第一节 实例操作
（Case Study）
接上章所述案例：
一、美国CRYSTAL KOBE LTD.收到北京纺织品进出口公司的发盘之后，经研究，正式还盘如下：
CRYSTAL KOBE LTD.
1410 BROADWAY, ROOM 300 NEW YORK, NY10018 U. S.A.
TEL：599-525-7000 FAX：73423 FNCB HX
TO：BEIJING TEXTILES IMPORT&EXPORT CORPORATION
（FAX：8610-65124743）
FM：CRYSTAL KOBE LTD.
（FAX：73423 FNCB HX）
DT：August 28，2014
Dear Sirs：
Thank you for your letter dated August 25，2014 and attached quotation.
After careful examining and comparison with other brands of similar products, we found that your price is higher than the average in the market. In order to allow us a better competing position, we shall be grateful if you could reduce the price to USD 45 per DOZ CIF LESS 3%DISCOUNT.Moreover, we advise you to make some adjustment of your terms of payment L/C to D/P at sight and that the time of shipment should be on or before DEC 20，2014.
We hope we can enter a lasting business relationship with you and look forward to receiving your reply.
Yours Faithfully，
CRYSTAL KOBE LTD.
Purchasing Manager
二、北京纺织品进出口公司收到美国CRYSTAL KOBE LTD.的还盘之后，经过认真的审核、计算与考虑，给出了以下答复：
BEIJING TEXTILES IMPORT&EXPORT CORPORATION
27. CHUNGSHAN ROAD E.1.
BEIJING CHINA
TEL：8621-65342517 FAX：8610-65124743
TO：CRYSTAL KOBE LTE.
（FAX：73423 FNCB HX）
FM：BEIJING TEXTILES IMPORT&EXPORT CORPORATION
（FAX：8610-65124743）
DT：August 30，2014
Dear Sirs：
We have received your fax of August 28，2004. We are sorry to tell you that your prices are not appropriate to us.As you know, wages and materials have risen considerably these days.
We are compelled to adjust our prices to cover the increasing cost. USD 48.5 per DOZ is our lowest level, which leaves us with only the smallest proft.
Although we have confdence in your integrity, our usual terms of payment by sight L/C remain unchanged in all cases with new clients. So for the time being, we regret our inability to accept your D/P terms.Maybe after several smooth and satisfactory transactions, we can consider other fexible ways.
The time of shipment should be effected within 2 months from receipt of the relevant L/C.
For your information, the demand for our products has been extremely great recently. This offer is valid for 5 days and we looking forward to receiving your order at the earliest date.
Yours Sincerely
BEIJING TEXTILES IMPORT&EXPORT CORP.
Manager of Trade Department
三、美国CRYSTAL KOBE LTD.收到北京纺织品进出口公司的回函后，于2014年9月2日回函表示接受，并按照回样条件再订100打。北京纺织品进出口公司于5日回函确认，并要求对方尽快开立信用证。
BEIJING TEXTILES IMPORT&EXPORT CORPORATION
27. CHUNGSHAN ROAD E.1.
BEIJING CHINA
TEL：8621-65342517 FAX：8610-65124743
TO：CRYSTAL KOBE LTE.
（FAX：73423 FNCB HX）
FM：BEIJING TEXTILES IMPORT&EXPORT CORPORATION
（FAX：8610-65124743）
DT：September 5，2014
Dear Sirs：
Thank you for your fax of September 2，2014.
Enclosed are two copies of your Sales Confrmation No 21SSG-017. Please sign and return one copy for our fle.
We can assure you of the high quality as well as the punctuate delivery so long as the relative L/C reaches our end in time. We suppose the conclusion of this transaction will lead to more business in future.
We appreciate your cooperation and look forward to receiving your further orders.
Yours Truly
BEIJING TEXTILES IMPORT&EXPORT CORP.
Manager of Trade Department