进出口交易磋商及签约.ppt

进出口模拟——交易磋商 本章要点 第1章 进出口交易磋商与签约 1. 1 外贸函电的结构和格式 1. 2 建立和发展客户关系 1. 3 进出口业务的成本核算与报价核算 1. 4 进出口交易磋商的程序 1. 5 进出口合同的签订 1. 1 外贸函电的结构和格式 1.1.1外贸函电的一般结构 信头( Letterhead) 日期( Date) 引证号码( Reference) 信内地址( Inside address) 称呼( Salutation) 事由( Subject line) 正文( Body) 结尾敬语( Complimentary close) 签名( Signature) 附件( Enclosure) 1.1.2外贸信函的格式 平头式 缩进式 混合式 信封格式1 信封格式2 1. 2 建立和发展客户关系 1.2.1寻找国外客户 1.2.2资信调查 1.2.3写建交信 Dear?Sirs， You?are?kindly?requested?to?provide?us?with?the?information?on?credit?and?business?operation?of?×××Import?Company. The?company?address?is?×××. Please?be?convinced?that?all?the?materials?you ?supply?to?us?will?be?kept?absolutely?secret, for?which?You?will?not?take?any?responsibilities.? Best?Regards.? Yours?truly? 建交信的内容 信息来源 言明去函目的 本公司情况 产品介绍 激励性结尾 1．信息来源。即如何取得对方的资料，像通过他人介绍、网上信息等。如： We learned from the Commercial Counselor’s Office in your country that you are interested in Chinese handicraft（手工艺品）. We have obtained your name and address from the Internet. 2．言明去函目的。像扩大交易地区、建立长期业务关系等。如： In order to expand our products into South America, we are writing to you to seek possibilities of cooperation. We are writing to you to establish long-term trade relations with you. 3．本公司情况。包括公司性质、业务范围、宗旨、公司经营优势等。如： We are a leading company with many years’ experience in machinery export business. We enjoy a good reputation internationally in the circle of textile. 4．产品介绍。分两种情况，一明确对方需求，此时宜选取某类特定产品，进行具体的推荐；二不明确对方需求，此时宜对企业产品整体情况（质量标准、价格、销路等）作笼统介绍（可能的情况下，附上商品目录、报价单或另寄样品供对方参考）。如： Art. No. 76 is our newly launched one with superb quality, fashionable design, and competitive price. To give you a general idea of our products, we are enclosing our catalogue for your reference. 5．激励性结尾。即希望对方给予回应或采取行动。如： Your comments on our products or any information on your market demand will be really appreciated. We are looking forward to your specific inquiries. 1. 3 进出口业务的成本核算与报价核算 1.3.1 加强成本核算 1.3.2 出口价格核算 1.3.3 价格换算 1.3.1 加强成本核算 出口总成本与出口成本价格 出口商品盈亏率 出口商品换汇成本 1、出口总成本与出口成本价