小组合作：是□ 否 | 小组成员： |
实验目的：使学生通过对模拟的商务内容的处理，摸索与外商建立业务关系的方法，掌握国际商务磋商、掌握询盘、发盘、还盘、接受环节往来函电的应用技巧。 |
实验场地及仪器、设备和材料： P4微型计算机，数据库服务器，外贸单证系统 |
实验训练内容（包括实验原理和操作步骤）： 项目一 010101题目要求和说明 | 题目名称 | 建立业务关系 | 基本要求 | 根据下述资料，以世格国际贸易公司业务员Minghua Zhao的名义，给加拿大NEO公司写一封与他们建立业务关系的信函，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0101_贸易函电01.doc | 相关说明 | 世格国际贸易公司(DESUN TRADING CO.,LTD.)成立于1987年，是一家拥有进出口经营权的外贸公司。公司经营范围广泛，与多家供应商有固定的业务往来，信誉良好。同时公司也极为重视新产品开发，05年的新产品DR系列瓷器选用上等瓷土(First-class Porcelain)烧制，包装精美，质量上乘，非常具有竞争力。2005年10月12日公司业务员Minghua Zhao从网上看到加拿大NEO公司求购瓷器(chinaware)的信息，想与他们建立业务关系。NEO公司的具体资料如下： MR. ANDY BURNS NEO GENERAL TRADING CO., LTD #362 JALAN STREET, TORONTO, CANADA TEL NO.: (+01)7708808 FAX NO.: (+01)7701111 E-MAIL:andy@neo | | |
答案： DESUN TRADING CO., LTD. | 29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI, CHINA TEL: (021)82588666 FAX: (021)82588999 ZIP CODE: 200002 | NEO GENERAL TRADING CO., LTD #362 JALAN STREET, TORONTO, CANADA TEL NO.: (+01)7708808 FAX NO.: (+01)7701111 E-MAIL:andy@neo October,20th ,2005 Dear MR. BURNS: We have learned from your requirements of chinaware on the Internet .We would like to introduce ourselves to you that we have import-export operation right which established in 1987 and we are interested in establishing a business relationship with your corporation for the purpose of demined you want. We have large scope of business so we enter into trade relations with many suppliers and had a good reputation in the trade industry. Besides, we attach important to research of new product .Specially, the new product about a set of DR is made of First-class Porcelain and delicately packed, high quality and competitive. We look forward to hearing from you. Yours sincerely, DESUN TRADING CO., L T D. Minghua Zhao Salesman | | |
项目二 010102题目要求和说明 | 题目名称 | 建立业务关系 | 基本要求 | 根据客户来函，回复与客户建立业务关系的信函，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0101_贸易函电02.doc | 相关说明 | 假设你是南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的业务员Cathy Lee，你公司主要经营各种五金产品(Hardware)。一位加拿大客户从网上了解到你公司的情况并给你公司发来邮件，希望购买你公司的产品。请根据该邮件给你的客户回信，写信时间为2005年10月9日。 | | |
答案： Nanjing Dechuangweiye Import & Export Co., Ltd. | Hongwu Road 16#, Nanjing 210004 P. R. China TEL: (025) 84217836 FAX: (025)84217835 ZIP CODE: 210004 | Carters Trading Company, LLC P.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADA TEL: 0016137893503 FAX: 0016137895107 E-MAIL: CARTER @MSN.COM October 9th ,2005 Dear Mr. Brown, Referring to your letter of October 8, 2005, we are glad to learn that you wish to enter into trade relations with our corporation in the line of hardware. We have the pleasure of introducing ourselves to you as an import and export company specializing in all kinds of Hardware. We have excellent connections in the trade and are fully experienced in the business for this kind of product. High quality and low price are our competitive edge. In compliance with your request, we are sending you by separate airmail a copy of our latest catalogue. If any of the items listed in the catalogue does not meet your interest, please inform me without delay. We look forward to your favorable reply. Yours faithfully, Nanjing Dechuangweiye Import & Export Co., Ltd Cathy Lee Salesman | | |
项目三 010202题目要求和说明 | 题目名称 | 询盘 | 基本要求 | 根据下述说明写一封询盘函电，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0102_贸易函电02.doc | 相关说明 | 加拿大Carters Trading Company, LLC的业务员Joe Brown先生在2005年广交会上看到了南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的产品，对他们的Hand-made Gloves非常感兴趣，也与该公司的业务员Cathy Lee取得联系，并索取了相关资料。回国后经过市场调查，Joe Brown先生于2005年10月11日向南京德创伟业进出口有限公司的业务员Cathy Lee发去询盘并索要样品，请你帮Joe Brown先生撰写这封函电，对方的邮件地址为cathy@msn。 | | |
答案： Carters Trading Company, LLC | P.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADA TEL: 0016137893503 FAX: 0016137895107 E-MAIL: CARTER @MSN.COM | Nanjing Dechuangweiye Import & Export Co., Ltd cathy@msn October 11th ,2005 Dear Mrs. Lee: We learnt your company and products from Canton Fair in 2005.We know that you are one of the leading importers and exporters in china. We are pleased to make cooperation with you At the moment, we are keening interested in hand-made gloves after asking for related information from you. We shall be glad if you will kindly send us your sample and latest price for hand-made gloves so as to acquaint us with quality and price of the products. If you are in a position to offer products of high quality at workable prices, we may place substantial orders in the future. We look forward to receiving your reply. Yours faithfully, Carters Trading Company ,LLC Joe Brown Salesman | | |
项目四 010302题目要求和说明 | 题目名称 | 发盘 | 基本要求 | 根据客户来函，向对方发盘，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0101_贸易函电02.doc | 相关说明 | 假设你是南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的业务员Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生给你公司发来邮件，向你询盘。请根据该邮件向你的客户发盘，写信时间为2005年10月13日。 信中主要要点如下： 1.来信中要求的目录和样品已寄出； 2.商品和数量：5000副手套(Hand-made Gloves)； 3.价格：每套USD2.38 CIF多伦多； 4.装运：证到后两个月内装运； 5.支付：不可撤销即期信用证； 6.包装：1200副一纸箱； 7.该发盘有效期为10天。 | | |
答案： Nanjing Dechuangweiye Import & Export Co., Ltd. | Hongwu Road 16#, Nanjing 210004 P. R. China TEL: (025) 84217836 FAX: (025)84217835 ZIP CODE: 210004 | October13th ,2005 Dear Mr. Brown, Thank you very much for your enquiry of October 11th for hand-made gloves. We wish to inform you that the price list, catalogue and samples asked for in your letter have been sent to you by airmail. We are certain that these will give you all the detail you need. Besides, we are pleased to quote the product as follows: Description: Hand-made Gloves Quantity: 5000 pairs Price: USD2.38 per pair CIF Toronto Shipment: in two months after the L/C reaches Payment: irrevocable sight letter of credit Packaging: 1200 pairs/carton The validity of this offer is 10 days. If you are in need of any other information, please feel free to let me know,. We look forward to receiving your orders soon. Yours faithfully, Carters Trading Company, LLC Cathy Lee Salesman | | |
项目五 010404题目要求和说明 | 题目名称 | 还盘 | 基本要求 | 根据客户来函，向对方还盘，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0101_贸易函电03.doc | 相关说明 | 假设你是恒弛实业有限公司的业务员Leon，一客户给你公司发来邮件，表示对你们公司的产品质量很满意，认为你方报价偏高，要求你们减价。你方收到信后，经过研究，认为你方的报价与现行价格相符，因此拒绝对方的还盘。请你给该客户回一封函电表明你方观点，写信时间为2005年10月14日。 | | |
答案 |
| Hengchi Industries Co. ,ltd. | Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. China Tel: (021)56248632 Fax: (021)56245832 E-mail: hc@msn |
| October 14th ,2005 Dear Cherry: Thank you for your reply to our offer of Oct 12 that your satisfaction about the quality of our product. But I am sorry that you find our prices on the high side and suggest us to make some allowance. We do our best to keep prices as low as possible without sacrificing quality. So considering the quality of the goods offered, we feel that the prices we quoted match current prices. They have been proved workable by the many orders received from other buyers. If you feel you cannot accept our offer after your thorough consideration, we hope it will not prevent you from contacting us with other cooperation. We shall always be very pleased to hear from you and will carefully consider any proposals likely to lead to business between us. Yours faithfully, Hengchi Industries Co. ,ltd. Salesman Leon 项目六： 010502题目要求和说明 | 题目名称 | 接受 | 基本要求 | 根据题目说明，撰写一封接受函电，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0102_贸易函电02.doc | 相关说明 | 假设你是加拿大Carters Trading Company, LLC的业务员Joe Brown，你与南京德创伟业进出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd) 的业务员Cathy Lee经过交易磋商，最后就各项交易条件达成一致，请你给对方写一封接受函电，写信时间为2005年10月20日。 信中要点为： 1.感谢你方2005年10月18日报价和寄来的样品； 2.认为对方产品的品质优良，价格合理； 3.随信附寄编号为CTC5236的购买合同一式两份，会签后请归还一份以便存档； 4.请在装船后两天内给我们发装船通知，告知包装件数、毛净重、船名、货值、提单号码和日期； 5.由于客户急需，请尽快装运，如果这次合作愉快，今后将大量订购。 | | |
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| Carters Trading Company, LLC | P.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADA TEL: 0016137893503 FAX: 0016137895107 E-MAIL: CARTER @MSN.COM |
| October 20th ,2005 Dear Cathy; Thank you for your letter of October 18th ,2005 sending us your quotation and samples. We find its quality excellent and prices satisfactory. We enclose purchasing contact NO.CTC5236 in duplicate. Please countersign and return us one copy for record. After shipment, please send us shipping advice in two days and inform us the number of packages, gross and net weight, name of vessel, value of good, B/L number and date. Because clients are in urgent need, please shipping the goods as soon as possible. If we have a happy working relationship this time, we will make larger orders in the future. Yours faithfully, Carters Trading Company Joe Brown Salesman 项目七： 020105题目要求和说明 | 广东财经大学华商学院学费题目名称 | 签订出口合同 | 基本要求 | 根据下述成交条件签订出口合同，要求格式清楚、条款明确、内容完整。 合同号：MT05214。 | 下载模板 | 0201_销售合同.doc | 相关说明 | 经过多次交易磋商，龙华贸易有限公司和芬兰QUA公司就节能灯的各项交易条件达成共识，概括如下： 1.卖方(Seller)：
龙华贸易有限公司
LONGHUA TRADING COMPANY LIMITED
152 ZHENGLONG ROAD，BEIJING，CHINA 2.买方(Buyer)：
QUA COMPANY LIMITED，FINLAND
AKEDSANTERINK AUTO P.O.BOX9，FINLAND 3.货号品名规格：
TRIANGLE BRAND 3U-SHAPE ELECTRONIC ENERGY SACING LAMP
TR-3U-A 110V 5W 5000PCS USD2.50/PC
TR-3U-A 110V 7W 5000PCS USD3.00/PC
TR-3U-A 110V 22W 5000PCS USD3.80/PC
TR-3U-A 110V 26W 5000PCS USD4.20/PC
允许10%溢短装 4.唛头：
出货前客户通知。 5.成交价格条件：
CIF HANKO。 6.包装条件：
纸箱包装。每箱50只。 7.交货/装运条件：
装运期为2003年8月，允许分批装运及转运。 8.出口港：北京
进口港：HANKO 9.保险条件：
由卖方按CIF成交金额的110%投保中国人民保险公司海运货物水渍险、碰损破碎险和战争险。 10.付款条件：
电汇 11.合同签订时间及地点：2003年6月3日于北京 | | |
答案： 销售合同 SALES CONTRACT | 卖方SELLER: | LONGHUA TRADING COMPANY LIMITED 152 ZHENGLONG ROAD，BEIJING，CHINA | 编号NO.: | MT05214 | 日期DATE: | Jun 3,2003 | 地点SIGNED IN: | BEIJING | 买方 BUYER: | QUA COMPANY LIMITED，FINLAND AKEDSANTERINK AUTO P.O.BOX9，FINLAND | | 买卖双方同意以下条款达成交易： This contract Is made by and agreed between the BUYER and SELLER, in accordance with the terms and conditions stipulated below. | 1. 品名及规格 Commodity & Specification | 2. 数量 Quantity | 3. 单价及价格条款 Unit Price & Trade Terms | 4. 金额 Amount | CIF HANKO | TRIANGLE BRAND 3U-SHAPE ELECTRONIC ENERGY SACING LAMP TR-3U-A 110V 5W TR-3U-A 110V 7W TR-3U-A 110V 22W TR-3U-A 110V 26W | 5000PCS 5000PCS 5000PCS 5000PCS | USD2.50/PC USD3.00/PC USD3.80/PC USD4.20/PC | USD12500 USD15000 USD19000 USD21000 | Total: | 20000PCS | | USD67500 | 允许 With | 10% | 溢短装，由卖方决定 More or less of shipment allowed at the sellers’ option | 5. 总值 Total Value | U.S.DOLLARS SIXTY SEVEN THOUSAND FIVE HUNRED ONLY. | 6. 包装 Packing | IN CARTONS OF 50PCS EACH TOTAL: 400 CARTONS. | 7. 唛头 Shipping Marks | AT BUYER’S OPTION. | 8. 装运期及运输方式 Time of Shipment & means of Transportation | TO BE EFFECTED BEFORE THE END OF AUGUST 2003 WITH PARTIAL SHIPMENT ALLOWED AND TRANSHIPMENT ALLOWED | 9. 装运港及目的地 Port of Loading & Destination | FROM: BEIJING TO: HANKO | 10. 保险 Insurance | THE SELLER SHALL COVER INSURANCE AGAINST WPA AND CLASH & BREAKAGE & WAR RISKS FOR 110% OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO OF P.I.C.C. DATED 1/1/1981. | 11. 付款方式 Terms of Payment | T/T | 12. 备注 Remarks | | The Buyer | The Seller | QUA COMPANY LIMITED，FINLAND | LONGHUA TRADING COMPANY LIMITED | (signature) | (signature) | | | | | | | | | | | | |
项目八： 070101题目要求和说明 | 题目名称 | 改证 | 基本要求 | 根据题目说明写一封改证函，要求用英文书写，表达清楚、内容完整。 | 下载模板 | 0101_贸易函电01.doc | 相关说明 | 假设你是世格国际贸易公司(DESUN TRADING CO.,LTD.)的业务员Minghua Zhao，你收到了加拿大NEO公司(NEO GENERAL TRADING CO.)与11月23日开来的编号为BWO5823684的信用证，经仔细审核后你发现了如下与合同不符处： 1.货物的名称应为“CANNED WHOLE MUSHROOMS”而不是“CANNED SLICED MUSHROOMS”； 2.将“documents presented for negotiation should include cargo receipt issued by buyers”字样去掉； 3.商品数量应为1320箱而非1230箱。 请你给NEO公司的业务员Andy Burns去函催促对方改证，以便我方能够及时装运。写信时间为2005年11月25日。 | | |
答案： DESUN TRADING CO., LTD. | 29TH FLOOR KINGSTAR MANSION,623JINLIN RD., SHANGHAI, CHINA TEL: (021)82588666 FAX: (021)82588999 ZIP CODE: 200002 | November,25th ,2005 Dear Andy, Irrevocable documentary credit number: BWO5823684. We have received the captioned L/C against our sales contract on November,23th,2005. After going over the L/C clauses, we have found some discrepancies between your L/C stipulations the terms and conditions of our sales contract. Therefore, you are requested to amend the L/C accordingly so that we can execute our contract smoothly and shipping the goods on time. The description of goods should be “CANNED WHOLE MUSHROOMS”, not” CANNED SLICED MUSHROOMS”. Delete the word “documents presented for negotiation should include cargo receipt issued by buyers”. The quantity of goods should be “1320cartons”, not “1230cartons”. Since the shipment date is approaching, please amend the L/C the soonest possible. Otherwise, we cannot ship the goods order by you within the time limit. We are looking forward to receiving your amendment advice as soon as possible. Yours truly, DESUN TRADING CO.,LTD Minghua Zhao Salesman | | |
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