外贸函电与单证实训教程practice.pptx

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1、PracticeTwo:T/T+CIFCaseObjective Requirements Steps Introduction Practice 第1页/共136页ObjectiveThe objective is to enable students tobefamiliarwiththeexportproceduresusingCIFandT/T,tomastertheskillsto fill in the blanks in the relatedcorrespondence,salesconfirmationand therelated exportdocumentationacc

2、ordingtothegiveninformation.第2页/共136页Requirements1.ToknowwellabouttheproceduresofT/TandobligationsoftheSellerandBuyerunderCIFpriceterms.2.Toknowwellaboutthebusinessletterwritinginindentedformat.3.Tomasterusefulexpressionsandsentencemodelsfrequentlyusedinbusinessletters,especiallythewritingskillsofre

3、questinginsurertocovertheinsuranceandexpandingtheotherbusinesses.4.Tomasterthedrawingofcontractaccordingtothegiveninformation.5.Tomastertheexportdocumentationaccordingtothegiveninformation.第3页/共136页Steps1.ToreviewtheproceduresofT/TandobligationsoftheSellerandBuyerunderCIFpriceterms.2.Toreadandunders

4、tandthegivenbusinesstransactionbackground.3.TosumupthemainpointsinbusinessletterwritingaccordingtoMindMap1.4.Tofinishthebusinesslettersaccordingtothebackgroundinformation,contextandChinesegiven.5.Todrawthecontractaccordingtothebackgroundinformationandthecorrespondence.6.Tofillintherelatedexportdocum

5、ents.7.Toanswerthequestions.8.Toevaluateyourself.第4页/共136页Introduction本节实训是用CIF方式成交以及用T/T方式付款的外贸出口案例。信函内容涵盖建立贸易关系、询盘、报盘、还盘、交易的达成、办理保险、合同进行情况以及收到货物后的调试情况；涉及到的合约或单据有销售确认书、发票、装箱单、海运提单和装船通知、一般原产地证明书和其申请书、出境货物报检单、质量和数量证明书、货物通关单等。要求学生填写、翻译信函内容，并根据信函信息填写合约和单据。第5页/共136页Practice3.Business negotiationPractice

6、 2.Preparation for business6.Questions4.Signature of Sales Contract5.Performance第6页/共136页1.1T/T流程图流程图第7页/共136页1.2CIF术语买卖双方的主要义务术语买卖双方的主要义务5.负责货物装上船前的一切费用和风险负责货物装上船前的一切费用和风险3.负责货物装上船后的一切费用和风险负责货物装上船后的一切费用和风险第8页/共136页2PreparationforbusinessInformation about the exporter and importer Background informa

7、tion for business Basic information about the product 2 Preparation for business 2.2 2.3 第9页/共136页2Preparationforbusiness2.1Informationabouttheexporterandimporter2.1.1ExportersnameandaddressCOMIFODUCTMANUFACTUREMACHINECO.,LTD.广州康美风数控设备有限公司ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZHOU,P.R.

8、CHINATEL.:86-20-28879888FAX:86-20-28879718RepresentedbyHelen2.1.2ImportersnameandaddressSPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13HAMNGHISTREET,DIST.1,HOCHIMINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481RepresentedbyMr.LeNgocTam第10页/共136页2Preparationforbusiness2.2Backgroundinformationforbusi

9、nessExporter(COMIFODUCTMANUFACTUREMACHINECO.,LTD.)(China)gottheimportersinformationintheSpringTradeFair.Theyintendedtodobusinesswitheachotherandexchangedrelevantinformation.第11页/共136页2Preparationforbusiness2.3Basicinformationabouttheproduct风管生产三线等离子切割机第12页/共136页ItemDescriptionCountryof OriginUnit&Qt

10、yHS CODEUnit price(USD)CIF HCMCAmount(USD)01DuctmanufactureCompactLineIII(风管生产三线)Model:CTDF-IIIA.Thickness:0.4-1.2mmgalvanizedsheetB.Width:1000-1550mmC.Duplexdecoilers,=480mm,motor-drived,maxcapacity:8T/eachdecoiler.ChinaI SET(3PCS)8455221000277402774002PlasmaCuttingMachine(等离子切割机)Model:COMPA3100-15

11、00 x3100mmChinaI SET(3PCS)8456901000248402484003VerticalWhisper-LocSeamCloser(立式合缝机)Ductheight:500-1550mmChinaI SET(3PCS)8455221000102301023004TDFFlangeMachine(TDF法兰成型机)Model:T-12ChinaI SET(2PCS)847989904320432005PittsburghLockFormer(12DR辘骨机)Model:RF-12DRChinaI SET(1PC)846229901350135006Cornersmatic

12、(角码装订机)ChinaI SET(2PCS)84401090412041206 SETS(14PCS)Total:USD 72 600.00第13页/共136页3.Business Negotiation1 1 Sum up the main points of business letters2 2Fill out the letters第14页/共136页3.BusinessNegotiation3.1SumupthemainpointsofbusinesslettersonMindMap1.第15页/共136页第16页/共136页3.2Pleasefilloutthelettersac

13、cordingtothegivenChinese,andpayattentiontotheusefulpatterns.第17页/共136页3.BusinessNegotiationletterletterletterletter5.Acceptance 4.Counter-offer 1.Establishing business relationship 2.Enquiry（Reply to the establishment of business relationship）letter3.Firm offer 第18页/共136页 1)Establishing business rel

14、ationship3.BusinessNegotiation Main pointsTranslationletter第19页/共136页1)EstablishingbusinessrelationshipCOMIFODUCTMANUFACTUREMACHINECO.,LTD.ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZHOU,P.R.CHINATEL.:86-20-28879888FAX:86-20-28879718April5th,2009SPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13H

15、AMNGHISTREET,DIST.1,HOCHIMINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481第20页/共136页DearTam,FromtheSpringTradeFair,weknowthatyourfirmis(资信良好)inVIETNAM.(我方得知)you(特别感兴趣)intheproductsofDuctmanufactureCompactLine,PlasmaCuttingMachine,VerticalWhisper-LocSeamCloser,etc.,which(正属于我方的经营范围).We understand

16、standing and reliability are particularly interestedfall within the scope ofour business activitiesof goodthat第21页/共136页 Bythisletter,wearecontactingyouwithinterestto(建立业务关系)withyourcompany.Wehopethatwemayreceiveyour(询盘)soon.Inrecentyears,wehavedonebusinesswiththelargestandmostprominentfirms(在你方).As

17、iswell-knowntoyou,thepossibilitiesofimportingtheforeignproductsareverygreatinyourarea.Weareconfidentthatwewillbeableto(报给你方最低的价格),qualityandserviceto(满足你方要求).enter into businessinquiryin your areaquote you the best pricemeet your requirementsrelationship第22页/共136页We(期盼)establishinggoodbusinessrelati

18、onshipwithyousoon.Yourssincerely,Helenlook forward to第23页/共136页1)EstablishingbusinessrelationshipTranslation广州康美风空调设备有限公司广州康美风空调设备有限公司公司地址：广州天河软件园建中路62号三楼公司电话：020-28879888公司传真：春天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：84835174450-51-52传真：84835174481塔姆先生：从春交会上我方了解到贵公司在越南是家资信良好的公司，并且得知你方对于风管生产三线，等离子切割机，立式合缝机等产品特别感

19、兴趣，而这些产品正属于我方经营范围。第24页/共136页通过此信函联系贵方，以表达和贵方建立业务关系的意愿，希望能早日收到贵方的询盘。近几年来，我们已经和你方当地一些最知名的大商号进行了交易。如你所深知，在你处上述产品的进口需求很大。我们确信我方可报给你方最低的价格，最好的质量和提供最好的服务以满足你方的要求。我们期盼尽快和你方建立良好的业务关系。海伦谨启2009年4月5日第25页/共136页1)Establishingbusinessrelationship1.Source of information 2.Intention for export 3.Brief introduction

20、to business scope,experience and products4.Expectation for cooperation and an early reply第26页/共136页2）Enquiry（Reply to the establishment of business relationship)3.BusinessNegotiation Main pointsTranslationletter第27页/共136页2）EnquirySPRINGAIRENGINEERINGCOMPANYLIMITEDADDRESS:13HAMNGHISTREET,DIST.1,HOCHI

21、MINHCITY-VIETNAMTEL.:84835174450-51-52FAX:84835174481April7th,2009COMIFODUCTMANUFACTUREMACHINECO.,LTD.ADDRESS:NO.62,JIANZHONGROAD,TIANHESOFTWAREPARK,GUANGZHOU,P.R.CHINATEL.:86-20-28879888FAX:86-20-28879718第28页/共136页DearHelen,FromthemaildatedApril5th,we(得知)youareoneoftheleadingexportersofaircondition

22、er-install-relatedmachinesinyourarea.Wearenowwritingyouforthe(建立业务关系).are given to understand thatestablishment ofbusiness relationship第29页/共136页WhatwewantareDuctmanufactureCompactLine,PlasmaCuttingMachine,VerticalWhisper-LocSeamCloser,TDFFlangeMachine,PittsburghLockFormer,Cornersmatic.Pleasesendust

23、he(目录册)and(报价)ustheprices,aswellastheothertermsoftransaction.Weareverywellconnectedwithallthe(主要商人)inthisarea.Weareconfidentthatyoucanofferus(具竞争性的价格).(请提供我们所有你方出口产品的必要信息).Yourssincerely,Mr.Tamcataloguequotemajor dealerscompetitive pricesPlease supply us the necessary information of theexport produc

24、ts第30页/共136页2）EnquiryTranslation春天通风工程有限公司春天通风工程有限公司地址越南洪志明市一区汉姆街13号电话：84835174450-51-52传真：84835174481广州康美风空调设备有限公司公司地址：广州天河软件园建中路62号三楼公司电话：020-28879888公司传真：海伦小姐：从4月5号的邮件中我们得知，贵公司是空调装置设备产品主要出口商之一。我方致此信函希望和贵方建立业务关系。第31页/共136页我们想进口风管生产三线，等离子切割机，立式合缝机，TDF法兰成型机，12DR辘骨机和角码装订机这几种产品，请惠寄目录册以及报给我方价格和其它交易条款。我

25、们和这一领域的大商户都有很好的交际，相信你方一定会报给我方颇具竞争性的价格。请提供我们所有你方出口产品的必要信息。塔姆谨启2009年4月7日第32页/共136页2）Enquiry1.Acknowledgement of the coming letter and the intention 2.Specific enquiry and inviting a quotation or an offer(asking for a price list,a catalogue,samples and other terms,stating clearly your exact requirement

26、s)3.Stating the possibility of placing an order and expectation of an offer4.Expectation of early reply第33页/共136页3）Firm Offer 3.BusinessNegotiation Main pointsTranslationletter第34页/共136页3）FirmofferApril 9th,2009Dear Tam,We (感谢你方4月7号的信函),and confirm having faxed you in reply,as per (随函附上的报价单).You wil

27、l notefrom our fax that we (能够)offer you the goods as follows:acknowledge receipt of your letter of April 7thquotation sheet enclosedare in a position to第35页/共136页ItemDescriptionCountryofOriginQUANTTYUnitprice(USD)CIFHCMC01DuctmanufactureCompactLineIIIModel:CTDF-IIIThickness:0.4-1.2mmgalvanizedsheet

28、Width:1000-1550mmDuplexdecoilers,=480mm,motor-drived,maxcapacity:8T/eachdecoiler.ChinaI SET(3PCS)2774002PlasmaCuttingMachineModel:COMPA3100-1500 x3100mmChinaI SET(3PCS)2484003VerticalWhisper-LocSeamCloserDuctheight:500-1550mmChinaI SET(3PCS)1023004TDFFlangeMachineModel:T-12ChinaI SET(2PCS)432005Pitt

29、sburghLockFormerModel:RF-12DRChinaI SET(1PC)135006CornersmaticChinaISET(2PCS)4120第36页/共136页PAYMENT:ThebuyerhastoT/T30%ofthecontractsvalue(预先),andthenT/T70%ofthecontractsvaluerightaftertheSellersends/faxesallthedocuments.Wehavereceivedalotofinquiriesfrombuyersinotherplacesandwebelieveourpriceisfixeda

30、tareasonablelevel.(坦白说),ifitwasnotfor(扩展业务),wewouldntconsidermakingyou(实盘)atthisprice.Imafraidthereis(没有降价的空间).not much room for further price reductionexpanding businessin advanceTo be frank with youa firm offer第37页/共136页(这是实盘，以你方立复，并且不迟于这个月底到达我方为有效).Welookforwardtoyourearlyreply.Yoursfaithfully,He

31、lenThis offer is firm,subject to your immediate reply,whichshould reach us not later than the end of this month第38页/共136页3）FirmofferTranslation塔姆先生：感谢你方4月7号的信函，我们于今天发出如随函附上的报价单的传真作为回复。从传真你方便知我们能够提供以下的产品：编号货物产国单位单价（美元）CIF洪志明市01风管生产三线1）型号：CTDF-III2）板厚：0.4-1.2MM3）材料：镀锌钢板4）最大料宽：1300MM/1550MM（两款可供选择）中国套2

32、774002等离子切割机型号：COMPA3100-15003100mm中国套2484003立式合缝机管道高度：500-1550mm中国套1023004TDF法兰成型机型号：T-12中国套43200512DR辘骨机型号：RF-12DR中国套135006角码装订机中国套4120第39页/共136页 支付：买方须预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付70%合同金额.我们已经收到很多其他地方买家的询盘，相信我们的报价是相当合理而且稳定的了。坦白说，如果不是扩展业务的需要，我们也不会以这样低的价格报给你方实盘，所以恐怕再也没有降价的空间了。这是实盘，以你方即复，并且不迟于这个

33、月底到达我方为有效。盼早复。海伦谨启2009年4月9日第40页/共136页3）Firmoffer1.Confirming the enquiry2.Stating the details of the offer(name,price,quality,shipment,valid period)3.Suggestion of acceptance4.Expectation of early reply第41页/共136页4)Counter-offer 3.BusinessNegotiation Main pointsTranslationletter第42页/共136页4)Counter-of

34、ferApril12th,2009DearHelen,WeacknowledgewiththanksreceiptofyourletterofApril9thfortheoffer.Inreply,we(很乐意)statethatyourpricehasbeenfoundtobe(可接受的).Butastothe(支付方式),wewouldliketoamendasfollows:T/T30%ofthecontractsvalueinadvance,andthenT/T60%ofthecontractsvaluerightaftertheSellersends/faxesallthedocum

35、ents,T/T10%ofthecontractsvaluewithin3workingdaysrightafterconfirmedthemachinecommissioning.payment termsacceptableare pleased to第43页/共136页Aswe(急需)thegoods,pleasesendthecontracttous(尽早).Weexpectyourearlyreply.Sincerelyyours,Tamat your earliest convenienceare in urgent need of第44页/共136页4)Counter-offer

36、Translation海伦小姐：感谢你4月9号信函中给我们的报价，我们很高兴地告诉你方，你方所报的价格可为我方接受。但是对于支付方式，我们想作如下改动：买方预先汇付合同金额的30%给卖方，然后在卖方寄/传真所有的单据后汇付60%合同金额.最后在确认机器调试后的3个工作日内汇付10%的合同金额。我们急需所述产品，请尽早发送合同。期待早日收到贵方回复。塔姆谨启4月12日第45页/共136页4)Counter-offer1.Confirming the offer2.Declining the offer and giving the reasons3.Counter-offer on terms

37、of payment4.Expectation of reply 第46页/共136页5)Acceptance 3.BusinessNegotiation Main pointsTranslationletter第47页/共136页5)AcceptanceApril15th,2009DearTam,WehavereceivedyourletterofApril12ththatthepricesofferedbyusforthemachineareacceptedandyouwanttoamendthetermsofpaymentalittle.Wearegladtosaythatyour(还盘

38、)is(相当合理).Nowweareenclosingthe(销售确认书),pleasecheckittoseeanyproblemornot.counter-offerquite reasonablesales confirmation第48页/共136页Wehopethatthecontractwouldbe(顺利而且成功地执行)andthatthemutualbusinesswouldbeexpandedinthefuture.Trulyyours,Helenfulfilled smoothlyand successfullyEnclosure:Sales ConfirmationSal

39、es Sales ConfirmationConfirmation Translation 第49页/共136页5)AcceptanceTranslation塔姆先生：已收到4月12号关于你方接受我们报价和要求对支付方式作一点改动的来信。我方很高兴告知贵方，你们的还盘相当合理，现随函附寄一份销售确认书，请查看还有没有其他问题。衷心希望我们的交易可以顺利而且成功地执行，也希望我们将来的业务会不断扩大。海伦谨启4月15日第50页/共136页5)Acceptance1.Confirming the letter and terms of payment accepted2.Counter-offer

40、 accepted and S/C enclosed 3.Expectation of the transaction 第51页/共136页6)Sending Sales Confirmation 4.SignatureofContract Main pointsTranslationletter第52页/共136页6)SendingSalesConfirmationApril17th,2009DearTam,Referringtothefaxesexchangedbetweenusresultinginthe(达成交易)forthemachines,weareenclosingour(销售确

41、认书)No.39induplicate.(请会签并退还一份我方，以供存档).WetrustyouwillTTthe(首付)assoonaspossible.conclusion of businesssales confirmationdown paymentand return one copy to us for our filePlease countersign第53页/共136页Wehopethis(首次交易)willresultinfuturetransactionsbetweenus.Yourquickanswerwill(十分感激).Sincerelyyours,Helenin

42、itial dealbe appreciated第54页/共136页6)SendingSalesConfirmationTranslation塔姆先生：多次的传真联系，我们达成了机器的交易，现在随函附寄第CN0983202号销售合同一式三份，请会签并退还一份我方，以供存档。我方相信你方会尽快汇付我们首期货款。希望这首次交易会为我们将来带来更的业务，如能尽快答复不胜感激。海伦谨启4月17日第55页/共136页6)SendingSalesConfirmation1.Confirming the business agreement enclosed and expectation of count

43、er-signature 2.Detailed requirement for payment 3.Expectation for future business 第56页/共136页7)Reply to the sending Sales Confirmation 4.SignatureofContract Main pointsTranslationletter第57页/共136页7)ReplytothesendingSalesConfirmationApril18th,2009DearHelen,ThankyouverymuchforyourletterofApril17th,2009(

44、关于)thesalescontractNo.CN0983202.Wehavecheckedtheentirecontractand(感到满意)it.(随函附寄请查收)onesignedcopyforyourfile.Enclosed please findare satisfied withconcerning第58页/共136页WehaveT/T30%ofthecontractsvaluethroughourbankasdownpaymenttocoverthesaidproductsandwouldbegratefulifyoucan(执行订单)asquicklyaspossible.We

45、arelookingforwardtoyourreply.Sincerelyyours,Tamexecute the order第59页/共136页7)ReplytothesendingSalesContractTranslation海伦小姐：感谢你方4月17日关于第39号销售合同的信函。我们已经检查整份合同并且对它感到比较满意，随函附寄一份已签合同供你方存档，请查收。我们已经通过我们的银行汇付30%的合同金额方，作为此批货物的首期货款，如贵方能尽早执行订单，不胜感激。希望早日收到贵方回复。塔姆谨启4月18日第60页/共136页7)ReplytothesendingSalesContract1

46、.Confirming the Sales Confirmation 2.Countersigned the contract and return one copy as requested 3.Payment 第61页/共136页5.Performance5.1 letters during the performance 5.2 Export documentation第62页/共136页5.1Lettersduringtheperformance Letters during the performanceletters between seller and insurerLetter

47、s between seller and buyer第63页/共136页5.1.1lettersbetweensellerandinsurer8)Requesting the insurer to cover the consignment9)Insurer replied to the request for covering the consignment第64页/共136页8)Requesting the insurer to cover the consignment5.1.1lettersbetweensellerandinsurer Main pointsTranslationle

48、tter第65页/共136页8)RequestingtheinsurertocovertheconsignmentDearsir,Wewishtoinsurethefollowinggoods(投一切险)forthesumofUSD72600,14casesofmachines.ThesegoodswillbeshippedbyS.S.MSCFRANCEH944A,(预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港).due toagainst All RisksShenzhen on or after October 29,2009leave for Hochiminh Cit

49、y Port,Vietnam from Chiwan Port,第66页/共136页We(要求投保至胡志明市)andshallbegratefulifyouletushavethepolicyassoonasitisready.(同时请告知贵司是否愿意投保此批货物).Yoursfaithfully,HelenCOMIFODUCTMANUFACTUREMACHINECO.,LTDrequire cover as far as Hochiminh CityIn the meantime please let us have yourconfirmation that you hold the co

50、nsignment covered第67页/共136页8)RequestingtheinsurertocovertheconsignmentTranslation敬启者：我公司希望为下列产品，14箱机器，总金额为72600美元投一切险。这些产品将由“MSCFRANCEH944A”轮装运，预计在2009年10月29日前后从深圳赤湾港运往越南胡志明市港。我公司要求投保至胡志明市，如果贵方尽快备好保单并寄给我方，我方将不胜感激。同时请告知贵公司是否愿意投保此批货物。海伦谨启广州康美风数控设备有限公司第68页/共136页8)Requestingtheinsurertocovertheconsignme