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发表于 2006-6-1 17:22:00
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按照委托人所授予其代理人的权利，销售代理可能只负责向委托人介绍潜在客户或者实际谈判并签订双方间的合同。代理人有以下几个特点：
a)代理人只能在委托人所授权的代理区域内执行代理业务。
b)代理人本身不储存货物。代理人手中的货物均为代销的货物，待最终的买主付款后，委托人才能收到货款。
c)委托人（出口商）决定货物的零售价格，拥有所有权并控制货物。
d)委托人既享有利润有承担亏损风险，除非代理人为保付代理。
e)代理人的报酬通常为佣金。
Letter of Credit 即L/C, 为国际贸易中最常见的付款方式,它的分类很多,下面作了列举,供参考.
1.revocable L/C/irrevocable L/C可撤销信用证/不可撤销信用证
2.confirmed L/C/unconfirmed L/C 保兑信用证/不保兑信用证
3.sight L/C/usance L/C 即期信用证/远期信用证
4.transferable L/C(or)assignable L/C(or)transmissible L/C /untransferable L/C 可转让信用证/不可转让信用证
5.divisible L/C/indivisible L/C 可分割信用证/不可分割信用证
6.revolving L/C 循环信用证
7.L/C with T/T reimbursement clause 带电汇条款信用证
8.without recourse L/C/with recourse L/C 无追索权信用证/有追索权信用证
9.documentary L/C/clean L/C 跟单信用证/光票信用证
10.deferred payment L/C/anticipatory L/C延付信用证/预支信用证
11.back to back L/C reciprocal L/C对背信用证/对开信用证
12.traveller's L/C(or: circular L/C)旅行信用证
.. CO., LTD
P.O. BOX ...
ADD: ...
TEL: ...
FAX: ...
DATE: ...
SALES CONFIRMATION: ...
S/C NO: ...
MESSRS: ...
REF. ORDER NO.: ...
SHIPPING MARK: ...
Buying Company (客户公司名称): ...
Buyer (客户公司买手姓名): ...
Dear Sir,
We confirm having sold to you the following merchandise on terms and conditions as below:
PAYMENT: BY IRREVOCABLE AND CONFIRMED L/C
AT SIGHT IN OUR FAVOUR,
SHIPMENT: WITHIN...DAYS AFTER RECEIPT OF YOUR L/C.
REMARKS: PLEASE OPEN L/C ADVISING THRU (BANK OF TAIWAN, TAIPEI, TAIWAN. HEAD OFFICE)
在外贸业务中，从报价到支付条件，再到催开信用证，再到后来的单据结汇，涉及到很多专业术语……
1.支付条件（Terms of payment)
(1)Our usual way of payment is by confirmed and irrevocable letter of credit available by draft at sight for the full amount of the contracted goods to be established in our favour through a bank acceptable to the sellers.
我们的一般付款方式是保兑的、不可撤销的、以我公司为受益人的、足额信用证，见票即付。信用证应通过为卖方认可的银行开出。
（2）For payment, we require 100% value, confirmed and irrevocable letter of credit with partial shipment and transshipment allowed clause, available by draft at sight, payable against surrendering the full set of shipping documents to the negotiating bank here.
我们要求用100%金额的、保兑的、不可撤销的信用证，并规定允许转船和分批装运，凭汇票向议付行交单即期付款。
（3）The letter of credit should be established with its clauses in confirmation with the terms and conditions of the contract.
信用证所开条款，必须与合约条款相符。
（4）We usually accept payment by L/C at sight draft or by T/T in advance, but never by C.O.D.
通常我们接受即期信用证付款或电汇。我们从不接受货到付款的办法。
International Sports Equipment Ltd.
375 Jiefang Street, Tianjin 30000, China
Tel: (020) 200000
Fax: 2000001
September 12, 200#
Norseman Vehicle Building Ltd.
12 Nobel Street
Stockholm, Sweden
Dear Sirs:
We spoke to your representative, Mr. Bergman, at the international Automobile Expo in Tokyo last week, and he showed us a number of snowmobiles which you produce, and informed us of your terms and conditions.
We were impressed with the vehicles, and have decided to place a trial order for ten of them, your Cat. No SM18. The enclosed order, No.98918, is for prompt delivery as the winter season is only a few weeks away.
As Mr. Bergman assured us that you could meet any order from stock, we have instructed our bank, Bank of China, Tianjin Branch, to open a confirmed irrevocable letter of credit for USD 108,000 in your favor, valid until December 1, 200#.
Our bank informs us that credit will be confirmed by their agents, Scandinavian Bank, Strindberg Street, Stockholm, once you have contacted them, and they will also supply us with a certificate of quality once you have informed them that the order has been made up and they have checked it.
You may draw on the agents for the full amount of the invoice at 60 days, and your draft should be presented with the following documents:
Six copies of the bill of lading
Five copies of the commercial invoice, c, i, f. Tianjin
Insurance Certificate for USD 118,800 (A. R.)
Certificate of origin
Certificate of quality
The credit will cover the invoices, discounting, and any other bank charges. Please fax us confirming that the order has been accepted and the vehicles can be delivered within the next six weeks.
Yours faithfully
QIAN Jin (Mr.)
Purchase Department
Encl.
在现实中，我发现很多客户发来询盘后，我及时给予报价，可报价后就一直没见客户的反应，没见有订单，像这种情况应该如何处理？应该写什么内容的邮件去给客户以进一步跟进呢？应该在发出报价后几天内发出邮件比较合适呢？
Never try, Never succeed! |
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发表于 2006-6-1 11:44:00
