第六讲BB产品报价PPT课件.pptx

跨境跨境电子商子商务理理论与与实务1案例回案例回顾什么什么样的的询盘需要需要报价？价？3案例一案例一 The buyer is interested in your below Products:BOYS PANTS STYLE NO.1422=Subject:I want to buy the product you are selling in .=Dear Sir,Please Send me the pricelist.=Senders Contact Information=Contact person:Mr Amir Butt Country/Territory:Pakistan Business Email:stylo_4案例二案例二The buyer is interested in your below Products:BOYS PANTS STYLE NO.1422=Subject:Business relationship=Dear Sir,I just saw your Products online and I am Very Much interested in it.So I will like to do business with you over there,please send me PI for 1X20FCL order.Hope to hear from you soonest.Best Rgegards!Mr.Chuks Ofor.=Senders Contact Information=Contact person:Mr Chuks Ofor Company:Chumason PlazaAddress:5 Araromi Street Orile IganmuCountry/Territory:Nigeria Business Email:chumason_5案例三案例三The buyer is interested in your below Products:GIRLS SKIRT=Subject:Business relationship=Dear Amy,We are Import/Export Company dealing in sales of Childrens Wear exclusively in WEST-FRICA Countries(TOGO,BENIN,BURKINA FASO,MALI,etc.).We are very interested by the distribution of your products in under African Western area.We began the studies for the information concerning the conditions of marketing of your products,complete rang.6To start the marketing,we will appreciate to receive very quickly the general price list for the products very urgently by E-mail:edimamelclub-internet.fr or edimamelfree.fr or by fax:[phone] attention Mr EDORH J.Looking forward to your esteemed co-operation and thanking you in anticipation.BEST RGDS Mr.EDORH J.,G.Manager.Head office:B.P.:12754 Lom-TOGO;Tel:[phone];Fax:[phone] BP 2142 BOBO DIOULASSO BURKINA-FASO Tl./Fax:[phone]案例四案例四 Subject:Inquiry about Barbies Collection Girls Wear.Dear Amy,we are the importers and manufacturer of various Childrens Wear in India.I am looking for the Barbies Collection to be supplied in India on a regular basis.We are looking for Skirts and long pants.Kindly reply on an urgent basis.Senders Contact InformationContact Name:Mr naresh shukla Company:i-careCountry/Territory:IndiaBusiness Email:naresh.shuklai-Telephone:[phone]案例五案例五Subject:Inquiry about Spiderman series WearDear Sir,We are Arrabon,a trading company in Cyprus.We are interested in your products and we want to make business relation with you.Pls send us your rock bottom prices C&F Limassol for all references of Boys T-shirt;Pls mention the fabric.REGARDS Fanie Muller Arrabon Trading Unit 9,Central Office Park,257 Jean Ave,CenturionTel:[phone] Mobile:[phone] Fax:[phone] e-Mail:fmullerarrabon.biz9课程大程大纲价格的价格的计算算如何如何报价价报价的基本要素价的基本要素报价的基本原价的基本原则报价方式价方式技技术性性报价价日本式日本式报价价西欧式西欧式报价价10一、价格的一、价格的计算算11相关成本与相关成本与费用用工厂成本工厂成本国内国内费用用退税率退税率汇率率利利润率率12产品成本价格品成本价格贸易公司易公司增增值税税发票的价格票的价格工厂工厂思考，工厂思考，工厂产品价格如何核算？品价格如何核算？答案答案自己自己问老板去老板去13国内国内费用用工厂到港口的运工厂到港口的运输费用用港港杂费用用托托盘费样品品费银行手行手续费制制单费用用 利息利息14退税率退税率准确的海关准确的海关编码（H.S.CODE)准确准确的退税率的退税率增增值税税发票是退税的前提票是退税的前提退税的退税的计算算退税退税额产品成本品成本/1.17退税率退税率15汇 率率即即时汇率率查询http:/ FOB Shanghai（装运港）（装运港）17举例例uABC Garments&Accessories Co.,Ltd接到如下的询盘：uSubject:Inquiry about Spiderman series WearDear Sir,We are Arrabon,a trading company in Cyprus.We are interested in your products and we want to make business relation with you.Pls send us your rock bottom prices C&F Limassol for all references of Boys T-shirt;Pls mention the fabric.REGARDS Fanie Muller18分析分析品名：品名：boys vestStyle No.106.306成本价格：成本价格：RMB21.10/pc海关海关编码：6109909050退税率退税率：16汇率率：636.419具体的具体的计算算成本：成本：RMB21.10/pc上海上海报关关费：1000RMB厂到港运厂到港运费：假：假设1RMB/PC退税退税：16:21.10/1.17*16%=RMB2.89毛利：毛利：15:21.10*15%=RMB3.165汇率：率：USD100RMB 636.4USD3.67/pc FOB SHANGHAI for 1000pcs(21.10+1+1 2.89 +3.165)/6.36420海运海运费计算算整箱运整箱运费（FCL）最大装箱量最大装箱量海运海运费/20“，40”(ALL IN 和和LOCAL CHARGE)单位运位运费拼箱运拼箱运费（LCL）按重量按重量/按体按体积21继续前面的案例前面的案例Packing:One hanger+polybag per pc,18 pcs per carton-box,3 moisture-proofing agent per carton-box,an inner-cover-cardboard per carton-boxcarton size:420X390X300(mm)22整箱整箱FCL计算算以以20”集装箱集装箱为例例长*宽*高：高：5900*2350*2380（mm）包装尺寸：包装尺寸：长*宽*高：高：420X390X300(mm)长：5900/420=14宽：2350/390=6高：高：2380/300=723整箱整箱FCL计算算14*6*7588（箱）（箱）每箱装每箱装18件，件，总计10584（件）（件）查询运运费http:/ USD1200.-运运费：1200/10584=USD0.11324CFR=FOB+F =USD3.67+USD0.113 =USD3.783/PCUSD3.783 per pc CFR Limassol,Cyprus整箱整箱FCL计算算25包装尺寸：包装尺寸：长*宽*高：高：420X390X300(mm)体体积：420*390*300=0.05CBM拼箱运拼箱运费：USD80.-/CMB(OR M/T)Freight:80*0.05=USD4.-/18 pcs=USD0.22FOB SH USD3.67/PCFreight USD0.22/PCCFR Limassol USD3.89/pc拼箱拼箱LCL计算算26汇总成本与成本与费用（盈用（盈亏计算）算）收入收入银行行结汇、出口退税、出口退税支出支出-成本成本海运海运费、港、港杂费样品品费、寄、寄样费制制单费、寄、寄单费托托盘费、保、保险费银行行费、佣金、利息、佣金、利息2024/2/29 周四2728影响价格的因素影响价格的因素交交货地点和交地点和交货条件条件运运输距离与投保的距离与投保的险别商品的品商品的品质与档次与档次季季节因素因素成交量成交量支付条件与支付条件与汇率率变动的的风险29二、如何二、如何报价价30如何如何报价价报价的基本要素价的基本要素报价的基本原价的基本原则报价方式价方式31外外贸价格的基本因素价格的基本因素USD3.54/PC FOB SHANGHAIUSD3.54/PC CIF MELBOURNE币种种金金额报价价单位位价格价格术语港口港口32完整的完整的报价价品名品名 commodity规格格 specification数量数量 quantity价格价格 price 包装包装 packing 交交货期与港口期与港口 shipment付款方式付款方式 terms of payment报价有效期价有效期 expiry33FOB,CFR,CIF 比比较贸易易术语风险责任任费用用谁承担承担货装上装上船后的船后的风险 谁办理租理租船，船，订舱谁办理保理保险 谁支付运支付运费 谁支付保支付保险费用用 FOB买方方卖方方买方方买方方买方方CNF买方方卖方方买方方卖方方买方方CIF买方方卖方方卖方方卖方方卖方方34报价的方式价的方式对比式比式报价价图文式文式报价价分析式分析式报价价分解式分解式报价价35对比式比式报价价36图文式文式报价价37分析式分析式报价价1 m/c,20Ne cotton,Production:800KG/DayGross Profit:($2200$1400=)$800 Power&Water Consuming:($0.5X360kw=)$180Worker&Manage charges:(4 men)$300Workshop rent:(200M2)$200Net Profit/Day:()$120 Earlier Running,Earlier BOOMING!38分解式分解式报价价Nokia N96(Net Price):$300(FOB Shanghai)Optional Items Price:1,Charger2,Travel Charger3,Car Charger4,Battery5,Leather Pouch6,Handsfree Kit7,Micro SD 8GB Memory Card8,Bluetooth Headset39报价方式价方式总结什么什么样的的报价吸引人价吸引人产品品图片片技技术参数参数交易相关内容交易相关内容实用用简洁的的报价价单格式格式40三、技三、技术性性报价价41报价与价与讨价价还价价西欧式西欧式报价价日本式日本式报价价42西欧式西欧式报价价由高到低的由高到低的报价方式价方式通通过减少零减少零备件、包装材料等逐步降低价件、包装材料等逐步降低价格格43日本式日本式报价价由低到高的由低到高的报价方式价方式通通过增加零配件、包装材料等逐步抬高价增加零配件、包装材料等逐步抬高价格格典型案例戴典型案例戴尔电脑44454647如何如何讨价价还价价数量数量品种品种付款方式付款方式年度交易年度交易额其它交易条件其它交易条件48数量数量忠诚的客户,采购范围扩大到新品配合度越来越高,继续合作动心价格,加大合作新客户,合作第一单累达三万件15美元,卖出新品累达二万件18美元,保持合作累达一万件,19美元,保持合作第一单以20美元成交,合作49客户满意承诺下单客户犹豫不定,并进一步讨价还价发现客户对B,C等产品也有兴趣引发客户兴趣服务承诺等综合优势突出，成交给出不同拼箱方案的整柜一口价报A产品与B,C等拼整箱的价格A产品报价15美元品品 种种50付款方式付款方式1 x 40HC,FOB Shanghai100%PRE T/T,15.00/pc70%PRE T/T,30%Before Delivery,$15.10/pc50%PRE T/T,50%Before Delivery,$15.20/pc70%PRE T/T,30%After Receive B/L Copy,$15.50/pc50%PRE T/T,50%After Receive B/L Copy,$16.00/pc l有效地被有效地被买家用于索要家用于索要DISCOUNT，或是，或是卖家家给买家做出家做出的鼓励的鼓励订购的一种策略的一种策略年度交易年度交易额52其他条件其他条件-交交货期期客户非常满意交货期要求非常短引发客户兴趣韩国客户询盘获得订单并圆满完成确认能按期交货,不再降价报价合理,获客户青睐收到客户询盘询价53其他条件其他条件-实效性效性按工厂最新价成交要求与样品有出入客户被吸引美国客户询盘坚持加价,付款方式妥协,成交报价时间不同,成本改变,提价报接近成本价&送样获确认收到客户询盘2024/2/29 周四54