1、第二章交易磋商和合同实例案 例 P17上海新龙股份有限公司（SHANGHAI NEW DRAGON CO.,LTD.）与美国CRYSTAL KOBE LTD.洽谈含55%丙烯酸树脂45%棉的女士短衫（LADIES 55% ACRYLIC 45% COTTON KNITTED BLOUSE）,其往来的电传如下：Aug 8, 2011Incoming TelexINTERESTED IN LADIES 55% ACRYLIC 45% COTTON KNITTED BLOUSE 400 DOZS PROMPT SHIPMENT PLEASE QUOTEAug 12, 2011Outgoing Tel
2、exLADIES 55% ACRYLIC 45% COTTON KNITTED BLOUSE 400 DOZS PACKED IN CARTONS USD 60 PER DOZ CIF LESS 3% DISCOUNT N.Y. SHIPMENT ON OR BEFOR DEC.20,2011 SIGHT CREDIT SUBJECT REPLY HERE SIXTEENTH.Aug 15, 2011Incoming TelexYOUR TLX TWELFTH REGRET UNABLE ACCEPT COMPETITORS QUOTING SIMILAR QUALITY USD 55 PLE
3、ASE REPLY IMMEDIATELY.Aug 18,2011Outgoing TelexOURS TWELFTH RENEW OFFER SUBJECT REPLY TWENTIETH OUR TIMEAug 20, 2011Incoming TelexYOURS EIGHTEENTH ACCEPT PROVIDED USD 55 CIF LESS 3% DISCOUNT D/P AT SIGHT SHIPMENT IN NOV PLEASE CONFIRM.Aug 23, 2011Outgoing TelexYOURS TWENTIETH BEST USD58 SIGHT CREDIT
4、 SUBJECT REPLY REACHING HERE TWENTY-FIFTH.Aug 24, 2011Incoming TelexYOURS TWENTY-THIRD ACCEPT BOOK ADDITIONAL 100 DOZS SAME TERMS REPLY PROMPTLY.Aug 26, 2011Outgoing TelexYOURS TWENTY-FOURTH CONFIRMED PLEASE OPEN L/C IMMEDIATELYAug 28, 2011Incoming TelexYOURS TWENTY-SIXTH CREDIT WILL BE OPENED BY CR
5、YSTAL KOBE LTD. N.Y. U.S.A. 请根据上述往来电传，拟写双方有关的询盘、发盘、还盘以及接受的相关电函。1.美国CRYSTAL KOBE LTD.向上海市新龙股份有限公司发出一封询盘函 P20CRYSTAL KOBE LTD1410 BROADWAY, ROOM 300 NEW YORK, NY10018 U.S.A.TEL: 599-525-7000 FAX: 599-525-7001TO: SHANGHAI NEW DRAGON CO.,LTD. (FAX: 86-21-65724743)FM: CRYSTAL KOBE LTD. (FAX: 599-525-7001
6、)DT: August 8, 2011Dear Sirs:We are importers of textiles and manufactured cotton goods. We have recently concluded some satisfactory business with CHINA TEX KNITWEAR AND MANUFACTURED GOODS IMPORT & EXPORT CORPORATION. We now have a good demand for ladies blouse 400 DOZ and therefore write to you in
7、 the hope of establishing business relations.From your recently published catalogue, we notice that you are able to supply ladies blouse, and we should be grateful if you would kindly send us some samples of the goods which you can supply together with a comprehensive price list giving details of pa
8、cking, specification and the time of shipment so as to enable us to go fully into the possibilities of business.We look forward to your early news and trust that through our mutual cooperation we shall be able to conclude some transactions with you in the near feature. Yours Faithfully Peter Johnson
9、 Purchasing ManagerCRYSTAL KOBE LTD.2.上海市新龙股份有限公司向美国CRYSTAL KOBE LTD.发盘，拟写了一份发盘函。报价单见式样2-1SHANGHAI NEW DRAGON CO.,LTD.27. CHUNGSHAN ROAD E.1.SHANGHAI CHINATEL: 8621-65342517 FAX: 8621-65724743TO: CRYSTAL KOBE LTD. (FAX: 599-525-7001)FM: SHANGHAI NEW DRAGON CO., LTD. (FAX: 86-21-65724743)DT: August 1
10、2, 2011Dear Sirs:We are very pleased to receive your enquiry of 8th August and enclose our price list giving the details you ask for. Also by separate post we are sending you some samples and feel confident that when you have examined you will agree that the goods are both excellent in quality and r
11、easonable in price.Because of their softness and durability, our all ladies blouse are rapidly becoming popular and after studying our prices you will learn that we are finding it difficult to meet the demand.We look forward very much to the pleasure of receiving an order from you. Yours Sincerely S
12、HANGHAI NEW DRAGON CO.,LTD.式样21报价单SHANGHAI NEW DRAGON CO.,LTD.27. CHUNGSHAN ROAD E.1.SHANGHAI CHINATEL: 8621-65342517 FAX: 8621-65724743报价单QUOTATION致Messrs.CRYSTAL KOBE LTD. 日期 Dated AUG.12，2011 兹报供下列商品，均以我最后确认为准 The following articles are quoted subject to our final confirmation:货号 品名 规格 包装 单价 装船期A
13、RT.NO. COMMODITY SPECIFICATIONS PACKING UNIT PRICE SHIPMENTH32331SE LADIESBLOUSE 55%ACRYLIC IN CARTON CIF NY LESS 3% DISCOUNT45% COTTON USD60 / DOZ KNITTED ON OR BEFORE DEC.20，2011付款方式PAYMENT： BY SIGHT L/C 保险INSURANCE：For 110% INVOICE VALUE COVERING ALL RISKS有错当查E.&.O.E.3.美国CRYSTAL KOBE LTD. 收到发盘给出了
14、还盘函CRYSTAL KOBE LTD.1410 BROADWAY, ROOM 300 NEW YORK, NY10018 U.S.A.TEL: 599-525-7000 FAX: 599-525-7001TO: SHANGHAI NEW DRAGON CO.,LTD.(FAX: 86-21-65724743)FM: CRYSTAL KOBE LTD. (FAX: 599-525-7001)DT: August 20, 2011Dear Sirs:Thank you for your letter dated August 12, 2011 and attached quotation.Aft
15、er careful examining and comparison with other brands of similar products, we found that your price is higher than the average in the market. In order to allow us a better competing position, we shall be grateful if you could reduce the price to USD 55 per DOZ CIF N.Y. LESS 3% DISCOUNT. Moreover, we
16、 advise you to make some adjustment of your terms of payment L/C to D/P at sight and that the time of shipment should be on or before NOV 20, 2011.We hope we can enter into a lasting business relationship with you and look forward to receiving your reply.Yours Faithfully, Purchasing Manager CRYSTAL
17、KOBE LTD. 4. 上海市新龙股份有限公司收到美国CRYSTAL KOBE LTD. 的还盘后，给出了一封还函SHANGHAI NEW DRAGON CO.,LTD.27. CHUNGSHAN ROAD E.1.SHANGHAI CHINATEL: 8621-65342517 FAX: 8621-65724743TO: CRYSTAL KOBE LTD. (FAX: 599-525-7001)FM: SHANGHAI NEW DRAGON CO.,LTD. (FAX: 86-21-65724743)DT: August 23, 2011Dear Sirs:We have received
18、 your fax of August 20, 2011. We are sorry to tell you that your prices are not appropriate to us. As you know, wages and materials have risen considerably these days.We are compelled to adjust our prices to cover the increasing cost. USD 58 per DOZ is our lowest level, which leaves us with only the
19、 smallest profit.Although we have confidence in your integrity, our usual terms of payment by sight L/C remain unchanged in all cases with new clients. So for the time being, we regret our inability to accept your D/P terms. Maybe after several smooth and satisfactory transactions, we can consider o
20、ther flexible ways.The time of shipment should be effected within 2 months from receipt of the relevant L/C.For your information, the demand for our products has been extremely great recently. This offer is valid for 5 days and we looking forward to receiving your order at the earliest date.Yours Si
21、ncerely SHANGHAI NEW DRAGON CO.,LTD. 5. 美国CRYSTAL KOBE LTD. 收到上海市新龙股份有限公司的回函后，于2011年8月24日回函表示接受，并按回样条件再订100打。上海市新龙股份有限公司于26日回函确认，并要求对方尽快开立信用证。SHANGHAI NEW DRAGON CO.,LTD.27. CHUNGSHAN ROAD E.1.SHANGHAI CHINATEL: 8621-65342517 FAX: 8621-65724743TO: CRYSTAL KOBE LTD. (FAX: 599-525-7001)FM: SHANGHAI NE
22、W DRAGON CO.,LTD. (FAX: 86-21-65724743)DT: August 26, 2011Dear Sirs:Thank you for your fax of August 24, 2011.Enclosed are two copies of your Sales Confirmation No 21SSG-017. Please sign and return one copy for our file.We can assure you of the high quality as well as the punctuate delivery so long
23、as the relative L/C reaches our end in time. We suppose the conclusion of this transaction will lead to more business in future.We appreciate your co-operation and look forward to receiving your further orders.Yours Truly SHANGHAI NEW DRAGON CO.,LTD. SHANGHAI NEW DRAGON CO.,LTD. P5027. CHUNGSHAN ROA
24、D E.1.SHANGHAI CHINATEL: 8621-65342517 FAX: 8621-65724743 编号 No. 21SSG-017 售 货 确 认 书 日期 SALES CONFIRMATION Date：AUG.26,2011TO：CRYSTAL KOBE LTD. 1410 BROADWAY, ROOM 300 NEW YORK, NY10018 U.S.A. 货号 品 名 及 规 格 数量 单价及价格条款 金额 ART.NO. COMMODITY AND SPECIFICATION QUANTITY UNIT PRICE&TERMS AMOUNTH32331SE LAD
25、IES 55% ACRYLIC CIF NEW YORK LESS 3% DISCOUNT 45% COTTON 500DOZS= USD58 PER DOZ USD29 000.00KNITTED BLOUSE 120 CARTON - USD 870.00 总金额 TOTAL AMOUNT USD28130.00装运条款 SHIPMENT： SHIPMENT ON OR BEFOR NOV. 20, 2011 WITH PARTIAL SHIPMENTS ARE NOT ALLOWED TRANSSHIPMENT IS PROHIBITED FROM SHANGHAI TO NEW YOR
26、K.付款方式 PAYMENT： THE BUYER SHALL OPEN THOUGH A BANK ACCEPTABLE TO THE SELLER AN IRREVOCABLE L/C AT SIGHT TO REACH THE SELLER 30 DAYS BEFORE THE MONTH OF SHIPMENT REMAINED VALID FOR NEGOTIATION IN CHINA UNTIL THE 15TH DAY AFTER THE DATE OF SHIPMENT.保 险INSURANCE：THE SELLER SHALL COVER INSURANCE AGAINST
27、 ALL RISKS FOR 110 % OF THE TOTAL INVOICE VALUE AS PER THE RELEVANT OCEAN MARINE CARGO CLAUSE OF P.I.C.C.DATED JAN.1ST，1981.注 意 请完全按本售货确认书开证并在证内注明本售货确认书号码。IMPORTANT：PLEASE ESTABLISH L/C EXACTLY ACCORDING TO THE TERMS AND CONDITIONS OF THIS S/C AND WITH THIS S/C NUMBER INDICATED. CRYST AL KOBE LTD. S
28、HANGHAI NEW DRAGON CO.,LTD. 买方 （The Buyers） 卖方（The Sellers）课后练习(P52)4. 2011年10月上海新发展进出口贸易实业有限公司收到新加坡海外贸易有限公司（OVERSEAS TRADING CORPORATION，SINGAPORE）电洽购美加净牙膏，货号为NW101 （MAXAM TOOTH PASTE, ART. NO.NW101）,其往来电文如下,请根据双方磋商结果签订货书一份。Oct.9IncomingMAXAM TOOTH PASTE ART NO.NW101 PLEASE CABLE PRESENT PRICE AND
29、AVAILABLE QUANTITY FOR DEC.Oct.10OutgoingYOURS NINTH MAXAM TOOTH PASTE ART NO.NW101 IN CARTONS OF SIX DOZENS EACH REFERENCE PRICE HK DOLLARS 120 PER DOZ CIFC5% SINGAPORE SHIPMENT DEC.Oct.11IncomingYOURS TENTH INTERESTED 10，000 CARTONS PLEASE OFFER FIRM.Oct.12OutgoingYOURS ELEVENTH OFFER SUBJECT REPL
30、Y HERE THIRTEENTH 10，000 CARTONS HKD 120 PER DOZ CIFC5% SINGAPORE PAYMENT BY IRREVOCABLE SIGHT L/C SHIPMENT WITHIN 30 DAYS AFTER RECEIPT L/C.Oct.13IncomingYOURS TWELFTH HKD 115 PER DOZ INSURANCE 110 PERCENT INVOICE VALUE AGAINST ALL RISKS AND WAR RISKS PAYMENT BY L/C AT 30 DAYS SIGHT PLEASE CABLE RE
31、PLY IMMEDIATELY.Oct.14OutgoingYOURS THIRTEENTH HKD 118 PAYMENT AS USUAL SIGHT CREDIT REPLY HERE FIFTEENTH.Oct.15IncomingYOURS FOURTEENTH L/C OPENING PLEASE CABLE CONTRACT NUMBER.Oct.16OutgoingYOURS FIFTEENTH S/C NUMBER 01XDTTD-14778上海新发展进出口贸易实业有限公司Shanghai New Development Imp. & Exp. Enterprises Co., Ltd中国上海外高桥保税收政策区台中南路2号2,Tai Zhong South Road WaiGaoQiao Free Trade Zone,Shanghai,PRC电话 Telephone: 86-21-50480555 传真 Fax:86-21-50480164 售 货 确 认 书 SALES CONFIRMATION 合同编号NO.: 签订日期Date:
