国际贸易 实验 操作四 出口还价核算 操作五：拟写还盘函

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UNITEDTEXTILELTD.1180CHURCHROAD,NEWYORKU.S.A.FAX:215-393-3921DATE:27March,2001ZHEJIANGTEXTILEI/ECORP.165ZHONGHEZHONGROADHANGZHOUZHEJIANGCHINADearSirs,YourquotationofMarch22ndhasbeenacceptedandwearegladtoplaceourorderNO.Dragon9701asfollows:ART.NO.bs-12USD127.52/dozenCIFC3NEWYORKART.NO.bs-14USD139.52/dozenCIFC3NEWYORKART.NO.pc-12USD22.33/dozenCIFC3NEWYORKART.NO.pc-14USD28.34/dozenCIFC3NEWYORKOthertermsandconditionsarethesameasweagreedbefore.Asthisistheveryfirsttransactionwehaveconcluded,yourcooperationwouldbeverymuchappreciated.Pleasesendusyoursalesconfirmationinduplicateforcounter-signing.Bestregards.Yoursfaithfully,UNITEDTEXTILELTD.MANAGER操作四：出口还价核算要求说明：根据UNITEDTEXTILESLTD.,的还价，计算1)试计算我公司的预计交易利润额为多少元人民币？2)如果接受对方价格，且公司又必须有5%的利润，在其它条件均无变化的前提下，我公司能接受的国内供货价格最高分别为每打多少元人民币？ 3)经与生产厂商协调，供货价格下调至bs-12每打1050元，bs-14每打1150元,pc-12每打190元,pc-14每打240元，公司要求再次报价中包括8%的利润。（注意：计算时小数保留至4位，小于1时保留至5位，美元报价取小数后2位）提示1.注意对方还盘时提出的条件（如：数量要求）。2.注意操作要求中的条件变化（如：佣金率、国内采购成本等）。3.以总量计算销售利润率更为准确。操作五：拟写还盘函要求说明：根据客户的还盘以及所作的还价核算，草拟还盘信，具体要求如下：1抱歉对方未能接受我方报价。2竞争应以质取胜，而非低价竞销。我方产品质量上乘，价格合理，设计新颖，功能齐全，非常适销。3对方的还盘无法接受，但出于开拓市场的考虑，首笔交易给予极优惠的报价，以增强商品的竞争能力。4该盘有效八天。信函日期：2001年3月22日提示：1.写明不能接受对方还价的理由。2.合理答复对方在还盘中的要求或条件。 1）试计算我公司的预计交易利润额为多少元人民币？Bs-12对方报价：ART.NO.bs-12USD127.52/dozenCIFC3NEWYORK我方成本：P=A+B-C=1100+2.9167-141.0256=961.891利润额=127.52*8-961.891=58.27元/打=58.27*2400=139848元/20英尺集装箱Bs-14对方报价：ART.NO.bs-14USD139.52/dozenCIFC3NEWYORK我方成本：P=A+B-C=1200+2.9167-153.8462=1049.071利润额=139.52*8-1049.071=67.09元/打=67.09*2400=161016元/20英尺集装箱Pc-12对方报价:ART.NO.pc-12USD22.33/dozenCIFC3NEWYORK我方成本：P=A+B-C=200+1.455-25.64=175.82利润额=22.33*8-175.82=2.82元/打=2.82*24*200=13536元/20英尺集装箱Pc-14对方报价:ART.NO.pc-14USD28.34/dozenCIFC3NEWYORK我方成本：P=A+B-C=250+1.46-32.05=219.41元/打利润额=28.34*8-219.41=7.31元/打=7.31*24*200=35088元/20英尺集装箱2）接受对方价格公司又必须有5%的利润我公司能接受的最高国内供货价格分别为多少？Bs-12CIFC3=127.52/dozenCIF=CIFC3*(1-3%)=127.52*0.97=123.69CFR=CIF*(1-1.1*0.9%)=123.69*(1-1.1*0.9%)=122.47FOB=CFR-2200/2400=122.47-2200/2400=121.55成本P=FOB*(1-5%)*8=121.55*(1-5%)*8=923.78A=P+C-B=923.78+A*15%/(1+17%)-2.9167=1058.46元我公司能接受的Bs-12国内供货价格最高为每打1058.46元人民币。Bs-14CIFC3=139.52/dozenCIF=CIFC3*(1-3%)=139.52*0.97=135.33CFR=CIF*(1-1.1*0.9%)=135.33*(1-1.1*0.9%)=133.99FOB=CFR-2200/2400=133.99-2200/2400=133.07成本P=FOB*(1-5%)*8=133.07*(1-5%)*8=1011.33A=P+C-B=1011.33+A*15%/(1+17%)-2.9167=1156.44元我公司能接受的Bs-14国内供货价格最高为每打1156.44元人民币。Pc-12CIFC3=22.33/dozenCIF=CIFC3*(1-3%)=22.33*0.97=21.66CFR=CIF*(1-1.1*0.9%)=21.66*(1-1.1*0.9%)=21.45FOB=CFR-2200/4800=21.45-2200/4800=20.99成本P=FOB*(1-5%)*8=20.99*(1-5%)*8=159.54A=P+C-B=159.54+A*15%/(1+17%)-1.455=181.33元我公司能接受的Pc-12国内供货价格最高为每打181.33元人民币。Pc-14CIFC3=28.34/dozen CIF=CIFC3*(1-3%)=28.34*0.97=27.49CFR=CIF*(1-1.1*0.9%)=27.49*(1-1.1*0.9%)=27.22FOB=CFR-2200/4800=27.22-2200/4800=26.76成本P=FOB*(1-5%)*8=26.76*(1-5%)*8=203.39A=P+C-B=203.39+A*15%/(1+17%)-1.46=231.62元我公司能接受的Pc-12国内供货价格最高为每打232.62元人民币。3)经与生产厂商协调，供货价格下调至bs-12每打1050元，bs-14每打1150元,pc-12每打190元,pc-14每打240元，公司要求再次报价中包括8%的利润。Bs-12A=1050B=(15+5)/12+(400+550+50+600+1400)/(200*12)=2.92C=1050*15%/(1+17%)=134.62成本P=A+B-C=1050+2.92-134.62=918.3FOB=P/(1-8%)/8=124.77FOBC3=FOB/(1-3%)=128.63CFR=FOB+2200/2400=129.54CFRC3=CFR/(1-3%)=133.55CIF=CFR/(1-1.1*0.9%)=134.89CIFC3=CIF/(1-3%)=139.06Bs-14A=1150B=(15+5)/12+(400+550+50+600+1400)/(200*12)=2.92C=1150*15%/(1+17%)=137.44成本P=A+B-C=1150+2.92-147.44=1005.48FOB=P/(1-8%)/8=136.61FOBC3=FOB/(1-3%)=140.84CFR=FOB+2200/2400=141.76CFRC3=CFR/(1-3%)=146.14CIF=CFR/(1-1.1*0.9%)=147.60CIFC3=CIF/(1-3%)=152.17Pc-12A=190B=(15+5)/24+3000/(200*24)=1.46C=190*15%/(1+17%)=24.36成本P=A+B-C=190+1.46-24.36=167.1FOB=P/(1-8%)/8=22.70FOBC3=FOB/(1-3%)=23.41CFR=FOB+2200/4800=23.86CFRC3=CFR/(1-3%)=24.60CIF=CFR/(1-1.1*0.9%)=24.85CIFC3=CIF/(1-3%)=25.62Pc-14A=240B=(15+5)/24+3000/(200*24)=1.46C=240*15%/(1+17%)=30.77成本P=A+B-C=240+1.46-30.77=210.69FOB=P/(1-8%)/8=28.63FOBC3=FOB/(1-3%)=29.51CFR=FOB+2200/4800=29.97CFRC3=CFR/(1-3%)=30.90CIF=CFR/(1-1.1*0.9%)=31.21CIFC3=CIF/(1-3%)=32.17 ZhejiangTextilesI/Ecorp.Add:165ZhonghezhongRoad,HangZhou,Zhejiang,P.RChinaPostcode:310001Tel:86-571-87075888/EXTFAX:86-571-87079234E-mail:zj@sinotexes.comMarch22nd2001UNITEDTEXTILESLTD1180CHURCHROADNEWYORK,PA19446U.S.ADearSirs,Thanksforyourletter,butweareverysorrytoknowthatyoucounter-offerseemstoohightobeaccepted.Todayqualityisthemostdominantfactorsinthemarket.Ourproductsarethoughtasexcellentquality,reasonableprice,noveldesign,andcompletefunctionsaswellasverymarketable.Inordertosuccessfullydevelopthemarketandconcludethedealwithyou,wewouldliketogiveyouaspecialquotation,sincethisisthefirstbusinessbetweenus,wemakeeveryefforttoquoteasfollows:ART.NO.bs-12USD128.63/dozenFOBC3NEWYORKART.NO.bs-12USD133.55/dozenCFRC3NEWYORKART.NO.bs-12USD139.06/dozenCIFC3NEWYORKART.NO.bs-14USD140.84/dozenFOBC3NEWYORKART.NO.bs-14USD146.14/dozenCFRC3NEWYORKART.NO.bs-14USD152.17/dozenCIFC3NEWYORKART.NO.pc-12USD23.41/dozenFOBC3NEWYORKART.NO.pc-12USD24.60/dozenCFRC3NEWYORKART.NO.pc-12USD25.62/dozenCIFC3NEWYORKART.NO.pc-14USD29.51/dozenFOBC3NEWYORKART.NO.pc-14USD30.90/dozenCFRC3NEWYORKART.NO.pc-12USD32.17/dozenCIFC3NEWYORK Thisquotationisvalidforanother8days.PleasetaketheopportunityandsendusyouraffirmativereplyASAP.Bestregards!Yoursfaithfully,ZhejiangTextilesI/Ecorp.MANAGER:XXXX