1、国贸上级实习操作自行车终审稿 公司内部档案编码：OPPTR-OPPT28-OPPTL98-OPPNN08国贸上级实习操作自行车操作一：建立业务关系 上海金海贸易公司2003年3月的亚洲杂志（Asia Source）上刊登，丹麦公司欲求购中国产的自行车。公司全称和详细地址为： & CO. A/S77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX: （01）20 11 90请给丹麦客户发一封建立业务关系的信函，要求格式完整、正确，主要内容包括公司介绍、可提供的产品介绍（永久牌、 凤凰牌等），说明另邮航寄商品目录，并表达期待尽快与对方达成具
2、体交易的热切愿望等。 信函日期：2003年3月2日操作一：建交参考金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-277 WU XING ROAD,FAX: 86-21-SHANGHAI, CHINATO: & CO. A/SFAX: （01）20 11 90DATE: MARCH 2, 2003Dear Sir/Madame,We have your name and address from the Asian Source and are glad to lear
3、n your interest in Chinese bicycles.We have been in the light industrial field since 1975 and have grown to become one of the leading Imp. & Exp. companies in China, dealing with a wide range of commodities like bicycles, traditional Chinese handicrafts, and so on. We are exporting bicycles of vario
4、us brands among which Forever and Phoenix Brand are the most famous ones. By keeping the principle of EXCELLENT QUALITY, COMPETITIVE PRICE, SUPERIOR SERVICE, we have won a very good reputation from all of our customers.Through our study of European market, bicycle, because of its cheap-price, conven
5、ience, non-air-pollution, and a good means of keeping fit, has received a warmer welcome in recent years. So we are quite sure that our products will meet the requirements of your customers.By taking this opportunity, we hope to extend our business relationship with you and our illustrated catalogs
6、will be sent to you by separate post. Please do not hesitate to specify the items, which interest you and send us your inquiry by return. You will certainly enjoy the best cooperation provided by us.With best regards. Yours faithfully,GOLDEN SEA TRADING CORP.xxx MANAGER操作二：出口报价核算商品：永久牌山地自行车 货号：YE803
7、 / TE600颜色：蓝、绿、红、紫、白(其他商品资料可在TMT信息查询系统中查询)已知出口退税为9，国内费用：出口包装费每辆10元；整批货物(两个货号1200辆)共需仓储费500元；国内运杂费1000元；商检费650元；报关费50元； 港口费800元；业务费2000元；其它1000元。保险： 发票金额加10投保一切险和战争险，费率分别为%和%；公司要求的预期利润率为成交价格的10并以即期信用证作为付款方式。核算要求： 请根据上述条件，以美元为报价单位进行出口报价核算，列出详尽的计算过程（分步计算，结果保留4位小数，最后报价取2位小数）。 操作二：报价参考金海贸易公司货号：YE803 261）
8、 实际成本采购成本退税收入?2102109%/（1+17%）（元/辆）2） 国内费用：10 +(1000+700+800+500+2000+1000）/120015（元/辆）3） 因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆?所以，采用40英尺集装箱装运最合适 40英尺集装箱装箱量：55/ ），取整，120 箱 出口运费3935120（元/辆）4） 出口报价：CIFC5（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）（+15+）/（1-5%-10%（110%）/ 美元/辆货号：TE600 241） 实际成本采购成本退税收入?2502509
9、%/（1+17%）（元/辆）2） 国内费用：10 +(1000+700+800+500+2000+1000）/120015（元/辆）3） 因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆?所以，采用40英尺集装箱装运最合适 40英尺集装箱装箱量：55/ ），取整，120 箱 出口运费3935120（元/辆）4）出口报价：CIFC5（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）（+15+）/（1-5%-10%（110%）/ 美元/辆操作三：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
10、尽快做出决定，发盘有效期为七天。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 操作三：发盘参考金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-277 WU XING ROAD,FAX: 86-21-SHANGHAI, CHINATO: & CO. A/SFAX: （01）20 11 90DATE: MARCH 12, 2003 Dear Sirs,Thank you
11、 for your letter inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26 and TE600 24 bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326 per set CIFC5 Copenhagen600 SETSTE60024per set CIFC5 Copenhagen600 SE
12、TSAvailable colors:blue; green; red; purple; white.Packing:To be packed in cartons of one set each, 120 cartons to a 40 container.Shipment:Shipment is effected during May 2003 on the condition that the relevant L/C arrives by the end of 25th April 2003.Payment:Payment shall be made by an irrevocable
13、 Sight Letter of Credit for full contract value through a bank acceptable to the Seller.Insurance:For 110% invoice value covering All Risks & War Risk as per dated 1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very reasonable and in case you need more i
14、nformation, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDEN SEA TRADING CORP.MANAGER XXX操作四：出口还价核算根据公司的还价，请计算：（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) 各货号经还价后的总利润额分别为多少元人民币2) 若接受对方价格，而我公司的利润率又不得少于6，那么，在其它条件不变的情况下，公司应掌握的国内采购价分别为多少元人民币再次报价
15、：重新报出公司利润为6%的CIFC5价格操作四：还价参考金海贸易公司1）利润核算货号YE803 26 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*600*(1-5%-110%*%)-210*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*2元 货号TE600 24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*600*(1-5%-110%*%)-250*600*(1+17%-9%)/(1+17%)-(100+80+70+200+50+1200+100)*10/2-3935*10*2元2）成本
16、核算：设含税国内采购价格为x货号YE803： 62(165110%)3935/1201800/120xx/(1+17%)9%62 15x（元）辆货号TE600：68(15%6%110%) xx/(1+17%)9% x（元）辆3）再次报价：货号YE803：+15)/+/(1110%5%6%)+/取整报价为YE803：US$ per set;货号TE600：+15)/+/ (1110%5%6%)+/取整报价为TE600: US$ per set.操作五：拟写还盘函 请根据操作指南中还盘函电的写作要求给公司写一封还盘信，提出对方还价难以接受，重新报出公司利润率为6的CIFC5哥本哈根的价格（取整），
17、报价有效期为3天并告知公司可以接受30天远期信用证付款。 信函日期：2003年3月22日 操作五：还盘参考金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-277 WU XING ROAD,FAX: 86-21-SHANGHAI, CHINATO: & CO. A/SFAX: （01）20 11 90DATE: March 22, 2003Dear Sirs, We have carefully considered the opinion you expressed i
18、n your mail of counter offer. We are doing the best to set our price as low as possible without a sacrifice of quality in searching the suitable suppliers. Though we may possibly accept your payment term, . by L/C at 30 days sight, we have regretfully point out that the prices mentioned in your mail
19、 are unacceptable.Considering the excellent quality submitted and the continual rise in export cost, it is almost impossible for us to make any further reduction. However, in view of the initial transaction between us and the special character of your market, we have decided to give you the followin
20、g favorable quotation, which is the utmost we can do:FOREVER BRAND BICYCLE:YE80326 per set CIFC5 CopenhagenTE60024 per set CIFC5 CopenhagenSince this offer is valid only for 3 days, please take this advantage and give us your acceptance by E - mail as soon as possible.With best regards!Yours faithfu
21、lly,GOLDEN SEA TRADING CORP.ManagerXXX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操作六：成交参考金海贸易公司 合同核算：1. 成交金额600+600) 6781502. 购货总成本(210+250)600276000 元3. 退税总收入 元4. 实际成本（210+250）600（1-1/%9%）5. 业务费用101200+1000+700+800+500+
22、2000+1000=180006. 出口运费393510=7. 出口保费678150110%8. 客户佣金6781505%上缴利润成交金额实际成本业务费用出口运费出口保费客户佣金67815018000利润率利润额/成交金额=%上缴利润为，利润率为%.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：JH-
23、FLSSC06操作七： 合同参考 金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-277 WU XING ROAD,FAX: 86-21-SHANGHAI, CHINATO: & CO. A/SFAX: （01）20 11 90DATE: April 1, 2003 Dear Sirs,Many thanks for your order No. 9711 and we are sending you our signed Sales Confirmation No.
24、JH-FLSSC06 in duplicate. Please counter sign and return for our file.As the shipment date is approaching, please immediately instruct your bank to issue the relevant L/C in our favor otherwise the shipment date may be delayed.Best regards!Yours faithfully,GOLDEN SEA TRADING CORP.Manager操作七： 合同参考 SAL
25、ES CONFIRMATIONS/C No.: JH-FLSSC06Date: April 1st 2003The Seller:GOLDEN SEA TRADING CORP.The Buyer: & CO. A/SAddress: 8TH FLOOR, JIN DU BUILDING,Address: 77, VIGERSLEV ALLE,277 WU XING ROAD, ?SHANGHAI, CHINA DK-2500 VALBY, COPENHAGEN, DENMARKItem No.Commodity &SpecificationsUnitQuantityUnit Price(US
26、$)AMOUNT(US$)FOREVER BRAND BICYCLECIFC5% COPENHAGEN1YE803 26SET6002TE600 24SET600TOTALTOTAL CONTRACT VALUE:SAY US DOLLARS EIGHTY TWO THOUSAND AND TWO HUNDRED ONLYPACKING:TO BE PACKED IN CARTONS OF ONE SET EACH, TOTAL 1200 CARTONS.PORT OF LOADING& DESTINATION:FROM SHANGHAI CHINA TO COPENHAGEN ,DENMAR
27、K.SHIPMENT:TO BE EFFECTED BEFORE THE END OF MAY 31,2003WITHPARTIAL SHIPEMNT AND TRANSHIPMENT ALLOWEDPAYMENT:TTHE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THESELLER AN IRREVOCABLE LETTER OF CREDIT PAYABLE AT 30 DAYSSIGHT WHICH SHOULD REACH THE SELLER BY THE END OF APRIL 25,2003 AND REMAIM VALID F
28、OR NEGOTIATION IN CHINA UNTIL 15TH DAY AFTERTHE DATE OF SHIPMENT.INSURANCE:THE SELLER SHALL COVER INSURANCE AGAINST ALL RISKS ANDWAR RISK FOR 110% OF THE TOTAL INVOICE VALUE AS PER THERELEVANT OCEAN MARINE CARGO CLAUSES OF THE PEOPLESINSURANCE COMPANY OF CHINA DATED 1/1/1981.Confirmed by:THE SELLERT
29、HE BUYERGOLDEN SEA TRADING CORP.MANAGER( signature)( signature)REMARKS: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 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
