外貿(mào)出口流程畢業(yè)設(shè)計

1、<p>　　蚈芅莄蚅螁肈莀蚄羃莃芆蚃肅膆薅螞螅罿蒁蟻袇膄莇蟻罿羇芃螀蠆膃腿蝿螁羅蕆螈羄膁蒃螇肆肄荿螆螆艿芅螅袈肂薄螅羀羋蒀螄肅肀莆袃螂芆節(jié)葿裊聿膈蒈肇芄薆蒈螇膇蒂蕆衿莂莈蒆羈膅芄蒅肅羈薃蒄螃膄葿薃裊羆蒞薂羈膂芁薂蚇羅芇薁袀芀薆薀羂肅蒂蕿肄羋莈薈螄肁芄薇袆芇膀蚆罿聿蒈蚆蚈芅莄蚅螁肈莀蚄羃莃芆蚃肅膆薅螞螅罿蒁蟻袇膄莇蟻罿羇芃螀蠆膃腿蝿螁羅蕆螈羄膁蒃螇肆肄荿螆螆艿芅螅袈肂薄螅羀羋蒀螄肅肀莆袃螂芆節(jié)葿裊聿膈蒈肇芄薆蒈螇膇蒂蕆衿莂莈蒆羈

2、膅芄蒅肅羈薃蒄螃膄葿薃裊羆蒞薂羈膂芁薂蚇羅芇薁袀芀薆薀羂肅蒂蕿肄羋莈薈螄肁芄薇袆芇膀蚆罿聿蒈蚆蚈芅莄蚅螁肈莀蚄羃莃芆蚃肅膆薅螞螅罿蒁蟻袇膄莇蟻罿羇芃螀蠆膃腿蝿螁羅蕆螈羄膁蒃螇肆肄荿螆螆艿芅螅袈肂薄螅羀羋蒀螄肅肀莆袃螂芆節(jié)葿裊聿膈蒈肇芄薆蒈螇膇蒂蕆衿莂莈蒆羈膅芄蒅肅羈薃蒄螃膄葿薃裊羆蒞薂羈膂芁薂蚇羅芇薁袀芀薆薀羂肅蒂蕿肄羋莈薈螄肁芄薇袆芇膀蚆罿聿蒈蚆蚈芅莄蚅螁肈莀蚄羃莃芆蚃肅膆薅螞螅罿蒁蟻袇膄莇蟻罿羇芃螀蠆膃腿蝿螁羅蕆螈羄膁蒃螇肆肄荿螆螆

3、艿芅螅袈肂薄螅羀羋蒀螄肅肀莆袃螂芆節(jié)葿裊聿膈蒈肇芄薆蒈螇膇蒂蕆衿莂莈蒆羈膅芄蒅肅羈薃蒄螃膄葿薃裊羆蒞薂羈膂芁薂蚇羅芇薁袀芀薆薀羂肅蒂蕿肄羋莈薈</p><p>　　梅花傘業(yè)有限公司出口貿(mào)易流程</p><p>　　The Export Trade Flow of SUSINO Umbrella Co., Ltd.</p><p><b>　　Abstrac

4、t：</b></p><p>　　This paper briefly analyzes the process of export trade, from establishing business relationship，make an enquiry, making an offer, making a counter-offer to signing a contract. That i

5、s to say from how to find a potential customer to how to negotiate with our customer. </p><p>　　Key words: imports and exports；trade</p><p><b>　　Contents</b></p><p>　　1.

6、 Company Profile………………………………………………………1</p><p>　　2. Establishment of Business Relations……………………………….....2</p><p>　　3. The First Inquiry………………………………………………………3</p><p>　　4. Export Quota

7、tion……………………….. ……………………………4</p><p>　　5. Making an Offer………………………………………………………5</p><p>　　6. Counter-offer………………………………………………………….6</p><p>　　7. Counteroffer Accounting…………………………………….….

8、.........7</p><p>　　8. Recounter Offer……………………………………………………….8</p><p>　　9. Acceptance……………………………………………………….…....9</p><p>　　10. Contract Accounting…….......………………………………………11</p>

9、<p>　　11. Sells Signed Letter…………………………………………………..12</p><p>　　12. Sales Contract……………………………………………………….13</p><p><b>　　Reference</b></p><p>　　1. Company Profile<

10、/p><p>　　SUSINO Umbrella Co., Ltd (formerly Jinjiang Hengshun Umbrella Co., Ltd) was founded on September 22nd 1995. In December 2005 Jinjiang Hengshun Umbrella Co., Ltd was renamed SUSINO UMBRELLA CO., LTD, as

11、 a joint-stock company. SUSINO produces over 20 million umbrellas annually with a production value of up to $23 million. SUSINO umbrellas are exported to more than 128 countries and territories including the United State

12、s, the United Kingdom, Japan, Russia, Dubai, Brazil and so on.     In Decembe</p><p>　　In the last decade, SUSINO has developed from a small OEM manufacturer into a leading manufac

13、turer and exporter of umbrellas in the world. As a life cycle enterprise, SUSINO specializes in the design, manufacturing and sales of various types of umbrella.</p><p>　　2. Establishment of Business Relatio

14、ns</p><p>　　March 25, 2011</p><p>　　Christos Co., Ltd</p><p>　　17/155 - 17/157 Moo 11 Sukhapibal 1 Rd.,</p><p>　　Ladprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-94

15、21484</p><p>　　Dear Sir or Madam,</p><p>　　We have learned your company and that you are a prospective buyer of umbrellas from the Internet. As we are one of the leading exporter of this item,

16、which have enjoyed great popularity in world market. We shall be pleased to enter into business relationship with you in this area.</p><p>　　Our company was founded in 1995. As a joint-stock company, SUSINO

17、produces over 20 million umbrellas annually with a production value of up to $23 million. SUSINO umbrellas are exported to more than 128 countries and territories including the United States, the United Kingdom, Japan, R

18、ussia, Brazil and so on. Our company produces a series of fashionable umbrellas with various specifications, such as straight umbrellas, two folding umbrellas, triple folding umbrellas and automatic opening &clo

19、sin</p><p>　　If you are willing to set up business relationship with us, you can contact us through Tel:086- 0595-85589898 or Fax:086-0595-85581002. And you’re welcome to visit our website: http://www.susino

20、.com We’re expecting your early response.</p><p>　　Yours faithfully</p><p>　　SUSINO Umbrella Co., Ltd</p><p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN,

21、CHINA </p><p>　　TEL:0086-592-3104777FAX: 0086-592-3104999Liddell</p><p>　　3. The First Inquiry</p><p>　　March 27, 2011</p><p>　　SUSINO Umbrella Co., Ltd</p>&l

22、t;p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p><p>　　TEL:0086-592-3104777FAX: 0086-592-3104999</p><p>　　Dear Mr. Lin,</p><p>　　We are gla

23、d to learn from your letter of March 25, as an exporter of umbrellas, you intend to establish direct business relationship with us which happens to be our desire.</p><p>　　We are the leader of gift and premi

24、um in Thailand. Today we are looking for the umbrella as 100, 000 pcs.  We want to know the price of your folding umbrellas number 5006 and number 7319. If your price is workable, we intend to buy 5000 pcs of

25、NO.5006 and 5000 pcs of NO.7319. </p><p>　　Please contact me as soon as possible!</p><p>　　Yours faithfully</p><p>　　Christos Co., Ltd</p><p>　　17/155 - 17/157 Moo 11 S

26、ukhapibal 1 Rd.,</p><p>　　Ladprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-9421484Nichkhun</p><p>　　4．Export Quotation</p><p>　　FOB：成本+國內(nèi)費(fèi)用+預(yù)期利潤</p><p>　　實(shí)際成本=進(jìn)貨成本

27、-退稅金額(退稅金額=進(jìn)貨成本/(1+增值稅率)X 退稅率)</p><p>　　國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　核算利潤(利潤=報價X10%)</p><p>　　匯率按人民幣對美元的匯率為6.561：1計算（2011/3/28日匯價）</p><p><b>　　

28、進(jìn)貨成本</b></p><p><b>　　1貨號：5006</b></p><p>　　2退稅收入=采購成本/（1+增值稅率）*出口退稅率=4.57/（1+17%）*15%=0.586美元/把</p><p>　　實(shí)際成本=采購成本-退稅收入=4.57-0.586=3.984元/把</p><p>　　3

29、國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　=6000+(12000+350+150+900+1500)X0.5</p><p>　　=6000+ 7450=13450=$2050 </p><p>　　每把費(fèi)用=2050/5000=$0.41</p><p>　　4.每把利潤=進(jìn)貨成本*10%=4

30、.57*10%=$0.457</p><p>　　FOB=實(shí)際成本+費(fèi)用+利潤=3.984+0.41+0.457=4.851</p><p><b>　　1貨號：7319</b></p><p>　　2退稅收入=采購成本/（1+增值稅率）*出口退稅率=8.38/（1+17%）*15%=1.074美元/把</p><p>

31、　　實(shí)際成本=采購成本-退稅收入=8.38-1.074=7.306美元/把</p><p>　　3國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　=6000+(12000+350+150+900+1500)X0.5</p><p>　　=6000+ 7450=13450=$2050 </p><p>　

32、　每把費(fèi)用=2050/5000=$0.41</p><p>　　4.每把利潤=進(jìn)貨成本*10%=8.38*10%=$0.838</p><p>　　FOB=實(shí)際成本+費(fèi)用+利潤=7.306+0.41+0.838=8.554</p><p><b>　　FOB價</b></p><p>　　凈利潤=67025-4100-5

33、6448.72=$6476.28</p><p>　　5. Making an Offer</p><p>　　March 28,2011</p><p>　　Christos Co., Ltd</p><p>　　17/155 - 17/157 Moo 11 Sukhapibal 1 Rd.,</p><p>　　L

34、adprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-9421484</p><p>　　Dear Nichkhun ,</p><p>　　Thank you for you letter dated Mar 27, in which you express your interest in our umbrella .</p&g

35、t;<p>　　At your request, we take pleasure in making you the following offer, subject to our final confirmation.</p><p>　　Payment: By sight L/C.</p><p>　　Shipment：To be effected at the end

36、 of May.</p><p>　　Because of fluctuating exchange rates, we can only hold these prices for three days from today’s date. As you know, our stock is limited and the demand is brisk. Your early decision is nece

37、ssary. We are confident that you can do some profitable business.</p><p>　　We look forward to your prompt reply.</p><p>　　Yours faithfully</p><p>　　SUSINO Umbrella Co., Ltd</p>

38、;<p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p><p>　　TEL:0086-592-3104777FAX: 0086-592-3104999Liddell</p><p>　　6. Counter Offer</p><p&g

39、t;　　March 29, 2011</p><p>　　SUSINO Umbrella Co., Ltd</p><p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p><p>　　TEL:0086-592-3104777FAX: 0086-592

40、-3104999</p><p>　　Dear Mr. Lin,</p><p>　　Thank you for your letter and samples sent on March 28. We are glad to inform you that our customers are very satisfied with the test result of your sam

41、ples, but they are still hesitating at the moment.</p><p>　　After careful comparison with similar goods, we find your quotation on the high side. The current umbrella market is swollen up with vari

42、ous brands and quality brands such as Paradise, which are easily available. These brands have already gained recognition of the local market.</p><p>　　Although its quality has already measured up to our

43、 customers’ requirements, it still needs price advantage in order to open up a market here. Otherwise it can hardly compete against the established brands.</p><p>　　In view of this, our customers request you

44、 to reduce your original price by 5%. Please consider this and give us a prompt reply.</p><p>　　Yours faithfully</p><p>　　Christos Co., Ltd</p><p>　　17/155 - 17/157 Moo 11 Sukhapiba

45、l 1 Rd.,</p><p>　　Ladprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-9421484Nichkhun</p><p>　　7. Counteroffer Accounting</p><p>　　FOB：成本+國內(nèi)費(fèi)用+預(yù)期利潤</p><p>　　實(shí)際成本=進(jìn)貨成本

46、-退稅金額(退稅金額=進(jìn)貨成本/(1+增值稅率)X 退稅率)</p><p>　　國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　核算利潤(利潤=報價X10%)</p><p>　　匯率按人民幣對美元的匯率為6.561：1計算（2011/3/28日匯價）</p><p><b>　　

47、進(jìn)貨成本</b></p><p><b>　　1貨號：5006</b></p><p>　　2退稅收入=采購成本/（1+增值稅率）*出口退稅率=4.57/（1+17%）*15%=0.586美元/把</p><p>　　實(shí)際成本=采購成本-退稅收入=4.57-0.586=3.984元/把</p><p>　　3

48、國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　=6000+(12000+350+150+900+1500)X0.5</p><p>　　=6000+ 7450=13450=$2050每把費(fèi)用=2050/5000=$0.41</p><p>　　4.每把利潤=進(jìn)貨成本*10%=4.57*10%=$0.457</p>

49、<p>　　FOB=實(shí)際成本+費(fèi)用+利潤=3.984+0.41+0.457=4.851</p><p><b>　　1貨號：7319</b></p><p>　　2退稅收入=采購成本/（1+增值稅率）*出口退稅率=8.38/（1+17%）*15%=1.074美元/把</p><p>　　實(shí)際成本=采購成本-退稅收入=8.38-1.

50、074=7.306美元/把</p><p>　　3國內(nèi)費(fèi)用=包裝費(fèi)+(運(yùn)雜費(fèi)+商檢費(fèi)+報關(guān)費(fèi)+港區(qū)港雜費(fèi)+其他費(fèi)用)</p><p>　　=6000+(12000+350+150+900+1500)X0.5</p><p>　　=6000+ 7450=13450=$2050 </p><p>　　每把費(fèi)用=2050/5000=$0.41<

51、;/p><p>　　4.每把利潤=進(jìn)貨成本*10%=8.38*10%=$0.838</p><p>　　FOB=實(shí)際成本+費(fèi)用+利潤=7.306+0.41+0.838=8.554</p><p><b>　　FOB價</b></p><p>　　若依照進(jìn)口方要求降價8%</p><p>　　則總價為

52、67025 X (1-0.08)=61663</p><p>　　凈利潤=61663-4100-56448.72=$1114.28</p><p>　　8．Counter Offer</p><p>　　March 30,2011</p><p>　　Christos Co., Ltd</p><p>　　17/155

53、 - 17/157 Moo 11 Sukhapibal 1 Rd.,</p><p>　　Ladprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-9421484</p><p>　　Dear Nichkhun,</p><p>　　We are glad to receive your letter of March

54、 29 but sorry to learn that you found our quotation too high. We regret to say that we do not agree with your point, but for our relationship we decided to accept your counter offer.    </p><p>　　

55、We feel that your counter offer is not proper because the price for such material is on the increase at present.   </p><p>　　We believe our prices are quite reasonable, it is impossible that any o

56、ther suppliers can under-quote us if their products are as good as ours in quality. </p><p>　　In order to assist you to compete with other dealers in the market, we have decided to reduce 8% of the price q

57、uoted if your order reaches 10,000 sets at one time.    </p><p>　　Owing to the great demand for the product, this offer is valid only for 5 days.</p><p>　　Yours faithfully</p&

58、gt;<p>　　SUSINO Umbrella Co., Ltd</p><p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p><p>　　TEL:0086-592-3104777FAX: 0086-592-3104999Liddell</p>

59、;<p>　　9. Acceptance</p><p>　　March 31, 2011</p><p>　　SUSINO Umbrella Co., Ltd</p><p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p>

60、<p>　　TEL:0086-592-3104777FAX: 0086-592-3104999 </p><p>　　Dear Mr. Lin,Thank you for your letter of March 30th. We do appreciate your concession and want to accept your revised price. We are please

61、d to place an order with you for the following:</p><p>　　We are glad that through our mutual efforts, finally we have reached the agreement. We believe the first transaction will turn out to be profitable t

62、o both of us. </p><p>　　Please send us your sales confirmation in duplicate.</p><p>　　Best regards! </p><p>　　Yours faithfully</p><p>　　Christos Co., Ltd</p>

63、;<p>　　17/155 - 17/157 Moo 11 Sukhapibal 1 Rd.,</p><p>　　Ladprao, Bangkok, ThailandTel:66-2-9421216Fax:66-2-9421484Nichkhun</p><p>　　10. Contract Accounting廈門梅花傘業(yè)有限公司出口盈虧核算表</p>

64、<p>　　11. Sales Confirmation</p><p>　　April 1, 2011</p><p>　　Christos Co., Ltd</p><p>　　17/155 - 17/157 Moo 11 Sukhapibal 1 Rd.,</p><p>　　Ladprao, Bangkok, Thaila

65、ndTel:66-2-9421216Fax:66-2-9421484</p><p>　　Dear Nichkhun,</p><p>　　We are pleased to receive your order No. ANDE01. There is a Chinese saying that “A good beginning is half done.” We hope our

66、 cooperation in this first order will lead to a brighter future of our business relationship.</p><p>　　We are sending you our Sales Confirmation No TZ293 in duplicate. Please sign it and return one copy for

67、our file. If there is any problem or misunderstanding, don’t hesitate to call us.</p><p>　　We believe the first transaction will turn out to be satisfactory to both of us.</p><p>　　With best reg

68、ards!</p><p>　　Yours faithfully</p><p>　　SUSINO Umbrella Co., Ltd</p><p>　　JINOU IND.DISTRICT, DONGSHI,</p><p>　　JINJIANG, FUJIAN, CHINA </p><p>　　TEL:0086

69、-592-3104777FAX: 0086-592-3104999Liddell</p><p>　　12. Sales Contract</p><p><b>　　Reference</b></p><p>　　[1] 徐美榮 主編 外貿(mào)英語函電（ English for Business Communication）第二版</p

70、><p>　　[2] 楊金玲 主編 進(jìn)出口單證實(shí)訓(xùn)教程（ Practice of Import & Export Documentation）</p><p>　　[3] 上海人民出版社 出口貿(mào)易模擬操作教程（第三版） 莆薈袂膁薁蒄袁芃莄螃袀羃膇蠆罿肅莂薅羈膇膅蒁羈袇莁莇羇聿膃螅羆膂葿蟻羅芄節(jié)薇羄羄蕆蒃羃肆芀螂肂膈蒅蚈肂芁羋薄肁羀蒄蒀蚇膃芇蒆蚆芅薂螄蚆羄蒞蝕蚅肇薀薆蚄腿

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