【文章內(nèi)容簡介】 5：FOB stowed and trimmed（FOB包括理、平艙費 ?seller loading stowing and trimmingfirm offersofferoroffereeterminate 6 Counteroffer offer 9 withdraw of an offer（人）（人）終止 9 Validity periodquotation of an offer 11 Quote CISG（United Nations Convention on Contracts of International Sales of Goods)９ 有效期 報盤國際貨物銷售合同公約 形式發(fā)票（Proforma Invoice）報價單（Quotation）訂單(Order)Prices quoted should include insurance and freight to ? 執(zhí)事先生： ?從澳大利亞大使館得悉貴公司在澳大利亞是出口羊毛材料的一家大公司。?由于本地市場對羊毛材料的需求一直在增長，因此我公司愿在本地區(qū)成為第一個銷售這種產(chǎn)品的公司。?請郵寄貴方目錄本、價目表以及能提供的各種樣品，同時也請告知貴公司與其它公司做貿(mào)易所采用的付款方式。?盼速復(fù)。謹(jǐn)啟 ? Dear Sirs, ? We learn with pleasure from the Australian Embassy in Beijing that you are producing for export wool sweater.? There is a steady demand here for highclass goods of this type, especially in brighter colors.? We would appreciate receiving your catalogue and full details of your export prices and terms of payment, together with any samples you can let us have.? ? ? ? We look forward to hearing from faithfully, 敬啟者：貴方九月五日關(guān)于羊毛材料的詢盤已收悉。應(yīng)要求，我方已另航郵去帶有圖解的說明書，價目表及樣品本。有關(guān)付款方式，我們貿(mào)易的一貫做法是采用保兌的不可撤銷的信用證。由于質(zhì)地優(yōu)良，價格合理，我們的羊毛材料多年來在世界市場享有盛譽。我們相信我們的產(chǎn)品一定會幫助你們擴(kuò)大市場銷路。?盼早復(fù)。謹(jǐn)啟 Dear Sirs:Thank you for your inquiry of on wool materialAs requested, we have already sent you the illustrated brochures, price list and sample by airmail.? Concerning the terms of payment , our usual practice is confirmed，irrevocable letter of credit（L/C).Over the years, our wool material has the high reputation of good quality and reasonable prices in the world believe that our products will help you to expand look forward to your early faithfully，? Four ponents in a standard format of a price:? A code of currency: USD, CAD,CNY, EUR, GBP(貨幣代碼）? A number indicating（表示）the price unit ? A unit for measuring quantity: kg, gr, m/t, yd, set ? A certain trade term: FOB, CFR, CIF ? Examples: ? ? FOB Guangzhou ? Cost of production（生產(chǎn)成本）? Direct cost（直接成本）: material costs, labour costs, allocation of fixed costs, packing costs, etc.? Administrative costs: overhead經(jīng)常費用 ? Cost of sales ? Marketing costs: advertising, sales trip expenses, missions，intermediary services? Cost of delivery ? Warehousing and transporting charge, insurance premium保險費, taxes稅收and tariffs征收關(guān)稅, customs duties（進(jìn)口稅）? Anticipated profit margin（預(yù)期利潤率）? in an absolute number ? in a percentage → profit margin ? Capability of target market（目標(biāo)市場潛力）? Referring to the consumption power（消費能力）, ine level, supply and demand relationship需求關(guān)系The higher the capital ine of the target market, the higher the price ? Payment terms（付款條件）? The lower the financing charges, the higher the risk of payment ? Other factors to be considered? foreign exchange rates? international market price for similar products policies and regulations規(guī)章制度 in a particular ? If FOB price is available– CFR = FOB + Ocean Freight ?? ? Ocean freight（海洋運費）– Provided by shipping lines（航運公司）– Quoted as packaged price（組合價格）– Others like “additionals” and “surcharges”（附加費）– CIF If FOB price is available = FOB + Ocean Freight + Insurance Premium If CFR price is available – CIF = CFR + Insurance Premium Calculation of Insurance Premium(I)– Based on contract value/invoice value + – A markup（上浮，漲價幅度）(normally 10%)to cover incidental costs（雜費）– Formula: I = CIF x(1+10%)x Premium Rate(R)（保險費率）Therefore – CIF = CFR + CIF x(1+10%)x Premium Rate(R)or – CIF = CFR /(1 – 110% x R)Conversion of FOB to other prices CFR = FOB + F – CIF =(FOB + F)/ [1 –(1+markup)x R] Conversion of CFR to other prices – FOB = CFR – F – CIF = CFR / [1 –(1+markup)x R] Conversion of CIF to other prices – FOB = CIF x [1 –(1+markup)x R] – F – CFR = CIF x [1 –(1+markup)x R] Net price（凈價，實價）= basic costs + profit Commission – An incentive payment made to the middlepersons for their intermediary services – Expressed in a fixed figure or in a percentage – Examples ? CFR London GBP100 per doz, including 2% mission ? USD200 per M/T CIFC2% London ? CIFC3 Hamburg USD100/set ?? ? ?? ?Two ways of calculating計算 mission – based on invoice/contract value? C = contract value x C rate – based on FOB or FCA:? Under such terms as CFR, CIF, C is calculated before F（freight)and I(insurance)are deducted ? Formula:– C = price including C(FOB/FCA)x C rate– Net price = price including C(FOB/FCA)– C= price including C x(1C rate)– Price including C(FOB/FCA)= net price /(1C rate)– allocation cost分?jǐn)偝杀?? –fixed cost固定成本 –overhead管理經(jīng)費– insurance premium保險費–tariff關(guān)稅–outlet甩賣,工廠清倉 –Factory price出廠價– Consumption power消費能力– Per capita ine個人平均收入– segment市場細(xì)分 – Production cost生產(chǎn)成本 – Marketing strategy營銷策略– Sales cost銷售成本– Delivery cost運送成本– Financing cost融資成本 – anticipated profit預(yù)期利潤– terms of payment付款方式– costplus pricing成本加成定價法 – marginal cost pricing邊際成本定價法 – buyer based pricing買方價值定價法 petition based pricing 競爭定價法 export profit margin28 出口盈虧率export cost for foreign exchang出口換匯成本breakeven point 盈虧平衡點Local currency 本幣? markup 加價，上浮? Face value 票面值，表面價值 ? premium rate 保險率 ?net price凈價 ?mission 傭金 ?discount折扣? Exchange rate 匯率Final price最終價格 ?total price總價? unfixed price 非固定價money of account 計價貨幣 ?initial pric 最初價格? Money of payment支付貨幣 ? Unit price 單價? Price adjustment clause 價格調(diào)整條款? Price including mission 含傭價 ? rebate 減免、退款? wage index工資指數(shù)? 出現(xiàn)下列一類的詞句者，皆為虛盤: ?Subject to prior 。All quotations are subject to our final confirmation unless otherwise stated.?所作報價，除特別注明外，須經(jīng)我方確認(rèn)后方能生效。Our offer is subject to approval of export ，我方報價才有效 賣方發(fā)盤，或稱“售貨發(fā)盤”(Selling Offer)買方發(fā)盤，或稱“購貨發(fā)盤”(Buying Offer)，習(xí)稱“遞盤”（Bid）? offer 報盤，報價? to offer for 對...報價? to make an offer for 對...報盤（報價）? firm offer 實盤? nonfirm offer 虛盤? to forward an offer(or to send an offer)寄送報盤to get an offer(or to obtain an offer)獲得...報盤? to cable an offer(or to telegraph an offer)電報（進(jìn)行）報價? offer and acceptance by post 通過郵政報價及接受? to accept an of