商务英语综合实训项目九-订单的磋商.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,实训项目九,订单的磋商,实训目标,掌握订单条款的核心问题及其磋商方式；熟练掌握涉及价格、支付方式、包装方式、装运事项的知识,实训方法,每四个人一组。将班级学生分成若干组，采用互动讨论、动手写作、小组谈判、现场展示、电子文本上交的方式完成本章节任务。,能力要求,1,、能胜任一般性价格谈判；,2,、能讨论主要支付方式的优劣势和避险方式；,3,、能为特定商品安排包装方案并准确表述；,4,、能撰写有关装运期（交货期）的信函，并能对西方销售旺季情况有所了解。,第一节 知识巩固,一、根据某种商品的市场平均价格，讨论可从哪些方面对本公司出口（或进口）的产品价格进行谈判。,进口方：日本农产品进出口公司,(Japan Agricultural Import&Export Corporation),出口方：大连泰达农产品有限公司,(Dalian Taida Agriculture Products Com.Ltd.),大连泰达农产品有限公司（以下简称我方）长期以来经营农产品进出口业务，并积累了丰富的经验。最近，由于日本国内红小豆歉收，日本农产品进出口公司（以下简称日方）急需从中国进口一批红小豆。我方与日方在过去五年中有过多次贸易往来，目前也在经营红小豆出口业务。目前红小豆的市场平均价格是,3.5,元,/,公斤大连港离岸价，于是双方就红小豆出口事宜在中国大连展开谈判。,答案：,可就产品规格,(specification),，数量,(quantity),，付款方式,(terms of payment),，交货条件,(delivery),，包装与装运方式,(packing and shipment),，商检与保险,(inspection and claim),等事宜进行谈判。,二、根据下列电开信用证，讨论电开信用证的基本结构和支付流程,APPLICANT:GLOBAL ELECTRON LTD.,，,336 SEASHORE Road TORONTO,PA 19446 CANADA,BENEFICIARY:WUHU KERRY IMP.&EXP.CO.,LTD,GLOBAL ERA MANSION RM2901 226,SHENYUAN ROAD JINGHU DISTRICT,WUHU 241000,CHINA,AMOUNT:USD115,687.50,SAY UNITED STATES DOLLARS ONE HUNDRED AND FIFTEEN THOUSAND SIX HUNDRED AND EIGHTY SEVEN POINT FIFTY,AVALIABLE WITH:ANY BANK,BY NEGOTIATIN OF BENEFICIARYS DRAFT(S)AT SIGHT DRAWN ON,INDUSTRY BANK,TORONTO,ACCOMPANIED BY THE DOCUMENTS,INDICATED HEREIN.,二、根据下列电开信用证，讨论电开信用证的基本结构和支付流程,COVERING SHIPMENT OF:,COMMODITY ART.NO.QUANTITY,TABLE FANS 12FET5 1000 DOZENS,VACUUM CLEANER XTW-80 250 DOZENS,SHIPPING TERMS:CIF TORONTO,SHIPPING MARK:,CX-ETNSQ06/,GLOBAL ELECTRON,/TORONTO,/NO.1-1250,二、根据下列电开信用证，讨论电开信用证的基本结构和支付流程,DOCUMENTS REQUIRED:,-3 COPIES OF COMMERCIAL INVOICE SHOWING VALUE IN US.DOLLARS AND INDICATING L/C NO.AND CONTRACT NO.,-CANADA CUSTOMS INVOICE IN 4 COPIES,-2 COPIES OF DETAILED PACKING LIST SHOWING GROSS/NET WEIGHT AND MEASUREMENT OF EACH CARTON.,-G.S.P CERTIFICATE OF ORIGIN FORM A IN 3 COPIES,-3/3 SET AND ONE COPY OF CLEAN ON BOARD OCEAN BILLS OF LADING MADE OUT TO ORDER AND BLANK ENDORSED MARKED FREIGHT PREPAID AND NOTIFY APPLICANT.,-BENEFICIARYS CERTIFICATE STATING THAT ONE SET OF ORIGINAL SHIPPING DOCUMENTS INCLUDING CERTIFICATE OF ORIGIN FORM A HAS BEEN SENT DIRECTLY TO THE APPLICANT(ATTN.TRACY)WITHIN 2 DAYS AFTER SHIPMENT BY AIR COURIER.,-2 COPIES OF INSURANCE POLICY OR CERTIFICATE ENDORSED IN BLANK FOR THE INVOICE VALUE OF THE GOODS PLUS 110%COVERING ALL RISKS AND WAR RISK AS PER AND SUBJECT TO OCEAN MARINE CARGO CLAUSES OF THE PEOPLES INSURANCE COMPANY OF CHINA DATED 1/1/1981.,参考答案：,信用证基本结构,:,目前信用证的开证和通知方式，都采用,SWIFT,形式发出。,SWIFT,是环球银行财务电讯协会（,Society for Worldwide Interbank Financial Telecommunication,）缩写。该协会为银行提供电讯业务，并为银行编制了惟一的识别代码,SWIFT CODE,。通过,SWIFT,电讯服务，银行间可以安全迅速地进行金融业务。,SWIFT,开立信用证采用固定格式,MT700,，该格式按照条款内容的性质分门别类，并且以特定的格式书写：条款代码,+,条款名称,+,条款内容。,信用证的内容可以分为如下四大类：,一、信用证本身的说明,1.,信用证类型（,40A,：,FORM OF L/C,）,其内容常见的有,irrevocable(,不可撤销的,),，,documentary(,跟单的,),，,transferable,（可转让的），,confirmable,（保兑的）。,2.,信用证号码和开证日期（,20,：,L/C NUMBER;31C,：,DATE OF ISSUE,）,信用证日期格式是年月日排序,参考答案：,3.信用证相关方,a)受益人（59：BENEFICIARY）,通常是出口人,b)申请人（50：APPLICANT）,通常是进口人；若进口人是外贸中间商（broker），则申请人有可能是最终用户（end-user）,c)开证行（ISSUING BANK），通常出现在信用证的顶部,d)通知行（57A：ADVISING THROUGH）,该部分也有可能出现在信用证的顶部或尾部。,e)议付行（41D:AVAILABLE WITH/BY）,WITH后是议付行的名称，BY后内容是NEGOTIATION,4.币种、金额（32B：CURRENCY CODE,AMOUNT）,5.有效期和到期地点（31D：EXPIRY DATE AND PLACE）,有效期指向议付行或开证行交单的截止日期；到期地点，即交单所在地。,参考答案：,二、信用证要求的单据条款（46A：DOCUMENTS REQUIRED）,该条款会详细列明所需单据的名称，份数，出单人以及对单据关键性内容的要求等等常见的单据有：商业发票，装箱单，产地证，保单，提单等。,需要指出的是，审核信用证的时候，一定要确保所需单据都是无需开证申请人出具、签字或证明的。否则，当对方拒不出具或签字时，我方交单议付就会出现“单证不符”，无法收回货款。作为单证员，要确保信用证所需任何单据，自己可以独立收集整理，不需要依赖客户。,参考答案：,四、其他条款,1.附加指示条款（47A：ADDITIONAL INSTRUCTION）,2.银行费用条款（71B：CHARGES）,3.是否加以保兑条款(49：CONFIRMATION),4.对议付行指示条款（78 INSTRUCTION）,5.信用证适用法律的相关声明（72 SEND TO REC.INFO.）,参考答案：,三、根据下列包装材料图样填写对应的包装方式,答案：,(1)container,（,FCL,）,(2)gunny bag,(3)polybag,(4)packing bale,(5)box,(6)carton,(7)barrel(cask),(8)wooden case,(9)drum,(10)crate,(11)can(tin),参考答案：,J=Japan C=China,J:We need 3000 tons of small red beans,with diameter 5.0 mm and Moisture of 13%max.,C:3000 tons?Oh,we could offer you 2000 tons of small red beans,with diameter 5.0 mm and Moisture of 13%max and 2000 tons of small red beans,with diameter 4.5 mm and Moisture of 13%max.,J:We have signed the contract with the middleman and defined the specifications of the bean.So we have to decrease our order to 2000 tons.,C:I appreciate your efforts toward reaching an agreement.Now,shall we discuss something more concrete?,J:Ok.What is your offer for the bean?,C:We are pleased to offer you 2000 tons of small red beans,with diameter 5.0 mm and Moisture of 13%max at 3.3 Yuan each kilogram,FOB Dalian.,J:Thank you very much for your offer,and Im afraid we found it rather on the high side.,C:I wonder why you think so.,J:The price in the same period of last year is just 2.3 Yuan each kilogram.We cant afford to pay at your price this year.,C:You are certainly right on that.But,there are other factors also influencing the market.This year,the quality of the bean suffered a lot due to the bad weather condition and those with the diameter 5.0 mm are in a great shortage.Whats more,the beans we sell are directly from field,with few reserves of last year.,J:We have full trust in you and your products.But you should also be aware of the market situation.The prevailing price for the diameter 5.0 mm is just 2.7 Yuan each kilogram.We dont think we should pay more for your blouses.,C:Because our quality is high,and high quality goods deserve high prices.You wouldnt disagree on that,would you?,J:well,it seems a real hard nut to crack.,(Three days later),J:Good afternoon.We have got good new for you.,C:Yes?,J:We plan to increase our order to 3000 tons,with 1000 tons of small red beans,diameter 4.5 mm.,C:Thank you so much.,J:We took the risk nevertheless because we felt that our relationship cant develop without mutual understanding and concessions.So,I hope you will treat this price issue in the same spirit.We demand a 5%discount.,C:We accept your proposal with an eye on our future relationship,but I doubt if we accept 5%,we cant make any profit.,J:You must be kidding,even at 10%discount,you can still make reasonable profit.,C:3%,I cant go any further.I cant sell our blouses under their real value.,(There is an embarrassing silence.),J:During the break,we went over what we have already achieved.,C:So did us.,J:So I suggest we repeat what we did for the terms of payment and meet each other half way.In other words,lets split the difference.,C:You mean 4%discount?We have to think about it.,J:At this stage,we dont think you would like to give everything up due to this 1%difference.,C:Thats true.Ok,Ill take your word for it.,任务二,根据下列两种交易状况，为本公司（出口方）要求的付款方式与外方交涉，分别写信要求信用证付款和电汇（,30%,预付款）付款。,（一）双方第一次合作，金额较大，要求信用证付款。,（二）双方数次合作后，金额不大，对方（进口方）希望,TT,付款。,参考答案：,（一）双方第一次合作，金额较大，要求信用证付款。,Dear Sirs,Referring to your email of April 3rd,we appreciate a lot for your interest towards our products and your substantial purchase of Item No.32.,However,we cant accept your term of payment by TT for the first time deal between us especially considering the big amount it involves.As usual practice,we would only accept payment by L/C at sight for first cooperation with our clients.Of course,the payment in subsequent deals can be negotiated after the first smooth transaction.,If you confirm our payment term,we can proceed with the rest of the details.,We are looking forward to your early reply.,Yours sincerely,（二）双方数次合作后，金额不大，对方（进口方）希望,TT,付款。,Dear Sirs,Thank you very much for your repeat order.We noticed that you requested payment by TT to relieve the tie-up of your funds,which we understand totally.In view of our long-term cooperation and the trustful relationship,we accept your proposal on the condition that 30%of the total amount must be paid in advance and the rest 70%be paid upon the inspection document issued by the third party after delivery.,It is the best term we can offer now.Please confirm it and then we can execute your order as soon as possible.,We await your prompt message.,Yours faithfully,任务三,根据下列产品的规格和顾客要求，撰写一封建议相关包装方式并征求买方意见的信函。,产品的规格和顾客要求,Bike specifications and packaging,：,天津韩美自行车规格：推进模式：链条，型号：,26,寸，载重量：,300,（,kg,），,品牌：韩美，材质：碳钢车，用途：山地车，车架结构：整体车，是否折叠：否。,顾客要求每辆变速山地自行车用尺寸为一米长，八十公分宽的板条箱包装，外用铁质索线加固。自行车零部件上油后用防水材料包裹装入板条箱，箱内附组装说明书。,参考答案：,Dear Mr.Lino,Subject:Packing of the Bicycles,In reply to your letter dated 15th July,regarding the subject matter,we wish to advise you of our usual requirements as given below:,The Bicycles will be packed in strong but lightweight crates of one-meter long,80 centimeters wide.Every part is oiled and wrapped in separated waterproof material,one set of a bicycle in a crate and is secured by iron bands outside the crate.In the crate,you will find a booklet of directions for you to assemble the bicycle.,You may rest assured that special attention has been paid to the packing which we trust will prove satisfactory in every respect to your clients.,We assure you of our continued cooperation,and await your repeat orders.,Yours faithfully,第三节 职场任务,任务一,分组价格谈判。,进口方：,ABC Company,出口方：,Chinese Textile Corporation,ABC Company,欲从中方订货。在看了交易会上的展品之后，布朗先生表示对所有的棉纺织品，如,T,恤衫、男女衬衫、运动衫、男士套装和女士套装，甚至乳罩、浴衣和睡衣等，并希望中方报成本加保险费、运费到旧金山的最低价。订购数量为,20,000,打，报价为,T,恤衫、男女衬衫、运动衫、男士套装和女士套装旧金山到岸价每打,80,美元，乳罩、浴衣和睡衣每打,30,美元。双方就价格进行谈判。,将班级每,3,位同学分成一组，每组确定,1,人负责，两小组之间进行价格谈判，其中一组扮演进口商，一组扮演出口商；,将口头谈判的过程和结果书面记录下来；,每组做,presentation,分析定价策略和谈判策略应用过程，及创新之处；,参考答案：,Z=Chinese Textile Corporation B=Mr.Brown,Z:Good morning,Mr.Brown.I want to open this mornings talk by asking if you are interested in our textiles.,B:Yes,Mr.Zhang.We are thinking of placing an order.We hope to conclude substantial business with you if your prices are reasonable.,Z:Mr.Brown,its a great pleasure to hear the information you offered.You have seen the exhibits at the Fair.May I know what particular items you are interested in?,B:Besides silk,Im interested in nearly all of the cotton piece goods,such as T-shirts,mens shirts,blouses,sport shirts,lounge suits,womens suits,even bras,bathrobe,pajamas and so on.We are ready to negotiate business on these things with you.,Z:Do you feel that they will find a ready market in America?,B:I think they will find a ready market in America,and we wont have difficulties in the sale of these items.As you know,people in the Europe and America have been tried of wearing synthetic fabrics.There is a tendency that more and more people like to buy cotton piece goods and silks.,Z:As many people say,time proves that natural things are better than man-made ones.Wearing silks and cotton piece goods makes you comfortable.,B:Now,here is a list of my requirements.If the quality of your goods exported is as good as that of the samples displayed,and the prices are reasonable,we expect to place regular orders for fairly large numbers.,Z:Mr.Brown,I can assure you of our fine quality and reasonable prices.Here is our latest quotation sheets,and you will see that our prices are most competitive.,B:Mr.Zhang,can you give us an indication of your prices about these goods?,Z:Thank you for your inquiry.But on what basis are we to offer,F.O.B.or C.I.F.?,B:Id like to have your lowest quotation on C.I.F.San Francisco.,任务二：支付方式案例分析。,（一）提供信用证顺利收汇案例一份，小组分析讨论其中是如何规避外贸风险的；,案例,:,2009,年,2,月，,I,银行开立了以,B,公司为受益人的不可撤销议付信用证，并通过,P,银行通知受益人。,信用证有关条款规定：,“,Presentation period:within 28 days after the date of shipment but within credit validity”,“Additional conditions:name of application,letter of credit number,contract number and date must appear on all docs.”,2009,年,5,月,8,日，,B,公司备齐单据，在交单期内将单据提交,P,银行。,P,银行审单后告知,B,公司，其所交单据中未注明“,contract date”,与信用证要求不符。,B,公司却坚持认为，有关信用证条款“,contract number and date”,中的,date,系指,shipping date or documents making date,而非,contract date,，不同意按,P,银行建议修改单据。考虑须知交单期限及有效期的临近，若再电洽,I,银行澄清条款的含义来不及；加上,B,公司称其和国外进口方合作甚好，要求立即寄单，,P,银行因此未作议付，以寄单行身份向,I,银行交单。,任务二：支付方式案例分析。,I,银行收到单据后提出以下不符点拒付：,1,迟期交单：信用证规定货物装运后,28,天交单，已提交的提单签发日期为,2009,年,4,月,9,日，距实际交单日期,2009,年,5,月,8,日已超过,28,天，构成迟期交单。,2,所有单据上未注明合同日期，,I,银行持单等候处理指示。,任务二：支付方式案例分析。,P银行收到拒付通知后，一面将此情况告知B公司，一面对两个不符点反驳如下：,1所提交单为-收妥备运提单（received for shipment B/L）。提单上有两个日期，一个是收起日期2009年4月9日，即提单签发日，另一个是提单装船备忘录栏中的装船日期2009年4月11日，即货物装运日期。信用证要求within 28 days after the date of shipment but within credit validity，而且根据UCP规定应以装运日后算起，而非以签单日后算起。因此，从装运日2009年4月11日到交单日2009年5月8日，并未超过28天，提交的单据完全符合信用证及UCP规定，不能构成延期交单。,2信用证中关于date的规定不够清楚。我们认为date是指docs issuing date。,根据以上两点，你行应接受单据，并立即付款。,任务二：支付方式案例分析。,此后，,I,银行对于第一个不符点不再坚持，但对第二个不符点仍坚持，其信用证中已经很明确的表述是,contract date,。,P,银行接到此电后，立即告知,B,公司应速与申请人取得联系，争取申请人同意接受单据。,此时，,B,公司认识到了当初,P,银行意见的正确，遂与申请人联系。鉴于申请人和受益人之间长期合作的关系，申请人最终同意付款，,I,银行最后扣除不符点费后将款付清。,参考答案：,出口公司,B,虽然最终结汇，但是过程一波三折。给单证员的警示是：应该提高效率，尽早缮制单据并交单议付，以便给自己在时间上留有余地。另外，做信用证就必须认真仔细，忌麻痹大意。即便与客户关系很好，肯定不会遭受拒付，也必须留意，毕竟开证行对不符点都会收费。遇到不符且时间来不及的时候，应积极与交单行和客户联系，商谈对策，争取免遭拒付。,任务二：支付方式案例分析。,（二）提供信用证遭拒付案例一份，小组分析讨论“付款行”为何拒付；,案例,:,某进口商委托当地银行开立信用证，受益人为海外供货人。最迟装运期为,12,月,5,日，有效期为,12,月,20,日。进口商在开证行申请书上加注了特别条款：装货轮船将由申请人指定，将以信用证修改书的方式通知受益人。至,11,月,20,日，受益人仍未收到有关指定装货轮船的修改书，为此便用传真催询申请开证人，后者立即向受益人致歉并承诺可不受此条款约束，只要将货物装上,12,月,5,日之前的任何一艘轮船便可，而且由于装运迫在眉睫，即使修改信用证亦无法及时到达受益人手中。为此,在进口商再次承诺尽管缺少指装轮船的修改书，它仍将接受单据的情况下，出口商于,11,月,30,日将货物运出,并由通知行寄交单据给开证行。结果,单据却遭到开证行的拒付,.,参考答案：,信用证要求严格的单证一致，本案例中，若货物未能交由信用证修改书指定的轮船装载，或是向开证行议付时缺乏买方的信用证修改书，这实际都造成了“单证不符”，卖方都可能因此遭到拒付。即便得到了买方的口头承诺,-,买方可以不受信用证该特别条款的约束，卖方仍然面临货款两空的风险。,实际操作中，如果确实不得已，在确认买方会接受的前提下，可以“不符点交单”，卖方承担不符点扣款，完成信用证。但这样做的风险很大，万一买方不接受或中途变卦，卖方难免蒙受损失。所以不符点交单要特别慎用。出现此情形的时候，最好先与卖方联系，请他们确认接受不符点。最好请买方出具“公司信”（,office letter,，一种抬头落款齐全，内容完整的正式商业信函），届时提供给国外开证行。如果有国内银行议付的话，更稳妥的方法是采取“电提不符点”，即由议付行通过,SWIFT,接洽开证行，告知不符点，请开证行与买方（开证申请人）联系，让买方向开证行确认接受不符点，开证行再向国内议付行确认。,任务二：支付方式案例分析。,（三）提供一份托收案例，讨论分析如何利用诸如付汇保理、信贷保险等手段规避风险；以及资信调查的重要性。,案例,:,广东一家经营玩具和礼品的外贸公司（,A,公司）出口主要销往意大利、西班牙和希腊等欧盟地区国家，采用的付款方式多半是即期信用证或者预付,30%,货款，余款见提单复印件的电汇。一直以来，这些结算方式成为惯例，双方均没有异议。但是，自欧债危机以来，欧盟各国的进口商为了缓解资金压力，纷纷要求用,D/A,、赊销（,O/A,）结算，甚至要求延长付款期限，有些账款从以往的,2-3,个月延长到了现在的,4-5,个月甚至半年。,A,公司担心这样结汇风险太大，但是又为库存压力而烦恼。犹豫的时候，从朋友处了解到中国银行的保理业务。于是，,A,公司至中国银行申请出口保理业务，中国银行评估后受理了此项业务。中行对,A,公司的客户进行资信调查之后，给予一个信用额度。,A,公司在信用额度内与改欧盟客户签订合同，确定,D/A at 60 days,的付款方式，并注明参与保理，款项由中行代收。这样一来，,A,公司既没有错失客户，又无需再担心收汇的风险，因为中行会承担拒付的风险和责任。,参考答案：,近年来，无论国内贸易还是国际贸易，赊销结算方式日渐盛行。以国际贸易为例，,L/C,（信用证）的使用率已经降至,16%,，在发达国家已降到,10%,以下，赊销基本上取代了信用证成为主流结算方式。而在赊销贸易下，企业对应收账款的管理和融资需求正是保理业务发展的基础。,参考答案：,国际保理（,International Factoring,）又称为承购应收账款。指在以商业信用出口货物时（如以,D,A,作为付款方式），出口商交货后把应收账款的发票和装运单据转让给保理商，即可取得应收取的大部分贷款，日后一旦发生进口商不付或逾期付款，则由保理商承担付款责任，在保理业务中，保理商承担第一付款责任。,国际保理服务的范围主要有：资金服务、信用保险服务、管理服务、资信调查服务等。出口保理作为一种价廉高效的结算方式，帮助公司抓住了出口机遇，改善了公司的资金流动性，减少了坏帐，同时也节省了用于销售分户帐管理、资信调查、帐款回收等管理费用。,任务三,包装方式商讨。,（一）布包、塑料袋、纸箱、衬里、木箱、加固条、铁桶七种包装材料，各小组分析各种材料对应所包装的商品，并从装运安全和成本两个方面讨论包装方法；,1.packing bale,2.polybag,3.carton,4.liner,5.wooden case,6.packing strap,7.iron drum,答案：（一）,(1)packing bales mainly for textiles,like fabrics,garments,cloth and other flexible stuff.,(2)polybag is used frequently for many items to prevent the content from being contaminated by dirt and water,(3)carton is used commonly for many commodities to make it easy to be handled and transported in numbers.(and it is environment-friendly),(4)liners have different purpose when applied to differe