第三节　职 场 任 务

任务一

以一家本地的纺织服装出口企业业务员的身份寻找一条外国服装零售或进口客户的信息。

（一）搜索并了解本地出口企业及其产品基本情况。

（二）通过各种信息渠道搜寻潜在的目标客户。

（三）写信自我介绍并推销产品，寻求建立业务关系。

任务二

以本地某外贸公司业务员的身份向美国某化工企业写封询价信，咨询本院操场建设所需进口胶水的价格、交货期限等信息。

（一）调查国内外操场施工所用胶水的品牌和生产厂家，遴选出产品质量优良的，有较多国内应用案例的美国企业。

（二）通过因特网寻找这家美国公司的联系方式，注意其是否有国内代理或亚洲代理。

（三）根据实际需求要求其报价，并提出交货期限要求。

任务三

以“任务一”中业务员的身份发送一封符合7“C”原则的报价（报盘）信函给国外服装客商。

（一）了解报价（报盘）信函的基本组成，了解外国客商产品需求。

（二）能运用成本核算公式计算公司产品的基本报价和利润空间。

（三）撰写报盘信函，包含产品价格、交货期限、支付方式、检验标准和报盘有效期等信息。

报盘样函：

Dear Sirs,

We thank you for your enquiry of August 22 and are pleased to send you our quotation of the goods you required as follows:

Commodity: “White Rabbit” Brand Woolen Mixed Blanket No. 33.

Size: 74 × 84 in

Weight: 4 lbs

Color: yellow, brown, green assortment

Quantity: 1 000 pcs

Price: US$ 40.00 per piece CIF Montreal

Shipment: October

You are cordially invited to take advantage of this attractive quotation. We are anticipating a large order from the United States, and that will cause a sharp rise in price.

We look forward to receiving your order.

Yours faithfully,

报价计算方法实例说明：

某企业出口Bicycle，对型号为YE803 的产品进行出口报价，采购单价每件人民币210元，退税率9%，汇率为美元对人民币7.825，利润率为报价的10%，具体核算过程如下：

1) 20英尺柜的内容积：5.69*2.13*2.18=26.42m³

纸箱体积：120*76*50/1 000 000=0.456m³

包装数量: 26/0.456=57

报价数量：57

2) 采购成本 =报价数量*单价

=57*210

=11 970

3) 退税收入 ＝采购成本/（1＋增值税率）*出口退税率

=11 970/（1+0.17）*0.09

=920.769 2

4) 国内费用 =出口包装费+仓储费+国内运杂费+商检费+报关费+港口费+业务费+其它

=570+250+1 000+650+50+800+2 000+1 000

=6 320

5) 实际采购成本=采购成本−退税收入

=11 970−920.769 2

=11 049.23

6) FOB单价 =（实际采购成本+国内费用）/（1−利润率−银行费用率）/汇率

=（11 049.23/57+6 320/57）/（1−0.1−0.01）/7.825

= USD 43.76

其中0.01为L/C银行费用率，利润为FOB价的10%

7) 海运费USD 2 070 (到阿姆斯特丹的海运费行情是USD900左右)

8) CIF单价=（实际采购成本/汇率+国内费用/汇率+运费）/（1−利润率−110%*保险费率−银行费用率）

= (11 049.23/57/7.825+6 320/57/7.825+2 070/57)/（1−0.1−110%*0.9%−0.01）

= USD 85.51

对外报价：USD 85.51 CIF AMSTERDAM

其中0.01为L/C银行费用率，利润为CIF价的10%

9) 总利润=85.51*57*0.1*7.826= RMB 8 313.96

（发符合“任务一”要求的，能体现7C原则的报盘信给国外客户）

背景资料：国外客户的询盘

Hello Peter,

Check my attached inquiry. Use an unzip utility to open the file (such as winzip, stuffit, winrar)

Looking for your reply with quotation, fabric swatches, timeline, and payment terms.

Consider it 4 different programs, each with one style, to be made in 1 440 pieces using two fabrics.

FABRIC---

See the attached outline, I need to see swatches for each type of fabric listed there.

We require 720 pieces per fabric for these programs, (that should be about 1 440 meters per fabric color)

QUANTITY/ASSORTMENT --

Note that the overall qty per style is 1 440 pieces, and the overall qty per fabric is also 720 pcs. this is how we need the program done. We must proceed on 1 440 pieces total using 2 fabrics and 1 style of shirt per program.

TECH PACKS

Styles are illustrated and detailed in the attached tech packs

Study the tech packs so you can make your accurate quotation.

SPECS---

Measurement charts for each style are also included in the tech packs

(note that our shirt’s　body has one master fit, only the details change between styles)

WASH---

We require a wash to eliminate any shrinkage in the shirts, The overall appearance and feel of the shirts needs to be clean and crisp.

SIZE RATIO---

We need 5 sizes in the order M-L-XL-XXL-XXXL in 2-4-3-2-1 ratio

Pre Pack A will be M-XXL in 2-2-1-1

Pre Pack B will be L-XXXL in 2-2-1-1

ACCESSORIES---

Refer to my accessory sheet.

-Woven labels, Main, country of origin, lower placket, and sizer

-Care label in side seam

-Hang Tag- thick cardboard, printed, hung from string at lower left underarm seam.

-info tag- Has info about size, style name, style #color,　Duplicate of this info to be on a sticker to be placed on the poly bag.

-on styles as needed　plastic logo buttons- and metal buttons

NOTE- Our actual artwork design may change before production-however the general quality and type of accessory will stay the same.

STITCHING REQUIREMENT----

Note that all seams should be 3 rows of stitching, This will include the collar, cuffs, pockets, panel seams, side seams, armholes, shoulder seams, yoke panels, etc. we need heavy thread T-110 to be used on all sewing.

Further check my production instructions text file for more important details/advice to help you make the shirts correctly.

TARGET PRICE---

Our target price is $5.50/pc on this program, I look forward to seeing your best quotation.

TARGET DELIVER DATE----　1st program must be done 12-10-2011

check the outline for next delivery dates.

PAYMENT TERMS----

Payment terms, we are already　working with other factories for the first trial order on these terms-- 100% TT based on inspection documents.

IMPORTANT---Send current available fabrics and your company profile.

Tobias Jorda

任务四

以奇瑞汽车出口部业务员身份向巴基斯坦某汽车进口公司写封还盘信，对其提出的汽车还盘价格再次还盘，降价不能超过0.5%。

（一）了解奇瑞汽车的基本情况。

（二）能运用还盘语言灵活表达理由。

（三）对交易表达弹性的立场。

（四）教师点评

成绩评价