根据国际贸易一般货物出口跟单工作商订环节填写下表。

流程	工作内容及要求	相关单据
交易磋商
成交

根据信用证支付方式下业务的一般环节填写下表。

流程	工作内容及要求	相关单据或文件
开证
审证
付款

1．操作资料
   利利进出口公司与澳大利亚MANDARS IMPORTS CO. LTD是长期的贸易伙伴，2010年3月1日利利进出口公司业务部童利先生收到MANDARS IMPORTS CO. LTD的全棉弹力牛仔女裙订单。具体内容如下：
   

Denim skirt with lace	36	38	40	42
A. waist	36	38	40	42
B. waist height	4	4	4	4
C. hip, 18 cm incl. waistband, straight	47	49	51	53
D. bottom complete round measured	209	213	217	221
E. length at CF	58	58	58	58
F. back length at CB	60	60	60	60

PURCHASE CONDITIONS：
It is prohibited to import and sell the goods which involves work by children, in an exploiting, health-endangering or slave-like manner, forced labor or exploitative prison work in Australia.
订单译文

花边牛仔女裙	36	38	40	42
A. 腰围	36	38	40	42
B. 腰高	4	4	4	4
C. 臀围(腰下18厘米直量)	47	49	51	53
D. 下摆(弯腰)	209	213	217	221
E. 前中长	58	58	58	58
F. 后中长	60	60	60	60

客户要求：澳大利亚严禁进口和销售使用童工或囚工生产制作的商品。
补充资料：
(1)合同号：TXT264
(2)合同日期：2010年3月8日
(3)利利进出口公司电话：(021)65788877 传真：(021)65788876
2．操作要求
(1)请你以利利进出口公司跟单员童利的身份，根据订单填写下列分析表。

订单号	项目名称	订单规定的内容
2007111	货物规格
2007111	样品要求
2007111	支付方式
2007111	包装要求
2007111	运输条件约定

   
   装运港：

   LOADING PORT：

   目的港：

   DESTINATION：

   装运期限：

   TIME OF SHIPMENT：

   分批装运：

   PARTIAL SHIPMENT：

   转船：

   TRANSSHIPMENT：

   保  险：

   INSURANCE：

   付款条件：

   TERMS OF PAYMENT：

   买方须于______年______月______日前开出本批交易的信用证(或通知售方进口许可证号码)，否则，售方有权不经过通知取消本确认书，或向买方提出索赔。The Buyer shall establish the covering Letter of Credit (or notify the Import License Number)before______, falling which the Seller reserves the right to rescind without further notice, or to accept whole or any part of this Sales Confirmation non-fulfilled by the Buyer, or, to lodge claim for direct losses sustained, if any.
   品质/数量异议：如买方提出索赔，凡属品质异议，须于货到目的口岸之______日内提出，凡属数量异议，须于货到目的口岸之______日内提出，对所装货物所提任何异议属于保险公司、轮船公司等其他有关运输或邮递机构责任者，卖方不负任何责任。QUALITY/QUANTITY DISCREPANCY: In case of quality discrepancy, claim should be filed by the Buyer within ______ days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within days after the arrival of the goods at port of destination. It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipped Company other transportation organization/or Post Office are liable.
   本确认书内所述全部或部分商品，如因人力不可抗拒的原因，以致不能履约或延迟交货，卖方概不负责。The Seller shall not be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Majeure incidents.
   买方在开给卖方的信用证上请填注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the letter of Credit to be opened in favour of the Seller.
   买方收到本售货确认书后请立即签回一份，如买方对本确认书有异议，应于收到后五天内提出，否则认为买方已同意接受本确认书所规定的各项条款。The buyer is requested to sign and return one copy of the Sales Confirmation immediately after the receipt of same, Objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyer has accepted the terms and condition of the sales confirmation.
   买方：         卖方：
   THE BUYER：    THE SELLER：

1．操作资料
   宁波进出口贸易公司在今年广交会上与英国Graf Imports Co. Ltd就男式色织长袖衬衫进行了磋商。2010年2月15日，宁波进出口贸易公司业务部单音小姐收到该客商的订单。具体内容如下：
   
   
   For detailed packing instruction, please follow our separate instruction.
   EMB colour, please refer to our artwork.
   All the fabric and EMB should be AZO free, and no nickel accessories.
   By T/T after shipment payment.
   Measurement chart in cm.

Description/size	S	M	L	XL
Chest	58	60	62	64
Bottom	58	60	62	64
Neck width	18	19	20	21
Shoulder	18	19	20	21
Sleeve length	58	60	62	64
Sleeve opening	12	13	13	14
Length at cb	78	80	80	82
Armhole	23	24	25	26
Pocket width	13	14	14	15
Pocket length	15	16	16	17
Collar height	8	8	8	8

订单译文


有关详细包装指示另告。
绣花色请按我方供图稿。
所有面料、绣花色不能含偶氮，辅料不能含镍。
付款方式：后T/T
规格表

Description/size	S	M	L	XL
胸围	58	60	62	64
下摆	58	60	62	64
颈宽	18	19	20	21
肩宽	18	19	20	21
袖长	58	60	62	64
袖口	12	13	13	14
后中长	78	80	80	82
袖笼	23	24	25	26
袋宽	13	14	14	15
袋长	15	16	16	17
领高	8	8	8	8

补充资料：
(1)合同号：073241001
(2)合同日期：2010年2月20日
(3)宁波进出口贸易公司电话：0086-574-568765 传真：0086-574-568764
2．操作要求
(1)请你以宁波进出口贸易公司跟单员单音的身份，根据订单填写下列分析表。

订单号	项目名称	订单规定的内容
2007333	装运货量
2007333	样品要求
2007333	支付方式
2007333	包装要求
2007333	运输条件约定

   (2)请你以宁波进出口贸易公司跟单员单音的身份，根据订单和补充资料的内容拟订一份销售合同书。

   

   一般条款：

   General Terms：

   1．合理差异：质地、重量、尺寸、花型、颜色均允许合理差异。对合理范围内的差异提出索赔，概不受理。
   Reasonable tolerance in quality, weight, measurements, designs and colors is allowed, for
   which no claims will be entertained.
   2．卖方免责：买方对下列各点所造成的后果承担全部责任：(甲)使用买方指定包装、花型图案等；
   (乙)不及时提供生产所需的商品规格或其他细则；(丙)不按时开信用证；(丁)信用证条款和售货确认书不同而不及时修改。
   The buyers are to assume full responsibilities for and consequences arising from: (a)the use
   of packing, designs or pattern made to order; (b)late submission of specifications or any
   other details necessary for the execution of this Sales Confirmation; (c)late establishment of L/C;
   (d)late amendment of L/C inconsistent with the provisions of The Sales Confirmation.
   买方：     卖方：
   THE BUYER：THE SELLER：

1．操作资料
   德国HEIDE Trading Co. Ltd是东方进出口公司在今年华东进出口商品交易会上初交的客户，双方就全棉女式中裤进行了磋商。2009年3月15日，东方进出口公司业务部王立先生收到了德国HEIDE Trading Co. Ltd的全棉女式中裤订单。具体内容如下：
   
   
   COLOR AND SIZE ASSORTMENT：

	36	38	40	42	44		QTY OF LOT	TTL QTY
camouflage	1	2	2	1	1	7	650	4550PCS

SIZE CHART：

NO.	36	38	40	42	44
Waistband	40	42	44	46	48
Waistband height	5	5	0	5	5
Hip(7 cm fm cross point)	47.5	53.5	56.5	59.5	62.5
Thigh	28	29	30	31	32
Knee(38 cm from inseam top)	19	20	21	22	23
bottom	20	20	21	21	22
Front rise	19.5	20.5	21.5	22.5	23.5
Backrise	31.5	32.5	33.5	34.5	35.5
Zipper	8	8	9	9	10
Inseam	49	50	51	52	53

订单译文


颜色及尺码搭配：

	36	38	40	42	44		搭配数	总数量
迷彩	1	2	2	1	1	7	650	4550条

规格表：

号码	36	38	40	42	44
腰围	40	42	44	46	48
腰高	5	5	0	5	5
臀围(裆上7厘米)	47.5	53.5	56.5	59.5	62.5
横裆	28	29	30	31	32
膝围(距裆底38厘米)	19	20	21	22	23
脚口	20	20	21	21	22
前浪	19.5	20.5	21.5	22.5	23.5
后浪	31.5	32.5	33.5	34.5	35.5
拉链	8	8	9	9	10
内长	49	50	51	52	53

   德国是严禁进口和销售含偶氮染料和涂镍辅料产品的国家，供应商还须保证所出口的产品不涉及使用童工，不允许采用剥削性、危及工人健康、奴役式的用工，不允许强迫性劳动，不允许使用囚工。

   补充资料：

   合同号：7C3091201

   合同日期：2009年3月20日

   东方进出口公司电话：0086-21-33332221    传真：0086-21-33332222

   2．操作要求

   请你以东方进出口公司跟单员王立的身份，根据订单和补充资料的内容拟订一份销售合同书。

   

   一般条款：

   General Terms：

   1．合理差异：质地、重量、尺寸、花型、颜色均允许合理差异。对合理范围内的差异提出索赔，概不受理。
   Reasonable tolerance in quality, weight, measurements, designs and colors is allowed, for
   which no claims will be entertained.
   2．卖方免责：买方对下列各点所造成的后果承担全部责任：(甲)使用买方指定包装、花型图案等；(乙)不及时提供生产所需的商品规格或其他细则；(丙)不按时开信用证；(丁)信用证条款和售货确认书不同而不及时修改。
   The buyers are to assume full responsibilities for and consequences arising from: (a)the use of
   packing, designs or pattern made to order; (b)late submission of specifications or any other
   details necessary for the execution of this Sales Confirmation; (c)late establishment of L/C;
   (d)late amendment of L/C inconsistent with the provisions of The Sales Confirmation.
   买方：       卖方：
   THE BUYER    THE SELLER

1．操作资料
   上海茶叶进出口公司在今年世界茶叶博览会上与英国客户EDF IMPORT CO. 就绿茶进行了磋商。2009年2月1日，上海茶叶进出口公司业务部韩单小姐收到该客商的订单。具体内容如下：
   
   订单译文
   
   补充资料：
   合同号：SC090301
   合同日期：2009年3月10日
   2．操作要求
   请你以上海茶叶进出口公司业务员韩单的身份，根据订单和补充资料的内容拟订一份销售确认书，要求内容完整、正确及签章。
   
   谨启者：兹确认售予你方下列货品，其成交条款如下：
Dear Sirs,
   We hereby confirm having sold to you the following goods on terms and conditions as specified below:

唛头 SHIPPING MARK	货物描述及包装DESCRIPTIONS OF GOODS, PACKING	数量 QUANTITY	单价 UNIT PRICE	总值 TOTAL AMOUNT

   装运港：
   LOADING PORT：
   目的港：
   DESTINATION：
   装运期限：
   TIME OF SHIPMENT：
   分批装运：
   PARTIAL SHIPMENT：
   转船：
   TRANSSHIPMENT：
   保  险：
   INSURANCE：
   付款条件：
   TERMS OF PAYMENT：
   凡以CIF条件成交的业务，保额为发票价的110%，投保险别以售货确认书中所开列的为限，买方如果要求增加保额或保险范围，应于装船前经卖方同意，因此而增加的保险费由买方负责。For transactions concluded on C.I.F basis, it is understood that the insurance amount will be for 110% of the invoice value against the risks specified in Sales Confirmation. If additional insurance amount or coverage is required, the buyer must have consent of the Seller before Shipment, and the additional premium is to be borne by the Buyer.
   品质/数量异议：如买方提出索赔，凡属品质异议，须于货到目的口岸之  60  日内提出，凡属数量异议，须于货到目的口岸之  30  日内提出，对所装货物所提任何异议属于保险公司、轮船公司等其他有关运输或邮递机构责任者，卖方不负任何责任。QUALITY/QUANTITY DISCREPANCY: In case of quality discrepancy, claim should be filed by the Buyer within  60   days after the arrival of the goods at port of destination; while for quantity discrepancy, claim should be filed by the Buyer within  30   days after the arrival of the goods at port of destination. It is understood that the seller shall not be liable for any discrepancy of the goods shipped due to causes for which the Insurance Company, Shipped Company other transportation organization/or Post Office are liable.
   本确认书内所述全部或部分商品，如因人力不可抗拒的原因，以致不能履约或延迟交货，卖方概不负责。The Seller shall not be held liable for failure of delay in delivery of the entire lot or a portion of the goods under this Sales Confirmation in consequence of any Force Majeure incidents.
   买方在开给卖方的信用证上请填注本确认书号码。The Buyer is requested always to quote THE NUMBER OF THIS SALES CONFIRMATION in the letter of Credit to be opened in favour of the Seller.
   买方收到本售货确认书后请立即签回一份，如买方对本确认书有异议，应于收到后五天内提出，否则认为买方已同意接受本确认书所规定的各项条款。The buyer is requested to sign and return one copy of the Sales Confirmation immediately after the receipt of same, Objection, if any, should be raised by the Buyer within five days after the receipt of this Sales Confirmation, in the absence of which it is understood that the Buyer has accepted the terms and condition of the sales confirmation.
   卖方：      买方：
   THE SELLER：THE BUYER：