1、Chapter One Cases Under T/T Payment Terms,外贸函电与单证实训教程,Practice One : T/T +FOB Case,Objective,Requirements,Steps,Introduction,Practice,Objective,The objective is to enable students to be familiar with the export procedures using FOB and T/T, and to master the skills to translate the correspondence, w
2、rite formal business letters, and fill in the sales contract and related documents according to the background information and letters given.,Requirements,1. To know well about the procedures of T/T and obligations of the Seller and Buyer under FOB price terms. 2. To know well about the formal busin
3、ess letter writing in full blocked format. 3. To master useful expressions and sentence models frequently used in business letters, especially the writing skills of claim and settlement. 4. To master the drawing of contract according to the given information. 5. To master the export documentation ac
4、cording to the given information.,Steps,1. To review the procedures of T/T and obligations of the Seller and Buyer under FOB price terms. 2. To read and understand the given business transaction background. 3. To sum up the main points in business letter writing according to Mind Map 1. 4. To transl
5、ate the correspondence using proper translation skills according to the context and business background. 5. To draw the contract according to the background information and the correspondence. 6. To fill in the related documents. 7. To answer the questions. 8. To evaluate yourself.,Introduction,本节实训
6、是用FOB方式成交、用T/T方式付款的外贸出口案例。本案例的信函内容涵盖了建立贸易关系，询盘、报盘、还盘、交易的达成、索赔；涉及到的合约或单据有销售合同、发票、装箱单、厂检合格单、普惠制原产地证明书、海运出口托运单、海运提单和装船通知、出口收汇核销单等。要求学生翻译信函内容，并根据信函信息填写合约和单据。,Practice,3. Business negotiation,7.Questions,Practice,2. Preparation for business,6. Claim and Settlement,5. Export Documentation,4.Signature of S
7、ales Contract,8.Self-evaluation,1.Warming-up,1.Warming-up,1.1 T/T流程图,1.2 FOB术语买卖双方的主要义务,3.负责货物装上船前的一切费用和风险,4.负责货物装上船后的一切费用和风险,before they are placed on board.,2 Preparation for business,Information about the exporter and importer,Background information for business,Basic information about the produc
8、t,2 Preparation for business,2.1,2.2,2.3,2 Preparation for business,2.1 Information about the exporter and importer 2.1.1 Exporters name and address Tianjin KRS Valves Co., Ltd. No. 3 Road, Jiuyuan Industrial Park, Baodi District, Tianjin 301802, China Tel: 86-22-22401708 Fax: 86-22-224018692.1.2 Im
9、porters name and address Union Precision Associate Co., Ltd. 81 Ladprao 71 Wangthonglang, Bangkok, Thailand 10310,2 Preparation for business,2.2 Background information for business On May 8, 2009, Tianjin KRS Valves Co., Ltd. received a letter from a potential client of Thailand, who showed interest
10、 in its butterfly valves, which are advertised on the Internet.,2 Preparation for business,2.3 Basic information about the product (1) Name of commodity：“Wafer Type” Butterfly Valve,(2) Packing 5 pcs packed in one wooden case. The net weight of the valve is 153 KGS. (3) Specification for the wooden
11、case 1.47 cubic meters Net weight: 765 KGS Gross weight: 845 KGS (4) Manufacturer: Tianjin KRS Valves Co., Ltd.,3. Business Negotiation,1,Read the main points of business letter writing,2,Translate the whole business process,3. Business Negotiation,3.1 Read the main points of business letters on Min
12、d Map 1.,3.2 Please translate the whole business process according to the above background and materials.,3.Business Negotiation,9. Acceptance,5. Counter-offer,1. Establishment of business relationship,2. Reply,3. Enquiry,.,4. Firm offer,6. Reply to the counteroffer,7. Another round of counteroffer,
13、8. Reply to the counteroffer,1) Establishment of business relationship,3.Business Negotiation,Main points,Translation,letter,1) Establishment of business relationship,Union Precision Associate Co., Ltd 81 Ladprao 71 Wangthonglang, Bangkok 10310, Thailand May 10, 2009Tianjin KRS Valves Co., LtdNo. 3
14、Road, Jiuyuan Industrial Park, Baodi District Tianjin 301802, ChinaDear sir or madamWe have come to know your name and address from the Internet and take pleasure of addressing this letter to you with the hope of establishing business relations with you. We are interested in your butterfly valves.,W
15、e are manufacturer of the Rubber Expansion Joints in Thailand. Our products can be used in Chemical Process Industry, Marine, etc. From the Internet, we know that your products are of high quality, which can fit our production needs. Therefore, we are writing to you to seek possibilities of cooperat
16、ion.Would you please send us some further information regarding your butterfly valves?We are looking forward to your early reply.Yours sincerelySupakit Sirirungsakulwong,1) Establishment of business relationship,Translation 联盟准精密有限公司 泰国曼谷Wangthonglang71，Ladprao 81，10310天津卡尔斯阀门有限公司 中国天津市宝坻区九园工业园区3号路，
17、301802敬启者：我们从网上得知贵公司的行名和地址，很高兴写这封信给您，希望能与 贵公司建立业务关系。我方对你们公司生产的蝶阀很感兴趣。,我们公司在泰国是生产橡胶伸缩接头的，我们的产品可用于化工工艺 行业、海运业等。从网上我们得知贵公司的产品质量过硬，可以满足我 们公司生产的需要。因此，写信来寻求合作的机会。希望贵公司能够给我们寄来关于蝶阀的详细信息。期盼您的早日答复。Supakit Sirirungsakulwong谨上 2009年5月10日,1)Establishment of business relationship,1. Source of information and inte
18、rest in the goods 2. Importers self-introduction3. Detailed requirements (catalogue, price, samples, etc.) 4. Expectation of early reply,2）Reply,3.Business Negotiation,Main points,Translation,letter,2）Reply,Tianjin KRS Valves Co., Ltd No. 3 Road, Jiuyuan Industrial Park, Baodi District, Tianjin 3018
19、02, ChinaMay 14, 2009Union Precision Associate Co., Ltd81 Ladprao 71 WangthonglangBangkok, Thailand 10310Dear Mr. Supakit SirirungsakulwongWith reference to your letter of May 10, 2009, we are glad to learn that you are interested in our products.Tianjin KRS Valves Co., Ltd specializes in the export
20、 of high-quality valves. We have business relations with friends all over the world.,Our butterfly valve is one of our best-sellers. You can know more about it from the enclosed illustrated catalogue and price list. We feel confident that you will agree our products are both excellent in quality and
21、 reasonable in price.We are looking forward to entering into business relations with you and waiting for your enquiry. Should you require any further details about our company and products, please do not hesitate to contact us.Yours sincerelyZhang Wenshuang,2）Reply,Translation 天津卡尔斯阀门有限公司中国天津市宝坻九园工业
22、园区3号路，301802联盟准精密有限公司泰国曼谷Wangthonglang71，Ladprao 81，10310Supakit Sirirungsakulwong 先生：从贵方5月10日的来函中我们荣幸得知贵公司对我们的产品感兴趣。我们公司专门从事优质出口蝶阀的生产，现在，我们公司在世界各地都有业务伙伴。,我们公司生产的蝶阀非常畅销，从附带的产品目录和价格清单你可以更好的了解这一产品。我们相信我们的产品质优价廉。期待与贵公司建立业务关系并期待贵公司的询价。如果你还需要任何有关我们公司及产品的详细信息，请直接联系我们。张文双谨上 2009年5月14日,2）Reply,1. Receipt of
23、 the letter2. Exporters self-introduction 3. Details of meeting requirements (sending catalogue and price list)4. Expectation of a specific enquiry,3） Enquiry,3.Business Negotiation,Main points,Translation,letter,3） Enquiry,May 18, 2009Dear Mr. ZhangThank you for your letter of May 14, 2009, which e
24、nclosed your catalogue and price list.After browsing through the catalogue and price list, we are satisfied with your products, especially the “Wafer Type” butterfly valves. Now wed like to inquire whether you can make us a firm offer for 25 PCS of the “Wafer Type” butterfly valves.,If we found your
25、 price is competitive, we would place a large order immediately.We look forward to your reply.Yours sincerelySupakit Sirirungsakulwong,3） Enquiry,Translation 张文双先生：感谢您5月14号的来函及附带的产品手册和价格清单。看完之后，我们对贵公司的产品很满意，尤其是“Wafer”型蝶阀。不知贵公司是否能对25件该蝶阀进行报价？如果报价具有竞争性，我们会即刻下订单。盼复Supakit Sirirungsakulwong谨上2009年5月18日,
26、3） Enquiry,1. Receipt of the letter 2. Detailed requirements (specifications of the products ，catalogue, price terms, shipment, weight, material, quantity, etc.) 3. Introduction of market and request for competitive price 4. Expectation of early reply,4） Firm offer,3.Business Negotiation,Main points
27、,Translation,letter,4） Firm offer,May 22, 2009Dear Mr. Supakit SirirungsakulwongThank you for your enquiry of May 18, 2009, in which you made a specific enquiry for the “Wafer Type” butterfly valves. In reply, (we are pleased to inform you that we are now in a position to make you a firm offer as fo
28、llows) we are making a firm offer as follows:Commodity: “Wafer Type” Butterfly ValvePacking: 5 PCS packed in one wooden caseQuantity: 25 PCSPrice: US$900 each FOB Tianjin,Terms of payment: by T/T. 30% of invoice value must be paid in advance; 70% of the rest should be paid before the date of Bill of
29、 Lading.Shipment: At the end of July 2009 by vessel The product is reasonable in price and excellent in quality. We are sure it will meet your needs. This offer is subject to your reply reaching us within 5 days.We look forward to your early reply.Yours sincerelyZhang Wenshuang,4） Firm offer,Transla
30、tionSupakit Sirirungsakulwong先生：感谢您5月18日对我们公司生产的“Wafer”型蝶阀的询价，现报价如下：产品名称：“Wafer”型蝶阀包装：木箱，每箱5件数量：25件价格：FOB天津价，每件900美元支付条款：电汇。发票价的30%需提前支付，其余70%在提单日前支付。装运：7月底前 海运方式我们的产品质优价廉，一定能够满足贵公司的需求。此报价在5天内回复 有效。盼复。张文双谨上2009年5月22日,4） Firm offer,1. Receipt of the enquiry2. Stating the details of the offer (name, p
31、rice, quality, shipment, valid period, etc.)3. Suggestion of acceptance4. Expectation of early reply,5) Counter-offer,3.Business Negotiation,Main points,Translation,letter,5) Counter-offer,May 26, 2009Dear Mr. ZhangThank you for your letter of May 22, 2009, offering us 25 PCS “Wafer Type” butterfly
32、valves at US$900 each FOB Tianjin.We regret to say that we find your price a little high and that will increase the cost of our products, which will finally reduce our products competitive edge on the market.,Should you be ready to reduce your price by 10%, we might come to business. As to the trade
33、 term, would you consider using CIF Bangkok? Although this is the first time we do business together, we hope it is just a successful beginning. Therefore, we make you such a counter-offer.We hope you will consider our counter-offer most favorable and give us a reply as soon as possible.Yours sincer
34、elySupakit Sirirungsakulwong,5) Counter-offer,Translation张文双先生:感谢贵方5月22日的来信，给我方报25件“Wafer”型蝶阀价，每件900 美元FOB天津港。 很遗憾，我们认为您的报价有点高，这会增加我们的成本，从而降低 我们产品在市场上的竞争优势。如果贵公司能够降价10%，我们可以达成交易。至于贸易条款，请贵 公司考虑CIF曼谷价。尽管这是我们两家公司首次合作，但我希望这只是 一个成功的开始。本着这样的想法，我公司做出以上还价。希望你方能认真考虑我方还盘，并尽早做出回复。Supakit Sirirungsakulwong谨上 20
35、09年5月26日,5) Counter-offer,1. Receipt of the offer2. Declining the offer and giving the reasons3. Counter-offer on price 4. Expectation of reply,6) Reply to the counteroffer,3.Business Negotiation,Main points,Translation,letter,6) Reply to the counteroffer,May 29, 2009Dear Mr. Supakit Sirirungsakulwo
36、ng,From your letter of May 26, 2009, we learn with regret that you think the price we quoted for the butterfly valves at $900 each FOB Tianjin is high.At present, the demand for the butterfly valves is strong, so the average market price is rising. You can make a survey about this. And our quoted pr
37、ice is just a little higher over the average market price owing to our high quality. Therefore, we can not make any price reduction.,In the meantime, please be informed that we require using the FOB Tianjin trade term. Its our regular practice. To be honest, we will increase the price further consid
38、ering the bright market for butterfly valves. We think you would be well advised to place your orders at our prevailing price.Yours sincerelyZhang Wenshuang,6) Reply to the counteroffer,TranslationSupakit Sirirungsakulwong先生:从你方5月26日的回信中,我们遗憾地得知贵公司认为我方关于每件900 美元FOB天津的蝶阀报价偏高。目前，市场上对蝶阀的需求很大，所以蝶阀的市场均价一
39、直在上涨。 对此你可以做一下市场调查。由于我们的产品质量高，所以报价比市场均 价稍高一些。对此，我们无法在价格上让步。同时，对贸易术语，我们要求使用FOB天津价，这是我们的惯例。考 虑到蝶阀的市场前景看好，我们可能会继续上调价格。贵方最好接受目前 的报价，早下订单。张文双谨上 2009年5月29日,6) Reply to the counteroffer,1. Receipt of the letter2. Rejection of price reduction and reasons3. Expectation of early reply,7) Another round of coun
40、ter-offer,3.Business Negotiation,Main points,Translation,letter,7) Another round of counter-offer,June 1, 2009Dear Mr. ZhangI am writing to you with reference to your letter of May 29, 2009 in which you turned down our counter-offer.We really want to accept your offer as our production is at full ca
41、pacity. Any delay of the goods-in will affect our production. However, your price is really too high. We can accept other terms. Would you consider reducing the price by 5%, that is, US$ 855 each FOB Tianjin? Looking forward to your early reply.Yours sincerelySupakit Sirirungsakulwong,7) Another rou
42、nd of counter-offer,Translation张文双先生:在5月29日您的来信中，您拒绝了我们公司的还价。其实，我们很想接受贵公司的报价，因为我们正在全力进 行生产，任何进货方面的延迟都会严重影响我们的生产。但贵 公司的报价确实是高了些，我们可以接受其他条款，不知贵公 司能否退一步，将价格下调5%，即，每件FOB天津价855美 元。盼望您的早日回复。 Supakit Sirirungsakulwong谨上2009年6月1号,7) Another round of counter-offer,1. Receipt of the counter-offer2. Counter-of
43、fer on price again and reasons3. Expectation of reply,8) Reply to the counter-offer,3.Business Negotiation,Main points,Translation,letter,8) Reply to the counter-offer,June 4, 2009Dear Mr. Supakit SirirungsakulwongThank you for your letter of June 1, 2009.To facilitate our further cooperation in fut
44、ure, we agree to give you a 5% discount after discussing with our managing director. And the terms of payment is by T/T, specifically, 30% of invoice value as advanced payment; 70% of the rest should be paid before the date of Bill of Lading.,Since you are in urgent need of the goods, we assure you
45、the shipment at the end of July.The above is the best we can offer. Please reply as soon as possible.Yours sincerelyZhang Wenshuang,8) Reply to the counter-offer,TranslationSupakit Sirirungsakulwong先生:感谢您6月1日的来信。为促进我们将来的进一步合作，在同我们总经理商量之后，我公司决 定给予贵公司5%的折扣。至于支付条款，依然是通过电汇方式，具体来 说，发票价的30%需要提前支付，剩余70%在提单
46、日前支付。您曾提过贵公司急需此批货物，所以我们公司会确保在7月底前装运。以上是我们公司的最优报价，盼尽早回复。张文双谨上 2009年6月4日,8) Reply to the counter-offer,1. Receipt of the letter 2. Agreeing to price reduction and reconfirming terms of payment3. Promise shipment4. Expectation of early reply,9) Acceptance,3.Business Negotiation,Main points,Translation,
47、letter,9) Acceptance,June 8, 2009Dear Mr. ZhangThank you for your letter of June 4, 2009.We are glad to know that you can give us a 5% reduction. We decide to place the order for 25PCS of “Wafer Type” butterfly valves.We are waiting for your Sales Contract.Yours sincerelySupakit Sirirungsakulwong,9)
48、 Acceptance,Translation张文双先生:感谢您6月4日的来函。高兴得知贵公司能够给予我们5%的优惠。我们决定订购贵公司25件 “Wafer”型蝶阀。盼寄销售合同。Supakit Sirirungsakulwong谨上 2009年6月8日,9) Acceptance,1. Receipt of the letter2. Acceptance of the business 3. Expectation of contract,4. Signature of Sales Contract,4.1 Complete the Sales Contract,4.2 The letter
49、s during the performance,4. Sales Contracttwo companies signed it on June 17th, 2009.,4. Signature of Sales Contract,Sales Contract,4.1 Complete the Sales Contract according to the information above .,Answer of Sales Contract,4.2 The letters during the performance,1) Letter about sending Sales Contract,4.2 The letters during the performance,Main points,Translation,letter,1) Letter about sending Sales Contract,
