杰依国贸实习 山科.docx

1、杰依国贸实习 山科实 习 报 告实习名称: 上海杰依出口业务模拟 专 业: 国际经济与贸易 班 级: 学 院: 经 济 管 理 学 院 姓 名: 学 号: 0901061627指导教师: 2011年12月 29日目 录一、专业实习简介1包括实习时间、实习地点、实习方式、实习目的等。二、实习过程 2 （一）注册公司2 （二）三、实习心得 7 （一）提高了动手能力7 （二）四、实习总结10五、实习建议一、专业实习简介（一）实习时间本次实习时间从2011年12月19日至2011年12月28日。（二）实习地点本次实习的地点采用集中的方式，安排至学院机房2号机房。（三）实习方式 在机房演习出口货物报关单

2、的进出口业务流程。（四）实习目的根据相关的国际贸易法律与惯例，结合我国的实际情况与国际贸易实践，以出口贸易的基本过程为主线，以模拟设定的具体出口商品交易作背景，针对出口贸易中业务函电的草拟、商品价格的核算、交易条件的磋商、买卖合同的签订、出口货物的托运订舱、报验通关、信用证的审核与修改以及贸易文件制作和审核等主要业务操作技能。二、实习过程（一）建立业务关系Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,Sanaa, Yemen September12,2010Dear Mr. Nasser,We ha

3、ve your name and address from our old friend Mr. George El Asmar of Abdullah Iezadi General Trading. We wish to inform you that we specialize in baby blanket, and shall be pleased to enter into trade relations with you.We are a leading company with many year experience in spinning and weaving export

4、 business. We have our principle as ”Clients” needs come first. A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide. Located in SHANGHAI, we take the advantage to set up our solidified production basis in coastal and inland areas. We

5、 strict with our products quality, and any one of our product will have 3 times check up at least. We have collect many information about the blanket. Baby blanket is very useful. You can put it on your bed, sofa, room ground, table and so on. Its very soft and warm. When you touch it ,you wont fell

6、 coarse. The new technology send the blanket very firm! We have many different colures and style to choose. Babies will very glad to have a blanket like this! To give you a general idea of our products, we are enclosing our catalogue for your reference.Your comments on our products or any informatio

7、n on your market demand will be really appreciated. We will wait for your write in reply.Yours sincerely ,Shanghai Jieyi Trading Company Limited Manager of Export Department（二）报价核算（三）发盘Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,Sanaa, Yemen September12,2010Dear Mr. Nasser

8、,Thank you for your letter of 14th,September. We are glad to receive your enquiry for our blanket. Our blanket range is particularly suitable for many kinds of climates, and during the past several months we have supplied this range to dealers in several tropical countries. This range is popular not

9、 only because it is light in weight, but also because the material used was very soft and warm. When you touch it ,you wont fell coarse. The new technology send the blanket very firm! We have many different colures and style to choose. Babies will very glad to have a blanket like this! As your reque

10、st ,we have sent you the samples of these four items by DHL(NO. 609050824) .We hope you will be satisfied with them when you receive. For the quantities you mention we are pleased to quote as follows: Cotton Printed Baby Blanket Art.NO. Packing Qty.per20 FCL CIF HodeidahBBJY210 1pc/gift box. 24boxes

11、/carton 6432pcs US$ 19.70/PCBBJY220 1pc/gift box. 24boxes/carton 6432pcs US$ 19.70/PCBBJY530 1pc/gift box. 30boxes/carton 5040pcs US$ 15.60/PCBBJY640 1pc/gift box. 30boxes/carton 5040pcs US$ 15.60/PCPayment: irrevocable letter of credit payable at sight to be opened 30 days before the time of shipme

12、nt.Shipment: During November 2010.Insurance: For 110% of total invoice value against All Risks and War Risks.We feel you may be interested in our products. We look forward to receiving your order. Yours sincerely ,Shanghai Jieyi Trading Company Limited Manager of Export Department（四）还价核算（五）还盘Hassan

13、Al Kamar For General TradingDar Al-Jeama Al- Kabeer P.O. Box 819Sanaa, Yemen September 16, 2010Dear Sirs,We have received your letter of September 18 with thanks, but we are disappointed to hear that our prices are too higher for you to work on.We felt no surprise that you can find lower quotation.

14、But we are of the opinion that the quality of the other makes does not measure up to that of our products, which you will certain when you get our samples.We regret that we cannot accept your count offer. The best we can do is to reduce our previous quotations as follows: CIF HodeidahBBJY210 US Doll

15、ar 18.70/pcBBJY220 US Dollar 18.70/pcBBJY530 US Dollar 14.80/pcBBJY640 US Dollar 14.80/pcWe trust that this will meet with your approval.As for the terms of payment, it is difficult for us to accept your D/P proposal concerning our policy to work with a new customer on sight L/C. After the relations

16、hip grows stable, we can try to use D/P term.Please take it into consideration and your early reply would be much appreciated.Yours sincerely,Shanghai JieYi Trading Company LimitedExport Manager（六）成交核算（七）合同签订Hassan Al Kamar For General TradingDar Al-Jeama Al- Kabeer P.O. Box 819Sanaa, Yemen Septembe

17、r30, 2010Dear Sirs,Your order of September 28 has been well received.We have pleasure in sending you our sales confirmation No:JY-HAK-SC0930 IN duplicate.Please countersign them and return one copy to us for our files.To ensure the prompt delivery , we trust you would open the relevant letter of cre

18、dit as soon as possible.We will keep you informed about the execution of order.Yours sincerely,Shanghai JieYi Trading Company LimitedExport Manager（八）信用证理解（九）信用证分析审核（十）信用证修改Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer P.O.box 819,Sanaa, Yemen October 12, 2010Dear Sirs,Thank you for your

19、 L/C No.YM213HSM7028 issued by Credit Agricole Indosuez Bank.On going through the L/C, we have found some discrepancies, which we hope to be amended as follows:+ The expiry place should read as “CHINA”. (31D)+ The applicants name should be “Hassan Al Kamar For General Trading”. (50)+ The amount shou

20、ld be “USD84792.00”. (32B)+ Draft should be payable “AT SIGHT” instead of “AT 30DAYS SIGHT”. (42C)+ Transshipment should be “ALLOWED” instead of “NOT ALLOWED”. (43T)+ Under the description of goods, please change the date of S/C No.JY-HAK-SC0930 from “2010-9-15”to “2010-9-30”. (45A)+ Under documents

21、 required, please change “ BILLS OF LADING CONSIGNED TO THE ORDER OF APPLICANT ”to “BILLS OF LADING CONSIGNED TO ORDER OF SHIPPER AND BLANK ENDORSED”.(46A)+ As for Period for Presentation, documents should be presented not later than “15DAYS”from shipmentinstead of “5DAYS”.(48)Please let us have you

22、r amendment within next week, so that we can effect shipment without delay.Yours sincerely,Shanghai JieYi Trading Company LimitedExport Manager（十一）履约安排（十二）托运（十三）报检（十四）投保（十五）包产地认证（十六）报关（十七）装运From： shanghai Tieyi Trading Company Limited Fax No.:86-21-65953325 To: Hassan AI Kamar For General Trading Fa

23、x No.:967-1-281445 Attn.: Mr. Mohammed Gamal Nasser Page: 1/1 Date: Nov.29, 2010 Subject:Shipping AdviceDear Mr. Nasser,We are glad to inform you that the goods under S/C No. JY-HAK-SC0930 have shipped. The details of shipment are as follows:Credit Number: YM213HSM7028Description of Goods: Cotton Pr

24、inted Baby BlanketQuantity: 5160 pcsNumber of Packages: 190 cartonsValue of the Goods: US84792.00G.W.: 1230kgsN.W.: 945kgsDate of shipment: Nov. 28, 2010Vessels Name / voyage: MVLETONG / 084B/L No.: COSU51489508ETA: Dec. 24,2010Best wishes,Shanghai Jieyi Trading Company LimitedExport Manager（十八）单据审核

25、（十九）单据缮制BENEFICIARYS CERTIFICATE To whom it may concernRe: S/C No.JY-HAK-SC0930 Credit Number: YM213HSM7028We hereby certify that one set of non-negotiable shipping document have been sent directly to applicant within 72 hours after shipment. 上 海 杰 依 贸 易 有 限 公 司 Shanghai Jieyi Tradong Company Limite

26、d 郝瑞明 （SIGNATURE）（二十）交单（二十一）业务善后Hassan Al Kamar For General TradingDar Al-Jeama Al-Kabeer, P.O Box 819,Sanaa, Yemen December 28, 2010Dear Mr. Nasser,We are very pleased to receive the proceeds under L/C NO.YM213HSM7028.Thank you for all you have done during the past few months and are very glad to s

27、ee this first transaction going through smoothly.We believe that the goods will be your satisfaction and appreciate any comments and feedbacks from your market.Looking forward to our futher cooperation.Yours sincerely ,Shanghai Jieyi Trading Company Limited Manager of Export Department三、实习心得在十多天以来的国

28、际贸易实务模拟操作中，我以出口商上海杰依工贸有限公司外贸业务员的身份完成了整个出口流程的过程。在此次国际贸易模拟实习中我收获了在课堂理论中无法得到的收获，这将是日后学习工作中的财富。在这次模拟系统中，一共有21个操作步：建立业务关系、出口报价核算、出口发盘与还价核算、出口还盘、成交核算、出口合同签订、信用证理解与分析审核、修改信用证、履约安排、出口托运订舱、报检、出口货物投保、原产地认证、出口货物报验报关、装运、单据审核、单据缮制、交单、出口业务善后。出口商角色大体要经历准备、磋商、签约、履约、善后这五个流程。在实际工作中，准备阶段常常需及时了解市场行情，并同童毯生产工厂和进口商建立牢固的业务

29、关系。在模拟系统中与客户建立业务关系时，我先向对方说明如何取得对方的资料，然后言明去函目的；再就是要对公司及公司产品进行了介绍，同时附上产品目录，最后就是希望对方能对本公司产品感兴趣。接下来要准备的是出口报价核算。按照对方要求，我们提供童毯的的报价及样品。经过精心的计算与核对，终于我将产品的详细报价用英语函电发盘发出去了，同时也向对方列出了一些公司的惯有的交易条款，并对达成初次交易表示充满期待。在出口业务中，在收到对方报价后立即成交的情形很少出现。讨价还价是常有的事情。因此接下来要做的与对方的还盘。还盘填写之前我分析对方的来电 , 参透对方交易条件中所隐含的意图，特别是要判断对方的报价能否接受

30、，以便作出及时的、对自己有利的回复。经过计算，我发现对方的还价过低，无法接受，于是我决定降低利润，重新报出了公司利润为8%的报价。同时告知对方了我方原价的合理性，此次重新报价为初次交易的特别报价，希望对方能尽快做出答复。终于经过一翻努力，对方接受了还盘，合同即宣告成立。为了便于履约和监督，接下来我制作了销售确认书，随成交函一起寄至对方，感谢对方的合作，同时希望及时会签合同。在制作销售合同时必须注意各项条款，因为每一项条款都涉及到双方的权利和义务。此项实训不仅锻炼了我们的业务操作技能 , 增加了国际贸易知识 , 还提高了英语写作水平。通过签订合同，进一步明确双方的权利和义务，标志着完成了一半的业

31、务。履约意味着合同进入实质性阶段，以CIF为例，履行的职责和义务包括：催证、审证和改证、备货、租船订舱、报检、保险、报关、装船、制单、结汇等环节，每一环节紧紧相扣，一环的错误就会导致整个业务无法顺利完成。合同签完之后就是审证和修改信用证。给国外客户寄出成交签约函，感谢对方的订单，说明随寄合同，摧促其迅速回签并及时开出信用证；接收到对方信用证后，经审核进口商公司在信用证上有与合同不符之处，并进行修改。当对方开立好信用证时，因为涉及到银行能否顺利交单结汇，因此必须对信用证的每一项进行审核。收到信用证修改通知书后，公司即开始安排出口货物的装运事宜。首先要向公司长期合作的船公司定舱，定舱文件主要包括：出口货物明细单（委单）、商业发票、装箱单；准备报关单据（发票、装箱单、合同）；根据信用证的要求，制单。填写各类单据。在要根据系统指南中审单说明，仔细审查