整个外贸流程详解
本公司于1952年建立，专营玩具和工艺品，现在已经成为中国最年夜的收支口公司之一。因为公司的产质量量高，价钱优惠，因此在世界各地的客户中享有较高声誉。2004年3月你从国际互联搜集上得知美国的DRAGON TOY CO. LTD.欲求购中国产的远控赛车(Telecontrol Racing Car)。客户的详细地点如下：
DRAGON TOY CO. LTD.,
1180 CHURCH ROAD NEWYORK,
PA 19446 U.S.A.
FAX: 215-393-3921
E-MAIL ADDRESS: timzsh0516@sina.com
请参照上述根基情况，根据课本中起草建立营业干系信函的根基要求给对方发一封建立营业干系的电子邮件，要求格式完整、准确，内容包括公司介绍、产物介绍，并另寄产物目次，及表达想与对方建交的热切愿看等。（留意不要做成简朴翻译）
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
材料
商品远控赛车（Telecontrol Racing Car）
货号 18812 18814 18817 18819
包装体例 12辆/纸箱 20辆/纸箱 20辆/纸箱 12辆/纸箱
尺码(CM) 72X36X48 72X72X48 72X72X48 72X36X48
毛/毛重 12/9KGS 22/18KGS 22/18KGS 12/9KGS
购货价钱 150元/辆 160元/辆 170元/辆 180元/辆
起订量 1个20'FCL 1个20'FCL 1个20'FCL 1个20'FCL
已知远控赛车的增值税为17百分，出口退税为9百分，
海内费用有：出口包装费15元/纸箱，仓储费5元/纸箱；
一个20英尺集装箱的海内运杂费400元，商检费550元，报关费50元，口岸费600元，别的费用1400元。
海运集装箱包箱费率由上海至纽约每一个20'集装箱为2200美元。
保险为发票金额加成10百分投保统统险和战役险，费率为分别为0.6百分和0.3百分。公司要求在报价中包括10％的预期利润，付款体例是即期声誉证。（美元汇率为：8.25:1)
客户询盘
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单价计算历程如下:Art. 18812解答：单件包装体积:0.72*0.36*0.48=0.12442立方米 20英尺集装箱包装数:25/0.1244=200纸箱报价数量:200*12=2400辆成本：含税成本150元．退税收进 [150/(1+17百分)] * 9百分=11.5385元/辆理想成本 150—11.5385=138.4615元/辆费用：海内费用（15*200+5*200+400+550+50+600+1400）/2400=2.9167元/辆出口运费 2200*8.25/2400=7.5625元/辆客户佣金报价x 3百分保险费用 CIF报价 x 110百分 x 0.9百分利润:报价 x 10百分FOB报价=成本+费用+佣金+利润 =138.4615+2.9167 +报价 x 3百分 +报价 x 10百分所以FOBC3报价=(138.4615 +2.9167) / (1-3百分-10百分)=162.5036元/辆=19.70美元/辆CFR报价=成本+费用+佣金+利润 =138.4615+2.9167+7.5625+报价 x 3百分 +报价 x 10百分所以CFRC3报价=(138.4615+2.9167+7.5625) / (1-3百分-10百分)=171.1962元/套=20.75美元/辆CIF报价=成本+费用+佣金++保险费+利润 =138.4615+2.9167+7.5625+报价 x 3百分 +报价 x 10百分+报价 x110百分 x 0.9百分所以CIFC3报价=(138.4615+2.9167+7.5625) / (1-3百分-10百分-110百分*0.9百分) =173.1667元/辆=20.99美元/辆Art. 18814解答：单件包装体积:0.72*0.72*0.48=0.24883立方米 20英尺集装箱包装数:25/0.2488=100纸箱报价数量:100*20=2000辆成本：含税成本160元．退税收进 [160/(1+17百分)] * 9百分=12.3077元/辆理想成本 162—12.3077= 147.6923元/辆费用：海内费用（15*100+5*100+400+550+50+600+1400）/2000=2.5元/辆出口运费 2200*8.25/200=9.075元/辆客户佣金报价x 3百分保险费用 CIF报价 x 110百分 x 0.9百分利润:报价 x 10百分FOB报价=成本+费用+佣金+利润 =147.6923+2.5 +报价 x 3百分 +报价 x 10百分所以 FOBC3报价=(147.6923+2.5) / (1-3百分-10百分)=172.6348元/辆=20.93美元/辆CFR报价=成本+费用+佣金+利润 =147.6923+2.5+9.075+报价 x 3百分 +报价 x 10百分所以CFRC3报价=(147.6923+2.5+9.075) / (1-3百分-10百分)=183.0659元/辆=22.19美元/辆CIF报价=成本+费用+佣金++保险费+利润 =147.6923+2.5+9.075+报价 x 3百分 +报价 x 10百分+报价 x110百分 x 0.9百分所以CIFC3报价=(147.6923+2.5+9.075) / (1-3百分-10百分-110百分*0.9百分) =185.1730元/辆=22.45美元/辆Art. 18817解答：单件包装体积:0.72*0.72*0.48=0.24883立方米 20英尺集装箱包装数:25/0.2488=100纸箱报价数量:100*20=2000辆成本：含税成本170元．退税收进 [170/(1+17百分)] * 9百分=13.0769元/辆理想成本 170—13.0769= 156.9231元/辆费用：海内费用（15*100+5*100+400+550+50+600+1400）/2000=2.5元/辆出口运费 2200*8.25/2000=90.75元/辆客户佣金报价x 3百分保险费用 CIF报价 x 110百分 x 0.9百分利润:报价 x 10百分FOB报价=成本+费用+佣金+利润 =156.9231+2.5 +报价 x 3百分 +报价 x 10百分所以 FOBC3报价=(156.9231+2.5) / (1-3百分-10百分)=183.2449元/辆=22.21美元/辆CFR报价=成本+费用+佣金+利润 =156.9231+2.5+9.075+报价 x 3百分 +报价 x 10百分所以 CFRC3报价=(156.9231+2.5+9.075) / (1-3百分-10百分)=193.6760元/辆=23.48美元/辆CIF报价=成本+费用+佣金++保险费+利润 =(156.9231+2.5+9.075+报价 x 3百分 +报价 x 10百分+报价 x110百分 x 0.9百分所以 CIFC3报价=((156.9231+2.5+9.075) / (1-3百分-10百分-110百分*0.9百分) =195.9052/辆=23.75美元/辆Art. 18819解答：单件包装体积:0.72*0.72*0.48=0.12442立方米 20英尺集装箱包装数:25/0.12442=200纸箱报价数量:200*12=2400辆成本：含税成本180元．退税收进 [180/(1+17百分)] * 9百分=13.8462元/辆理想成本 180—13.8462= 166.1538元/辆费用：海内费用（15*200+5*200+400+550+50+600+1400）/2400=2.9167元/辆出口运费 2200*8.25/2400=7.5625元/辆客户佣金报价x 3百分保险费用 CIF报价 x 110百分 x 0.9百分利润:报价 x 10百分FOB报价=成本+费用+佣金+利润 =166.1538+2.9167 +报价 x 3百分 +报价 x 10百分所以 FOBC3报价=(166.1538+2.9167) / (1-3百分-10百分)=194.3339元/辆=23.56美元/辆CFR报价=成本+费用+佣金+利润 =166.1538+2.9167+7.5625+报价 x 3百分 +报价 x 10百分所以CFRC3报价=(166.1538+2.9167+7.5625) / (1-3百分-10百分)=203.0265元/辆=24.61美元/辆CIF报价=成本+费用+佣金++保险费+利润 =(166.1538+2.9167+7.5625+报价 x 3百分 +报价 x 10百分+报价 x110百分 x 0.9百分所以CIFC3报价=((156.9231+2.9167+7.5625) / (1-3百分-10百分-110百分*0.9百分) =205.3633元/辆=24.89美元/辆则发盘函电如下:利迪商业无限公司 LIDI TRADING COMPANY LIMITED地点：中国上海南京东路1267号传真：021－64042588电子信箱：dengjian214@sina.comADD: NO.1267 EAST NANJING ROAD, SHANGHAI, CHINA FAX: 021-64042588E-MAIL: dengjian214@sina.comTO: DRAGON TOY CO. LTD., Date: Dec 27th 2005DRAGON TOY CO. LTD.,1180 CHURCH ROAD NEWYORK,PA 19446 U.S.A.FAX: 215-393-3921E-MAIL ADDRESS: timzsh0516@sina.comDear 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’FCLTelecontrol Racing Cars Art 18812 USD20.99 200carton 18814 USD22.45 100carton 18817 USD23.75 100carton 18819 USD24.89 200cartonPacking: 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 110百分 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 LIMITEDjerry客户还盘LIDA TRADING CO.LTD.NO.1267 EAST NANJING ROADSHANGHAI, CHINAFAX: 021-64042588Dear 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 PIECESART.NO.18814 USD20.50 /PIECE CIFC3 NEW YORK 2000 PIECESART.NO.18817 USD21.80 /PIECE CIFC3 NEW YORK 2000 PIECESART.NO.18819 USD22.60 /PIECE CIFC3 NEW YORK 2400 PIECESWhat is more, we want the shipment to be effected by the end of this Julyfor some reason.Please take it into serious consideration and your early reply will be appreciated.Best regards!Yours faithfully,DRAGON TOY CO. LTD. Charles BorgatMANAGER我方第二次的发盘略客户成交函电LIDI TRADING CO.LTD.NO.1267 EAST NANJING ROADSHANGHAI, CHINAFAX: 021-64042588E-MAIL: TIMZSH0516@SINA.COMDear 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 YORKPlease 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条约见附件客户开来的声誉证ADDRESS: 50 HUQIU ROAD.CABLE: CHUNGKUOTELEX: 33062 BOCSH E CN声誉证关照书SWIFT: BKCHCMBJ300 Notification of Documentary CreditFAX: 3232071 YEAR - MONTH - DAYTo:致: LIDI TRADING CO. LTD.NO.1267 EAST NANJING ROAD WHEN CORRESPONDINGPLEASE QUOTE OUR REF. NO. APR 11 2005SHANGHAI,CHINAIssuing Bank开证行 Chemical Bank New York 55 Water Street, Room 1702, New York ,U.S.A. Transmitted to us through转递行L/C NO.声誉证号 DATED开证日期DRG-LDLCA21 April 11 2005 Amount金额 US$188256.00Dear sirs,迳启者We have pleasure in advising you that we have received from the a/m bank a(n)兹关照贵司,我行收自上述银行（）pre-advising of事后关照（）mail confirmation of证明书（）telex issuing电传开立（）uneffective未生效（X）original正本（）duplicate正本letter of credit, contents of which are as per attached sheet(s)eThis advice and the attached sheet(s) must accompany the relative documents when presented for negotiation.声誉证一份,现随附关照。贵司交单时,请将本关照书及声誉证一并提醒。
（ 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.
本关照书不组成我行对此声誉证之保兑及别的任何责任。
（）Please note that we have added our confirmation to the above L/C, negotiation is restricted to ourselves only.
上述声誉证已由我行加具保兑,并限向我行交单。
Remarks:备注:
This L/C consists of two sheet(s), including the covering letter and attachment(s).
本声誉证连同面函及附件共 2纸。
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.
如本声誉证中有无法办到的条目及/或错误,请迳与开证请求人联系举行需要的点窜,以拂拭交单时年夜概发作的题目。
yours faithfully,
上海分行
声誉证
关照章
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 110百分 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
点窜声誉证
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,
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 110百分 COVERING ISALL RKS AND WAR RISK” should be“THE INVOICE VALUE OF THE GOODS PLUS 10百分 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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