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  • 0 楼#

    chocolatepacking

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    本人外贸菜鸟一枚,国际经济与贸易专业毕业。去年12月份从生活了22年的大西本来到浙江谋生,开始了自己的外贸路。 经常在外贸圈关注圈友的分享,但是自己是第一次把自己的外贸故事分享给大家,希望得到圈友的喜欢。。。因为文章是前几天整理给朋友作为案例的,所以本人(外贸业务员A)是以旁观者的角度来叙述的。
    浙江食品包装公司A的外贸业务员a在8月12日晚上收到来自美国巧克力公司B采购b的询盘。

    通常情况a给国外的报价都是EXW, 如果客户需要运费,再将运费报给客户。 在12日晚上的报价中,总货值750美金,因为客户要求报门到门的价格,考虑到只有两箱货。a单独报了快递费给b. 因为快递费大于货值,所以经过多次协商,客户愿意接受海运(海运费40美金,海运时间30天)。 因此在20日客户双方以FOB上海 达成订单,并付款790美金给A公司,21日A公司收到了来自B公司的770美金(收款行扣取20美金手续费)。

    22日开始安排生产,约定的发货日期是款到后15个工作日。但是9月1日a收到b的邮件如下:I don't need the candy pads anymore. Is there anything that can be done to get my money back? 这时a回复:I'm so sorry, we have finished the pads, tomorrow we will send out , ok ?  b回复:Ok, no problem. Thank you

    这时a担心客户会因为目的港费用(约300美金)太高而不提货,于是9月2日a告知b目的港费用。 b 恼羞成怒回复:This was not discussed. I agreed upon the shipping charge and charge for the candy pads, no other fee was mentioned. I refuse to pay that - this is on your company. I wouldn't have gone through with the order if I knew there was going to be ANOTHER $300 on top of the already outrageous shipping charge. 并且回复到:Please respond. If I don't receive the boxes due to misrepresentation of all costs, I will have to file a dispute through Alibaba.
    a开始很担心,因为客户不愿意付目的港费用,眼看交货期也一天天逼近,超过发货时间买方未发货的话,客户提交争议,阿里巴巴也会介入处理。于是经过查询资料,咨询阿里巴巴工作人员,咨询外贸人士.....几近周折。终于靠自己所学习的书本知识加上4个月的从业经验,给b说明白了FOB 上海 的相关责任和风险的划分。发给b如下邮件:
    Hello ***
    I think now the problem is you do not need the pads, so you want us refund the payment of goods back to you. Right?  
    You do not have any idea to negotiate with me about how to solve the problem, just ask us to refund to you. But have you think about yourself? as a trader, you don't know what's the trade term. You do not acquire the basic knowledge of the international trade.
    yes, I didn't tell u the destination fee, and you also don't know this. but our trade term is FOB Shanghai. so we just need ship the goods to the vessel you have nominated at Shanghai Port.   So please provide me the vessel information. and i can pay the sea freight by myself. but the destination fee also should paid by yourself.  do u know it or not????  
    Now we have produced the goods to you , you don't want them and want your money back, don't you think your thought is unrealistic???
    You can let the Alibaba deal with the problem, but please remember that our trade term is FOB Shanghai.  The date of Proforma Invoice is Aug 20, but when we received the money and you confirm the logo pattern at Aug 23.  I have noted that the leading time is 15 working days. so you can caculate the latest lead time is Sep 14th,2015.    
    As for FOB trade terms,  the buyer should responsible for ship chartering and space booking, and notify  the name and sailing date of vessel to seller, and the seller should responsible for the goods within the stipulated time loaded on the vessel named by buyer.  but, if the buyer didn't not send the ship on schedule, the seller have right to cancel the contract and claim the compensation from the buyer.
    Please also know. I promised you that I would help you ship the goods at Boston Port. but i didn't promise you i would help u for ship chartering and space booking.  even though i promised you ship chartering and space booking, if i can't rent the ship or i can't book the space, the buyer (you) should be responsible for the risk. and the buyer have no right to ask for compensation or cancel contract.
    Please read carefully, if you can't know ,you can ask for someone to help you.
    Thanks
    ***
    9月6日a回复b:Do you still need the pads?  Now if you choose the sea transportation, the destination fee is about 300$ or more and the time is too long. I think you can choose ship the pads by air,and the EMS fee is also about 300$ . you will need only 5 to 7 days can received the pads. How about your thought?
    9月7日晚上b依旧态度很坚定的回复:I will not be paying the $300 you failed to tell me bout.Either you cover that cost because it was negligence by your company or you keep the pads and give me a refund. I won’t say it again. Unless you are going to do one of those, Please don’t email me againas we won’t have a deal.收到邮件a立即回复:Our manager have said that you should provide us ur shipper, so i can deliver the pads to your shipper. If you do not provide shipper or the name and sailing time of the vessel,who can we deliver the pads to??
    于是就再也没有理b了。直到9月10日晚上,a收到b的邮件:My address is 10 Coffin Street, West Newbury, MA 02185. I was EXTREMELY disastisfied with your service and conduct of your company, and will be sure to make it known anywhere I can. Please send the pads and let me know where I can pick them up.
    于是a回复:Now will you choose the Sea shipment or the Air shipment?
    1. If you choose the sea shipment, you should pick the pads at Boston Port, when the custom clearance the goods, you may need pay about 300$.  and ship the good to your destination. you know the sea shipment need about 30days. so it's slow.  
    2. 2. If you choose the air shipment. the Express can directly send the pads to your destination.But you should transfer the Express fee to us. about 6 days you can receive the pads.  the Express fee is about 350$, but we charged u 40$ sea freight, so you should pay us 310$ is OK.
    Which one do you choose?
    B选择了空运,经过一系列的运费确定。在9月16日晚上收到b的Paypal付款信息。经过核查,b输错了付款信息,于是重新付款。终于在9月18日收到了b的快递费。9月19日发出货物,9月25日b收到了货物。
    ......就这样一波三折,跌跌撞撞的一单终于完成了。

    总结:
    1.熟练掌握各种贸易术语成交方式下责任的划分和风险的转移。
    2.注重细节,切忌急于求成。
    3.在自己正确的情况下坚持自己的立场。
    4.以后的业务中即使贸易术语是FOB条款,在签订合同前最好告知客户目的港费用。

  • 1 楼#

    陈小妮

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    对于大客户,更要显得专业

  • 2 楼#

    不会扣篮的bryant

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    好厉害楼主

  • 封禁
    3 楼#

    政元-阿超

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    用户被禁言,该主题自动屏蔽!

  • 4 楼#

    .............

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    厉害啊,客户也没整了

  • 5 楼#

    cn****682

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    重要的事情说三遍,专业 专业 专业!

  • 6 楼#

    老班长

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    很多客人人家是第一次进口 搞不懂交易方式也正常 我只想说这么便宜的东西肯定是走快递最划算  当然要把海运的双边费用的算进去再比较

  • 7 楼#

    贸小七-王

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    地球已经无法阻止你的脚步了!

  • 8 楼#

    suntc

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    专业就是牛。

  • 9 楼#

    cn1510116105

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    很专业么?

  • 10 楼#

    哈萨克俄罗斯专线

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    在外贸圈上又发现一个牛人!希望继续分享!

  • 11 楼#

    cn1510995701

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    之前不是说快递费用高于货值吗?为什么后来快递费用只要$350?搞不懂,如果之前就跟客户说清楚,就不会这么麻烦,客户就不会这么不满啦!

  • 12 楼#

    坚持,不要脸,坚持不要脸

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    好吧,看不下去了

  • 13 楼#

    cn1511149405

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    很棒 学习中

  • 14 楼#

    明明如月

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    这也叫专业?说白了这是欺骗不懂的客户下单

  • 15 楼#

    cn1514234847ncli

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    这不叫专业,叫作死,就算这次客户拿你没办法,以后恐怕也不会再跟你合作了

  • 16 楼#

    火猪^骑士

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    这么小的订单,如果专业就不该建议客人走海运

  • 17 楼#

    cn1515438710dawd

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    这个真的不叫牛逼,只能做一次生意,而且还是小生意,客户亏了,但是亏得最多的还是自己,整个行文感觉像是一场骂战,还有学国贸的话fob自己也懂啊,

  • 封禁
    18 楼#

    国际快递 俄罗斯专线 尼日利亚专线

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    用户被禁言,该主题自动屏蔽!

  • 19 楼#

    cn1515458087fdnu

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    确实不专业,让客户很恼火了哦



  • 本人外贸菜鸟一枚,国际经济与贸易专业毕业。去年12月份从生活了22年的大西本来到浙江谋生,开始了自己的外贸路。 经常在外贸圈关注圈友的分享,但是自己是第一次把自己的外贸故事分享给大家,希望得到圈友的喜欢。。。因为文章是前几天整理给朋友作为案例的,所以本人(外贸业务员A)是以旁观者的角度来叙述的。
    浙江食品包装公司A的外贸业务员a在8月12日晚上收到来自美国巧克力公司B采购b的询盘。

    通常情况a给国外的报价都是EXW, 如果客户需要运费,再将运费报给客户。 在12日晚上的报价中,总货值750美金,因为客户要求报门到门的价格,考虑到只有两箱货。a单独报了快递费给b. 因为快递费大于货值,所以经过多次协商,客户愿意接受海运(海运费40美金,海运时间30天)。 因此在20日客户双方以FOB上海 达成订单,并付款790美金给A公司,21日A公司收到了来自B公司的770美金(收款行扣取20美金手续费)。

    22日开始安排生产,约定的发货日期是款到后15个工作日。但是9月1日a收到b的邮件如下:I don't need the candy pads anymore. Is there anything that can be done to get my money back? 这时a回复:I'm so sorry, we have finished the pads, tomorrow we will send out , ok ?  b回复:Ok, no problem. Thank you

    这时a担心客户会因为目的港费用(约300美金)太高而不提货,于是9月2日a告知b目的港费用。 b 恼羞成怒回复:This was not discussed. I agreed upon the shipping charge and charge for the candy pads, no other fee was mentioned. I refuse to pay that - this is on your company. I wouldn't have gone through with the order if I knew there was going to be ANOTHER $300 on top of the already outrageous shipping charge. 并且回复到:Please respond. If I don't receive the boxes due to misrepresentation of all costs, I will have to file a dispute through Alibaba.
    a开始很担心,因为客户不愿意付目的港费用,眼看交货期也一天天逼近,超过发货时间买方未发货的话,客户提交争议,阿里巴巴也会介入处理。于是经过查询资料,咨询阿里巴巴工作人员,咨询外贸人士.....几近周折。终于靠自己所学习的书本知识加上4个月的从业经验,给b说明白了FOB 上海 的相关责任和风险的划分。发给b如下邮件:
    Hello ***
    I think now the problem is you do not need the pads, so you want us refund the payment of goods back to you. Right?  
    You do not have any idea to negotiate with me about how to solve the problem, just ask us to refund to you. But have you think about yourself? as a trader, you don't know what's the trade term. You do not acquire the basic knowledge of the international trade.
    yes, I didn't tell u the destination fee, and you also don't know this. but our trade term is FOB Shanghai. so we just need ship the goods to the vessel you have nominated at Shanghai Port.   So please provide me the vessel information. and i can pay the sea freight by myself. but the destination fee also should paid by yourself.  do u know it or not????  
    Now we have produced the goods to you , you don't want them and want your money back, don't you think your thought is unrealistic???
    You can let the Alibaba deal with the problem, but please remember that our trade term is FOB Shanghai.  The date of Proforma Invoice is Aug 20, but when we received the money and you confirm the logo pattern at Aug 23.  I have noted that the leading time is 15 working days. so you can caculate the latest lead time is Sep 14th,2015.    
    As for FOB trade terms,  the buyer should responsible for ship chartering and space booking, and notify  the name and sailing date of vessel to seller, and the seller should responsible for the goods within the stipulated time loaded on the vessel named by buyer.  but, if the buyer didn't not send the ship on schedule, the seller have right to cancel the contract and claim the compensation from the buyer.
    Please also know. I promised you that I would help you ship the goods at Boston Port. but i didn't promise you i would help u for ship chartering and space booking.  even though i promised you ship chartering and space booking, if i can't rent the ship or i can't book the space, the buyer (you) should be responsible for the risk. and the buyer have no right to ask for compensation or cancel contract.
    Please read carefully, if you can't know ,you can ask for someone to help you.
    Thanks
    ***
    9月6日a回复b:Do you still need the pads?  Now if you choose the sea transportation, the destination fee is about 300$ or more and the time is too long. I think you can choose ship the pads by air,and the EMS fee is also about 300$ . you will need only 5 to 7 days can received the pads. How about your thought?
    9月7日晚上b依旧态度很坚定的回复:I will not be paying the $300 you failed to tell me bout.Either you cover that cost because it was negligence by your company or you keep the pads and give me a refund. I won’t say it again. Unless you are going to do one of those, Please don’t email me againas we won’t have a deal.收到邮件a立即回复:Our manager have said that you should provide us ur shipper, so i can deliver the pads to your shipper. If you do not provide shipper or the name and sailing time of the vessel,who can we deliver the pads to??
    于是就再也没有理b了。直到9月10日晚上,a收到b的邮件:My address is 10 Coffin Street, West Newbury, MA 02185. I was EXTREMELY disastisfied with your service and conduct of your company, and will be sure to make it known anywhere I can. Please send the pads and let me know where I can pick them up.
    于是a回复:Now will you choose the Sea shipment or the Air shipment?
    1. If you choose the sea shipment, you should pick the pads at Boston Port, when the custom clearance the goods, you may need pay about 300$.  and ship the good to your destination. you know the sea shipment need about 30days. so it's slow.  
    2. 2. If you choose the air shipment. the Express can directly send the pads to your destination.But you should transfer the Express fee to us. about 6 days you can receive the pads.  the Express fee is about 350$, but we charged u 40$ sea freight, so you should pay us 310$ is OK.
    Which one do you choose?
    B选择了空运,经过一系列的运费确定。在9月16日晚上收到b的Paypal付款信息。经过核查,b输错了付款信息,于是重新付款。终于在9月18日收到了b的快递费。9月19日发出货物,9月25日b收到了货物。
    ......就这样一波三折,跌跌撞撞的一单终于完成了。

    总结:
    1.熟练掌握各种贸易术语成交方式下责任的划分和风险的转移。
    2.注重细节,切忌急于求成。
    3.在自己正确的情况下坚持自己的立场。
    4.以后的业务中即使贸易术语是FOB条款,在签订合同前最好告知客户目的港费用。



  • 对于大客户,更要显得专业



  • 好厉害楼主


  • 封禁

    用户被禁言,该主题自动屏蔽!



  • 厉害啊,客户也没整了



  • 重要的事情说三遍,专业 专业 专业!



  • 很多客人人家是第一次进口 搞不懂交易方式也正常 我只想说这么便宜的东西肯定是走快递最划算  当然要把海运的双边费用的算进去再比较



  • 地球已经无法阻止你的脚步了!



  • 专业就是牛。



  • 很专业么?



  • 在外贸圈上又发现一个牛人!希望继续分享!



  • 之前不是说快递费用高于货值吗?为什么后来快递费用只要$350?搞不懂,如果之前就跟客户说清楚,就不会这么麻烦,客户就不会这么不满啦!



  • 好吧,看不下去了



  • 很棒 学习中



  • 这也叫专业?说白了这是欺骗不懂的客户下单



  • 这不叫专业,叫作死,就算这次客户拿你没办法,以后恐怕也不会再跟你合作了



  • 这么小的订单,如果专业就不该建议客人走海运



  • 这个真的不叫牛逼,只能做一次生意,而且还是小生意,客户亏了,但是亏得最多的还是自己,整个行文感觉像是一场骂战,还有学国贸的话fob自己也懂啊,


  • 封禁

    用户被禁言,该主题自动屏蔽!



  • 确实不专业,让客户很恼火了哦


35 回复

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