國際商務(wù)函電習(xí)題答案

1、1吉辰服裝進(jìn)出口公司是一家快速發(fā)展的私營外貿(mào)公司，成立于1997年，主要經(jīng)營各類服裝，特別是出口的牛仔褲，因時尚的外觀設(shè)計和優(yōu)秀的品質(zhì)深受廣大海外客戶的歡迎，產(chǎn)品遠(yuǎn)銷到歐洲、中東和北美地區(qū)。2009年10月6日，公司因國外客戶需要，在國內(nèi)尋找合適的牛仔褲生產(chǎn)廠商。請你以出口部業(yè)務(wù)員李兵的身份，給在網(wǎng)上找到的鵬飛制衣廠的王勇廠長寫一封就男式靴式牛仔褲詢盤的信函。尊敬的王勇先生:滋代表吉辰服裝進(jìn)出口公司寫信給貴方.我方對你們的男式靴式牛仔褲很感興趣.能否請寄現(xiàn)行產(chǎn)品目錄以及價格單,并報最低價格?如果產(chǎn)品質(zhì)量和價格均合適,我們將大量訂購. 盼復(fù)!順祝商祺! 李兵 2009年10月6日2加拿大Cart

2、ers Trading Company, LLC的業(yè)務(wù)員Joe Brown先生在2009年廣交會上看到了南京德創(chuàng)偉業(yè)進(jìn)出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的產(chǎn)品，對他們的Hand-made Gloves非常感興趣，也與該公司的業(yè)務(wù)員Cathy Lee取得聯(lián)系，并索取了相關(guān)資料?；貒蠼?jīng)過市場調(diào)查，Joe Brown先生于2009年10月11日向南京德創(chuàng)偉業(yè)進(jìn)出口有限公司的業(yè)務(wù)員Cathy Lee發(fā)去詢盤并索要樣品，請你幫Joe Brown先生撰寫這封函電，對方的郵件地址為cathy。Oct. 11th, 2009T

3、o: Cathy LeeNanJing Dechuangweiye import &export Co., LtdSubject: Sample of Hand-made GlovesDear Cathy Lee: This is Joe Brown from Carters Trading Company, Canada. We know your firm from Guangzhou Commodity Fair, and we are interested in your Hand-made Gloves very well, I contacted with Cathy Le

4、e from your company before, and got catalogue and other information. Could you please send us a sample? We need to conduct a market research so that we can decide the qualities that we need. We look to hearing from your soon, thanks.Joe BrownCarters Trading Company3假設(shè)你是恒弛實業(yè)有限公司的業(yè)務(wù)員Leon，一客戶給你公司發(fā)來郵件，表

5、示對你們公司的產(chǎn)品質(zhì)量很滿意，認(rèn)為你方報價偏高，要求你們減價。你方收到信后，經(jīng)過研究，認(rèn)為你方的報價與現(xiàn)行價格相符，因此拒絕對方的還盤。請你給該客戶回一封函電表明你方觀點，寫信時間為2009年10月14日。L. P. G. International Corporation333 Barron Blvd. , Ingleside , Illinois ( United States ) , 60041Tel: 1 847 543-4658 Fax: 1 847 543-7152E-mail: lpgOct 13, 2009Dear Leon,We are glad to receive you

6、r letter of Oct 12 but sorry to find that your prices are rather on the high side.We appreciate your prompt response to our enquiry and would like to take this opportunity to conclude some transactions with you. We would, therefore, suggest that you make some allowance, say 5% on your quoted prices

7、so as to enable us to introduce your products to our customers.Since we have a thorough knowledge of the market and an extensive sales organization in USA, we feel confident to promote the sales of your products. Therefore, we hope you will consider our counter-offer favorably and let us have your a

8、cceptance by telex.Yours faithfully,L. P. G. International CorporationCherryHengchi Industries Co. ,ltd.Room601, Tianshi Mansion, Siyuanqiao 47#, Shanghai, P. R. ChinaTel: (021)56248632 Fax: (021)56245832E-mail: hc333 Barron Blvd. , Ingleside , Illinois ( United States ) , 60041Tel: 1 847 543-4658 F

9、ax: 1 847 543-7152E-mail: lpgOct 14, 2009Dear Cherry, We confirm having received your letter of Oct 13, asking us to make a 5% reduction in our price. Much to our regret, we are unable to comply with your request because we have given you the lowest possible price. We can assure you that the price q

10、uoted reflects the high quality of the products.We still hope to have the opportunity to work with you and any further enquiry will receive our prompt attention. Yours faithfully,Hengchi Industries Co. ,ltd.Yang Yang4假設(shè)你是加拿大Carters Trading Company, LLC的業(yè)務(wù)員Joe Brown，南京德創(chuàng)偉業(yè)進(jìn)出口有限公司(Nanjing Dechuangweiy

11、e Import & Export Co., Ltd)給你公司發(fā)來郵件，向你發(fā)盤，你認(rèn)為價格過高，向?qū)Ψ竭€盤，要求降價10%。寫信時間為2009年10月13日。Nanjing Dechuangweiye Import & Export Co., Ltd.Hongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835ZIP CODE: 210004Oct 13, 2009Carters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, L

12、ATA.VISTA, OTTAWA, CANADATEL NO.: 0016137893503FAX NO.: 0016137895107E-MAIL: CARTER MSN.COMDear Mr. Joe Brown,We have received your enquiry of Oct 11 and thank you for your interest in our products. A copy of our illustrated catalogue is being sent to you today, with samples you requested.We would l

13、ike to quote as follows: Commodity: Hand-made Gloves Quantity: 5000 sets Price: USD2.38 CIF Toronto per set Shipment: Within 2 months from receipt of the relevant L/C Payment: By irrevocable Letter of Credit at sight Packing: 1200 sets to a carton Validity: 10 daysWe are looking forward to your init

14、ial order.Yours faithfully,Nanjing Dechuangweiye Import & Export Co., Ltd.Cathy LeeCarters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMHongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)

15、84217835Oct 13, 2009Dear Ms. Cathy Lee, We acknowledge receipt of both your offer of Oct 13 and the samples of Hand-made Gloves, and thank you for these. While appreciating the good quality of your gloves, we find your price is rather too high for the market we wish to supply. We have to point out t

16、hat the Hand-made Gloves are available in our market from several Chinese manufacturers; all of them are at prices from 10% to 15% below the price you quoted. Such being the case, we have to ask you to consider if you can make reduction in your price, say 10%. If you cannot do so, then we shall have

17、 no alternative but to leave the business as it isLooking forward to hearing from you soon. Yours sincerely, Carters Trading Company, LLC Yang Yang5假設(shè)你是吉辰服裝進(jìn)出口公司的業(yè)務(wù)員，你與一進(jìn)口客戶經(jīng)過交易磋商達(dá)成一致后，收到了客戶訂單，請你給對方回一封接受函電，寫信時間為2009年10月22日。信中要點為：1.感謝你方2009年10月21日來函及寄來的訂單(編號MS5656)；2.附上編號為JC2369的銷售確認(rèn)書的一式兩份，請簽名確認(rèn)并寄回其中

18、一份以便我們存檔；3.請盡快開證以免延誤裝運，我們將隨時與你們保持聯(lián)系。JICHEN CLOTHES IMP. & EXP. CO., LTD.Room2401,Wordtrade Mansion, Sanhuan Road 60#，Beijing, P. R. ChinaTel: 86-10-51427896 Fax: 86-10-51427583E-mail: jcOct 20, 2009Dear Ms. Cathy LeeThank you for the order form you sent over in October 22, 2009, coded MS5656. We

19、 are now enclosing here with our Sales Contract No JC2369 in duplicate. Please countersign and return us one copy for records. We appreciate your cooperation and trust that our products will turn out to your satisfaction.However, emphasis has to be laid on the point that your L/C must reach here by

20、the end of this month. Otherwise, shipment has to be delayed. We will keep contact with you at any time.Looking forward to hearing from you soon. Yours sincerely, Yang Yang JICHEN CLOTHES IMP. & EXP. CO., LTD.6假設(shè)你是加拿大Carters Trading Company, LLC的業(yè)務(wù)員Joe Brown，你與南京德創(chuàng)偉業(yè)進(jìn)出口有限公司(Nanjing Dechuangweiye

21、 Import & Export Co., Ltd) 的業(yè)務(wù)員Cathy Lee經(jīng)過交易磋商，最后就各項交易條件達(dá)成一致，請你給對方寫一封接受函電，寫信時間為2009年10月20日。信中要點為：1.感謝你方2009年10月18日報價和寄來的樣品；2.認(rèn)為對方產(chǎn)品的品質(zhì)優(yōu)良，價格合理；3.隨信附寄編號為CTC5236的購買合同一式兩份，會簽后請歸還一份以便存檔；4.請在裝船后兩天內(nèi)給我們發(fā)裝船通知，告知包裝件數(shù)、毛凈重、船名、貨值、提單號碼和日期；5.由于客戶急需，請盡快裝運，如果這次合作愉快，今后將大量訂購。Carters Trading Company, LLCP.O.BOX8935

22、, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMHongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835Oct 20, 2009Dear Ms. Cathy LeeThank you for the samples and prices you sent over in October 18, 2009. We think the pri

23、ces are reasonable and the qualities of the samples are fine. With this letter you will find two purchasing contracts coded CTC5236. Please return one signed and keep one as documentary. Within two days after shipping, please send a shipping notice to us with the package numbers, gross weight, the s

24、hip's name, the load value, the bill of lading numbers, and the date. Because our customers are badly in need of those commodities, please ship them as soon as possible. If this time we are both glad with this contract, we would order a larger number of packages in future.Looking forward to hear

25、ing from you soon. Yours sincerely, Carters Trading Company, LLC Yang Yang7根據(jù)買方訂單及相關(guān)資料，制作形式發(fā)票，要求格式清楚、內(nèi)容完整。Dear Helen,Documents of 200 rolls recd today,thanks,Pls note our new order: PVC Strips1.200mm×2mm×50mm transparent normal-120 rolls2. 200mm×2mm×50mm transparent normal ribbed

26、-10 rolls3. 200mm×3mm×50mm transparent normal-20 rolls4. 300mm×3mm×50mm transparent normal-30 rolls5. 300mm×3mm×50mm transparent normal ribbed -20 rollsPls send proforma invoice so that we can send moneyBest RegardsNishith資料：1. The seller: SHANGHAI LUCKY SAFETY SCREENS

27、CO.,LTD. UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINA2. The buyer: RAM PLASTICS 201,HAUZ RANI,MALVIYA NAGAR,NEW DELHI 110017. INDIA3. Porforma invoice No.LU805184. Proforma invoice date: May 18,20085. S/C No.LU08056. Port of loading and destination: Form Shanghai China to Nhava Sheva India7. Terms of pay

28、ment: Advanced T/T8. Shipping Mark:按標(biāo)準(zhǔn)的嘜頭樣式9. Unit price:USD 86.00/roll CIF Nhava Sheva for 200mm×2mm×50mm transparent normalUSD 98.00/roll CIF Nhava Sheva for 200mm×2mm×50mm transparent normal ribbedUSD 92.00/roll CIF Nhava Sheva for 200mm×3mm×50mm transparent normalUS

29、D 108.00/roll CIF Nhava Sheva for 300mm×3mm×50mm transparent normalUSD 116.00/roll CIF Nhava Sheva for 300mm×3mm×50mm transparent normal ribbed10. DETAILS OF THE SELLERS BANK:BANK OF CHINA,SHANGHAI BRANCH,No.4 Zhongshan road,Shanghai,P.R. CHINASWIFT CODE:BKCHCNBJ530BENEFICIARY: S

30、HANGHAI LUCKY SAFETY SCREENS CO.,LTD.ACCOINT No.:1281 2242012 7091 015ADDRESS: UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINAISSUER形式發(fā)票PROFORMA INVOICESHANGHAI LUCKY SAFETY SCREENS CO., LTD.UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINATORAM PLASTICS 201, HAUZ RANI, MALVIYA NAGAR, NEW DELHI 110017. INDIANO.DATENo

31、.LU80518May 18,2008TRANSPORT DETAILSS/C NO.L/C NO.Form Shanghai China to Nhava Sheva IndiaNo.LU0805TERMS OF PAYMENTAdvanced T/TMarks and NumbersDescription of goodsQuantityUnit PriceAmount1200mm×2mm×50mm transparent norma120 rollsUSD 86.00/roll CIF Nhava ShevaUSD105602200mm×2mm×5

32、0mm transparent normal ribbed10 rollsUSD 98.00/roll CIF Nhava ShevaUSD 9803200mm×3mm×50mm transparent normal20 rollsUSD92.00/roll CIF Nhava ShevaUSD 18404300mm×3mm×50mm transparent normal30 rollsUSD108.00/roll CIF Nhava ShevaUSD 32405300mm×3mm×50mm transparent normal ri

33、bbed 20 rollsUSD116.00/roll CIF Nhava Sheva USD3320Total:USD19940SAY TOTAL:NINTEEN THOUSAND NINE HUNDRAND AND FOURTY ONLYPORT TO LOADING:Shanghai ChinaPORT OF DESTINATION:Nhava Sheva IndiaSWIFT CODEBKCHCNBJ530INSURANCE:The SELLER shall arrange marine insurance covering All Risks bearing Institute Ca

34、rgo Clause(ALL Risks)Plus institute War Clause (Cargo) and STRIKE for 110% CIF value and provide claim.Shipping Mark:N/MBENEFICIARYSHANGHAI LUCKY SAFETY SCREENS CO.,LTD.ADVISING BANK:BANK OF CHINA,SHANGHAI BRANCHNEGOTIATING BANK:BANK OF CHINA,SHANGHAI BRANCHDETAILS OF THE SELLERS BANK: BANK OF CHINA

35、,SHANGHAI BRANCH,No.4 Zhongshan road,Shanghai,P.R. CHINABENEFICIARY: SHANGHAI LUCKY SAFETY SCREENS CO.,LTD.ACCOINT No.:1281 2242012 7091 015ADDRESS: UNIT C 2/F JINGMAO TOWER SHANGHAI,CHINASHANGHAI LUCKY SAFETY SCREENS CO.,LTD.楊陽8假設(shè)你是鵬飛制衣廠的廠長王勇，你收到了吉辰服裝進(jìn)出口公司發(fā)來的函電，詢問男式靴式牛仔褲的價格，請根據(jù)該函電內(nèi)容給對方發(fā)盤。寫信時間為2009年

36、10月8日。信中主要要點如下：1.來信中要求樣品已寄出；2.商品和數(shù)量：5000條男式靴式牛仔褲(MENS BOOT FLARE JEAN)；3.規(guī)格描述：每箱20件，顏色：古靛青色，面料成份：全棉4.價格：每條人民幣75元；5.交貨地點：工廠交貨6.支付：先付30%，其余尾款貨到后付清To: 鵬飛制衣廠 DATE: 2009/10/6ATTN: 王勇廠長 FROM: 李兵您好！我們是一家成立于1997年的外貿(mào)公司吉辰服裝進(jìn)出口公司，主要經(jīng)營各類服裝，產(chǎn)品遠(yuǎn)銷到歐洲、中東和北美地區(qū)。我們在網(wǎng)上找到了貴廠的資料，得知貴廠專門生產(chǎn)牛仔褲。我們對貴廠的男式靴式牛仔褲很感興趣，貴廠能否提供產(chǎn)品的詳細(xì)資

37、料給我們，包括顏色和價格，并給我們提供不同顏色的男式靴式牛仔褲樣品，以便我們能對你方商品的質(zhì)量和價格有所了解。如果你們的價格和質(zhì)量有吸引力，我們將下大量訂單。我們期盼盡早得到你們的答復(fù)。謝謝！鵬飛制衣廠PENGFEI CO., LTD.南京市雨花路200號Yuhua road 200#, nanjing 210012, P. R. China電話(TEL): 86-25-51427896 傳真(FAX): 86-25-51427583TO 吉辰服裝進(jìn)出口公司 DATE: 2009/10/8ATTN:李兵 FROM:王勇李兵先生：您好！來函已經(jīng)收到。非常感謝您對我公司的信賴，您所需要的樣品已經(jīng)寄

38、出，請注意查收。現(xiàn)產(chǎn)品報價如下：商品和數(shù)量：5000條男式靴式牛仔褲(MENS BOOT FLARE JEAN)；規(guī)格描述：每箱20件，顏色：古靛青色，面料成份：全棉價格：每條人民幣75元；交貨地點：工廠交貨支付：先付30%，其余尾款貨到后付清以上資料供您參考并確認(rèn)，盼復(fù)！ 謝謝！ 9假設(shè)你是南京德創(chuàng)偉業(yè)進(jìn)出口有限公司(Nanjing Dechuangweiye Import & Export Co., Ltd)的業(yè)務(wù)員Cathy Lee，加拿大Carters Trading Company, LLC的Joe Brown先生給你公司發(fā)來郵件，向你詢盤。請根據(jù)該郵件向你的客戶發(fā)盤，寫信時

39、間為2009年10月13日。信中主要要點如下：1.來信中要求的目錄和樣品已寄出；2.商品和數(shù)量：5000副手套(Hand-made Gloves)；3.價格：每套USD2.38 CIF多倫多；4.裝運：證到后兩個月內(nèi)裝運；5.支付：不可撤銷即期信用證；6.包裝：1200副一紙箱；7.該發(fā)盤有效期為10天。Carters Trading Company, LLCP.O.BOX8935, NEW TERMINAL, LATA.VISTA, OTTAWA, CANADATEL: 0016137893503 FAX: 0016137895107E-MAIL: CARTER MSN.COMTo: cat

40、hyDate: Oct 11, 2009 Subject: HelloDear Ms. Cathy Lee,We are glad to inform you that we are interested in your hand-made gloves. There is a steady demand here for gloves of high quality and, although sales are not particularly high, good prices can be obtained.Will you please send us a copy of your

41、catalogue for gloves, with details of your prices and terms of payment? We should find it most helpful if you could also supply samples of which the gloves are made.We are looking forward to your early reply.Yours sincerely,Carters Trading Company, LLCJoe BrownNanjing Dechuangweiye Import & Expo

42、rt Co., Ltd.Hongwu Road 16#, Nanjing 210004 P. R. ChinaTEL: (025) 84217836 FAX: (025)84217835ZIP CODE: 210004Oct 13,2009Carter Trading Company, LLCP.O.BOX8935, MEW TERMINAL, LATA.VISTA,OTTA,CANADATEL NO:0016137893503 FAX NO:0016137895107E-MAIL: CARTERMSN.COMDear Mr. Joe Brown, We have received your

43、enquiry of Oct 11.The samples you requested and products catalogues have being sent to you today. We would like to quote as follows: Commodity: Hand-made Gloves Quantity: 5000 sets Shipment :Within 2 months from receipt of the relevant L/C Payment: By irrevocable letter of credit at sight Packing: 1

44、200 sets to a carton Validity: 10 daysWe look forward to hearing from you soon. Yours faithfully, Cathy Lee10 題目要求和說明題目名稱按客戶來函制出口合同和形式發(fā)票基本要求根據(jù)下述資料和客戶在交易磋商中的最后來函要求制作出口合同和形式發(fā)票，要求格式清楚、條款明確、內(nèi)容完整。下載模板1.合同012.形式發(fā)票01相關(guān)說明1. 國外客戶資料：NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSATEL: 00966-1-4659220

45、FAX: 00966-1-46592132. 我方出口公司資料：世格國際貿(mào)易有限公司DESUN TRADING CO., LTD.Room 2901,HuaRong Mansion, Guanjiaqiao 85#, Nanjing 210005, P.R.CHINATEL025-4715619 FAX:46916193. 我方通知行資料：BANK OF CHINA JIANGSU BRANCHHEAD OFFICE 148 ZHONGSHAN SOUTH ROAD NANJINGTELEX: 34116/34127 BOCJS CN4. 合同簽訂時間及地點：Feb.

46、 28, 2009 NANJING, CHINA5. 我方對押匯銀行的要求：要求可在中國任何銀行押匯。6. 編號要求：合同號：從NEO2009026起編發(fā)票號：從2009STD001起編7. 裝運港：中國上海。8. 對付款方式的要求：買方應(yīng)通過一家賣方可以接受的銀行于裝運月份前30天開立并送達(dá)賣方不可撤銷即期信用證，有效至裝運日后15天內(nèi)在中國議付。NEO GENERAL TRADING CO.P.O. BOX 99552, RIYADH 22766, KSA TEL: 00966-1-4659220 FAX: 00966-1-4659213E-MAIL: neoFeb. 27, 2009De

47、ar Mr. Chang,We have received your E-Mail of Feb.26, 2009.After the consideration, we have pleasure in confirming the following offer and accepting below:1. Commodity: canned mushrooms pieces & stems2. Specifications: 24 tins per carton, 425grams net weight each tin, 227grams drain weight each t

48、in3. Package: exported brown carton, with ROSE brand.4. Quantity: 1700cartons, one 20'FT CONTAINER 5. Quality: 2009 new Crop product 6. Price: USD7.80/CARTON CFR DAMMAM PORT ON FULL LINER TERMS7. Payment: L/C AT SIGHT8. Shipment: Not later than Apr.30, 20099. Shipping Marks:ROSE BRAND178/2009RIY

49、ADHPlease send us your SALES CONTRACT and PROFORMA INVOICE, and we hope both of us may have a wonderful beginning.Best Regards,NEO GENERAL TRADING CO.,Tom SmithSALES CONTRACTNo.NEO2009026 DATE: Feb. 28, 2009 SIGNED AT: NANJING,THE SELLER (hereinafter called “Party A " ): DESUN TRADING CO., LTD.

50、 Room 2901, HuaRong Mansion, Guanjiaqiao 85#, Nanjing 210005, P.R.CHINATHE BUYER (hereinafter called “Party B ") : NEO GENERAL TRADING CO. P.O. BOX 99552, RIYADH 22766, KSANOW THEREFORE, The Seller and the Buyer agree to conclude this Contract subject to the terms and conditions stated below:Co

51、mmodity SpecificationQuantityUnit priceAmountCanned mushrooms pieces & stems24 tins per carton, 425grams net weight each tin, 227grams drain weight each tin 1700cartonsUSD7.80/CARTON CFRUSD13260.00Total 1700cartonsUSD13260.00Total Amount: SAY U.S. DOLLARS THIRTEEN THOUSAND AND TWO HUANGDRED AND

52、SIXTY ONLYMore or less 7% of the quantity and the amount are allowed.1. PACKING: Exported brown carton, with ROSE brand.2. Shipping Marks: ROSE BRAND178/2009RIYADH3PORT OF LOADING AND DESTINATION:From Shanghai Jungong Road 1979, China to DAMMAM port.Partial shipment and transshipment are both allowe

53、d.4TIME OF SHIPMENT:Within 60 days upon receipt of the L/C which accord with the relevant clauses of this Contract and not later than Apr.30, 20095. Terms of Delivery USD7.80/CARTON CFR DAMMAM PORT ON FULL LINER TERMS The terms CFR， shall be subject to the International Rules for the Interpretation

54、of Trade Terms (INCOTERMS 2010) provided by International Chamber of Commerce (ICC) unless otherwise stipulated herein.)6. INSURANCE: To be covered by the Buyers from shipment, for this purpose the Sellers shall advise the Buyers by cable of the particulars .7. TERMS OF PAYMENT:By Confirmed， Irrevocable，Transferable and Divisible L/C to be available by sight draft to reach the Seller 30 days before May, 2009 and remaining valid for negotiation in China for further 15 days after the shipment.The credit (L/C) should be payable at sight issued