第一篇：国际贸易-还盘函
金海贸易公司GOLDEN SEA TRADING CORPORATION
TEL:FAX:86-25-64331255 86-25-64331256 ========================= ADD.: 8TH FLOOR, JIN DU BUILDING ,277 WU XING ROAD,NANJING, CHINA
========================= TO: F.L.SMIDTH & CO.A/SFAX:（01）20 11 90
Dear Sirs,We have carefully considered the opinion you expressed in your mailof counter offer.We are doing the best to set our price as low as possible without a sacrifice of quality in searching the suitable suppliers.Though we may possibly accept your payment term, i.e.by L/C at 30 days' sight,we have regretfully point out that the price mentioned in your mail are unacceptable.Considering the excellent quality submitted and the continual rise in export cost, it is almost impossible for us to make any further reduction.However, in view ofthe initial transaction between us and the special character of your market, we have decided to give you the followingfavorable quotation, which is the utmost we can do:
FOREVER BRAND BICYCLE:
YE80326'USD66.00per setCIFC5 Copenhagen
TE60024'USD71.00per setCIFC5 Copenhagen
Since this offer is valid only for 7 days, please take this advantage and give us your acceptance by E-mail as soon as possible.With best regards!
Yours faithfully,GOLDEN SEA TRADING CORP.Manager
XXX
第二篇：国际贸易函电,函电发盘,函电还盘。
The Ho Group Import and Export Trading Co., Ltd.April 19, 2013
DearPear International Trade Ltd
We are large shanghai Import and Export Trading Co., Ltd..We believe there is a promising market here for moderately priced products.After studying your Advertising, we are particularly interested in the following items: Product No.:23006 Product:WHITE WHEAT Description: Protein content: 10.5%, Packaging: Textile bags Packing: BAG Transportation: by Sea
Please quote us your best FOB shanghai prices for the above-mentioned itemsas well as your terms of shipment, payment and insurance.If the market reactions are good, and your prices are competitive, we’d certainly be able to place a substantial order.For your information, our banker is bank of china, shanghai, china, Tel:+***, Fax: +124564564.We look forward to your reply
Yours sincerely,The Ho Group Import and Export Trading Co., Ltd.xiaohe
April 19, 2013
DearAndou Nozomi
Glad to see your company ad ,We are shanghailarge Import and Export Trading Co., Ltd..We believe Here are the finest quality and reasonably priced products, You tell us more lipstick product information
And Please quote us your best CIF shanghai prices for the above-mentioned itemsas well as your terms of shipment, payment and insurance.If the market reactions are good, and your prices are competitive, we’d certainly be able to place a substantial order.For your information, our banker is bank china, shanghai, china, Tel:+***, Fax: +124564564.We look forward to your reply
Yours sincerely,The Ho Group Import and Export Trading Co., Ltd.xiaohe
April 19, 2013
Dear Company
First, thank you for your support of our company was very pleased to receive your mail。
China's rapid economic development, people's living standards improve, people increasingly prefer luxury, your company does not know what the high-end products can be exported?
We look forward to your reply
Yours sincerely,The Ho Group Import and Export Trading Co., Ltd.xiaohe
询盘
April 28,2013
BERkSHIRE IMPORT&EXPORT COMPANY
A, korp.1, 19, Stakhanovskaya Kolpino Saint Petersburg, Russian Federation
Dear Sir:
Seeing your ad in“POCIB” we become interested in your BOTTLE OPENER.Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F.Shanghai.It would be appreciated if you include your earliest delivery date, terms of payment, and discounts for regular purchases.Yours faithfully
Umbrella Limited Liability Company
Guangxi nanning city hong road no.6
Dear Mr.Zhao:
We acknowledge with thanks the receipt of your E-Mail, that as exporter of Chinaware, you are interested in establishing business relations with us.It is also our wish.At present, we are in the market for a lot of Chinaware.And we want to know the prices of the DR series,We will be glad if you can offer some specimen.And we will be also glad to receive your best quotation with indications of detailed specifications, package, terms of payment.We await your early reply.Yours faithfully, NEO GENERAL TRADING CO Andy Burns
April 19, 2013
DearAndou Nozomi
First, very pleased to receive your reply, we are looking forward to cooperate with your company, our two companies have a good start, We believe Here are the finest quality and reasonably priced products, You tell us more lipstick product information
Commodity name(English): STERLING SILVER TURQUOISE NECKLACE
Specifications(in English): MATERIAL: SILVER, PURITY: 925 STERLING SILVER, the MAIN STONE: TURQUOISE, WEIGHT: 55 g
Sales unit: PC(piece)
Type of packaging unit/packaging-CARTON(CARTON)
Unit conversion: 1 = packing units 10 sales units
Gross weight(KG)/packaging unit: 1.38
Net weight(KG)/packaging unit: 0.55
Volume(CBM)/packing unit: 0.008
And Please quote us your best CIP shanghai prices for the above-mentioned itemsas well as your terms of shipment, payment and insurance.If we have a profit, we will certainly large orders
For your information, our banker is bank china, shanghai, china, Tel:+***, Fax: +124564564.We look forward to your reply
Yours sincerely,The Ho Group Import and Export Trading Co., Ltd.Xiaohe
April 19, 2013
Dear Company
First, thank you for your support of our company was very pleased to receive your mail。
China's rapid economic development,Chinese-made quality is getting better and better, I would like to ask, Do you have what can be exported Although you can quote us.Tel:+***, Fax: +124564564.QQ:1634918316
We look forward to your reply
Yours sincerely,HE SHI JI TUAN JIN CHU KOU MAO YI YOU XIAN GONG SI xiaohe
第三篇：发盘函
BRIGHT STATIONERY CO.125 SUNFLOWER PLAZA SINGAPORE
FAX: 065-7890023
SHANGHAI LINSHENG TRADING CO.LTD.548 YANPING ROAD
Shanghai, China
FAX: 0086-021-57234621
DATE: 07-MAR.-01 Dear Sales Manager，Thank you for your fax and your catalogue.We have concluded several successful transactions of similar products with other traders in your region.Recently we have received several inquiries from our customers and find that the Art.No.7003 is closest to their requirements except that they require packing in wooden cases instead of in cartons.Therefore we wonder whether you can comply with the requirement or not.Meanwhile, please note that your after-sale service must be well in the position to meet our customers' demand for free replacement of spare parts.For your reference, we would like to state some of our general terms and conditions as follows: 1)Our usual term of payment is by D/P at 30 days' sight.2)If the transaction is concluded on the CIF or CFR Singapore basis, the buyer must have the right to appoint the forwarding company.3)The goods, before being loaded at the port of shipment, must be inspected by an inspection institution agreeable to the buyer in the presence of the buyer's representative.We hope the above terms and conditions are acceptable to you and may become the basis of our future business.By return E-mail, please inform us of your banker and quote us your best prices for Art.No.SBT-121, 7003 & SDM-02, based on FOBC5 SHANGHAI and CIFC5 Singapore.You have every reason to believe that given your prices are competitive, large orders are sure to follow.We are awaiting your early reply.Yours sincerely, BRIGHT STATIONERY CO.Manager POLLY ENDSON
上海林生贸易有限公司
货号：SBT－121
1）实际成本＝采购成本－退税收入
＝780－780×9%/（1+17%）＝720（元/台）2）20英尺集装箱装箱量：
25/(0.8×0.6×0.3）＝173.6111，取整，173箱
报价数量：173×1＝173台
3）国内费用： 10+(1000+1000+350+50+500+2000+1000）/173＝44.1040（元/台）4）出口运费＝(1100×8.25）/173＝52.4566（元/台）5）出口报价：
FOBC5 ＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(720+44.1040)/(1-5%-15%)/8.25 ＝115.77美元/台
CIFC5＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）×保费率）＝(720+44.1040+52.4566)/(1-5%-15%-110%×0.9%)/8.25 ＝125.27美元/台 货号：7003
1)实际成本＝采购成本－退税收入
＝680－680×9%/（1+17%）＝627.6923元/台 2)20英尺集装箱装箱量：
25/(0.7×0.5×0.25)＝285.7143，取整，285箱
报价数量：285×1＝285台
3)国内费用：10+(1000+1000+350+50+500+2000+1000)/285＝30.7018（元/台）4)出口运费＝(1100×8.25)/285＝31.8421（元/台）5)出口报价：
FOBC5 ＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(627.6923+30.7018)/(1-5%-15%)/8.25 ＝99.76美元/台
CIFC5＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）×保费率）＝(627.6923+30.7018+31.8421)/(1-5%-15%-110%×0.9%)/8.25 ＝105.89美元/台 货号：SDM-02
1)实际成本＝采购成本－退税收入
＝850－850×9%/（1+17%）＝784.6154元/台 2)20英尺集装箱装箱量：
25/(0.85×0.65×0.35)＝129.2825，取整，129箱
报价数量：129×1＝129台
3)国内费用：10+(1000+1000+350+50+500+2000+1000)/129＝55.7364元/台 4)出口运费＝(1100×8.25)/129＝70.3488元/台 5)出口报价：
FOBC5 ＝（实际成本+国内费用）/（1-佣金率-预期利润率）＝(784.6154+55.7364)/(1-5%-15%)/8.25 ＝127.33美元/台 CIFC5＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）×保费率）＝(784.6154+55.7364+70.3488)/(1-5%-15%-110%×0.9%)/8.25 ＝139.71美元/台
第四篇：国际贸易-保函
保函
银行保函
•银行保函的当事人及其权责
•银行保函的种类
•保函与跟单信用证的比较
•备用信用证
银行保函的定义
•保函（Letter of Guarantee，L/G）又称银行保证书，是银行、保险公司或其他机构或个人以书面形式出具的、凭提交与承诺条件相符的书面索款通知和其它类似单据即行付款的保证文件。
银行保函的性质
1、是独立于委托人与担保人之间的反担保或委托人与受益人之间的合同或投标条件之外的。
2、是依据其规定的条件生效的，由担保人以保函中规定的任何单据为基础做出决定的。
3、是不可撤销的。
保函的当事人及其权责
1、委托人（Principal），是向银行或保险公司申请开立保函的人。委托人的权责是
（1）在担保人按照保函规定向受益人付款后，立即偿还担保人垫付的款项。
（2）负担保函项下一切费用及利息。
（3）担保人如果认为需要时，应预支部分或全部押金。
2、担保人（Guarantor），是保函的开立人。担保人的权责是：
（1）在接受委托人申请后，依委托人的指示开立保函给受益人。
（2）保函一经开出就有责任按照保函承诺条件，合理审慎地审核提交的包括索赔书在内的所有单据，向受益人付款。
（3）在委托人不能立即偿还担保行已付之款情况下，有权处置押金、抵押品、担保品。如果仍不足抵偿，则担保行有权向委托人追索不足部分。
3、受益人（Beneficiary），是有权按保函的规定出具索款通知或连同其他单据，向担保人索取款项的人。
受益人的权利是：按照保函规定，在保函效期内提交相符的索款声明，或连同有关单据，向担保人索款，并取得付款。
银行保函的内容：委托人或申请人、受益人、担保行、通知行、交易合同的有关情况、保函的货币名称及金额、有效日期、承诺条款、索款方法、其他
银行保函的种类
1、投标保函；
2、履约保函；
3、预付款退款保函；
4、借款保函；
5、租赁保函；
6、付款保函；
7、来料加工保函；
8、质量/维修保函；
9、海事保函；
10、补偿贸易保函；
11、延期付款保函；
12、海关保函/免税/关税保付保函；
13、代理行转开保函。银行保函办理手续
1、申请人需填写开立保函申请书并签章；
2、提交保函的背景资料，包括合同、有关部门的批准文件等；
3、提供相关的保函格式并加盖公章；
4、提供企业近期财务报表和其它有关证明文件
5、落实银行接受的担保，包括缴纳保证金、质押、抵押或第三者信用担保等；
6、由银行审核申请人资信情况、履约能力、项目可行性、保函条款及担保、质押或抵押情 1
况后，可对外开出保函
出口类保函
•承包保函
1、投标保函(tender guarantee)。国际招标中，招标人一般都要求投标人的投标时提供一定金额的银行担保，向招标人保证如投标人有下列违约事项之一，担保行按保函金额赔付招标人，以弥补其损失，此银行担保就是投标保函。
（1）在投标的有效期内，撤回该项投标或修改原报价
（2）在中标后，未与招标人签订合同
（3）在招标人规定日期内未提交履约保函
2、履约保函(performance guarantee)。中标人与招标人签订供应货物或承包工程合同时，还须提供银行担保，向招标人保证，如中标人不履行合同规定的责任义务，担保行就按保函金额赔付招标人，以弥补其所受损失，此银行担保就量履约保函。
3、预付金保函(advance payment guarantee)。承包工程的业主常需预付给承包人工程价款的5%-20%用作承包预购材料款、形式费、筹备费等，工程业主顾虑承包人若不履约将损失这笔预付金，故要求承包人提供银行担保，保证承包人收到预付金后一定履约，否则担保行将预付金退还给工程业主。
•保留金保险或留置金保函
机械设备交易合同，常常规定先支付合同金额的90%-95%，其余5%-10%俟设备安装完毕运转良好，经买方验收后再支付。这一小部分金额称作保留金或留置金，如发现机械设备、品质、规格与合同规定不符，双方洽商减价，便从保留金扣抵。
如果卖方要求买方同意将此笔保留金随大部分货款一并支付卖方，则须卖方提供银行保函，保证货到发现品质不符，货物短量或伤残时，担保行便将卖方预支之保留金退还买方。此银行保函即是保留金保函。
•质量保函
在供货合同中，尤其在机械设备、船舶飞机等出口合同中，买方要求卖方提供银行担保，保证如货物质量不符合合同规定，而卖方又不能更换或维修时，担保行便将保函金额赔付买方，以弥补其所受损失。这各银行保函即为质量保函。
•维修保函
在承包工程合同中，工程完工后业主扣留一部分款项备作裣工程质量缺陷而承包人不予维修造成的损失。工程业主要求承包人提供银行担保，保证在工程质量与合同规定不符，而承包人又不 有维修时，担保行便按保函金额赔付业玉，以弥补其所受损失，则业主可以释放这部分扣款。
进口类保函
•对销贸易类保函
•补偿贸易保函（compensation guarantee）
在补偿贸易中，进口设备的一方向供应设备的一方提供银行担保，向其保证：如进口方在收到与合同相符的设备后，未能以该设备生产的产品，按合同规定返销出口给供应设备方，或由其指定的第三者以偿付进口设备的价款，又不能以现汇偿付设备款及附加利息，担保行即按照保函金额加利息赔付供应设备的一方
•来料加工保函及来件装配保函(processing guarantee)(assembly guarantee)
在来料加工或来件装配业务中，进料或进件方向供料或代件方提供银行担保，向其保证如进料或进什方收到与合同相符 的原料或元件后，未能以该原料或元件加工中装配，并按合同规定将成品交付代料或代件方，或由其指定的第三才，又不能以现汇偿付来料或来件价款及附加利息，担保行便按保函金额加利息赔付供料或供件方。
备用信用证
•备用信用证（Standby L/C）是一种特殊的光票信用证。传统的跟单信用证主要用于贸易合同下货款支付，而备用信用证则有多种用途，最常用的是用于保证方面。例如借款保证，投标保证，履约保证，赊购保证等等。受益人在信用证有效期和金额内，如开证人违约，得根据信用证规定开具汇票，连同一份声明书说明或证明开证申请人未能履约的情况，提交开证行要求付款，以取得所受损失的补偿；如开证人守信履约，则该证即不需使用，故称“备用”
备用信用证与银行保函的异同
一、同
1.定义上和法律当事人的基本相同之处
保函和备用信用证，虽然在定义的具体表述上有所不同，但总的说来，它们都是由银行或其他实力雄厚的非银行金融机构应某项交易合同项下的当事人（申请人）的请求或指示，向交易的另一方（受益人）出立的书面文件，承诺对提交的在表面上符合其条款规定的书面索赔声明或其它单据予以付款。
保函与备用信用证的法律当事人基本相同，一般包括申请人、担保人或开证行（二者处于相同地位）、受益人。三者之间的法律关系是，申请人与但保人或开证行之间是契约关系，二者之间的权利义务关系是以开立保函申请书或开证行与受益人之间的法律关系则是以保函或备用信用证条款为准。
2.应用上的相同之处
保函和备用信用证都是国际结算和担保的重要形式，在国际经贸往来中可发挥相同的作用，达到相同的目的。
在国际经贸交往中，交易当事人往往要求提供各种担保，以确保债项的履行，如招标交易中的投标担保，履约担保，设备贸易的预付款还款担保，质量或维修担保，国际技术贸易中的付款担保等，这些担保都可通过保函或备用信用证的形式实现。从备用信用证的产生看，它正是作为保函的替代方式而产生的，因此，它所达到的目的自然与保函有一致之处。实践的发展也正是如此。
3.性质上的相同之处
国际经贸实践中的保函大多是见索即付保函，它吸收了信用证的特点，越来越向信用证靠近，使见索即付保函与备用信用证在性质上日趋相同。表现在：第一，担保人银行或开证行的担保或付款责任都是第一性的，虽然保函或备用信用证从用途上是发挥担保的作用，即当申请人不履行债项时，受益人可凭保函或备用信用证取得补偿，当申请人履行了其债项，受益人就不必要使用；
第二，它们虽然是依据申请人与受益人订立的基础合同开立的，但一旦开立，则独立于基础合同；第三，它们是纯粹的单据交易，担保人或开证行对受益人的索赔要求是基于保函或备用信用证中的条款和规定的单据，即只凭单付款。因此，有人将保函称为“担保信用证”。•
二、异
1、保函有从属性保函和独立性保函之分，备用信用证无此区分。
保函作为人的担保的一种,它与它所凭以开立的基础合同之间的关系是从属性抑或是独立的关系呢？据此，保函在性质上有从属性保函和独立性保函之分。
传统的保函是从属性的，保函是基础合同的一个附属性契约，其法律效力随基础合同的存在、变化、灭失、担保人的责任是属于第二性的付款责任，只有当保函的申请人违约，并
且不承担违约责任时，保证人才承担违约责任时，保证人才承担保函项下的赔偿责任。而申请人是否违约，是要根据基础合同的规定以及实际履行情况来作出判断的，但这种判断显然不是件简单的事，经常要经过仲裁或诉讼才能解决其中的是非曲直。所以当从属性保函项下发生索赔时，担保人要根据基础合同的条款以及实际履行情况来确定是否予以支付。各国国内交易使用的保函基本上是从属性质的保函。
独立性保函则不同，它虽是依据基础合同开立，但一经开立，便具有独立的效力，是自足文件，担保人对受举益人的索赔要求是否支付，只依据保函本身的条款。
独立性保函一般都要明确担保人的责任是不可撤销的、无条件的和见索即付的。保函一经开出，未经受益人同意，不能修改或解除其所承担的保函项下的义务；保函项下的赔付只取决于保函本身，而不取决于保函以外的交易事项，银行收到受益人的索赔要求后应立即予以赔付规定的金额。见索即付保函就是独立性保函的典型代表。
备用信用证作为信用证的一种形式，并无从属性与独立性之分，它具有信用证的“独立性、自足性、纯粹单据交易”的特点，受益人在该信用证为准，开证行只根据信用证条款与条件来决定是否偿付，而与基础合约并无关。
2、保函和备用信用证适用的法律规范和国际惯例不同。
由于各国对保函的法律规范各不相同的，到目前为止，尚未有一个可为各国银行界和贸易界广泛认可的保函国际惯例。独立性保函虽然在国际经贸实践中有广泛的应用，但大多数国家对其性质在法律上并未有明确规定，这在一定程度上阻碍了保函的发展。什么是“凭索即付”保函
•“凭索即付”保函就是当业主（受益人）凭保函向银行索偿时，银行不再征询承包商意见即立刻兑现，属于一种无条件保函。这种保函在兑现前完全剥夺了承包商的申辩权利，是所有银行保函中潜在风险最大的一种。承包商对于这类保函要特别慎重，因为尽管保函是由银行开出的，实际上银行只是起到第三方的代付作用，最终的全部费用和风险仍将由承包商自己承担。
第五篇：国际贸易-会签函
F.L.SMIDTH & CO.A/S
TO: 77, Vigerslev Alle, Dk-2500 Valby, Copenhagen, Denmark Telephone：（01）30 11 66Fax：（01）20 11 90 GOLDEN SEA TRADING CORP.FAX: 86-21-64331256
Dear Sirs,We acknowledge receipt of your Sales Confirmation No.JH-FLSSC01 with great pleasure.We have countersigned it and returned one for your file as requested.Meanwhile we have instructed our bank, West LB(Europa)A.G.to open the relevant L/C in your favor, which will arrive at your end in couple of days.Please pay your best attention to the quality of the goods, the delivery time as well as other terms specified in this S/C.If the result thatyou execute this order turns out to be satisfactory, wewill be sure to place you regular orders in the near future.F.L.SMIDTH & CO.A/S Manager Hjorgen F.Nissen LL.M.
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