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1、国际贸易实务模拟,第一篇,第一篇 国际贸易实务的基础知识,国际贸易的基本概念国际贸易术语国际贸易实务模拟操作的基本流程,国际贸易实务模拟,第二篇 出口贸易实务操作,出口贸易实务操作,建立业务关系发盘与出口报价核算还盘与出口还价核算接受与出口合同签订信用证审核与修改出口货物报检出口货物投保出口货物原产地认证出口货物报关出口货物装运出口交单结汇出口业务善后,交易准备,出口交易程序,交易磋商,合同签订,合同履行,进行市场调研选择交易对象建立业务关系办理商标注册,发盘询盘还盘接受,制作会签,生产、加工、包装,催证、审证、改证,报关、投保、装货,制单、审核、结汇,进行市场调研：,1 国际市场环境调研,经
2、济环境,政治法律环境,文化环境,交通地理环境,2 国际市场商品情况调研,商品的供给,商品的需求,商品的价格,从消费习惯来看，可大致分为美加（美国和加拿大）市场、欧洲市场、日韩市场、东欧市场、中东市场、非洲市场这几类。,3 国际市场营销情况调研,销售渠道,广告宣传,竞争分析,4 国外客户情况调研,政治情况,资信情况,经营业务范围,公司企业业务,经营能力,建立一个网站，在互联网上宣传你的产品 一般的外贸商业网站，都会有中英文两个版本，方便国内与国外的访问者。内容上一般至少包含“企业介绍”（company profile）、“产品介绍”（product）和”联系方式”(contact)三部分。网站建
3、立起来以后，一定要利用一切机会来做推广。在你所有的公司宣传资料，无论是媒体广告、产品目录、传真、电子邮件、名片上都加上你的网址。,四大关键因素：醒目明确的标题、实质性内容、被搜索引擎列在比较靠前的位置、稳定且浏览速度快。登陆B2B国际贸易平台，主动出击发布广告 综合性的如：阿里巴巴网：http:/环球资源网：http:/中国制造网：/国外类似的：按照行业类别细分的专业性贸易平台如：纺织品交易网：http:/针对某个国际市场的贸易平台如：新加坡贸易网：http:/非常活跃的印度市场：甚至还有专门为你寻找合适的B2B网站的向导：http:/,在网上直接找客户 灵活使用搜索引擎:Key Word（关
4、键词）的选择与组合.“反过来”，以信息发布者的角度去考虑你会使用什么词来发布 选择适当的关键词，直接查找潜在客户发布的求购信息。逆向法:寻找那些在自己的网站或其他网站上销售产品的客户，争取成为其货源 横向法：客户采购的产品并不是你生产的东西，但只要类别接近，横向地开拓产品外延，争取交易机会；还可以直接用于消费客户 纵向法：多用于原材料和半成品的销售。,在出口业务中，业务函电的草拟、价格核算、合同条款的制作、信用证的处理以及单据的制作和审核构成出口交易的五大操作技能。,第一节 建立业务关系,合格的英文函电：简洁的语言 明晰的结构 完整的内容 成熟的业务思维,Dear Mr.Steven Hans
5、,We get your name and email address from your trade lead on that you are in the market for ball pen.We would like to introduce our company and products,hope that we may build business cooperation in the future.We are factory specializing in the manufacture and export of ball pen for more than six ye
6、ars.We have profuse designs with series quality grade,and expressly,our price is very competitive because we are manufactory,we are the source.You are welcome to visit our website http:/which includes our company profiles,history and something latest designs.Should any of these items be of interest
7、to you,please let us know,We will be happy to give you details.As a very active manufactures,we develop new designs nearly every month,If you have interest in it,its my pleasure to offer news to you regular.Best regards,Dafu Wong,建立业务关系函的基本结构：,We learned from the Commercial Counselors Office of our
8、Embassy in you country that you are interested in Chinese Handicraft.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 Egypt.,一、说明信息来源,In order to expand our products into South America,we are writing to you to se
9、ek cooperate possibilities.We are writing to you to establish long-term trade relations with you.We wish to express our desire to enter into business relationship with you.,二、言明去函目的,We are a leading company with many years experience in machinery export business.We enjoy a good reputation internatio
10、nally in the circle of textile.We have our principle as“Clients needs come first”.Located in Shanghai,we take the advantage to set up our solidified production basis in coastal and inland areas.,三、本公司概述,1、明确对方的具体需求时；2、对具体规格产品需求不明确时；,Art.No.76 is our newly launched one with superb quality,fashionable
11、 design,and competitive price.We have a good variety of colors and sizes to meet with different needs.Our products are enjoying popularity in Asian markets.To give you a general idea of our products,we are enclosing our catalogue for your reference.,四、产品介绍,Your comments on our products or any inform
12、ation on your market demand will be really appreciated.We are looking forward to your specific inquiries.,五、激励性结尾,商务英文书信的基本格式：,1、Letterhead:发信人的公司名称、地址、电报、电传等。2、Date:发信日期3、Inside Address:收信人公司名称、地址4、Salutation:称呼5、Body of the letter:本文6、Complimentary Close:结尾谦称7、Signature:签名,出口交易程序简介,广东环宇贸易有限公司（Guan
13、gdong Universal Trading Co.,Ltd)成立于1997年1月，是经国家批准的具有进出口经营权的综合性贸易公司，主要经营各类轻工业产品的进出口业务。公司与多家供货厂商联系紧密，货源基础稳固，业务力量雄厚。同时，面对多变的国际市场，公司也十分重视产品的开发。最近玩具部与工厂联手开发了一系列毛绒玩具新品，如KB玩具熊、KD玩具狗、KP玩具猪、KR玩具兔等。这批新玩具均选用上等原料制成，手感柔软，造型逼真，可水洗，并可按客户要求大批定制，受到了欧美进口商的普遍欢迎。在前不久的中国轻工业品博览会上，有一荷兰客户对该公司的长毛绒玩具很感兴趣，但当时由于某些原因未能详谈。现我公司有意
14、与该荷兰客户做玩具交易，请以业务员身份着手开展业务。,根据前面介绍的案例，请以公司业务员的身份向荷兰客户发一封建立业务关系的信函，并随寄样品。,荷兰客户联系地址：TIVOLI PRODUCTS PLCPURCHASING MANAGER CHILA TROOBORGBERSTOFSQGADE 48,ROTTERDAM,THE NETHERLANDSTEL:+(31)74123721 FAX:+(31)74123737,Guangdong Universal TRADING CO.,LTD.Rm 1201-1216 mayling Plaza,Yanjiang Road,Guangzhou,Ch
15、ina Tel:86-20-51885168 Fax:86-20-51885178 E-mail:,TO:TIVOLI PRODUCTS PLCFM:Guangdong Universal TRADING CO.,LTD.DT:MARCH 6,2008,Dear Mr.Trooborg,Thank you for your interest in our products during the China Light Industrial Products Fair.It was a pity that we didnt have the chance to talk with you in
16、detail at that moment.,We are now writing you to introduce ourselves as one of state-owned large trading companies in Guangdong and express our wish to enter into business relations with you.,We have a Toy Department specializing in the export of various toys covering plastic,wooden,cloth and plush
17、articles.They are all fashionable designed and competing well in the world market.,Our plush toys in which you have shown special interest have already enjoyed a high reputation in other European cities for their lovely styles,comfortable feel and washable traits.,We have airmailed to you some lates
18、t leaflets for our plush toys,which may meet with you demand.If you have any specific requirements,please let us know.We also produce according to your designated styles so long as the quantity is substantial.,In case you need more information about our business status,we shall be only too glad to a
19、nswer at any time.,We are looking forward to your early reply.,Yours sincerely,Guangdong Universal trading co.,Ltd.Wang lin(Mr.)Toy Department,练习,Profile 广东正源进出口公司主营各类家用电器和消费类电子产品Information 公司名列2008年度广东省出口额前五十名Attention!新近营销目标：开拓北欧市场News!经中国国际贸易促进会介绍，得知丹麦一经销商 Toneveal Products Corp.对中国的家电产品感兴趣根据上述情
20、况，试以该公司外销员的身份拟写一封建立业务关系的信函，附全套产品插页。,TIVOLI PRODUCTS PLCBerstofsgade 48,Rotterdam,the Netherlands Tel:31 74123721 Fax:31 74123737 E-mail:,TO:Guangdong Universal TRADING CO.,LTD.FM:TIVOLI PRODUCTS PLCDT:MARCH 10,2008,Dear Mr.Wang,We are pleased to receive your fax of March 6 and your excellent leaflet
21、s.,We are large dealers in toys and wish to expand our present range with more fashionable plush toys.We believe there is a promising market here for moderately priced products.,After studying plush toys on your leaflets,we are particularly interested in the following items:New Design brown Bear Art
22、icle No.KB0677,Bear in Ballet costume Article No.KB5411,Plush Twin bear article No.KB0278,Toy Bear in Sweater Article No.KB7900,Charming Pig Article No.KP2273 and Long,Hair Cat Article No.KC2048.,Please quote us your best price for the above mentioned on CIFC3 Amsterdam as well as your terms of pack
23、ing,shipment,payment and insurance.,We hope to hear from you soon.,Yours sincerely,TIVOLI PRODUCTS PLCCHILA TROOBORGPurchasing Manager,New design Brown BearArticle No.:DB0677Means of Package:3 pcs/set;8sets/ctn.Measurement:48*64*60cmGross/Net Weight:8.5/6kgsSupplying price:RMB90/set(including VAT),B
24、ear in Ballet CostumeArticle No.:KB5411Means of Package:2 pcs/set;4sets/ctn.Measurement:55*45*40cmGross/Net Weight:8/5.5kgsSupplying price:RMB68/pc.(including VAT),Plush Twin BearArticle No.:KB0278Means of Package:2pcs/set,4sets/ctn.Measurement:55*45*40cmGross/Net Weight:8/5.5kgsSupplying price:RMB5
25、5/set(including VAT),Toy Bear in SweaterArticle No.:KB7900Means of Package:3pcs/set,8 sets/ctn.Measurement:48*64*60cmGross/Net Weight:8.5/6kgsSupplying price:RMB96/pc.(including VAT),Charming PigArticle No.:KP2273Means of Package:2pcs/set,4 sets/ctn.Measurement:55*45*40cmGross/Net Weight:8/5.5kgsSup
26、plying price:RMB36/pc.(including VAT),Long Hair CatArticle No.:KC2048Means of Package:2pcs/set,4 sets/ctn.Measurement:55*45*40cmGross/Net Weight:8/5.5kgsSupplying price:RMB47.5/pc.(including VAT),填写报价核算表,采购成本：KB0278人民币55元/套KB0677人民币90元/套KB5411人民币68元/套KB7900人民币96元/套（以上价格均含17%增值税）,报价资料：,出口退税：退税率11,起订数
27、量：各货号的最低起订量均为400套出口费用：公司定额费：3.5%贷款年利率：8%（一年按12个月360天计），预计垫款时间为45天银行手续费；0.25%（按结算金额计）出口一个20集装箱所需费用：国内包干费：拼箱：每运费吨人民币60元，计费标准为W/M 整箱：每个20集装箱为人民币900元，每个40英尺集装箱为人民币1300元,海洋运费：从广州出口毛绒玩具至阿姆斯特丹运价为1500/2700（20GP/40GP)，拼箱运价为每运费吨120美元，计费标准为W/M海运保险费：按CIF价格加10投保中国人民保险公司海运货物保险条款中的一切险和战争险，保险费率合计为0.65；预期利润：利润率7%（按出
28、口报价计）外汇汇率：7.07元人民币兑换1美元,核算过程（以20FCL、CIF价格的计算过程为例）,价格=成本+费用+利润CIF=（采购成本-退税收入）+（包干费+公司定额费+垫款利息+银行手续费+海洋运费+海运保险费）+利润CIF=(55-5.1709)+0.89286+1.925+0.55+CIF0.25%+10.5208+CIF110%0.65%)+CIF7%CIF-CIF0.25%-CIF110%0.65%-CIF7%=55-5.1709+0.89286+1.925+0.55+10.5208CIF=(55-5.1709+0.89286+1.925+0.55+10.5208)(1-0.25%-110%0.65%-7%)CIF=人民币69.2321元=9.79美元,
