目 录
1 案例内容介绍
1.1 卖方公司背景........................................................................................................... 1
1.2 买方公司背景........................................................................................................... 1
1.3 交易背景简介........................................................................................................... 2
2 交易流程模拟
2.1 建立业务关系........................................................................................................... 3
2.2 询盘........................................................................................................................... 4
2.3 发盘........................................................................................................................... 5
2.4 还盘........................................................................................................................... 6
2.5 接受........................................................................................................................... 7
2.6 保险......................................................................................................................... 10
2.7 付款......................................................................................................................... 11
2.8 装运......................................................................................................................... 12
2.9 索赔......................................................................................................................... 13
2.10 续订购.................................................................................................................... 15
参考文献.................................................................................................................................. 16
河北鑫憧毛绒玩具有限公司与美国ACE GALLERY公司卡通人偶服饰交易流程函电模拟写作
1 案例内容介绍
1.1 卖方公司背景
Seller‘s background
河北鑫憧毛绒玩具有限公司，是一家专业生产销售毛绒布衣玩具的企业，座落在文明世界的国际商贸城--河北白沟。该公司拥有进口先进的生产设备、做为专业的毛绒玩具制造商，在产品形象的制作、推广和创新方面，都有自己非常完善的运作流程，能够满足国内及国际玩具严格的生产标准。该公司一直为众多企业设计生产：各种款式，规格的企业毛绒吉祥物、仿真毛绒动物玩具、布艺洋娃娃，并新增卡通人偶服饰，完美再现了其造型的立体形象，做工讲究、质量上乘，深得客户及消费者的喜爱。该公司可由专业设计师设计打样，也可来样加工各类毛绒玩具，及各项活动人偶服。该公司从来样询价、定样、生产，实行一条龙优质服务，充分节约客户的宝贵时间，以规范的生产流程，新颖的造型设计，严格的质量控制，为客户生产满意的产品。该公司始终奉行“今天的质量，明天的市场，现在的客户，永远的朋友。”为宗旨，在不断满足现有需求的同时，积极开拓国际市场，产品远销欧洲、东南亚等几十个国家和地区。
1.2 买方公司背景
Buyer's background
美国ACE GALLERY公司创建于1961年，创始人是现任主任道格斯先生，位于洛杉矶。ACE GALLERY公司长期致力于影视、媒体、艺术、文化传播等，在举办艺术个展及各类文化活动，距今已经有很长的历史。ACE GALLERY以挖掘现代艺术观念、现代动画、影视视角为理念，主要着眼于新兴市场，通过大型节展活动，艺术评论等手段，宣扬各大艺术家的艺术主张和新观念的发现和认识，加强艺术家群体之间的创新资讯交流。ACE GALLERY在业界享有较高的声誉，其注重宣传效果，不以利益为首要目的深得美国民众的喜爱，同时也备受同行的尊重，各大艺术展会、影视宣传、文化交流会等也总是青睐于ACE GALLERY。
1.3 交易背景简介
Introduction of trading background
河北鑫憧毛绒玩具有限公司从国外的销售代理商处得知，ACE GALLERY公司即将举行新一届的美国动漫节，认为这是一个很大的商机，因为公司计划向国外拓展卡通人偶服的销售市场，正在物色新的贸易对象，恰巧通过ACE GALLERY公司借这次大型节展也可以在美国大力宣传一下自己的产品。因此决定向美国ACE GALEERY公司发函，希望与之发展新的贸易关系。ACE GALLERY公司在收到信函后颇感兴趣，并也正考虑利用大量的卡通人偶形象增加节日的亮点，双方一拍即合，就此展开了一系列正式的贸易流程：建立业务关系、询盘、发盘、还盘、接受、保险、付款、装运、索赔、续订购。卖方很珍惜这次的贸易伙伴，故决定此次交易不以盈利为目的，为买方承担运费和保险费，即采用CIF贸易术语，由天津新港出发，目的地为美国加州长滩港。货物在运输过程中完好无损，但是开箱后，买方发现其中一箱的货物有错误，与订单不符，遂与卖方进行赔偿交涉。卖方最终查清错误是在生产过程中出的错，向买方致歉，同时为了不耽误买方的如期使用，卖方加紧赶货重新寄了一份替换货物，圆满的解决了此次纠纷。买方见卖方办事效率高，且产品质量上乘，可予以信任，因此决定继续订购，并欲与之建立长期的合作关系。
2 交易流程模拟
2.1 建立业务关系
Establishing business relations
敬启者:
经我方代理商介绍，今写信给你们。冒昧的向贵方介绍，我公司主营动漫系列产品，包括订做人偶服饰，并多年出口于欧洲、东南亚。鉴于贵方是动漫制品进口商，望与你方建立业务关系。
盼早复。
谨上
尹
Dear sirs,
We are writing to you on the recommendation of the Sales Agent. We take the liberty to introduce ourselves as exporters of Cartoon series, including making Cartoon Doll clothing, which we have been exporting to Europe and South-East Asia. We are desirous of establishing business relations with your corporation as you are the importer of Cartoon series.
Your early reply is appreciated.
Yours truly,
Yin
2.2 询盘
Inquiry
尊敬的尹先生：
非常高兴收到您10月12日的来信，获悉贵公司出口动漫制品，并希望与我方建立业务关系。
我公司对你方订做动漫人偶服饰很感兴趣。我们非常希望获得贵公司的最新产品目录和有关出口价格、付款条件以及样品的详细材料。并且我方要求在下订单后五周内交货。
如能接受发货时间，我方就会下订单。
谨上
道格拉斯
Dear Yin,
We learn with pleasure from your letter of October 12 that you are exporters of Cartoon series, and willing to establish business relations with us.
We are interested in your making Cartoon Doll clothing. We should like to receive a copy of your latest catalogue and full details of your export prices and terms of payment, together with samples. Meanwhile we require the goods delivery would be effected within five weeks of order.
If you can accept the delivery time, we shall be pleased to place an order from you.
Yours truly,
Douglas
2.3 发盘
Offer
尊敬的道格拉斯先生：
多谢您于10月15日的询价。关于贵方所需的卡通人偶服饰，我们能在收到订单后三周内寄出。在此，我方报盘如下：
型号：X(适合120~140cm)、Y(适合140~160cm)、Z(适合160~180cm)
数量：20件以上
价格：USD130.00每个CIF 加州，长滩
包装：纸箱或木箱，你方指定
付款：在装运日期前16天开出保兑的、不可撤销的即期信用证。
相信贵方能接受我们的报价，此盘有效期可到回电为止。样品另封邮寄，注意查收。
谨上
尹
Dear Douglas,
Many thanks for your inquiry of October 15. We can ship your order within 3 weeks upon receipt of your order regarding our Cartoon Doll clothing you required. We are pleased to quote as follows:
Specifications: X(suitable for 120~140cm)、Y(suitable for 140~160cm)、Z(suitable for 160~180cm)
Quantity: more than 20 pieces
Price: USD130.00 per piece CIF Lang Beach, Ca
Packing: in cartons or in wooden cases, at your option
Payment: by confirmed, irrevocable L/C payable by draft at sight to be opened 16 days before the time of shipment.
We trust that you will be able to accept our offer, which shall be kept open against reply by wire. We send you samples under separate cover. Pls. find them.
Sincerely yours,
Yin
2.4 还盘
Counter-offer
尊敬的尹先生：
感谢您及时的答复和寄来的样品。您10月16日的发盘为：卡通人偶服饰每件130美元，成本、保险费加运费，加州，长滩。
在此回复，很遗憾的通知你方，我方不能接受贵方报价，因为贵方的价格高于本地同等质量产品的市场价格水平。接受您的报价对我们来说是损失，更不用说获利了。为了促进贸易，我们希望你方能降价15%。
望贵方认真考虑，及时回复。
谨上
道格拉斯
Dear Yin,
Thank you for your prompt reply and the samples you sent. Your offer of October 16 is: Cartoon Doll clothing at CIF Lang Beach, Ca USD130.00 per piece.
In reply, we regret to tell you that we cannot take you up on the order as the price you asking is above the market level here for the quality in question. Accepting your offer will mean graet loss to us, let along make profits. To step up the trade, we suggest that you reduce pric by 15%.
We hope you will take it into consideration and let us have your reply very soon.
Sincerely yours,
Douglas
2.5 接受
Acceptance
尊敬的道格拉斯先生：
您10月20日的信函已收悉。很遗憾看到贵方将我方卡通人偶服饰的价钱砍的幅度这么大，但值得考虑的是与你方贸易的特殊性，我们最后决定第一单给你方特别优惠15%。因为想要与你方做生意才做这个决定，但是必须强调的是这已经是我方能做的最大限度了。
静候佳音。
谨上
尹
Dear Douglas，
We have received your letter of October 18. It is regretful for us to see that you cut down the price of our Cartoon Doll clothing too sharp, but bearing in mind the special character of your trade, we have decided to offer you a special discount of 15% on a first order. We make this allowance because we should like to do business with you if possible, but I must stress that it’s the furthest we can go to help you.
We await your early reply.
Yours faithfully,
Yin
Order
买方ACE GALLERY公司接受报价并下订单。
尊敬的尹先生：
我们已经收到你方10月21日的信函，并非常高兴地向贵方订购制作以下货物：
具体的小样另封邮寄给你方参考。另外，我们接受防水、经得起野蛮装载的适合海运的出口包装。
我们期待不久得知你方装运的好消息，提前感谢。
谨上
道格拉斯
Dear Yin,
We are in receipt of your letter of October 21th and pleased to order with you for the fowllowing goods:
For your reference, we are sending you some hand samples separately. Becides, we accept the parking which is watertight, seaworthy and strong enough to stand rough handling.
We look forward to receiving your shipping advice soon and thank you in advance.
Yours faithfully,
Douglas
2.6 保险
Insurance
尊敬的道格拉斯先生：
我们已获悉贵方10月22的订单，并很高兴告知我方已投保。
我方根据《海洋运输货物条款》已为这批货物按发票金额的110%投保了一切险和战争险。若你方要求投保附加险，额外的保险费则应该由你方负担。
相信信息能满足贵方要求，等候你方的进一步消息。
谨上
尹
Dear Douglas,
Your favor of October 22 was duly received, and we are pleased to inform you that we have covered insurance of the goods.
We have effected insurance for 110% of the invoice value aganst All Risks and War Risks as per the Ocean Marine Cargo Clause. Should additional risks be ranged, extra premium is for your account.
We trust the information will serve your purpose and wait your further news.
Truly yours,
Yin
2.7 付款
Payment
尊敬的尹先生：
我们已收悉你方昨日有关投保信函，无异议。
兹通知贵方，我方已按合同要求开立以贵方受益人，洛杉矶银行保兑的信用证，金额为USD3,204.50，有效期至11月8日。
货物装船时请通知我们。
谨上
道格拉斯
Dear Yin,
We have acknowledged receipt of your letter of October 24 in regard to insurance and we have no sissent.
In reply, we would like to inform you that we have opened a credit of USD3,204.50 with the Bank of Los Angeles, US in your favor, to be available until November 8.
Please notify us when the goods are shipped.
Truly yours,
Douglas
2.8 装运
Shipment
尊敬的道格拉斯先生：
至今未复10月24日贵函，深感歉疚，还望原谅。
谨此告知，我方已按合同规定，货物在今日装运，船名为地中海梅拉特，预计明天发船。
相信货物会及时到达你方。
谨上
尹
Dear Douglas,
Kindly excuse our not replying to your favor of the 24th October until today.
We are glad to inform you that we have this day shipped the goods on board S/V MSC MELATILDE which sails for your port tomorrow.
We trust that the goods will reach you in good time.
Sincerely yours,
Yin
2.9 索赔
Claim
买方提出索赔如下：
尊敬的尹先生：
我方按期收到装运单据，并在地中海梅拉特到达长滩港时提取了货物。
很感谢你方快速履行订单，一切都是正确完好的，除了16号产品。当我们打开箱子很遗憾的发现七个小矮人不是七个，而是六个，因为有两个是一模一样的。由于我方急需此货参展,请贵方务必尽快更换。兹随函附寄16号货品的照片一份,敬请贵方核对。
同时,我方将保存上述货物,等候贵方处理,请尽快告知我方处理意见。
谨上
道格拉斯
Dear Yin,
We duly received the documents and took delivery of the goods on arrival of S/V MCS MELATILDE at Lang Beach.
We thank you for your prompt execution of this order. Everything appears to be correct and in good condition except in case No.16. Unfortunately when we opened this case we found Seven Dwarfs not 7, but 6, because two pieces are the same. As we need the goods to join an exhibition, we must ask you to arrange for the dispatch of replacements. We attach photos of No.16 for check.
In the meantime, we are holding the above-mentioned case at your disposal, and please notify us what you wish us to do with.
Sincerely yours,
Douglas
卖方对索赔提出回复如下：
尊敬的道格拉斯先生：
获悉你方11月16号信函，我们深表惊讶。
鉴于你方寄来的照片，通过我方调查这个问题，我们发现我方在生产方面除了错，我们会立刻安排正确的商品替换的，并尽可能快地寄给你方。我们很感谢你一直保存16号产品，多出来的就交给你方处理了。
因为失误给你方造成的麻烦，我方表示歉意。
谨上
尹
Dear Douglas,
We are very surprised to hear from your letter of November 16.
Regarding to those pictures and on going into the matter, we find that a mistake was indeed made in the producing. We will arrange for the right goods to be dispatched to you as soon, and send you asap. We are grateful you keep case No.16, the extra part is at your disposal.
Please accept our apologies for the trouble caused to you by the error.
Best regards,
Yin
2.10 续订购
Further order
尊敬的尹先生：
有关于此次事件，我方很满意贵方的处理问题的能力。
你方让我们看到了认真负责的一面，值得信任，并且你方所提供的货物质量上乘，具有很大的竞争力。因此，在圣诞节来临之前，我方决定向你方续订购与圣诞相关的玩具礼品。
感谢你方的合作，期待进一步的贸易进展。
谨上
道格拉斯
Dear Yin,
We are satisfied with your ability of dealing with problems redarding our disputes.
You show us that you are serious and responsible to the matter, and also trustworthy. The goods you provide is better and more competitive. So we decide to place a further order from you on associated with Christmas toys and gifts before Christmas.
We highly appreciate your cooperation and expect further development of business between us.
Best regards,
Douglas
参考文献
【1】赵银德，外贸函电[M].北京：机械工业出版社，2012
【2】徐春祥，国际贸易实务[M].北京：机械工业出版社，2011
【3】中国商桥网，http://www.travel-over-china.com.
【4】外贸指南，http://bridgat.com