国贸实训作业上海林生贸易有限公司 操作一：建交参考上 海 林 生 贸 易 有 限 公 司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号 ADD: 548 YANPING ROAD，SHANGHAI电话：0086021 TEL: 0086021传真：0086021FAX: 0086021Sales Manager Bright Stationery Co.125 Sunflower PlazaSingaporeDATE: MARCH 2, 2001 Fax:065-Dear Sales Manager,Through the courtesy of Bank of China, Singapore Branch, we learned that you are one of the major importers in your country of stationery and are, therefore, writing to you in the hope of establishing business relations with you.Our company is a state-owned corporation specializing in stationery and office equipment for many years. Our products, reputed for their sound quality and favorable price, are well established in markets both home and abroad. Therefore we have entered into trade relations with customers from various countries and regions in the world and business has been developing quite satisfactorily for both parties.For your interest, we would like to recommend one of our commendable products, BRIGHT brand drafting machine, which sells well in other Asian countries and is sure to find a steady demand in your country through our mutual efforts. In order to give you a brief idea of the product, we have sent you a copy of our latest catalogue for your reference. It would be in your interest to place an order with us as soon as possible, and you may get a favorable rebate for a considerable initial order.Your early reply is much appreciated. Yours sincerely,SHANGHAI LINSHENG TRADING CO. LTD.MANAGERXXX操作二：报价参考商品：光明牌绘图机货号：SBT1211.实际成本780(1-0.09/1.17)7202.国内费用：一个20集装箱可装纸箱数25/(0.80.60.3)173国内费用10+(1000+1000+350+50+500+2000+1000)/17344.10403.出口运费(11008.25)/17352.45664.CIFC5(720+44.1040+52.4566)/(1-0.05-0.15-1.10.009)8.25 USD125.275.FOBC5 (720+44.1040)/(1-0.05-0.15)8.25USD115.77货号：70031.实际成本680(1-0.09/1.17)627.69232.国内费用：一个20集装箱可装纸箱数25/(0.70.50.25)285国内费用10+(1000+1000+350+50+500+2000+1000)/28530.70183.出口运费(11008.25)/28531.84214.CIFC5(627.6923+30.7018+31.8421)/(1-0.05-0.15-1.10.009)8.25 USD105.895.FOBC5 (627.6923+30.7018)/(1-0.05-0.15)8.25USD99.76货号：SDM-021.实际成本850(1-0.09/1.17)=784.61542.国内费用：一个20集装箱可装纸箱数25/(0.850.650.35)129国内费用10+(1000+1000+350+50+500+2000+1000)/12955.73643.出口运费(11008.25)/12970.34884.CIFC5(784.6154+55.7364+70.3488)/(1-0.05-0.15-1.10.009)8.25 USD139.715.FOBC (784.6154+55.7364)/(1-0.05-0.15)8.25USD127.33操作三：发盘参考 上 海 林 生 贸 易 有 限 公 司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号 ADD: 548 YANPING ROAD，SHANGHAI电话：0086021 TEL: 0086021传真：0086021FAX: 0086021操作四：还价参考货号：SBT-121(设还价利润率为x)，则：107(720+44.1040+52.4566)/(1-0.05-x-1.10.009)/8.25x(1-0.05-1.10.009)-(720+44.1040+52.4566) /8.25/1070.9401816.5606 /8.25/1070.01511001.51%利润额为：107*0.9401-(720+44.1040+52.4566)/8.25 1.6137（美元）/台货号：700392(627.6923+30.7018+31.8421)/(1-0.05-x-1.10.009)/8.25x(1-0.05-1.10.009)-(627.6923+30.7018+31.8421) /8.25/920.9401690.2362 /8.25/920.03071003.07%利润额为：92*(1-0.05-1.1*0.009)-(627.6923+30.7018+31.8421)/8.252.8242（美元）/台货号：SDM-02119(784.6154+55.7364+70.3488)/(1-0.05-x-1.10.009)/8.25x(1-0.05-1.10.009)-(784.6154+55.7364+70.3488) /8.25/1190.9401910.7006 /8.25/1190.01251001.25%利润额为：119*(1-0.05-1.1*0.009)-(784.6154+55.7364+70.3488)/8.251.4839（美元）/台二、再次报价核算参考答案货号：SBT121CIFC5(720+44.1040+52.4566)/(1-0.05-0.05-1.10.009)8.25USD111.20FOBC5(720+44.1040)/(1-0.05-0.05)8.25USD102.91货号：7003CIFC5(627.6924+30.7018+31.8421)/(1-0.05-0.05-1.10.009)8.25 USD94.00FOBC5(627.6924+30.7018)/(1-0.05-0.05)8.25USD88.67货号：SDM-02CIFC5(784.6155+55.7364+70.3488)/(1-0.05-0.05-1.10.009)8.25 USD124.02FOBC5(784.6155+55.7364)/(1-0.05-0.05)8.25USD113.18操作五：还盘参考上 海 林 生 贸 易 有 限 公 司Shanghai Linsheng Trading Co., Ltd.地址:中国上海延平路548号 ADD: 548 YANPING ROAD，SHANGHAI电话：0086021 TEL: 0086021传真：0086021FAX: 0086021Sales Manager Bright Stationery Co.125 Sunflower PlazaSingaporeDate: March 22, 2001Dear Madam,Thank you for your fax, but we are regretful to learn of your opinion on our quotation.For your information, Japanese makers usually ask for full charges for replacement of major parts, and South Korean suppliers commonly effect shipment 60 days after receipt of the related Ls/C. So which one would you like to choose: a lower price with conditional service, or a higher price with complete and dependable service?But since this is going to be the first transaction between us and our products are new to your customers, we are ready to make you the following new offer:Art. No.Unit PriceCIFC5 SINGAPOREFOBC5SHANGHAISBT-121USD102.91USD111.207003 USD88.67USD94.00SDM-02 USD113.18 USD124.02Since our manufac