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1、实训一 建立业务联系及交易磋商实验目的通过本实验的操作，使学生了解并掌握建立业务联系及进出口贸易的基本程序，即交易前的准备、交易磋商、合同的订立及履行等环节，从而对进出口贸易的交易程序有一个概括的认识。实验重点与难点1、教学重点：建立业务联系、交易磋商程序2、教学难点：交易磋商程序中必不可少的两个环节实验内容1、 了解建立业务联系的步骤2、 掌握交易磋商的各环节实验结果分析操纵题（一）：建立业务函Shanghai Import and Export Trading Company 530 Zhongshan Road Shanghai/China February 10, 2009 TAKAM
2、ULATRADE CO.，LTD310 MAJIOSAKAJAPANDear Sirs,We in this years China fairs that you are interested in our company toys .The company main products such as toys and clothing light industry products, sold to Japan, Europe and the U.S. and other international market. We wish to establish business relation
3、s by some practical transactions. To give you a general idea of the various kinds of textiles now available for exp.,we are enclosing a catalogue and a price list for your information. We would appreciate receiving your specific enquiries.We look forward to receiving your good news. Yours faithfully
4、, (signature)操纵题（二）询盘函TAKAMULATR DE CO.，LTD310 MAJIOSAKAJAPANFebruary 20, 2009 Dear Sirs,We are pleased to note from your fax .You are interested in establishing business relations with us, which is also our desire.We are interested to your companys plush toys, please offer.We await your early reply
5、. Yours faithfully, (signature)操纵题（三）发盘函February 28, 2009 Re: Plush toysDear Sirs,We have received your letter .We are pleased to be told that there are very brisk demands for our products in Japan.In compliance with your request, we are making you the following offer subject to our final confirmati
6、on.1. Commodity: Shanghai Plush Toys2. Packing: Each pack a plastic bags, 20 put in a cardboard box3. Price: Every only bear $20, $30 each a cat, CIF Osaka.4. Time of delivery: Before August 2009We hope the above will be acceptable to you and await with interest your early order. Yours faithfully, (
7、signature)操纵题（四）还盘函March 10,2009 Dear Sirs，We have received your offer of today with thanks.In reply ,we very much regret to state that we find your price rather high and out of line with the prevailing market level.If you should reduce your price by, say, $10 each drop, we would like to order 10,00
8、0. As the market is declining, we hope you will consider our counter-offer most favourably and inform us at your earliest convenience.We are looking forward to your early reply. Yours sincerely, (signature) J操纵题（五）接受函March 20,2009Dear Sirs，We have received your fax.After due consideration, we have p
9、lease in confirming the following offer and accepting it:1. Commodity: Shanghai Plush Toys2. Packing: Each pack a plastic bag, 20 put in a cardboard box3. Price: Every only bear $20, $30 each a cat, CIF Osaka.4. Time of delivery: Before August 2009Please send us a contract and thank you for your cooperation. Yours sincerely, (signature)
