外貿(mào)函電與單證實訓Chapter 2practice 2

1、Chapter Two Cases Under L/C Payment Terms外貿(mào)函電與單證實訓教程 Practice One : L/C +CFR Case Objective Requirements Steps Introduction Practice Objective The objective is to enable students to be familiar with the export procedures using FOB and L/C and to master the skills to sum up the main points, to write

2、the exporters letters according to the L/C and the importers letters given, as well as to fill in the documents, especially Airway Bill, according to the given information.Requirements 1.To know well about the procedures of L/C and obligations of the Seller and Buyer under FOB price terms.2.To know

3、well about the business letter writing in mail and indented formats and the use of subject line. 3.To know well about the terms and conditions of Proforma Invoice and Purchase Order. 4.To know well about the terms and conditions of L/C, the notification of L/C, the main clauses for amendment and ext

4、ension of L/C.5.To master useful expressions and sentence models frequently used in business letters，especially the writing of urging establishment of L/C and amending and extending L/C.6.To master the export documentation according to the given information, especially the Airway Bill.Steps 1.To rev

5、iew the procedures of L/C and obligations of the Seller and Buyer under FOB price terms.2.To sum up the main points in business letter writing according to Mind Map 1.3.To read the L/C, then write down the information about the L/C on Mind Map 2.4.To sum up the main points of exporters letters，and w

6、rite them out according to the importers letters, pay attention to the writing of urging establishment of L/C, amending and extending L/C.5.To fill out the related documents, especially the Airway Bill.6.To answer the questions .7.To evaluate yourself. Introduction 本節(jié)實訓是用FOB方式成交以及用L/C（不可撤銷付款信用證）付款方式

7、的外貿(mào)出口案例。信函內(nèi)容涵蓋了建立貿(mào)易關系、詢盤、報盤、還盤、交易的達成、要求延展信用證；涉及到的合約或單據(jù)有形式發(fā)票、購買訂單、商業(yè)發(fā)票、裝箱單、原產(chǎn)地證明書、裝船通知、航空運單等。但是信用證是不同于第一節(jié)的議付信用證（BY NEGOTIATION），而是現(xiàn)在比較常用的付款信用證（BY PAYMENT）并且還有信用證通知書。要求學生首先根據(jù)信用證歸納每個信息點，然后根據(jù)進口商信函歸納出口商信函的要點，寫出出口商信函，并填寫合約和單據(jù)。Practice6.ExercisePractice 3.Business negotiation7.Self-evaluation1. Main points

8、 of business letters2. Specific informationfrom L/C 4. Extension of L/C 5. Export Documentation1.Sum up the main points of business letters on Mind Map 1. 2.Specific information from L/CLetter of creditSpecific informationMind map More information about L/C by payment Mind MapMore information about

9、L/C by payment 議付信用證與付款信用證的主要區(qū)別議付信用證與付款信用證的主要區(qū)別 （1）議付信用證 一般情況下，議付信用證是非限制性信用證，不指定具體由哪一間銀行議付，受益人當?shù)氐娜魏毋y行都可以辦理議付。一般情況下，議付行與開證行不是同一銀行。 議付是議付行對受益人的單據(jù)辦理融資，而融資款即由開證行根據(jù)其在信用證中的承諾償付。除非受益人與議付銀行另有協(xié)議，議付信用證項下，議付行向受益人支付票款之后仍有追索權。議付信用證都要求受益人出示匯票。通常，受益人為出票人，開證行為付款人。議付行議付之后，憑匯票/單據(jù)向開證行索償。 （2）付款信用證 一般情況下，支付信用證是限制性信用證，明確

10、規(guī)定由哪一間銀行付款，付款行通常是開證行自己，或是它指定的銀行（通常是它的海外分行或姐妹銀行）。 付款信用證的開證行承諾的是“終局”付款行為。除非受益人與銀行另有協(xié)議，付款行向受益人支付票款后沒有追索權。付款信用證正常不需要受益人出示匯票。2. Write down the specific information 2.1 The information of the two parties 2.1.1 The name and address of exporter Name: Address: 2.1.2 The name and address of importer Name: Add

11、ress:GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITEDFUNGCHOI INDUSTRIAL PARK,ERZONG RD, SCIENCE CITY,DAGUANG RD, GUANGZHOU, GUANGDONG, CHINAEDITORIAL DE SERVEIS DOBRESLITERARIES 90, S.L. AVDA DIAGONAI456,5 08006-BARCELONA (BARCELONA - SPAIN) 2.2 The time that the two parties began to negotiate 2.3 The

12、information of the goods The name, quantity and article No. of goods: Usually one month before issuing date of L/C and the date of pro forma invoice is Oct. 8, 2008, so the time that the two parties began to negotiate should be the date before Oct., 2008. 4,000 SETS COAHUILA 1,000 SETS NUEVO LEON 1,

13、000 SETS UAT The unit price of each good: The total amount of the goods: The total amount of the relevant L/C: Currency:COAHUILA USD15.33/SETNUEVO LEON USD15.33/SETUAT USD15.33/SET 91 980.0064 386.00USD 2.4 The information of shipment The port of loading: The port of destination: The latest date of

14、shipment: Partial shipment: Transshipment: 2.5 The information of document required .ANY PORT IN CHINAANY PORT IN MEXICO081206ALLOWEDPROHIBTEDAir WaybillCommercial invoicePro-forma invoiceCertificate of originPacking listShipping Advice (by fax) 2.6 Other information The place and date of expiry: Th

15、e presentation period: Form of L/C: Issuing date: NO. Of Credit: Paying bank: Opening bank:081223, SPAIN18 DAYSIRREVOCABLE, WITHOUT CONFIRMATION 0811245494BTY135775BSCHEMMXXXBSCHEMMXXX183. Business Negotiation1First round letters between two parties 2The exporters letters completing3.1First round le

16、tters between two parties Main pointsExporters letter 1 Importers letter 1 vYou will read the first round letters between exporter and importer，then write down the main points of each letter.Main pointsTranslationTranslation3.1.1 Exporters letter 1 GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITED FUNGCH

17、OI INDUSTRIAL PARK,ERZONG RD, SCIENCE CITY, DAGUANG RD, GUANGZHOU, GUANGDONG, CHINA September 6,2008EDITORIAL DE SERVEIS DOBRESLITERARIES 90, S.L. AVDA DIAGONAI456, 508006-BARCELONA (BARCELONA - SPAIN)Dear Sir / Madam, Re: Establishment of Business Relationship This is Mr. Zhang Yang, from GUANGZHOU

18、 FENGCHOI PRINGTING COMPANY LIMITED. It is my pleasures to contact you today. We learned that you are working on the greeting cards and publishing. We sincere hope that we could establish a good and long term business relationship with you in the future. We are one of the biggest printers in Guangdo

19、ng Province. We have advanced machines and strong groups of workers. We are professional in printing books, boxes and greeting cards. We have the confidence that we could provide you better price base on good quality. We contact you for inquiries from you. Then we could compare our price with the ot

20、hers. Once we have the chance to work together，you will see that you can have also very nice service from us. Now enclosed please see our profile for your further information. Also you could have a look at our website below. Please feel free to contact with us if you have any questions on us. http:/

21、 Looking forward to hearing from you. Sincerely yours, Zhang YangGUANGZHOU FENGCHOI PRINGTING COMPANY LIMITED 3.1.2 Main points of Exporters letter 1 1. Exporter wants to establish business relations with the importer 2. Self-introduction of exporter, aim to arouse importers interest 3. More informa

22、tion about exporter for importers reference 4. Expectation of reply Translation of Exporters letter 1 廣州豐彩彩印有限公司 中國廣東省廣州市大觀路科學城二中路豐彩工業(yè)園EDITORIAL DE SERVEIS DOBRESLITERARIES 90, S.L. AVDA DIAGONAI456, 508006-巴塞羅那（巴塞羅那 西班牙）敬啟者： 事由：建立貿(mào)易關系 我是來自廣州豐彩彩印有限公司的張揚，今天很高興與貴方接洽。我方獲悉貴公司從事問候卡的印刷以及出版書籍。我方真誠地希望貴我雙方能建

23、立長期友好的貿(mào)易關系。 我方是廣東省最大的印刷公司之一，擁有先進的機器以及強大的工作團隊。我方在印刷書本，紙盒以及問候卡方面非常專業(yè)。我方有信心在提供高質(zhì)量的基礎上給貴方報優(yōu)惠價。今天與貴方接洽是為了能夠收到貴方的詢盤。這樣我方可以比較與其他公司的價格。一旦貴我雙方有合作的機會，貴方就會發(fā)現(xiàn)我方所提供的優(yōu)質(zhì)服務。 現(xiàn)隨函附上我方簡介供貴方參考。貴方也可以瀏覽我方網(wǎng)站，網(wǎng)址如下。如你有任何有關我公司的問題，請盡管聯(lián)系我方。 http:/ 期待回音。 廣州豐彩彩印有限公司 張揚謹上 2008年 9月6日3.1.3 Importers letter 1 EDITORIAL DE SERVEIS DO

24、BRES LITERARIES 90, S.L. AVDA DIAGONAI456, 5 08006-BARCELONA (BARCELONA - SPAIN) September 14, 2008GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITEDFUNGCHOI INDUSTRIAL PARK,ERZONG RD, SCIENCE CITY,DAGUANG RD, GUANGZHOU, GUANGDONG, CHINADear Mr. zhang, Re: Enquiry for printing minibooks Thanks for your ma

25、ils, extending your wish to do business with us. After we browse through the website of your company, we are very impressed by your advanced technology and production output. And now we are looking for some one new who could print our 6000 sets of minibooks for us as follows : 4 000 sets COAHUILA 1

26、000 sets NUEVO LEON 1 000 sets UAT Please let me have your very best price for the production of this large minibook urgently.Best regards, Rossi Lanzoni EDITORIAL DE SERVEIS DOBRES3.1.4 Main Points of Importers letter 1 1. Confirming the coming letter 2. Specific enquiry for printing minibooks 3. A

27、sking for best quotation Translation of Importers letter 1 EDITORIAL DE SERVEIS DOBRES LITERARIES 90, S.L. AVDA DIAGONAI456, 5 08006-巴塞羅那（巴塞羅那西班牙）廣州豐彩彩印有限公司中國廣東省廣州市大觀路科學城二中路豐彩工業(yè)園張先生： 事由：關于迷你書籍的印刷 感謝貴方表達與我方建議貿(mào)易關系的信函。 我方瀏覽貴公司網(wǎng)站后，我方對貴公司的先進技術和生產(chǎn)量的印象很深。目前我方正尋找新的能幫我方印刷下列6 000套迷你書籍的公司： 4 000套COAHUILA 1 000

28、套NUEVO LEON 1 000套UAT 請盡快報印刷此批迷你書籍的最優(yōu)惠價。 EDITORIAL DE SERVEIS DOBRES Rossi Lanzoni 謹上 2008年9月14日 3.2 Exporters letters Completingletterletterletterletterletter6. Importers letter 45. Exporters letter 4 1. Exporters letter 2 2. Importers letter 2 3. exporters letter 3 .letter4. Importers letter 3 Exp

29、orters letter 23.2 Exporters letters Completing Translationletter Main points3.2.1 Main Points of Exporters letter 2 1. Confirming the enquiry 2. Quotation as requested 3. Expectation of reply3.2.2 Write Exporters letter 2 September 22, 2008 Dear Rossi Lanzoni, Re: Quotation for printing minibook It

30、 is so nice to receive your letter, asking us the quote the price for printing the minibooks. In reply, we are making you the following quotation: UNIT PRICE (FOB ANY AIRPORT, CHINA) 6 000 SETS MINIBOOKS 4 000 SETS COAHUILA USD15.88/SET 1 000 SETS NUEVO LEON USD15.88/SET 1 000 SETS UAT USD15.88/SET

31、1. Packing: 20 sets in a carton, 30 cartons in a pallet 2. Terms of Payment: by irrevocable payment L/C 3. Insurance: to be covered by importer 4. Time of Shipment: in December, 2008 5. Port of Loading: any airport in China 6. Port of Destination: any airport in Mexico 7. Terms of Shipment: partial

32、shipment and transshipment are allowed We are anticipating your early reply. Sincerely yours, Zhang Yang GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITEDTranslation of Exporters letter 2Rossi Lanzoni： 事由：關于印刷迷你書籍的報價 很高興收到貴方要求我方報印刷迷你書籍的詢價函。 茲回復貴方，報價如下： 單價（FOB中國任一機場） 6 000套迷你書籍 4 000套COAHUILA USD15.88/套 1

33、 000套NUEVO LEON USD15.88/S套 1 000套UAT USD15.88/S套1. 包裝：20套一箱，30箱一托盤2. 付款方式：不可撤銷的付款信用證3. 保險：進口方辦理4. 船期：2008年12月5. 裝運港：中國任一機場6. 目的港：墨西哥任一機場7. 裝運條款：允許分批裝運和轉(zhuǎn)運 期待早日回復。 廣州豐彩彩印有限公司 張揚謹上 2008年9月22日 3.2.3 Importers letter 23.2 Exporters letters Completing Main points Translationletter3.2.3 Importers letter 2

34、 October 1, 2008 Dear Mr. Zhang, Re: Quotation for printing minibooks Thanks for your subjected quotation. We found another supplier who can do this project at USD 15.00 per set, at a lower price than yours. So we are waiting for your confirmation that you will do the job using at USD 15.33 per set

35、(agreed price) or we will be forced to move the order to another printer. As to the time of shipment, we want you can make shipment in early December, and the transhipment isnot allowed, because these minobooks are for Christmas. As the time is pressing, we hope you can accept it immediately. Best r

36、egards, Rossi Lanzoni EDITORIAL DE SERVEIS DOBRESTranslation of Importers letter 2張先生： 事由：關于印刷迷你書籍的報價 感謝貴方的標題項下的報價。 我方發(fā)現(xiàn)另一印刷公司能按每套15.00美元印刷此批迷你書籍，此價格低于貴方報價。所以我方想等貴方確認，即按每套15.33美元（議定價格）印刷，否則我方將尋找另一印刷公司。 關于船期，我方希望貴方能在12月上旬裝運，且不允許轉(zhuǎn)船，因為此批迷你書籍要趕上圣誕節(jié)銷售。 由于時間很緊，希望貴方早日接受。 EDITORIAL DE SERVEIS DOBRES Rossi L

37、anzoni 謹上 2008年10月1日Main Points of Importers letter 2 1. Confirming the quotation 2. Counter-offer on price and the date of shipment 3. Expectation of reply 3.2.4 Exporters letter 33.2 Exporters letter completing Translation Letter Main points3.2.4 Main Points of Exporters letter 3 1. Confirming the

38、 coming letter 2. Price accepted, but counter-offer on terms of payment 3. “The time of shipment at the early of December” accepted 4. “The transshipment is not allowed” accepted3.2.5 Write Exporters letter 3 October 8, 2008Dear Rossi Lanzoni, Re: Counter-offer for Printing Minibook and No.081024002

39、-1 Proforma Invoice Thanks for your mail about printing minibook. Since this is the first transaction between us, we will accept the price you mentioned, that is USD 15.33 per set, on the condition that you have to remit 30% of the total value as the deposit in advance, the rest is to be paid by irr

40、evocable payment Letter of Credit, details as per the captioned Proforma invoice. Your order shall have our prompt and careful attention, and you may rest assured that the shipment will be effected at the early of December. Since you dont agree the transshipment is allowed, well amend it accordingly

41、. Best regards. Zhang Yang GUANGZHOU FENG CHOI PRINGTING COMPANY LIMITED Enclosure: Pro forma Invoice 081024002-1GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITEDFUNGCHOI INDUSTRIAL PARK,ERZONG RD, SCIENCE CITY,DAGUANG RD, GUANGZHOU, GUANGDONG, CHINATel:86-20-32399328 Fax:86-20-32068120 PRO FORMA INVOICE

42、 Invoice No.: 081024002-1 Date: 2008-10-08 DescriptionQuantity(SETS)Price(US$)FOB ANY AIRPORT, CHINAAmount(US$)MINIBOOKCOAHUILANUEVO LEONUAT4 000 1 000 1 000 15.33 15.3315.3361 320.0015 330.0015 330.00Total 6,000 SETS TOTAL AMOUNT DUE 91 980.0030 PCT DEPOSIT 27 594.00SAY TOTAL: US DOLLARS TWENTY-SEV

43、EN THOUSAND AND FIVE HUNDRED NINETY FOUR ONLY Translation of Exporters letter 3Rossi Lanzoni： 事由：關于迷你書籍印刷還價和081024002-1號形式發(fā)票 感謝貴方來信。 由于這是貴我雙方的第一次交易，我方接受貴方所提到的價格，即每套15.33美元，條件是你方必須提前支付總金額的30%作為定金，余額將由不可撤銷付款信用證支付，詳情請見隨函附上的標題項下形式發(fā)票。 貴公司的訂單，將獲得我公司迅速、細心的安排。你們盡可放心，我們會安排12月初交貨。 既然貴方不同意轉(zhuǎn)運，我們將按照要求修改。 廣州豐彩彩印有

44、限公司 張揚謹上 2008年10月8日 附件：形式發(fā)票廣州豐彩彩印有限公司中國廣東省廣州市大觀路科學城二中路豐彩工業(yè)園電話：86-20-32399328 傳真：86-20-32068120 PRO FORMA INVOICE發(fā)票號: 081024002-1 日期: 2008-10-08商品名稱數(shù)量（套）單價（US$）FOB 中國任一機場總金額（US$）迷你書籍COAHUILANUEVO LEONUAT4 000 1 000 1 000 15.33 15.3315.3361 320.0015 330.0015 330.00總計6 000 套應付總金額 91 980.0030 %定金 27 594

45、.00 總金額大寫：貳萬柒仟伍佰玖拾肆美元整 3.2.6 Importers letter 3 3.2 Exporters letter completing Main points Translationletter October 16, 2008 Dear Mr. Zhang, Re: Purchase Order No.20081010 Thanks for your pro forma invoice.We will pay 30% of the total value in advance as per your pro forma invoice. Since we have n

46、o other requirements, we enclose the captioned order. Please confirm it ASAP. Waiting for your earlier reply. Best regards, Rossi Lanzoni EDITORIAL DE SERVEIS DOBRES Enclosure: Purchase Order 20081010Translation of Importers letter 3張先生： 事由：20081010號采購訂單 感謝貴方的形式發(fā)票，我方將按照形式發(fā)票，提前支付總金額的30%作為定金。 既然我方?jīng)]有其他

47、要求，我方隨函附上標題項下訂單，請盡快確認此訂單。 盼早復。 EDITORIAL DE SERVEIS DOBRES Rossi Lanzoni謹上 2008 年10月16日附件: 20081010號采購訂單（略）Main points of Importers letter 3 1. Confirming the proforma invoice and deposit 2. Enclosing purchase order 3. Expectation of early reply Exporters letter 4 3.2 Exporters letter completing Tra

48、nslation LetterMain points3.2.7 Main points of Exporters letter 4 1. Confirming the order 2. Urging establishment of L/C 3. Other requirements 4. Expectation of L/C3.2.8 Write Exporters letter 4 October 24, 2008Dear Rossi Lanzoni, Re: Purchase Order 20081010 and Pressing establishment of Letter of C

49、redit We are so glad to receive the subjected order and have confirmed it as requested. We would like to remind you that the delivery date is approaching, and we have not yet received the deposit and the covering letter of credit. We would be grateful if you would expedite establishment of the L/C s

50、o that we can ship the order on time. In order to avoid any further delay, please make sure that the L/C instructions are in precise compliance with the terms of the order. Awaiting your L/C. Best regards Zhang Yang GUANGZHOU FENGCHOI PRINGTING COMPANY LIMITED Translation of Exporters letter 4Rossi

51、Lanzoni： 事由：20081010號采購訂單和催開信用證 我方很高興地收到主題行項下的訂單，并按要求確認了。 我方想提醒貴方注意到是裝運期馬上就要到了，但是我方并未收到貴方的定金以及開來的相關信用證。如果貴方加速開來信用證以便我方按時安排裝運，我方將不勝感激。 為了避免延誤裝運，務必保證信用證的條款與訂單條款完全一致。期待貴方訂單。 廣州豐彩彩印有限公司 張揚謹上 2008年10月24日 3.2.9 Importers letter 43.2 Exporters letters Completing Main pointsTranslationletter3.2.9 Importers

52、letter 4 November 2, 2008Dear Mr. Zhang, Re: No.5494BTY135775 Letter of Credit Thanks for your confirmation of the Purchase Order. We remitted the 30% of the total value as per your Pro forma Invoice to your account 7 days ago. Enclosed please find the receipt . Wed like to inform you that we have i

53、nstructed our bank to open the captioned L/C in favor of you . The L/C will be reached your end in a few days. Please speed up the production and make sure the cargo can be shipped on time.Best regards, Rossi Lanzoni EDITORIAL DE SERVEIS DOBRES Enclosure: As stated Translation of Importers letter 4張

54、先生： 事由：關于5494BTY135775號信用證 感謝貴方對采購訂單的確認。 7天前，我方已經(jīng)按照貴方的形式發(fā)票，將總金額的30%的貨款匯款到貴方賬戶，隨函附匯款收據(jù)。 我方很高興地告知貴方我方已經(jīng)指示我方銀行開出以貴方為抬頭的標題項下的信用證。該信用證不日內(nèi)將抵達貴處。 請加速生產(chǎn)并保證按時裝運。 EDITORIAL DE SERVEIS DOBRES Rossi Lanzoni謹上 2008 年11月2日 Main points of Importers letter 4 1. Confirming the order 2. Confirming the deposit 3. Conf

55、irming the L/C 4. Asking for prompt shipment 4. Extension of L/CMore information about amendment to L/C2.Amendment to L/C 1.Asking for extension of L/C vThe torrential rainfall of November 27, 2008 caused river water to pour into the factory of Guangzhou Fungchoi Printing Co., Ltd. ，which destroyed

56、part of printing machines owing to the immersion. So Zhang Yang faxed to ask for extending the covering L/C.Exporters letter 5 4.1 Asking for extension of L/C Translation LetterMain points4.1.1 Main points of Exporters letter 5 1. Confirming the L/C 2. Asking for extension of L/C 3. Reasons for exte

57、nsion of L/C and certificate of accident 4. Hope for understanding and cooperation4.1.2 Write Exporters letter 5 November 28, 2008Dear Rossi Lanzoni, Re: Extension of L/C No. 5494BTY135775 We acknowledge with thanks receipt of the captioned L/C, covering your order for printing 6000 sets of Minibook

58、s. We instructed our workers to speed up printing the goods. We are sorry that we sent you a fax, asking for the extension of the shipment date and validity of the credit to December 15, 2008 and January 3, 2009 respectively. Because the torrential rainfall of November 27,2008 caused river water to

59、pour into our factory，which destroyed part of printing machines owing to the immersion, we wont be able to have the goods ready for shipment by the early of December. It is expected that the consignment will be ready for shipment by the second part of December and we intend to ship on or before 15 D

60、ecember. We will airmail the certificate of flood issued by the local competent authority. Thank you for your understanding and cooperation in this matter. We sincerely hope that you would immediately extend your L/C as requested thus enabling us to effect shipment of the goods in question.Best rega