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(一).进行贸易磋商，拟写建交函上海新联进出口有限公司SHANGHAIXINLIANIMP.&EXP.CO.,LTD.上海四平路1100号NO.1100SIPINGROAD,SHANGHAI,CHINA电话(PHONE):传真(FAX):TheSalesMangerDate:02-Mar-01MONARCHTRADINGS.A.DearSirs,FromoneofourbusinessfriendsMr.Schmidt,wearepleasedtolearnthatyouareactingasapurchasingagentfortheleadingdepartmentstoresandsupermarketsinyourdistrict.Wenowtakethelibertytowritetoyouforsomechanceofbusiness.Asweknow,youareveryinterestedintheChineseglasswarewhichfallswithinthescopeofourbusinessactivities.Weareastate-ownedcorporationspecializinginlightproducts.OurDailybrandtumblersareverymarketableintheareaofNorthAmericaandWestEuropefortheirattractiveconfiguration,diversifiedstylingandresplendentappearance.ItisourbeliefthattheinclusionofthevariousproductsunderDailybrandinyourprogramwillenrichandaddcolortoyourrequisitionscheduleforthenextquarter,andwillcertainlywinwarmreceptionfromyourprincipals.Adetailedcatalogueisbeingforwardedtoyouraddress.Weanticipateyourcommentsandlookforwardtoyourvaluedinquiries.BestRegards!Yourstruly,ShanghaiXinlianImp&ExpCo.,Ltd.XXXManager（二）出口价格核算及报价根据拟使用的价格术语，进行出口报价核算。对于71H5，71H5B，71H5F以一个20英尺集装箱有效容积为25立方米计算。一个20英尺集装箱共可装25/(0.4×0.255×0.355)=690(箱)。每种货号的起订量为一个20'的集装箱.货号71H5实际成本：42-42×9%/(1+17%)=38.7692国内费用：(500+800+350+50+500+2000+1000+)/(690×10)+5/10=1.2536出口运费：1950/(690×10)=0.283报价CIFC5＝[(38.7692+1.2536)/8.25+0.283]/(1-110%×1%-5%-15%)＝6.51(美元)/套货号71H5B实际成本：51-51×9%/(1+17%)=47.0769国内费用及出口运费同上一货号报价CIFC5=(47.0769+1.2536)/8.25+0.283)/(1-110%×1%-5%-15%)×=7.78(美元)/套货号71H5F实际成本：58.2-58.2×9%/(1+17%)=53.7231国内费用及出口运费同上一货号报价CIFC5=(53.7231+1.2536)/8.25+0.283)/(1-110%×1%-5%-15%)=8.80(美元)/套对于71H10以一个20英尺集装箱有效容积为25立方米计算一个20英尺集装箱共可装25/(0.4×0.34×0.35)=525(箱)即525×6=3150套.货号71H10实际成本：27-27×9%/(1+17%)=24.9231国内费用：(500+800+350+50+500+2000+1000+)/3150+5/6=2.4841出口运费：1950/3150=0.6190报价CIFC5＝[(24.9231+2.4841)/8.25+0.6190]/(1-110%×1%-5%-15%)＝5.00(美元)/套（三）草拟发盘函向对方作出发盘，详细回答客户提出的问题，告知对方交易的基本条款，并敦促对方尽快作出决定。上海新联进出口有限公司SHANGHAIXINLIANIMP.&EXP.CO.,LTD.上海四平路1100号NO.1100SIPINGROAD,SHANGHAI,CHINA电话(PHONE):传真(FAX):TheSalesMangerDate:12-Mar-01MONARCHTRADINGS.A.DearSirs,WerefertoyourenquiryofMarch7,2001,andweareverypleasedtoquoteasfollows:DailyBrandTumblersArt.No.MinimumQty.UnitPriceCIFC5BARCELONA71H5One20'containerof6900setsUS$6.51/set(of6pcsperset)71H5BOne20'containerof6900setsUS$7.78/set(of6pcsperset)71H5FOne20'containerof6900setsUS$8.80/set(of6pcsperset)71H10One20'containerof3150setsUS$5.00/set(ofonedozperset)Packing:71H5,71H5B,71H5F71H10Tobepackedingiftboxof6pieceseach.Tobepackedinboxof12pieceseach.10boxestooneexportcarton6boxestooneexportcartonMeas.40×25.5×35.5cm.Meas.40×34×35cmShipment:Tobeeffectedwithin30daysofthereceiptoftherelatedL/C.Payment:ByirrevocableL/Catsightopenedthroughabankacceptabletotheseller.Insurance:For110%invoicevaluecoveringAllRisks&WarRisk.WehopethattheabovepricesandconditionswillbeacceptabletoyouandawaitforyourinitialordersBestRegards!Yourstruly,ShanghaiXinlianImp&ExpCo.,Ltd.XXXManage（四）出口还价核算DailyBrandTumblers客户还价71H5US$5.86/set71H5BUS$7.00/set71H5FUS$7.92/set71H10US$4.50/set1.客户还价后的总利润额和利润率：如按客户的还价,我方的收入为:[(5.86+7.00+7.92)×2300+4.50×3150]×8.25=61969.00×8.25=511244.2500实际总成本=[（42+51+58.2)×2300+27×3150]×[1－9%×1/（1+17%）]＝399516.9230(元)业务费用=5×(690+525)+(500+800+350+50+500+2000+1000)×2=16475.00(元）出口运费=1950×2×8.25＝32175.000(元）出口保费=511244.25×110%×1%＝5623.6868(元）客户佣金=511244.25×5%=25562.2125(元）利润总额＝货款收入－实际成本－业务费用－出口运费－出口保费－客户佣金=511244.25-399516.9230-16475.00-32175.00-5623.6868-25562.2125=31891.4277（元）利润率＝31891.4277/511244.25×100%=6.24%如按客户的还价,我方的利润总额为31891.43元人民币,利润率为6.24%2.我方对国内采购价格的控制：利润率：15％设我方的实际成本为X预期利润：511244.25×0.15=76686.6375＝5112244.25-16475-32175-5623.6868-25562.2125-XX=354721.7132国内采购成本为：354721.7132=采购成本×(1-0.09/1.17)采购成本＝384281.8559降价为：347760+85050-384281.8559=432810-384281.8559=48528.1441降价率为：48528.1441/432810=11.21%所以所有货号的产品均应降价11.21%：货号71H5：42×(1-11.21%)=37.29元货号71H5B:51×(1-11.21%)=45.28元货号71H5F:58.2×(1-11.21%)=51.68元货号71H10:27×(1-11.21%)=23.97元3.我方降价5%后重新报价货号71H5:6.51×95%=US$6.18/set货号71H5B:7.78×95%=US$7.39/set货号71H5F:8.80×95%=US$8.36/set货号71H10:5.00×95%=US$4.75/set（五）草拟还盘函上海新联进出口有限公司SHANGHAIXINLIANIMP.&EXP.CO.,LTD.上海四平路1100号NO.1100SIPINGROAD,SHANGHAI,CHINA电话(PHONE):传真(FAX):TheSalesMangerDate:March22nd2001MONARCHTRADINGS.A.DearSirs,ThanksforyourE-Mailof17-Mar-2001,withrespecttoouroffermadeinoursofMar.12,2001.Wenotewithappreciationthatourproductshavesatisfiedyouineveryrespectbutregrettohearourpricearethoughttoohigh.Unfortunately,youropinionsarenotsharedbyothercustomerswhofindthatourquotationscangoallrightandhaveplacedwithusrepeatorders.Whenthesuperiorqualityandexquisiteworkmanshiparetakenintoconsideration,youwillfindthatnoothersourceswillprobablysupplyyouwiththesameatourprices.Confidinginyourcareforthepromotionofourproductstoyourmarket,however,wedonotconsiderourquotationsasstrictlimits.Inordertoaccommodateyou,wearepreparedtogiveyouspecialfavorablepricesasfollows:Art.No.MinimumQty.UnitPrice(CIFC5BARCELONA)71H52300setsUS$6.18/set(of6pcsperset)71H5B2300setsUS$7.39/set(of6pcsperset)71H5F2300setsUS$8.36/set(of6pcsperset