《国际贸易流程模拟》指导.docx
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《国际贸易流程模拟》指导
《国际贸易流程模拟》指导
例题：
华信贸易有限公司（HuaxinTradeingCo.,Ltd.）成立于1980年，是经国家批准的具有进出口经营权的综合性贸易公司。
其经营范围包括机电设备、金属材料、轻工产品等。
公司与多家供货厂商有固定的业务往来，货源基础雄厚。
面对激烈的竞争市场，其开发出一项新产品——HX系列瓷器。
后从报纸上得知加拿大多伦多一进口批发商欲求购瓷器。
加拿大多伦多进口批发商联络方式：
Mr.PaulLockwood
PurchasingDivision
JamesBrown&Sons
#304-310JalanStreet,Toronto,Canada
TelNo：
（+01）7709910
FaxNo:
（+01）7701100
E-mail:
plockwood@d
华信贸易有限公司的新产品——HX系列瓷器。
具体包括：
Art.No.
Commodity
Unit
Packing
Supplyingprice
HXl115
HX2012
HX4405
HX4510
CHINESECERAMICDINNER-WARE
35PCSDINNERWEARANDTEASET
20PCSDINNERWARESET
47PCSDINNERWARESET
95PCSDINNERWARESET
SET
SET
SET
SET
1set/carton
RMB￥152/Set
RMB￥132/Set
RMB￥144/Set
RMB￥165/Set
1、建立业务关系
请根据上述背景资料，以华信贸易有限公司业务员的名义，给JamesBrown&Sons公司去函，表达与之建立业务关系的热切愿望。
建立业务关系的信函一般包括如下内容：
（1）信息来源即如何取得对方的资料
作为贸易商，可以有各种途经了解客户资料，如通过驻外使馆商务参赞处、商会、商务办事处、银行、第三方公司介绍；或在企业名录、各种传媒广告、互联网上寻得；或在交易会、展览会，或进行市场调查时获悉。
例如
☆wehavelearnedfromtheCommercialCounselor’sOfficeofourEmbassyinyourcountrythatyouareinterestedinChinesehandicraft.
☆Mr.JackhasrecommendedyoutousasaleadingimporterinTorontooflightweightbatteriesforvehicles.
☆WehaveobtainedyournameandaddressfromtheInternet.
☆Ourmarketsurveyshowedthatyouarethelargestimporterof----------inAsian.
（2）致函的目的
致函总是以扩大交易地区及对象、建立长期业务关系、拓展产品销路等为目的。
☆InordertoexpandourproductsintoSouthAmerica,wearewritingtoyoutoseekcooperationpossibilities.
☆Wearewritingtoyoutoestablishlong-termtraderelationswithyou.
☆Wewishtoexpressourdesiretoenterintobusinessrelationshipwithyou.
（3）本公司概述
包括对公司性质、业务范围、宗旨等基本情况的介绍及对公司某些相对优势的介绍，如，贸易经验丰富，供货渠道稳定，有广泛的销售网等。
☆Wearealeadingcompanywithmanyyears’experienceinmachineryexportbusiness.
☆Weenjoyagoodreputationinternationallyinthecircleoftextile.
☆LocatedinShanghai,wetaketheadvantagetosetupoursolidifiedproductionbasisincoastalandinlandareas.
（4）产品介绍
具体分两种情况：
一种情况，在明确对方需求时，应选取特定产品进行具体推荐。
另一种情况，就公司经营产品的整体情况，如质量标准、价格水平、目前销路等，作笼统介绍。
当然，附上目录、报价单或另寄样品供对方参考也是常采用的方法。
☆Art.No.76isournewlylaunchedonewithsuperbquality,fashionabledesign,andcompetitiveprice.
☆Wehaveagoodvarietyofcolorsandsizestomeetyourdifferentneeds.
☆OurproductsareenjoyingpopularityinAsianmarkets.
☆Togiveyouageneralideaofourproducts,weareenclosingourcatalogueforyourreference.
（5）激励性结尾
在结尾部分，我们通常都会写上几句希望对方给与回应或劝服对方立即采取行动的语句。
☆Yourcommentsonourproductsoranyinformationonyourmarketdemandwillbereallyappreciated.
☆Wearelookingforwardtoyourspecificinquiries.
HuaxinTradeingCo.,Ltd.14thFloorKingstarMansion,676JinlinRoad
Tel:
（021）62597480
Fax:
（021）62597490
March6,2005Zip:
Code:
200002
PurchasingDivision
JamesBrown&Sons
#304-310JalanStreet,Toronto,Canada
TelNo：
（+01）7709910
FaxNo:
（+01）7701100
E-mail:
plockwood@d
DearMr.Lockwood,
Ourcompany,HuaxinTradeingCo.,Ltd.,wasestablishedin1980.Sofar,ithasdevelopedintoacomprehensiveonewithimportandexportrightsapprovedbythegovernment.Wespecializeinproductsbothforindustrialandcibiluse,suchasmechanicalandelectricalequipment,metalandotherlightindustrialproducts.Ourcompanyisassociatedwithmanyfactoriesthroughakindoflong-termpurchasingagreementthustohavequalifiedsupplies.Recently,ourDailyArticlesDivisionhaslaunchedanewlineofchianaware—HXseries,whicharemadeofhighqualityclay,andpackedinattractivegiftboxes.WebelievetheyareofcompetingvalueandintendtointroducethemfirstintoCanadianmarket.Ifsuccessful,lateron,wewillexportmoregoodsintothispotentialarea.
Justatthemoment,wenoticedyourinformationontheinternationalBusinessDaily.Wepaidthefeeandobtainedyournameandaddress.WearenowwritingtoyoutoseeifyouareinterestedinourHXseries.
Wearealsoenclosingourlatestcatalogueforyourreference.
Yourssincerely
HuaxinTradeingCo.,
Zhaowei
DailyArticlesDivision
2、建立业务关系的信件发出不久，华信公司收到加拿大JamesBrown&Sons公司如下回复
JamesBrown&Sons#304-310JalanStreet,Toronto,Canada
TelNo：
（+01）7709910
FaxNo:
（+01）7701100
E-mail:
plockwood@d
Mr.Zhaowei
DailyArticlesDivision
HuaxinTradeingCo.,
14thFloorKingstarMansion,676JinlinRoad
Shanghai,China
March20,2005
DearMr.Zhaowei
ThankyouforyourletterofMarch6,2005andyourlatestcatalogue.
WearemuchimpressedbyyourHXseries,especiallyHXl115,HX2012,HX4405andHX4510.WewouldbeappreciatedifyoucouldquoteusyourbestpricesonFOBShanghai,CFRToronto&CIFTorontoallincluding5%commission.
Meanwhilewewouldliketohavesomesamplesoftheaboveitemsforourcustomerstotestbeforewecouldplaceafirmorder.
Ifthelabtestsgowell,andyourpricesarecompetitive,we’dcertainlybeabletoplaceasubstantialorder.
Lookingforwardtohearingfromyou.
Yourssincerely
JamesBrown&Sons
PaulLockwood
PurchasingDivision
3、交易磋商
经过发盘、还盘接受最后双方签定合同
（1）出口发盘
一是直接向客户发盘，要多考虑发盘的完整性和吸引力；二是收到客户询盘后作出答复。
要注重针对性，必须以对方感兴趣或符合对方要求的商品货号为中心。
发盘函要包括下面三方面内容：
①准确阐明各项主要交易条件
一般包括品名规格、价格、数量、包装、装运、付款和保险等内容。
☆FortheFancyBrandAGT-4Garmentsewingmachine,thebestpriceisUSD78.OOpersetFOBShanghai.
☆Theminimumquantityisone20’FCLandwiththepurchaseoftwoormorecontainers,thepriceisreducedby2%.
☆Alltheseblanketsarepackedinplasticbagswithzipof1pieceeach,20piecestoacarton.
☆Deliveryistobemadewithin45daysafterreceiptoforder.
☆OurusualtermsofpaymentarebyconfirmedirrevocableL/Cavailablebydraftatsight.
☆Theinsuranceshallbeeffectedbythesellercoveringtheinvoicevalueplus10%againstInstituteCargoClauses（A）.
②声明此发盘的有效期及其他约束条件
☆Thisofferisvalidfortendays.
☆Thequotationisforacceptancewithintwoweeks.
☆Thisquotationiseffectivewhilestockslast.
☆Thisofferissubjecttoourfinalconfirmation.
③鼓励对方订货并保证供货满意的结尾。
☆Wehopeyouwillagreethatourpricesareverycompetitiveforthesegoodqualityclothesandwelookforwardtoreceivingyourinitialorder.
☆Aswehavebeenreceivingarushofordersnow,wewouldadviseyoutoplaceyourorderassoonaspossible.
☆Thisfovorableofferwillnotberepeatedforsometime,andweaccordinglylookforwardtoandearlyorderfromyou.
☆Anyordersyouplacewithuswillbeprocessedpromptly.
若是在收到对方询盘后进行发盘，我们通常还需要在信的开头首先对对方的来函表示感谢，并针对询盘中提出的其他问题作具体答复。
同时注意：
发盘应包括足以明确该交易的各项主要条件。
出口商接到进口商的询盘后，发盘
DearMr（Mrs）Loockwood
WearepleasedtoreceiveyourinquiryofMarch23andtohearthatyouareinterestedinourproducts.Wewouldliketoquoteourbestpriceasfollows:
Art.No.
Commodity
Unit
Packing
Supplyingprice
HXl115
HX2012
HX4405
HX4510
CHINESECERAMICDINNER-WARE
35PCSDINNERWEARANDTEASET
20PCSDINNERWARESET
47PCSDINNERWARESET
95PCSDINNERWARESET
SET
SET
SET
SET
1set/carton
USD25.11/Set
USD20.88/Set
USD25.12/Set
USD32.33/Set
Commodity:
Price:
Payment:
BysightL/C
Shipment:
Tobeeffectedwithin2monthsfromreceiptoftherelevantL/C.
（TobeeffectedbeforetheendofApril2007）
Insurance:
110%invoicevaluecoveringAllRisks.
Wewillkeepthisoffervalidonlyfor7days.
（Ourofferremainseffectiveuntil）
（Ourofferremainsvaliduntil）
Inaddition,wehavesentthesamplesyourequested.Inordertoassistyouinpromotingsalesattheinitialstage,theyarefreeofcharge.
Aswearereceivingordersdaytoday,wewouldadviseyoutoplaceanorderassoonaspossibleifdeliveriesarerequiredtobeprompt.
Wearelookingforwardtoyourinitialorder.
Yourstruly
（2）出口还盘
①确认对方来函
还价函是一封回信，因此在信的开头，我们会礼节性地感谢对方的来函。
而且，通常还会先简洁地表明我方对来函的总体态度。
☆WearegladtoreceiveyourletterofMarch22butsorrytolearnthatyourcustomersfindourquotationtoohigh.
☆ThankyouforyourfaxofMarch19.Weregrettosaythatwecannotacceptyourcounteroffer.
②强调原价的合理性，并列明理由。
无论最后是否接受对方的还价，我们都会先坚持原报价的合理性，同时给出各种适当的理由，或认为报价符合市价，或强调产品品质超群，或言明利润已降至极限，或指出目前原料价格上涨、人工成本提升等。
Webelieveourpricesarequiterealistic;itisimpossiblethatanyothersupplierscanunderquoteusiftheirproductsareasgoodasoursinquality.
Thepricewequotedisaccuratelycalvulated.Wehavecuttheprofittotheminimuminordertoexpandthemarket.
Wefeelthatyourcounterofferisnotproperbecausethepriceforsuchmaterialisontheincreaseatpresent.
③提出我方条件，并催促对方行动。
此部分要有说服力，并带有促销性质，如以数量折扣等吸引对方。
However,inordertodevelopourmarketinyourplace,wehavededidedtoacceptyourcounterofferasanexceptionalcase.
Inordertoassistyoutocompetewithotherdealersinthemarket,wehavedecidedtoreduce2%ofthepricequotedtoyoupreviously,ifyourorderreaches5000setsatonetime.
Owingtothegreatdemandfortheproduct,thisofferisvalidonlyfor5days.
Asanexcellentsubstituteforthisarticle,wewouldsuggestyouourFinerangeshoes,whicharesoldatalowerpricebutalsoenjoyagoodpopulatityintheworldmarket.
一封交易磋商函，除了都会有一个确认对方来函的开头，以及一个劝说对方接受的结尾之外，其主体部分是会随着场景的变化而有很大不同的。
如
Ifyoucanraisethepriceproperlytothepresentlevelofourtransaction,wearewillingtochangetermsofpaymenttoby30days’sightL/C.
Wecangiveyou3%allowanceifyouagreetopay10%oftheordervaluebyT/Tinadvance.
Ifwereceiveyourorderwithinthenexttendays,wewillgiveprioritytoitforMaydelivery.
Customerscanchooseasmanyclolrsastheywishifthequantityexceeds1000pieces.
Thesmallquantityyourequireaboutmen’sshoeswouldnotbepossibletoproduceataneconomicfigure.
Itwouldbeimpossibleforustosupplythissmallquantityinvariousdesignsandcolors,withoutconsiderablyraisingtheprices.
Therecentexceptionaldemandfo
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