Do you have original sample or images to show it?
You know there is not much time left before Chinese Lunar new year, I advise we'd better confirm the order finish fabric making before Lunur new year holiday. Otherwise, it may delay shipment of the pants. I guess these pants are for 2011 summer season, we'd better catch the time.
we prefer 10pcs together in a polybag per size and colour, not assorted.
As to the brand mark and logo,we can make as per yr request,pls kindly design it and send to us for reference.
Dear Daniel,
Good day to you!
After checking all detailes about linen cotton pants.The finial quotation is as below:
Product: Linen cotton pants
Fabric: Linen cotton fabric 15x15 54x56 53/54"
Price:USD7.90/pc FOB Shanghai by sea;(with pockets and all detailes)
Delivery time:15th,April 2011
Payment term:T/T,50% for deposit,50% before the shipment;
Pls kindly check and confirm above information, after yr approval,I will arrange PI for
this pants order.After receiving yr deposit,we can arrange fabric making firstly.
Yr prompt reply will be appriciated.
圣诞贺卡
Enclose pls get my Christmas card prepared for you. May peace, happiness and good fortune be with you always.
开发信，介绍自己
Dear xxx,
Thanks very for your inquiry.
I am Gavin from Goldentex,a professional ramie, linen fabric and garment factory in China. All our products are excellent in quality and competitive in price. We are annually exporting more than 10 million meters ramie, linen fabric and 2.5 million pcs of garments to the worldwide such as Italy,Germany,France,Turkey,South Korea…
Sincerely hope to establish business relationship with yr esteemed company in the near future. And I believe both of our business will be blooming after our cooperation. As to the 100% ramie pants, could you pls kindly send that original sample to us for analyzing and quotation.
Any query, pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
4很常规的一个回复，目的是套他手里的资料，看看到底是不是潜在的客户，手里是否有原样…10月15号，得到他的第一封回复如下：
Dear Gavin,
Thanks for your kind message – I will send you the ramie sample now to:
***********
Attn: Gavin
Please be so kind to send me the quotation incl. sample pant in dark grey and black color back to my reference.
Thank you very much!
Best regards,
XXX
5.收到这封邮件，我立刻在心里给他打了7分，有原样在手，寄过来分析，说明潜在性很大，坐等原来过来，然后分析面料规格，再进行服装报价…回复如下：Dear xxx,
Well noted with tks. Will quote best price to you once received yr original sample.
Any query, pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
6.10月19号，得到他的邮件回复如下：
Dear Gavin
Okay thanks, the UPS tracking number is:******
Please be so kind to quote in linen and cotton too – what kinds of fabric do you offer? Thank you very much!
Best regards,
XXX
然后立马补充一封邮件回复：
Dear xxx，
Tks for yr kindly email.
Waiting for yr original sample, once received them, will analyze specification and quote
best price to you. Goldentex is a professional ramie and linen fabric, garments factory, working with oversea company more than 10 years. Offering greatest products and service，pants per clients' detailed requests.
Any query, pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
7.10月21号，收到客人原样，分析后给客人去邮件：
Dear xxx,
Confirmed received yr original sample this morning. After analyzing the specification and measuring the
pants measurement with M size, we can only quote approx price to you as below: Pure Ramie Pants USD5.70/Pc FOB Shanghai;
MOQ: 5000 pcs/order; 2000 pcs/design(colour),200 pcs/size
Whenever you propose more details, such as total measurement charts, special
packing...,Thus exact price can be quoted per details.
You referred to quote linen cotton fabric too in last mail? How to understand? Do you mean use linen cotton fabric to make pants per yr original sample? But how's the specification? Pls kindly advise yr comments.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
当天下午就得到他的回复：
Dear Gavin,
Thanks for your kind message, but 5,70USD is really too expensive - please be so kind to quote the same pant in all over linen fabric and all over cotton fabric.
Regarding the sample, it should be exactly the same in size M - size S, L and XL should be arrange proportional to this pant size M EU standard in dark grey and black color.
Please be so kind to get back to me asap!
Best regards,
XXX
立即回复如下：
Dear xxx,
Tks for yr prompt reply!
Compared with linen cotton and pure linen fabric material, making yr pants by ramie fabric is the lowest. M size is the smallest one, so I am afraid the average price wll be USD5.80/Pc.
I trust our price is very competitive, and you can compare the price with other suppliers.
Could you pls kindly advise yr approx order quantity for referrence? Can match our MOQ or not? If there is any other query,
pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
从这里，我可以判断他是个实在的买家，计较价格是商人的天性，但是实际上我
知道，我的价格一点都不高，而且我很后悔价格报低了，好再效期报的不长，我断定肯定还会重新报价的，因为这时候很多细节都没定…现阶段是要再判断一下订单具体有多大，太小了也不能做.所以试探性问了一下大概的数量，如果太小，没有再进行的必要…
他当即回复了：
Dear Gavin,
Thanks for your kind message again – size S will be the smallest size, the sample you got is size M.
Please be so kind to quote the pant in full linen and full cotton fabric too and arrange samples in dark
grey and black color, right!?
After receiving the samples, we’ll discuss about the quantities and colors.
Thank you very much!
Best regards,
XXX
避实就虚，不回答大概的订单数量，只是我报其他面料做这个裤子的价格，于是回复到：
Dear xxx,
Tks for yr mail.
We will calculate price of pants which made by linen cotton and pure linen material as well as similar weight to yr original sample. And will quote to you later.
Pls kindly advise yr approx quantity for our reference, if it's below our MOQ, there is difficult for us to make that order. Hope you can be kindly understanding.
As to the sample pants making, we usually charge sample cost from clients, and will return it back after bulk order. Is it available for you? Pls kindly advise yr comments.
Best Regards
Sales Supervisor
Gavin
8.10月22号，他回复如下：
Dear Gavin,
Thanks for your kind quick reply – no problem for the sample charges; as I explained before we have to check the pants and colors first to decide the quantities.
Please be so kind to send me the sample charges invoice.
Thank you very much!
Best regards,
XXX
抓住机会，先把打样落实好，然后再谈接下来的细节；
Dear xxx,
Good day to you!
Enclose pls find attachment of sampling pants PI. Total USD100 for sampling cost. Pls kindly noted this sampling surcharge will be returned to yr esteemed company once the bulk order confirmed.
To linen cotton material, advise LC1515# dyed fabric 15X15 54X52 165GSM 53/54" Linen cotton pants USD6.70/PC FOB Shanghai by sea;
To pure linen material, advise PL101# dyed fabric 14x14 54x54 165GSM 53/54" Pure linen pants USD8.90/PC FOB Shanghai by sea;
Any query, pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
他即刻回复如下：
Dear Gavin
Okay thanks, but I thought you'll arrange one pure ramie pant, one pure linen pant and one pure cotton
or cotton/linen pant? And which pant in what color?
Please be so kind to arrange the pure ramie pant in black color, the linen pant in dark grey colour and
the pure cotton or cotton/linen pant in black color again.
Furthermore, you forgot the bank account details. Please be so kind to so send asap! Best regards,
XXX
收到他的具体要求后，做了回复：
Dear xxx,
Well noted yr requests and will arrange sample making per yr requests after received yr payment copy.Enclose pls find the new sampling PI for payment referrence.Any other query,pls feel free to let us know.
Best Regards
Sales Supervisor
Gavin
样品多加一件，三件样，我收150刀，呵呵，象征性的，其实我就想看看他诚意有多大，我老板其实只要收100刀...
9.10月25日
Dear Gavin,
please find attached the payment proof of the sample order – please kindly confirm what samples you’re
going to produce now.
Thank you very much!
Best regards,
XXX
即时回复：
Dear xxx,
Confirmed received yr T/T copy and will arrange sample pants making tommorrow morning.
Best Regards
Sales Supervisor
Gavin
10.10月27日收到他邮件，想要变更颜色：
Dear Gavin,
Thanks for your kind message, but please be so kind to check your record (no dark blue colour); we would like
to receive as follows:
1.Pure ramie fabric PR850# 21x21 52x58 53/54" colour: black
2.Linen cotton fabric LC1515# 15X15 54X54 53/54" colour: black
3.Pure linen fabric PL101# 14X14 54X54 53/54" colour: dark grey
And please be so kind to send me some colour swatches of dark blue in pure ramie,
linen cotton and pure linen
fabric with the samples.
Thank you very much!
Best regards,
XXX
打样就没必要那么讲究，能帮你弄到颜色相近的布就不容易了，主要是检测一下做工还有品质能不能达到你原样的水准就OK了，然后回复他说：
Dear xxx,
We just make sample pants by using our fabric shipping sample,there are no dark grey colour of pure linen fabric,also
only dark blue colour in linen cotton fabric,pls kindly understanding.
I think the most important thing should be quality not colour.Of course,there will be no any problem on bulk order
making per yr interested colour.Hope you can confirm our sample making https://www.doczj.com/doc/d411528054.html,s in advance.
As to the swathes,I'll send some to you together with pants sample.
Best Regards
Sales Supervisor
Gavin
他也真是好说话，然后回复说：
Dear Gavin,
Okay thanks, no problem – but please be so kind to send dark grey colour swatches too, because we have to
choose the colours finally.
Thank you very much!
Best regards,
XXX
11.月末正好是108th Canton Fair，然后在广州待了一个星期，11月6号回的深圳。9号工厂把样送到了我手里。然后给他去了邮件：
Dear xxx,
Good day to you!
3 pcs of pants already finished.Pls kindly advise yr courier account number for samples collection.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
最大程度上节省成本，本来这样应该我们出快递费了...不过鉴于判定这个客户质量属于优等客户，那我就不客气用他的到付账号了，他还真配合，一下给了俩，让我任意选任意寄...
他的回复邮件：
Dear Gavin,
Thanks for your kind message – please be so kind to use as follows:
- UPS – *********
- Fedex – *********
Thank you very much!
Best regards,
XXX
准备好样品和色卡，寄了出去，去了邮件：
Dear XXX,
Samples already sent by UPS with tracking number:**************.
Choosing some colour swatch for yr referrence,all of them are same
quality with specification as below:
21x21 52x58 53/54" 100% ramie solid dyed fabric
Any colour you interested we can make lab dip from Pantone Colour Standard.So never worry about the colour problem.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin
12,五天过去了，11月16日，去一封邮件关注一下：
Dear xxx,
Good day to you!
Have you received pant samples already?Pls kindly advise yr comments
after checking.
Best Regards
Sales Supervisor
Gavin
他当天就来了回复：
Dear Gavin,
Of course yes, we received them with many thanks – I get back to you in the next days.
Thank you very much!
Best regards,
XXX
13，11月22日，之前的报价效期截止，去一封邮件通知一下他，顺便了解一下动态：
Dear xxx,
Good day to you!
Sorry to tell you that the validity of my quotation about pants' passed.
Before yr esteemed company confirm order,we need re-quote price
to you based on yr approx quantity,payment term...Hope you can
be kindly understanding.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
这封信，没有得到回复，我估计他肯定是在跟买家那边磋商，因为我肯定他只是个中间商而已，所以没事，先给点时间缓冲缓冲，反正单子十有八九跑不了…
14,12月1日，又过了一个多礼拜，可以再去一封信了…
Dear xxx,
Glad to contact you again!
Wish everything well with you and your esteemed company ! Sorry for that we
still don't receive any information from yr side. I would apprreciate for any comment you advised about our pants sampling, including price, quality, sercive. No matter
if it is positive or negetive.It will be helpful for further going on.
Waiting for your favorable reply soon!
Best Regards
Sales Supervisor
Gavin
然后我决定，如果这封信他不回，我的下一封邮件就是半个月后…那就是12月16日
不过三天后，也就是12月4日，他来了邮件：
Dear Gavin,
Thanks for your kind message again – so now, finally we discussed the order; please be so kind to check as follows:
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” - black colour
o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Linen cotton LC1515# dyed fabric, 15x15 54x52 165 GSM 53/54” – dark grey colour o Size S – 300pcs
o Size M – 500pcs
o Size L – 200pcs
Please be so kind to fit size S and size L percentage to size M (as sample size). Furthermore, we would like to have pockets on both sides of pant – pocket size will be advise later to you – dark grey colour should be confirmed finally too.
We’re going to confirm a nd arrange deposit payment as soon as you sent the P/I. Thank you very much!
Best regards,
XXX
最怕不能一步到位的，果不其然，又来变，原样没口袋，现在想加两个，细节咋样你也不说，我咋跟你加钱呢？这个时候订单雏形来了，重新报价吧，细节该落实了…
第一步：
Dear xxx,
Good day to you!
Pls kindly advise how to add the pockets on pants?Do you have original sample or images to show it?Also,pls kindly send yr dark gray and black colour standard for lab dip making.
As to the price,bcs yr confirm it over validity,and during these days,linen cotton fabric price keep raising up,meanwhile,you plan to add two pockets,the final price will be surely changed.After we get yr pocket detailes and S,L size measurement chart,the accurate price can be calculated clearly.Hope you can be kindly understand.
Any other query,pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
先告诉你价格变了的原因，再跟你来详细的；
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
回复：
Dear XXX,
Tks for yr email.
The newest quotatation is as below:
Linen cotton pants(same as to sampling,without pockets)
USD7.50/pc FOB Shanghai by sea;
Validity:8th,Dec-23th,Dec 2010
Yr original sample is not a regular one,it's not same as what we made before.
So there is no measurement chart for yr referrence,hope you can be kindly understanding.Pls advise yr measurement chart to us.Besides,pls confirm the pockets ASAP.We'd like you'd better not add pokects this time,bcs add any
little,we need to make sample again,and then send to you again for confirmed.
it will take too much time.Pls kindly advise yr comments.
Any query,pls feel free to let me know.
Best Regards
Sales Supervisor
Gavin
新价格出来，估计吓了他一跳，从USD6.70跳到USD7.50，一下来了80个美分，而且还不包含口袋的，估计来了口袋后，还得加钱。然后打了个电话过去说了下口袋的事，再就是尺码的问题，他回复邮件说：
Dear Gavin,
Thanks for your kind message and telephone call again – so now, I have to check the pockets with my boss tomorrow.
Please be so kind to send me the price without pockets again, furthermore do you have an European measurement chart
to fit the sizes?
Thank you very much!
Best regards,
XXX
第二天回了一封比较迂回的邮件：
Dear XXX,
Good day to you!Hope yr everything is fine.
Is there any positive feedback from yr boss? How about the pockets and measurement chart about these three size? Meanwhile, pls send gray and black colour for lab dip making. You know there is not much time left before Chinese Lunur new year, I advise we'd better confirm the order and finish fabric making before Lunur new year holiday. Otherwise, it may delay shipment of the pants. I guess these pants are for 2011 summer season, we'd better catch the time.
Best Regards
Sales Supervisor
Gavin
15,12月11日，发过来口袋的设计参考，我再核价
Dear Gavin,
Thanks for your kind message again – so now, please be so kind to remove the fake
side pockets and arrange side
pockets on both sides as per attachment with 20cm depth.
It would great, if you’re going to arr ange grey colour swatches of Pantone colour “Cool Grey 8” and normal
standard black colour.
What do you think?
Thank you very much!
Best regards,
XXX
口袋和颜色的问题基本上搞定
Dear XXX,
Tks for yr positive feedback and sorry for late reply.
As I checking the pants and pockets, I think the best length of the pocket should
be 15CM,how do you think about it? Pls give advice yr comments and confirmed. Tks.
And how about the brand marks, washed marks...are they same as yr original sample? After you confirmed these detailes. The final price with pocket will be quoted to you immediately. Tks for yr kindly supporting and understanding.
Best Regard
Sales Supervisor
Gavin/Goldentex
建议他口袋深度改成15CM，太长浪费布料，最重要是不好看；
Dear Gavin,
Thanks for your kind message again - 15cm length is fine, depth should be 15-20cm.
Regarding the brand mark, is it possible to print our *** logo (approx. 3-4cm length) at the inner of boundary on the back?
Washing care instruction label should arranged per label too.
Thank you very much!
Best regards,
XXX
同时来了另外一封补充说明的；
Dear Gavin,
Thanks for your kind message - we prefer the same pocket material linen cotton as for the pant.
Regarding the packing; we prefer 10pcs together in a polybag per size and colour, not assorted.
Thank you very much!
Best regards,
XXX
说归说，我还是让你来设计稿，要不到时候弄的你不合意，多麻烦啊，宁肯现在婆妈点：
Dear xxx,
Tks for yr prompt reply.
As to the brand mark and logo, we can make as per yr request, pls kindly design it and send to us for reference. Also pls send the washing care instruction label design draft to us and other details you want.
We'd like to make a new pants including all details for yr finial confirmed. Pls kindly advise yr comments. Any other query, pls feel free to contact me.
Best Regards
Sales Supervisor
Gavin/Goldentex
16.12月16日，给他去一封总结性的邮件；
Dear Daniel,
Good day to you!
After checking all details about linen cotton pants. The finial quotation is as below: Product: Linen cotton pants
Fabric: Linen cotton fabric 15x15 54x56 53/54"
Price:USD7.90/pc FOB Shanghai by sea;(with pockets and all details)
Delivery time:15th,April 2011
Payment term: T/T,50% for deposit,50% before the shipment;
Pls kindly check and confirm above information, after yr approval,I will arrange PI for this pants order. After receiving yr deposit, we can arrange fabric making firstly. Yr prompt reply will be appreciated.
Best Regards
Sales Supervisor
Gavin/Goldentex
附件把PI和银行信息发送了过去，并设置阅读收条，很快收到了已阅收条，但是却没有得到即时回复。第二天去了个电话侃了一阵，接着又补一个邮件：Dear xxx,
Nice talking with you on phone.
Before we start making bulk order, we will make pp sample to you for final confirmed, pp sample is made including all yr detailed requests, after yr approval, then we start the bulk order making. Now we are waiting for yr confirmed about price and delivery time, payment term conditions approval .Once confirmed, the PI will arranged to you without fail. Then waiting for yr deposit. After receiving yr deposit, we will start fabric making firstly, otherwise it will delay the shipment time.
Any query, pls feel free to contact me.
Waiting for yr prompt reply.
Best Regards
Sales Supervisor
Gavin
17,12月18日，收到回复：
Dear Gavin,
Thanks for your kind message – so now, we accept the new price and delivery time.
Please be so kind to send the P/I and PP samples; thanks a lot.
Thank you very much!
Best regards,
XXX
其实我倒是一点都不担心单子飞掉，我所关心的是，假期前先把定金拿到手，别拖着放那边。
18,12月20日，附件发送一个圣诞贺卡
Dear xxx,
Good day to you!
Enclose pls get my Christmas card prepared for you. May peace, happiness
and good fortune be with you always.
Best Regards
Sales Supervisor
Gavin
19.12月22日收到他FAX的签章PI，我估计他把钱应该也差不多付了，去了一封邮件
Dear xxx,
Good day to you!
Well received stamped PI from yr esteemed company. Could you pls kindly
let me know when I can receive yr T/T copy of 50% deposit? We plan to
start the fabric making firstly, I need yr T/T copy to financial department
for order confirmed, hope I can receive it ASAP, Tks for yr kindly understanding. Best Regards
Sales Supervisor
Gavin
20.12月23日
Dear Gavin,
Thanks for your kind message – payment has been done already, I will send you the payment proof later on today.
Thank you very much!
Best regards,
XXX
1, It is acceptable to pick you up on 8:30 a.m.? 2, Hope to see you ASAP 3, The stable delivery time is one of our advantages 4, Please help to send me your address in detail with courier account 5, We accept to send you the free samples with freight collect, please advise your account 6, We could like to offer up a compromise to get this order 7, Long time no contact with you 8, Do you have some buying plan this year? 9, Would you like to try a small order to test the market? 10, We look forward to serving you again in the near future 11, Kindly check and let me know if any other questions 12, Thank you for taking time to send me inquiry 13, Your prompt reply would be greatly appreciated 14, We could provided you a better price if the quantity up to … 15, Would you mind giving me some more photos about your inquired item? 16, I know our price is far exceeds your target, but I still would like to evaluate the sample. I’m sure the quality is different. 17, I have to recheck the price and see if we could meet your target 18, We are desperate to get your price confirmation to proceed 19, 10% discount will be provided if you double the quantity 20, In fact, the price is very important to win this order, but the quality counts for much more. We couldn’t debase our quality level to achieve your price aim. I’m sorry! 21, Thanks for your reply. Yes, it’s very helpful that compare different company products before you purchase. I believe that the price not the only factor to affect your decision, I’d like to introduce more service and details for your reference. I hope you can give me more opportunity.
邮件标题：客户求购的产品名称 邮件内文： To：客户公司名称 Attn：客户人名 Re：客户求购的产品名称 We are pleased to get to know that you are presently on the market for 产品名称，and as a specialized manufacturer and exporter for this product in China，we sincerely hope to establish business relations with your esteemed corporation. Herewith pls find our competitive offer as product：Specification：packinguantity：as per yr requirementPayment/C sightShipment:promptIf the product we offered above is some different from what you require actually,kindly inform us in detail，we will be pleased to re-offer you as per yr actual requirements note that the product pictures will be sent to you upon yr request，and a small sample could also be sent to you for yr final checking if the price is finally konw more about our corporation，kindly visit our website: kindly check and revert at yr 落款Co：Add：Tel：Fax：E-mail： 几点说明： 1、邮件标题只能是客户求购的产品名称，而不要加其它的任何多余语言，这样，客户打开你邮件的可能性一般可达到100%。 2、开头语简洁带过证明你是专业而老练的商人，可立即拉近与客户的距离，而对商人来说过多的寒喧实在是多余；不少人喜欢一开始就说从何得知该客户的，我们建议你，一般情况下最好不用提，客户在那里发布过求购信息，客户自己知道，多说多余，不过，如是本网线下转发给你的外商询盘，加一句话也无妨。 3、开头语特忌讳主动过多介绍自己，因为会给人一种推销的感觉，给人的第一感觉就不好，事实上，没有几个客户会有耐心来阅读你的长篇介绍的，不主动过多介绍自己将一定反而会给客户一种很自信、很专业的印象，这种印象对你来说是非常重要的；那么，“过多”的标准是什么呢我们认为，介绍性语言超过两句即是“过多”。 4、简洁开头后，你必须立即进入正文，即报价，因为客户最关心的无非是产品规格与价格而已，你如不能提供客户想要的东西，客户回你干吗立即进入报价，证明你是专业做该行的，你是有诚意、实实在在想做生意的，大家的时间都很宝贵，都不想浪费时间，特别是欧美商人更是如此；有人说，客户询盘中规格说的不全，无法报价，事实上，没有那个外商会在询盘中一次就把要求说完的，你可估摸着试探性报，报错了没关系，这只是证明你是专业的、多年做该行的，如所报的规格与客户所要的不符，客户一般会很快回复你并详细告诉你他所需产品的具体要求的；有人总喜欢第一次联系客户时就问东问西的，有些国家的客户（如印度、韩国）可能会耐心回你，但对大多数欧美客商（如美国）来说，他们一般是不会回复该类邮件的。
案例4.3 双重质量担保案例（案例讨论） 我国某外贸公司向德国出口花生一批，合同规定最低含油量不低于44%，杂质不超过1%。但在成交前我方曾向对方寄过样品，合同订立后我有电告对方“成交货物与样品相似”。货到德国后，买方出具了货物品质比样品低7%的检验证明，并要求赔偿600英镑的损失。我方拒绝赔偿，并陈述理由说：货物在交货时是经过挑选的。因为是农产品，不可能做到与样品完全相符，但也不至于低7%。 问：我方失误在哪里？是否可以以货物非凭样成交理由而不予理赔？ 答：（1）此案例是凭卖方样品交易，在合同中应定名品质以卖方样品为准。日后，卖方所交整批货的品质，必须与其提供的样品相同。但允许卖方交付某些商品的质量指标在一定的幅度内有变化，在之前要约定一定幅度的品质公差。在本案例中卖方在达成合同后，有电告对方“成交货物与样品相似”，此举有欠妥当，应当在双方商定品质条款时，可加订“交货品与样品大体相同或相似”之类的条文，以避免争议和便于履行合同。同时本案例涉及两个质量担保：合同担保，样品担保。合同规定最低含油量不低于44%，杂质不超过1%，样品担保允许5%偏差，但是7%已超过，尽管此样品担保是成交货物与样品相似允许5%偏差。同时买方出具品质比样品低7%的证明，卖方则认为买方出具的证明不符合实情。如果卖方拿不出留存样品，也要赔偿600英镑。
（2）我方应该理赔。 凡以样品表示成交商品质量并以此作为交货一句的，则为凭样品买卖，我方已寄给卖方样品，则为样品担保，同时双方已订立合同，则为合同担保。所以我方不可以以货物非凭样成交理由而不予理赔 案例4.9 冻羊肉案例（讨论） 我国某公司向科威特出口冻羊肉20吨，每吨FOB价400美元。合同规定数量可增减10%。国外按时开来信用证，证中规定金额为8000美元，数量约20吨。结果我方按22吨发货，但持单到银行办理议付时遭拒绝。 问：原因何在？ 答：《公约》第37条和52条对卖方交货数量大于约定数量时有明确规定：如卖方交货数量大于约定的数量，买方可以拒收多交的部分。数量机动幅度的选择，应视成交条件和双方当事人的意愿而定，本案例采用FOB成交，应由派船接货的买方来选择。同时本案例虽然规定数量可增减10%，即为22吨，但国外按时开来的信用证，证中规定金额为8000美元。按照ucp500规定，受益人（卖方）所提交的单据不仅要做到“单证相符”，还要做到“单单不得互不一致”二本案例单表明为 8800美元，则单据不符，导致银行拒绝信用证支付也是极为普遍的现象。简单来说，单据总金额为8800美元，超过了信用证的金额，而信用证的金额在没有约数的情况下是不允许超证支付的。
邮件结束语 1.please accept our thanks for the trouble you have taken 有劳贵方，不胜感激 2. we are obliged to thank you for your kind attention in this matter 不胜感激贵方对此事的关照 3. we tender you our sincere thanks for your generous treatment of us in this affair 对贵方在此事中的慷慨之举，深表感谢 4. allow us to thank you for the kindness extended to us 对贵方之盛情，不胜感激 5. we thank you for the special care you have given to the matter 贵方对此细心关照，不胜感激 6. we should be grateful for your trial order 如承试订货，不胜感激 7. we should be grateful for your furnishing us details of your requirements 如承赐示具体要求，不胜感激 8. it will be greatly appreciated of you will kingdly sed us your samples 如承惠寄样品，则不胜感激 9. we shall appreciate it very much if you will give our bid your favorable consideration 如承优惠考虑报价，不胜感激 10. we are greatly obliged for your bulk order just received 收到贵方大宗订货，不胜感激 11. we assure you of our best services at all time 我放保证向贵方随时提供最佳服务 12. if there is anything we can do to help you ,we shall be more than pleased to do so. 贵公司若有所需求，我公司定尽力效劳 13. It would give us a great pleasure to render you a similar service should an opportunity occur. 我方如有机会同样效劳贵方，将不胜欣慰 14. We spare no efforts in endeavoring to be of service to you 我方不遗余力为贵方效劳 15. We shall be very glad to handle for you at very low commission charges 我方将很愉快和贵方合作，收费低廉 16. We have always been able to supply these firms with their monthly requirements without interruption 我方始终能供应这些公司每月所需的数量，从无间断 17. We take this opportunity to re-rmphasize that we shall ,at all times,do everything possible to give you whatever information you desire 我们借此机会在此强调，定会尽力随时提供贵方所需的信息 18. We are always in a position to quote you the most advantageous prices for higher quality merchandise 我们始终能向贵方提供品质最佳的产品，报价最为优惠 19. This places our dealers in a highly competitive psdition and also enable them to enjoy a maximum profit
《国际贸易实务》案例分析 第十～十二章货物的索赔、不可抗力、仲裁【案例】某贸易商以价向国内某厂订购一批货，在买卖合同中订明如工厂未能于月底以前交运，则工厂应赔付货款的违约金，后因工厂交货延迟天，以致贸易商被其买方索赔为货款的，请问：贸易商是否可依约向工厂索赔？索赔还是？ 【分析】工厂延迟交货，这种行为已经违反了贸易商与工厂签订的合同，因合同中预先已就此种行为作出了赔付违约金的规定，所以贸易商完全可以依约向工厂索赔，因为合同是索赔的依据。贸易商在向工厂索赔时应索赔货款的。因为他们之间的合同规定是，贸易商索赔金额，应依据他跟工厂的合约，而不受他与买方之间的约定的限制与影响。 【案例】 国内某公司与某外商签订一份农产品出口合同，签约的日期为月日，合同规定装船日期为——月份。但月中旬以后，国内市场该产品价格上涨，该公司因亏损过高不能出口，经查发现国内市场产品涨价的原因是月中旬产地曾发生过严重水灾，货源受损所致。 请问：在此情况下我方是否可以利用不可抗力条款来免除责任？本案中我方应吸取什么教训？ 【分析】在此种情况下我方不能利用不可抗力条款来免除责任。因为出口公司不能出口不是由于不可抗力事故导致他不能履行义
务，而是由于自己的过失，没有对供货市场做深入的调查，没有正确报价造成的。所谓不可抗力是指在货物买卖合同签订以后不是由于订约者任何一方当事人的过失或疏忽，而是由于发生了当事人既不能预见、又无法事先采取措施的意外事故，以致于不能履行或不能如期履行合同。本案例的发生严重水灾很明显是发生在签约之前，出口方完全可以通过调查，然后在签约时制定一个合理的价位。 本案例告诉我方： （）做任何贸易都应做好市场调查工作； （）进行合理的报价； （）对不可抗力事故要做到真正理解。 【案例】我外贸公司接到国外进口方开来的信用证，证内规定“数量箱，月份装运”。我外贸公司遂即备货准备月日正式装运，但由于发洪水，该批货一直延至月日才装运。当该公司凭月日的已装船提单向银行议付时却遭银行拒付。试问：银行有无拒付的权利？为什么？我方可否引用“不可抗力”条款要求对方付款？为什么？ 【分析】（）本案例中，银行有拒付的权利。因为信用证支付是一种单据的买卖，在此支付方式下实行的是凭单付款的原则。银行虽有义务合理小心地审核一切单据，但这种审核只是以确定单据表面上是否符合信用证条款为原则，开证行只根据表面上符合信用证条款的单据付款。如果做不到“单单一致”、“单证一致”则开证行可以拒付。本案中显然是提单与信用证不符，故银行可以拒付。
第一封外贸邮件教你怎么写让客户留好印象 现行的外贸沟通方式，大家主要是在用：电子邮件来和客人进行沟通的。我在这里就很多人常常不知道怎样写好第一封推销电邮给买家，及怎样来回复买家的查询邮件做些文字说明。 第一封外贸推销邮件在外贸业务中可能就如我们和陌生人交往时彼此之间留下的第一印象。有些人就能够给别人留下好印象，有些人给别人留下不好印象。这印象好与坏，其实我们每个人只要真正注意，也能够做到完满的结局。 那么，我们第一次和陌生人的买家邮件交往中怎样能给买家带来好的印象呢?我想，我们要做好这个最重要的准备工作：对自己的产品要百分百熟悉，特别是自己要推销的某种新产品，对其必须要做全方位的深入了解。我们不妨问这些问题：这次我们要给买家介绍的是何种产品及推销该产品的哪个卖点?我们的卖点会不会是很多同行都在推销的?我们的卖点是不是现在这个客人需要的?或会不会是客人未来需要的?然后再来电函写作。在知道这些问题答案后，我们下面来研究写第一封英文函电时要注意哪些细节，哪些是比较适用的，有效的方法。 写第一封英文函电，首先我们必须有个好的标题。吸引买家注意的标题，这样买家才有可能打开看我们的邮件。就象我们第一次和人见面，要将自己装扮的漂亮点，帅一点，精神点一样，来吸引大家。哪些标题才算吸引人，我想大家不妨去看看Yahoo上的产品推销广告(其实很多英文网站都可以看到)，看看人家老外用何种标题来推销他们的产品的。仔细研究一下，我想就知道了。很简单，只要我们COPY他们自己习惯的做法就OK。 其次我们必须简单扼要，一目了然。推销的文字不要多，不要太长。记住：越简单越好。简单最美。但是不要因为简单而忘记自己产品的卖点。通常我们是这样来写的： 第一段：简明扼要的告诉客人我们怎样得知他需求信息，最好是一句话就OK。 第二段：简单扼要的告诉客人我们是该产品的专业生产商或供应商，我们有上乘质量及具有竞争力的价格。现特别推荐我们的新产品，畅销的一品种来给客人。最多不要超过两句话。 第三段：详细地描述所推荐产品，越全面越好。通常是对产品品名，性能，材料，FOB/CIF 价格，产品规格，包装规格，技术参数，付款方式，生产时间，样品提供情况等每一环节要做详细介绍，但也不能太累赘。 第四段：希望能够得到客人的评价及回复，如有任何疑问，欢迎随时沟通，我们便在第一时间给予客人的回复。最好是一句话。 第五段：一句话，那就是我们公司的详细联系方式，最好含有公司的电子邮件地址，公司的网页。方便客人更好回复及更多对我们的了解。 而往往我们很多人问题就是太多的文字来说明我们自己的公司背景，其实这是很大的败笔。因为，买家每天收到很多推销邮件，很少有时间来研究你的公司背景。买家常常将繁琐的文字做垃圾邮件来处理，可能不看我们辛苦写的长长推销邮件。买家何时才会研究我们公司的背景呢?可能是在想和我们真正发生业务合同时，才会用时间研究我们公司的背景资料。一旦，买家研究我们公司的背景，可能那是一个好的讯息：买家可能要向我们购买产品了。然
《国际贸易实务案例分析》 第一部分商品质量、数量和包装 1、【案情】我与美商凭样成交一批高档瓷器，复验期为60天。货到国外经美商复验后未提出任何异议。但是隔一年后买方来电称瓷器全部出现釉裂，只能销价销售，因此要求我方按原价赔偿60%。我接电后立即查看留存之复样亦发现秞下有裂纹，问我可否考虑？ 【分析】我方应考虑。 《公约》第35条规定：货物适用于订立合同时曾明示或默示地通知卖方任何特定的目的，即卖方所交货物不仅要适用于同一规格货物通常使用的目的，而且要对所交货物品质提供默示担保，也就是说卖方所交货物不应存在合理检验时不易发现的、导致不合商销的瑕疵等。 2、【案情】我向德国出口大麻一批。合同规定水份最高为15%杂质不得超过3%。但在成交前我曾向买方寄过样品订约后又电告对方成交货物与样品相似。货到德国后买方提出货物的质量比样品低7%，检验证明确实如此，据此要求赔偿600英磅的损失。问我是否可以该批业务并非凭样买卖而不予理采？ 【分析】（1）《公约》规定，在进出口交易中，买卖双方以商品的规格作为表示商品的方法，只要卖方所交货物符合合同的规定规格，卖方就算已经履行了合同。 （2）但在本案例中，在成交前，我方已向对方寄送样品，并未声明时参考样品，签约后又电告对方成交货物与样品相似，这样，对方就有理由认为该笔交易既凭规格买卖又凭样品买卖。而在国际贸易中，凡属于凭样买卖，卖方所交货物必须与样品完全一致，否则，买方有权拒收货物或提出索赔。因此，在这种情况下，我方很难以该笔交易并非凭样买卖为由而不予理赔。 （3）应注意注明“仅供参考之用”。 3、[案情]某外商欲购我“菊花”牌手电钻，但要求改用“鲨鱼”牌商标，并在包装上不得注明“Made in China”字样。问我是否可以接受？并注意什么问题？ 【分析】国外这一要求本质是定牌中性包装，一般来说可以接受，不过在接受指定牌名或指定商标时应注意起牌名或商标是否在国内外已有第三者注册。在无法判明的情况下，为安全起见应在合同中列明“如发生工业产权争议应由买方负责”的条款，以防不测。 4、[案情]我出口自行车800辆，合同规定木箱装。来证亦为Packed in Wooden case 。但case之后有C、K、D三个缩写字母（CKD即将自行车拆散后装入木箱）。我方不知，所有单据均按来证以打自行车整车发运。结果货到目的港被海关罚款并多上税。问我方有无责任？ 【分析】我方有责任，CKD（ complete knock down），全拆卸。 因为散件与整件的税率不同，故海关要罚款。 5、[案情]我向埃及出口冻羊肉20公吨，每公吨FOB价400美元。合同规定数量可增减10%。国外按时开来信用证，证中规定金额为8000美元，数量约20公吨。结果我按22吨发运装货，但持单到银行议付时遭到拒绝。问原因何在？ 【分析】（1）我们凭单证向银行议付时遭到拒付，因为单证不符。
新手如何写好开发信，加大成交率？ 说明：本篇文章非原创，原创请到福步外贸论坛查看：(原创)新手如何写好开发信，加大成交率？ 很多sales朋友常常抱怨，开发信效果很差，100封里面好几十封退信，剩下的就是石沉大海，难得有一个老外回一句“No, thanks.”就可以让你激动半天。 其实大家有没有想过，这样的做法会严重挫伤自己的积极性。可以试想一下，当你一天坐在电脑面前12个小时，从google和各种黄页搜索到客人信息，一封一封开发信发出去，晚上满脸疲惫的回家，等第二天满怀希望上班的时候，邮箱里爆满各种各样的退信，你是什么感受？ 我以前也是做业务的，当年大学毕业后从业务助理、跟单做起，后来做sales和sales manager，PA to director，一直到现在做buyer，中间换了几份工作，也经历过大部分朋友所经历的各种问题。我当时也有这么一段时间，没日没夜地发推销信，找新客人，无休止地报价，但效果甚微。后来跟很多不同的客人熟识了以后，私底下聊起才发现，当初的开发信写的是大大有问题的。很多老外也是做sales的，也会写开发信，为什么成交率比我们高很多？即使不说成交率，回复率也大大高过我们？ 很多刚毕业的朋友们都是学国贸专业出来的，一般都学过外贸函电这门课，老师们反复教你们怎么写商务信函，怎么回询盘等等，其实这些教材几乎都是学院派人士编的，不是老掉牙过时的东西，就是和现实基本脱节的。很多老师一辈子都呆在学校里，连外贸都没做过，你怎么能指望从他们这里学到写商务信函的精髓？真正的好的email，必须要模仿老外的行文方式，尤其是英语为母语的客人！即使你的邮件写得四平八稳，语法精到，整篇下来没有任何错误，在大学里可以拿满分作文了，可客人收到以后，还是怎么看怎么别扭。我觉得，你给客人写邮件的时候，必须要忘记中国人的行文和思维方式，要按欧美人的习惯去思考问题和写邮件，这样才能让客人把你当成同类。 到那一天，你随便写一封邮件，当大部分人都看不出这封邮件出自一个中国人之手，你就出师了！ 我先列举一些大部分朋友写email时常范的错误，大家可以看看，对比一下自己，其中的几条是自己也会有的？接下来再讨论开发信怎么写。呵呵。 1）邮件写得过长。客人的时间很宝贵，每天要收到数百封邮件，你想想，一个不认识的人发了一封又长又臭的邮件给你，英语表述又不好，还加了好几M的附件，你会不会认真去看？而且很多老外的时间观念很强，每天都有几块固定的时间用来处理email，很多长篇大论的邮件，只要不是他的熟人发的，一般会被直接删除，或者是把你的地址设为垃圾邮件。 我问过很多西欧客人，他们一般处理每一封邮件的时间是2-3秒，也就是大致扫一眼，重要的邮件，一般马上仔细阅读并回复，不是太重要的，会在outlook里标注上要处理的具体时间，然后从inbox拉到相应的子目录里。换句话说，只要客人的邮箱地址是对的，也是你要找的right person，你的开发信只能停留在他眼前2-3秒，就是决定命运的时刻了。这种情况下，试问你敢不敢把邮件写得很长？ 2）没有明确的主题。一个不明确的主题，会让客人根本没兴趣去打开陌生人的邮件。这个就需要经验了，内容要言简意赅，直接吸引客人通过主题去点开邮件，目的就达到了。至于他看了以后有没有反应，就要看实际情况和你内容的功力了。有些人写邮件会这样设置 主题：“we are the manufacturer of lights”，又或者“n eed cooperation”，
1.要看如果经过协调不成必须经过的法律机构在哪里? 那就是当地的法律为主!如果是美国签合同,在美国起诉就是美国法律,如果是香港公司在香港起诉就是香港法律,但是一般如果合同还没有签字也没有起诉的问题! 2.美国公司无这种权利.独家代理是指在指定地区和期限,委托人给予代理人独家代理某项商品权利的方式.委托人在指定地区,不得委托其他代理人.委托人在特定地区和一定期限享有代销指定商品的专营权.本案中,美国公司经改进后的商品与指定商品仍为同类商品,所以,美国公司应将该商品的经营权给予香港A公司,而无权将该商品的经营权给予A公司以外的另一家公司. 3.在寄售方式下,商品寄售前的有关费用应由寄售人(即我方)承担.寄售方式的特点是:①寄售是凭实物进行买卖的现货交易;②寄售是一种先出运后成交的贸易方式; ③寄售人与委托人之间属于委托代售关系;④货物出售以前的所有风险,由寄售人承担.因而,寄售费用应由我方承担. 4.该公司应做卖期保值交易.套期保值的基本做法是期货交易者在购进(出售)现货的同时,在期货市场上出售(购进)同等数量的期货.卖期保值是指卖期保值者根据现货交易情况下,先在期货市场上卖出期货合同,然后再以多头进行平仓的做法.本案中某食品进出口公司于1997年8月以225美元/公吨的价格收购200公吨小麦,并存入仓库随时准备出售,根据套期保值的基本做法,该公司应做卖期保值才可以避免商品价格变动的风险 5.A公司应反省一下，为什么会造成如此被动局面？ 1．对客户的样品没有做仔细研究，就简单地认为自己可以生产或从其他地方购买，以致确认客户的定单。
2．对于客户特别重要的货物，应该给予重视。因为客户将样品从国外带到中国交给A公司订做，S公司确认可以生产，最后却没有生产出来，客户当然感到十分失望。要是换成其他产品不能完成，或许客户会勉强答应不至于取消合同。 3．根据《公约》的规定，一方当事人重大违约时，另一方当事人可以取消合同并要求赔偿损失。本案的卖方已构成重大违约（数量不足），对方的要求是合理的 6.1）、失误在于该类农产品交货时，样品与实物肯定有差异，既然已经规定水分、杂质等含量，样品已经不具参考价值，而且更加不应该电告对方“成品与样品相似的”； 2）、合同中已经规定产品具体规格、成分，且未约定凭样品交货，可以不予以赔偿； 3）、理论上是这样说，但实际业务中，不太会因为600英镑的钱，跟客户弄个闹翻天；一般也会在承认差异的情况下，适当给予补偿。 7.首先是要求在货到后60天验货，客人并没有提出异议，所以我方需承担的责任不大，但是为了长期的贸易合作，并且我方留样也出现了问题，所以和客人商量少陪一些但是不是赔偿60%，同时客人如过不同意，那么召回折扣处理 8.世界上许多国家的海关一般对货物进口都实行严格的监管，如进口商申报进口货物的数量与到货数量不符，进口商必然受到询查，如属到货数量超过报关数量，就有走私舞弊之嫌，海关不仅可以扣留或没收货物，还可追究进口商的刑事责任。 本案中，由于我方的失误，不仅给自己造成损失还给进口商带来麻烦。 9.商品的数量是国际货物买卖合同中不可缺少的主要条件之一。按照某些国家的法律规定，卖方交货数量必须与合同规定相符，否则，买方有权提出索赔，甚至拒收
如果客人还没有回信,一周后再问客人不回信的真实原因.(一般情况,70%的客人会告诉你他的原因)? Glad to contact you again!Have you kindly check my offer? Hope they are workable for your market! Sorry that we still don't receive any information from you. I would apprreciate for your any comment about our offer, including price, quality, sercive. No matter if it is positive answer, It is great help for us to meet your for your favorable reply soon!? 之后的日子里,可以尝试新产品的报价,刺激下客人的神经.? 我通常是这样写的：good day!my quotation of digital photo frame you might have received and considerated. could you kindly advise your comments at your earlier convenience? if the products isnot you are expecting,pls advise me your details requirement, i will re-offer am of service at any time!? 但是，不同的客人，我会变换着写邮件，让客人知道我们公司，产品的存在．我不会把客人缠得太紧，约十来天给他一封邮件我通常这样回复的：? Dear ***,Wish you have a nice day!May I ask whether you have received my quotation?Now I am sending it again,if you have any other feel free to contact will do much better if you can give any advices to am waiting for your reply regardsWennie．? 但是，想成功可不是容易的事情．? dear sir have you received our quotation of ..., if you have any further question,please don't hesitate to contact are waiting for you comment about our hope that we can establish a good business relationship with you in the nearest prompt reply will be appreciate.? 回复A：直接去函敦促? Dear Hugo Chu, Wish everything well with you and your esteemed company ! We are in receipt of your letter dated Aug 10 , and as requested was expressed you 3 catalogues for our refrigeration goods . We hope they will reach you in due course and will help you in making your selection . Wish we will promote business as well as friendship! Best wishes ! Kevin? 回复B：先写邮件问清情况。本人觉得先写邮件问清情况，简单的询问，如HA VE YOU RECEIVED MY P/I, IS THERE ANY QUESTION OR PROBLEM WITH YOU??再问何时开L/C?或汇订金过来.....如客户没回复，那你应该(很有必要)打个电话过去问清情况。是价格问题还是临时发生改变??客户是，还在等最终客户的确认？还是其它问题？然后根据情况做一些措施看能否挽回这一张订单。? Dear Sir, Good morning! Hope you have got a wonderful weekend! For several days no news from you, my friend. Now I am writing for reminding you about our offer for item of **** dated ** ** ** according to your relative inquiry. Have you got (or checked) the prices or not? ( You can add some words to introduce your advantage of your product or something else to attract the customer). Any comments by return will be much appreciated. It will be our big pleasure if we have opportunities to be on severice of you in near future. Looking forward to your prompt response, Thanks and best regards, Yours Faithfully Kevin?
国际贸易实务案例分析 1. 我方出口苹果酒一批，国外开来信用证上货物的名称为：“Apple Wine ”，于是为了单证一致，所有单据上均用了“ Apple Wine”，不料货到国外后被海关扣留罚款，因该批酒的内外包装上 均写的是“ Cider”字样，结果外商要求我方赔偿其罚款损失一一问我方对此有无责 任？ （1）我方对此承担一定的责任。按照有关的法律和惯例，对成交商品的描述是构成商品说 明的一个主要组成部分，是买卖双方交接货物的一项基本依据，它关系到买卖双方的权利和 义务。若卖方交付的货物不符合约定的品名或说明，买方有权提出损害赔偿要求直至拒收货 物或撤销合同。本案例中的“Cider” 一词既有苹果酒也有苹果汁的意思，因此货到目的港 后海关以货物与品名不符，对该货物扣留罚款我方应承担一定的责任。 （2）在贸易实践中如果出现此种情况，我方应在收到信用证后要求改证，即对信用证中的 品名进行修改，这样既可以做到单证一致，收款有保障，同时又避免了实际货物与单据上的商品品名不符，从而遭受海关扣留罚款的不利损失。 2. “凤凰”自行车在我国可谓家喻户晓，人人皆知。可在90年代初，“凤凰”自行车参加 了意大利米兰的国际自行车展览会。展览会上，与国外五颜六色、灵巧轻便、多档变速的自 行车放在一起，显得品种单调、款式陈旧。尽管最后“凤凰”自行车只卖到欧美名牌自行车价格的 1/10，可仍无人问津。 请分析，“凤凰”为何飞不起来呢？ 3. 我某出口公司有一批言明为降价品的罐头，英商看货后订货。但货到英国3个月后，发现罐头变质，英商要求退货。问：我方是否应该满足英商的退货要求？ 分析：我方不应退货，因为该笔交易是看货买卖，我方只需保证所交货物为买方看货时确定的商 品。 4. 我方某外贸公司向某外国公司出口一批货物，双方在签订合同中，明确规定了商品的规 格、等级等品质标准。我方业务员在合同签订后，又给对方寄了一个样品。后我方货物运抵 对方时，外方认为我方售给的商品只符合合同的品质标准，而与样品不符，要求我方赔偿。 请问我方是否承担赔偿？ 5. 我方一进出口公司和日本一公司签定了大米出口合同，价格条款为: US$275 per ton FOB Shanghai。问：若目标市场行情看涨，我方可能陷入何种纠纷？ 在贸易价格条款中不用ton，一般用“公吨”。 6. 2002年3月，广西某粮油进出口C公司向南非出口食糖。合同规定：食糖，数量500公吨，每公吨120美元，可有3%增减，由卖方选择；增减部分按合同价格计算。如果在交货前食糖市
收到客户询盘时的回复： Dearsir, WeherebyacknowledgereceiptyourinquiryofXX,(products)andijustgottheinformationfromourproductiondep artment,thesestandardisavailableforus.andthenowplscheckthequotationbelow: Thespecificationyourequired: Thelength: 签名 Lookforwardyoursoonestreply, Thanksandregards 签名 针对客户的讨价还价的回复 Dearsir, Sorryformylatereply,idiscusswithourbossforalongtime,butregardingtheprice,itisnearourbottomline,yo uknowthemarketischangingeveryday,anditishardtocutmoreoncostasweneedtheproductswithbestquality.
Butwetreasureourfirstcooperation,soweallowyoua2%discount,thisisthebesticandoforyou. Ihopethatifyouhavethewilltocooperate,plsdon’tjustfocusontheprice,themostimport antisthequality,it hink. Ifyouanycomments,plsletmeknow. Thanksandregards Angela Angela ves,sothatwemakespecialanddivideplanandscheduleforeachclient. Atthesametimewecanimproveourserviceaccordingtothem,ifth ere’ssomefaultandinourworks. Soplstakeafewtimetotellmesomeadviceonourbusiness.ok?thanksverymuch. 针对报价了不回复的 Dearsirormadam, Hopeyoustillrememberme,isentyouquotationforXX(products)onXX(date)，wellmaybeyouareverybusy,andiunderstand. Ireviewyourwebsitverycarefully,andhavemuchintereststomakeastartforourcooperation,toprovidethebestspecialservice.
案例1 商品质量不符引起的纠纷案 我生产企业向马来西亚客户出口汽车配件，品名为YZ-8303R/L，但生产企业提供了YZ-8301R/L，两种型号的产品在外型上非常相似，但却用在不同的车型上，因此客户不能接受，要求我方要调换产品或降低价格。我方考虑到退货相当麻烦，费用很高，因此只好降低价格15%，了结此案子。——由温州某外贸企业提供 我国某公司A向孟加拉国某公司B出口一批货物，合同价值约为USD20000.00，货物为汽车配件，共有10个型号，其中有四个型号要求根据客户样品制造的。付款方式为，客户先支付定金1000美金，剩余部分30%和70%分别以L/C和T/T支付（在货物生产完毕通知客户支付）。客人随即开来信用证，A公司按合同和L/C要求开始生产货物，但发现其中按客人样品要求订做的货物不能完成，由于客人订货的数量比较少，开发该产品十分不合算。因此打算从其他厂家购进该产品，但遗憾的是，却一直无法找到生产该产品的厂商。而此时已接近装船期了，其他货物亦相继生产完毕。A公司只好告诉B公司上述问题。B公司要求取消所有的货物并退还定金和样品，他的理由是，他要求订做的货物是十分重要的，不能缺少，因A公司没有按时完成货物，错过他的商业机会。A公司也感到无可奈何，确实理亏，只好答应客户的要求，承担一切货物积压的损失。 案例分析 按CIF贸易术语出口。卖方按合同的规定装船完毕后取得包括提单在内的全套装运单据。但是，载货轮船在启航后第二天就触礁沉没，买方闻讯后提出拒收单据，拒付货款。试问，卖方应如何处理？为什么？ 分析：买方必须收取单据，并支付货款。 因为以CIF术语达成交易，货物风险和费用的划分点在装运港船舷，买方承担越过船舷以后的风险。 CIF贸易术语下交货属象征性交货，卖方凭单据交货，买方凭单据付款。只要卖方提交的单据齐全且正确，卖方无权拒收拒付。 案例分析 某公司按CIF London向英国出口一批季节性较强的货物，双方在合同中规定：买方须于9月底前将信用证开到，卖方保证运货船只不得迟于12月2日驶抵目的港。如货轮迟于12月2日驶抵目的港，买方有权取消合同。如货款已收，卖方须将货款退还买方，如此签约是否正确？ 分析：不正确 CIF合同属于装运合同，货物风险和费用的划分点在转运港船舷。卖方负责货物越过装运港船舷以前的风险和费用，而买方负责货物越过装运港船舷以后的风险和费用。合同中要求卖方负责货物于12月2日货轮驶抵目的港，延长卖方责任至目的港，有违CIF术语的责任划分，对卖方不利。 案例分析 在80年代，有一出口商同国外买方达成一交易，合同约定的价格条件为CIF，当时正值海湾地区爆发战争，装有出口货物的轮船在公海上航行时，被一发导弹误中而沉。由于在投保时没有加保战争险，不能取得保险公司的赔偿。问：买方为此向卖方提出索赔是否合理？分析：不合理。 在CIF术语下，卖方负责投保，但其要求如下： 在买方没有提出要求的情况下，卖方无需投保战争险。 案例分析 我与美商达成的合同中采用的术语为 FOB上海，合同规定的交货时间为2001年3~4月份，