外贸流程例解案例详实
案例

本公司于1952年建立，专营玩具和工艺品，现在已经成为中国最年夜的收支口公司之一。因为公司的产质量量高，价钱优惠，因此在世界各地的客户中享有较高声誉。2004年3月你从国际互联搜集上得知美国的DRAGONTOYCO.LTD.欲求购中国产的远控赛车TelecontrolRacingCar。客户的详细地点如下：

DRAGONTOYCO.LTD.，

1180CHURCHROADNEWYORK，

PA19446U.S.A.

FAX：215-393-3921

E-MAILADDRESS：timzsh0516@sina.com

请参照上述根基情况，根据课本中起草建立营业干系信函的根基要求给对方发一封建立营业干系的电子邮件，要求格式完整、准确，内容包括公司介绍、产物介绍，并另寄产物目次，及表达想与对方建交的热切愿看等。留意不要做成简朴翻译

建交信如下：

Date：Dec26th2005

DRAGONTOYCO.LTD.，

1180CHURCHROADNEWYORK，

PA19446U.S.A.

FAX：215-393-3921

E-MAILADDRESS：timzsh0516@sina.com

DearSirorMadam：

WeobtainedyournameandaddressfromtheinternationalinternetinMarch2004andweknowthatyouareinterestedinTelecontrolRacingCarproducedinChina.Now，wearewritingtoyoutohopeestablishbusinessrelationswithyou.

Ourcompanywasfoundedin1952，specializedintoyandhandicraft，

Andhavealreadybecameoneofthebiggestimport& exportcompanyinChinanow.TelecontrolRacingCarisournewproduct，anditisverypopularallovertheworld.

Ourproductholdhighreputationbytheclientsintheworldwidewiththehighqualityandfavorableprice.

Inordertogiveyouagengralideaofvariouskindsofproductthatwearehandling，weareairmailingyouunderseparatecoverourlatestcatalogueforyourreference.Pleaseletusknowimmediatelyifyouareinterestedinourproducts.

Welookforwardtoyourearlyreply.

yoursfaithfully，

jerry

材料

商品远控赛车TelecontrolRacingCar

货号18812188141881718819

包装体例12辆/纸箱20辆/纸箱20辆/纸箱12辆/纸箱

尺码CM72X36X4872X72X4872X72X4872X36X48

毛/毛重12/9KGS22/18KGS22/18KGS12/9KGS

购货价钱150元/辆160元/辆170元/辆180元/辆

起订量1个20'FCL1个20'FCL1个20'FCL1个20'FCL

已知远控赛车的增值税为17百分，出口退税为9百分，

海内费用有：出口包装费15元/纸箱，仓储费5元/纸箱；

一个20英尺集装箱的海内运杂费400元，商检费550元，报关费50元，口岸费600元，别的费用1400元。

海运集装箱包箱费率由上海至纽约每一个20'集装箱为2200美元。

保险为发票金额加成10百分投保统统险和战役险，费率为分别为0.6百分和0.3百分.公司要求在报价中包括10％的预期利润，付款体例是即期声誉证。美元汇率为：8.25：1

客户询盘

LIDITRADINGCO.LTD.

NO.1267EASTNANJINGROAD

SHANGHAI，CHINA

FAX：021-64042588

DearSirs，

Wehavereceivedyourlettertogetherwithyourcatalogues.Havingthoroughlystudiedthecatalogues，wefindthatyourTelecontrolRacingCarsArt.No.18812，18814，18817and18819arequitesuitableforourmarket.Wemayneedone20'FCLeachforJANUARYdelivery.PleasekindlyinformusifyouareabletosupplyandquoteusyourmostfavorablepricefortheabovegoodsonthebasisofCIFC3NEWYORKwithdetails，includingpacking，shipment，insuranceandpayment.

Yourimmediateattentionwillbehighlyappreciated.

Withbestregards！

Yoursfaithfully，

DRAGONTOYCO.LTD.

CharlesBorgat

MANAGER

单价计算历程如下：

Art.18812

解答：单件包装体积：0.72*0.36*0.48=0.12442立方米

20英尺集装箱包装数：25/0.1244=200纸箱

报价数量：200*12=2400辆

成本：含税成本150元。

退税收进150/1+17百分*9百分=11.5385元/辆

理想成本150—11.5385=138.4615元/辆

费用：海内费用15*200+5*200+400+550+50+600+1400/2400=2.9167元/辆

出口运费2200*8.25/2400=7.5625元/辆

客户佣金报价x3百分

保险费用CIF报价x110百分x0.9百分

利润：报价x10百分

FOB报价=成本+费用+佣金+利润

=138.4615+2.9167+报价x3百分+报价x10百分

所以

FOBC3报价=138.4615+2.9167/1-3百分-10百分=162.5036元/辆=19.70美元/辆

CFR报价=成本+费用+佣金+利润

=138.4615+2.9167+7.5625+报价x3百分+报价x10百分所以CFRC3报价=138.4615+2.9167+7.5625/1-3百分-10百分=171.1962元/套=20.75美元/辆

CIF报价=成本+费用+佣金++保险费+利润

=138.4615+2.9167+7.5625+报价x3百分+报价x10百分+报价x110百分x0.9百分

所以CIFC3报价=138.4615+2.9167+7.5625/1-3百分-10百分-110百分*0.9百分

=173.1667元/辆=20.99美元/辆

Art.18814

解答：单件包装体积：0.72*0.72*0.48=0.24883立方米

20英尺集装箱包装数：25/0.2488=100纸箱

报价数量：100*20=2000辆

成本：含税成本160元。

退税收进160/1+17百分*9百分=12.3077元/辆

理想成本162—12.3077=147.6923元/辆

费用：海内费用15*100+5*100+400+550+50+600+1400/2000=2.5元/辆

出口运费2200*8.25/200=9.075元/辆

客户佣金报价x3百分

保险费用CIF报价x110百分x0.9百分

利润：报价x10百分

FOB报价=成本+费用+佣金+利润

=147.6923+2.5+报价x3百分+报价x10百分

所以FOBC3报价=147.6923+2.5/1-3百分-10百分=172.6348元/辆=20.93美元/辆

CFR报价=成本+费用+佣金+利润

=147.6923+2.5+9.075+报价x3百分+报价x10百分

所以CFRC3报价=147.6923+2.5+9.075/1-3百分-10百分=183.0659元/辆=22.19美元/辆

CIF报价=成本+费用+佣金++保险费+利润

=147.6923+2.5+9.075+报价x3百分+报价x10百分+报价x110百分x0.9百分

所以

CIFC3报价=147.6923+2.5+9.075/1-3百分-10百分-110百分*0.9百分

=185.1730元/辆=22.45美元/辆

Art.18817

解答：单件包装体积：0.72*0.72*0.48=0.24883立方米

20英尺集装箱包装数：25/0.2488=100纸箱

报价数量：100*20=2000辆

成本：含税成本170元。

退税收进170/1+17百分*9百分=13.0769元/辆

理想成本170—13.0769=156.9231元/辆

费用：海内费用15*100+5*100+400+550+50+600+1400/2000=2.5元/辆

出口运费2200*8.25/2000=90.75元/辆

客户佣金报价x3百分

保险费用CIF报价x110百分x0.9百分

利润：报价x10百分

FOB报价=成本+费用+佣金+利润

=156.9231+2.5+报价x3百分+报价x10百分

所以FOBC3报价=156.9231+2.5/1-3百分-10百分=183.2449元/辆=22.21美元/辆

CFR报价=成本+费用+佣金+利润

=156.9231+2.5+9.075+报价x3百分+报价x10百分

所以CFRC3报价=156.9231+2.5+9.075/1-3百分-10百分=193.6760元/辆=23.48美元/辆

CIF报价=成本+费用+佣金++保险费+利润

=156.9231+2.5+9.075+报价x3百分+报价x10百分+报价x110百分x0.9百分

所以CIFC3报价=156.9231+2.5+9.075/1-3百分-10百分-110百分*0.9百分

=195.9052/辆=23.75美元/辆

Art.18819

解答：单件包装体积：0.72*0.72*0.48=0.12442立方米

20英尺集装箱包装数：25/0.12442=200纸箱

报价数量：200*12=2400辆

成本：含税成本180元。

退税收进180/1+17百分*9百分=13.8462元/辆

理想成本180—13.8462=166.1538元/辆

费用：海内费用15*200+5*200+400+550+50+600+1400/2400=2.9167元/辆

出口运费2200*8.25/2400=7.5625元/辆

客户佣金报价x3百分

保险费用CIF报价x110百分x0.9百分

利润：报价x10百分

FOB报价=成本+费用+佣金+利润

=166.1538+2.9167+报价x3百分+报价x10百分

所以FOBC3报价=166.1538+2.9167/1-3百分-10百分=194.3339元/辆=23.56美元/辆

CFR报价=成本+费用+佣金+利润

=166.1538+2.9167+7.5625+报价x3百分+报价x10百分

所以CFRC3报价=166.1538+2.9167+7.5625/1-3百分-10百分=203.0265元/辆=24.61美元/辆

CIF报价=成本+费用+佣金++保险费+利润

=166.1538+2.9167+7.5625+报价x3百分+报价x10百分+报价x110百分x0.9百分

所以CIFC3报价=156.9231+2.9167+7.5625/1-3百分-10百分-110百分*0.9百分

=205.3633元/辆=24.89美元/辆

则发盘函电如下：

利迪商业无限公司

LIDITRADINGCOMPANYLIMITED

地点：中国上海南京东路1267号传真：021－64042588电子信箱：dengjian214@sina.com

ADD：NO.1267EASTNANJINGROAD，SHANGHAI，CHINAFAX：021-64042588

E-MAIL：dengjian214@sina.com

TO：DRAGONTOYCO.LTD.，Date：Dec27th2005

DRAGONTOYCO.LTD.，

1180CHURCHROADNEWYORK，

PA19446U.S.A.

FAX：215-393-3921

E-MAILADDRESS：timzsh0516@sina.com

DearCharles，

WearepleasedtoreceiveyourinquiryofDEC26，2005andtohearthatyouareinterestedinourTelecontrolRacingCarsArtseries.Wewouldliketoquoteasfollowsbasedonper20'FCL.Quantiiteslessthanthatareslghtlyhigher.

CommodityArticleNO.CIFC3TORONTOPERSETCartonsper20'FCL

TelecontrolRacingCarsArt18812USD20.99200carton

18814USD22.45100carton

18817USD23.75100carton

18819USD24.89200carton

Packing：Asto18812，12carspercarton.

Asto18814，20carspercarton.

Asto18817，20carspercarton.

Asto18819，12carspercarton.

Shipment：TheearlydeliverytobeeffectedattheendofJanuary，2006.

Payment：ByL/Catsight.

Insurance：For110百分invoicevaluecoveringAllRisk，andWarRisk.

Wewillkeepthisoffervalidonlyfor7days.

Inadditon，wehavesentthesamlesyourequested，Inordertoassistyouinpromotingsalesattheinitialstage，theyarefreeofcharge.

Aswearereceivingordersdaytodayandourresentstocksarenearlyexhausted，wewouldadviseyoutoplaceanorderassoonaspossibleifdeliveriesarerequiredtobeprompt.

Wearelookingforwardtoyourinitialorder.

Yourstruly，

LIDITRADINGCOMPANYLIMITED

jerry

客户还盘

LIDATRADINGCO.LTD.

NO.1267EASTNANJINGROAD

SHANGHAI，CHINA

FAX：021-64042588

DearSirs，

WewritetothankyouforyourofferofApril22，2004.Howeverafteracarefulstudyofyourquotation，wefindthatyourpriceseemstobeonthehighside.Itwillleaveuswithalmostnoprofittoacceptyourprice.

Weappreciatethequalityofyourproductsandaregladtohavetheopportunitytodobusinesswithyou.Wesuggestthatyoumakesomeallowanceonyourprice.Foryourreference，thehighestpriceswecanacceptareasfollows：

ART.NO.18812USD19.40/PIECECIFC3NEWYORK2400PIECES

ART.NO.18814USD20.50/PIECECIFC3NEWYORK2000PIECES

ART.NO.18817USD21.80/PIECECIFC3NEWYORK2000PIECES

ART.NO.18819USD22.60/PIECECIFC3NEWYORK2400PIECES

Whatismore，wewanttheshipmenttobeeffectedbytheendofthisJuly

forsomereason.

Pleasetakeitintoseriousconsiderationandyourearlyreplywillbeappreciated.

Bestregards！

Yoursfaithfully，

DRAGONTOYCO.LTD.

CharlesBorgat

MANAGER

我方第二次的发盘略

客户成交函电

LIDITRADINGCO.LTD.

NO.1267EASTNANJINGROAD

SHANGHAI，CHINA

FAX：021-64042588

E-MAIL：TIMZSH0516@SINA.COM

DearSirs，

YourquotationofhasbeenacceptedandwearegladtoplaceourorderNO.Dragon9701asfollows：

ART.NO.18812USD19.88/PIECECIFC3NEWYORK

ART.NO.18814USD20.66/PIECECIFC3NEWYORK

ART.NO.18817USD21.94/PIECECIFC3NEWYORK

ART.NO.18819USD23.06/PIECECIFC3NEWYORK

PleasepayattentionthattheshipmentmustbeeffectedbytheendofthisNov.Othertermsandconditionsarethesameasweagreedbefore.

Asthisistheveryfirsttransactionwehaveconcluded，yourcooperationwouldbeverymuchappreciated.Pleasesendusyoursalesconfirmationinduplicateforcounter-signing.

Bestregards！

Yoursfaithfully，

DRAGONTOYCO.LTD.

CharlesBorgat

MANAGER

条约见附件

客户开来的声誉证

ADDRESS：50HUQIUROAD.

CABLE：CHUNGKUO

TELEX：33062BOCSHECN声誉证关照书

SWIFT：BKCHCMBJ300NotificationofDocumentaryCredit

FAX：3232071YEAR-MONTH-DAY

To：致：LIDITRADINGCO.LTD.

NO.1267EASTNANJINGROADWHENCORRESPONDING

PLEASEQUOTEOURREF.NO.APR112005

SHANGHAI，CHINA

IssuingBank开证行

ChemicalBankNewYork

55WaterStreet，Room1702，NewYork，U.S.A.Transmittedtousthrough转递行

L/CNO.声誉证号DATED开证日期

DRG-LDLCA21April112005Amount金额

US$188256.00

Dearsirs，迳启者

Wehavepleasureinadvisingyouthatwehavereceivedfromthea/mbankan

兹关照贵司，我行收自上述银行

pre-advisingof事后关照mailconfirmationof证明书

telexissuing电传开立uneffective未生效

Xoriginal正本duplicate正本

letterofcredit，contentsofwhichareasperattachedsheetse

Thisadviceandtheattachedsheetsmustaccompanytherelativedocumentswhenpresentedfornegotiation.

声誉证一份，现随附关照。贵司交单时，请将本关照书及声誉证一并提醒。

xPleasenotthatthisadvicedoesnotconstituteourconfirmationoftheaboveL/Cnordoesitconveyanyengagement

orobligationonourpart.

本关照书不组成我行对此声誉证之保兑及别的任何责任。

PleasenotethatwehaveaddedourconfirmationtotheaboveL/C，negotiationisrestrictedtoourselvesonly.

上述声誉证已由我行加具保兑，并限向我行交单。

Remarks：备注：

ThisL/Cconsistsoftwosheets，includingthecoveringletterandattachments。

本声誉证连同面函及附件共2纸。

IfyoufindanytermsandconditionsintheL/Cwhichyouareunabletocomplywithandoranyerrors，itissuggestedthatyoucontactapplicantdirectlyfornecessaryamendmentsofastoavoidanydifficultieswhichmayarisewhendocumentsarepresented.

如本声誉证中有无法办到的条目及/或错误，请迳与开证请求人联系举行需要的点窜，以拂拭交单时年夜概发作的题目。

yoursfaithfully，

上海分行

声誉证

关照章

FORBANKOFCHINA

TESTCORRECTWITHUSSHANGHAI

---------------------------------------------

FROM：CHEMICALBANKNEWYORK

OURREF：NY980520004658001T01

TO：BANKOFCHINA

SHANGHAIBRANCH

50HUQIUROAD，SHANGHAI

PEOPLE'SREP.OFCHINA

TEST：FORUSD/188，256.00ONDATE4/11

PLEASEADVICEBENEFICIARYOFTHEFOLLOWINGLETTEROFCREDIT

ISSUEDBYUSINTHEIRFAVORSUBJECTTOUCP500：

DOCUMENTARYCREDITNUMBER：DRG-LDLCA21

DATEANDPLACEOFEXPIRY：May31，2005INU.S.A.

APPLICANT：DRAGONTOYCO.LTD.1180CHURCHROADNEWYORK，PA19446U.S.A.

BENEFICIARY：LIDITRADINGCO.LTD.NO.1267EASTNANJINGROADSHANGHAI，CHINA

AMOUNT：USD188，256.00

SAYUNITEDSTATESDOLLARSONEHUNDREDANDEIGHTYEIGHTTHOUSANDTWOHUNDREDANDFIFTYSIXONLY.

AVALIABLEWITH：ANYBANK

BY：NEGOTIATIONOFBENEFICIARY'SDRAFTSAT30DAYS'SIGHT

DRAWNON：

CHEMICALBANK，NEWYORK，ACCOMPANIEDBYTHEDOCUMENTS

INDICATEDHEREIN.

COVERINGSHIPMENTOF：

COMMODITYART.NO.QUANTITY

TELECONTROLRACINGCAR

188122000PIECES

188142000PIECES

188172000PIECES

188182000PIECES

SHIPPINGTERMS：CIF

SHIPPINGMARKS：LD-DRGSCA21/DRAGONTOY/NEWYORK/NO.1-UP

DOCUMENTSREQUIRED：

1-3COPIESOFCOMMERCIALINVOICESHOWINGVALUEINU.S.DOLLARS

ANDINDICATINGL/CNO.ANDCONTRACTNO……

2-2COPIESOFPACKINGLISTSHOWINGGROSS/NETWEIGHTANDMEASUREMENTOFEACHCARTON.

3-CERTIFICATEOFORIGININTRIPLICATEISSUEDBYCHINACHAMBEROFINTERNATIONALCOMMERCE.

4-2COPIESOFINSURANCEPOLICYORCERTIFICATEENDORSEDINBLANKFORTHEINVOICEVALUEOFTHEGOODSPLUS110百分COVERINGISALLRKSANDWARRISKASPERANDSUBJECTTOOCEANMARINECARGOCLAUSESOFTHEPEOPLE'SINSURANCECOMPANYOFCHINADATED1/1/1981.

5-3/3SETANDONECOPYOFCLEANONBOARDOCEANBILLSOFLADINGMADEOUTTOORDERANDBLANKENDORSEDMARKEDFREIGHTPREPAIDANDNOTIFYAPPLICANT.

PARTIALSHIPMENTS：PERMITTED

TRANSSHIPMENTS：PERMITTED

SHIPMENTFROM：SHANGHAI，CHINATO：NEWYORK

NOTLATERTHAN：May10，2005

DOCUMENTSMUSTBEPRESENTEDWITHIN15DAYSAFTERSHIPMENT，BUTWITHINVALIDITYOFTHELETTEROFCREDIT.

INSTRUCTIONSTOTHEPAYING/ACCEPTING/NEGOTIATINGBANK

NEGOTIATINGBANKISTOFORWARDALLDOCUMENTSINONEAIRMAIL

TOCHEMICALBANKNEWYORK，55WATERSTREET，ROOM1702，NEWYORK，NEWYORK10041ATTN：LETTEROFCREDITDEPARTMENT

ENDOFMESSAGE

点窜声誉证

DRAGONTOYCO.LTD.，

1180CHURCHROADNEWYORK，

PA19446U.S.A.

FAX：215-393-3921

E-MAILADDRESS：#######

DearCharles，

ThankyouforyourL/CNo.DRG-LDLCA21issuedbyChemicalBankNewYork.

However，wearesorrytofinditcontainsthefollowingdiscrepancies.

1.TheexpiryplaceshouldbeinChina，notinUSA.

2.ThecoveringgoodsshouldbeNo.188122400pieces，No.188192400pieces3.nogoodsArt.18818.AnddeliverytobeeffectedattheendofJanuary，2006.

4.TheL/CshouldnotbecoveredTheCERTIFICATEOFORIGININTRIPLICATEISSUEDBYCHINACHAMBEROFINTERNATIONALCOMMERCE.

5.ThisL/Cconsistsofthreesheets，includingthecoveringletterandattachments。

6.NEGOTIATIONOFBENEFICIARY'SDRAFTSshoudbeatsigtnotat30DAYS'SIGHT.

7.“THEINVOICEVALUEOFTHEGOODSPLUS110百分COVERINGISALLRKSANDWARRISK”shouldbe“THEINVOICEVALUEOFTHEGOODSPLUS10百分COVERINGISALLRKSANDWARRISK”.

Inaddition，asthisisthefirsttimewedobusinesswithclientsinyourcountry，werequesttheL/Cmustbeconfirmedbyafirst-classbank，whichisalsoclearlystatedinthecontract.We'llappreciateitifyoucancooperatewithusinthisregard.

Sincethefirstlotofgoodsisnowreadyforshipment，weshallbeobligedifyouinstructyourbanktoamendtherelevantL/Cassoonaspossible.

Yourstruly，

LIDITradingCO.，Ltd.

jerry



关键字：外贸流程例解案例详实 行业英语词汇 外贸流程案例