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进出口贸易实务实训

来源：年旅网

苏州市职业大学

实习（实训）报告

名称进出口贸易实务实训

第七组

2012年5月14日至 2012年5月18日共 1周

院系经贸系班级11报关与国际货运2班姓名赵忠冲29 郑云杰33

郑娜娜32 徐浩森43

系主任吴文英教研室主任陈丽红指导教师陈丽红

建交函（内销）…………………………………3 产品目录及报价表………………………………4 建交函（外销）…………………………………5 建交复电（外销）………………………………6 出口商发盘………………………………………7 进口商还盘………………………………………8 出口商还盘………………………………………9 进口商接受………………………………………10 还盘（内销）……………………………………11 接受（内销）……………………………………12 成交签约函（外销）……………………………13 售货确认书（外销）……………………………14 会签函（外销）…………………………………16 会签合同（外销）………………………………17 合同（内销）……………………………………19 附录：出口业务效益分析表……………………20

建交函（内销）

中国机械进出口集团：你们好！

我是莒南奎田犁耙厂的营销总监徐浩森，莒南县奎田犁耙厂主营：犁耙、旋耕机、地膜覆盖机、地膜覆盖机配件、微耕机配套农机产品、锄草轮、大耙、玉米、小麦播种器、单杠柴油机助力器（启动器）、新型施肥器（可施碳铵也可碳铵与复合肥混合使用的施肥器）等。

公司位于莒南县城东8公里处的相邸开发区。东临日照港、岚山港，兖石铁路、岚济公路横穿东西，北临日东高速，地理位置优越，交通非常便利。我厂专业生产各种犁及各种农业机械，也可加工定做各种农业机械。

公司秉承“顾客至上，锐意进取”的经营理念，坚持“质量第一”的原则，严守“立足农村，质量为本，信誉第一，用户至上”的创业宗旨，坚持以发展为主题，以市场为导向，提高产品质量，不断开阔创新，为广大客户提供优质的服务。

附录是我公司产品目录与报价单，我们希望与你们公司能够建立长久的合作关系。谢谢！

营销总监：徐浩森

公司电话：

奎田犁耙厂产品目录以及报价表公司网址：旋耕机地膜覆盖机 KT—001 1200元 Rotavator KT—002 500元 Plastic film mulching machine 微耕犁防滑轮犁配件 KT—003 140元 Plow KT—004 130元 Anti-pulley KT—005 30元 Plow accessories 开沟器玉米播种机 KT—006 170元 Opener KT—007 500元 Corn planter 建交函（外销）

中国机械进出口集团中国江苏苏州市虎丘区苏州新区邓尉路滨河花苑62幢220

Suzhou Sunrise Import & Export .#220, Bldg 62, Xingang Mingshu,Madun Road SND,Suzhou, Jiangsu, China

TEL：0086 512 Jiangsu Suzhou China FAX：0086 512 DATE：，2012

Black's mechanical import & export Co., LTD

Sinuiju, North Korea and more Chi-li, Jiefang Road, on the 8th Sinuiju, North Korea TEL：011-4533212 FAX：0

Dear Sir/Madam,

We know your firm through Market research, and take the pleasure of introducing our firm to you as an exporter specializing in various kinds of Agricultural machineries.

For over 7years, we have been engaged in this line of business, especially small agricultural machineries. We have a number of regular customers in U.S. market,

to which we have been supplying considerable quantities of machinery every year. So, to a certain extent we can take pride in our knowledge of the requirements and tastes of your market.

We are glad to find through our market research that our Agricultural machineries are receiving warm welcome in North American countries. There is enough evidence showing that the potential demand of our small agricultural machinery is quite large, which also means a bright outlook for business between us. For any information on our financial standing, please refer to Bank of China, Suzhou Branch, Suzhou, Attachment is our catalogue of various kinds of Agricultural machineries, and some other commodities. We do hope that this initial fax will arouse your interest in our goods, and that we may enter into friendly business relations. Yours truly,

CHINA NATIONAL MACHINERY IMP. &. MANAGER 赵忠冲

Zhao Zhongchong

建交复电（外销）

Black's machinery import and export trade Co., LTD

Jiefang Road, on the 8

Sinuiju, North Korea and more Chi-li Telephone: 011-4533212 Fax: 0 To: CHINA NATIONAL MACHINERY IMP. & DATE: MAR. 12TH, 2012 FAX: 0086-5

Dear Sir or Madam，

Thank you for your Fax together with your catalogue. We are pleased to learn that you could supply agricultural machineries, as we have received inquires from our clients in this area.

After carefully studying your catalogue, we found the following items suitable: Agricultural machineries

We would like to place an initial order against the above items for one 40’container each with shipment, please quote us your rock bottom price on the basis of CIFC3Sinuiju, North Korea and more Chi-li with all details for the goods and transaction.

Your soon reply is awaited with much appreciation. Yours truly,

Black's machinery import and export trade Co., LTD Zhen Nana Chief Manager

出口商发盘

中国机械进出口集团中国江苏苏州市虎丘区苏州新区邓尉路滨河花苑62幢220

Suzhou Sunrise Import & Export .#220, Bldg 62, Xingang Mingshu,Madun Road SND,Suzhou, Jiangsu, China

TEL：0086 512 Jiangsu Suzhou China FAX：0086 512 DATE：，2012

Black's mechanical import & export Co., LTD

Sinuiju, North Korea and more Chi-li, Jiefang Road, on the 8th Sinuiju, North Korea TEL：011-4533212 FAX：0

Dear Sir/Madam,

We have received your fax, inquiring about our agricultural machineries with thanks.

Because of the practical features, our agricultural machineries are rapidly becoming popular, we think after studying our price, you will not be surprised to make our firm offer for each of the following items: Agricultural machineries

Art. No. Rotavator KT—001US$ Vehicles CIFC3 Sinuiju Kong

Art. No. Plastic film mulching KT—002US$ per Vehicles CIFC3Sinuiju Kong Art. No. Plow KT—003US$ per Vehicles CIFC3 Sinuiju Kong

Art. No. Anti-pulley KT—004US$ per Vehicles CIFC3 Sinuiju Kong Art. No. Plow accessories KT—005US$ per Vehicles CIFC3 Sinuiju Kong Art. No. Opener KT—006US$ per Vehicles CIFC3 Sinuiju Kong Art. No. Corn planter KT—007US$ Vehicles CIFC3 Sinuiju Kong

Remarks：

1) Payment: by an Irrevocable Sight Letter of Credit for 100% of the contract value. 2) Packing: to be packed in Containers of one Vehicles each, and total ten 40’FCL

containers.

3) Shipment: to be effected during JULY 2012 on the condition that the relevant L/C arrives

at 25 JUNE 2012.

4) Insurance: to be covered against All Risks and War Risk as per Ocean Marine Cargo Clauses

of dated 1/1/1981.

5) This offer remains valid within 5 days.

You are sure to find the price very competitive indeed and we look forward to receiving an order from you soon.

Yours truly,

CHINA NATIONAL MACHINERY IMP. &. MANAGER 赵忠冲

Zhao Zhongchong 进口商还盘

Black's machinery import and export trade Co., LTD Jiefang Road, on the 8th

Sinuiju, North Korea and more Chi-li Telephone:011-4533212 Fax:0

To: CHINA NATIONAL MACHINERY IMP.& DATE: MAY. 17TH, 2012 FAX: 0086-5 Dear Sir or Madam，

Thank you very much for your offer. However, we are sorry to find that your prices are quite higher than what we have been paying for similar merchandise from other sources. To accept your quotation would leave us with little margin on our sales. We regret that at these prices we can not place an order.

We like the design of your products and would welcome the opportunity to do business with you. May we suggest that you renew your quotation, say Rototiller reduce $30, Cover plastic machine reduce $15, the plough reduce $5, and the open ditch reduce 3 dollars. For your information the above similar Agricultural machinery made in USA all lower than you.

Please take this matter into serious consideration and give us your favorable reply without delay. With best regards. Yours truly,

Black's machinery import and export trade Co., LTD Zheng Nana Chief Manager

出口商还盘

中国机械进出口集团中国江苏苏州市虎丘区苏州新区邓尉路滨河花苑62幢220 Suzhou Sunrise Import & Export .#220, Bldg 62, Xingang Mingshu,Madun Road SND,Suzhou, Jiangsu, China

TEL：0086 512 Jiangsu Suzhou China FAX：0086 512 DATE：，2012

Black's mechanical import & export Co., LTD

Sinuiju, North Korea and more Chi-li, Jiefang Road, on the 8th Sinuiju, North Korea TEL：011-4533212 FAX：0

Dear Sir/Madam,

Thank you very much for your fax. My company product price is a little expensive, but the quality of the products we are assured. A penny a points goods . You speak to me the price of the company is a bit too low. My company is really cannot accept it. If our company put you need commodity price by ten percent, your company can accept

Our company is very eager to do business with you. Please take this matter into serious consideration and give us your favorable reply without delay. Yours truly,

CHINA NATIONAL MACHINERY IMP. &. MANAGER 赵忠冲

Zhao Zhongchong

进口商接受

Black's machinery import and export trade Co., LTD Jiefang Road, on the 8th

Sinuiju, North Korea and more Chi-li Telephone: 011-4533212 Fax: 0 To: CHINA NATIONAL MACHINERY IMP. & DATE: MAY. 23TH, 2012 FAX: 0086-5 Dear Sir or Madam，

We thank you for your fax, and are now pleased to place a trial order with you for the goods that we need. Order No: Art. No. $ per

Art. No. KT-002. Cover plastic machineUS$ per Art. No. KT-003. The plough US$ per

Art. No. KT-003. The open ditch US$ per

1） Quantity: each kind. 2） Total Amount: US$

3） Payment：by an Irrevocable Sight Letter of Credit. 4） Packing: to be packed containers

5） Shipment: to be effected during JULY 2012 on the condition that the relevant L/C arrives

at 25 JUNE 2012

6） Insurance: to be covered against All Risks and War Risk as per Ocean Marine Cargo Clauses of dated Jan. 1, 1981.

At this is our first case to buy agricultural machinery from you, we request you to pay special attention in effecting shipment. If this order turns out to be successful, we shall be sending you substantial orders. Yours truly,

Black's machinery import and export trade Co., LTD Zhen Nana Chief Manager

还盘（内销）

莒南奎田犁耙厂：你们好！

谢谢你们的传真和产品目录，当我们收到客户在这方面的询盘时，我们对你们所提供的产品很感兴趣。经过仔细研究你们的产品目录，我们发现以下项目适合：

KT-001,KT-002，KT-003,KT-006。

我们希望把上述项目的初始订单的价格报的可以再低一点，KT-001是1000元，KT-002是450元，KT-003是130元，KT-006是160元，这样我们会对你们的产品更加的满意。

十分期待您的尽快答复。

郑云杰

中国机械进出口集团 2012年5月23日

中国机械进出口集团：你们好！

接受（内销）

对于*月*日的还盘价格（KT-001是1000元，KT-002是450元，KT-003是130元，KT-006是160元），我们公司表示同意。希望贵公司尽快将40%的定金打入我们公司账户，我们公司将在收款后3日内发货。

农业银行站好：95599 开户名：徐奎田

莒南奎田犁耙厂 2012年5月25日

成交签约函（外销）

中国机械进出口集团中国江苏苏州市虎丘区苏州新区邓尉路滨河花苑62幢220

Suzhou Sunrise Import & Export .#220, Bldg 62, Xingang Mingshu,Madun Road SND,

Suzhou, Jiangsu, China

TEL：0086 512 Jiangsu Suzhou China FAX：0086 512 DATE：，2012

Black's mechanical import & export Co., LTD

Sinuiju, North Korea and more Chi-li, Jiefang Road, on the 8th Sinuiju, North Korea TEL：011-4533212 FAX：0 Dear Sir or Madam:

Thanks for your order Rotavator, Cover plastic machine, plough ,The open ditch .We are sending you our signed Sales Confirmation 04 in duplicate. Please countersign them and return one copy for our file.

We hope that this order is the first step in the establishment of a long and pleasant business relationship. You can be sure that your order will receive our best attention.

As the shipment date is approaching, please kindly instruct your bank to issue the relevant sign L/C in our favor. The L/C has to reach here before ******; otherwise the shipment maybe delayed. With best regards. Yours truly,

CHINA NATIONAL MACHINERY IMP. &. 郑云杰 Zhen gyunjie Manager (Signature)

售货确认书（外销）

SALES CONFERRMATION

S/C No.：

The Seller: CHINA NATIONAL The Buyer: Black's mechanical

MACHINERY IMP& 220 Dengwei Road Suzhou Address: Sinuiju, North Korea and more Jiangsu China Chi-li, Jiefang Road, on the 8th Marks

Commodity &Specifications

BLACK Sinui ju C/

KT-001 KT-002 KT-003 KT-006

A A A A

200 200 200 200

Unit

Quantity Unit price Amount

（US$）

(US$) 42714 21357

TOTAL CONTRACT VALUE: SAY United States Dollars Seventy seven Thousand one Hundred and Sixty one point six and eight. PACKING: containers TOTAL:

SHIPMENT: To be effected by the seller during May, 2012. with transshipment and partial shipment allowed. PACK OF

LOADING&

DESTINATION: From Shanghai to

PAYMENT: The buyer should open an Irrevocable Sight Letter of Credit for full amount of the invoice through a bank acceptable to the seller. The L/C should reach the Sellers before April 25th and valid for negotiation in Suzhou until the 15th day after the date of shipment.

INSURANCE: To be covered by the seller for 110% of total invoice value against ALL Risk and War risk as per the Ocean Marine Cargo Clauses of dated Jan .1, 1981.

Confirmed by：

THE SELLER THE BUYER

CHINA NATIONAL MACHINERY IMP. &.

XXX

REMARKS:

1. The buyer shall have the covering letter of credit which should reach the seller 30days before shipment, failing which the seller reserves the right to rescind without further notice, or to regard as still valid whole or any part of this contract not fulfilled by the buyer, or to lodge a claim for losses thus sustained, if any.

2. In case of any discrepancy in Quality/Quantity, claim should be filed by the

Buyer within30 days after the arrival of goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within 15 days after the arrival of the goods at port of destination.

3. For transaction conclude on CIF basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional insurance amount or coverage required, the Buyer must have the consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.

4. The Seller shall not hold liable for non-delivery or delay in delivery of the entire lot or a portion of the goods hereunder by reason of natural disasters, war or other causes of Force Majeure. However, the Seller shall notify the Buyer as soon as possible and furnish the Buyer within 15 days by registered airmail with a certificate issued by the China Council for the Promotion of International Trade attesting such event(s).

5. All deputies arising out of the performance of, or relating to this contract, shall be settled through negotiation. In case no settlement can be reached through negotiation, the case shall then be submitted to the China International Economic and Trade Arbitration Commission for arbitration in accordance with its arbitral rules. The arbitration shall take place in Suzhou. The arbitration award is final and building upon both parties.

6. The Buyer is requested to sign and return one copy of this contract immediately after receipt of the same. Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.

7. Special conditions :( These shall prevail over all printed terms in case of any conflict).

会签函（外销）

Black's machinery import nd export trade Co., LTD Jiefang Road, on the 8th Sinuiju, North Korea and more Chi-li Telephone:011-4533212 Fax:0 TO: CHINA NATIONAL MACHINERY IMP.& DATE: ，2012 FAX: 0086-5 Dear Sir/Madam,

We acknowledge receipt of your Sales Confirmation KT-001 1000元，KT-002 450元，KT-003 130元，KT-006 160元with reat pleasure. We have signed it and returned one for your file as requested.

Meanwhile we have instructed our banker, North Korea Bank to open the relevant L/C in your favor, which will arrive at your end in couple of days. We, therefore, hope you will make delivery at an early date. With best regards. Your truly,

Black's machinery import and export trade Co., LTD Zheng Nana Chief Manager

会签合同

SALES CONFERRMATION

S/C No.：

The Seller: CHINA NATIONAL The Buyer: Black’s machinery import and

export trade Co.,LTD

MACHINERY IMP& 220 Dengwei Road Suzhou Address: Jiefang Road, on the 8th

Sinuiju, North Korea

Jiangsu China Marks

Commodity &Specifications

Unit

Quantity Unit price Amount

（US$）

(US$)

BLACK Sinui ju C/

KT-001 KT-002 KT-003 KT-006

A A A A

200 200 200 200

42714 21357

TOTAL CONTRACT VALUE:SEVEN THOUSAND AND NINTY NINE POINT ZORE EIGHT. PACKING: containers TOTAL: :未填

SHIPMENT: To be effected by the seller during May, 2012. with transshipment and partial shipment allowed. PACK OF LOADING&

DESTINATION: From Shanghai to Sinuiju, North Korea

INSURANCE: To be covered by the seller for 110% of total invoice value against ALL Risk and War risk as per the Ocean Marine Cargo Clauses of dated Jan .1st, 1981.

Confirmed by:

THE SELLER THE BUYER CHINA NATIONAL MACHINERY IMP&

REMARKS:

1. The buyer shall have the covering letter of credit which should reach the

seller 30days before shipment, failing which the seller reserves the right to rescind without further notice, or to regard as still valid whole or any part of this contract not fulfilled by the buyer ,or to lodge a claim for losses thus sustained, if any.

2. In case of any discrepancy in Quality/Quantity, claim should be filed by the

6. The Buyer is requested to sign and return one copy of this contract

immediately after receipt of the same. Objection, if any, should be raised by the Buyer within it is understood that the Buyer has accepted the terms and conditions of this contract.

7. Special conditions :( These shall prevail over all printed terms in case of any conflict).

合同（内销）

甲方：奎田犁耙厂

乙方：中国机械进出口集团（甲方指定的合法代理人）协议条款如下：

1．甲方（简称公司）授予乙方（简称代理人）出口经销农业机械产的独家代理权，自本协议签字日起5年为期。

2．代理人保证竭力履行其向公司之订货，非经公司同意，代理人不得违背公司在其他厂商购买同类产品。

甲方（盖章）：_________ 乙方（盖章）：_________ 代表（签字）：_________ 代表（签字）：_________

_________年____月____日 _________年____月____日签订地点：_________ 签订地点：_________

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