(操作一~十五)上海双城国际贸易公司TMT实训.doc

|双城（集团）国际贸易公司 2010-06-29 20:40:01| 分类： 国贸实训作业 | 标签： |字号大中小 订阅 操作一：建交参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路1271 号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦 508 室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21-62193941 TEL ：86-21-62193941传真：86-21-62193977 FAX ： 86-21-62193977TO: N.V. NOM DATE: March 2, 2001DEAR SIRS,We learned that you are a well-known importer of light industrial products in Europe, we take the liberty to write to you for the hope of establishing business relationship with you.We are an international trade corporation specialized in this line of business. From 1992, our total export volume has reached over 1 billion US dollars. We are developing to become one of the largest trading corporations in this area nationwide.We take great efforts to increase commodity types rather than quantity to promote the flexibility of competing in the world market. Above all, our clients' demands are always the first to be considered. The commodities we are now exporting are over 400 kinds with more than ten thousand specifications. We are also processing with supplied materials, samples and brands.The commodity we'd like to recommend to you is our “ Fortune“ brand aluminum outside garden furniture. It is specially designed for European market. We have sent our latest catalogue to you by airmail. As you will see, it is very romantic and beautiful for its lightness, graceful design and excellent craftsmanship. Further more, it can be disassembled so that it is easier for carrying. Some technique has won Chinese patent. And we are applying for European patent at present. We think this product will appeal to the most selective customers at your end.For any information as to our credit standing, please refer to the Bank of China, Shanghai Branch.Yours faithfully,TWINS CITY GROUP INT' TRADE CORP.XXX操作二：报价参考|商品：幸运牌铸铝公园桌椅货号：DS-1-A1. 实际成本：400(400/1.17)*8%372.6496 ( 元)2. 一个 20'集装箱的货量：25/(0.5*0.4*0.378)330(箱)3. 国内费用(1700+50+1110+1500+1250)/33017.00 (元)4. 出口运费(USD)1980/330 6.00 ( 美元)5. 10%利润时, 报价为:(372.6496 + 17)/8.25+6CIFC5 -63.44( 美元)1-(1.1*1%+5%+10%) 货号：DS-21. 实际成本700(700/1.17)*8%652.1368 ( 元)2. 一个 20'集装箱的货量：25/(0.9*0.408*0.4)170(箱)3. 国内费用(1700+50+1110+1500+1250)/17033.00 (元)4. 出口运费(USD)1980/170 11.6471 ( 美元)5. 10%利润时, 报价为:(652.1368+33)/8.25+11.6471CIFC5 - 112.87 ( 美元)1-(1.1*1%+5%+10%) 货号：AS-21. 实际成本100(100/1.17)*8%93.1624 ( 元)2. 一个 20'集装箱的货量：25/(1.12*0.42*0.3)177(箱)2. 国内费用(1700+50+1110+1500+1250)/177 31.6949 (元)3. 出口运费(USD)1980/177 11.1864 ( 美元)4. 10%利润时, 报价为:(93.1624+31.6949)/8.25+11.1864CIFC5 -31.37 ( 美元)1-(1.1*1%+5%+10%) 货号：AS-11. 实际成本20(20/1.17)*8%18.6325 ( 元)2. 一个 20'集装箱的货量：25/(0.3*0.3*0.5)555(箱)2. 国内费用(1700+50+1110+1500+1250)/(555*4)2.5270 (元)3. 出口运费(USD)1980/(555*4)0.8919 (美元)4. 10%利润时, 报价为:(18.6325+2.5270)/8.25+0.8919CIFC5 - 4.12 (美元)1-(1.1*1%+5%+10%) 报价为:DS-1-A US$ 63.44/SET CIFC5 ROTTERDAMDS-2 US$ 112.87/SET CIFC5 ROTTERDAMAS-2 US$ 31.37/PC CIFC5 ROTTERDAMAS-1 US$ 4.12/PC CIFC5 ROTTERDAM|操作三：发盘参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路 1271 号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦 508 室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21-62193941 TEL：86-21-62193941传真：86-21-62193977 FAX：86-21-62193977TO: N.V. NOM DATE: March 12, 2001 Dear sirs,Thank you very much for your inquiry dated March 7, 2001 about our “Fortuna“ brand aluminum garden furniture. The specific articles you are interested in are surely the best among our products and they are more profitable than those sold in single form. In compliance with your request, we'd like to quote you as follows:“Fortuna“ brand aluminum garden furnitureCommodity :Alum Set Of 3pc 4pc Alum Garden Setting Alum Stand Mail Box Alum Flower Basket 13Art. no. : DS-1-A DS-2 AS-2 AS-1Packing : 1 pc/poly bag1 set/carton 1 pc/poly bag1 set/carton 1 pc/poly bag1 pc/carton 4 pcs/cartonmeasure ： 50 X 40 X 37.8CM90 X 40.8 X 40CM 112 X 42 X 30CM 30 X 30 X 50CMGross/Net : 22/20 KGS 50/45 KGS 17/15 KGS 8/7.6 KGSPrice Term: CIFC5 ROTTERDAMUnit Price: US$ 63.44/SET US$ 112.87/SET US$ 31.37/PC US$ 4.12/PCMin. quan.: one 20' container for each art. NoShipment : 30 days after receipt of your relevant L/C.Payment : By irrevocable L/C at sight.Insurance : The seller shall cover insurance against All Risks for 110% invoice value as per P.I.C.C dated 1/1/1981.By the way, we are sorry to say that we cannot accept the idea of using your brand. As we are applying for the European patent, it is comprehensible that we want to sell our goods on our own brand. “Fortune“ is a good brand; we just hope it will bring a fortune to both of us.For your information， our vice general manager Mr. Yang flew to Europe yesterday on business. He had brought with him some samples of our products. He will call on you during his stay.Our offer is valid in 7 days. We look forward to receiving your initial order.Yours faithfully |TWINS CITY GROUP INT'L TRADE CORP.XXX 操作四：还价参考1. 客户还价后的利润额和利润率：客户还盘：DS-1-A: 63.44 ×(1-10%)57.10DS-2: 112.87×(1-10%) 101.58AS-2：31.37×(1-10%) 28.23AS-1: 4.12×(1-10%) 3.71总货款收入: (57.10×330+101.58×170+28.23×177+3.71×2220)×8.25 49,344.51×8.25407,092.2075（元）实际总成本购货总成本总退税收入（400×330+700×170+100×177+20×2220）×1-（1+17%）×8%313100×1.09/1.17 =291,691.4529（元）业务费用(1700+50+1110+1500+1250)×422,440.00（元）出口运费1980×4×8.2565,340.00 （元）出口保费407,092.2075×110%×1%4478.0143 （元）客户佣金407,092.2075×5%20,354.6104（元）利润总额货款收入实际成本业务费用出口运费保费客户佣金407,092.2075 - 291,691.4529-22,440-65,340-4478.0143-20,354.61042788.13（元） 利润率2788.13/291,691.4529 0.68%经客户还价后出口商的利润总额为 2788.13 元人民币, 利润率为 0.68 %。2. 经客户还价后，出口商应掌握的国内供货价格（含税）：实际成本退税收入销售收入利润佣金出口保费出口运费 国内费用设含税的国内供货价格为 xDS-1-A: 57.10×(185110%×1%)×8.251980/330×8.25 5610/330xx/(1+17%)×8%57.10×0.859 ×8.256×8.25 17X×1.09/1.17x362.97（元）DS-2: 101.58×(18%5%110%×1%)×8.251980/170×8.25 5610/170x x/(1+17%)×8%x×1.09/1.17590.7835 x634.14（元）AS-2: 28.23×(18%5% 110%×1%) 1980/177×8.255610/177xx/(1+17%)×8%x×1.09/1.1776.0763 x81.66（元）AS-1: 3.71×(18% 5% 110%×1%) 1980/2220×8.25 5610/2220xx/(1+17%)×9%|x×1.09/1.1716.4067 x17.61（元）若公司接受客户还价且有希望保持 8的利润率，其应掌握的国内（含税）供货价为:DS-1-A： 每套 362.97 元; DS-2： 每套 634.14 元;AS-2: 每只 81.66 元;AS-1: 每只 17.61 元.3. 再次报价：CIFC5：( 结果精确到小数点后 1 位)货号：DS-1-A1. 实际成本380(380/1.17)*8%354.0171 ( 元)2. 一个 40'集装箱的货量：55/(0.5*0.4*0.378)727(箱)3. 国内费用(1700+50+1110+1500+1250) *2/727 15.4333 (元)4. 出口运费(USD)3770/727 5.1857 ( 美元)5. 10%利润时, 报价为:(354.0171+ 15.4333)/8.25+5.1857CIFC5 - 59.60( 美元)1-(1.1*1%+5%+10%)货号：DS-21. 实际成本670(670/1.17)*8%624.1880 ( 元)2. 一个 40'集装箱的货量：55/(0.9*0.408*0.4)374(箱)3. 国内费用(1700+50+1110+1500+1250) *2/374 30.00 (元)4. 出口费用(USD)3770/377 10.0802 ( 美元)5. 10%利润时, 报价为:(624.1880+30)/8.25+10.0802CIFC5 -106.50 (美元)1-(1.1* 1%+5%+10%)货号：AS-21. 实际成本95(95/1.17)*8%88.5043 ( 元)2. 一个 20'集装箱的货量：25/(1.12*0.42*0.3)177(箱)3. 国内费用(1700+50+1110+1500+1250)/17731.6949 (元)4. 出口运费(USD)1980/177 11.1864 ( 美元)5. 10%利润时, 报价为:(88.5043+31.6949)/8.25+11.1864CIFC5 -30.70 (美元)1-(1.1*1%+5%+10%) 货号：AS-11. 实际成本18(18/1.17)*8%=16.7692 (元)2. 一个 20'集装箱的货量：25/(0.3*0.3*0.5)=555( 箱)3. 国内费用(1700+50+1110+1500+1250)/(555*4) =2.5270 (元)4. 出口运费(USD)1980/(555*4)=0.8919 (美元)5. 10%利润时, 报价为:(16.7692+2.5270)/8.25+0.8919CIFC5 -3.90 (美元)1-(1.1*1%+5%+10%) |报价为:DS-1-A 59.60 CIFC5 ROTTERDAMDS-2 106.50 CIFC5 ROTTERDAMAS-2 30.70 CIFC5 ROTTERDAMAS-1 3.90 CIFC5 ROTTERDAM操作五：还盘参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路 1271 号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦 508 室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21-62193941 TEL：86-21-62193941传真：86-21-62193977 FAX：86-21-62193977TO: N.V. NOM DATE: March 22, 2001DEAR SIRS,We have received your mail dated March 17, 2001 and are glad to hear that you are satisfied with our products.We have stated in our previous letter that our products are specially designed for European market. As you may aware, travelling in spare times becomes more and more popular in Europe. People go for an outing during weekends to enjoy the beautiful scenery of the nature. Our garden facilities can not only be put in gardens and public places, but also can be disassembled and put in the car. Just think a family sitting around with green grass blue sky and white clouds as back ground, what a nice picture it will be. So we think you also agree that our products will be warm welcomed by your customers. And our prices are surely not high compared with the purchasing power of your market.Chinese products are no longer meaning lower price. The advantages of our products are attractive design, high quality and reasonable prices. As we are applying for the European patent, it means that only our company can use the technique to produce. It will increase our competing ability in the market, also it will be a great chance for you as an importer or distributor.Therefore, your situation is well understood. We really want to help you, so we decided to make some deduction on the price for your trial order, under the condition that the min. quantity should be raised. The new prices are DS-1-A US$59.60 and DS-2 US$ 106.50 CIFC5 ROTTERDAM for one 40' container of each. For AS-2 and AS-1, the min. quantity remains 20' FCL for each art. no., and the prices are US$30.70 and US$ 3.90 CIFC5 ROTTERDAM respectively.As for the terms of payment, sight L/C is our usual practice, We probably can't accept O/A. Only when we have established a steady business relation, can other terms, as D/P, D/A, or even O/A can be used. How about L/C at 45 days sight? You will understand that we hardly do business on |usance L/C with new clients. We give you this favorable term just to show our high sincerity. We hope it will pave the way of our business, and help you to introduce our products to your market.Await your early reply.Yours faithfully,TWINS CITY GROUP INT' TRADE CORP.XXX操作六：成交参考1. 成交金额： (59.60×727+106.50×374+30.70×177+3.90×2220) × 8.25 97252.10× 8.25 802,329.8252. 实际成本：（380×727+670×374+95×177+18×2220）×（1+17%-8%）/(1+17%)583615×1.09/1.17 543,709.70083. 业务费用：(1700+50+1110+1500+1250) ×633,660.004. 出口运费： (3770×2+1980×2)×8.2594,875.005. 出口保费：802,329.825×110%×1%8,825.62816. 客户佣金：802,329.825×5%40,116.4913上缴利润成交金额实际成本业务费用出口运费出口保费客户佣金802,329.825543,709.700833,660.0094,875.008,825.628140,116.491381,143.00总利润率总利润额/成交金额81,143.00/802,329.825 10.11%上缴利润为 81,143.00，总利润率为 10.11%.操作七： 合同参考 双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路 1271 号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦 508 室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21-62193941 TEL：86-21-62193941|传真：86-21-62193977 FAX：86-21-62193977TO: N.V. NOM DATE:April 1, 2001DEAR SIRS,We are so pleased to receive your first order no. NOM-TC9801. There is a Chinese saying that “A good beginning is half done.“ We hope our cooperation in this first order will lead to a brighter future of our business relationship.We are sending you herein the Sales Confirmation No.SHCH-NOMSC09 in duplicate. Please sign and return one for our file. If there is any problem or misunderstanding, don't hesitate to call us.As the shipment month is approaching, please instruct your banker to open the relevant L/C accordingly, so that we can arrange our shipment.You may rest assured that your order will receive our best attention. With best regards!Yours faithfully,TWINS CITY GROUP INT' TRADE CORP.XXX操作七： 合同参考 SALES CONFIRMATIONS/C No.: SHCH-NOMSC09Date: April 1st 2001The Seller:Twins city group int'l trade corp. The Buyer: N.V. NOMAddress: Suite 508, conch building Address: Postbus 201011271 Zhongshan rd(w) 2800 Ecs-RotterdamShanghai, 200051, China The NetherlandsItem No. Commodity while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination.3. For transactions concluded on C.I.F. basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure, However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 15 days by registered airmail with a certifi-cate issued by the China Council for the Promotion of International Trade attesting such event(s).5. All deputies arising out of the performance of, or relating to this contract, shall be settled through negotiation.In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitral rules.The arbitration shall take place in Shanghai. The arbitral award is final and binding upon both parties.6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same.Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.7. Special conditions: ( These shall prevail over all printed terms in case of any conflict.) 操作八：审证参考双城（集团）国际贸易公司TWINS CITY GROUP INT'L TRADE CORP.地址：中国上海中山西路 1271 号 ADDR：SUITE 508,CONCH BUILDING 海螺大厦 508 室 1271 ZHONGSHAN RD(W) SHANGHAI, CHINA电话：86-21-62193941 TEL：86-21-62193941传真：86-21-62193977 FAX：86-21-62193977审证意见 信用证存在的问题 需要修改的理由国外到期 易产生逾期交单信用证金额有误 无法全额出运货物