外贸谈判业务流程设计与合同制作(英文版)

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1、n更多企业学院： 中小企业管理理全能版183套讲座+897000份资料总经理、高层层管理49套讲座+116388份份资料中层管理学院院46套讲座+66020份资料国学智慧、易易经46套讲座人力资源学院院56套讲座+227123份份资料各阶段员工培培训学院77套讲座+ 324份资料员工管理企业业学院67套讲座+ 8720份份资料工厂生产管理理学院52套讲座+ 139200份资料财务管理学院院53套讲座+ 179455份资料销售经理学院院56套讲座+ 143500份资料销售人员培训训学院72套讲座+ 4879份份资料 编号：GITT-QI-BB2-39课题名称外贸谈判业务流流程设计及合合同制作课题

2、来源我国入世后，贸贸易量逐渐加加大，外贸业业务操作显得得尤为重要课题类型DY指导教师 学生姓名学 号专 业商务英语开题报告内容：我们小组共共同完成了整整个业务流程程。从中我们了解到到整个外贸交交易流程（建建立业务关系系询盘报盘还盘达成交易） ，我们是以以书信的方式式完成这一过过程的，根据据这些书信，我我们制作了相相关的单证，如如：信用证、装装箱单、海运运提单等等。虽然我们没有真真正的实战经经验，但是从从这次的实操操中，我们基基本熟悉外贸贸交易流程和和单据的制作作。我们是通过初稿稿、中稿和终终稿三次稿件件的制作和修修改来完成这这一毕业设计计。希望今次次的毕业设计计能为我们带带来一个完美美的句点。

3、方法及预期目的的：研究方法：课本本知识与实践践调查相结合合；分组讨论论、责任到人人；在指导老老师彭月慧的的集体辅导、个个别指导下，完完成毕业设计计任务。预期目的：通过过书信的写作作，外贸合同同的设计，以以开展进出口口业务的方式式，熟练掌握握外贸业务流流程，熟悉外外贸业务操作作。 指导教师签签名： 日期：课题类型：（11）A工程设计计；B技术开发发；C软件工程程；D理论研究究； （2）X真实课题题；Y模拟课题题；Z虚拟课题题 （1）、（2）均要填，如如AY、BX等。 AbstracctIn thiss tradde thee impoorter wantss to eextendd his ra

4、ngee. From tthe Chhamberr of CCommerrce, tthey hhave gaineed somme infformattion oof thee expoorters andd theyy are interrestedd in tthe exxporteers prooduct, suchh as lladiess sweaaters and bblousees. So theey esttablissh bussinesss relaationss withh the exporrter. As reqquestiing, tthe exxporteer

5、sennds ann illuustratted caatalogg and a lisst of the pprice. Accordding tto thee negootiatiion, tthey ddetermmine tthe tyypes oof prooductss, thee pricce andd the termss of ppaymennt andd so oon. Finallly, thhey prrepareed thee salees conntractt. They hhave mmade ssome ddocumeents, such as thhe L/C

6、C, B/LL and Commeerciall Invooice eetc. So thhey cooncludde a succcessfful deeal. Key worrds: bbusineess reelatioons, oorder, pricce, paackingg, terrm of paymeentContenttsImporteers IIntrodductioon 1Exporteers IIntrodductioon 2Establiishingg the Businness RRelatiionshiip .3Favorabble reeply .4Enquir

7、yy .5Offer .6Counterr-offeer8Counterr-offeer fromm the exporrter.110Counterr-offeer fromm the imporrter.111Conclussion oof Bussinesss .12Packingg .13Term off Paymment .14Preparaation for SSales Contrract .15Sales CContraact .16Letter of Crredit .18Commerccial Invoiice.221Packingg Listt .22Bill off L

8、adiing.23Referennce .244Importeers iintrodductioonThe Briief Inntroduuctionn to Wincy SSales Compaany LiimiteddWincy SSales Compaany Liimitedd is aa largge scaale gaarmentt enteerprisse, whhich wwas fooundedd in 11977. It coovers an arrea off fiftteen tthousaand sqquare meterrs andd regiistereed cap

9、pital of twwo milllion USD. Over 330 yeaars haas wittnesseed thaat Winncy haas beccome aan entterpriise wiith annnual saless overr threee billlion from a smaall sttore oof laddies cclothees. Now, WWincy is weell knnown ffrom hhome aand abbroad. Winccys gloobal ssales officces arre loccated in USSA,

10、Germmany, Milann, Russsia, RRoom aand Inndia. Wincy has aa largge salles maarket all oover tthe woorld. Wincy hhas unndergoone a periood of substtantiaal proogresss, as one oof thee fasttest-ggrowinng majjor immporteers, iit raccked uup a ccompouund annnual growtth ratte of 30 peercentt in tthe paas

11、t deecade. Today, Winccy hass moree thann threee thoousandd proffessioonal ssales and ccreateed theeir owwn braanch.The bussinesss prinnciplee of WWincy is “iintegrrity tto winn custtomerss, quaality to casst braand”. The deeveloppment goal is “EExpandingg the markeet by qualiity”, “Creatting tthe b

12、eenefitt by mmanageement” and “buildding tthe immage bby serrvice”.Exporteers iintrodductioon The Briief Inntroduuctionn to Guaangzhoou Milley Immport & Expport CCorporrationnGuangzhhou Miiley IImportt & Exxport Corpooratioon, whhich iintegrrates desiggning, manuufactuuring and ttrade, was estabblis

13、heed in Novemmber, 1988. It ccoverss an aarea oof fivve thoousandd squaare meeters and rregisttered capittal off 1.5 milliion RMMB. Througgh thee joinnt enddeavorr of aall sttaff, the ccompanny hass becoome a mediuum entterpriise, wwhich has mmore tthan 220 milllion RMB aand 10000 profeessionnal emm

14、ployeees. We haave 20000 seets off inteernatiional advannced pproducction equippmentss.Our maiin prooductss are diffeerent kindss of tthe cllothess. As ourr prodducts are iin goood quaality and rreasonnable pricee, we enjjoy a speciial addvantaageouss posiition in cllothinng inddustryy all over the

15、wworld. Our prroductts aree expoorted to Jaapan, Southh Koreea, Euroope, SSouth and NNorth Ameriica ettc. Wee havee estaablishhed stteady and cclose tradee relaationss withh largge quaantitiies off foreeignerr and we haave a higheer repputatiion inn thiss linee in tthe woorld.The bussinesss prinncip

16、lee of tthe coompanyy is “Surviival wwith qqualitty”, “Devellopmennt by trustt”, andd “All ffor cuustomeers”. The priinciplle runns thrrough the wwhole proceess off our produuctionn and operaation. We willl tryy our best to saatisfyy our custoomers. Establiishingg Busiiness RelattionsWincy SSales Co

17、mpaany liimitedd58 Lawtton Sttreet, New York, USAOctoberr 8, 22010 Guangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Siir or Madamm,On the recommmendaation of yoour Chhamberr of CCommerrce, wwe havve leaarned your name and aaddresss of your firm. We aare wrr

18、itingg in tthe hoope off estaablishhing bbusineess reelatioon witth youu.We havee beenn leadding iimportters oof laddies clothhes foor manny yeaars. AAt preesent, we aare innteressted iin exttendinng ourr rangge andd apprreciatte youur cattaloguues annd quootatioon. Iff yourr pricces arre commpetitt

19、ive, we woould llike tto plaace a traill ordeer witth youu.We are waitiing foor youur favvorablle newws.Yours ssincerrely,Cherry Xie Cherry XieSales MManageerWincy SSales Compaany liimiteddFavorabble reeplyGuangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaOctober

20、r 10, 2010Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USADear Miiss Xiie,From thhe Chaamber of Coommercce, wee havee knowwn youur commpany is onne of the lleadinng disstribuutors in gaarmentt induustry. We aare wrritingg to yyou wiith a keen desirre to enterr intoo busiiness conneec

21、tionns witth youu.We handdle cllothess manuufactuure, ssuch aas menns annd laddies T-shiirt, ssweateer, bllouse, and jean ect. Our produucts aare exxcelleent inn quallity aand reeasonaable iin priice.To givee you a genneral idea of ouur bussinesss linee, we encloose a copy of ouur expport llist, sho

22、wiing thhe maiin iteems noow in supplly andd we hhope tthat yyou woould ccontacct us if thhere iis anyy itemm you are iintereested in.Your eaarly rreply will be hiighly appreeciateed.Yours ffaithffully,Kary Zhhang Kary ZhhangMarketiing MaanagerrGuangzhhou Miiley IImportt & Exxport CorpooratioonEnqui

23、ryy Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USAOctoberr 12, 2010Guangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Miiss Zhhang,Thanks for yyour lletterr dateed Octtober 10.You knoow we tradee in lladiess cloothes, so wwe aree inteerestee

24、d in your sweatters aand bllousess. Pleease ssend uus an illusstrateed cattalog and ccompleete quuotatiion off yourr ladiies bblousees andd sweaaters. We aalso wwant tto knoow if you aacceptt speccial oorderss of oour owwn dessigns and ppatterrns.We woulld be veery plleasedd if yyou seend thhe catta

25、log and qquotattion aas sooon as possiible aas we hope to addd theem to our aautumnn prommotionn. Thaanks ffor yoour asssistaance aand wee are llookinng forrward to yoour eaarly rresponnse.Yours ssincerrely,Cherry Xie Cherry XieSales MManageerWincy SSales Compaany liimiteddOffer Guangzhhou Miiley II

26、mportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaOctoberr 14, 2010Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USADear Miiss Xiie,Thank yyou foor youur lettter ddated Octobber 122 on tthe ennquiryy of lladiess sweeaterss and blousses. WWe aree pleaased tto offfer th

27、he folllowinng quootatioon forr our produucts. And wwe aree sendding yyou saampless of oour prroductts whiich shhow yoou cleearly the qqualitty. Wee trusst thaat wheen youu see them you wwill aagree that our pproduccts apppeal to thhe buyyers.Items NNO.Descripption Colors Unit Prrice（CIF Neew Yorrk）

28、325Blouse Red, Bllue. YYelloww, whiiteUS $20.00328Blouse Red, Bllue. YYelloww, whiiteUS $20.00330Blouse Red-pinnk, Bluue-pinnkUS $25.00425Sweaterr Black, whitee, redd-pinkkUS $28.00427Sweaterr Blue-piink, greeen-piinkUS $30.00429Sweaterr Red-pinnk, bllue & greenn pinkkUS $35.00Our prooductss are fam

29、ouus forr theiir neww desiign, aand I prommise tthe prroductts willl be sold well in yoour maarket. Becaause oour prroductts aree soldd welll in CChina.We acceept sppeciall ordeers iff you meet the qquantiity reequireement and aallow a lonnger ttime tto exeecute the oorder. Geneerallyy we rrequirre

30、a mminimuum of 5000 unitss, butt the numbeer is open for ddiscusssion.We are lookiing foorwardd to rreceivving yyour iimmediiate rreply.Yours ffaithffully,Kary Zhhang Kary ZhhangMarketiing MaanagerrGuangzhhou Miiley IImportt & Exxport CorpooratioonCounterr-offeerWincy SSales Compaany liimitedd58 Law

31、tton Sttreet, New York, USAOctoberr 16, 2010Guangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Miiss Zhhang,Thank yyou foor youur lettter oof Octtober 14.Becausee of tthe keeen coompetiition in thhe marrket, we reegret to innform you tthat wwe cannnot aaccept

32、t yourr quottationn, eveen thoough yyour pproduccts arre of good qualiity. It wouuld leeave uus witth onlly a ssmall profiit. We sugggest tthat yyou reeduce your pricee at lleast by 100%. On tthis bbasis, we ccan pllace aa largge ordder. WWe takke pleeasuree in eenclossing oour orrder aand thhe prii

33、ce off our countter offfer.We shalll apppreciaate yoour faavorabble reeply.Yours ssincerrely,Cherry Xie Cherry XieSales MManageerWincy SSales Compaany liimiteddEncl. AAs staatedORDERPlease supplly thee folllowed itemss:Items NNO.Descripption Colors Quantitty(Pcs)Unit Prrice （CIF Neew Yorrk）325Blouse

34、 Red1000US $18.00328Blouse Blue1000US $18.00330Blouse Red-pinnk1000US $22.50425Sweaterr Black1000US $25.20427Sweaterr Blue-piink1000US $27.00429Sweaterr blue & greenn pinkk1000US $31.50Counterr-offeer froom thee expoorterGuangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou

35、, ChinnaOctoberr 18, 2010Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USADear Miiss Xiie,While wwe thaanks ffor yoour leetter of Occtoberr 16, we arre dissappoiinted to heear thhat ouur priice foor ourr prodducts is tooo higgh forr you to woork onn. But wee woulld likke to invitte yo

36、uur atttentioon to the ggood qqualitty of our pproduccts. WWe havve to pointt out that our pprice is quuite rrealisstic.Althouggh we are kkeen tto do businness wwith yyou, wwe reggret tthat wwe cannnot aacceptt yourr counnter-ooffer or evven meeet yoou hallf wayy. The beest wee can do iss to rreduce

37、e our pricee by 55%.We are lookiing foorwardd to yyour ffavoraable rreply.Yours ffaithffully,Kary Zhhang Kary ZhhangMarketiing MaanagerrGuangzhhou Miiley IImportt & Exxport CorpooratioonCounterr-offeer froom thee impoorterWincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USAOctoberr 20, 2

38、010Guangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Miiss Zhhang,Thank yyou foor youur couunter-offerr dateed Octtober 18.The priice foor youur sweeaterss and blousses arre tooo highh. We wouuld liike too placce reppeat oorderss withh you if yoou couuld gii

39、ve uss 6% ddiscouunt. OOtherwwise, we haave too shifft to the oother manuffacturrer foor ourr simiilar rrequesst.We hopee you take our ssuggesstion into serioous coonsideeratioon andd givee us yyour rreply as sooon ass posssible.Yours ssincerrely,Cherry Xie Cherry XieSales MManageerWincy SSales Comp

40、aany liimiteddConclussion tthe buusinesssGuangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaOctoberr 22, 2010Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USADear Miiss Xiie,Thank yyou foor youur lettter ddated Octobber 200.In vieww of oour fuuture

41、frienndly bbusineess reelatioons, wwe deccide tto acccept yyour pprice. Could you ppleasee telll us aabout the rrequirrementt of ppackinng?We lookk forwward tto recceivinng youur earrly reeply, and aassuree you that your requiiremennt willl havve ourr veryy bestt and promppt atteentionn.Yours ffaith

42、ffully,Kary Zhhang Kary ZhhangMarketiing MaanagerrGuangzhhou Miiley IImportt & Exxport CorpooratioonPackingg Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USAOctoberr 24, 2010Guangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Miiss Zhhang,Thank

43、 yyou foor youur lettter ddated 22 Occtoberr.For thiis is the ffirst transsactioon bettween us, wwe wouuld liike too makee it cclear in addvancee thatt all itemss are to bee packked inn 10 ppiecess to aa box, 20 bboxes to a cartoon. Pleasee see to itt thatt the cartoons shhould be sttrong enouggh to

44、 proteect thhe gooods frrom anny posssiblee damaage inn trannsit. The shhippinng marrks, wwhich is inndicatted thhe connsigneee, thhe desstinattion aand thhe nummber oof thee carttons, shoulld be stencciled on thhe outter paackingg, If you thinkk thiss is aaccepttable to yoou, pllease let uus knoow

45、as soon as poossiblle. If youu telll us kknow yyour tterms of paaymentt, we shalll apprreciatte it.Yours ssincerrely,Cherry Xie Cherry XieSales MManageerWincy SSales Compaany liimiteddTerms oof payymentGuangzhhou Miiley IImportt & Exxport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaOctoberr 26

46、, 2010Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USADear Miiss Xiie,Thank yyou foor youur lettter ddated 24 Occtoberr.We acceept yoour paackingg requuiremeent.As usuaal, wee ask for ppaymennt by confiirmed irrevvocablle andd sighht Lettter oof Creedit. So itt can ensurre ourr benee

47、fit.Look foorwardd to yyour eearly replyy.Yours ffaithffully,Kary Zhhang Kary ZhhangMarketiing MaanagerrGuangzhhou Miiley IImportt & Exxport CorpooratioonPreparaation of salles coontracct Wincy SSales Compaany liimitedd58 Lawtton Sttreet, New York, USAOctoberr 28, 2010Guangzhhou Miiley IImportt & Ex

48、xport Corpooratioon46 Huannshi RRoad, Guanggzhou, ChinnaDear Miiss Zhhang,Thank yyou foor youur lettter ddated Octobber 266.In ordeer to concllude tthe deeal, II acceept yoour reequireement. We willl infoorm our Ciity Baank, GGuangzzhou BBranchh to oppen thhe isssuancee of aan L/CC in yyour ffavor.

49、I hopee thatt we hhave mmore ccooperrationn in tthe fuuture.We sugggest tthat wwe cann preppare tthe saales ccontraact annd siggn thee conttract as sooon ass posssible as wee havee finaally bbroughht thee trannsactiion too a suuccesssful cconcluusion.Look foorwardd to yyour eearly replyy.Yours ssinc

50、errely,Cherry Xie Cherry XieSales MManageerWincy SSales Compaany liimiteddSALES CCONTRAACT Contracct No: SGQ44680011Date: OOctobeer 30, 20100Place: Guanggzhou, ChinnaThe Selller: Guanggzhou Mileyy Impoort & Exporrt Corrporattion46 Huannshi RRoad, Guanggzhou, ChinnaThe Buyyer: WWincy Saless Comppany

51、llimiteed 58 Lawtton Sttreet, New York, USAThis coontracct is made by annd bettween the SSellerrs andd the Buyerrs; Whherebyy the Selleers aggree tto selll andd the Buyerrs agrree too buy the uundermmentiooned ggoods accorrding to thhe terrms annd connditioons sttipulaated bbelow and ooverleeaf:Item

52、s NNO.Descripption Colors Quantitty(pcs)Unit Prrice(p/c)Amount325Blouse Red1000USD18.000USD188000328Blouse Blue1000USD18.000USD188000330Blouse Red-pinnk1000USD22.550USD235000425Sweaterr Black1000USD25.220USD263000427Sweaterr Blue-piink1000USD27.000USD282000429Sweaterr Blue & greenn pinkk1000USD31.55

53、0USD329000(1) Paccking: 10 ppiecess to aa box, 20 bboxes to a cartoon(2) Porrt of Loadiing: Huanngpu Guuangzhhou Chhina(3) Porrt of Destiinatioon: New YYork USA(4) Shiippingg Markks: KARY ZHANGG NEW YYORK NO.130(5) Parrtial shipmment aand trransshhipmennt（分批装装运和转船）: Not Allowed(6) Terrms off Paymmen

54、t: Confiirmed, Irreevocabble annd Sigght Leetter (7) Inssurancce:Cover aall riisks aand waar riskss onlyy as pper thhe Claauses of thhe Peoopless Insuurancee Comppany oof Chiina foor 1100% of the iinvoicce vallue.To be eeffectted byy the Buyerr.(8) Thee Buyeer shaall esstabliish thhe covveringg Lett

55、ter off Creddit beefore Novemmber 110，2010; failiing whhich, the SSellerr reseerves the rright to reescindd thiss Salees Conntractt withhout ffurtheer nottice, or too acceept whhole oor anyy partt of tthis SSales Contrract, non-ffulfillled bby thee Buyeer, off to llodge claimm for direcct lossses ss

56、ustaiined, if anny(9) Doccumentts: Thhe Selllers shalll pressent tto thee negootiatiing baank, CClean On Booard BBill oof Ladding, Invoiice, TTransfferablle Inssurancce pollicy oor Inssurancce Cerrtificcate wwhen tthis ccontraact iss madee on CCIF baasis.(10) Quualityy/Quanntity Discrrepanccy; Inn c

57、asee of qqualitty disscrepaancy, claimm shouuld bee fileed by the BBuyer withiin 30 days afterr the arrivval off the goodss at pport oof desstinattion; whilee for quanttity ddiscreepancyy, claaim shhould be fiiled bby thee Buyeer witthin 115 dayys aftter thhe arrrival of thhe gooods att portt of ddestinnationn. It is unndersttood tthat tthe Seeller shalll not be liiable for aany diiscreppancy of thhe gooods shhippedd due to caauses for wwhich the IInsuraance CCompanny, Shhippinng Commpany, otheer traansporrtatioon orgganizaatio