1、PracticeTwoOffer17.5MT40container:55CBM;24.5MT,某批出口貨物一共500箱，從A國(guó)海運(yùn)至美國(guó)洛杉磯。已知該批貨物每箱體積為45*40*32CM，毛重為45KG，計(jì)費(fèi)標(biāo)準(zhǔn)為W/M12級(jí)，每個(gè)運(yùn)費(fèi)噸的基本運(yùn)費(fèi)為USD45.00，另外加收燃油附加費(fèi)(BAF)20%、貨幣貶值附加費(fèi)(CAF)15%和目的港交貨費(fèi)(DDC)10%。試計(jì)算該批貨物的總運(yùn)費(fèi)。該批貨物的總體積：0.45*0.40*0.32*500=28.800CBM總重量為：0.045*500=22.500MTMW，故應(yīng)按貨物體積計(jì)收?；具\(yùn)費(fèi)：45*28.8=USD1296.00BAF+DDC:1

2、296*(20%+10%)=USD388.8CAF:(1296+388.8)*15%=USD252.72總運(yùn)費(fèi)=基本運(yùn)費(fèi)+BAF+DDC+CAF=1296+388.8+252.72=USD1937.52,CalculationofPremium,Premium=InsuranceAmount*Insurancerate,CIF*(1+Marginforinsurancerate),CalculationofExpectedProfit,ExpectedProfit=GeneralExportCost*ProfitRate,ExportQuotation,FOB=GeneralExportCos

3、t*(1+ProfitRate)/ForeignExchangeRateCFR=FOB+FreightCIF=CFR+Premium=CFR/1-(1+MarginforInsuranceRate)*InsuranceRateCommission=PriceincludingC*CRateNetPrice=PriceincludingC-PriceincludingC*CRate=PriceincludingC*(1-CRate)PriceincludingC=NetPrice/(1-CRate),PurchasingCost-ETR+DomesticExpenses,Practice,Fra

4、meworkofEnquiry,1.Receiptoftheletter2.Detailedrequirements(specificationsoftheproducts,catalogue,priceterms,shipment,weight,material,quantity,etc.)3.Introductionofmarketandrequestforcompetitiveprice4.Expectationofearlyreply,FrameworkofOffer,1.Receiptoftheenquiry2.Statingbusinesstermsandconditions3.S

5、uggestionofacceptance4.Expectationofearlyreply,Notes,MarketconditionsTermsofpaymentDateofpaymentForeignexchangerate,Demandexceedssupply.,L/C;Remittance;Collection,Atsight;aftersight,CAF(CurrencyAdjustmentFactor),信用證屬于銀行信用，出口商的收匯有銀行擔(dān)保，因此其收匯風(fēng)險(xiǎn)較小，出口價(jià)格可以適當(dāng)優(yōu)惠些。匯付又分兩種情況，預(yù)付和后付。預(yù)付無(wú)論是全額還是部分預(yù)付，它對(duì)于賣(mài)方在收匯風(fēng)險(xiǎn)及資金占用

6、等方面的好處都很大，報(bào)價(jià)可以適當(dāng)降低一些；“后付”是指“賣(mài)方先裝運(yùn)貨物買(mǎi)方支付貨款賣(mài)方收到貨款以后再放單”的一種運(yùn)作方式。這種做法相對(duì)于信用證和預(yù)付款來(lái)說(shuō)，賣(mài)方所承擔(dān)的收匯風(fēng)險(xiǎn)無(wú)疑更大，因此出口價(jià)格可以更高些?！巴惺铡睂儆谏虡I(yè)信用，它沒(méi)有銀行擔(dān)保，一律為賣(mài)方裝運(yùn)貨物之后再向銀行托收貨款。托收在三種支付方式中對(duì)于賣(mài)方的風(fēng)險(xiǎn)是最大的，故托收方式的出口報(bào)價(jià)也應(yīng)該最高。,人們常說(shuō)“出口盡量使用硬通貨計(jì)價(jià)，進(jìn)口盡量使用軟通貨計(jì)價(jià)”。但在實(shí)際中，常常行不通，因?yàn)殡p方都堅(jiān)持有利于自己的貨幣計(jì)價(jià)，生意就無(wú)法談成。因此，當(dāng)賣(mài)方必須妥協(xié)，選用軟通貨計(jì)價(jià)，而買(mǎi)方又不愿意接受保值條款時(shí)，出口報(bào)價(jià)就應(yīng)該適當(dāng)考慮“計(jì)價(jià)貨

7、幣在支付時(shí)較簽約時(shí)貶值”(CAF,CurrencyAdjustmentFactor)這樣一層因素，從而避免生意的虧損。,Terms,不可撤銷(xiāo)L/C受益人交貨期批發(fā)商零售商分銷(xiāo)商毛利貨號(hào)標(biāo)題商品確認(rèn),irrevocableL/CbeneficiarydeliverydatewholesalersretailersdistributorsgrossprofitArticleNo.captioned/subjectgoodsconfirmation,Terms,約束力形式發(fā)票有效期遠(yuǎn)期信用證即期信用證保兌信用證板條箱紙箱木板箱行價(jià)發(fā)票金額,bindingforce;engagementProform

8、aInvoicevalidityusance/time/termL/CsightL/CconfirmedL/Ccratecartonwoodencaseprevailing/currentpriceinvoicevalue,SentencePatterns,Pleasenotethatwehavequotedourmostfavorablepriceandareunabletoentertainanycounteroffer.Wearewaitingforyourconfirmationatanearlydate.Wehopethattheaboveofferwillbeacceptabletoyouandawaitwithkeeninterestyourformalorders.Theproductisreasonableinpriceandexcellentinquality.Wearesureitwillmeetyourneeds.Wehopeyouwillconsiderouroffermostfavorableandgiveusareplyassoonaspossible.,Practice,3.Businessnegotiation,7.Questions,Practi