国际贸易实务实验报告 实验名称： 实验内容： 02. 交易磋商与合同的签订 1.询盘 2.发盘 3.还盘 4.再回 5.达成一致 6.销售确认书 1.首先是杨老师给我们讲这节课的任务，具体分析了一下，然后根据实物讲解看了例题填写的格式，都是英文，还得按规定的格式填写，真的是云里雾里，一点都不会，英语表述是一个大问题。 2.老师让我们两人配合，我和冯刚两个人配合。我是买家，他是买家，我们确定我们的买卖东西和各自公司的名称. 3.然后根据步骤，我开始询盘。就询盘这一点内容，我写了好几次，总是遗忘了一些要点. 4.最后把询盘该有的内容在反复的修改下写成附件中的内容，真的很有挑战性。最后我把完整的询盘内容发给了卖家冯刚。他收到我的询盘后开始了发盘。他对这方面掌握的还是满熟练的，一会儿就完成的，他开始了发盘。我收到冯刚的发盘后，我得准备我的还盘，我们就价格上面进行了还盘，有了询盘的操作，我开始参照答案的格式开始准备我的还盘，进行得还算蛮顺利的。我们就价格还了一次盘，最后决定达成协议，我就写了达成一致的确认信给卖家冯刚。最后我们各自填写了销售确认书，然后整合，形成了下面的销售确认书。 5.我们两个人终于把交易磋商与合同的签订完成了，过程是辛苦的，但是我们通过自己的填写，训练还是把任务完成了。感觉还不错，挺满意的。以后还会继续的努力。 6. 学以致用是这门课的本质要求。希望以后可以跟着老师学到更多的知识。 实验报告人：陈晓丰 学号：09111027 实验日期：2011年11月29日 实验体会：
附： 询盘：
Contest person: Mr Chen Buy goods: tractors
Location: Zhaomin street 66 number
we are Fengfeng company from United States .We are interested in your tractors :its length is 2.4 m and width is 1.5 m .We want to buy ten hundred and delivery time is January,2012.we sincerely hope to establish long-term business relations with your esteemed corporation. Kindly send us your catalog and inform us about the Minimum Order Quantity Delivery, time Payment terms warranty; we will place a large order with you immediately
and etc. Your early reply is highly appreciated. Thank You。 Fengfeng Construction Company from United States
发盘：
Overseas Trading CO., LTD., DEC.21, 2011 Dear Sirs,
Thank you for your e-mail Dec 21th. Orders now are comparatively congested. Thus we can only supply 900 tractors by January, 2012, and the price is $12000 for each tractors which is you wanted. Yours truly,
Jianjian Company of China import & export
还盘：
We are in receipt of your letter of Dec 21th offering us 900 tractors. But we want to 1000.we can put off March 13th ,2012. While appreciating the quality of your tractors， we find your price is too high． Some tractors of similar quality from other countries have been sold here at a level about 30% lower than yours． Should you be ready to reduce your limit by $10000 we might come to terms．
It is hoped that you would seriously take this matter into consideration and let us have your reply soon．
再回盘：
We are so happy that we can get your receive so quickly. Since you have put off the deadline to March 13th,we can offer you 1000 tractors before the time. Thinking you truly want to work together with us, and we have thought twice, finally we decide to cut out our price to $10000 for each piece which is the lowest price we have ever given. Are these all right? Hope to get your reply soon.
达成一致：
Thank your reply quickly。Because your company can delivery on time and we have discussed and agreed on, we will accept $10000.
Jianjian建筑工程进出口公司
Jianjian Construction of China import & export
38，HEPING ROAD,YULONG DISTRICT, XUZHOU, CHINA
销 售 确 认 书
SALES CONFIRMATION 合同号 NO. SC005547
正 本
ORIGINAL DATE: Dec.21，2011 买方
Buyer: Fengfeng Construction Company from United States 地址
Address: Zhaomin street 66 number
电话 传真 Tel: 15190665547 Fax:
兹 经 买 卖 双 方 同 意 成 交 下 列 商 品 订 立 条 款 如 下:
The undersigned Sellers and Buyers have agreed to close the following transaction according to the terms and conditions stipulated below: 货物名称及规格 NAME OF COMMODITY AND SPECIFICATION 数量 QUANTITY 单价 UNIT PRICE 金额 AMOUNT
$10000
TRACTORS(length is 2.4m and width is 1.5m) 1,000 pieces $ 10000000
总值
TOTAL VALUE : $ 10000000 装运
SHIPMENT NOV.,2000 FROM TIANJIN TO SINGAPORE WITH PARTIAL SHIPMENT ALLOWED, TRANSSHIPMENT NOT ALLOWED 付款条件
PAYMENT BY IRREVOCABLE CREDIT AT 30 DAYS AFTER SIGHT (THE L/C MUST REACH THE SELLER 15 DAYS BEFORE THE TIME OF SHIPMENT)
包装 PACKING PACKED IN BALES OF 20 PCS EACH 唛头
MARKS & NOS. AT SELLER’S OPTION 保险
INSURANCE： TO BE COVERED BY THE SELLERS AGAINST ALL RISKS AND WAR RISK
买方 卖方 陈晓丰 冯刚
Fengfeng Construction Company & export
Jianjian Construction of China import
国际贸易与实务 实验报告1
