报告报告

金海公司自行车出口大型综合业务操作要求

金 海 贸 易 公 司

贸易背景：1997年6月的《亚洲杂志》（Asia Source）上刊登，丹麦F.L.SMIDTH公司欲求购中国产的自行车。公司全称和详细地址为：

1、建立业务关系：金海公司业务员给丹麦客户发出一封建立业务关系的建交函（发送日期1999年6月22日），主要内容包括公司介绍、可提供的产品介绍（永久牌Forever Brand;凤凰牌Phoenix Brand等），说明另邮航寄样本，并表达期待尽快与对方达成具体交易的热切愿望。

阅读操作指南中金海公司建交函 2、客户回函：

丹麦客户收到金海公司建立业务关系的建交函后很快作出回复。

F. L. SMIDTH & CO. A/S TO: Dear Sirs,

We have received your letter and your catalog. We are glad to learn your desire of establishing business relations with us.

For your information, after studying your catalog carefully, we found that \brand YE803 26' and TE600 24' bicycles are quite suitable for the Danish market. We would like to place an order for 600 sets each with delivery during August.

GOLDEN PORT TRADING CORP.

FAX: 86-21-64331256

DT: June 29th, 1999

77, Vigerslev Alle, Dk-2500 Valby, Copenhagen, Denmark Telephone：（01）30 11 66 Fax：（01）20 11 90

F.L.SMIDTH & CO. A/S

77, VIGERSLEV ALLE, DK-2500 VALBY COPENHAGEN, DENMARK FAX: （01）20 11 90

E-MAIL ADDRESS: FLSMITH(AT)SIFT.SIFT.EDU

Please kindly check and inform by return if you are able to supply and quote us your rock bottom prices for these two items on the basis of CIFC5 COPENHAGEN with details about packing, color assortment, insurance and means of payment.

Your immediate and careful attention to this matter would be highly appreciated. We look forward to your favorable reply.

With best Regards.

F.L.SMIDTH & CO.A/S Manager

Hjorgen F.Nissen LL.M.

3、出口报价核算

操作一：出口报价核算

仔细阅读客户6月29日来函，参阅出口报价核算操作指南，进行出口报价核算。 商品：

永久牌山地自行车 YE803 / TE600 蓝、绿、红、紫、白

货号： 颜色： 包装方式: 尺码: 毛/净重:

1辆/纸箱 1辆/纸箱 120x76x50cm/纸箱

33/28kgs

供货单价:（含税） 210元/辆 / 250元/辆 已知自行车的增值税为 17％，出口退税为9％， 国内费用:

出口包装费每辆10元；

整批货物(两个货号1200辆)共需仓储费500元；

国内运杂费1000元；商检费650元；报关费50元；港口费800元；

业务费2000元；其它1000元。 出口运费： 上海至哥本哈根的集装箱运费为

拼箱每运费吨103美元， 20'整箱2065美元，40'整箱3935美元；

保险： 发票金额加10％投保一切险和战争险，

费率分别为0.6%和0.3%;

公司要求的预期利润率为成交价格的10％并以即期信用证作为付款方式。（人民币对美元汇率为8.25:1 )

请根据上述条件进行FOBC5、CFRC5、CIFC5三个贸易术语的出口报价核算，列出详尽的计算过程（分步计算，结果保留4位小数，最后报价取2位小数）。

根据出口报价核算结果，该公司于7月1日发送一封发盘信，回答客户提出的问题，告知对方交易的基本条款，并敦促对方尽快作出决定。 阅读操作指南中金海公司发盘函 4、客户还盘

F. L. SMIDTH & CO. A/S TO:

Dear Sirs,

We are glad to receive your letter, together with your quotation.

After studying your quotation, we have to say that your prices are unacceptable. The market price for bicycles are falling here, meanwhile, we have received many quotations recently and some of which are about 10% lower than yours. May we suggest that you find a better supplier and lower our cost. To speed up our business, we can tell you that the highest prices we can accept are as follows:

YE803 26' USD62.00 per set CIFC5 Copenhagen TE600 24' USD68.00 per set CIFC5 Copenhagen

By the way, we can accept your trade terms listed in your letter except the terms of payment. We can only accept payment by L/C at 30 days sight.

Please take these matters into serious consideration and give us your favorable

GOLDEN SEA TRADING CORP. FAX: 86-21-64331256

DT: July 5th, 1999

77, Vigerslev Alle, Dk-2500 Valby, Copenhagen, Denmark

Telephone：（01）30 11 66 Fax：（01）20 11 90

reply with the least possible delay.

F. L. SMIDTH & CO. A/S Manager

Hjorgen F. Nissen LL. M.

5、出口还价核算

操作二：出口还价核算

根据上述F.L.SMDTH公司7月5日的还盘函电，参阅出口还价核算操作指南，进行还盘核算

1) 计算根据F.L.SMDTH公司的还价，我公司是否还有利润，总利润额为多少元人民币？利润率又为多少？

2) 若接受对方价格，而我公司的利润率又不得少于6％，那么，在其它条件不变的情况下，公司应掌握的国内收购价为多少？(人民币对美元的汇率为8.25:1) 3）由于和国内厂商洽谈降价一事没有成功，该公司给F.L.SMIDTH公司写了一封还盘信，提出对方还价难以接受，要求重新报出公司利润率为6％的CIFC5哥本哈根的价格（结果取整），报价有效期为3天并告知公司可以接受30天远期信用证付款。(汇率为8.25:1)

6、客户订单

针对我方7月8日的还价，丹麦客户于7月11日回函表示接受我方还盘后价格条件。

F. L. SMIDTH & CO. A/S TO:

Dear Sirs,

Your quotation has been accepted and we are glad to place our order No. 9711 as follows:

GOLDEN SEA TRADING CORP. FAX: 86-21-64331256

DT: July 11th, 1999

77, Vigerslev Alle, Dk-2500 Valby, Copenhagen, Denmark

Telephone：（01）30 11 66 Fax：（01）20 11 90