国际贸易实训案例

Establish Business Relations

Dear Sirs:

We understand from your information posted on your official website that you are in the market for hotel. We would like to take this opportunity to introduce our company and products, with the hope that we may enter into business relations with you.

Of recent years, we have done much business with the largest and most prominent hotel in the industry. 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 www.towel.com, which includes our latest product line.

If you are interested in marketing these products at your end, please let us know and we will be happy to give you a quotation upon receipt of your detailed requirements.

We look forward to receiving your enquires soon.

Sincerely,

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Enquiry

Dear Sirs,

We know your information form your official website that you are producting for hotel supplies, especially for towel.

There ia a steady demand here for towel. We would appreciate your sending us catalogues, sample books or even samples if possible. Please give us detailed information on CIF Shenyang Prices, terms of payment and discount you would allow on purchases of quantities of no less than 10,000 pieces.

We hope this will be a good start for a long and profitable business relation.

We look forward to hearing from you soon.

Yours faithfully,

Reply

Dear Sirs,

We have received your letter of Dec.15, 2012 and we thank you for your interests in our products.

Our company specializes in manufacturing towel bath towel, we have a full range of weaving workshops, printing workshops, packaging workshop, equipped with technicians and related support facilities.

The booklet of our products will be sent to you today, together with the details of various ranges, including types, sizes, weight, and prices, and also samples of the different qualities of material used. We think the quality of the products will attract your attention. Please believe that our company will provide you the best products, the lowest prices.

Although costs have been rising since October, we have not yet raised our pries, but may have to do so when present stocks run out. We therefore advise you to place your order with us at once.

We look forward to receiving an order from you.

Yours faithfully,

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Quotation

Types hand towel Sizes(cm) 32×32 Weight(g) 70 Prices（￥） 2.8 Face towel 40×76 150 4.8 Bath towel 40×100 200 6.8 Floor towel 50×80 400 8.8 Bath towel 80×160 700 10.8 a full set of towel 34

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Firm Offer Dear Sirs,

We confirmed having received your enquiry of Dec.17, 2012. As requested, we are sending you our quotation sheet covering the types in which you are interested. Unless otherwise stated, all the products can be supplied within four weeks after receipt of your order and the prices listed are subject to our final confirmation. On an order exceeding 10,000 sets, we usually allow a 1% quantity discount.

Please kindly find our offer below: 1.Item: towel

2.Package: In bales or in wooden cases 3.Quantity:10,000 pices

4.Price: ￥34 per set CIFC5% (each set include five types) 5.Payment: Irrevocable L/C at sight in our favor 6.Leadtime: Shipped within 30 days after L/C receipt

Our business bank is Guangzhou Branch of Bank of China. You can check our credit in Shenyang Branch of Bank of China.

Looking forward to cooperating with you soon.

Yours faithfully,

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Counter-Offer

Dear Sirs,

We acknowledge receipt of both your offer Dec.17, 2012 and the samples you very kindly sent us.

While appreciating the good quality of your towels, we find your price is rather too high for the market we wish to supply. Information indicates that some towels of other companies have been sold at the level of a much lower price.

Such being the case, should you be prepared to reduce your limit to ￥30. we might come to terms. You may think it worthwhile to make a concession.

It is in view of our long-standing business relationship that we make you such a counter-offer most favourably and fax us acceptance at your earliest convenience.

We are anticipating your early reply.

Yours faithfully,

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Confirmation & Acceptance

Dear Sirs,

We accept your counteroffer of Dec.19, 2012 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, entertained orders of 5,000 set per week. Thus, you can rest assured that your order of 10,000 pairs for shipment next month will be fulfilled as contracted upon.

However, emphasis has to be laid on the point that your L/C must reach here by the end of this month. Otherwise, shipment has to be delayed.

We are now enclosing here with our Sales Contract No.1234567 in duplicate. Please countersign and return us one copy for records. We appreciate your cooperation and trust that our products will turn out to your satisfaction.

Yours faithfully,

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Sales confirmation

SALES CONFIRMATION

Contract NO: 1234567 Date: 8th 12,2012

Signed at:New CenturyConference Hall The Sellers:Grace Group

Address:No.258 JiangDong road in Guangzhou

Fax: No.86-400-6200-880

The Buyers：New Century Hotel

Address: No.336 Zhongzhou Road, Heping district Shenyang City Fax: 86-800-8200-8820

The undersigned Sellers and Buyers have agreed to close the following transactions according to the terms and conditions stipulated below:

1.Name of Commodity:hotel supplies (towel) 2.Quantity:10,000 set 3.Unit Price ￥30 per set

4.Amount:￥300,000 and CIF 5% Shenyang 5.Total Value:￥315,000

With 1 % more or less both in amount and quantity allowed at the Seller's option.

6.Packing：All in bulk

7.Time of Shipment: Within 10 days after receipt of L/C allowing transhipment and partial shipment.

8.Port of Loading: Port of Guangzhou

9.Port of Destination: Port of Dandong

10. Terms of Payment: By 100% confirmed, Irrevocable, Transferable and Divisible Letter of Credit to be available by sight draft and to remain valid for negotiation in China until the 15th day after the aforesaid Time of Shipment.

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11. Insurance: Covering all risks and war risk only (excluding S.R.C.C.) as per the China Insurance Clauses.

12. It is mutually agreed that the Inspection Certificate of Quality (Weight) issued by the China Import and Export Commodity Ispection Bureau at the port of shipment shall be part of the documents to be presented for negotiation under the relevant L/C. The buyers shall have the right to reinspect the Quality and Quality (Weight) of the cargo. The reinspection fee shall be borne by the Buyers. Should the Quality and/or Quantity (Weight) be found not in conformity with that of the contract, the Buyers are entitled to lodge with the Sellers a claim which should be supported by survey reports issued by a recognized Surveyer approved by the Sellers.

14. REMARKS：

(1) The buyers shall have the covering Letter of Credit reach the Sellers (or notify the Import. License Number)before Jun.23rd, 2013, otherwise the Sellers reserve the right to rescind without further notice or to accept whole or any part of this Sales Confirmation not fulfilled by the Buyers, or to lodge a claim for lossees this sustained of any.

(2) For transactions concluded on C.I.F.basis it is undrstood that the insurance amount will be for 110% of the invoice value against the risks specified in the Sales Confirmation. If additional Insurance amount of coverage is required, the buyers must have the consent of the Sellers before Shipment and the additional premium is to be borne by the buyers.

(3) QUATLITY/QUANTITY DISCREPANCY: In case of quality discrepancey, claim should be filed by the Buyers within 3 months after the arrival of the goods at port of destination, while of quantity discrepancy, claim should be filed by the Buyers within 15 days after the arrival of the goods at port of destination. It is understood that the Sellers shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipping company, other transportation, organization/or Post Office are liable.

(4) The Sellers shall not be held liable for failure or delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation on consequence of any Force Majeure incidents.

(5) The buyers are requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the Letter of Credit to be opened in favour of the Sellers.

(6) Arbitration: All disputes in connection with this Contract or the execution thereof shall be settled by negotiation between two parties. If no settlement can be reached, the case in dispute shall then be submitted for arbitration in the country of defendant in accordance with the arbitration regulations of the arbitration organization of the defendant country. The decision made by the arbitration organization shall be taken as final and binding upon both parties. The arbitratio expenses shall be borne by the losing party unless otherwise awarded by the arbitration organization.

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(7) The Buyers are requested to sign and return one copy of this Sales Confirmation immediately after receipt of the same. Objection, if any, should be raise by the Buyers within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyers have accepted the terms and conditions of the Sales Confirmation.

THE SELLERS THE BUYERS

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Letters of Credit

Irrevocable Documentary Credit

No.2286 Dec.27,2012

To: Grace Group

No.258 JiangDong road in Guangzhou

Advised through: Shenyang Branch of Bank of China

Dear Sirs,

We hereby establish our irrevocable letter of credit in your favor for account of New Century Hotel, Shenyang up to the aggregate amount of ￥10,000 available by your drafts drawn at Sight on us for 100% invoice value and accompanied by the following documents：

1. Commercial invoice in triplicate.

2. Special China Customs invoice, in duplicate.

3. Full set of clean on board ocean Bills of Lading issued to order of shipper, blank endorsed，marked：“Notify New Century Hotel, Shenyang, Liaoning province”．

Evidencing shipment of

—10,000 sets of towels CIF Shanghai

—Shipment latest Dec.25, 2012，from Port of Guangzhou，China to Port of Dandong，China. —Partial shipment is prohibited． —Transshipment is permitted.

—Insurance is to be effected by the buyer.

The negotiating bank must forward all documents to us in one cover by airmail.

The amount and date of each negotiation must be endorsed on the back hereof by the negotiating bank.

We hereby agree with drawers, endorsers and bona fide holders of drafts that all drafts drawn under and in compliance with the terms of this credit shall meet with due honor upon presentation and delivery of documents as specified to the drawee if drawn and presented for negotiation not later than Dec.25, 2012

This Credit is subject to the “ Uniform Custom and Practice for Documentary Credit Credits (2010 Revision), International Chamber of Commerce，Brochure NO.400”.

Yours Faithfully

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