实验三 单证业务
【实验项目编号】4161304620003 【实验项目名称】单证业务 【实验目的】
1.掌握国际贸易的基本流程
2.OFFER以及COUNTER OFFER的应用； 3.信用证的应用； 【实验设备】
1.微型计算机；
2.Windows2000操作系统； 【实验步骤及内容】
Offer(报盘) An offer is a promise to supply goods on the terms and conditions stated.It is usually made either by way of advertisements, circulars and letters or in reply to inquiries.In international busine, offers can be divided into two kinds: firm offer and non-firm offer.A firm offer is capable of acceptance and once it has been accepted it cannot be withdrawn.Non-firm offers don’t have binding force on offerors and offers.
Counter-Offer(还盘) If an offeree does not agree with any of some of the transaction terms of quotation or a firm offer, he sent a counter offer.A counter offer is virtually a partial rejection of the original offer and also a counter proposal initiated by the offeree.
When we write a counter offer, which should include: (1)An expreion of thanks for the offer (2)Expre regret at inability to accept (3)Reasons for inability to accept the offer (4)Our own terms and conditions upon which busine is likely to materialize (5)A wish of busine opportunities in future
Letter of Credit(信用证) Letter of credit is a written undertaking by the iuing bank to the beneficiary (exporter), under which the bank undertakes to pay the beneficiary a sum certain in money within a designated time period and against any stipulated terms and conditions.L/C is based on banking credit.In China, it is the most common method of payment.(参看信用证样本)
Useful Expreions: (1)We counter offer as follows: … (2)Our counteroffer is well founded.(3)Owing to shortage of stock, we regret that we are unable to accept your quotation.(4)We regret to note that you have turned down our counteroffer.(5)If you accept our counteroffer, we will inform our end-users to buy from you.(6)This is our lowest price; we can’t make any further reduction.(7)Your quotation is on high (low) side.(8)The price you quoted are much higher than those of other suppliers.(9)Please quote us for the goods listed on the enclosed inquiry sheet, giving your prices CIF Shanghai.Please also state your earliest delivery date, your terms of payment, and discounts for regular purchases.(10)Will you please send us a copy of your catalogue, with details of your prices and terms of payment? (11)Thank you for your letter of February 15th, 2010.As requested, we submit our quotation in triplicate and wish for you to place your order with us as early as poible.
(12)We have sent you by airmail some samples.We are sure after you have studied them you are certain to agree that our products are excellent in quality and reasonable in price.(13)The profit margin for these products is so thin that any price reduction would make busine transactions pointle.(14)We are not in a position to entertain busine at your price, since it appears to be on the high sight.
例1：报盘
China National Textile Imp.& Exp.Corporation
Shanghai Home Textiles Branch
Shanghai, China
25th July, 2010
Vancouver Textile Corp.356 Madison Street Vancouver, Canada
Gentlemen,
We welcome you for your inquiry of 15th July and thank you for your interest in our export commodities.We are enclosing some copies of our illustrated catalogues and a price list giving the details you ask for.Also under separate cover, we are sending you some samples which will show you clearly the quality and craftsmanship.We trust that when you see them you will agree that our products appeal to the most selective buyer.
We allow a proper discount according to the quantity ordered.As to the terms of payment we usually require letter of credit payable by sight draft.
Thank you again for your interest in our products.We are looking forward to your order and you may be aured that it will receive our prompt and careful attention.
Truly yours,
例2：还盘
A.B.Greenwood & Co., Ltd
315 Lens Road London, England
February 24, 2010
China National Import & Export Corp.Tianjin China Dear Sirs,
We wish to thank you for your letter of the 20th Feb.Offering us 50 long tons of the captioned goods at USD 105.00 per long ton CIF London, usual terms.
In reply, we very much regret to state that our end-users here find your price too high and out of line with the prevailing market level.Information indicates that the sugar of England market have been sold at the level of USD 98.00 per long ton.
Such being the case, it is impoible for us to persuade our end-users to accept your price, as good of similar quality is easily obtainable at a much lower figure.Should you be prepared to reduce your limit by, say 8%, we might come to terms.
It is in view of our long standing busine relationship that we make you such a counter-offer.As the market is declining, we hope you will consider our counter-offer most favorably and fax us acceptance at your earliest convenience.
We are anticipating your early reply.
Yours faithfully,
Exercises: 中国A方，英国B方。
英国希望进口20吨东北大米，从连云港到利物浦，中国报出CIF最低价10，000，000GBP。B方以这批大米的质量一般为由要求减价，A方认为，英镑会进一步贬值，以天气恶劣，大幅减产以及全球粮食价格暴涨为由不同意降价。 最后英国要求选择一个适合它的支付方式。（自定）
以上案例中诸多信息缺失且一些信息不宜透露，故需要详细过滤，并写出信件2篇。
