上 海 新 联 进 出 口 有 限 公 司操作一：建交参考上 海 新 联 进 出 口 有 限 公 司SHANGHAI XINLIAN IMP. & EXP. CO., LTD.上 海 四 平 路 1100 号NO.1100 SIPING ROAD, SHANGHAI, CHINA电话(PHONE): 021-65330427 传真(FAX): 021-65330428 The Sales Manger Date:02-Mar-01MONARCH TRADING S.A.Dear Sirs,From one of our business friends Mr. Schmidt, we are pleased to learn that you are acting as a purchasing agent for the leading department stores and supermarkets in your district. We now take the liberty to write to you for some chance of business.As we know ,you are very interested in the Chinese glassware which falls within the scope of our business activities. We are a state-owned corporation specializing in light products. Our Daily brand tumblers are very marketable in the area of North America and West Europe for their attractive configuration, diversified styling and resplendent appearance. It is our belief that the inclusion of the various products under Daily brand in your program will enrich and add color to your requisition schedule for the next quarter, and will certainly win warm reception from your principals.A detailed catalogue is being forwarded to your address. We anticipate your comments and look forward to your valued inquiries.Best Regards!Yours truly,Shanghai Xinlian Imp & Exp Co.,Ltd.XXXManager操作二：报价参考Daily Brand Tumblers对于 71H5，71H5B，71H5F以一个20英尺集装箱有效容积为25立方米计算一个20英尺集装箱共可装25/(0.40.2550.355)=690(箱)每种货号的起订量为一个20的集装箱. 货号 71H5实际成本：42-429%/(1+17%)=38.7692 国内费用：(500+800+350+50+500+2000+1000+)/(69010)+5/10=1.2536出口运费：1950/(69010)=0.283报价CIFC5(38.7692+1.2536)/8.25+0.283/ (1-110%1%-5%-15%)6.51(美元)/套货号 71H5B 实际成本：51-519%/(1+17%)= 47.0769 国内费用及出口运费同上一货号报价CIFC5=(47.0769+1.2536)/8.25+0.283)/ (1-110%1%-5%-15%)=7.78(美元)/套 货号 71H5F 实际成本：58.2-58.29%/(1+17%)=53.7231 国内费用及出口运费同上一货号报价CIFC5=(53.7231+1.2536)/8.25+0.283)/ (1-110%1%-5%-15%) =8.80(美元)/套对于 71H10以一个20英尺集装箱有效容积为25立方米计算一个20英尺集装箱共可装25/(0.40.340.35)=525(箱)即5256=3150套.货号 71H10实际成本：27-279%/(1+17%)=24.9231 国内费用：(500+800+350+50+500+2000+1000+)/3150+5/6=2.4841出口运费：1950/3150=0.6190报价CIFC5(24.9231+2.4841)/8.25+0.6190/ (1-110%1%-5%-15%)5.00(美元)/套操作三：发盘参考上 海 新 联 进 出 口 有 限 公 司SHANGHAI XINLIAN IMP. & EXP. CO., LTD.上 海 四 平 路 1100 号NO.1100 SIPING ROAD, SHANGHAI, CHINA电话(PHONE): 021-65330427 传真(FAX): 021-65330428 The Sales Manger Date:12-Mar-01MONARCH TRADING S.A.Dear Sirs,We refer to your enquiry of March 7,2001 ,and we are very pleased to quote as follows:Daily Brand TumblersArt. No. Minimum Qty. Unit PriceCIFC5BARCELONA71H5 One 20container of 6900sets US$6.51/set (of 6 pcs per set)71H5B One 20container of 6900sets US$7.78/set (of 6 pcs per set)71H5F One 20container of 6900sets US$8.80/set (of 6 pcs per set)71H10 One 20container of 3150sets US$5.00/set (of one doz per set)Packing:71H5, 71H5B, 71H5F71H10To be packed in gift box of 6 pieces each.To be packed in box of 12 pieces each.10 boxes to one export carton6 boxes to one export cartonMeas. 4025.535.5 cm.Meas. 403435 cmShipment: To be effected within 30 days of the receipt of the related L/C.Payment: By irrevocable L/C at sight opened through a bank acceptable to the seller. Insurance: For 110% invoice value covering All Risks & War Risk. We hope that the above prices and conditions will be acceptable to you and await for your initial ordersBest Regards!Yours truly,Shanghai Xinlian Imp & Exp Co.,Ltd.XXXManage操作四：还价参考Daily Brand Tumblers客户还价71H5 US$5.86/set71H5B US$7.00/set71H5F US$7.92/set71H10 US$4.50/set1. 客户还价后的总利润额和利润率：如按客户的还价,我方的收入为: (5.86+7.00+7.92)2300+4.503150 8.25=61969.008.25 =511244.2500实际总成本=（42+51+58.2)2300+27315019%1/（1+17%）399516.9230(元)业务费用=5(690+525)+(500+800+350+50+500+2000+1000)2=16475.00(元）出口运费= 195028.2532175.000(元）出口保费=511244.25110%1%5623.6868(元）客户佣金=511244.255%=25562.2125(元）利润总额货款收入实际成本业务费用出口运费出口保费客户佣金 =511244.25- 399516.9230- 16475.00- 32175.00- 5623.6868-25562.2125 = 31891.4277（元人民币）利润率31891.4277/511244.25 100%=6.24%如按客户的还价,我方的利润总额为31891.43元人民币, 利润率为6.24%2.我方对国内采购价格的控制：利润率：15设我方的实际成本为X预期利润：511244.250.15=76686.63755112244.25-16475-32175-5623.6868-25562.2125-XX=354721.7132国内采购成本为：354721.7132=采购成本(1-0.09/1.17)采购成本384281.8559降价为：347760+85050-384281.8559=432810-384281.8559=48528.1441降价率为：48528.1441/432810=11.21%所以所有货号的产品均应降价11.21%：货号71H5：42(1-11.21%)=37.29元货号71H5B: 51(1-11.21%)=45.28元货号71H5F: 58.2(1-11.21%)=51.68元货号71H10: 27(1-11.21%)=23.97元3. 我方降价5%后重新报价货号 71H5: 6.5195%=US$