外贸谈判外贸谈判业务流程设计及合同制作

-1-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我国入世后，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：我们小组共同完成了整个业务流程。从中我们了解到整个外贸交易流程（建立业务关系→询盘→报盘→还盘→达成交易），我们是以书信的方式完成这一过程的，根据这些书信，我们制作了相关的单证，如：信用证、装箱单、海运提单等等。虽然我们没有真正的实战经验，但是从这次的实操中，我们基本熟悉外贸交易流程和单据的制作。我们是通过初稿、中稿和终稿三次稿件的制作和修改来完成这一毕业设计。希望今次的毕业设计能为我们带来一个完美的句点。方法及预期目的：研究方法：课本知识与实践调查相结合；分组讨论、责任到人；在指导老师彭月慧的集体辅导、个别指导下，完成毕业设计任务。预期目的：通过书信的写作，外贸合同的设计，以开展进出口业务的方式，熟练掌握外贸业务流程，熟悉外贸业务操作。指导教师签名：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。-2-AbstractInthistradetheimporterwantstoextendhisrange.FromtheChamberofCommerce,theyhavegainedsomeinformationoftheexporter’sandtheyareinterestedintheexporter’sproduct,suchasladiessweatersandblouses.Sotheyestablishbusinessrelationswiththeexporter.Asrequesting,theexportersendsanillustratedcatalogandalistoftheprice.Accordingtothenegotiation,theydeterminethetypesofproducts,thepriceandthetermsofpaymentandsoon.Finally,theypreparedthesalescontract.Theyhavemadesomedocuments,suchastheL/C,B/LandCommercialInvoiceetc..Sotheyconcludeasuccessfuldeal.Keywords:businessrelations,order,price,packing,termofpayment-3-ContentsImporter’sIntroduction………………………………………………………………1Exporter’sIntroduction………………………………………………………………2EstablishingtheBusinessRelationship……………………………………………...3Favorablereply……………………………………………………………………….4Enquiry……………………………………………………………………………….5Offer………………………………………………………………………………….6Counter-offer…………………………………………………………………………8Counter-offerfromtheexporter…………………………………………………….10Counter-offerfromtheimporter…………………………………………………….11ConclusionofBusiness…………………………………………………………….12Packing…………………………………………………………………………….13TermofPayment…………………………………………………………………..14PreparationforSalesContract…………………………………………………….15SalesContract……………………………………………………………………...16LetterofCredit…………………………………………………………………….18CommercialInvoice………………………………………………………………...21PackingList………………………………………………………………………..22BillofLading……………………………………………………………………….23Reference…………………………………………………………………………..24-4-Importer’sintroductionTheBriefIntroductiontoWincySalesCompanyLimitedWincySalesCompanyLimitedisalargescalegarmententerprise,whichwasfoundedin1977.ItcoversanareaoffifteenthousandsquaremetersandregisteredcapitaloftwomillionUSD.Over30yearshaswitnessedthatWincyhasbecomeanenterprisewithannualsalesoverthreebillionfromasmallstoreofladiesclothes.Now,Wincyiswellknownfromhomeandabroad.Wincy’sglobalsalesofficesarelocatedinUSA,Germany,Milan,Russia,RoomandIndia.Wincyhasalargesalesmarketallovertheworld.Wincyhasundergoneaperiodofsubstantialprogress,asoneofthefastest-growingmajorimporters,itrackedupacompoundannualgrowthrateof30percentinthepastdecade.Today,Wincyhasmorethanthreethousandprofessionalsalesandcreatedtheirownbranch.ThebusinessprincipleofWincyis“integritytowincustomers,qualitytocastbrand”.Thedevelopmentgoalis“Expandingthemarketbyquality”,“Creatingthebenefitbymanagement”and“buildingtheimagebyservice”.-5-Exporter’sintroductionTheBriefIntroductiontoGuangzhouMileyImport&ExportCorporationGuangzhouMileyImport&ExportCorporation,whichintegratesdesigning,manufacturingandtrade,wasestablishedinNovember,1988.Itcoversanareaoffivethousandsquaremetersandregisteredcapitalof1.5millionRMB.Throughthejointendeavorofallstaff,thecompanyhasbecomeamediumenterprise,whichhasmorethan20millionRMBand1000professionalemployees.Wehave2000setsofinternationaladvancedproductionequipments.Ourmainproductsaredifferentkindsoftheclothes.Asourproductsareingoodqualityandreasonableprice,weenjoyaspecialadvantageouspositioninclothingindustryallovertheworld.OurproductsareexportedtoJapan,SouthKorea,Europe,SouthandNorthAmericaetc.Wehaveestablishedsteadyandclosetraderelationswithlargequantitiesofforeignerandwehaveahigherreputationinthislineintheworld.Thebusinessprincipleofthecompanyis“Survivalwithquality”,“Developmentbytrust”,and“Allforcustomers”.Theprinciplerunsthroughthewholeprocessofourproductionandoperation.Wewilltryourbesttosatisfyourcustomers.-6-EstablishingBusinessRelationsWincySalesCompanylimited58LawtonStreet,NewYork,USAOctober8,2010GuangzhouMileyImport&ExportCorporation46HuanshiRoad,Guangzhou,ChinaDearSirorMadam,OntherecommendationofyourChamberofCommerce,wehavelearnedyournameandaddressofyourfirm.Wearewritinginthehopeofestablishingbusinessrelationwithyou.Wehavebeenleadingimportersofladies’clothesformanyyears.Atpresent,weareinterestedinextendingourrangeandappreciateyourcataloguesandquotation.Ifyourpricesarecompetitive,wewouldliketoplaceatrailorderwithyou.Wearewaitingforyourfavorablenews.Yourssincerely,CherryXieCherryXieSalesManagerWincySalesCompanylimited-7-FavorablereplyGuangzhouMileyImport&ExportCorporation46HuanshiRoad,Guangzhou,ChinaOctober10,2010WincySalesCompanylimited58LawtonStreet,NewYork,USADearMissXie,FromtheChamberofCommerce,wehaveknownyourcompanyisoneoftheleadingdistributorsingarmentindustry.Wearewritingtoyouwithakeendesiretoenterintobusinessconnectionswithyou.Wehandleclothesmanufacture,suchasmen’sandladies’T-shirt,sweater,blouse,andjeanect..Ourproductsareexcellentinqualityandreasonableinprice.Togiveyouagenera