国际贸易及实务管理知识分析模拟13667.docx

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1、操作一：建立业业务关系系你公公司是位位于上海海西部的的一家专专营轻工工业品的的贸易公公司。公公司成立立50年以以来，在在国内外外享有很很高的声声誉，在在世界各各地拥有有大量的的客户。近来来，INNTERRNETT网络上上有一则则消息, 科威威特FLLEISSHMAAN-HHILLLARDD公司欲欲求购中中国产的的钟, 公司全全称和详详细的地地址为:Fleiishmman-Hilllarrd LLinkk Lttd.DDENSSO HHALLL, KKUWAAITPPHONNE: 77 66 4 779 - 222 044 877TELLEX: 2330355 PCCOKRR PKKCABBLE

2、: ALLPLUUCINNEFAAX NNO: 92-21-773364779请参参照上述述基本要要求, 给对方方发一封封要求建建立业务务往来的的邮件, 要求求格式完完整、正正确，内内容包括括公司介介绍、可可提供的的产品介介绍, 并随寄寄商品目目录。信信函中应应表达想想与对方方建交的的热切愿愿望。信函日期期：20003年年3月2日参考答案案操作一：建交参参考上海飞达达进出口有限公司SHAANGHHAI FEIIDA IMPP.&EEXP. COO., LTDD.上海沪闽路 1000 号号NO.1000 HUUMINNG RROADDSHAANGHHAI电电话(PPHONNE): 0221-66

3、650049775 电传传(FAAX): 0221-66433312556FLEIISHMMAN-HILLLARRD LLINKK LTTD. DATTE: 02-MARR-011 DEENSOO HAALL , KKUWAAITDearr Siir,We hhavee goot yyourr naame andd faax nnumbber froom tthe Intternnet andd arre ggladd too inntrooducce ooursselvves to youu ass a speeciaalizzed commpanny hhanddlinng llighht

4、 pprodductts.Our firrm, whiich is loccateed iin tthe wesst oof SShannghaai, hass beeen deaalinng iin tthe linne oof iimpoortiing andd exxporrtinng llighht pprodductts ffor neaarlyy haalf a ccentturyy. BBy nnow, wee haave beeen ddoinng bbusiinesss wwithh cuustoomerrs ffromm maany couuntrriess, aand e

5、njjoy a hhighh reeputtatiion. Ass onne oof tthe bigggesst ddeallerss inn Chhinaa, wwe hhanddle a wwidee raangee off cllockks ,succh aas ttradditiionaal CChinnesee cllockks, eleectrric cloockss annd sso oon. Lasst yyearr, wwe eexpoorteed ooverr fiive milllioon ccloccks of varriouus kkindds tto EEuroo

6、pe andd Noorthhernn Ammeriica.Our tweentyy yeearss eexpeerieencee off dooingg buusinnesss wiith forreiggn ccusttomeers hass ennablled us to knoow tthatt Chhineese cloockss arre sselllingg weell beccausse oof ttheiir aattrracttivee deesiggn, finne qquallityy annd llow priice. Soo wee arre cconffideen

7、t thaat oour commmodditiies willl bbe pprovved to be quiite sattisffacttoryy too yoour cusstommerss.We aare noww taakinng tthiss oppporrtunnityy too exxpreess ourr deesirre tto eestaabliish dirrectt buusinnesss reelattionns wwithh yoou oon tthe bassis of equualiity andd muutuaal bbeneefitt. FFor you

8、ur sseleectiion, wee arre ssenddingg yoou aa coopy of ourr laatesst ccataalogg thhat migght be suiitabble forr yoour marrkett .Withh beest reggardds!Yourrs ffaitthfuullyy,SHHANGGHAII FEEIDAA IMMP.&EXPP.COO.,LLTD. MAANAGGER操作二：出口报报价核算算(计算过过程中保保留4位小数数，结果果保留22位小数数)品名：钟(clock)型号：8一三0G3 7808J1 7808P 8一三0

9、G2订货量：每个品种的起码订货量为169箱，4个品种拼装在1个20整箱内。出口退税：9国内费用(一个20英尺集装箱)：仓储费1600元；国内运杂费1200元；商检费 100元；港区杂费1100元；经营管理费500元；其他费用500元保险：10加成后一切险(ALL RISKS)和战争险(WAR RISKS)，费率分别为0.8%,0.2%预期利润：10其他商品品信息及及相关费费用信息息你可以以在TMMT信息息查询系系统中查查询 根据据对方订订单，报报出客户户询盘的的美元价价格，并并将核算算的详细细过程列列出参考答案案操作二：报价参考上海飞达进出口有限公司四个货号的商品包装方式均为：24只/纸箱。四

10、个货号拼装在一个20英尺的集装箱中，且起订量为每个品种为169箱。所以，每个货号的报价数量为：169244056只每个货号的国内费用为：(1600+1100+1000+1200+100）/(44056）0.3082（元/只）每个货号的出口运费为：20008.25/(44056）1.0170（元/只）货号 8一三0G3 1）实际成本采购成本退税收入 10-109%/(1+17%） 9.2308（元/只）2）国内费用：0.3082（元/只）3）出口运费：1.0170（元/只）4）出口报价：CIFC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）（9.2308+0

11、.3082+1.0170）/(1-5%-10%-110%1%）/8.251.53（美元/只）货号 7808J1 1）实际成本采购成本退税收入 11-119%/(1+17%） 10.一五38（元/只）2）国内费用：0.3082（元/只）3）出口运费：1.0170（元/只）4）出口报价：CIFC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）（10.一五38+0.3082+1.0170）/（1-5%-10%-110%1%）/8.251.66（美元/只）货号 7808P 1）实际成本采购成本退税收入 8-89%/(1+17%）7.3846（元/只）2）国内费用：0

12、.3082（元/只）3）出口运费：1.0170（元/只）4）出口报价：CIFC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）（7.3846+0.3082+1.0170）/(1-5%-10%-110%1%）/8.251.26（美元/只）货号 8一三0G2 1）实际成本采购成本退税收入 8.5-8.59%/(1+17%） 7.8462（元/只）2）国内费用：0.3082（元/只）3）出口运费：1.0170（元/只）4）出口报价：CIFC3（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）(7.8462+0.3082+1.0170

13、）/（1-5%-10%-110%1%）/8.251.33（美元/只）操作三：草拟发盘函请根据客户来函要求，写一封发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定，发盘有效期为一周。交易的基本条件：1. 保险：按发票金额加成10%投保一切险及战争险。2. 支付方式：即期信用证。3. 装运：五月底装运。信函日期：2003年3月12日参考答案案操作三：发盘参考上海飞达进出口有限公司SHANGHAI FEIDA IMP. & EXP. CO., LTD.上海沪闽路 100 号NO.100 HUMING ROADSHANGHAI电话(PHONE): 021-66504975

14、 电传(FAX): 021-64331256FLEISHMAN-HILLARD LINK LTD. DATE: 12-MAR-01DENSO HALL, KUWAITDear Sirs,Thank you for your fax of Mar. 7 from which we learn of your interest in our Chang jiang Brand Clock Art No.8一三0G3,7808J1, 7808P, 8一三0G2. We are sure that they are well up to your high standards of quality a

15、nd service. Hereby, we quote our favorable prices as follows:(1)COMMODITY: CHANG JIANG BRAND CLOCK (2)UNIT PRICE: CIFC5KUWAIT 8一三0G3 US$ 1.53/PC. 7808P US$ 1.26/PC. 7808J1 US$ 1.66/PC. 8一三0G2 US$ 1.33/PC.(3)QUANTITY:169 CARTONS FOR EACH ART NO. TOTAL 676CARTONS IN ONE 20 FCL CONTAINER.(4)PACKING:EAC

16、H 24 PCS. TO BE PACKED IN ONE CARTON(5)PAYMENT: TO BE PAYABLE BY AN IRREVOCABLE SIGHT LETTER OF CREDIT, FOR FULL CONTRACT VALUE THROUGH A BANK ACCEPTABLE TO THE SELLER.(6)SHIPMENT:FROM SHANGHAI TO KUWAIT TO BE EFFECTED WITHIN 30 DAYS AFTER THE RECEIPT OF THE RELEVANT L/C(7)INSURANCE: TO BE COVERED B

17、Y THE SELLER FOR 110% OF THE CONTRACT VALUE AGAINST ALL RISKS AND WAR RISK AS PER C.I.C. DATED 1/1/1981.(8) OTHER CONDITIONS: QUOTATION VALID UNTIL March 19, 2003.Yours faithfully, SHANGHAI FEIDA IMP.&EXP.CO.,LTD. x x xMANAGER 操作四：出口还价核算按客户还盘的条件（降价10，取2位小数），计算：（计算过程小数请保留至4位，小于1时保留至5位，计算结果取小数后2位）1) 还

18、价后，试计算各货号的总利润额分别为多少元人民币？2) 若接受客户价格，且公司要求有5%的利润率，则每个货号的产品的国内采购价格 (含税)最高为多少元人民币？再次报价：在原报价基础上降价3%重新报价？（保留两位小数）飞达进出口有限公司1）利润核算货号8一三0G3 客户还价US$ 1.38CIFC5总利润额：销售收入客户佣金出口保费实际成本国内费用出口运费1.38*8.25*169*24*(1-5%-1.1*1%)-10*(1+17%-9%)/(1+17%)*169*24-（1600+1200+100+1100+500+500）/4-2000*8.25/4545.7288元货号7808J1 客户还

19、价US$ 1.49CIFC5总利润额：销售收入客户佣金出口保费实际成本国内费用出口运费1.49*8.25*169*24*(1-5%-1.1*1%)-11*(1+17%-9%)/(1+17%)*169*24-（1600+1200+100+1100+500+500）/4-2000*8.25/4258.0一八8元货号7808P 客户还价US$ 1.一三CIFC5总利润额：销售收入客户佣金出口保费实际成本国内费用出口运费1.一三*8.25*169*24*(1-5%-1.1*1%)-8*(1+17%-9%)/(1+17%)*169*24-（1600+1200+100+1100+500+500）/4-20

20、00*8.25/4178.5243元货号8一三0G2 客户还价US$ 1.20CIFC5总利润额：销售收入客户佣金出口保费实际成本国内费用出口运费1.20*8.25*169*24*(1-5%-1.1*1%)-8.5*(1+17%-9%)/(1+17%)*169*24-（1600+1200+100+1100+500+500）/4-2000*8.25/4505.9816元2）成本核算货号8一三0G3实际成本：1.38(1-110%1%-5%-5%)8.25-0.3082-1.01708.7961元/只采购成本：8.7961/1-9%/(1+17%)9.53元/只货号7808J1实际成本：1.49(

21、1-110%x1%-5%-5%)8.25-0.3082-1.01709.6028元/只采购成本：9.6028/1-9%/(1+17%)=10.40元/只货号7808P实际成本：1.一三(1-110%1%-5%-5%)8.25-0.3082-1.01706.9625元/只采购成本：6.9625/1-9%/(1+17%)7.54元/只货号8一三0G2实际成本：1.20(1-110%1%-5%-5%)8.25-0.3082-1.01707.4759元/只采购成本：7.4759/1-9%/(1+17%)8.10元/只3）再次报价：货号8一三0G3：1.53(1-3%)US$ 1.48只CIFC5货号7

22、808J1： 1.66(1-3%)US$ 1.61只CIFC5货号7808P：1.26(1-3%)US$ 1.22只CIFC5货号8一三0G2：1.33(1-3%)US$ 1.29只CIFC5操作五：还盘参考上海飞达进出口有限公司SHANGHAI FEIDA IMP.&EXP. CO., LTD.上海沪闽路 100 号NO.100 HUMING ROADSHANGHAI电话(PHONE): 021-66504975 电传(FAX): 021-64331256FLEISHMAN-HILLARD LINK LTD. DATE: 22-MAR-01 DENSO HALL , KUWAITDear S

23、irs,We have carefully read your fax dated March 17, 2003.After discussing the matter with our manufacturers, we would gladly inform you that you could get a 3% reduction. Please note that this is a big concession on our part which shows our goodwill and sincerity in establishing business relations b

24、etween us. You can surely find later that the quality of our products is second to none, and that a 3% reduction is the best you can obtain.By the way, as we are new to each other, your suggestion of D/A at 30 days sight is unacceptable. Maybe after some transactions are successfully executed, you c

25、an obtain such favorable payment terms as D/P at sight. Meanwhile we would like to inform you that owing to a recent sharp increase in the cost of labor and materials we would be forced to adjust our price soon. So early reply would be in your interest.Yours faithfully, SHANGHAI FEIDA IMP. & EXP.CO,

26、 LTD. x x xMANAGER 操作六：出口成交核算请根据你与国外客户最终达成的交易条件，作出详细的出口合同核算，其中包括：购货总成本总退税收入实际采购成本费用细目及总额(包括:国内费用、海洋运费、保险费、佣金)合同利润额及利润率注意：计算过程保留四位小数，最后结果保留二位小数参考答案操作六：成交参考飞达进出口有限公司合同核算:货号8一三0G37808J17808P8一三0G2数量(SET)4056405640564056单价1.481.611.221.29总值6002.886530.164948.325232.24购货成本40560446163244834476成交条件CIFC5购货总

27、成本 40560+44616+32448+34476=一五2100（元）退税收入一五2100/1.170.09=11700（元）国内费用 5000（元）出口运费 20008.25=16500（元）合同金额 6002.88+6530.16+4948.32+5232.24=227一三.60（美元）出口保费 227一三.601.10.018.25=2061.2592（元）客户佣金 227一三.600.058.25=9369.36（元）成交利润额 227一三.608.25+11700-一五2100-16500-2061.2592-9369.36-5000=14056.58（元）成交利润率 14056.

28、5808/8.25/227一三.60=7.5% 操作七：出口合同签订步骤一请根据出口合同基本条款的要求和双方在信中确定的条件制作售货确认书，要求条款内容全面、具体。步骤二给国外客户寄出成交签约函，感谢对方的订单，说明随寄售货确认书，催促迅速会签合同，并希望信用证在4月25日前开到。(空白合同可在TMT信息查询系统中下载）合同日期：2003年4月1日信函日期：2003年4月1日合同号码：FD-FLESC03上海飞达达进出口有限公司SHAANGHHAI FEIIDA IMPP.&EEXP. COO., LTDD.上海沪闽路1000 号NO.1000 HUUMINNG RROADDSHAANGHHA

29、I电电话(PPHONNE): 0221-66650049775 电传传(FAAX): 0221-66433312556FLEIISHMMAN-HILLLARRD LLINKK LTTD. DATTE: 01-APRR-011 DEENSOO HAALL , KKUWAAITDearr siirs,Manyy thhankks ffor youur oordeer aand we aree seendiing youu ouur ssignned Salles Connfirrmattionn Noo.FDD-FLLESCC03 in duppliccatee. PPleaase couunte

30、er ssignn annd rretuurn onee foor oour fille.We wwilll doo ouur bbestt too exxecuute youur oordeer aand asssuree thhe ggoodds quaalitty, shiippiing datte aas wwelll ass thhe ttermms yyou askked forr wiill recceivve oour besst aatteentiion.As tthe shiipmeent datte iis aapprroacchinng, pleeasee immmed

31、diattelyy innstrructt yoour bannkerr too isssuee thhe rreleevannt LL/C at sigght in ourr faavorr. TThe L/CC haas tto rreacch hheree ass quuickkly as posssibble or thee shhipmmentt maay bbe ddelaayedd.Bestt reegarrds!Yourrs ffaitthfuullyy, SSHANNGHAAI FFEIDDA IIMP.&EXXP.CCO.,LTDD. xx x xMAANAGGER SAL

32、ES CONFIRMATIONS/C No.: FD-FLESC03Date: April 1st 2003The Seller:SHANGHAI FEIDA IMP.&EXP. CO.,LTD.The Buyer: FLEISHMAN-HILLARD LINK Ltd.Address:NO.100 HUMING ROADAddress:DENSO HALL, SHANGHAI, CHINAKUWAITItem No.Commodity &SpecificationsUnitQuantityUnit Price(US$)AMOUNT(US$)CHANGJIANG BRAND CLOCKCIFC

33、5 KUWAIT18一三0G3SET40561.486002.8827808J1SET40561.616530.1637808PSET40561.224948.3248一三0G2SET40561.295232.24TOTAL227一三.60TOTAL CONTRACT VALUE:SAY US DOLLAR TWENTY TWO THOUSAND SEVEN HUNDRED AND THIRTEEN POINT SIXTY ONLYPACKING:EACH 24 SETS PACKED IN ONE CARTON;TOTAL 676 CARTONS TO ONE 20 CONTAINERPOR

34、T OF LOADING & DESTINATION: FROM SHANGHAI TO KUWAITSHIPMENT:TO BE EFFECTED BY THE SELLER BY THE END OF MAY,2003.WITH PARTIAL SHIPMENTS AND TRANSSHIPMENT PROHIBITED. PAYMENT:BY IRREVOCALBE SIGHT LETTER OF CREDIT OPENED BY THE BUYER THROUGH A BANK ACCEPTABLE TO THE SELLER NOT LATER THAN APRIL 25TH, 20

35、03 AND REMAIN VALID FOR NEGOTIATION IN SHANGHAI UNTIL 一五 DAYS AFTER THE AFORESAID TIME OF SHIPMENT.INSURANCE:TO BE COVERED BY THE SELLER FOR 110% TOTAL INVOICE VALUE AGAINST ALL RISKS AND WAR RISKAS PER AND SUBJECT TO RELEVANT OCEANMARINE CARGO OF PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981.Co

36、nfirmed by:THE SELLERTHE BUYERSHANGHAI FEIDA IMP.&EXP. CO.,LTD. XXXREMARKS: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 valid whole or

37、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 discrepancy, clai

38、m should be filed by the Buyer within 一五 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 additional ins

39、urance 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 natur

40、al disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 一五 days by registered airmail with a certifi-cate issued by the China Council for the Promotion of International Trade attesting such event(s).5. All deputi

41、es arising out of the performance of, or relating to this contract, shall be settled through negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with

42、its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final and binding upon both parties.6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same.Objection, if any, should be raised by the Buyer within it is unders

43、tood that the Buyer has accepted the terms and conditions of this contract.7. Special conditions: ( These shall prevail over all printed terms in case of any conflict.)操作八：审证参考上海飞达进出口有限公司SHANGHAI FEIDA IMP.&EXP. CO., LTD.上海沪闽路 100 号NO.100 HUMING ROADSHANGHAI电话(PHONE): 021-66504975 电传(FAX): 021-64331

44、256审证意见：信用证存在的问题需要修改的理由国外到期易产生逾期交单合同号码错误与实际合同号码不符付款期限不妥超出合同规定期限商品名称错误与实际出运品名不符一个品种货号有误与实际出运货号不符信用证到期日有误与合同规定不符没有受UCP500约束的文句信用证开立无依据审证人:XXX操作九：改证参考上海飞达进出口有限公司SHANGHAI FEIDA IMP.&EXP. CO., LTD.上海沪闽路 100 号NO.100 HUMING ROADSHANGHAI电话(PHONE): 021-66504975 电传(FAX): 021-64331256FLEISHMAN-HILLARD LINK LTD

45、. DATE: 25-APR-01 DENSO HALL , KUWAITDear Sirs,We are very glad to receive your L/C No. FLE-FDLC03, but we are quite sorry to find that it contains some discrepancies with the S/C. Please instruct your bank to amend the L/C as quickly as possible.The L/C is to be amended as follows: *The place of expiry: In China, instead of In Kuwait; *The Numb