外贸实务流程(发盘函写作)
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优良工艺 fine workmanship 独特的设计 unique design
按客户要求发盘，列明主要交易条件
(规格、数量、包装、装运、价格、付款、保险)
As requested, we would like to quote our favorable prices as follows:
Art. No. Commodity Name
练习
1. 看P56, 再查P407出口报价核算汇总，制 作表格。阐明货号、品名、最低起订量和 各个价格 (学会使用Excel复制、粘贴以及 拖动的功能)。 2.看P62, 题目稍作修改后写发盘函。
Packing: KB0278 & KB5411: 2 pcs/set, 4 sets/ctn, 1008 sets/ 20’ FCL KB0677 & KB7900: 3 pcs/set, 8 sets/ctn, 1080 sets/ 20’ FCL
包
纸箱包装方ight L/C (也可以说成L/C at sight)其他支付方式还有什么呢？
Shipment: To be effected within 30 days from receipt of the relevant L/C.
装
Insurance: For 110% invoice value covering All Risks and War Risks.
保
说明报价的有效期
在发盘函中对客户感兴趣产品的卖点予以突出强调。
Once you have seen the machine in operation, you will be impressed by its trouble-free performance.
对于客户在询盘函中的特殊要求或询问，一定及时作出回应。
规：货号 规：品名
Min. Order Unit Price CIF Rotterdam Quantity 20’ FCL Basis LCL Basis
数
KB0278 Twin Bear KB0677 Brown Bear with Red Bow KB5411 Twin Bear in Ballet Costume KB7900 Bear in Pink TShirt
鼓励客户订货
畅销，很快 卖出去
We believe you will find a ready sale for our products in Netherlands as have other retailers throughout Europe and America, and we do hope we can reach an agreement on the terms quoted.
Since we have received a rush of orders, we regret to say that we are unable to make delivery until January.
发盘时应明确数量。
数量的改变会直接影响到国内费用的分摊！所以在报价时，必须说明每一个价格所对应的数 量。报LCL时，告知客户工厂所提出的最低起订量。报FCL时，告知客户整箱所对应的商品数 量。
外贸实务流程
发盘函写作
发盘函的内容
1. 2. 3. 4. 5. 6.
确认收到询盘，回复客户提出的要求 强调产品优势和特色 按客户要求发盘，列明主要交易条件 说明报价的有效期 鼓励客户订货 礼貌性结尾
确认收到询盘，回复客户提出的要求
We are pleased to receive your enquiry of Mar. 13, in which you asked about our plush toys. The samples you asked for will be sent to you by separate post.
400 sets 400 sets 400 sets 400 sets
USD 9.79/set USD 14.79/set USD 11.69/set USD 15.67/set
价USD
11.49/set
USD 16.37/set USD 13.39/set USD 17.25/set
单位相同
按客户要求发盘，列明主要交易条件
空邮：airmailed
另邮。还可以说by separate mail / under separate cover
强调产品优势和特色
We think you have made an excellent choice in selecting the four items, and once you have seen the samples, we are sure you will be impressed by the quality of inner and outer fabric.
礼貌性结尾
Thank you for your interest; we look forward to hearing from you soon.
必不可少！
注意事项
发盘的内容需完整，对于客户在询盘函中指定的某项交易条件，即使同意 都应在发盘函中作明确的表述。
We would like to point out that we usually settle our accounts on D/P at 30 days after sight . We request the December delivery.
Because of fluctuating exchange rates, we can only hold these prices for three weeks from today’s date.
替换成：the offer is valid for 21 days/ 3 weeks.
实盘：是发盘人在一定期限内愿按所提条件达成交易的肯定表示。实盘的发盘人 在其规定的有效期限内受到所发实盘的约束，即在发盘有效期内发盘人非经收盘 人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告 成立。除以上表达方式以外，还有如： The offer is firm subject to your reply reaching us by 5 p.m., March 19, our time. 3月19日我方当地时间下午5点前收到你方答复为准。 虚盘：非承诺性的表示，没有时限的规定。如： The offer is subject to our final confirmation
付
L/C at 30 days’ sight/ L/C 30 days after sight;L/C 30 days after B/L date; D/ P; D/A; T/T upon receipt of …: 等…一收到；等…一寄到 若订货早于本月底，到证后30天内交货： with (相当于“条件是，若”) your order no later than the end of this month 能在5月出运，但信用证必须在2009年3月底前开到： with the relevant L/C reaching us by the end of March 2009 说明投保加成率 说明投保险种
按客户要求发盘，列明主要交易条件
(规格、数量、包装、装运、价格、付款、保险)
As requested, we would like to quote our favorable prices as follows:
Art. No. Commodity Name
练习
1. 看P56, 再查P407出口报价核算汇总，制 作表格。阐明货号、品名、最低起订量和 各个价格 (学会使用Excel复制、粘贴以及 拖动的功能)。 2.看P62, 题目稍作修改后写发盘函。
Packing: KB0278 & KB5411: 2 pcs/set, 4 sets/ctn, 1008 sets/ 20’ FCL KB0677 & KB7900: 3 pcs/set, 8 sets/ctn, 1080 sets/ 20’ FCL
包
纸箱包装方ight L/C (也可以说成L/C at sight)其他支付方式还有什么呢？
Shipment: To be effected within 30 days from receipt of the relevant L/C.
装
Insurance: For 110% invoice value covering All Risks and War Risks.
保
说明报价的有效期
在发盘函中对客户感兴趣产品的卖点予以突出强调。
Once you have seen the machine in operation, you will be impressed by its trouble-free performance.
对于客户在询盘函中的特殊要求或询问，一定及时作出回应。
规：货号 规：品名
Min. Order Unit Price CIF Rotterdam Quantity 20’ FCL Basis LCL Basis
数
KB0278 Twin Bear KB0677 Brown Bear with Red Bow KB5411 Twin Bear in Ballet Costume KB7900 Bear in Pink TShirt
鼓励客户订货
畅销，很快 卖出去
We believe you will find a ready sale for our products in Netherlands as have other retailers throughout Europe and America, and we do hope we can reach an agreement on the terms quoted.
Since we have received a rush of orders, we regret to say that we are unable to make delivery until January.
发盘时应明确数量。
数量的改变会直接影响到国内费用的分摊！所以在报价时，必须说明每一个价格所对应的数 量。报LCL时，告知客户工厂所提出的最低起订量。报FCL时，告知客户整箱所对应的商品数 量。
外贸实务流程
发盘函写作
发盘函的内容
1. 2. 3. 4. 5. 6.
确认收到询盘，回复客户提出的要求 强调产品优势和特色 按客户要求发盘，列明主要交易条件 说明报价的有效期 鼓励客户订货 礼貌性结尾
确认收到询盘，回复客户提出的要求
We are pleased to receive your enquiry of Mar. 13, in which you asked about our plush toys. The samples you asked for will be sent to you by separate post.
400 sets 400 sets 400 sets 400 sets
USD 9.79/set USD 14.79/set USD 11.69/set USD 15.67/set
价USD
11.49/set
USD 16.37/set USD 13.39/set USD 17.25/set
单位相同
按客户要求发盘，列明主要交易条件
空邮：airmailed
另邮。还可以说by separate mail / under separate cover
强调产品优势和特色
We think you have made an excellent choice in selecting the four items, and once you have seen the samples, we are sure you will be impressed by the quality of inner and outer fabric.
礼貌性结尾
Thank you for your interest; we look forward to hearing from you soon.
必不可少！
注意事项
发盘的内容需完整，对于客户在询盘函中指定的某项交易条件，即使同意 都应在发盘函中作明确的表述。
We would like to point out that we usually settle our accounts on D/P at 30 days after sight . We request the December delivery.
Because of fluctuating exchange rates, we can only hold these prices for three weeks from today’s date.
替换成：the offer is valid for 21 days/ 3 weeks.
实盘：是发盘人在一定期限内愿按所提条件达成交易的肯定表示。实盘的发盘人 在其规定的有效期限内受到所发实盘的约束，即在发盘有效期内发盘人非经收盘 人同意，不得撤回、变更或修改。受盘人在有效期内如无保留地接受，交易即告 成立。除以上表达方式以外，还有如： The offer is firm subject to your reply reaching us by 5 p.m., March 19, our time. 3月19日我方当地时间下午5点前收到你方答复为准。 虚盘：非承诺性的表示，没有时限的规定。如： The offer is subject to our final confirmation
付
L/C at 30 days’ sight/ L/C 30 days after sight;L/C 30 days after B/L date; D/ P; D/A; T/T upon receipt of …: 等…一收到；等…一寄到 若订货早于本月底，到证后30天内交货： with (相当于“条件是，若”) your order no later than the end of this month 能在5月出运，但信用证必须在2009年3月底前开到： with the relevant L/C reaching us by the end of March 2009 说明投保加成率 说明投保险种