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1、制作人：张晓明,出口实务操作,国际贸易实务模拟操作 第一步骤 与客户建立业务关系 第二步骤 对外报价与还价核算 第三步骤 与客户磋商交易 第四步骤 达成协议签订合同 第五步骤 审核修改信用证 第六步骤 出口备货 第七步骤 托运装船 第八步骤 制单审单 第九步骤 交单议付业务善后 第十步骤 进口接货 第十一步骤 外汇核销与出口退税,第一步骤 与客户建立业务关系,教学目的与要求：掌握与客户联系的基本沟 通方法，能够撰写业务通信教学重点：建立业务关系的通信内容教学难点：英文通信中的常见用语内容提要：1 建立业务关系实务 2 实际操作案例时间分配：2课时教学方法：演示与讲授法结合,一、建立业务关系实务
2、（一）目的：有效传递商务信息，取得对方良好的反应，为日后达成交易做好准备。（二）方式:信函.电报.电话.传真.电子邮件（使用率最高）（三）函件要求：简练的语言、有序的结构、完整的内容、成熟的业务思维（四）函件内容：,英文函电,1.怎样得知对方公司名称和地址的We have obtained your name and address from the Internet.Our market survey showed that you are the largest importer of cases and bags in Canada.2.表明建立业务关系的愿望We wish to est
3、ablish friendly business relations with you to enjoy a share of mutually profitable business.We are willing to enter into business relations with your firm on the basis of equality,mutual benefit and exchanging what one has for what one needs.,3.本公司简介(公司性质.业务范围.相对优势、拟与对方合作的方式)We are a leading compan
4、y with 30 years experience in Chemical Laboratory Equipment.A credible sales network has been set up and we have our regular clients from over 100 countries and regions worldwide.,4.销售的商品及有关条件(需求明确,则具体介绍;否则，笼统介绍)Art No.JD102 is our newly launched one with excellent quality，fashionable design and com
5、petitive price.To give you a general idea of our products we are enclosing our catalogue for you reference.,5.介绍一下市场状况（市场供需情况、客户购买意向、购买力等）The present price fluctuation in the world market has necessitated the adjustment of the price.Owing to the very heavy demand and orders we are booking every day,
6、we can accept orders only for shipment during April/May.,6.告知对方向何处了解写信人的信用情况As to our credit standing,please refer to the following bank:The Bank of Tokyo,Osaka Branch(address)For our business and financial standing,we may refer you to our bankers,Bank of ChinaHong Kong Branch.,7.激励对方回应的结尾 We trust
7、that your initial order will be placed with us without delay.We are looking forward to your specific inquiries.Your comments on our products or any information on your market demand will be really appreciated.注意：对客户来函来电,要认真及时答复，树立良好的贸易形象。,二、实际操作案例：2003年1月9日我方给巴林客户去电（传真）建立业务关系To:Hassan Ebrahim Bukama
8、l&Sons W.L.L.Attn:Mr.Jehad Bukamal Date:Jan 9,2003Dear Sirs,We have obtained your name and address from the Commercial Counsellor of your Embassy in Beijing and now writing you for the establishment of business relations.,We specialize in the exportation of light industrial products,which have enjoy
9、ed great popularity in world markets.such as boots and shoes,sewing machine&parts porcelain ware,soap and toilet,stationery&office appliance etc.,We now enclose a copy of our catalogue for your reference and hope that you would contact us if any item is of interest to you.For our business and financ
10、ial standing,we may refer you to our bankers,Bank of China Changchun Branch.In addition,would you please let us have your bank reference?We are looking forward to your favorable reply.Yours truly,Export departmentLiang hao ran(Mr.),2003年1月15日巴林客户来电（传真）询盘磋商程序To:Jilin Provincial Light Industrial Produ
11、cts Import&Export CorporationAttn:Mr.liang hao ranDate:Jan 15,2003Dear Sirs，We are pleased to receive your fax of Jan 9 and your catalogue.We are one of the largest importers of boots and shoes in our city and wish to expand our present range with more excellent boots.we believe there is a promising
12、 market here for moderately priced products.,After studying boots on your catalogue,we are particularly interested in the following items:Safety Boots Art No.JL6O8TS full container load(FCL)整箱货and Ranger Boots Art No.JL803TS less than container load(LCL)拼箱货.Please quote us CIF Bahrain.It would be he
13、lpful if you could supply relevant samples,please advise us the cost of these samples including postal charges so that we could remit to you.,Our bank information is as follows:BANK OF BAHRAIN AND KUWAIT B.S.C.P.O.BOX 597,MANAMA,STATE OF BAHRAIN.We hope to hear from you soon.Yours sincerely,Jehad Bu
14、kamalHassan Ebrahim Bukamal&sons W.L.L.这实际上是一封询价函。,1.john chea and son 公司是巴哈马一家很有信誉的中间商，专营劳工鞋产品，具有较为广阔的销售渠道。本公司决定去信与其建立经常的业务联系，同时介绍本公司的发展情况并了解当地的市场信息，顺便向其推荐 钻石牌劳工鞋（diamond brand working boots）,寄出最新样本。请参照上述要求完成操作。（时间：03.6.8）,课堂作业：,2.经曼彻斯特海外贸易有限公司（The Overseas Trading Co.,Ltd.Manchester）介绍，得知英国一家日用品经销
15、商（Daily Necessities Corp；North Street,P.O.Box985 Manchester,U.K）有意采购中国产各类手工制人造革手套（hand-made artificial leather gloves），并得到有关产品的详细资料，包括尺码、颜色、价格等.根据以上情况，请以河北省工业品进出口公司（Hebei Provincial Industrial Products I/E Corp.）业务员身份草拟一封建立业务关系的信函，并附寄产品说明书，向对方推荐公司产品。时间：2003年12月16日,第二步骤 对外报价与还价核算,目的要求：学会核算出口价格并对外报价，根据客户反应情况，结合自己的销售意图，对外进行还价核算教学重点：成本、费用、利润的核算教学难点：整合价格的主要因素，准确报价与还价内容提要：1 出口价格构成及表述方法 2 价格核算 3 发盘 4 还盘,
