1、 本課程分為出口貿易實訓和進口貿易實訓兩大模塊，共16講。把出口業務和進口業務按流程分解，在各個業務重點和難點上進行講解和模擬練習，注重對流程中各個技能點的實訓。生動、仿真的模擬讓繁雜、抽象的國際貿易學習變得輕松、更有樂趣。金融危機、歐債危機、全球經濟2011年，中國成為全球第二大經濟體，世界第一大出口國、第二大進口國、財政收入年均增幅近20%、外匯儲備增長近13倍、人均GDP突破4000美元。福布斯亞洲版推出的2011中國富豪榜顯示，中國個人或家庭資產超過10億美元的富豪為146人。美國財富雜志世界500強企業名單中，中國以61家企業上榜的成績位列全球第三，而10年前，上榜的中國企業僅僅12

2、家。 A 導論 大部分的國際貿易始于交易磋商，交易磋商是確定交易關系和簽訂貿易合同的基礎。國際貿易中的交易磋商大多通過函電進行，一般是通過信函、電報、電傳、傳真或電子郵件等函電方式進行談判。貿易函電要求語言簡潔、結構清晰、內容完整。 B 重點 建交函、詢盤函、發盤函與還盤函、 接收函與訂單 一、建交函 建交函是向潛在的交易對象介紹本公司的背景、產品特點，希望達成交易關系的函電。要點如下： 1.首先禮貌地向對方說明是如何知悉其有關信息的，以免唐突。例如: We have seen your advertisement in,We are writing to enter into busines

3、s relations with you. The Commercial Counselor of your Embassy in Shanghai has recommended your firm We learned from the Internet that,We write this letter with a view to getting into business with you. 2. 介紹本公司的經營背景、范圍、規模、方式、優勢等，確立客戶對公司信譽和實力的認可。 We are the leading manufacturers of in China. As a st

4、ate-owned company dealing in the import and export of With years of effort we have expanded our business scope impressively 3. 介紹本公司的產品特色，必要時可寄出產品樣品及價格目錄，供對方參考。如: This kind of toy is of supreme quality and fine workmanship.Its exceptional material and unique style have evoked a good reaction in Japa

5、n.Enclosed please find our latest catalogue. 4. 表示目前產品市場狀況良好，需求增加，以說服客戶盡快采用行動。如： With high popularity in America,Europe and Asia. There is a steady demand for the above-mentioned commodity of high quality. Our products are rapidly becoming popular because they are strong, warm and light. 5. 在信的結尾部分向

6、對方表明敬意，并誠懇地期望對方能夠下訂單或回復相關信息。 Your prompt reply would be highly appreciated. We are looking forward to your early reply. If there doesnt meet your demand,please let us know your specific requirements. 例1. build new business relationship 建立貿易關系，可以通過多種途徑，比如通過駐外機構、國外商會、同業商行、銀行、出國訪問、商品交易會、報紙廣告、市場調查等等。建立貿

7、易關系的信函，要寫得誠懇、熱情、禮貌、得體，并將寫信人的意圖清楚地敘述完整，給對方留下深刻地印象，使其愿意與你交往。 Dear Mr. Jones， We understand from your information posted on A that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports i

8、n the future. We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present. You may also visit our website ,which includes our latest product line. Should any of t

9、hese items be of interest to you, please let us know. We will be happy to give you a quotation upon receipt of your detailed requirements. We look forward to receiving your enquires soon. Sincerely, John Roberts 二、詢盤函 詢盤（enquiry), 又稱詢價，是指買方為了購買或賣方為了銷售而向對方提出有關交易條件的詢問。其內容可以是詢問價格，也可詢問其它一項或幾項交易條件。發出詢盤的目

10、的通常是要求對方做出發盤。例如： We are now sending you a quotation sheet for your consideration. You certainly will note that our prices are very competitive. We have much pleasure in enclosing a quotation sheet for our products and trust that their high quality will induce you to place a trial order. 例2. Make an

11、inquiry 詢盤的內容主要是商品的價格、包裝、交貨期、付款方式等。詢盤信應簡潔、清楚、禮貌。 Dear Sir or Madam， Messrs Johns and Smith of New York inform us that you deal in exports of all pillowcases cotton bed-sheets and. We would like you to send us details of various ranges, including sizes, colors and prices, and also samples of the diff

12、erent qualities of material used. We are large dealers in textiles and believe there is a promising market in our area for moderately priced goods of this kind mentioned. When quoting, please state your terms of payment and discount you would allow on purchases of quantities of not less than 100 doz

13、en of individual items. Price quoted should include insurance and freight to London. Yours faithfully A Reply Dear Ms Block, We welcome you for your enquiry of Feb. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giv

14、ing the details you asked for. We trust that you will agree that our products and price appeal to the most selective buyer. And we also allow a proper discount according to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be as

15、sured that it will receive our prompt and careful attention. Yours truly 三、發盤函 發盤（offer），又稱發價，在法律上稱為“要約”，是賣方或買方向對方提出各項交易條件，并愿意按照這些條件達成交易、訂立合同的一種肯定的表示。例如： At your request we make you an offer as follows We take pleasure in making you an offer as required by you This offer is firm, subject to the rece

16、ipt of reply by us before 25th January. 例3. Make an offer 報盤函是指賣方在銷售某種商品時，向買方報價、介紹商品情況。提出交易條件（包括商品名稱、數量、價格、付款條件、交貨日期等）時所寫的一種外貿信函。報盤有實盤和虛盤之分。實盤是報盤人在規定的期限內對所提條件的肯定表示，報盤人在有限期內不得隨意改變和撤回報盤內容，報盤一經買方接受，買賣立即敲定，雙方就有了法律約束力的合同關系。虛盤是報盤人所作的非承諾性表示，附有保留條件，如“以我方最后確認為準（subject to our final confirmation）”等。 (a.) firm

17、 offer Dear Mr. Jones， We thank you for your email enquiry for both groundnuts and Walnutmeat CNF Copenhagen dated February, 21. In reply, we offer firm, subject to your reply reaching us on or before February 26 for 250 metric tons of groundnuts, handpicked, shelled and ungraded at RMB2000 net per

18、metric ton CNF Copenhagen and any other European Main Ports. Shipment to be made within two months after receipt of your order payment by L/C payable by sight draft. Please note that we have quoted our most favorable price and are unable to entertain any counter offer. As you are aware that there ha

19、s lately been a large demand for the above commodities. Such growing demand will likely result in increased prices. However you can secure these prices if you send us an immediate reply. Sincerely, (b.) non-firm offer Dear Mr. Jones: We thank you for your letter dated April 8 inquiring about our lea

20、ther handbags. As requested, we take pleasure in offering you, subject to our final confirmation, 300 dozen deerskin handbags style No.MS190 at $124.00 per dozen CIF Hamburg. Shipment will be effected within 20 days after receipt of the relevant L/C issued by your first class bank in our favor upon

21、signing Sales Contract. We are manufacturing various kinds of leather purses and waist belts for exportation, and enclosed a brochure of products for your reference. We hope some of them meet your taste and needs. If we can be of any further help, please feel free to let us know. Customers inquiries

22、 are always met with our careful attention. Sincerely, 四、還盤函 還盤（counter-offer），又稱還價，是受盤人對發盤內容不完全同意而提出修改或變更的表示。一方的發盤經對方還盤以后即失去效力。一筆交易有時要經過多次還盤才能達成。例如： We regret to inform you that our buyers find your price much too high We very much regret that we are unable to entertain your offer of 例4. Make a cou

23、nter-offer 買方收到賣方的報盤后，如果不接受或者不能完全接受其交易條件，可以針對價格、支付方式。裝運期等主要條件進行修改和提出不同的建議。這種修改稱為還盤。 Dear Sir or Madam， We acknowledge receipt of both your offer of May 6 and the samples of Mens Shirts, and thank you for these. While appreciating the good quality of your shirts, we find your price is rather too high

24、 for the market we wish to supply. We have also to point out that the Mens Shirts are available in our market from several European manufacturers, all of them are at prices from 10% to 15% below the price you quoted. Such being the case, we have to ask you to consider if you can make reduction in yo

25、ur price, say 10%. As our order would be worth around US$50,000, you may think it worthwhile to make a concession. We are looking forward to your reply, Sincerely, 五、接受函與訂單 接受（acceptance),在法律上稱“承諾”，是買方或賣方無條件同意對方在發盤中提出的各項交易條件，并愿意按照這些條件達成交易、訂立合同的一種肯定的表示。一般用accept, agree, confirm表示接受，有時也會以order的形式直接表示。

26、如： Referring your counter offer yesterday accepted. Please sign confirmation and send back. We find both quality and prices satisfactory and are pleased to give you an order for the following items on the understanding that例5. Acceptance 接受是交易的一方完全同意對方的報盤或還盤的全部內容所作的肯定表示。一經接受，交易即告成立，買賣雙方分別承擔自己的義務。 De

27、ar Sir or Madam, Re: Leather shoes We accept your counteroffer of July 7th and are pleased to confirm having concluded the transaction of the captioned goods with you. Our factory has informed us that they can, at present, entertain orders of 20,000 pairs per week. Thus, you can rest assured that your order of 50,000 pairs for shipment next month will be fulfilled as contracted upon. However, emphasis has to b