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外貿(mào)流程詳細案例-外貿(mào)英語
今天終于找到一個很詳細的外貿(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準格式。
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)�？蛻舻脑敿毜刂啡缦拢�
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
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