外贸函电与单证实训教程Chapter 3-practice 2.ppt

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1、LOGO Chapter Three Cases Under D/P and O/A Payment Terms 外贸函电与单证实训教程外贸函电与单证实训教程 Practice Two:O/A+FOB CaseObjective Requirements Steps Introduction Practice ObjectivevThe objective is to enable students to be familiar with the export procedures using trade term of FOB and payment term of OA,especiall

2、y the procedures of application for insurance with China Export&Credit Insurance Corporation.And to master the skills to sum up the main points of the exporters letters and write them down according to the importers letters given,fill in the related export documents,especially Credit Application For

3、m,Export License according to the given information,as well as handling the claims after accidents.Requirements v1.To know well about the procedures of OA and obligations of Seller and Buyer under FOB price terms.v2.To know well about the terms and conditions of Shipping Details List and Purchase Or

4、der.v3.To master the phrases and expressions frequently used in business fax writing in indented format，pay attention to applying for OA and asking for claim with China Export&Credit Insurance Corporation,urging payment with importer.v4.To master export documentation according to the given informati

5、on,pay attention to Export License.v5.To master the procedures of application for OA with China Export&Credit Insurance Corporation and claim.Steps v1.To review the procedures of OA and obligations of the Seller and Buyer under FOB price terms.v2.To sum up the main points in business letter writing

6、according to Mind Map 1.v3.To read the Shipping Details List,get basic information about the business.v4.To sum up the main points of exporters letters，and write them down according to the importers letters,pay attention to the writing of application for OA and asking for claim with China Export&Cre

7、dit Insurance Corporation,urging payment with importer.v5.To fill out the application for OA with China Export&Credit Insurance Corporation.v6.To fill out the related export documentation,especially Export License.v7.To ask for claim with China Export&Credit Insurance Corporation after accidents.v8.

8、To answer the questions.v9.To evaluate yourself.Introduction v本节实训是用FOB方式成交以及用OA方式付款的外贸出口案例。信函内容涵盖了询盘、报盘、还盘、申请OA保险、交易的达成、催促付款、要求索赔；涉及到的合约或单据有外外单单货货物物出出运运清清单单、限额申请审批表、信用限额申请附表、买家出运计划安排、买家历史交易记录、购买订单、中华人民共和国出口许可证申请表、中华人民共和国出口货物许可证、商业发票、装箱单、普惠制原产地证明书、装船通知、海运提单等。要求学生首先根据外单货物出运清单归纳每个信息点，然后根据进口商信函归纳出口商信函的

9、要点，写出出口商信函，并填写合约或单据。vOA概念vOpen Account（记帐），全称是Open Book Charge Account，又叫Account Receivable或On Credit或On Account。属于交货后付款的交货条件，按这种条件交易时，卖方将货物装运出口后，即将货运单据（Shipping Document）直接交买方提货，有关货款记入买方户（借方），等约定期限（如每三个月或六个月）届满时，再行结算。这种记帐方式对卖方而言风险较大，所以一般要结合出口信用保险操作。细节请见实训教程附录5.Practice6.Urging for paymentPractice 3

10、.Main points of business letters.7.Claim and settlement 1.Warming-up2.Preparation for business 4.Business Negotiation 5.Export Documentation8.Questions9.Self-evaluation1.1 OA流程图流程图Specific informationv短期出口信用保险简介短期出口信用保险简介v-一般情况下保障信用期限在一年以内的出口收汇风险。一般情况下保障信用期限在一年以内的出口收汇风险。v-适用于出口企业从事以信用证（适用于出口企业从事以信用证

11、（L/C）、付款交单（）、付款交单（D/P）、承兑交单）、承兑交单（D/A）、赊销（）、赊销（OA）v 结算方式自中国出口或转口的贸易，以及银行在出口贸易项下受让的应结算方式自中国出口或转口的贸易，以及银行在出口贸易项下受让的应收账款或未到期债权。收账款或未到期债权。v承保风险承保风险v-商业风险商业风险指买方破产或无力偿付债务；买方拖欠货款；买方拒绝指买方破产或无力偿付债务；买方拖欠货款；买方拒绝接受货物；开证行破产、停业或被接管；单证相符、单单相符时开证行接受货物；开证行破产、停业或被接管；单证相符、单单相符时开证行拖欠或在远期信用项下拒绝承兑。拖欠或在远期信用项下拒绝承兑。v-政治风险政

12、治风险指买方或开证行所在国家、地区禁止或限制买方或开证指买方或开证行所在国家、地区禁止或限制买方或开证行向被保险人支付货款或信用证款项；禁止买方购买的货物进口或撤销行向被保险人支付货款或信用证款项；禁止买方购买的货物进口或撤销已颁布发给买方的进口许可证；发生战争、内战或者暴动，导致买方无已颁布发给买方的进口许可证；发生战争、内战或者暴动，导致买方无法履行合同或开证行不能履行信用证项下的付款义务；买方或开证行付法履行合同或开证行不能履行信用证项下的付款义务；买方或开证行付款须经过的第三国颁布延期付款令。款须经过的第三国颁布延期付款令。v损失赔偿比例损失赔偿比例v-政治风险所造成损失的最高赔偿比例

13、为政治风险所造成损失的最高赔偿比例为90%。v-破产、无力偿付债务、拖欠等其他商业风险所造成损失的最高赔偿破产、无力偿付债务、拖欠等其他商业风险所造成损失的最高赔偿比例为比例为90%。v-买方拒收货物所造成损失的最高赔偿比例为买方拒收货物所造成损失的最高赔偿比例为80%。v-出口信用保险（福费廷）保险单下的最高参与比例可以达到出口信用保险（福费廷）保险单下的最高参与比例可以达到100%。v产品功能产品功能v把握贸易机会，扩大业务规模。把握贸易机会，扩大业务规模。v提升信用等级，增加融资渠道。提升信用等级，增加融资渠道。v强化信用管理，减少呆坏账款。强化信用管理，减少呆坏账款。v利用补偿功能，确

14、保持续发展。利用补偿功能，确保持续发展。2.Preparation for businessv2.1 Exporters name and addressHuafeng Handbag Company,founded in 2000，Registered NO.2200101032/F Ocean Building,No.11 Huacheng Road,Zhujiang New City,Guangzhou,China TEL:+86-20-2403 8753 FAX:+86-20-2401 8643Sales Representative:Ms.Fung Lu v2.2 Importers

15、 name and addressBIG GRAPHER GREECE，POL.IND 43026 TRAAGONA GREECE Tel:(0821)36478567 FAX:(821)36474567 Sales Representative:Mr.Teddy Donv2.3 Background information for business Huafeng Handbag Company and BIG GRAPHER GREECE have done business for 5 years,BIG GRAPHER GREECE is very satisfied with the

16、 products supplied by Huafeng Handbag Company.So at the early of 2010,BIG GRAPHER GREECE place an order for BINDER KIT and CORE KIT.v2.4 Basic information about the product BINDER KIT OUT IN CORE KIT OUT IN v2.5 Shipping Details List v3.According to the Shipping Details List(外单货物出运清单)provided by Hua

17、feng Handbag Company,figure out the whole transaction and sum up the main points on Mind Map 1.4.Business Negotiation1 1 Business Negotiation 13 3Business Negotiation 22 2Application of OA 60 Days Business Negotiation 1Sum up the main points of exporters faxes,and then write down the faxes according

18、 to the importers faxes.Importers fax 1Exporters fax 2Exporters fax 1Importers fax 24.1 Enquiry and Offer Importers fax 1 Translation Main points Fax 4.1.1 Read Importers Fax 1 Main pointsBIG GRAPHER GREECE Date:January 11 ,2010To:(852)2401 8643-Ms.Fung From:(821)36474567-Teddy DonCompany：Huafeng Ha

19、ndbag Company Company：BIG GRAPHER GREECEDept:Sales Department Dept:Sales DepartmentCity/Country:Guangzhou,China City/Country:Athens/GreeceFax No.:+86-20-2401 8643 Fax No.:(821)36474567 translationDear Ms.Fung,RE:Enquiry for BINDER KIT and CORE KIT We are glad to inform you that the 5 000 PCS handbag

20、s under our order PO10HK001 have arrived on time,and theyprove to be popular in the market.Now one of our customers is in market for BINDER KIT and CORE KIT，which are your new line.They have looked through your illustrated catalogue,and they show great interest in the following two styles.Please rep

21、ly by quoting your best price tomorrow.If your prices are favorable,and you can guarantee the shipment at the first 10 days of February,we can place an order right away.As usual,we will ask for 2%commission.Since we have done business for many years,and intend to place large orders with you this yea

22、rs,we suggest payment by DA 60 days from this deal，instead of L/C.Other terms and condition are as usual.Awaiting your reply.Yours truly,Teddy Don BIG GRAPHER GREECE Main points of Importers Fax 1v1.Confirming the last order v2.Enquiry for BINDER KIT and CORE KITv3.Requirements for shipment and paym

23、ent v4.Expectation of reply Translation of Importers Fax 1希腊格拉佛大公司日期：2010年1月11日收件人：冯女士发件人：泰迪唐公司：华风手袋公司公司：BIGGRAPHERGREECE部门：销售部部门：销售部城市/国家：广州/中国城市/国家：雅典/希腊传真号码：+86-20-24018643传真号码：（821）36474567冯女士：事由：关于BINDER文件包和CORE文件包的询价很高兴地告知贵方我方PO10HK001号订单项下的5000只手袋已按时运抵，结果证明这些产品很受欢迎。现在有一位客户想购买贵公司的新产品BINDERKIT和

24、COREKIT，他们已经阅读过贵公司的带插图目录，并对下列两种型号很感兴趣。请在明天报最优惠价。如果价格合适又能保证2月上旬的船期，我们马上下订单。按照惯例，我方要求2%的佣金。型号商品名称数量（PCS）单价（FOBC2Hongkong）RP1936BINDERKIT500RP1934COREKIT400咱们在生意上是多年的老搭档了，并打算今年与贵方下大订单，因此我们这次准备用60天承兑付款方式，而不是信用证。其他条款以前。期待回复。希腊格拉佛大公司泰迪唐敬上Exporters Fax 1 TranslationFax Main points4.1.2 Main points of Expor

25、ters Fax 1 v1.Confirming the enquiry v2.Quoting as requestedv3.Counter offer on the terms of payment(by OA 60 days)v4.Counter offer on shipment(in March)v5.Expectation of an order4.1.3 Write Exporters Fax 1 January 12,2010Mr.Teddy Don Re:Quotation on BINDER KIT and CORE KIT We are very happy to lear

26、n that our products proved satisfactory to you,and appreciate your inquiry for BINDER KIT and CORE KIT.As requested,we quote you as follows:StyleNo.Description Quantity(PCS)Price(FOBC2 Hongkong)Amount RP1936BINDERKIT500US$9.81US$4905.00RP1934 CORE KIT 400 US$9.81 US$1064.00 TOTAL 900 US$5 969.00 As

27、to the terms of payment,wed rather you can accept OA 60 days instead of D/A 60 days,which is good for both of us.We secure our supply in Shenzhen，mainland of China.As you know,February 14 is Chinese Spring Festival,most of the workers will have 7 days off.So we are afraid it is impossible to effect

28、the shipment before March,2010,but we can make the shipment in March.We are looking forward to your order.Sincerely yours，Ms.Fung Translation of Exporters Fax 1 泰迪唐：事由：关于BINDER文件包和CORE文件包报价 我方很高兴得知贵方对我方产品非常满意，同时非常感谢贵方对BINDER文件包和CORE文件包的询价。按照贵方要求，现报价如下：型号商品名称数量(PCS)单价(FOBC2 Hongkong)总金额RP1936BINDERKI

29、T文件包 500US$9.81US$4905.00RP1934 CORE KIT文件包400 US$9.81 US$1 064.00 总 计900 US$5 969.00 至于付款方式，我方宁愿贵方接受OA60天而不是D/A 60天的付款方式，这对贵我双方都有利。我方的供应商在中国大陆深圳。贵方应该知道，今年的2月14日是中国的春节，大多数工人都有7天休假，恐怕在2010年3月前交货都不可能，但我方可以安排3月的船期。期待贵方的订单。华风手袋公司冯女士敬上2009年1月12日 Importers Fax 2 Translation Main points Fax 4.1.4 Read Impo

30、rters Fax 2 January 13,2010Dear Ms.Fung，Re:Counter Offer on BINDER KIT and CORE KIT So nice to receive your quotation.As to the terms of payment,OA 60days is acceptable to us.Our customer agree to conclude the business at the price offered by you,and they want to make sure whether you can make promp

31、t delivery before the middle of February,say before Chinese Spring Festival,because the market in our area is firm now,and we hope the consignment can catch up the selling season.Please reply us as soon as possible after you get the approval from China Export&Credit Insurance Corporation.Yours truly

32、,Teddy Don BIG GRAPHER GREECEMain points of Importers Fax 2v1.Confirming the quotation v v2.Terms of payment acceptedv3.Price accepted v4.Counter-offer on the date of shipment(before Spring Festival)vExpectation of reply Translation of Importers Fax 2冯女士：事由：关于BINDER文件包和CORE文件包还价 很高兴收到贵方的报价，对于付款方式，我方

33、接受OA60天的付款方式。我方客户同意贵方所报价格，但他们希望贵方能否在2月中旬，即中国春节前装运，因为我市场对此产品的市场现在很坚挺，我方希望货物能赶上销售旺季。贵方接到中国信用保险公司的批准后，马上回复我方。希腊格拉佛大公司 泰迪唐敬上 2009 年1月13日Exporters Fax 2 TranslationFax Main points4.1.5 Main points of Exporters Fax 2v1.Referring the coming letterv2.“The date of shipment before Spring Festival”accepted v3.

34、Mention the application for OA with China Export&Credit Insurance Corporation4.1.6 Write Exporters Fax 2Mr.Teddy Don，Re:Counter-offer on BINDER KIT and CORE KIT Your fax dated on January 13,2010 has been received.In view of your urgent need of the goods and the good relationship between our two part

35、ies,we have persuade our factory to accept your order in spite of the lack of workers,but we can do so only by putting off our supply to another customer.So your early order is very necessary.We also inform you that we have applied with China Export&Credit Insurance Corporation for OA 60 days today.

36、Once we receive the approval,we will fax you the good news.The first business of this year will bring about substantial orders between us.Faithfully yours,Ms.Fung Translation of Exporters Fax 2泰迪唐：事由：关于BINDER文件包和CORE文件包还价贵方2010年1月13日的传真收悉。鉴于贵方急需此批货物以及贵我双方的长期友好业务关系，尽管缺少工人，但是我们还是说服工厂接受贵方订单，我们能够这样做，是因为

37、推迟了另一个客户的交货期。所以贵方早日下订单很有必要。同时告知贵方我们今天已经向中国信用保险公司申请了OA60天的付款方式。一接到中国信用保险公司的批准后，马上传真告诉贵方这个好消息。今年的第一笔交易定会给贵我双方带来大量的订单。华风手袋公司冯女士敬上2009年1月15日4.2 Application of OA 60 Days Main pointsExporters Exporters Fax 3Fax 3 Reply fromReply from Sinosure Sinosure vMs.Fung applied to China Export&Credit Insurance Cor

38、poration for OA 60 days after she received the letter from Mr.Teddy Don.Please figure out the main points of exporters letter according to the reply of China Export&Credit Insurance Corporation(Sinosure为简称为简称).Main pointsTranslationTranslation4.2.1 Main points of Exporters Fax 3 v1.Intention for app

39、ly for OA 60 daysv2.Some information about the importerv3.Applying for OA 60 days with materials neededv4.Expectation of approval4.2.2 Write Exporters Fax 3 January15,2010Dearsirs,Re:ApplicationforOA60DaysWearewritingtoyouforapplicationforinsuranceonOA60dayswithBIGGRAPHERGREECE,withwhomwehavedonebus

40、inessformorethan5years.BIGGRAPHERGREECEisanexcellentimportagentwhopushesthesaleswithfullheartandsoul,sothedemandforourproductsisincreasing.WeusedtodobusinessbyL/C,andwethinkthebankwillgiveyouagoodcommentonthiscompany.BecauseBIGGRAPHERGREECEisurgentneedofthegoodsthistime,andopeningL/Cwillwastesometim

41、e,weagreedtopaybyOA60days.Enclosedpleasefindthematerialsneededfortheapplication.Wehopetogetyourapprovalatanearlydate.Yoursfaithfully,FungLuEnclosuresTranslation of Exporters Fax 3敬启者：事由：申请OA60天保险兹写信给贵方想申请与希腊格拉佛大公司公司的OA60天付款方式的保险，我公司与这个格式已经交易5年多了。希腊格拉佛大公司是很优秀的进口代理商，全心全力地推销产品，因此对我方产品的需求量一直在上升。我们以前用信用证

42、付款方式，我方认为该公司的银行会给你一个关于该公司的很好的评价。由于希腊格拉佛大公司这次急需产品，开立信用证会占用时间，所以我们双方同意用OA60天的付款方式。随函附上申请保险所需的材料。希望早日收到贵方的批复。华风手袋公司冯路敬上2009年1月15日附件（略）4.2.3 A reply from Sinosure January20,2010DearFungLu,WerefertoyourfaxandtheenclosedapplicationaskingforOA60dayswithBIGGRAPHERGREECE.Afterwehavemadeathoroughinvestigation

43、ontheabovecompany,wethinkthiscompanyiscreditworthy.Soweacceptyourapplication.Theapprovalisenclosednow.Itwillbesuccessfullytransactionbetweenyou,wehope.Yourssincerely,ChinaExport&CreditInsuranceCorporationEnclosure:Main points of a reply from Sinosure v1.Confirming the fax and application v2.Approval

44、 of application v3.Favorable words on business Translation of a reply from Sinosure 冯路：兹谈及你方传真以及随函附上的与希腊格拉佛大公司做OA 60天的付款方式申请。我们对上述公司做了彻底的调查，认为该公司信誉很好。所以我们接受你方的申请。现随函附上信用限额审批表。我们希望这是笔成功的交易。中国出口信用保险公司 2010年1月20日Business Negotiation 2letterletterletterletterletter6.Exporters Fax 65.Importers Fax 4 1.Ex

45、porters Fax 4 2.Importers Fax 3 3.Exporters Fax 5 .Exporters Fax 4 TranslationFax Main points4.3.1 Main points of Exporters Fax 4v1.Referring the approval of China Export&Credit Insurance Corporationv2.Expectation of order4.3.2 Write Exporters Fax 4January23,2010Mr.TeddyDonRe:BINDERKITandCOREKITWear

46、egladtoinformyouoftheapprovalofChinaExport&CreditInsuranceCorporation,whoacceptstheOA60daysbetweenus.Sincethetimeispressing,wehavealreadyinstructedourdispatchdepartmenttoworkontheproduction.Yourearlyorderisreallyappreciated.Faithfullyyours,Ms.Fung Translation of Exporters Fax 4 泰迪唐：事由：关于BINDER文件包和CO

47、RE文件包很高兴地告知贵方中国出口信用保险公司已经批复了我们议定的OA60天的付款方式的保险。由于时间很紧迫，我方已经让发货部门组织生产，所以很感激贵方早日下订单。华风手袋公司冯女士敬上2009年1月23日 Importers Fax 3 Translation Main points Fax 4.3.3 Read Importers Fax 3:January25,2010DearMs.Fung:Re:OrderonBINDERKITandCOREKITWereallyappreciateyourefforttoconcludethecaptionedbusiness.Attachedple

48、asefindisourorderNo.PO10HK003.Yourstruly,TeddyDonBIGGRAPHERGREECE Attached:OrderNo.PO10HK003Main points of Importers Fax 3v1.Confirming the business v2.Order Translation of Importers Fax 3 冯女士：事由：关于BINDER 文件包和CORE 文件包的订单 非常感激贵方为标题项下的交易所做出的努力。附上 PO10HK003号订单。希腊格拉佛大公司 泰迪唐敬上 2009年1月25日 附件：PO10HK003号订单E

49、xporters Fax 5 TranslationFax Main points4.4.1 Main points of Exporters Fax 5 v1.Confirming the orderv2.Referring the first dispatch from Yangtian by trunkv3.Referring the CFS chargesv4.Good cooperation4.4.2 Write Exporters Fax 5 January26,2010Mr.TeddyDonRe:YourOrderNo.PO10HK003 Weconfirmhavingaccep

50、tedthesubjectedorder.WewanttomakeitclearthatourfactorywillshiptheconsignmentfromYangtian,ShenzhentoHongKongportbytrunk.Andanotherpointisaboutfreightcharges.Asyouknow,thequantitiesisntfarfroma20container.SoyouhavetoberesponsibleforCFSchargeswithamounttoUS$200.Thanksforyourcooperation.Faithfullyyours,