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1、试卷模一套项目一 Dear sirs, We learned from the internet that you are in great need of hardware tools , which just fall into our business scope. We writing to enter into business relations with you. Our company is has grown to be of the leadinies in Chain, specialized in exporting hardware tools. We have be
2、en ex porting the commodity of high quality and have enjoyed more and more markets in the world. Enclosed is our latest catalogue on home appliances, which may meet your demand. We can also produce according to your designated styles. You immediate attention will be highly appreciated. With best reg
3、ards.Yours sincerely,TIANJIN TIFERT IMP.&.EXP. CORP.,LTD.,CHINA ZHANG WEI 项目二1. 货号：TC110 实际采购成本=含税近火成本-出口退税率 =含税进货成本/（1+增值税率）*（1+增值税率-出口退税率） =117/（1+17%）*（1+17%-15%）=102元CIFC3=(104+3.4+16.5)/(1-110%*0.9%-3%-10%)/7.5=18.32$/set货号;TC120实际采购成本=234/（1+17%）*（1+17%-15%）=204元/setCIFC3=（204+3.4+16.5）/（1-110
4、%*0.9%-3%-10%）/7.5=33.65$/set货号130实际采购成本=351/（1+17%）*（1+17%-15%）=306元CIFC3=（204+3.4+16.5）/（1-110%*0.9%-3%-10%）/7.5=48.98$/set货号;TC140实际采购成本=468/（1+17%）*(1+17%-15%)=408元出口运费; CIFC3=（408+3.4+16.5）/（1-110%*0.9%-3%-10%）/7.5=64.31$/set 项目三：Buyers : AMENLI COMPANY ,ETHJOPIASeller : TIANJIN TIFER(1)HARD WE
5、AR TOOLS (2) (3) CIFC3 (4） CIFC3 TC110 250se TC120 250se TC130 250se 12245.00USD TC140 250se 16077.50USD（5） to packed in cartons of 50 sets each. ( 7 ) TIAN JIN ( 8 ) ASEB 项目四： 1. 合理。本案中我方遭受了出口公司仓库发生雷击火灾，致使一半左右小五金被烧毁。属于不可抗力事件，我方可以不可抗力事故为由向对方提出延期履行合同要求，但不能解除合同。2. 不合理。发生了不可抗力事故，将已备好的货物一半左右被烧毁，这必然影响我方的
6、交货时间。另外，不可抗力是一项免责条款。可免除遭受不可抗力事故一方不能如期履约的责任。埃方应考虑实际情况同意我方延期履行合同。因此埃方的索赔要求是不合理的。 试卷十项目一：1、答案：通过商会的推荐，我们获悉贵公司的名称和地址。我方专营丝绸衬衣的出口业务，希望能在互惠互利的基础上与贵公司建立业务关系，为使贵方对我方产品有个大概的了解。我们将单独邮寄一份产品目录及宣传册供你方参考。如果贵方对目录中的任何产品感兴趣向我方询盘，我方将尽早发盘。2、举例至少三种以上建立业务往来的途径：商会、网络、交易会、新闻、报纸等。项目二：实际采购成本=含税进货成本-出口退税 =含税进货成本/（1+增值税率）/（1+
7、增值税率-出口退税率）国内费用=3+（12000项目三：Name or commodity specificationQuantityquantityTotal AmountSLLK SHIRT6000DOZSUSD12.68USD76(5)To be packed in cartons of 60 dozens each(6)During December, 2010(7)Xiamen(8)Los Angeles (9) To be covered by the for 110% of total invoice value against all risks and war risked
8、as per the ocean marine cargo clause of pick. Dated Jan. st, 1981By 100% inevitable L/C payable at sight The Buyers: BG CORP., LTD the Sellers: CHANGSHA XZNMIN EMP. &EXP CORP., LTD项目四：答：银行的拒付有道理，因为提单签发日为2010年11月10日，提单日后21天内交单，最迟交单日应为2010年12月1日，而不是12月4日.第十一套项目一：Hsia Corporation january302011Do81-665-
9、43-3366Fax-E-mailDear Sir:We learned from the internet that you are seeking four Chinese wooden fences Our company is has grown to one of the lading Imp. &. Exp companies in china, specialized in exporting wooden fence. We have been exporting the commodity of high quality and have enjoyed more marke
10、ts in the world Enclosed is our later catalog for your reface, which may meet your demand we can also produce according to your designated styles Your immediate attention will be highly appreciated with best regards Zhejiang yuesheng Imp. &. Exp co .Ltd项目2实际采购成本=P采购价格-退税收入退税收入=P采购/(1+增值税)*退税率KG-18Y实
11、际采购成本：元出口报价：（）/（1-10%）7=3.69$pcsKG-36Y实际采购成出口报价：31.2+1.56/6.5=5.54$/pcsKG-90Y实际采购成本=11.7-11.7/（1+17%）*3%=10.4元 国内费用=10.4*5%=FOBC3=(10.4+0.52)/(1-10%)/6.57=$/PcSKG-150实际采购成本=23.40-23.40/（1+17%）*13%=国内费用=20.8*5%=FOBC3=（20.8+1.04）/91-10%)/6.57=3.69$/PcS项目三（1）wooden Fence Kct-18Y Kct-36Y YF-90Y YF-150Y（
12、2）720pcs 1980pcs 3870pcs 4230pcs (3）FOB (4) 10890.00USD 15228.00USD (5) 18000pcs 35676.00USD(6) ART. NO KCT-18Y & NO.KCT-36Y & NO-90Y & NO-150Y to packed in cantors of 6pcs each (7) Delivery 30dags after receiving the advance payment(8)from china shanghai to Osaka japan (9) not allowed(10) not allow
13、ed(11) 20% of contract vale payable by T/T within 10 days after the contract date, the remarking payable against the fax copy of B/L by T/T 项目四答。1开证行这样做是合理的，2原因信用证是一种自足文件，不依附贸易合同。L/C是根据合同开立，一旦开方就成为独立于合同以外的自足文件，即便信用证援引该合同条款或内容，银行也与该合同无关而不受其约束。买卖合同只对进出口双方有约束力，L/C是开证行与受益人的契约。其次信用证处理的是单据，而不是货物。UCP600第5条
14、：银行处理是单据，而不是单据涉及到的货物。服务。履约行为只要单据相符。开证行就应承担付款。承担或汉付责任。即使收到货物不符合合同规定，也只能由开证人根据合同向有关方面索赔。所以。开证行这样做是合理的。，外贸业务操作技能试卷（十二）项目二：CIF=(139.4065+5.369+2.778)/(1110%*0.5%10%)/6.945=23.75$/(件)pc项目三：Buyers: Landed CompanySellers: Hunan Textile Imp. &. Exp .CORP(1) Lady Jacket N9903(2) 2000PCS(3) (4) 44600.00USD(5)
15、 THE LADY JACKET TO PACKED IN CARTONS OF 10PCS IN EACH.ONE 20”FCL FOR 200 CARTONS(6) ONE MONTH AFTER RECEIVING THE L/C(7) SHANGHAI(8) NEW YORK(10)BY 100% IRREVOCABLE L/C PAYABLE AT SIGHT, OPEN TO THE BUYER”S REQUIRMENT BY JUNE 20,2008, AGAINST DOCUMENTS PRESENTED WITHIN 15DAYS AFTER THE DATE OF SHIP
16、MENT.项目四：答：（1）我方拒绝开证有理由。发电传列有“以签订确认书为准”交书面合同草稿，我方尚未答复，再次说明合同成立的条件不具备。C合同既未成立，外商催我方开证，理应拒绝。试卷十三项目一出口退税额出口成本=58.5-2.5=56元/付预期出口利FOB TianjCFR Dubai项目二Dear Jan,Thanks for your inquiry on Sep. 3, 2007. Our offer is as follows:jCommodity: Door Handle Artic0kPacking: one pair packed in a foam bag, then in
17、an inner box, 20 inner boxes per cartonlUnit priceTianjin UAEmQuantity: 9000 pairnPayment: By D/D at sightoShipment: To be effected within 30 days after the contract dateThis after is valid subject to your reply here by Sep. 10, 2007.A waiting your early reply.Yours faithfully,项目三(1) Door Handle (2)
18、9000 pairs (3)CFR Dubai UAE (4) CFR Dubai UAEArtic0 9000 pairs USD79(5)SAY US DOLLARS SEVENTY NINE THOUSAND TWO HUNDRED ONLY.(6)More or less 1% of the quantity and the amount are allowed.(7)Not later than Oct. 18, 2007(8)From Tianjin China to Dubai, UAE(9)not allowed(10)20% of contract value payable
19、 by T/T within 10 days after the contract date, the remaining payable by D/P at sight.项目四： 1. 合理。本案中天津兴发进出口公司仓库发生雷击火灾，致使一半左右小五金被烧毁。属于不可抗力事件，我方可以不可抗力事故为由向对方提出延期履行合同要求，但不能解除合同。3. 不合理。发生了不可抗力事故，将已备好的货物一半左右被烧毁，这必然影响我方的交货时间。另外，不可抗力是一项免责条款。可免除遭受不可抗力事故一方不能如期履约的责任。对方应考虑实际情况同意我方延期履行合同。因此对方的索赔要求是不合理的。 试卷十四项目一
20、：客户开发出口退税额国内费用=国内运费+其他所有国内费用每1美元每月扣减6分人民币 6*3=18分USD=RMB66.808（6.988-0.18）FOB Xiamen=出口成本+国内费用+出口利润CRF Vancouver项目二：交易磋商Dear Anne：Thanks for your inquiry on Apr. 8, 2008. Our offer is as follows:1. Pac Boots Style No. NM10482. Packing: packed in 1 pair/box, then 6 boxes/carton 3. Unit Price: USD14.5
21、4/pair FOB Xiamen USD15.84/pair CFR Vancouver, Canada4. Minimum Order Quantity: 1200 pairs5. Payment：by T/T against the fax of B/L6. Shipment: within 60 days after the contract late.This offer is valid subject to your reply here before Apr. 15, 2008.Awaiting your early reply.Best wishes,Zhao ping项目三
22、：签订合同1. Pac Boots Style No. NM10482. 4800 pairs3. CFR Vancouver, Canada USD15.50/pair4. USD745. rs seventy four thousand four hundred only6. packed in 1 pair/box, then 6 boxes/carton7. within 90 days after receiving the 30% of contract value by T/T in advance8. Xiamen, China9. Vancouver, Canada10. a
23、llowed项目四：交易争议处理1. 不一样。重量单，列明每件货物的毛净重。商品净重检验证书书由商检机构签发的关于货物重量的公证文件，而重量单为发货人锁出具的货物重量说明文件，二者不同。2. 信用证中要求卖方提供商品净重检验证书，而议付行误以为重量单即商品净重检验证书，则议付行无须为此过失承担责任。按UCP600，开证行有权对议付行拒付，而议付行可向出口商追索押汇款项。（ 十五 ）项目一：1. 出口报价: 出口退税=C采/（1+增值税税率）*出口退说额 =444.60/（1+17%)*5%=19元/条 出口成本=采购成本-出口退税额 预期出口利润=采购成本*成本利润率项目二： Dear Sir
24、s: Thanks for your inquiry on June 16, 2008. Our offer is as follows:t proofing tires,205/60R15 2.Unit price: EUR53.02/pc CIF Hamburgum Order Quantity is 100pcs/article :the unit price in the total order quantity from 400pcs to 800pcs will be given 3%discount ,the unit price in the total order quant
25、ity from800pcs will be given 5%discount.ng: one piece per polybaynt: by L/C at sight ent: Order Quantity Time of shipment Less than 400pcs with in 45 days after the receipt of L/C From 400pcs to 800pcs with in 60 days after the receipt of L/C More than 800pcs with in 75 days after the receipt of L/C
26、This offer is valid subject to your reply here by June 27.2008. Awaiting your early reply.Yours faithfully Li Rong项目三;(1) Bullet Proofing Tires (2) (3)CFR Hamburg Germany (4) 200pcs EUR50.00/pc 200pcs EUR50.00/pc(5) SAY EURO DOLLARS TWENTY THOURAND ONLY(6) 8 pieces per wooden cases (7) With in 45 da
27、ys after the receipt of L/C(8) From shanghai,china to hamburg,Germany (9) Allowed(10) Not allowed 项目四：1. 最迟装运日期-信用证后45天2. 信用证的有效期-最迟装运日期后15天3. 付款方式-议付4. 汇票的付款期限-即期5. 禁止转运-允许转运6. 运费到付FREIGHT COLLECT-FREIGHT PREPAID7. 保险加成-110%8. 受益人证明要求1份正本B/L直接寄至开证申请人不合理-寄副本提单9. 交单期错误-装运日期后15天内交单 十六套试卷项目一:V100331/2英
28、寸设采购成本为X（1） 核算出口退税额=X/（1+17%）（2） 出口费用国内=XF国外=304/17280=0.007$/set(3) 出口利润=X(4) C采购=出口成本+出口退税额=出口价格-出口利润-出口费用+出口退税额国外还价 预期采购成本 元/setk F国外=30*0.968*4/9600=0.012$/setlF国外=30*0.968*4/3840=0.03$/set项目二：Dear Mr. Duncan Thanks for your e-mail of September 9, 2008. Since we want to be your trade partner and
29、 remain a good relationship with you.We agree to reduce the price as follows:Commodity size Quantity Unit price (usd/set ) Set CFR HAMBURGForged Brass Ball valves 1/2 17280ArticFull Port, Nicked Plated, BSP Threa Total 30720Payment:20% of contract value will be paid by T/T within 15days after 15days
30、 the contract date ,80% of contract value will be paid against the fax of B/L by T/T.Shipment: within 45 days after receipt of 20% of contract value This offer is valid subject to your reply here before September 16,2008Best regards Sincerely yours,Ye Conghua项目三：（1）Forged Brass Ball valves Article3.
31、 Full Port Nicked Plated, BSP Thread 1/2 inch 1inch 1-1/2 inch(2)17280 sets 9600sets 3840 sets(3) CFR SOUTHAMPTON(4)USD19 USD23 USD19TATAL: 30720SETS USD61(5) USD SIXTY ONE THOUSAND SIX HUNDRED THIRTY TWO ONLY(6) Packed in carton, then in wooden pallet(7) Within 45 days after receipt of 20% of contr
32、act value(8) From shanghai, China to Southampton U.K.(9) Allowed(10) Not allowed 项目四：（1）收货人-to the order of the shipper (2)FREIGHT COLLECT-FREIGHT PREPAND (3)毛重-9380KGS (4)缺少已装船批注（ 十七 ） 项目一出口退税额出口成本=58.5-2.5=56元/付预期出口利FOB TianjCFR Dubai项目二Dear Jan,Thanks for your inquiry on Sep. 3, 2007. Our offer i
33、s as follows:jCommodity: Door Handle Artic0kPacking: one pair packed in a foam bag, then in an inner box, 20 inner boxes per cartonlUnit priceTianjin UAEmQuantity: 9000 pairnPayment: By D/D at sightoShipment: To be effected within 30 days after the contract dateThis after is valid subject to your re
34、ply here by Sep. 10, 2007.A waiting your early reply.Yours faithfully,项目三(2) Door Handle (2)9000 pairs (3)CFR Dubai UAE (4) CFR Dubai UAEArtic0 9000 pairs USD79(5)SAY US DOLLARS SEVENTY NINE THOUSAND TWO HUNDRED ONLY.(6)More or less 1% of the quantity and the amount are allowed.(7)Not later than Oct
35、. 18, 2007(8)From Tianjin China to Dubai, UAE(9)not allowed(10)20% of contract value payable by T/T within 10 days after the contract date, the remaining payable by D/P at sight.项目四：1. 不违背。UCP600，数量前加“大约”，允许数量有10%以内的增减。该信用证规定商品数量为大约9000双鞋子，因此9200双鞋子是在允许增减的数量范围内。2. 最迟在2008年2月5日交单。因为L/C没有规定交单期，UCP600交
36、单期为装运后的21天内，但不迟于信用证有效期。广州幸福公司可获得即期议付，因为该信用证属于假远期信用证。试卷十八项目二C实际=36000-36000/(1+17%)*15% =31384.62元/TCIF= 31384 /项目三(1) STEELS (2)26T (3)CIF LOSANGELES (4) CIF LOSANGELESQ235 USD5858.92 USD15(5)Steel centralized packing, in stalled a 20 FCL(6)December, 2009(7)Shanghai, China(8)LosAngeles, USA(9)to be
37、covered by the seller for 110% of total invoice value all risks and war risks(10)By L/C at sight项目四司继续履行合同含义：是指合同签订之后，不是由于当事人过失或疏忽，而是由于发生了当事人所不能预见，无法避免和无法预防的意外事故，以致不能履行或如期履行合同，遭意外事故的一方可以免除履行合同的责任或延期履行合同，另一方无权要求损害赔偿。3.结合案例，VERIZON COMPANY 是由于该产品的国际行情下跌而要求撤约。但国际行情下跌不属于不可抗力范畴，是正常的商业风险。我方不同意撤约，坚持对方履行合同。
38、试卷十九项目一 We learned from the China Light Industry Import &Export Corporation that you are seeking for Microwave of Chinese. (开头)项目二实际采购成国内费用=（5*5+3*5+2000+250+100+1000+1500）/5 =21890F国外=2500*8/500=40元/setCIFC3=（854.701+9.78+40）/(1-110%*0.9%-10%-3%)/8=131.54$/set项目三（1）Triangle Brand Microwave (2)500 （
39、3）CIFC3 NEW YORK USD12 (4)USD61 (5)Each microwave is packed in a carton (6)GUANG ZHOU 2011 (7) Changsha, China (8) New York, USA (9)to be covered by the seller for 110% of total invoice all risk and war risk. (10)by L/C at sight项目四答：1.该仪器须领出口许可证的情况，不是在订约后出现的，日方在订约前理应知道这一法律要求，它是可预见的，因此就本案来看，不能构成不可抗力。2.在CIF条件下，申请出口许可证是卖方的义务，卖方对未能领到许可证应承担责任。3.故中方应坚持日方负责赔偿责任.试卷二十项目二Dear Sir,Thanks for your enquiry of July 15, 2011. Our offer is as follows: 1. Connodity: CANNED SWEET CORN2. Packing: EXPORTER CARTON3. Specification: 3060G*6TINS/CTN4. Quantity: