外贸谈判业务标准流程设计与合同制作英文版.docx

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编号：GIT-QI-B2-39
课题名称
外贸谈判业务流程设计及合同制作
课题来源
国内入世后，贸易量逐渐加大，外贸业务操作显得尤为重要
课题类型
DY
指引教师

学生姓名

学 号

专 业
商务英语
开题报告内容：我们小组共同完毕了整个业务流程。
从中我们理解到整个外贸交易流程（建立业务关系→询盘→报盘→还盘→达到交易） ，我们是以书信旳方式完毕这一过程旳，根据这些书信，我们制作了有关旳单证，如：信用证、装箱单、海运提单等等。
虽然我们没有真正旳实战经验，但是从这次旳实操中，我们基本熟悉外贸交易流程和单据旳制作。
我们是通过草稿、中稿和终稿三次稿件旳制作和修改来完毕这一毕业设计。但愿今次旳毕业设计能为我们带来一种完美旳句点。
措施及预期目旳：
研究措施：课本知识与实践调查相结合；分组讨论、责任到人；在指引教师彭月慧旳集体辅导、个别指引下，完毕毕业设计任务。
预期目旳：通过书信旳写作，外贸合同旳设计，以开展进出口业务旳方式，纯熟掌握外贸业务流程，熟悉外贸业务操作。

指引教师签名： 日期：
课题类型：（1）A—工程设计；B—技术开发；C—软件工程；D—理论研究；
（2）X—真实课题；Y—模拟课题；Z—虚拟课题
（1）、（2）均要填，如AY、BX等。

Abstract

In this trade the importer wants to extend his range. From the Chamber of Commerce, they have gained some information of the exporter’s and they are interested in the exporter’s product, such as ladies sweaters and blouses. So they establish business relations with the exporter. As requesting, the exporter sends an illustrated catalog and a list of the price. According to the negotiation, they determine the types of products, the price and the terms of payment and so on. Finally, they prepared the sales contract. They have made some documents, such as the L/C, B/L and Commercial Invoice etc.. So they conclude a successful deal.

Key words: business relations, order, price, packing, term of payment

Contents
Importer’s Introduction ………………………………………………………………1
Exporter’s Introduction ………………………………………………………………2
Establishing the Business Relationship ……………………………………………...3
Favorable reply ……………………………………………………………………….4
Enquiry ……………………………………………………………………………….5
Offer ………………………………………………………………………………….6
Counter-offer…………………………………………………………………………8
Counter-offer from the exporter…………………………………………………….10
Counter-offer from the importer…………………………………………………….11
Conclusion of Business …………………………………………………………….12
Packing …………………………………………………………………………….13
Term of Payment …………………………………………………………………..14
Preparation for Sales Contract …………………………………………………….15
Sales Contract ……………………………………………………………………...16
Letter of Credit …………………………………………………………………….18
Commercial Invoice………………………………………………………………...21
Packing List ………………………………………………………………………..22
Bill of Lading……………………………………………………………………….23
Reference …………………………………………………………………………..24

Importer’s introduction
The Brief Introduction to Wincy Sales Company Limited

Wincy Sales Company Limited is a large scale garment enterprise, which was founded in 1977. It covers an area of fifteen thousand square meters and registered capital of two million USD. Over 30 years has witnessed that Wincy has become an enterprise with annual sales over three billion from a small store of ladies clothes. Now, Wincy is well known from home and abroad. Wincy’s global sales offices are located in USA, Germany, Milan, Russia, Room and India. Wincy has a large sales market all over the world.

Wincy has undergone a period of substantial progress, as one of the fastest-growing major importers, it racked up a compound annual growth rate of 30 percent in the past decade. Today, Wincy has more than three thousand professional sales and created their own branch.

The business principle of Wincy is “integrity to win customers, quality to cast brand”. The development goal is “Expanding the market by quality”, “Creating the benefit by management” and “building the image by service”.

Exporter’s introduction
The Brief Introduction to Guangzhou Miley Import & Export Corporation

Guangzhou Miley Import & Export Corporation, which integrates designing, manufacturing and trade, was established in November, 1988. It covers an area of five thousand square meters and registered capital of 1.5 million RMB. Through the joint endeavor of all staff, the company has become a medium enterprise, which has more than 20 million RMB and 1000 professional employees. We have sets of international advanced production equipments.

Our main products are different kinds of the clothes. As our products are in good quality and reasonable price, we enjoy a special advantageous position in clothing industry all over the world. Our products are exported to Japan, South Korea, Europe, South and North America etc. We have established steady and close trade relations with large quantities of foreigner and we have a higher reputation in this line in the world.

The business principle of the company is “Survival with quality”, “Development by trust”, and “All for customers”. The principle runs through the whole process of our production and operation. We will try our best to satisfy our customers.

Establishing Business Relations
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 8,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Sir or Madam,

On the recommendation of your Chamber of Commerce, we have learned your name and address of your firm. We are writing in the hope of establishing business relation with you.

We have been leading importers of ladies’ clothes for many years. At present, we are interested in extending our range and appreciate your catalogues and quotation. If your prices are competitive, we would like to place a trail order with you.

We are waiting for your favorable news.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited

Favorable reply
Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

October 10,

Wincy Sales Company limited
58 Lawton Street, New York, USA

Dear Miss Xie,
From the Chamber of Commerce, we have known your company is one of the leading distributors in garment industry. We are writing to you with a keen desire to enter into business connections with you.

We handle clothes manufacture, such as men’s and ladies’ T-shirt, sweater, blouse, and jean ect.. Our products are excellent in quality and reasonable in price.

To give you a general idea of our business line, we enclose a copy of our export list, showing the main items now in supply and we hope that you would contact us if there is any item you are interested in.

Your early reply will be highly appreciated.

Yours faithfully,

Kary Zhang
Kary Zhang
Marketing Manager
Guangzhou Miley Import & Export Corporation
Enquiry
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 12,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Miss Zhang,

Thanks for your letter dated October 10.

You know we trade in ladies’ clothes, so we are interested in your sweaters and blouses. Please send us an illustrated catalog and complete quotation of your ladies’ blouses and sweaters. We also want to know if you accept special orders of our own designs and patterns.

We would be very pleased if you send the catalog and quotation as soon as possible as we hope to add them to our autumn promotion. Thanks for your assistance and we are looking forward to your early response.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited

Offer
Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

October 14,

Wincy Sales Company limited
58 Lawton Street, New York, USA

Dear Miss Xie,

Thank you for your letter dated October 12 on the enquiry of ladies’ sweaters and blouses. We are pleased to offer the following quotation for our products. And we are sending you samples of our products which show you clearly the quality. We trust that when you see them you will agree that our products appeal to the buyers.

Items NO.
Description
Colors
Unit Price
（CIF New York）
325
Blouse
Red, Blue. Yellow, white
US $20.00
328
Blouse
Red, Blue. Yellow, white
US $20.00
330
Blouse
Red-pink, Blue-pink
US $25.00
425
Sweater
Black, white, red-pink
US $28.00
427
Sweater
Blue-pink, green-pink
US $30.00
429
Sweater
Red-pink, blue & green pink
US $35.00

Our products are famous for their new design, and I promise the products will be sold well in your market. Because our products are sold well in China.
We accept special orders if you meet the quantity requirement and allow a longer time to execute the order. Generally we require a minimum of 5000 units, but the number is open for discussion.

We are looking forward to receiving your immediate reply.

Yours faithfully,

Kary Zhang
Kary Zhang
Marketing Manager
Guangzhou Miley Import & Export Corporation

Counter-offer
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 16,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Miss Zhang,

Thank you for your letter of October 14.

Because of the keen competition in the market, we regret to inform you that we cannot accept your quotation, even though your products are of good quality. It would leave us with only a small profit.

We suggest that you reduce your price at least by 10%. On this basis, we can place a large order. We take pleasure in enclosing our order and the price of our counter offer.

We shall appreciate your favorable reply.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited
Encl. As stated
ORDER

Please supply the followed items:

Items NO.
Description
Colors
Quantity
(Pcs)
Unit Price
（CIF New York）
325
Blouse
Red
1000
US $18.00
328
Blouse
Blue
1000
US $18.00
330
Blouse
Red-pink
1000
US $22.50
425
Sweater
Black
1000
US $25.20
427
Sweater
Blue-pink
1000
US $27.00
429
Sweater
blue & green pink
1000
US $31.50

Counter-offer from the exporter
Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

October 18,

Wincy Sales Company limited
58 Lawton Street, New York, USA

Dear Miss Xie,

While we thanks for your letter of October 16, we are disappointed to hear that our price for our products is too high for you to work on. But we would like to invite your attention to the good quality of our products. We have to point out that our price is quite realistic.

Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way. The best we can do is to reduce our price by 5%.

We are looking forward to your favorable reply.

Yours faithfully,

Kary Zhang
Kary Zhang
Marketing Manager
Guangzhou Miley Import & Export Corporation

Counter-offer from the importer
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 20,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Miss Zhang,

Thank you for your counter-offer dated October 18.

The price for your sweaters and blouses are too high. We would like to place repeat orders with you if you could give us 6% discount. Otherwise, we have to shift to the other manufacturer for our similar request.

We hope you take our suggestion into serious consideration and give us your reply as soon as possible.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited

Conclusion the business
Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

October 22,

Wincy Sales Company limited
58 Lawton Street, New York, USA

Dear Miss Xie,

Thank you for your letter dated October 20.

In view of our future friendly business relations, we decide to accept your price. Could you please tell us about the requirement of packing?

We look forward to receiving your early reply, and assure you that your requirement will have our very best and prompt attention.

Yours faithfully,

Kary Zhang
Kary Zhang
Marketing Manager
Guangzhou Miley Import & Export Corporation

Packing
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 24,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Miss Zhang,

Thank you for your letter dated 22 October.

For this is the first transaction between us, we would like to make it clear in advance that all items are to be packed in 10 pieces to a box, 20 boxes to a carton. Please see to it that the cartons should be strong enough to protect the goods from any possible damage in transit. The shipping marks, which is indicated the consignee, the destination and the number of the cartons, should be stenciled on the outer packing,

If you think this is acceptable to you, please let us know as soon as possible. If you tell us know your terms of payment, we shall appreciate it.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited
Terms of payment
Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

October 26,

Wincy Sales Company limited
58 Lawton Street, New York, USA

Dear Miss Xie,

Thank you for your letter dated 24 October.

We accept your packing requirement.

As usual, we ask for payment by confirmed irrevocable and sight Letter of Credit. So it can ensure our benefit.

Look forward to your early reply.

Yours faithfully,

Kary Zhang
Kary Zhang
Marketing Manager
Guangzhou Miley Import & Export Corporation

Preparation of sales contract
Wincy Sales Company limited
58 Lawton Street, New York, USA

October 28,

Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

Dear Miss Zhang,

Thank you for your letter dated October 26.

In order to conclude the deal, I accept your requirement. We will inform our City Bank, Guangzhou Branch to open the issuance of an L/C in your favor. I hope that we have more cooperation in the future.

We suggest that we can prepare the sales contract and sign the contract as soon as possible as we have finally brought the transaction to a successful conclusion.

Look forward to your early reply.

Yours sincerely,

Cherry Xie
Cherry Xie
Sales Manager
Wincy Sales Company limited
SALES CONTRACT

Contract No: SGQ468001
Date: October 30,
Place: Guangzhou, China
The Seller: Guangzhou Miley Import & Export Corporation
46 Huanshi Road, Guangzhou, China

The Buyer: Wincy Sales Company limited
58 Lawton Street, New York, USA

This contract is made by and between the Sellers and the B