商务英语函电实验报告.docx
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商务英语函电实验报告
商务英语函电
实验报告
11国贸1班
搭档：
刘寒余三卉
商务英语函电实验报告
（1）
实验名称：
建交操作
姓名：
刘寒
学号：
20111301
班级：
11国贸1
指导老师：
实验时间日期：
实验地点：
实验目的：
通过本实验，使学生掌握建立业务关系信函的写作方法。
实验内容：
1.公司介绍简明扼要、突出特点。
2.有针对性地介绍产品，可就品牌产品进行较详细的描述。
3.为达到吸引客户的目的，商务函电的语言应避免生硬、平淡。
4.结尾应起到激励对方尽快做出回复的效果。
实验分析与心得体会：
Aquarius 10:
25:
31
I am vera，the sales manager of SHANGHAI ANDE INTERNATIONAL TRADE CORP.Nice to meet you!
心尘飘雪天 10:
27:
52
Nice to meet you, too.
Aquarius 10:
28:
25
we learned that you are one of the reputable dealers in light industrial products in Egypt, we take the pleasure of introducing ourselves as an exporter of this line in China to see if we can enter into business relations with you.
心尘飘雪天 10:
30:
10
Thank for coming today,in fact,we are very interest in your company.Can you introduce something about it?
Aquarius 10:
33:
23
Alright.Our corporation was founded in 1956. So far, our corporation has developed into one of the largest light industrial products trading corporations nationwide.
Good business relations with more than 100 customers in more than 20 countries or regions have been established.
心尘飘雪天 10:
35:
28
Oh ,your company is globe company ,does it?
and then,I want to learn about your products, can you give me some information.
Aquarius 10:
44:
53
It's my pleasure.We mainly export commodities such as all models of sewing machines, varieties of aluminum hardware and non-sticky frying pans, stainless steel hardware and tableware, glassware, garments made of various fabrics.
By the way, we'd like to inform you that besides all kinds of traditional trade, we also perform many flexible ways of trade, such as joint venture, agency service, joint operation, compensation business, process according to customer's sample, and production on customers' trade mark.
心尘飘雪天 10:
50:
10
so,I am afraid about the quality of products.Can you introduce me some methods that you compangy will take to deal with if there are bad picecs of products?
Aquarius 10:
58:
10
I can guarantee that the quality of our products is pretty good and our company is the industry leader.If there any thing wrong with our product's quality we will try our best to deal with it.We can discuss these detail in the contract.
心尘飘雪天 11:
02:
26
In that way ,I am approprite your company's handling method.I am gald to enter into business relations with you.Then,can you give me the specifications for the pruducts?
11:
07:
27
There are our latest illustrated catalogs for your reference.If you find any items interesting please let us know and we will send some sample to you.
心尘飘雪天 11:
09:
15
OK,thanks.Now,Ihavetoattendameeting.IwillcontactwithyouassoonasIreadthecatalogscarefully.
Aquarius 11:
10:
10
Iwillappreciateitifyoureplyusearly.Youmayrestassuredthatyouwillenjoyourbestcooperation.I'mlookingforwardtoournextmeeting.
心尘飘雪天 11:
12:
02
Ok,I will.
Aquarius 11:
12:
42
Bye-bye,hoping you have a nice day.
心尘飘雪天 11:
12:
57
Thanks,bye.
指导老师评语及得分：
商务英语函电实验报告
（2）
实验名称：
草拟发盘函
姓名：
刘寒
学号：
20111301
班级：
11国贸1
指导老师：
实验时间日期：
实验地点：
实验目的：
通过本实验，使学生掌握如何根据客户来函要求，写发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定。
实验内容：
1.列明交易的主要条件。
2.仔细阅读对方的询盘，回复客户的提问和提出的条件。
实验分析与心得体会：
A:
It’salittlepitythatyourscheduleissotight.Ifpossible,we’dliketoinviteyoutoourofficenexttimeandshowyouaroundourfactories.Andthen,todayIcomeheretoexplainyourmisunderstandingsaboutthecatalogs.
B:
Yes,welcome.Aftercarefullyexaminingyourillustratedcatalogue,wewishtoinformyouthatweareespeciallyinterestedintheWhistlingkettleArtNo.S6320,4-pieceTeasetArtNo.S5130,ServerSetArtNo.S9420-7andTablewareArtNo.S8310.Canyougiveusquotations?
WeshallappreciateyourquotingusthemostcompetitivepricesbasedonCIFC5AlexandriaandFOBC5Shanghairespectively
A:
Yes,itismypleasure.
ArtNo.S9420-7
1）Theactualcost=Theprocurementcost-Taxrevenue＝
＝350-350×9%/（1+17%）＝323.0769（yuan/dozen）
2）20feetcontainercapacity：
25/（0.62×0.24×0.46）＝365.2408，integer，365cases
Thequantity：
365×1＝365piece
3）Domesticexpenses：
（500+1100+350+50+600+2000+1000+1400）/365＝19.1781（yuan/dozen）
4）Exportfreight：
3140×8.25/365＝70.9726（yuan/dozen）
5）Exportprice：
FOBC3＝
＝（323.0769+19.1781）/[（1-5%-15%）×8.25]
＝51.86（yuan/dozen）
CFRC3＝
＝（323.0769+19.1781+70.9726）/[（1-5%-15%）×8.25]
＝62.61（yuan/dozen）
CIFC3
＝（323.0769+19.1781+70.9726）/[（1-5%-15%-110%×（0.6%+0.4%））×8.25]
＝63.48（yuan/dozen）
ArtNo.S8310
1）Theactualcost=Theprocurementcost-Taxrevenue ＝60-60×9%/（1+17%）＝55.3846（yuan/dozen）
2）20feetcontainercapacity：
25/（0.62×0.24×0.46）＝365.2408，取整，365箱
Thequantity：
365×10＝3650件
3）Domesticexpenses：
（500+1100+350+50+600+2000+1000+1400）/365×10＝1.9178（yuan/dozen）
4）Exportfreight：
3140×8.25/3650＝7.0973（yuan/dozen））
5）Exportprice：
FOBC3
＝（55.3846+1.9178）/[（1-5%-15%）×8.25]
＝8.68（yuan/dozen）
CFRC3
＝（55.3846+1.9178+7.0973）/[（1-5%-15%）×8.25]
＝9.76（yuan/dozen）
CIFC3＝
＝（55.3846+1.9178+7.0973）//[（1-5%-15%-110%×（0.6%+0.4%））×8.25]
＝9.89（yuan/dozen）
B:
Ok.thankyouverymuch.Welikethedesignofyourproductsandwouldwelcometheopportunitytodobusinesswithyou.Maywesuggestthatyou
Thebasicconditionsofourcompany'strading:
1.Insurance:
for10%oftheinvoicevalueagainstallrisksandwarrisks.
2.Payment:
l/catsight.
3.Shipment:
shipmentendofmay.
Foryourinformation,recentlytherehavebeenanumberofincomingordersforourshipment;ifyouwishtheshipmenttobeeffectedinMay2003,youmustmakeupyourmindquickly.
A：
Well,Iwilltakewhatyouhavesaidintoconsiderationandgiveyouaearlyreply.
B:
Besides,wewonderwhetheryoucaneffectshipmentduringMay2003onpurchaseofquantitiesofnotlessthanone20'FCLofeachArtNo.OurusualtermsofpaymentarebyD/Pat30dayssight.
指导老师评语及得分：
商务英语函电实验报告（3）
实验名称：
拟写还盘函
姓名：
刘寒
学号：
20111301
班级：
11国贸1
指导老师：
实验时间日期：
实验地点：
1、实验目的：
通过本实验，学生能够根据客户的还盘以及所作的还价核算，写还盘信。
2、实验内容：
1经与生产商多次联络，得知其供货价格已为最优惠的价格。
2建议对方考虑我方产品的质量。
3对方的还盘无法接受，但出于开拓市场的考虑，首笔交易将尽力配合给予最优惠的报价。
4该发盘有效八天。
实验分析与心得体会：
A:
Well,infact,youhavereceivedareasonablequotationconsideringourproduct'sfamousbrand,highqualityandattractivedesign.Wewishtodrawyourattentiontothefactthatthematerialweusecomparesfavorablywithsimilarmaterialsofothermanufacturers;andwedoourbesttokeeppricesaslowaspossiblewithoutsacrificingquality.
B:
Althoughweappreciatethegoodqualityofyourproducts,wefoundthatyourpricesappeartobeonthehighside.However,wemustpointoutthatothersuppliersinyourcountryofferedusmoreattractivequotationsinwhichpricesare15-20%belowyours.
A:
Consideringtheabove-mentionedreasonswedonotfeelthatthepriceswequotedareexcessive,butbearinginmindthelong-standingrelationshipsbetweenourfirmsinthefuture,wequoteagain,andwegiveyouadiscountof15%onCIFbasis.Wewillimmediatelyplacealargeorderwithyouandhaveconfidencetoestablishafootholdinthisline,Thisofferremainsvalidfor8days.Othertermsandconditionsremainunchanged.
B:
Asthisisourfirstcasetobuyboaslippersfromyou,werequestyoutopayspecialattentionineffectingshipment.Ifthistrialorderturnsouttobesuccessful,weshallbesendingyousubstantialorders.
指导老师评语及得分：
商务英语函电实验报告（4）
实验名称：
拟写成交函
姓名：
刘寒
学号：
20111301
班级：
11国贸1
指导老师：
实验日期
实验地点
1、实验目的：
通过本实验，学生能够根据出口合同基本条款的要求和双方在信中确定的条件写成交函，要求条款内容全面、具体。
实验内容：
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，并希望信用证在某月某日前开到。
实验分析与心得体会：
S:
ThanksforyourorderNo.LES97100;wearesendingyouoursignedSalesConfirmationNo.JL-LESSC04induplicate.Pleasecountersignthemandreturnonecopyforourfile.
Wehopethatthisorderisthefirststepintheestablishmentofalongandpleasantbusinessrelationship.Youcanbesurethatyourorderwillreceiveourbestattention.
Astheshipmentdateisapproaching,pleasekindlyinstructyourbanktoissuetherelevantsightL/Cinourfavor.TheL/ChastoreachherebeforeApril25th,2003;otherwisetheshipmentmaybedelayed.WewanttostressagainthatourusualtermsofpaymentisbyD/Pat30days'sight.
B：
Thanksforyourletter.WeacknowledgereceiptofyourSalesConfirmationNo.JL-LESSC04withgreatpleasure.Wehavesigneditandreturnedoneforyourfileasrequested.Meanwhilewehaveinstructedourbanker,BankofMontrealtoopentherelevantL/Cinyourfavor,whichwillarriveatyourendincoupleofdays.We,therefore,hopeyouwillmakedeliveryatanearlydate.
指导老师评语及得分：
商务英语函电实验报告（5）
实验名称：
修改信用证
姓名：
刘寒
学号：
20111301
班级：
11国贸1
指导老师：
实验日期
实验地点
实验目的：
通过本实验，学生应熟悉掌握根据审证结果草拟改证函。
实验内容：
出口商将改证函写给进口商，而非开证行。
要求列明不符点，并清晰告知客户如何进行修改。
一、
S:
Well,bycarefulexaminationofthereceiptoftheletterofthecreditaccordingtothegeneralprinciplesandmethodsforchecking,IfinditcontainssomediscrepancieswiththeS/C.
First,thenameofthebeneficiaryisJianlongImp.&Exp.Co.Ltd.,not“JianglongImp&Exp.Co..Thiswillaffectourcollectionobviously.
Next,ontheforeignmaturequestion,itwillbeeasytoproduceoverduequestion.
Then,thereisaclauseofinspection.Deletetheclause“InspectioncertificatedissuedbytherepresentativeofLeisureInternationalTradingCorporation”tothe“InspectioncertificatedissuedbytheCCPIT”.
Also,thereareavarietyofitemisincorrect.TheL/Ciscoveringshipmentof"HuanleBrandBoaSlippersArt.No.SH226,SH279asperBuyer'sOrderNo.LES97100",not"HuanleBrandBoaSlippersArt.No.SH227SH279asperBuyer'sOrderNo.LFS9710".
Finally,theamountofthecreditiswrong.TheamountofL/CshouldbeUS$49704.00,not"US$49700.00".
PleaseinstructyourbanktoamendtheL/CasquicklyaspossibleandseetoitthattheL/Camend
升级会员 