国贸上级实习操作自行车模板.doc

操作一：建立业务关系 上海金海贸易公司2003年3月的《亚洲杂志》（Asia Source）上刊登，丹麦F.L.SMIDTH公司欲求购中国产的自行车公司全称和详细地址为：F.L.SMIDTH & CO. A/S77, VIGERSLEV ALLE, DK-2500 VALBYCOPENHAGEN, DENMARKFAX: （01）20 11 90请给丹麦客户发一封建立业务关系的信函，要求格式完整、正确，主要内容包括公司介绍、可提供的产品介绍（永久牌、 凤凰牌等），说明另邮航寄商品目录，并表达期待尽快与对方达成具体交易的热切愿望等 信函日期：2003年3月2日操作一：建交参考金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/S　　　　FAX: （01）20 11 90DATE: MARCH 2, 2003Dear Sir/Madame,We have your name and address from the Asian Source and are glad to learn your interest in Chinese bicycles.We have been in the light industrial field since 1975 and have grown to become one of the leading Imp. & Exp. companies in China, dealing with a wide range of commodities like bicycles, traditional Chinese handicrafts, and so on. We are exporting bicycles of various brands among which "Forever" and "Phoenix" Brand are the most famous ones. By keeping the principle of "EXCELLENT QUALITY, COMPETITIVE PRICE, SUPERIOR SERVICE", we have won a very good reputation from all of our customers.Through our study of European market, bicycle, because of its cheap-price, convenience, non-air-pollution, and a good means of keeping fit, has received a warmer welcome in recent years. So we are quite sure that our products will meet the requirements of your customers.By taking this opportunity, we hope to extend our business relationship with you and our illustrated catalogs will be sent to you by separate post. Please do not hesitate to specify the items, which interest you and send us your inquiry by return. You will certainly enjoy the best cooperation provided by us.With best regards. Yours faithfully,GOLDEN SEA TRADING CORP.xxx MANAGER操作二：出口报价核算商品：永久牌山地自行车 货号：YE803 / TE600颜色：蓝、绿、红、紫、白(其他商品资料可在TMT信息查询系统中查询)已知出口退税为9％，国内费用：出口包装费每辆10元；整批货物(两个货号1200辆)共需仓储费500元；国内运杂费1000元；商检费650元；报关费50元； 港口费800元；业务费2000元；其它1000元。

保险： 发票金额加10％投保一切险和战争险，费率分别为0.6%和0.3%；公司要求的预期利润率为成交价格的10％并以即期信用证作为付款方式核算要求： 请根据上述条件，以美元为报价单位进行出口报价核算，列出详尽的计算过程（分步计算，结果保留4位小数，最后报价取2位小数） 操作二：报价参考金海贸易公司货号：YE803 261） 实际成本＝采购成本－退税收入　　　　　＝210－2109%/（1+17%）＝193.8462（元/辆）2） 国内费用：10 +(1000+700+800+500+2000+1000）/1200＝15（元/辆）3） 因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆　所以，采用40英尺集装箱装运最合适　 40英尺集装箱装箱量：55/(1.2 0.760.5）＝120.6140，取整，120 箱　 出口运费＝39358.25/120＝270.5312（元/辆）4） 出口报价：CIFC5＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）＝（193.8462+15+270.5312）/（1--5%-10%（110%0.9%））/8.25＝ 69.17美元/辆货号：TE600 241） 实际成本＝采购成本－退税收入　　　　　＝250－2509%/（1+17%）＝230.7692（元/辆）2） 国内费用：10 +(1000+700+800+500+2000+1000）/1200＝15（元/辆）3） 因为，客户询盘中要求数量每个货号各600辆，2各货号一共1200辆　所以，采用40英尺集装箱装运最合适　 40英尺集装箱装箱量：55/(1.2 0.760.5）＝120.6140，取整，120 箱　 出口运费＝39358.25/120＝270.5312（元/辆）4）出口报价：CIFC5＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）保费率）＝（230.7692+15+270.5312）/（1--5%-10%（110%0.9%））/8.25＝ 74.49美元/辆操作三：草拟发盘函 　　请根据客户来函要求，写一封发盘信，详细回答客户提出的问题，告知对方交易的基本条件，并敦促对方尽快做出决定，发盘有效期为七天。

　　交易的基本条件：　　1. 保险：按发票金额加成10%投保一切险及战争险　　2. 支付方式：即期信用证　　3. 装运：五月底装运信函日期：2003年3月12日操作三：发盘参考金 海 贸 易 公 司GOLDEN SEA TRADING CORPORATIONADD.: 8TH FLOOR, JIN DU BUILDING , TEL: 86-21-64331255277 WU XING ROAD,FAX: 86-21-64331256SHANGHAI, CHINATO: F.L.SMIDTH & CO. A/S　　　　FAX: （01）20 11 90DATE: MARCH 12, 2003 Dear Sirs,Thank you for your letter inquiring for our Forever Brand Bicycles. Based on your requirement, we are glad to inform you that we can supply YE803 26 and TE600 24 bicycles with the favorable quotation as bellow:FOREVER BRAND BICYCLE:YE80326USD69.17 per set CIFC5 Copenhagen600 SETSTE60024USD74.49per set CIFC5 Copenhagen600 SETSAvailable colors:blue; green; red; purple; white.Packing:To be packed in cartons of one set each, 120 cartons to a 40 container.Shipment:Shipment is effected during May 2003 on the condition that the relevant L/C arrives by the end of 25th April 2003.Payment:Payment shall be made by an irrevocable Sight Letter of Credit for full contract value through a bank acceptable to the Seller.Insurance:For 110% invoice value covering All Risks & War Risk as per P.I.C.C dated 1/1/1981.The above quotation is valid within 7 days.You will find that the prices quoted are very reasonable and in case you need more information, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.GOLDENSEA TRADING CORP.MANAGER XXX操作四：出口还价核算根据F.L.SMDTH公司的还价，请计算：（计算过程小数请保留至4位，小于1时保留至5位，计算结果取小数后2位）1) 各货号经还价后的总利润额分别为多少元人民币？2) 若接受对方价格，而我公司的利润率又不得少于6％，那么，在其它条件不变的情况下，公司应掌握的国内采购价分别为多少元人民币？再次报价：重新报出公司利润为6%的CIFC5价格操作四：还价参考金海贸易公司1）利润核算货号YE803 26 总利润额＝销售收入－客户佣金－出口保费－实际成本－国内费用－出口运费＝62.00*8.25*600*(1-5%-110%*0.9%)-2。