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外貿(mào)流程詳細(xì)案例-外貿(mào)英語
今天終于找到一個很詳細(xì)的外貿(mào)案例，幾乎貫穿了外貿(mào)流程中的所有重點部分，作為外貿(mào)新人應(yīng)該有很大的幫助。而且外貿(mào)英語中的重要部分：價格的算法和函電的標(biāo)準(zhǔn)格式。
案例簡介
本公司于1952年成立，專營玩具和工藝品，現(xiàn)在已經(jīng)成為中國最大的進出口公司之一。由于公司的產(chǎn)品質(zhì)量高，價格優(yōu)惠，因此在世界各地的客戶中享有較高聲譽。2004年3月你從國際互聯(lián)網(wǎng)絡(luò)上得知美國的DRAGON TOY CO. LTD.欲求購中國產(chǎn)的遙控賽車(Telecontrol Racing Car)�？蛻舻脑敿�(xì)地址如下：
DRAGON TOY CO. LTD.，
1180 CHURCH ROAD NEWYORK，
PA 19446 U.S.A.
FAX： 215-393-3921
E-MAIL ADDRESS： timzsh0516@sina.com
請參照上述基本情況，根據(jù)建立業(yè)務(wù)關(guān)系信函的基本要求給對方發(fā)一封建立業(yè)務(wù)關(guān)系的電子郵件，要求格式完整、正確，內(nèi)容包括公司介紹、產(chǎn)品介紹，并另寄產(chǎn)品目錄，及表達(dá)想與對方建交的熱切愿望等。(注意不要做成簡單翻譯)
建交信如下：
Date： Dec 26th 2005
DRAGON TOY CO. LTD.，
1180 CHURCH ROAD NEWYORK，
PA 19446 U.S.A.
FAX： 215-393-3921
E-MAIL ADDRESS： timzsh0516@sina.com
Dear Sir or Madam：
We obtained your name and address from the international internet in March 2004 and we know that you are interested in Telecontrol Racing Car produced in China. Now ， we are writing to you to hope establish business relations with you .
Our company was founded in 1952， specialized in toy and handicraft，
And have already became one of the biggest import & export company in China now. Telecontrol Racing Car is our new product， and it is very popular all over the world.
Our product hold high reputation by the clients in the world wide with the high quality and favorable price.
In order to give you a gengral idea of various kinds of product that we are handling， we are airmailing you under separate cover our latest catalogue for your reference. Please let us know immediately if you are interested in our products.
We look forward to your early reply.
yours faithfully，
jerry
資料
商品 遙控賽車(Telecontrol Racing Car)
貨號 18812 18814 18817 18819
包裝方式 12輛/紙箱 20輛/紙箱 20輛/紙箱 12輛/紙箱
尺碼(CM) 72X36X48 72X72X48 72X72X48 72X36X48
毛/凈重 12/9KGS 22/18KGS 22/18KGS 12/9KGS
購貨價格 150元/輛 160元/輛 170元/輛 180元/輛
起訂量 1個20'FCL 1個20'FCL 1個20'FCL 1個20'FCL
已知遙控賽車的增值稅為17%，出口退稅為9%，
國內(nèi)費用有：出口包裝費15元/紙箱，倉儲費5元/紙箱;
一個20英尺集裝箱的國內(nèi)運雜費400元，商檢費550元，報關(guān)費50元，港口費600元，其它費用1400元。
海運集裝箱包箱費率由上海至紐約每一個20'集裝箱為2200美元。
保險為發(fā)票金額加成10%投保一切險和戰(zhàn)爭險，費率為分別為0.6%和0.3%.公司要求在報價中包括10%的預(yù)期利潤，付款方式是即期信用證。(美元匯率為：8.25：1)
客戶詢盤
LIDI TRADING CO.LTD.
NO.1267 EAST NANJING ROAD
SHANGHAI， CHINA
FAX： 021-64042588
Dear Sirs，
We have received your letter together with your catalogues. Having thoroughly studied the catalogues， we find that your Telecontrol Racing Cars Art. No. 18812， 18814， 18817 and 18819 are quite suitable for our market. We may need one 20' FCL each for JANUARY delivery. Please kindly inform us if you are able to supply and quote us your most favorable price for the above goods on the basis of CIFC3 NEWYORK with details， including packing， shipment， insurance and payment.
Your immediate attention will be highly appreciated.
With best regards!
Yours faithfully，
DRAGON TOY CO. LTD.
Charles Borgat
MANAGER
單價計算過程如下：
Art. 18812
解答：單件包裝體積：0.72*0.36*0.48=0.12442立方米
20英尺集裝箱包裝數(shù)：25/0.1244=200紙箱
報價數(shù)量：200*12=2400輛
成本：含稅成本 150元。
退稅收入 [150/(1+17%)] * 9%=11.5385元/輛
實際成本 150—11.5385=138.4615元/輛
費用：國內(nèi)費用 (15*200+5*200+400+550+50+600+1400)/2400=2.9167元/輛
出口運費 2200*8.25/2400=7.5625元/輛
客戶傭金 報價x 3%
保險費用 CIF報價 x 110% x 0.9%
利潤： 報價 x 10%
FOB報價=成本+費用+傭金+利潤
=138.4615+2.9167 +報價 x 3% + 報價 x 10%
所以
FOBC3報價=(138.4615 +2.9167) / (1-3%-10%)=162.5036元/輛=19.70美元/輛
CFR報價=成本+費用+傭金+利潤
=138.4615+2.9167+7.5625+報價 x 3% + 報價 x 10%所以CFRC3報價=(138.4615+2.9167+7.5625) / (1-3%-10%)=171.1962元/套=20.75美元/輛
CIF報價=成本+費用+傭金++保險費+利潤
=138.4615+2.9167+7.5625+報價 x 3% + 報價 x 10%+報價 x110% x 0.9%
所以CIFC3報價=(138.4615+2.9167+7.5625) / (1-3%-10%-110%*0.9%)
=173.1667元/輛=20.99美元/輛
Art. 18814
解答：單件包裝體積：0.72*0.72*0.48=0.24883立方米
20英尺集裝箱包裝數(shù)：25/0.2488=100紙箱
報價數(shù)量：100*20=2000輛
成本：含稅成本 160元。
退稅收入 [160/(1+17%)] * 9%=12.3077元/輛
實際成本 162—12.3077= 147.6923元/輛
費用：國內(nèi)費用 (15*100+5*100+400+550+50+600+1400)/2000=2.5元/輛
出口運費 2200*8.25/200=9.075元/輛
客戶傭金 報價x 3%
保險費用 CIF報價 x 110% x 0.9%
利潤： 報價 x 10%
FOB報價=成本+費用+傭金+利潤
=147.6923+2.5 +報價 x 3% + 報價 x 10%
所以 FOBC3報價=(147.6923+2.5) / (1-3%-10%)=172.6348元/輛=20.93美元/輛
CFR報價=成本+費用+傭金+利潤
=147.6923+2.5+9.075+報價 x 3% + 報價 x 10%
所以CFRC3報價=(147.6923+2.5+9.075) / (1-3%-10%)=183.0659元/輛=22.19美元/輛
CIF報價=成本+費用+傭金++保險費+利潤
=147.6923+2.5+9.075+報價 x 3% + 報價 x 10%+報價 x110% x 0.9%
所以
CIFC3報價=(147.6923+2.5+9.075) / (1-3%-10%-110%*0.9%)
=185.1730元/輛=22.45美元/輛
Art. 18817
解答：單件包裝體積：0.72*0.72*0.48=0.24883立方米
20英尺集裝箱包裝數(shù)：25/0.2488=100紙箱
報價數(shù)量：100*20=2000輛
成本：含稅成本 170元。
退稅收入 [170/(1+17%)] * 9%=13.0769元/輛
實際成本 170—13.0769= 156.9231元/輛
費用：國內(nèi)費用 (15*100+5*100+400+550+50+600+1400)/2000=2.5元/輛
出口運費 2200*8.25/2000=90.75元/輛
客戶傭金 報價x 3%
保險費用 CIF報價 x 110% x 0.9%
利潤： 報價 x 10%
FOB報價=成本+費用+傭金+利潤
=156.9231+2.5 +報價 x 3% + 報價 x 10%
所以 FOBC3報價=(156.9231+2.5) / (1-3%-10%)=183.2449元/輛=22.21美元/輛
CFR報價=成本+費用+傭金+利潤
=156.9231+2.5+9.075+報價 x 3% + 報價 x 10%
所以 CFRC3報價=(156.9231+2.5+9.075) / (1-3%-10%)=193.6760元/輛=23.48美元/輛
CIF報價=成本+費用+傭金++保險費+利潤
=(156.9231+2.5+9.075+報價 x 3% + 報價 x 10%+報價 x110% x 0.9%
所以 CIFC3報價=((156.9231+2.5+9.075) / (1-3%-10%-110%*0.9%)
=195.9052/輛=23.75美元/輛
Art. 18819
解答：單件包裝體積：0.72*0.72*0.48=0.12442立方米
20英尺集裝箱包裝數(shù)：25/0.12442=200紙箱
報價數(shù)量：200*12=2400輛
成本：含稅成本 180元。
退稅收入 [180/(1+17%)] * 9%=13.8462元/輛
實際成本 180—13.8462= 166.1538元/輛
費用：國內(nèi)費用 (15*200+5*200+400+550+50+600+1400)/2400=2.9167元/輛
出口運費 2200*8.25/2400=7.5625元/輛
客戶傭金 報價x 3%
保險費用 CIF報價 x 110% x 0.9%
利潤： 報價 x 10%
FOB報價=成本+費用+傭金+利潤
=166.1538+2.9167 +報價 x 3% + 報價 x 10%
所以 FOBC3報價=(166.1538+2.9167) / (1-3%-10%)=194.3339元/輛=23.56美元/輛
CFR報價=成本+費用+傭金+利潤
=166.1538+2.9167+7.5625+報價 x 3% + 報價 x 10%
所以CFRC3報價=(166.1538+2.9167+7.5625) / (1-3%-10%)=203.0265元/輛=24.61美元/輛
CIF報價=成本+費用+傭金++保險費+利潤
=(166.1538+2.9167+7.5625+報價 x 3% + 報價 x 10%+報價 x110% x 0.9%
所以CIFC3報價=((156.9231+2.9167+7.5625) / (1-3%-10%-110%*0.9%)
=205.3633元/輛=24.89美元/輛
則發(fā)盤函電如下：
****貿(mào)易有限公司
LIDI TRADING COMPANY LIMITED
地址：中國上海南京東路*號 傳真：021-***** 電子信箱：****@sina.com
ADD： NO.* EAST NANJING ROAD， SHANGHAI， CHINA FAX： 021-*******
E-MAIL： ****4@sina.com
TO： DRAGON TOY CO. LTD.， Date： Dec 27th 2005
DRAGON TOY CO. LTD.，
1180 CHURCH ROAD NEWYORK，
PA 19446 U.S.A.
FAX： 215-393-3921
E-MAIL ADDRESS： timzsh0516@sina.com
Dear Charles，
We are pleased to receive your inquiry of DEC 26，2005and to hear that you are interested in our Telecontrol Racing Cars Art series.We would like to quote as follows based on per 20'FCL.Quantiites less than that are slghtly higher.
Commodity Article NO. CIFC3 TORONTO PERSET Cartons per 20'FCL
Telecontrol Racing Cars Art 18812 USD20.99 200carton
18814 USD22.45 100carton
18817 USD23.75 100carton
18819 USD24.89 200carton
Packing： As to18812， 12 cars per carton.
As to 18814， 20 cars per carton.
As to 18817， 20 cars per carton.
As to 18819，12 cars per carton.
Shipment： The early delivery to be effected at the end of January，2006.
Payment： By L/C at sight.
Insurance：For 110% invoice value covering All Risk， and War Risk.
We will keep this offer valid only for 7 days.
In additon ，we have sent the samles you requested ，In order to assist you in promoting sales at the initial stage ，they are free of charge.
As we are receiving orders day to day and our resent stocks are nearly exhausted，we would advise you to place an order as soon as possible if deliveries are required to be prompt.
We are looking forward to your initial order.
Yours truly，
LIDI TRADING COMPANY LIMITED
jerry
客戶還盤
LIDA TRADING CO.LTD.
NO.* EAST NANJING ROAD
SHANGHAI， CHINA
FAX： 021-*******
Dear Sirs，
We write to thank you for your offer of April22，2004. However after a careful study of your quotation， we find that your price seems to be on the high side. It will leave us with almost no profit to accept your price.
We appreciate the quality of your products and are glad to have the opportunity to do business with you. We suggest that you make some allowance on your price. For your reference， the highest prices we can accept are as follows：
ART.NO.18812 USD19.40 /PIECE CIFC3 NEW YORK 2400 PIECES
ART.NO.18814 USD20.50 /PIECE CIFC3 NEW YORK 2000 PIECES
ART.NO.18817 USD21.80 /PIECE CIFC3 NEW YORK 2000 PIECES
ART.NO.18819 USD22.60 /PIECE CIFC3 NEW YORK 2400 PIECES
What is more， we want the shipment to be effected by the end of this July
for some reason.
Please take it into serious consideration and your early reply will be appreciated.
Best regards!
Yours faithfully，
DRAGON TOY CO. LTD.
Charles Borgat
MANAGER
我方第二次的發(fā)盤略
客戶成交函電
LIDI TRADING CO.LTD.
NO.1267 EAST NANJING ROAD
SHANGHAI， CHINA
FAX： 021-64042588
E-MAIL： TIMZSH0516@SINA.COM
Dear Sirs，
Your quotation of has been accepted and we are glad to place our order NO.Dragon9701 as follows：
ART.NO.18812 USD19.88 /PIECE CIFC3 NEW YORK
ART.NO.18814 USD20.66 /PIECE CIFC3 NEW YORK
ART.NO.18817 USD21.94 /PIECE CIFC3 NEW YORK
ART.NO.18819 USD23.06 /PIECE CIFC3 NEW YORK
Please pay attention that the shipment must be effected by the end of this Nov. Other terms and conditions are the same as we agreed before.
As this is the very first transaction we have concluded， your cooperation would be very much appreciated. Please send us your sales confirmation in duplicate for counter-signing.
Best regards!
Yours faithfully，
DRAGON TOY CO.LTD.
Charles Borgat
MANAGER
客戶開來的信用證
ADDRESS： 50 HUQIU ROAD.
CABLE： CHUNGKUO
TELEX： 33062 BOCSH E CN 信 用 證 通 知 書
SWIFT： BKCHCMBJ300 Notification of Documentary Credit
FAX： 3232071 YEAR - MONTH - DAY
To： 致： LIDI TRADING CO. LTD.
NO.1267 EAST NANJING ROAD WHEN CORRESPONDING
PLEASE QUOTE OUR REF. NO. APR 11 2005
SHANGHAI，CHINA
Issuing Bank 開證行
Chemical Bank New York
55 Water Street， Room 1702， New York ，U.S.A. Transmitted to us through 轉(zhuǎn)遞行
L/C NO. 信用證號 DATED 開證日期
DRG-LDLCA21 April 11 2005 Amount 金額
US$188256.00
Dear sirs， 逕啟者
We have pleasure in advising you that we have received from the a/m bank a(n)
茲通知貴司，我行收自上述銀行
( )pre-advising of 預(yù)先通知 ( )mail confirmation of 證實書
( )telex issuing 電傳開立 ( )uneffective 未生效
(X)original 正 本 ( )duplicate 副 本
letter of credit， contents of which are as per attached sheet(s)e
This advice and the attached sheet(s) must accompany the relative documents when presented for negotiation.
信用證一份， 現(xiàn)隨附通知。貴司交單時， 請將本通知書及信用證一并提示。
( x)Please not that this advice does not constitute our confirmation of the above L/C nor does it convey any engagement
or obligation on our part.
本通知書不構(gòu)成我行對此信用證之保兌及其它任何責(zé)任。
( )Please note that we have added our confirmation to the above L/C， negotiation is restricted to ourselves only.
上述信用證已由我行加具保兌， 并限向我行交單。
Remarks： 備注：
This L/C consists of two sheet(s)， including the covering letter and attachment(s)。
本信用證連同面函及附件共 2 紙。
If you find any terms and conditions in the L/C which you are unable to comply with and or any error(s)， it is suggested that you contact applicant directly for necessary amendment(s) of as to avoid any difficulties which may arise when documents are presented.
如本信用證中有無法辦到的條款及/或錯誤， 請逕與開證申請人聯(lián)系進行必要的修改， 以排除交單時可能發(fā)生的問題。
yours faithfully，
上海分行
信 用 證
通知章
FOR BANK OF CHINA
TEST CORRECT WITH US SHANGHAI
---------------------------------------------
FROM： CHEMICAL BANK NEW YORK
OUR REF： NY980520004658001T01
TO ： BANK OF CHINA
SHANGHAI BRANCH
50 HUQIU ROAD， SHANGHAI
PEOPLE'S REP. OF CHINA
TEST： FOR USD/188，256.00 ON DATE 4/11
PLEASE ADVICE BENEFICIARY OF THE FOLLOWING LETTER OF CREDIT
ISSUED BY US IN THEIR FAVOR SUBJECT TO UCP 500：
DOCUMENTARY CREDIT NUMBER： DRG-LDLCA21
DATE AND PLACE OF EXPIRY ： May 31 ，2005 IN U.S.A.
APPLICANT ： DRAGON TOY CO. LTD. 1180 CHURCH ROAD NEW YORK， PA 19446 U.S.A.
BENEFICIARY： LIDI TRADING CO. LTD. NO.1267 EAST NANJING ROAD SHANGHAI， CHINA
AMOUNT： USD188， 256.00
SAY UNITED STATES DOLLARS ONE HUNDRED AND EIGHTY EIGHT THOUSAND TWO HUNDRED AND FIFTY SIX ONLY.
AVALIABLE WITH ： ANY BANK
BY： NEGOTIATION OF BENEFICIARY'S DRAFT(S) AT 30 DAYS' SIGHT
DRAWN ON：
CHEMICAL BANK ， NEW YORK， ACCOMPANIED BY THE DOCUMENTS
INDICATED HEREIN.
COVERING SHIPMENT OF ：
COMMODITY ART.NO. QUANTITY
TELECONTROL RACING CAR
18812 2000 PIECES
18814 2000 PIECES
18817 2000 PIECES
18818 2000 PIECES
SHIPPING TERMS： CIF
SHIPPING MARKS： LD-DRGSCA21/DRAGON TOY/NEW YORK/NO.1-UP
DOCUMENTS REQUIRED：
1- 3 COPIES OF COMMERCIAL INVOICE SHOWING VALUE IN U.S. DOLLARS
AND INDICATING L/C NO. AND CONTRACT NO……
2- 2COPIES OF PACKING LIST SHOWING GROSS/NET WEIGHT AND MEASUREMENT OF EACH CARTON.
3- CERTIFICATE OF orIGIN IN TRIPLICATE ISSUED BY CHINA CHAMBER OF INTERNATIONAL COMMERCE.
4- 2 COPIES OF INSURANCE POLICY or CERTIFICATE ENDORSED IN BLANK FOR THE INVOICE VALUE OF THE GOODS PLUS 110% COVERING ISALL RKS AND WAR RISK AS PER AND SUBJECT TO OCEAN MARINE CARGO CLAUSES OF THE PEOPLE'S INSURANCE COMPANY OF CHINA DATED 1/1/1981.
5- 3/3 SET AND ONE COPY OF CLEAN ON BOARD OCEAN BILLS OF LADING MADE OUT TO orDER AND BLANK ENDORSED MARKED FREIGHT PREPAID AND NOTIFY APPLICANT.
PARTIAL SHIPMENTS： PERMITTED
TRANSSHIPMENTS： PERMITTED
SHIPMENT FROM ： SHANGHAI， CHINA TO： NEW YORK
NOT LATER THAN ： May 10，2005
DOCUMENTS MUST BE PRESENTED WITHIN 15DAYS AFTER SHIPMENT， BUT WITHIN VALIDITY OF THE LETTER OF CREDIT.
INSTRUCTIONS TO THE PAYING/ACCEPTING /NEGOTIATING BANK
NEGOTIATING BANK IS TO FORWARD ALL DOCUMENTS IN ONE AIRMAIL
TO CHEMICAL BANK NEW YORK， 55 WATER STREET， ROOM 1702 ， NEW YORK， NEW YORK 10041 ATTN： LETTER OF CREDIT DEPARTMENT
END OF MESSAGE
修改信用證
DRAGON TOY CO. LTD.，
1180 CHURCH ROAD NEWYORK，
PA 19446 U.S.A.
FAX： 215-393-3921
E-MAIL ADDRESS： #######
Dear Charles，
Thank you for your L/C No. DRG-LDLCA21 issued by Chemical Bank New York .
However， we are sorry to find it contains the following discrepancies.
1. The expiry place should be in China， not in USA.
2. The covering goods should be No.18812 2400 pieces， No.18819 2400 pieces3. no goods Art.18818. And delivery to be effected at the end of January，2006.
4. The L/C should not be covered The CERTIFICATE OF orIGIN IN TRIPLICATE ISSUED BY CHINA CHAMBER OF INTERNATIONAL COMMERCE.
5. This L/C consists of three sheet(s)， including the covering letter and attachment(s)。
6. NEGOTIATION OF BENEFICIARY'S DRAFT(S) shoud be at sigt not at 30 DAYS' SIGHT.
7. “THE INVOICE VALUE OF THE GOODS PLUS 110% COVERING ISALL RKS AND WAR RISK” should be “THE INVOICE VALUE OF THE GOODS PLUS 10% COVERING ISALL RKS AND WAR RISK” .
In addition， as this is the first time we do business with clients in your country， we request the L/C must be confirmed by a first-class bank， which is also clearly stated in the contract. We'll appreciate it if you can cooperate with us in this regard.
Since the first lot of goods is now ready for shipment， we shall be obliged if you instruct your bank to amend the relevant L/C as soon as possible.
Yours truly，
LIDI Trading CO.，Ltd.
jerry
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