module经贸函电.ppt

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1、外经贸函电进出口业务模拟实训进出口业务模拟实训外语系外语系任晋宏任晋宏内容简介本课程分为出口贸易实训和进口贸易实训两大模块，共16讲。把出口业务和进口业务按流程分解，在各个业务重点和难点上进行讲解和模拟练习，注重对流程中各个技能点的实训。生动、仿真的模拟让繁杂、抽象的国际贸易学习变得轻松、更有乐趣。中国经济依然一枝独秀1.金融危机、欧债危机、全球经济2.2011年，中国成为全球第二大经济体，世界第一大出口国、第二大进口国、财政收入年均增幅近20%、外汇储备增长近13倍、人均GDP突破4000美元。福布斯亚洲版推出的2011中国富豪榜显示，中国个人或家庭资产超过10亿美元的富豪为146人。美国财

2、富杂志世界500强企业名单中，中国以61家企业上榜的成绩位列全球第三，而10年前，上榜的中国企业仅仅12家。实训一函电磋商A导论大部分的国际贸易始于交易磋商，交易磋商是确定交易关系和签订贸易合同的基础。国际贸易中的交易磋商大多通过函电进行，一般是通过信函、电报、电传、传真或电子邮件等函电方式进行谈判。贸易函电要求语言简洁、结构清晰、内容完整。B重点建交函、询盘函、发盘函与还盘函、接收函与订单拟写函电一、建交函建交函是向潜在的交易对象介绍本公司的背景、产品特点，希望达成交易关系的函电。要点如下：1.首先礼貌地向对方说明是如何知悉其有关信息的，以免唐突。例如:Wehaveseenyouradver

3、tisementin,Wearewritingtoenterintobusinessrelationswithyou.TheCommercialCounselorofyourEmbassyinShanghaihasrecommendedyourfirmWelearnedfromtheInternetthat,Wewritethisletterwithaviewtogettingintobusinesswithyou.2.介绍本公司的经营背景、范围、规模、方式、优势等，确立客户对公司信誉和实力的认可。WearetheleadingmanufacturersofinChina.Asastate-o

4、wnedcompanydealingintheimportandexportofWithyearsofeffortwehaveexpandedourbusinessscopeimpressively3.介绍本公司的产品特色，必要时可寄出产品样品及价格目录，供对方参考。如:Thiskindoftoyisofsupremequalityandfineworkmanship.ItsexceptionalmaterialanduniquestylehaveevokedagoodreactioninJapan.Enclosedpleasefindourlatestcatalogue.4.表示目前产品市场

5、状况良好，需求增加，以说服客户尽快采用行动。如：WithhighpopularityinAmerica,EuropeandAsia.Thereisasteadydemandfortheabove-mentionedcommodityofhighquality.Ourproductsarerapidlybecomingpopularbecausetheyarestrong,warmandlight.5.在信的结尾部分向对方表明敬意，并诚恳地期望对方能够下订单或回复相关信息。Yourpromptreplywouldbehighlyappreciated.Wearelookingforwardtoy

6、ourearlyreply.Iftheredoesntmeetyourdemand,pleaseletusknowyourspecificrequirements.例1.buildnewbusinessrelationship建立贸易关系，可以通过多种途径，比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。DearMr.Jones，WeunderstandfromyourinformationpostedonAthatyouarein

7、themarketfortextiles.Wewouldliketotakethisopportunitytointroduceourcompanyandproducts,withthehopethatwemayworkwithBrightIdeasImportsinthefuture.Weareajointventurespecializinginthemanufactureandexportoftextiles.Wehaveenclosedourcatalog,whichintroducesourcompanyindetailandcoversthemainproductswesupply

8、atpresent.Y,whichincludesourlatestproductline.Shouldanyoftheseitemsbeofinteresttoyou,pleaseletusknow.Wewillbehappytogiveyouaquotationuponreceiptofyourdetailedrequirements.Welookforwardtoreceivingyourenquiressoon.Sincerely,JohnRoberts二、询盘函询盘（enquiry),又称询价，是指买方为了购买或卖方为了销售而向对方提出有关交易条件的询问。其内容可以是询问价格，也可询

9、问其它一项或几项交易条件。发出询盘的目的通常是要求对方做出发盘。例如：Wearenowsendingyouaquotationsheetforyourconsideration.Youcertainlywillnotethatourpricesareverycompetitive.Wehavemuchpleasureinenclosingaquotationsheetforourproductsandtrustthattheirhighqualitywillinduceyoutoplaceatrialorder.例2.Makeaninquiry询盘的内容主要是商品的价格、包装、交货期、付款方式

10、等。询盘信应简洁、清楚、礼貌。DearSirorMadam，MessrsJohnsandSmithofNewYorkinformusthatyoudealinexportsofallcottonbed-sheetsandpillowcases（枕套）.Wewouldlikeyoutosendusdetailsofvariousranges,includingsizes,colorsandprices,andalsosamplesofthedifferentqualitiesofmaterialused.Wearelargedealersintextiles（纺织品）andbelievether

11、eisapromisingmarketinourareaformoderately（适度地、适当地）pricedgoodsofthiskindmentioned.Whenquoting,pleasestateyourtermsofpaymentanddiscountyouwouldallowonpurchasesofquantitiesofnotlessthan100dozenofindividualitems.Pricequotedshouldincludeinsuranceandfreight（运费）toLondon.YoursfaithfullyAReplyDearMsBlock,Wew

12、elcomeyouforyourenquiryofFeb.1andthankyouforyourinterestinourcommodities.Weareenclosing（附）3somecopiesofourillustrated（有插图的、彩色的）catalogues（目录）andapricelistgivingthedetailsyouaskedfor.Wetrustthatyouwillagreethatourproductsandpriceappealto（吸引）themostselective（最挑剔的）buyer.Andwealsoallowaproperdiscountacc

13、ordingtothequantityordered.Thankyouagainforyourinterestin（关注）ourproducts.Wearelookingforwardtoyourorder（订单）andyoumaybeassuredthatitwillreceiveourpromptandcarefulattention.Yourstruly三、发盘函发盘（offer），又称发价，在法律上称为“要约”，是卖方或买方向对方提出各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。例如：AtyourrequestwemakeyouanofferasfollowsWe

14、takepleasureinmakingyouanofferasrequiredbyyouThisofferisfirm(实盘),subjecttothereceiptofreplybyusbefore25thJanuary（以收到我方1月25号的回复为准）.例3.Makeanoffer报盘函是指卖方在销售某种商品时，向买方报价、介绍商品情况。提出交易条件（包括商品名称、数量、价格、付款条件、交货日期等）时所写的一种外贸信函。报盘有实盘和虚盘之分。实盘是报盘人在规定的期限内对所提条件的肯定表示，报盘人在有限期内不得随意改变和撤回报盘内容，报盘一经买方接受，买卖立即敲定，双方就有了法律约束力的合

15、同关系。虚盘是报盘人所作的非承诺性表示，附有保留条件，如“以我方最后确认为准（subjecttoourfinalconfirmation）”等。(a.)firmoffer（实盘）DearMr.Jones，Wethankyouforyouremailenquiryforbothgroundnuts（花生）andWalnutmeat（核桃）CNF（=CFR）CopenhagendatedFebruary,21.Inreply,weofferfirm,subjecttoyourreplyreachingusonorbeforeFebruary26for250metrictonsofgroundnut

16、s,handpicked,shelledandungradedatRMB2000netpermetrictonCNFCopenhagenandanyotherEuropeanMainPorts.ShipmenttobemadewithintwomonthsafterreceiptofyourorderpaymentbyL/Cpayablebysightdraft.Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.Asyouareawarethattherehaslately

17、beenalargedemandfortheabovecommodities.Suchgrowingdemandwilllikelyresultinincreasedprices.Howeveryoucansecurethesepricesifyousendusanimmediatereply.Sincerely,(b.)non-firmofferDearMr.Jones:WethankyouforyourletterdatedApril8inquiringaboutourleatherhandbags.Asrequested,wetakepleasureinofferingyou,subje

18、cttoourfinalconfirmation,300dozendeerskinhandbagsstyleNo.MS190at$124.00perdozenCIFHamburg.Shipmentwillbeeffectedwithin20daysafterreceiptoftherelevantL/CissuedbyyourfirstclassbankinourfavoruponsigningSalesContract.Wearemanufacturingvariouskindsofleatherpursesandwaistbeltsforexportation,andenclosedabr

19、ochureofproductsforyourreference.Wehopesomeofthemmeetyourtasteandneeds.Ifwecanbeofanyfurtherhelp,pleasefeelfreetoletusknow.Customersinquiriesarealwaysmetwithourcarefulattention.Sincerely,四、还盘函还盘（counter-offer），又称还价，是受盘人对发盘内容不完全同意而提出修改或变更的表示。一方的发盘经对方还盘以后即失去效力。一笔交易有时要经过多次还盘才能达成。例如：Weregrettoinformyout

20、hatourbuyersfindyourpricemuchtoohighWeverymuchregretthatweareunabletoentertainyourofferof例4.Makeacounter-offer买方收到卖方的报盘后，如果不接受或者不能完全接受其交易条件，可以针对价格、支付方式。装运期等主要条件进行修改和提出不同的建议。这种修改称为还盘。DearSirorMadam，WeacknowledgereceiptofbothyourofferofMay6andthesamplesofMensShirts,andthankyouforthese.Whileappreciatin

21、gthegoodqualityofyourshirts,wefindyourpriceisrathertoohighforthemarketwewishtosupply.WehavealsotopointoutthattheMensShirtsareavailableinourmarketfromseveralEuropeanmanufacturers,allofthemareatpricesfrom10%to15%belowthepriceyouquoted.Suchbeingthecase,wehavetoaskyoutoconsiderifyoucanmakereductioninyou

22、rprice,say10%.AsourorderwouldbewortharoundUS$50,000,youmaythinkitworthwhiletomakeaconcession.Wearelookingforwardtoyourreply,Sincerely,五、接受函与订单接受（acceptance),在法律上称“承诺”，是买方或卖方无条件同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的一种肯定的表示。一般用accept,agree,confirm表示接受，有时也会以order的形式直接表示。如：Referringyourcounterofferyester

23、dayaccepted.Pleasesignconfirmationandsendback.Wefindbothqualityandpricessatisfactoryandarepleasedtogiveyouanorderforthefollowingitemsontheunderstandingthat例5.Acceptance接受是交易的一方完全同意对方的报盘或还盘的全部内容所作的肯定表示。一经接受，交易即告成立，买卖双方分别承担自己的义务。DearSirorMadam,Subj:LeathershoesWeacceptyourcounterofferofJuly7thandarepl

24、easedtoconfirmhavingconcludedthetransactionofthecaptionedgoodswithyou.Ourfactoryhasinformedusthattheycan,atpresent,entertainedordersof20,000pairsperweek.Thus,youcanrestassuredthatyourorderof50,000pairsforshipmentnextmonthwillbefulfilledascontractedupon.However,emphasishastobelaidonthepointthatyourL/

25、Cmustreachherebytheendofthismonth.Otherwise,shipmenthastobedelayed.WearenowenclosingherewithourSalesContractNo.37G4321induplicate.Pleasecountersignandreturnusonecopyforrecords.Weappreciateyourcooperationandtrustthatourproductswillturnouttoyoursatisfaction.Sincerely,Specialterms1.TradeSurplus贸易顺差2.Ex

26、portTaxRebates出口退税3.ExcessLiquidity流动性过剩4.NationalDevelopmentandReformCommission国家发展和改革委员会5.Energy-intensiveProducts高耗能产品6.Export-drivenEconomicGrowth出口拉动型经济增长7.TradeFriction贸易摩擦8.ModernBarter现代易货9.Visible/InvisibleTrade有/无形贸易10.BalanceofTrade贸易差额TradeBalance贸易平衡TradeDeficit贸易逆差BalanceofPayment国际收支平衡11.FDI：ForeignDirectInvestment对外直接投资12.dumping倾销13.hostcountry东道国14.EuropeanUnion欧盟15.tradeinservices服务贸易Homework:Masteralltheconceptsandtradetermsmentioned.