clauses(A) 1/1/82 additional Institute War and Strikes Clauses-Cargo 1/1/82 from TOKYO to SHENZHEN .16.付款条件：Terms of Payment:买方应不迟于_年_月_日前将100%货款用即期汇票/电汇支付给卖方。The buyers shall pay 100% of the sales proceeds through sight (demand) draft/by T/T remittance to the sellers not later t

41、han / .买方应于_年_月_日前通过_银行开立以卖方为受益人的_天不可撤销信用证，有效期至装运后_天在中国议付，并注明合同号。The buyers shall issue an irrevocable L/C at 90 days sight through BANK in favour of the sellers prior to JUNE 6,2001 indicating L/C shall be valid in CHINA though negotiation within 21 days after the shipment effected, the L/C must me

42、ntion the Contract Number.付款交单：买方应凭卖方开立给买方的_期跟单汇票付款，付款时交单。Documents against payment (D/P): the buyers shall dully make the payment against documentary draft made out to the buyers at / sight by the sellers.承兑交单：买方应凭卖方开立给买方的_期跟单汇票付款，承兑时交单。Documents against acceptance (D/A): the buyers shall dully acc

43、ept the documentary draft made out to the buyers at / days by the sellers.17.装运通知：一旦装运完毕，卖方应立即电告买方合同号、品名、已装载数量、发票总金额、毛重、运输工具名称及启运日期等。Shipping advice: the sellers shall immediately, upon the completion of the loading of the goods advise the buyers of the Contract No. names of commodity, loaded quanti

44、ty, invoice value, gross weight, names of vessel and shipment date by TLX/FAX.19.检验与索赔：Inspection and Claims:卖方在发货前由_检验机构对货物的品质、规格和数量进行检验，并出具检验证明。The buyer shall have the qualities, specifications, quantities of the goods carefully inspected by the / Inspection Authority, which shall issues Inspection Certificate before shipment.货物到达目的口岸后，买方可委托当地的商品检验机构对货物进行复验。如果发现货物有损坏、残缺或规格、数量与合同规定不符，买方须于货物到达目的口岸的_天内凭_