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1、操作一、建立业务关系我公司为一主营轻工业品的国有公司，有着近四十年的经营轻工业品进出口业务的经验.最近,通过一位老客户 Mr. Schmidt的介绍得知西班牙的MONARCH TRADING S.A.系当地大百货公司和超级市场的采购代理.欲购一批中国产的玻璃器皿.我司欲与该公司建立业务关系，向对方推荐Daily 牌玻璃杯(Daily Brand Tumblers)，并随寄最新样本。请参照上述背景及操作指南中基本要求，给对方发一份建立业务关系的信函，要求格式正确、内容完整、语气诚恳热切。 MONARCH TRADING S.A.的地址如下:MONARCH TRADING S.A.PASEO DE
2、LA CASTELLANA 178TEL:34-458-2100BARCELONA, SPAIN 信函日期：2003年3月2日Dear Sirs,From one of our business friends Mr. Schmidt, we are pleased to learn that you are acting as a purchasing agent for the leading department stores and supermarkets in your district. We now take the liberty to write to you for so
3、me chance of business.As we know ,you are very interested in the Chinese glassware which falls within the scope of our business activities. We are a state-owned corporation specializing in light products. Our Daily brand tumblers are very marketable in the area of North America and West Europe for t
4、heir attractive configuration, diversified styling and resplendent appearance. It is our belief that the inclusion of the various products under Daily brand in your program will enrich and add color to your requisition schedule for the next quarter, and will certainly win warm reception from your pr
5、incipals.A detailed catalogue is being forwarded to your address. We anticipate your comments and look forward to your valued inquiries.Best Regards!Yours truly,XXXXXXX操作二、出口价格核算及报价商品：Daily牌刻花玻璃杯 货号：71H5,71H5B,71H5F,71H10起订量：四个货号产品各装一个20集装箱说明：个货号区别为刻花不同退税率：玻璃杯出口退税率为9%国内费用：包装费5元每箱 此外，每个二十英寸集装箱费用如下保险：
6、 仓储费500元，国内运杂费800元，商检费350元，报关费50元，港口费500， 业务费2000元，其他1000元。 发票金额加成10%，投保一切险及战争险，费率分别为0.7%和0.3%利润： 公司要求的预期利润为15%付款条件：即期信用证付款请根据上述条件进行出口报价核算(以1盒为单位，以美元为报价单位)，列出详尽的计算过程。（计算过程中须保留四位小数，最后报价结果保留至小数点后二位。）对方的询盘函：MONARCH TRADING S.A.PASEO DELA CASTELLANA 178 , BARCELONA, SPAINTEL:34-458-2100TO:XINLIAN IMP &
7、EXP CO.,LTD.Date:07-Mar-01Dear Sirs,Thank you for your E-Mail of 02-Mar-01 .expressing your desire to enter into business relations with us.After carefully examining your catalogue we found that the Art No.71H5,71H5B , 71H5F and 71H10 the blown tumbler may be suitable for this market . We would be o
8、bliged if you would quote us your best price CIFC5Barcelona and give us your general conditions for business.We look forward to receiving the information at your earliest convenience.Thank you for your co-operation!Yours sincerely,Monarch Trading S.A.Jim SmidthManager计算：四种货号包装方式均为：40CM25.5CM35.5CM20
9、英尺集装箱装箱量均为：25/(0.40.2550.35)690.4170箱，取整，690箱报价数量均为：106906900（套）所以：国内费用均为：(500+800+350+50+500+2000+1000+)/6900+5/101.2536元/套出口运费均为：19508.25/69002.3315元/套货号 71H51） 实际成本采购成本退税收入 42-429%/(1+17%)38.7692元/套2)国内费用1.2536元/套3)出口运费2.3315元/套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）(38.7692+1.2536+2
10、.3315)/（1-5%-15%-110%1%）/8.256.51(美元/套)货号 71H5B 1） 实际成本采购成本退税收入 51-519%/(1+17%) 47.0769元/套2)国内费用1.2536元/套3)出口运费2.3315元/套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）(47.0769+1.2536+2.3315)/（1-5%-15%-110%1%）/8.257.78(美元/套)货号 71H5F 1） 实际成本采购成本退税收入 58.2-58.29%/(1+17%)53.7231元/套2)国内费用1.2536元/套3)出
11、口运费2.3315元/套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）(53.7231+1.2536+2.3315)/（1-5%-15%-110%1%）/8.258.80(美元/套)货号 71H101） 实际成本采购成本退税收入 27-279%/(1+17%)24.9231（元/件）2) 20英尺集装箱装箱量： 25/(0.40.340.35)525.2101箱，取整，525箱 报价数量：65253150套3)国内费用：(500+800+350+50+500+2000+1000+)/3150+5/62.4841元/套4)出口运费1950
12、8.25/31505.1071（元/套）5)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）(24.9231+2.4841+5.1071)/（1-5%-15%-110%1%）/8.255.00(美元/套)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。 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日发盘函：ear sirs,We refer to your enq
13、uiry of march 7,2003,and we are very pleased to quote as follows:“Daily” Brand tumblersArt. No. Minimum Qty. Unit PriceCIFC%BARCELONA71H5 One 20container of 6900 sets US$6.51/set(of 6 pcs per set)71H5B One 20container of 6900 sets US$7.78/set(of 6 pcs per set)71H5F One 20container of 6900 sets US$8.
14、80/set(of 6 pcs per set)71H10 One 20container of 3150 sets US$5.00/set(of one doz per set)Packing:71H5,71H5B,71H5F,71H10To be packed in gift box of 6 pieces each. To be packed in box of 12 pieces each.10 boxes to one export carton 6 boxes to one export cartonMeas.40*25.5*35.5cm. Meas.40*34*35cmShipment: To be effect within 30 days of the receipt of the related L/CPayment: By irrevocable L/C at sight open through a bank acceptable to the sellerInsurance: For 110% invoice value coving All Risks & War Risk.We hope that the above prices and conditions will be acceptable to you and await
