外贸跟单岗位技能实训—以玩具跟单为实例

作者：Cynthia44267 | 发布时间：2021-12-07 21:58:17 收藏本文下载本文

广东职业技术学院

外贸跟单岗位技能实训—以玩具跟单为实例

班级：商英196

姓名：李喜媛

学号：1910801002

项目介绍：

1）美国客户是玩具进口商。中国工厂是出口商，专营毛绒玩具生产、出口等业务。美国客户

将向中国工厂买一个货柜的玩具。

2）根据工作情景，你身兼两角色，身份分别为：

美国客户Good Boy Toys Limited Company（简称Good Boy），进口商，专营毛绒玩具销售。当您是美国客户时，您是： Tom Smith 先生

中国工厂 Rich Garden Toys Factory(简称Rich Garden),出口商,专营毛绒玩具生产和出口。当您是中国工厂时，您是：May 小姐

工作任务一：建立业务关系（1）

Establishing Business Relation（1）

一、工作内容：

美国客户Good Boy Toys Limited Company（简称Good Boy）与中国工厂 Rich Garden Toys Factory(简称Rich Garden)建立业务关系。具体工作细节为：

以Good Boy 的Tom Smith 先生的名义给Rich Garden 的 May 小姐发函，表达建立业务关系的意愿。具体内容如下：

1)告诉May如何获得她工厂的资讯；（从2021年春季广交会上得到贵司资料。）

2)阐明写信的主要目的；（主要目的是要和对方建立贸易关系！）

3)简单介绍本公司的基本情况；（是美国最大的玩具批发商之一。）

4)索取2021年最新款的产品目录和相关报价单；

5)敬请收信人回复。

请根据以上工作指示，完成相关工作函电。

Letter from Mr.Tom Simth to Ms.May

Dear Ms.May:

We got your information from the spring Canton Fair in 2021.Therefor, we want to establish business relations with your company.Our company is one of the largest toy wholesalers in the United States.Request to send the latest product catalogue and relevant quotation in 2021.We look forward to your reply.Yours faithfully.工作任务二：建立业务关系（2）

1.跟单进度回顾：美国客户Tom Smith 看广交会后回美国，主动联系中国工厂May，要求May 寄目录和报价单给他。

2.今日工作任务：

以May名义回函给美国客户的Tom Smith 先生。具体内容如下：

1）邮件已收到。

2）今天已寄出2021年的最新产品目录和相关报价单，速递公司为DHL, 速递单号为DHL123.（提示：这一条信息努力用一句简单句说完。）

3）如有感兴趣的产品，欢迎询价。我方将提供最优惠价格。

3.请根据以上工作指示，完成相关工作函电。

Letter from Ms.May to Mr.Tom Simth

Dear Mr.Smith:

Thank you for your letter,we shall be glad to enter business relations with your company.In compliance with your request,we have sent out the latest product catalog and related quotation for 2021.The courier company is DHL,and the tracking number is DHL123.If you are interested,pleased make an inquiry.We will offer you our most favorable price.Look forward to hearing from you.Yours faithfully.工作任务3：询盘（1）

4.跟单进度回顾：美国客户Tom Smith 在美国收到中国工厂May寄的目录和报价单，向May询盘。

5.今日工作任务：

以Tom Smith的名义向中国工厂May询盘。具体内容如下：

1）收到你方寄来的产品目录和报价单，我们公司对贵司的产品非常感兴趣。

2）请报以下产品的价钱，分别(respectively)报 CIF BOSTON 和FOB HK。

产品：R1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh

3）请告知你方的支付方式。

（请努力尝试用一句话把第2）点和第3）点讲完。）

4）请问能否各寄一个样板给我？我想看看你方的质量。

5）如果贵司价钱合理，我司将尽快下单。敬请回复。

6.请根据以上工作指示，完成相关工作函电。

Letter from Mr.Tom Simth to Ms.May

Dear Mr.May:

After receiving your catalogue and quotation, our company is very interested in your products.Please quote the prices of R1101 8 "Winnie Pooh and r1102 12"Winnie Pooh, CIF Boston and FOB HK respectively, and please inform you of your payment method.Could you send me a sample? Id like to see your quality.If your price is reasonable, we will place an order as soon as possible.Please reply.Yours faithfully.工作任务4：询盘—2

7.跟单进度回顾：美国客户Tom Smith 看中了R 1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh两款产品，叫May分别报FOB HK 和 CIF Boston、支付方式和寄样板给他。

8.今日工作任务：

以May的名义回复 Tom 的询盘。具体内容如下：

1）邮件已收到，感谢贵司对我们的产品感兴趣。

2）以下是我们的报价：

R1101 8”Winnie Pooh US$0.6/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.4/pcs CIF BOSTON, U.S

R1101 8”Winnie Pooh US$0.45/pcs FOB HK

R1102 12”Winnie Pooh US$1.2/pcs FOB HK

3)关于支付条件，由于是第一次做生意，我们要求不可撤销即期信用证。

4）如果订单数量大，我们将给予最优惠的价钱。

5）我已经通过DHL(速递公司)寄给你所要求的两个样板，速递号为DHL20110307；它们分别是R1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh。

6）如有任何问题，我们将即时回复。

9.请根据以上工作指示，完成相关工作函电。

Letter from Ms.May to Mr.Tom Simth

Dear Mr.Tom Simth:

Thank you for your interest in our products.Here is our offer:

R1101 8”Winnie Pooh US$0.6/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.4/pcs CIF BOSTON, U.S

R1101 8”Winnie Pooh US$0.45/pcs FOB HK

R1102 12”Winnie Pooh US$1.2/pcs FOB HK

As for the terms of payment, as it is the first time to do business, we require an irrevocable letter of credit at sight.If the order quantity is large, we will give you the most favorable price.I have sent you two samples through DHL(express company), with the express number of dhl20110307;They are R1101 8 "Winnie Pooh and r1102 12"Winnie Pooh.If you have any questions, we will reply immediately.Yours faithfully.工作任务5：还盘一1

10.跟单进度回顾：Tom先生收到May 小姐寄来的R1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh两款样板和收到相关报价，很有意向下单，因此进一步还价和询问相关事宜。

11.今日工作任务：

以Tom的名义向May还盘。具体内容如下：

收到你的报价和样板，非常感谢。

关于R1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh，我做以下更改：

1)眼睛改用绣花。(绣花 embroidery n.)

2)布料改用超柔剪毛布.颜色用Pantone Yellow 012C.（布料,面料 fabric n./ soft velboa 超柔剪毛布 / Pantone ：国际颜色色码手册）

3)左手钉上三个铃铛，做法请见附图。(钉、缝 stich v.)

就以上更改，请您重新报CIF BOSTON，同时告诉我货期。

每款做一个新样板寄给我。什么时候能寄给我？

你们工厂是迪士尼授权(authorize v.)的工厂吗？你们工厂有多少工人？

敬请回复。

12.请根据以上工作指示，完成相关工作函电。

Letter from Mr.Tom Simth To Ms.May

Dear Ms.May:

Thank you very much for your quotation and sample.For R11018”Winnie Pooh and R110212”Winnie Pooh, I make the following changes:

1)embroidery for eyes.2)use super soft shearing cloth instead of fabric.Use Pantone Yellow 012C.3)attach three bells to your left hand as shown in the attached drawing.With regard to the above changes, please re-quote CIF Boston and tell me the delivery date.Make a new model of each one and send it to me.When can you send it to me? Is Your factory authorized by Disney? How many workers are there in your factory? Please respond.Yours faithfully.工作任务6：还盘一2

13.跟单进度回顾：Tom先生收到May 小姐寄来的R1101 8” Winnie Pooh 和 R1102 12”Winnie Pooh两款样板和收到相关报价，很有意向下单，因此进一步还价和询问相关事宜。

May 回复Tom 的第一回还盘。

14.今日工作任务：

以May的名义回复Tom的第一回还盘。具体内容如下：

1）收到你的邮件。

2）样板根据您的要求更改后，新报价为：

R1101 8”Winnie Pooh US$0.7/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.5/pcs CIF BOSTON, U.S

3)更改的新样板我将于3月17日通过DHL速递给您，请届时查收。

4）因为订布料大概需要15天，所以我们的货期一般是40天。如有特殊要求，我们可以尽力满足。

5）目前，我们工厂有700左右的工人。我们已经于2018年获得授权生产迪士尼产品，授权书得编号为RG20100918.如有疑问，欢迎询问。

15.请根据以上工作指示，完成相关工作函电。

Letter from Ms.May to Mr.Tom Simth

Dear Mr.Tom Simth:

I am glad to receive your email,After the template is changed according to your requirements, the new quotation is:

R1101 8”Winnie Pooh US$0.7/pcs CIF BOSTON, U.S.R1102 12”Winnie Pooh US$1.5/pcs CIF BOSTON, U.S.The changed new template will be sent to you by DHL on March 17.Please check it at that time.Because it takes about 15 days to order cloth, our delivery time is usually 40 days.If there are special requirements, we can try our best to meet them.At present, there are about 700 workers in our factory.We have been authorized to produce Disney products in 2018, and the license number is rg20100918.If you have any questions, please ask.工作任务7：还盘—3

一、跟单进度回顾：Tom先生收到May更改后的样板和新产品报价。Tom准备下单，进一步与May谈价钱等事宜。

二、今日工作任务：

以Tom的名义向May还盘。具体内容如下：

已经收到更改的新样板，我们非常满意。

新样板的报价也收到，但你方价钱比其他供应商的报价偏高。

我们有意下单，具体为： R1101 8” Winnie Pooh 48000只和 R1102 12”Winnie Pooh 5万只。请再报你方最好的CIF Boston, U.S 价格给我们。

另外请告知包装尺寸、详细的支付方式、货期和出货港。

敬请回复。

Dear May:

We have received the revised new sample and are very satisfied with it.We have also received the quotation of the new sample, but your price is higher than that of other suppliers.We are interested to place orders for R1101 8 "Winnie Pooh 48000 and R1102 12"Winnie Pooh 50000.Please quote us again your best prices CIF Boston, US.In addition, please advise the package size, detailed payment terms, delivery date and port of shipment.Please reply.Yours sincere.工作任务8：还盘—4

一、跟单进度回顾：Tom先生告诉May将有48000件R1101 8” Winnie Pooh和50000件R1102 12”Winnie Pooh 的订单，请求May进行报价并询问相关交易信息。现在May进行回复。

二、今日工作任务：

以May的名义回复Tom 的邮件。具体内容如下：

1）邮件已知悉。

2）因为近期原材料涨价和工人工资上涨，我们报的价钱已经是最优惠的价钱。考虑到我们是第一次做生意，我们重新报价我方最低价如下：

R1101 8”Winnie Pooh US$0.6/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.4/pcs CIF BOSTON, U.S

2)包装： R1101 8”Winnie Pooh 42x40x40cm/24pcs

R1102 12”Winnie Pooh 52x62x40cm/12pcs

备注：此包装以最后出货包装为准。

3)支付方式：按合同100%总金额开立的以我方为抬头的不可撤销即期信用证支付。信用证必须于签订合同日期算起30内开立。

4)出货港：深圳盐田港

5)货期：收到即期信用证之日算起42天出货。

如有疑问，欢迎询问。

三、请根据以上工作指示，完成相关工作函电。

Letter from May to Tom：

Dear Tom:

Thank you for your mail.Because of the recent rise in the prices of raw materials and workerswages, the price we quoted is already the most favorable price.Considering that this is our first time doing business, we quote our lowest price as follows:

R1101 8”Winnie Pooh US$0.6/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.4/pcs CIF BOSTON, U.S

Package: R1101 8 "Winnie Pooh 42x40x40cm / 24pcs

R1102 12”Winnie Pooh 52x62x40cm/12pcs

Note: this package shall be subject to the final shipping package.Payment method: payment shall be made by irrevocable L / C at sight opened in our favor for 100% of the total contract amount.The letter of credit must be opened within 30 days from the date of signing the contract.Port of shipment: Shenzhen Yantian Port

Delivery time: 42 days from the date of receipt of sight L / C.If you have any questions, please ask.Yours faithfully.工作任务9：还盘—5

一、跟单进度回顾：Tom先生收到May关于他还盘的回复，就交易条件进行进一步商谈。

二、今日工作任务：

以Tom的名义回复May 的邮件。具体内容如下：

1）谢谢你方新报价。说实话，你方的价钱偏高。同等质量的产品其它工厂报价比你们低5%左右。不可否认，你们的质量是好些，但是这不足以使价钱相差这么大。

2）我很有诚意下单给你，现在还盘如下：

R1101 8”Winnie Pooh US$0.55/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.35/pcs CIF BOSTON, U.S

由于竞争很大，我建议你接受我的还盘。

3）关于支付条件，你方要求信用证支付，由于信用证的银行费用太多，能否改成T/T? 我们可以在确定合同后先给您部分定金，余额可以在货物装船后付清。

5）关于走货期，由于我方的客户急需货，货期能否改成30天出货？

早复为盼。

三、请根据以上工作指示，完成相关工作函电。

Letter from Tom to May：

Dear Mary：

Thank you for your new offer.To tell you the truth, your price is on the high side.The prices quoted by other factories for products of the same quality are about 5% lower than yours.There is no denying that your quality is better, but it is not enough to make the price difference so big.I sincerely place an order with you.Now the counter-offer is as follows:

R1101 8”Winnie Pooh US$0.55/pcs CIF BOSTON, U.S

R1102 12”Winnie Pooh US$1.35/pcs CIF BOSTON, U.S

As there is a lot of competition, I suggest you accept my counter-offer.As for the terms of payment, you require payment by L / C.as there are too many bank charges in the L / C, can you change it to t / T? We can give you part of the deposit after confirming the contract, and the balance can be paid off after the goods are shipped.As for the delivery date, since our customers are in urgent need of goods, can the delivery date be changed to 30 days? We look forward to your early reply.Your sincere.工作任务10：还盘—6

一、跟单进度回顾：May回复Tom的还盘。

二、今日工作任务：

以May的名义回复Tom 的邮件。具体内容如下：

1）邮件已知悉。关于价钱，说实话，我们的利润很薄。考虑到我们是第一次做生意，我们接受您的价钱。因为原材料价钱一直在涨，希望您尽快下单。

2）关于支付条件，因为第一笔订单，我们还是要求做不可撤销的即期信用证，这是不能更改的。当然，以后我们会考虑做T/T.3）关于货期，我们将尽力满足您的要求，收到你方开出的信用证后30天走货。

希望你早日下单。

三、请根据以上工作指示，完成相关工作函电。

Letter from May to Tom：

Dear Tom:

The mail is known.As for the price, to be honest, our profit is very thin.Considering that we are doing business for the first time, we accept your price.Because the price of raw materials has been rising, I hope you can place an order as soon as possible.As for the terms of payment, for the first order, we still require an irrevocable L / C at sight, which cannot be changed.Of course, we will consider doing T / T

As for the delivery time, we will try our best to meet your requirements and deliver the goods 30 days after receiving your L / C.I hope you can place an order as soon as possible.Yours faithfully.工作任务11：合同—1

一、跟单进度回顾：Tom先生发邮件给May，确定下单。

二、今日工作任务：

以Tom的名义写邮件给May，确定下单。具体内容如下：

May，非常感谢你接受我们的还盘。

我们理解您的处境。我们接受你信用证付款的条件。希望以后我们可以做T/T.我现在下单如下：R1101 8” Winnie Pooh 48000只, US$0.35/pcs

R1102 12”Winnie Pooh 50000只, US$ 1.35/pcs

CIF Boston

其他条款和我们之前谈的一样。

请给我发你的销售合同给我确认。

寄四个样板给我们确认后方可生产。请问样板何时寄给我们？

如有问题，请与我联系。

Tom Smith

三、请根据以上工作指示，完成相关工作函电。

Letter from Tom to May ：

Dear May:

Thank you very much for accepting our counter-offer.We understand your situation.We accept your terms of payment by L / C.I hope we can do T / T.I now place an order as follows: R1101 8 "Winnie Pooh 48000 pieces, US $0.35/pcs

R1102 12 "Winnie Pooh 50000 PCs, US $1.35/pcs

CIF Boston

The other terms are the same as we talked about before.Please send me your sales contract for confirmation.Send us four samples for confirmation before production.When will the samples be sent to us?

If you have any questions, please contact me.Yours sincerely，Tom.