国际贸易单证模拟（英）.doc

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1、模拟实习说明一、买方和卖方（一）卖方中文名称：广东龙华贸易有限公司英文名称：GUANGDONG LONGHUA TRADING CO., LTD地 址：广州路152号（152, ZHENGLONG ROAD, GUANGZHOU, CHINA）业 务 员：李明传 真Fax：08355678电传Telex：08355 GDLEA CN（二）买方中文名称：芬兰ABC有限公司英文名称：ABC COMPANY LIMITED, FINLAND地 址：AKEDSANTERINK AUTO P. O. BOX9, FINLAND业 务 员：Smith先生传真Fax：833-675电传Telex：二、购销意

2、图广东龙华贸易有限公司主要从事家用电器的进出口业务。业务员李明主要经营灯具、灯饰的出口，其客户遍及欧美和中东地区。但李明在芬兰没有业务关系，李明有意开拓芬兰的市场。通过广州商品交易会，李明认识了芬兰ABC有限公司的Smith先生，从此建立了联系。Smith先生来函询问节能灯的价格，李明有意以此为突破口，通过节能灯与Smith先生建立全面的合作关系。芬兰ABC有限公司是芬兰家用电器经销商，拥有比较广泛的营销网络，Smith先生通过广州商品交易会了解到，广东龙华贸易有限公司的家用电器物美价廉，有意发展该公司家用电器在芬兰的业务。特别是“三角”牌节能灯，从款式、质量到价格，在芬兰都比较有竞争力，于是

3、Smith先生主动联系广东龙华贸易有限公司的李明先生。三、商品介绍货 名：“三角”牌节能灯（Triangle Brand 3U-Shape Electronic Energy Saving Lamp)规格及收购价（包含17%增值税）TR-3U-A 110V 5W E27/B22 RMB 12.00/只TR-3U-A 110V 7W E27/B22 RMB 15.00/只TR-3U-A 110V 22W E27/B22 RMB 22.00/只TR-3U-A 110V 26W E27/B22 RMB 25.00/只商品编码：85393190纸箱规格：50厘米50厘米28厘米净 重：每箱7.5千克毛

4、 重：每箱9千克包 装：每50只节能灯装1纸箱，每一个20英尺集装箱可装400纸箱。生产厂家：中山威威电器厂四、其他（一）运杂费（拖车费、报关费、码头费）拖车费、报关费、码头费合计表工厂所在地规格40英尺20英尺广州RMB 1800RMB 1550顺德RMB 2200RMB 1750中山RMB 3200RMB 2500佛山RMB 2800RMB 2000注：（1）以上费用为工厂所在地拖至广州黄埔港装运的费用； （2）以上规格的集装箱是指普通集装箱。（二）公司办公费用分摊：按外汇净收入中每一美元扣0.30人民币元计算（三）汇率：100美元=827.78829.88人民币元（四）保险费率：至芬兰平

5、安险0.25；水渍险0.30；一切险1.60（五）运价表：至芬兰20柜2688美元；40柜3850美元（注：该运价属CY价，不包括码头费及拖柜去仓库、工厂）（六）银行国际结算业务收费：银行国际结算业务收费费率表 单位：人民币元业务项目费率/费额最低最高备注一、跟单信用证1.通知/转递费2002.修改/预通知/注销费1003.议付费/验单费1.252004.保兑费2300每3个月收取一次，不足3个月按3个月计算，不另收通知费5.转让费信用证条款不变300信用证条款改变130010006.付款费1.5200付款信用证二、跟单托收1. 跟单托收手续费110020002.免付款交单手续费1003.退单

6、费100三、光票托收1.手续费12010002.退票费503.收益人退汇/转汇1501000按汇出汇款业务收费模拟实习一 函电往来一、 实习目的通过本环节实习，使学生掌握交易磋商中函电往来中各基本环节（如建立业务关系、询盘、发盘、还盘、接收等）的英语信函表达。学生能根据提供的资料，采用正确的信函格式拟出英文信函，利用电脑打印出来并通过互联网传送邮件。二、 实习要求（1）掌握撰写英文信函的格式、步骤和技巧等。（2）根据提供的资料译写信函，要求清楚、准确，并符合英语用法和外贸习惯。三、实习内容（一） 询盘芬兰ABC有限公司业务员Smith先生在2003年秋交会参观了广东龙华贸易有限公司的展品，对该

7、公司的家电产品很感兴趣，也与该公司的业务员李明取得联系，并索取了有关资料。回国后，经过市场调查，Smith先生于2003年11月2日向广东龙华贸易有限公司的业务员李明发去询盘。请你帮Smith先生将下面信函内容翻译成中文。译文：（二）发盘广东龙华贸易有限公司的业务员李明接芬兰ABC 有限公司Smith先生的询盘后，即于11月4日发盘并建议增加订货数量以便凑成一整集装箱货柜。请你帮李明将下面信函翻译成中文。译文：（三） 还盘Smith先生接到发盘后，认为价格太高，于11月8日致信李明先生，说明该公司的经营优势。请你帮Smith先生将下面信函翻译成中文。译文：（四）再还盘李明接对方还盘后，经与公司

8、研究决定同意降价，以便打开芬兰市场。李明于11月10日去信Smith先生。请你帮李明将下面信函翻译成中文。译文：（五）成交Smith先生接到对方的再还盘后，认为广东龙华贸易有限公司的最新报价可以接收，马上去函李明表示接受11月10日信中所列的交易条件，同时要求李明尽快寄送销售合同。请你帮Smith先生将下面信函内容翻译成中文。译文：模拟实习二 洽商谈判一、实习目的通过本环节实习，使学生了解商务谈判的一般原则，能拟定谈判计划，掌握商务谈判中报价还价阶段的策略，能灵活运用价格谈判中的让步技巧。能根据合同的主要条款如价格、数量、贸易术语等进行规范的外贸业务口语表达。二、实习要求（1）能拟定商务谈判计

9、划。（2）掌握商务谈判中报价还价阶段的策略。（3）能灵活运用价格谈判中的让步技巧。三、实习内容买方芬兰ABC 有限公司Smith先生直接来广州与广东龙华贸易有限公司的李明洽谈商品的价格、支付等问题，请你拟定谈判计划，两人一组，用中文进行谈判并做好谈判记录。（一）拟定谈判计划谈判计划谈判期限谈判地点谈判队伍谈判目标谈判策略谈判议程：（二）谈判记录谈判记录谈判时间谈判地点谈判人员谈判内容：模拟实习三 签订合同一、实习目的通过本环节实习，使学生了解国际货物买卖合同的主要内容，掌握拟订国际货物买卖合同条款时应注意的问题，能熟练应用有关的国际贸易惯例独立拟订合同的主要条款。二、实习要求（1）草拟国际货物

10、买卖合同的主要条款。（2）填制销售合同（或销售确认书）三、实习内容1.拟订售货合同李明于2003年11月15日收到Smith先生的接受信函并于当天拟订好合同。请你根据模拟实习以广东龙华贸易有限公司与芬兰ABC 有限公司函电往来的内容，替李明拟订合同条款并填制下面的空白合同。（合同签订日期：2003年11月15日；合同签订地点：广州；合同号码：98SGQ468001）售 货 合 同SALES CONTRACT卖方： Contract No:Sellers: Date: Signed at:地址： Telex:Address: Fax:Buyers: Telex:Address Fax: This

11、 Sales Contract is made by and between the sellers and the buyers, whereby the sellers agree to sell and the buyers agree to buy the under-mentioned goods according to the terms and conditions stipulated below:（1）货号、品名及规格Name of Commodity and specification（2）数量Quantity（3）单位Unit（4）单价Unit Price（5）金额Am

12、ount% more or less both in amount and quantity allowedTotal Amount（6）packing:_（7）Delivery From_ to_（8）Shipping Marks_（9）Time of Shipment: Within_days after receipt of L/C allowing transshipment and partial shipment.（10）Terms of Payment: By 100% Confirmed Irrevocable Letter of Credit in favor of the

13、Sellers to be available by sight draft to be opened and reach China before _and to remain valid for negotiation in China until the 15th days after the foresaid Time of Shipment. L/C must mention this contract number. L/C advised by BANK OF CHINA, GUANGZHOU BRANCH. TLX: 444U4KGZBC. CN. All banking ch

14、arges out of China (the mainland of China) are for account of the Drawee.（11）Insurance: To be effected by sellers for 110% of full invoice value covering _up to _ To be effected by the buyers.（12）Quality /Quantity Discrepancy and Claim:In case the quality and/or quantity weight are found by the Buye

15、rs to be not on conformity with the Contract after arrival of the goods at the port of destination, the Buyers may lodge claim with the Sellers supported by survey report issued by an inspection organization agreed upon by both parties, with the exception, however, of those claims for which the insu

16、rance company and or the shipping company are to be held responsible, claim for quality discrepancy should be filed by the Buyers within 30 days after arrival of the goods at the port of destination, while for quantity/weight discrepancy claim should be filed by the Buyers within 15 days after arriv

17、al of the goods at the port of destination. The Sellers shall, within 30 days after receipt of the notification of the claim, send rely to the Buyers.（13）Force Majeure:In case of Force Majeure, the Sellers shall not be held responsible for late delivery or non-delivery of the goods but shall notify

18、the Buyers by cable. The Sellers shall deliver to the Buyers by registered mail, if so requested by the Buyers, a certificate issued by the China Council for the Promotion of International Trade or/and competent authorities.（14）Arbitration:All disputes arising from the execution of or in connection

19、with this contract shall be settled amicably by negotiation. In case of settlement can be reached through negotiation the case shall then be submit China International Economic & Trade Arbitration Commission. In Shenzhen (or in Beijing) for arbitration in act with its sure of procedures. The arbitra

20、l award is final and binding upon both parties for setting the dispute. The fee, for arbitration shall be borne by losing party unless otherwise awarded.The Seller The Buyer _ _2.寄合同要求会签拟订好售货合同，李明当天（11月15日）通过特快专递寄交芬兰ABC 有限公司Smith先生会签，并通过电子邮件告知Smith先生，请替李明翻译如下信函并发送邮件。Smith先生：事由：第98SGQ468001号合同今寄上标题合同

21、正本一式两份，请会签后寄回一份，以便存档。 李明 敬上 2003年11月15日译文：3.会签后寄回合同Smith先生于2003年11月18日收到合同后会签寄回一份，并通过电子邮件告知李明。请你替Smith先生翻译信函，并发送邮件。李明先生：你方第98SGQ468001号合同收到你方关于节能灯的上述合同，谢谢。我们已会签，今寄回一份备存。我们将尽快开立信用证。 Smith 敬上 2003年11月18日译文：模拟实习四 催证、申请开证一、实习目的通过本环节实习，使学生了解卖方如何催开信用证和买方申请开证的具体手续，掌握买方申请开证时应注意的问题。二、实习要求（1）能独立草拟规范的催证文函；（2）能

22、根据合同的内容填制开证申请书；（3）掌握开证时开证申请人应注意的问题。三、实习内容1.催开信用证广东龙华贸易有限公司李明为了保证在2003年12月交货，于2003年11月22日向芬兰ABC有限公司Smith先生发出催证文函，请你替李明翻译下面的文函。Smith先生：我方已收到贵方寄回的合同No. 98SGQ468001，谢谢。请你方速开信用证，以便我方顺利执行该项订单。为了避免随后的修改，务请注意信用证的规定事项与合同条款完全一致。 此致 李明 敬上 2003年11月22日译文：2.填制“开证申请书”芬兰ABC有限公司于2003年11月24日向当地的METITA BANK LTD.,FINLA

23、ND申请开证，请你代Smith先生，按照前面双方拟定的合同，以电开证的方式，填写下面的开证申请书。IRREVOCABLE DOCUMENTARY CREDIT APPLICATIONTo: Date:Beneficiary(full name and address)L/C No.Ex-Card No.Contract No.Date and place of expiry of the creditPartial shipmentsallowednot allowedTransshipmentallowednot allowedIssue by airmailWith brief advic

24、e by teletransmission Issue by express deliveryIssue by teletransmission(which shall be the operative instrument)Loading on board dispatch/taking in charge at/fromnot later thanfor transportation toAmount(both in figures and words)Description of goods:Packing:Credit available withby sight paymentby

25、acceptanceby negotiationby deferred payment at against the documents detailed hereinand beneficiarys draft for % of the invoice value at onFOB C&F CIFor other termsDocuments required:(marked with )1. ( )Signed Commercial Invoice in copies indicating L/V No. and Contract No.2. ( )Full set of clean on

26、 board ocean Bills of Lading made out of order and blank endorsed, marked “freight to collect/ prepaid showing freight amount” notifying3. ( )Air Waybills showing “freight to collect/ prepaid indicating freight amount” and consigned to4. ( )Memorandum issued by5. ( )Insurance Policy/Certificate in c

27、opies for % of the invoice value showing claims payable in China in currency of the draft, blank endorsed, covering( Ocean Marine Transportation/ Air Transportation/ Over Land transportation) All risks, War risks.6. ( )Packing List/Weight Memo in copies issued by quantity/gross and net weight of eac

28、h package and packing conditions as called for by the L/C.7. ( )Certificate of Quantity/Weight in copies issued by an independent surveyor at the loading port, indicating the actual surveyed quantity/weight of shipped goods as well as the packing condition.8. ( )Certificate of Quantity in copies iss

29、ued by manufacture/ public recognized surveyor/ 9. ( )Beneficiarys certified copy of cable/telex dispatched to the accountees within hours after shipment advising name of vessel/ freight No. / wagon No., date, quantity, weight and value of shipment.10.( )Beneficiarys Certificate certifying that extr

30、a copies of the documents have been dispatched according to the contract terms.11.( )Shipping Cos Certificate attesting that the carrying vessel is chartered or booked by accountee or their shipping agents.12.( )Other documents, if any:Additional instruction:1. ( )All banking charges outside the ope

31、ning bank are for beneficiarys account.2. ( )Documents must be presented within days after the date of insurance of transport documents but within the validity of credit.3. ( )Third part as shipper is not acceptable. Short Form/Blank B/L is not acceptable.4. ( )Both quantity and amount % more or les

32、s allowed.5. ( )Prepaid freight drawn in excess of L/C amount is acceptable against presentation of original charges voucher issued by shipping Co./Air Line/or its agent.6. ( )All documents to be forwarded in one cover, unless otherwise stated above.7. ( )Other terms, if any:Account No.: with_ (name

33、 of bank)Transacted by: (Applicant: name, signature of authorized person)Telephone No.: (with seal)3.开立信用证开证行METITA BANK LTD.,FINLAND根据芬兰ABC有限公司的申请开立如下信用证，有中国银行广州分行于2003年11月25日通知广东龙华贸易有限公司。GUANGZHOU INT1. FINANCIAL 中国银行广东省分行 ORIGINALBUILDING. BANK OF CHINA197 Dongfeng Xi Lu, GUANGDONG BRANCHGuangzho

34、u, GUANGZHOU CHINAP. R. China 信 用 证 通 知 书 通知日：NOV.25, 2003 我行号码：DN4008276T02致：省龙华贸易有限公司GUANGDONG LONGHUA TRADINGCO., LDT 转递行：开证行：METITA BANK LTD., FINLAND信用证号：LRT9802457 金 额：USD54000.00开证日期：031125 来证方式：Full SWIFT/Telex本证页数（不包面函）：我行费用负担：Beneficiary Account 我行是否加保：Unnecessary敬启者：兹通知贵司，我行收自上述银行的信用证一份，现

35、随附通知，并请注意下列打“”条文：（ ）该行首次来证，请慎重处理。（ ）此证如需加保，请与我行联系。（ ）此证尚未生效，请切勿出货。（ ）此证印押未符，请切勿出货。注意事项：1.贵司交单时，请将信用证及通知书一并提示；2.我行保兑信用证，限向我行交单议付，否则保兑无效；3.非我行保兑信用证，不构成我行任何责任；4.费用由受益人负担时，对我行客户，我行会主动借记其账，收取我行费用；5.请注意我行对信用证中有关条款的提示。贵司负担费用：通知费：CNY200.00保兑费：CNY预先通知费：CNY电报费：CNY备注：中国银行广东省分行 下列项目仅供我行使用：FOR BANK OF CHINA GUAN

36、GDONG BRANCH ADV-CHG: USD CONFIRM: USD PRE-ADV: USD RLS-CHG: USDIssue of a Documentary Credit2003NOV25 Logical terminal GDPFMTS700 Page 00001User Header Service Code 103: Bank Priority 113: Msg User Ref 108: Info. From CI 115:Sequence of Total271/1Form of Doc. Credit40A IRREVOCABLELetter of Credit N

37、umber20 LRT9802457Date of Issue31C 031125Date and Place of Expiry31D 04011OApplicant50ABC CORP.AKEKSANTERINK AUTOP. O. BOX 9, FINLANDBeneficiary59 GUANGDONG LONGHUA ELECTRICAL APPLIANCECO. LTD152, ZHENGLONG ROAD GUANGZHOU, CHINACurrency Code, Amount32B CURRENCY USD AMOUNT 54000.00Available with.by.4

38、1D ANY BANK BY NEGOTIATIONDrafts at.42C SIGHTDrawee42D METITA BANK LTD., FINLANDPartial Shipments43P NOT ALLOWEDTransshipment43T ALLOWEDLoading in Charge 44A GUANGZHOUFor transport to 44B HELSINLIShipment Period 44C LATEST DEC 28, 2003Description of Goods 45ATRIANGLES BRAND 3U-SHAPE ELECTRONIC ENERGY SAVING LAMP,TR-3U-A 110V 5W E27/B22 5000PCS USD 2.50/PCTR-3U-A 110V 7W E27/B22 5000PCS USD 3.00/PCTR-3U-A 110V 22W E27/B22 5000PCS USD 3.80/PCTR-3U-A 110V 26W E27/B22 5000PCS USD 4.20/PC CIF HELSINKI AS PER S/C 98SGQ468001 DD 15, 11