建交,发盘,询盘,接受,还盘经典例句和写作步骤
询盘范文 外贸函电实例：询盘-发盘-还盘-接受
1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam 初次询盘并按其要求及时寄出商品目录和价目单Dear Adam,We thank you for your letter asking for our new catalogues and shall be glad to enter into business relations with your firm.Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope that you will find many items in it which interest you.We look forward to receiving your inquiries soon.Sincerely,Frank2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。
Dear Frank,Thanks for your information. We are interested to buy large quantities of Angle Grinder and shall appreciate it if you would give us the best FOB Ningbo price. I have now listed below the models that are of interest:AG105L, AG203S, AG880HPlease send us some samples for testing. We will pay the sample fees.How about MOQ?We are waiting for your reply.Best Regards,Adam3. 收到询盘后，Frank Luo给美国客商做了回复。
询盘、发盘、还盘、接受和回绝范本
询盘、发盘、还盘、接受和回绝范本询盘、发盘、还盘、接受和回绝范本一、询盘。
（买方，即Japan Smith Co.，Ltd.）尊敬的XXX：我公司对贵公司的东北大豆非常感兴趣，若方便，我公司诚挚的希望贵公司给我们邮寄该类产品的相关目录、样本以及样品的说明书。
并请给我方报CIF KOBE最优惠价，折扣以及支付方式。
假如贵方价格具有引力并交货期可以接受，我方立即下订单。
希望这将是我们建立长期合作的关系一个良好的开始。
Japan Smith Co.，Ltd.20xx年10月1日二、发盘。
（卖方，广州长城进出口有限公司）尊敬的Japan Smith Co.，Ltd：您好！非常荣幸收到贵公司的10月1日的询盘，感谢贵公司对我方出口的东北大豆感兴趣，为给你方提供我方产品样本详细情况，现冒昧地寄上我方产品目录若干份，及样品，以便你方作出适当的选择。
根据贵公司的要求，现非常高兴向你报CIF KOBE价如下：品名：东北大豆价格：每公吨210美元CIF KOBE品质：大路货期待早日收到贵方的订单，谢谢。
广州长城进出口有限公司XXX20xx年10月8日三、还盘。
（买方）尊敬的XXX：您好，很高兴收到贵方附有插图的商品说明书和价格单及样品，非常感谢！我方赞赏贵公司产品的良好质量，但即便是这等质量的产品，贵方的报价也过高了，如我方接受贵方的价格，售后获利就非常少这是我们第一次与贵公司订货，如果首次订货令人满意大笔量的订货将随之而来。
若贵方接受我方的价格条件我方将立即下订单订购1000公吨，此外，对于品质，包装以及支付方式等方面，我方要求如下：包装：塑料编织袋包装，每袋装50千克，净重，以毛作净支付方式：不可撤销，即期信用证装船日期：20xx年12月分批装运：不允许转船：允许敬候佳音。
Japan Smith Co.，Ltd.20xx年10月15日四、接受和回绝。
（卖方）尊敬的Japan Smith Co.，Ltd：收到贵方10月15日的回信，十分高兴。
外贸中交易磋商四步曲：询盘，发盘，还盘，接受
外贸中交易磋商四步曲：询盘，发盘，还盘，接受交易磋商是买卖双方为买卖商品，对交易的各项条件进行协商以达成交易的过程，通常称为谈判。
在国际贸易中，这是一个十分重要的环节。
因为交易磋商是签订合同的基础，没有交易磋商就没有买卖合同。
交易磋商工作的好坏，直接影响到合同的签订及以后的履行，关系到双方的经济利益，必须认真做好这项工作。
交易磋商的程序可概括为四个环节：询盘、发盘、还盘和接受。
其中发盘和接受是必不可少的两个基本环节。
1、询盘指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。
询盘的内容可涉及：价格、规格、品质、数量、包装、装运以及索取样品等，而多数只是询问价格。
所以，业务上常把询盘称作询价。
在国际镐易业务中，有时一方发出的询盘表达了与对方进行交易的愿望，希望对方接到询盘后及时发出有效的发盘，以便考虑接受与否。
也有的询盘只是想探询一下市价，询问的对象也不限于一人，发出询盘的一方希望对方开出估价单。
这种估价单不具备发盘的条件，所报出的价格也仅供参考。
2、发盘在国际贸易实务中，发盘也称报盘、发价、报价。
法律上称之为“要约”。
发盘可以是应对方询盘的要求发出，也可以是在没有询盘的情况下，直接向对方发出。
发盘一般是由卖方发出的，但也可以由买方发出，业务称其为“递盘”(1)发盘的定义及具备的条件根据《联合国国际货物销售合同公约》（后面简称公约）第14 条第一款对发盘的解释为：“向一个或一个以上特定的人提出的订立合同的建议，如果十分确定并且表明发盘人在得到接受时随约束的意旨，即构成发盘。
一个建议如果写明货物并且明示或暗示地规定数量和价格或规定如何确定数量和价格，即为十分确定”。
对于这个宣言，可以看出一个发盘的构成必须具备下列四个条件：a、向一个或一个以上的特写人提出：发盘必须指定可以表示接受的受盘人。
受盘人可以是一个，也可以指定多个。
不指定受盘人的发盘，仅应视为发盘的邀请，或称邀请做出发盘。
发盘还盘范文
发盘还盘范文
发盘还盘是一种常见的商业行为，通常用于商业合同的履行过程中。
在这个过程中，一方将货物或服务提供给另一方，而另一方则以相
应的方式偿还。
下面我们将以一则范文来说明发盘还盘的具体操作。
范文：
尊敬的客户，
我们很高兴地通知您，我们已准备好向您发盘。
根据我们之前的商
业合作协议，我们将提供给您一批优质的产品，以满足您的需求。
我们相信这次交易将会给双方带来丰厚的利润和良好的合作关系。
我们的产品具有高品质和竞争力的价格，我们相信您会对我们的产
品感到满意。
我们将会尽快将产品送至您指定的地点，并确保产品
的完好无损。
同时，我们也期待着您的还盘。
我们希望您能在收到产品后，及时
将相应的款项支付给我们。
我们相信您是一个守信用的客户，我们
对您的还盘表示充分的信任。
在此，我们再次感谢您对我们的信任和支持，我们期待着与您进行
长期的合作。
如果您对我们的产品或服务有任何疑问或需要进一步
的协助，请随时与我们联系。
谢谢！
此致
敬礼
以上就是一则发盘还盘的范文。
在这个范文中，我们清晰地表达了
发盘的意愿，并且提醒客户进行还盘的动作。
通过这种方式，双方
可以在商业交易中保持良好的沟通和合作，确保交易顺利进行。
发盘还盘是商业合作中非常重要的一环，双方都需要遵守合同规定，及时履行自己的责任。
只有通过双方的努力和合作，才能够实现双
赢的局面。
希望以上范文可以为您在商业合作中提供一些帮助，谢
谢阅读！。
外贸函电还盘范文
外贸函电还盘范文篇一：20xx外贸函电中的询盘、发盘_、还盘_接受范文1询盘Dear Mr. Li,Your firm has been recommended 1 to us by the Dickson Electrics Company, with whom we have done business for many years.We are interested in your Electric Typewriters for use in offices and shall be glad if you will send us a copy of your illustrated catalogue 2 and current price list.Yours sincerely,Susan BlockManagerA ReplyDear Ms Block,We welcome you for your enquiry of Fed. 1 and thank you for your interest in our commodities. We are enclosing 3 some copies of our illustrated catalogues and a price list giving the details you asked for. We trust that you will agree that our products and price appeal to 4 the most selective buyer. And we also allow a proper discount 5 according to the quantity ordered.Thank you again for your interest in our products. We are looking forward to your order and you may be assured 6 that it will receive our prompt and careful attention.Yours truly2.Dear Mr. Lu,We have noticed from your advertisement 1 in .cn 2 that you export large quantities of cushions 3 to European market.Being specialized in this line for a long time, we are well connectedwith 4 many customers in our country. At present, we are interested in back cushion fine in quality and low in price. It will be highly appreciated if you could send us some brochures and samples for our reference and quote 5 your lowest price on CIF basis including our 3% commission 6 .Should your goods prove satisfactory and price be found competitive 7 , you may expect substantial 8 orders from us.We are looking forward to your early reply.Yours faithfullyA ReplyDear Mr. Bean,We warmly welcome your enquiry of April 4 and thank you for your interest in our cushions.We are enclosing samples and price list of back cushions giving the details you asked for. We feel confident that you will find the goods both excellent in quality and reasonable in price.Best regards,Yours sincerely一、中英文函电范文对照1、外贸函电:回信外贸函电:回信（英文版）Dear Mr. / Ms,Thank you for your letter conveying congratulations on my appointment.I wish also to thank you for the assistance you have given me in my work and look forward to better cooperation in the future.Sincerely外贸函电:回信（中文版）尊敬的先生，感谢你来信对我的任命表达的祝贺。
外贸函电实例：询盘_发盘_还盘_接受(精)
从发盘到接受的心得国贸1202 郑通达询盘：Also known as the inquiry, is to buy or sell a part of the transaction, the sale of the goods to the other side of the transaction conditions. The contents of an inquiry may be related to the price, specification, quality, quantity, packing, shipping and claim of the sample, but most of them are only asking price. Therefore, the inquiry is often referred to as the inquiry.Inquiry is not each transaction must pass through the program, such as parties to the transaction each other to understand the situation, don't need to ask the closing trading conditions or the possibility, it is not necessary to inquiry, directly to the other offer. Classification of inquiry：(1) the buyer's inquiry The buyer is unsolicited to foreign manufacturers for the purchase of goods correspondence. In the actual business, the inquiry is usually made by the buyer to the seller.1、for most staple commodity, should also to different regions, countries and companies were finishers, to understand the international market, strive for the best terms of trade2、to the specifications of a wide variety of products, not only to ask the price, but also the requirements of the other party to inform the detailed specifications, quantity, etc., so as not to return to consultation, waste of time.3、The inquiry on the issue of people were not legally binding, but to avoid inquiry without sincerity to buy, otherwise easy to lose credibility.4、For the goods monopoly, should be made more varieties, ask one one quotations, the other in case of their prices.(2) the seller's inquiryIs issued by the seller to the buyer to consult the views of its purchase of a message. Seller of foreign customers inquirer is mostly under the anomalous turbulent changes and the relationship of supply and demand in the market, snoop market actual situation, choose the transaction time, take the initiative to find a favorable terms of trade.发盘：One party to a transaction in order to sell or purchase a batch of goods, put forward the relevant terms of the transaction to the other party, and expressed willingness to conclude the deal on these terms, this means that the behavior called offer.A legally valid offer, must have three conditions.1、is to offer a (or several) specific offer puts forward a proposal for concluding a contract. (note that concept to and the phase difference between the "offer invitation")2、 Offer the content to determine, once to accept the offer, the contract is formed. If the content is not determined, even if the other party to accept, also can not constitute a contract.3、the offer shall show that under constraints will according to the conditions of the offer of a contract with each other. For example: (1) offer to use that term. Such as "offer", "no cancel an offer", "bid", "irrevocable delivery disc", "order", "orders" and so on. (2) clearly defined period of validity. "... XX, limited to effective", "to our final confirmation of effective", "to be sold as a quasi", etc.. The contents of an offer, including generally contain the merchandise of quality, quantity, packing, price, delivery, payment and other six major aspects of trading conditions. The provisions of the fourteenth article of the Convention "... A suggestion that if the goods are to be expressed or implied by the quantity and price or the price, that is, to determine the quantity and price." So, an offer as long as the product contains the name, quantity, price of the three conditions, even if complete.接受：Acceptance is a kind of recognition of human behavior. By disc within the validity period of the offer and unconditionally agreed to offer proposed by the terms and conditions, be willing to conclude the business according to these conditions, and the other a representation. Accept (Acceptance) in the law known as "commitment", accept once delivered to the offeror, the contract is founded. Both parties shall perform the obligations under the contract and have the corresponding rights.According to the interpretation of the Convention, an effective acceptance shall be of the following 4 conditions:A.、must be accepted by the offeree to make other people agree to the offer, not constitute acceptance. In a condition of this condition and offer the echoes. The offer must be sent to a specific person, it means that the offeror to according to the terms of the offer and offer the conclusion of the contract, but it does not mean that he is willing to conclude a contract according to these conditions with anybody. Therefore, acceptance can only be made by the people who are in effect.B、the offeree accepts, to take a declarative way in oral or written statement to the offeror to clear out. In addition, it can also be used to express acceptance.C、accept the content and the contents of the offer is consistent, acceptance should be unconditional. But in business, often this situation, by disc in reply using the acceptable words, but to the content of the offer made increased, the limit or modify it in law called conditional acceptance, can not be accepted as an effective, and belongs to a counter-offer.NoticeD、 accepted the offeror to be served in order to offer effective period of the offer are usually effective in term of validity. This period has a double meaning: on the one hand, it is about hairdo disc, the offeror obligations, within the period of validity can not be arbitrarily revoke or modify the offer date is no longer subject to the constraint;Here is an example from the offer to the acceptanceprocess：1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam初次询盘并按其要求及时寄出商品目录和价目单Dear Adam,We thank you for your letter asking for our new catalogues and shall be gladto enter into business relations with your firm.Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope thatyou will find many items in it which interest you.We look forward to receiving your inquiries soon.Sincerely,Frank2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。
函电询盘发盘还盘接受范文(汇总9篇)
函电询盘发盘还盘接受范文(汇总9篇)函电询盘发盘还盘接受范文第1篇可以针对首次来信没有明确需求，联系信息不全的客户Dear Mr. Amir,Many thanks for your inquiry dated(of) XXXX from .In order to let us make more correct quotation accordingly, please kindly tell us the exact model number you prefer after checking our website of .Besides, to help us offer the best price, please also introduce your pany as many details as you can. Such as your pany foundation time, how many workers, major product lines, pany website and last year's sales turnover if possible. More details better price.Waiting for your early reply.Best RegardsAmy可以针对首次询盘比较明确，且联系信息较全的客户。
Dear Mr. Naresh,So glad receiving your enquiry for our Barbies' collection from dated XXX. Thanks a lot.We are a leading manufacturer in children’s wear in China and our products have been exported to customers all over the world such as ****. The Barbies Collection is the most popular style in our factory, selling fast.However, detailed price list for the skirts and long pants will be sent to you based on your specific further product description such as color, specification, special design requirement etc. Please check the following styles photo which should be suitable for your Indian market and tell us more requirements on the exact skirts and long pants.Please do not hesitate to contact us if any question and we are waiting for your reply.Best regards,Amy函电询盘发盘还盘接受范文第2篇Dear my classmates,Do you know when is my birthday? The day is in winter vacation and it’son February 1st. So do you e to my birthday party? Of course I wisheveryone can e to my party. If you e you can get too many free things because you are my you also should give me some gifts.Then if you make sure to e to my party you should prepare the following things:1) Think of games to play.2) Prepare 200 yuan and you phone.3) Tell me you phone number.4) Remember to meet me in Wanda Plaza at 9:00.See you then.Jungle函电询盘发盘还盘接受范文第3篇Subject: EnquiryDear Sir,We are interested in buying large quantities of steel screws in all sizes.We would be obliged if you would give us a quotation per kilogram CF Liverpool, England. It would also be appreciated if you could forward samples and your price-list to us.We used to purchase these products from other sources. We may now prefer to buy from your pany because we understand that you are able to supply larger quantities atmore attractive prices. In addition, we have confidence in the quality of your products.We look forward to hearing from you by return E-mail.Sincerely,Xxx主题：询盘亲爱的先生：本公司有意大量购买各型号钢螺钉，欲知每公斤运抵英国利物浦的成本价运费价格。
发盘、还盘、接受范文详细_中英实训4
1. InquiryDear sir,I need your quotation for 425g canned mushroom including packaging/deliverytime/price term is CIF/port of destination: Denmark. Thanks in advance.Best regards1.询问先生您好，我需要你的425克罐装蘑菇，含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!2. 发盘先生您好，上个月20号我们也收到了蘑菇罐头的询问。
按您的要求，我们的价格如下：项目名称：蘑菇罐头包装：正常的出口与采购商的品牌棕色纸箱数量：1700箱/集装箱价格：$ 7.80 CIF丹麦付款条件：即期信用证交货日期：不迟于30/12/2013有效期：27/10/2014如有任何疑问，请随时联系我。
2.OfferDear sir,We well received your inquiry in canned mushroom dated on 20th last month. According to your requirement, we quote the price as below:Name of item: canned mushroomPackaging: normal exp ort brown carton box with buyer’s brandQuantity: 1700 ctn /containerPrice: us$7.80 CIF DenmarkPayment terms: L/C at sightDelivery date: no later than 30/12/2013Term of validity: 27/10/2014If any question, please feel free to let me know.3. Counter OfferThank you so much for your offer, but after we carefully studied, we found your price is too high. We know that your goods are in high quality in comparison with the same items produced in Europe. However, your price is 5%-10% higher. So we do hope you kindly reduce the price approximately 5%, say $7.30/ctn. I believe this concession should be acceptable by you.Best regards3. 还盘谢谢你提供的发盘，但经过我们仔细研究，我们发现你方价格太高，我们知道您的商品质量高，与欧洲同类型产品价格相比，你的价格高出5％-10％。
建交,发盘,询盘,接受,还盘经典例句和写作步骤
Useful Expression
1. 兹就贵公司在8月12日《商业世界》上刊登的广 告，可否惠寄我方一份最新的贵公司商品目录？
With reference to your advertisement in Business World, August 12, could you please send us a copy of your latest catalogue.
Useful Expression
1. 相信我们会达成此笔交易。 We are certain that business can be consummated between us.
2. 为使贵方对我方所经营的产品有所了解，今特随函 附寄产品目录及价目表，以供贵方参考。
We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.
5. 在我方接到贵公司的具体要求后将寄去报价和样品。
Quotations and samples will be sent to you upon receipt of your specific enquires.
Useful Expression
6. 相信我们会达成此笔交易。
We are certain that business can be consummated between us. 7.为使贵方对我方所经营的产品有所了解，今特随函 附寄产品目录及价目表，以供贵方参考。 We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.
发盘、还盘、接受范文详细-中英doc资料
发盘、还盘、接受范文详细-中英doc资料1. InquiryDear sirsI need your quotation for 425g canned mushroom pieces&stems including packaging/delivery time/price term is CIF/port of destination:dammam.thanks in advance.Best regardsTracyManager of MINC我需要你的425克罐装蘑菇片和茎、含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!2.OfferDear sirs,We well received your inquiry in canned mushroom pieces&stems dated on xx. as per your requirement,we quote the price as below:Name of item: canned mushroomPieces&stems specification:24tinned/ctn n.w:425g g.w:227 Packaging: normal export brown carton box with buyers brandQuantity: 1700 ctn /containerPrice:us$7.80 cfr dammamPayment terms:l/c at sightDelivery date:no later than 30/12/2009Term of validity:27/10/2009If any query,pls feel free to let me know.Best regardsTracyManager of MINC上个月20号我们也收到了蘑菇罐头的查询及茎块。
外贸询盘、发盘、还盘、接受全过程邮件模板
外贸询盘、发盘、还盘、接受全过程邮件模板在外贸沟通过程中，大多数的业务都是从询盘开始的，询盘处理的好坏直接影响成交的早晚。
因此，询盘处理的四个步骤是很重要的，下面我们用英文邮件的形式还原以上模板，供初学者参考之用。
以服装为例。
一、询盘Dear supplier：This is john from UK, we are clothes business company, I am looking for skirt,shirt,and some shoes, attachment is what I inquire. I am looking for your response with competitive price to start our initial cooperation.Best wishesYoursJohnAttachment：二、还盘(一)卖家回复Dear John：This is James Wang, we are home-ang international, very thanks for your kind inquiry, I will check the price and quote you as per your attachment as soon as possible.I will send email with FOB price this afternoon.Thanks for your kind inquiry again.Best wishesYoursJames Wang（二）卖家报价Dear John:Thanks again for your inquiry.the price what you need is closed in this attachment. Please kindly check attachment for information.any questions, please feel free to contact me in any time, thanks.Looking forward to our initial cooperation.Best wishesYoursJames WangAttachment：HOME-ANG INTERNATIONAL TRADING ILDQUOTATION LIST三、还盘（一）买家Dear James：Thanks for your quotation. I have checked price of your offer with my partner, we think the shirt and the shirt price maybe OK. But the shoes price is pretty high.Please recheck it, and quote me a good priceBest wishesYoursJohn（二）卖家Dear John：Good day, thanks for you reply.I recheck with my finance department, it is really due to material rise a lot since this April, so we have to increase price of shoes a little.Even that, I still would like to offer you a discount.How about shoes unit price as : 41#: 24.7 USD; 42# 22.6 USD; 43 #: 20.9 USD;Looking for your reply again, Hope these renewing can meet your target.Best wishesYoursJames Wang（三）买家Dear James：Thanks for your renewing offer.But I nearly can’t tell apart you have reduce the price. The price what my other supplier offer me as :41#: 23.1 USD; 42# 21.5 USD; 43 #: 19.2USD;Best wishesYoursJohn（四）卖家Dear John：Thanks for your reply again.I want to get your understand that it is true that some supplier can offer price less than what I quote. But our company never reduce our quality to make a lower price. Because in UK, you don’t have to bring 1 USD down, but you need to lift 0.1% of quality UP. If you want to get price of “41#: 23.1 USD; 42# 21.5 USD; 43 #: 19.2USD”, we can operation. But I suggest we can make deals in a proper price with high quality, it will do favor to your long-term business.How do you think? Looking forward to your kind reply.Best wishesYoursJames Wang四、接受（一）买家Dear James：After I discuss with my partner, I decide to accept your price renewing.Please make PI according to our email information with your payment route.Also , we hope you can cut production leading time to 25 days, if available, please note it in PI, if not available, please try your best to cut leading time.Best wishesYoursJohn（二）卖家Dear John：Very thanks for your kind understandingI will make PI as per renewing price information.Also I can reduce leading time to 30 daysI will send PI with signature as soon as possible.Best wishesYoursMike。
发盘还盘范文
发盘还盘范文在商业谈判中，发盘和还盘是非常重要的环节。
发盘指的是一方向另一方提出某种条件或建议，而还盘则是对方对这些条件或建议做出回应。
在商业谈判中，发盘和还盘的技巧和方式至关重要，它直接影响着双方是否能够达成一致，以及最终交易的成败。
下面我们就来看一些发盘还盘的范文，以便更好地理解这一过程。
一、发盘范文尊敬的先生/女士：我们很高兴能够与贵公司建立业务合作关系。
根据我们的初步讨论，我们愿意提供以下条件：1. 产品价格：我们愿意以每件XX美元的价格向贵公司提供我们的产品。
2. 交货时间：我们将在收到贵公司订单后的30天内完成交货。
3. 付款方式：我们希望采用30%预付款，70%货到付款的付款方式。
希望贵公司能够认真考虑我们的提议，并尽快给予回复。
我们期待能够与贵公司建立长期的合作关系。
谢谢！二、还盘范文尊敬的先生/女士：感谢贵公司对我们的合作提议表示兴趣。
在此，我们对贵公司的提议提出以下回应：1. 产品价格：我们希望能够以每件XX美元的价格购买贵公司的产品，但我们希望能够在大宗订单上获得一定的折扣。
2. 交货时间：我们希望能够在订单确认后的45天内完成交货，以确保我们有足够的时间做好准备。
3. 付款方式：我们同意30%预付款，但希望将货到付款的比例调整为50%。
希望贵公司能够理解我们的立场，并尽快给予回复。
我们期待能够与贵公司达成双方都满意的合作协议。
谢谢！三、进一步讨论以上是发盘和还盘的基本范文，但实际的商业谈判往往更为复杂。
在实际谈判中，双方可能会就价格、交货时间、付款方式等方面进行多次交涉和讨论。
双方需要灵活应对，根据对方的回应做出相应的调整和妥协，以期达成最终的协议。
在商业谈判中，发盘和还盘的技巧是非常重要的。
一方面，我们需要对自己的条件和立场有清晰的认识，明确自己的底线和退让空间；另一方面，我们也需要善于倾听对方的意见，理解对方的需求和立场，以便能够做出更为灵活和合理的回应。
总之，发盘和还盘是商业谈判中的关键环节，它直接关系着双方能否达成一致，以及最终交易的成败。
外贸询盘、发盘、还盘、接受全过程邮件模板
外贸询盘、发盘、还盘、接受全过程邮件模板外贸询盘、发盘、还盘、接受全过程邮件模板在外贸沟通过程中，⼤多数的业务都是从询盘开始的，询盘处理的好坏直接影响成交的早晚。
因此，询盘处理的四个步骤是很重要的，下⾯我们⽤英⽂邮件的形式还原以上模板，供初学者参考之⽤。
以服装为例。
⼀、询盘Dear supplier：This is john from UK, we are clothes business company, I am looking for skirt,shirt,and some shoes, attachment is what I inquire. I am looking for your response with competitive price to start our initial cooperation.Best wishesYoursJohnAttachment：⼆、还盘(⼀)卖家回复Dear John：This is James Wang, we are home-ang international, very thanks for your kind inquiry, I will check the price and quote you as per your attachment as soon as possible.I will send email with FOB price this afternoon.Thanks for your kind inquiry again.Best wishesYoursJames Wang（⼆）卖家报价Dear John:Thanks again for your inquiry.the price what you need is closed in this attachment. Please kindly check attachment for information.any questions, please feel free to contact me in any time, thanks.Looking forward to our initial cooperation.Best wishesYoursJames WangAttachment：HOME-ANG INTERNATIONAL TRADING ILDQUOTATION LIST三、还盘（⼀）买家Dear James：Thanks for your quotation. I have checked price of your offer with my partner, we think the shirt and the shirt price maybe OK. But the shoes price is pretty high.Please recheck it, and quote me a good priceBest wishesYoursJohn（⼆）卖家Dear John：Good day, thanks for you reply.I recheck with my finance department, it is really due to material rise a lot since this April, so we have to increase price of shoes a little.Even that, I still would like to offer you a discount.How about shoes unit price as : 41#: 24.7 USD; 42# 22.6 USD; 43 #: 20.9 USD;Looking for your reply again, Hope these renewing can meet your target.Best wishesYoursJames Wang（三）买家Dear James：Thanks for your renewing offer.But I nearly can’t tell apart you have reduce the price. The price what my other supplier offer me as :41#: 23.1 USD; 42# 21.5 USD; 43 #: 19.2USD;Best wishesYoursJohn（四）卖家Dear John：Thanks for your reply again.I want to get your understand that it is true that some supplier can offer price less than what I quote. But our company never reduce our quality to make a lower price. Because in UK, you don’t have to bring 1 USD down, but you need to lift 0.1% of quality UP. If you want to get price of “41#: 23.1 USD; 42# 21.5 USD; 43 #: 19.2USD”, we can operation. But I suggest we can make deals in a proper price with high quality, it will do favor to your long-term business.How do you think? Looking forward to your kind reply.Best wishesYoursJames Wang四、接受（⼀）买家Dear James：After I discuss with my partner, I decide to accept your price renewing.Please make PI according to our email information with your payment route.Also , we hope you can cut production leading time to 25 days, if available, please note it in PI, if not available, please try your best to cut leading time.Best wishesYoursJohn（⼆）卖家Dear John：Very thanks for your kind understandingI will make PI as per renewing price information.Also I can reduce leading time to 30 daysI will send PI with signature as soon as possible.Best wishesYoursMike。
发盘、还盘、接受范文详细_中英实训4
1. InquiryDear sir,I need your quotation for 425g canned mushroom including packaging/deliverytime/price term is CIF/port of destination: Denmark. Thanks in advance.Best regards1.询问先生您好，我需要你的425克罐装蘑菇，含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!2. 发盘先生您好，上个月20号我们也收到了蘑菇罐头的询问。
按您的要求，我们的价格如下：项目名称：蘑菇罐头包装：正常的出口与采购商的品牌棕色纸箱数量：1700箱/集装箱价格：$ 7.80 CIF丹麦付款条件：即期信用证交货日期：不迟于30/12/2013有效期：27/10/2014如有任何疑问，请随时联系我。
2.OfferDear sir,We well received your inquiry in canned mushroom dated on 20th last month. According to your requirement, we quote the price as below:Name of item: canned mushroomPackaging: normal exp ort brown carton box with buyer’s brandQuantity: 1700 ctn /containerPrice: us$7.80 CIF DenmarkPayment terms: L/C at sightDelivery date: no later than 30/12/2013Term of validity: 27/10/2014If any question, please feel free to let me know.3. Counter OfferThank you so much for your offer, but after we carefully studied, we found your price is too high. We know that your goods are in high quality in comparison with the same items produced in Europe. However, your price is 5%-10% higher. So we do hope you kindly reduce the price approximately 5%, say $7.30/ctn. I believe this concession should be acceptable by you.Best regards3. 还盘谢谢你提供的发盘，但经过我们仔细研究，我们发现你方价格太高，我们知道您的商品质量高，与欧洲同类型产品价格相比，你的价格高出5％-10％。
外贸建立联系、询盘、发盘、还盘、收盘(精)
建立联系信件：Dear Miss,We owe your name and address to the Commercial Counselor’s Office(商务顾问的办公室) from alibabba that you are in the market for silk. We avail ourselves of this opportunity to approach you for the establishment of trade relations with you.In our trade with merchants（客商） of various countries, we always adhere（坚持）to the principle of equality and mutual benefit.（平等互利） It is our hope to promote,（促进） by joint efforts, both trade and friendship to our mutual advantage. We look forward to receiving your enquiries soon.Yours faithfully,Miss Wang.询盘：Dear Miss WangWe are interested in your silk and shall be glad if you will send us a copy of your illustrated catalogue(插图的商品目录) and current price list.（价格列表）Yours sincerely,Susan BlockManager发盘：Dear Ms Block,We welcome you for your enquiry of silk and thank you for your interest in our commodities.(商品) We are enclosing some copies of our illustrated catalogues and a price list giving the details you asked for.We trust that you will agree that our products and price appeal to the most selective buyer. And we also allow a proper discount according（根据适当的折扣）to the quantity ordered. Thank you again for your interest in our products. We are looking forward to your order and you may be assured that it will receive our prompt （提示）and careful attention.Yours trulyMiss wang还盘： Dear Miss Wang,Thank you so much for your offer,but after we carefully studying,we found your price is too high,we know your goods are in high quality,compare with the items which produce inChina.your price are higher than your competitor 5%-10%.so,we do hope you kindly reduce the price approximately 5%.I think this concession should be acceptable by you. Best regardsBlock接受：Dear Block,We received your letter dated on28/5/2012 with many thanks. after our careful consideration,we decided to accept the following offer.Please send your s/c to us.hoping that we have a good start and do long-term business in the near future.Best regardsWang。
项目四 交易磋商(询盘、发盘、还盘与接受)_5635
（4）8月15日中方给对方发了份再还盘的信函希望对方接受上次报价 。现在请以中国好吃点苦杏仁公司的业务员身份给丹麦公司发份再
• （一）询盘
四、案例解析
• （二）发盘
四、案）还盘
五、实训题
通过以上内容的学习，我们就可以做以下的实训练习了。
实训一
中国AGD公司与美国商行Lawson Company达成的帆布木折叠椅交易如 下： （1）2005年10月10日美国商行接到中国AGD公司10月5日的信函，表 示对中国工艺品感兴趣，想了解中国AGD公司能提供何种帆布木折椅。 采购量很大。希望中国AGD公司寄去可供出口的帆布木折椅的照片和价 目表。现请以美国商行Lawson Company的业务员身份给中国AGD公司 拟份询盘函。
（2）8月2日中方的报价如下：50公吨苦杏仁，2005年产大陆货，每 公吨1450美元，奥登色到岸价，包括2%佣金，8.9月份船运，在哥 本哈根转船费用包括在报价内。按发票额110%投保综合险和战争 险。其他条款与往常一样，但是以对方的接受函不迟于北京时间8 月15日到达为条件，现在请以中国好吃点苦杏仁公司业务员的身份 给对方发封发盘函。
三、操作指南
（一）询盘 1．询盘 2．如何撰写规范 的询盘 3. 询盘函样例
（三）还盘
•1．还盘 •2．如何撰写规范的还 盘函
Title
（二）发盘 •1．发盘 •2．如何撰写规范的发盘 •3. 发盘函样例
（四）接受 •1.接受 •2.写好一封接受盘应 该注意的事项
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Translation
1. 为了使你方对我方经营手工艺品有个大概了 解，今航寄目录和一些样品以供你方参考。
In order to give you a general idea of our handicrafts we carry/handle, we are sending you by airmail a catalogue
Useful Expression
3.我方在贸易界有良好的关系，对这类产品的进 口富有经验。
We have excellent connections in the trade and are fully experienced in the import business for this kind of product.
Referring to your letter of December 2, 2003, we are glad to learn that you wish to enter into trade relations with our corporation in the line of textiles.
and some samples for your reference.
Translation
5. 在我方接到贵公司的具体要求后将寄去报价和样品。
Quotations and samples will be sent to you upon receipt of your specific enquires.
Useful Expression
6. 相信我们会达成此笔交易。
We are certain that business can be consummated between us. 7.为使贵方对我方所经营的产品有所了解，今特随函 附寄产品目录及价目表，以供贵方参考。 We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.
a range of pamphlets for your reference.
Useful Expression
1.我方在贸易界有良好的关系，对这类产品的进 口富有经验。
We ha and are fully experienced in the import business for this kind of product.
importers of electric and electronic equipment.
2. 为了给贵方一个我们产品的总印象，我们将另函寄给你们 一份最新产品目录以及一套小册子，供你们参考。
To give you a general idea of our products, we are sending you, under separate cover, our latest catalogue together with
Useful Expression
1. 为了便于贵公司了解我公司的罐装食品，我方 将通过航空邮件寄去最新的产品目录。 In order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue.
Useful Expression
1. 从我国驻贵国大使馆商务参赞处获悉，贵公司是 电器和电子产品的主要进口商之一。
We have learned from the Commercial Counselor’s office of our Embassy to your country that you are one of the leading
Useful Expression
1. 相信我们会达成此笔交易。 We are certain that business can be consummated between us.
2. 为使贵方对我方所经营的产品有所了解，今特随函 附寄产品目录及价目表，以供贵方参考。
We are enclosing a catalogue and a price-list for your reference, so that you may acquaint yourselves with some of the items we handle.
2. 在我方接到贵公司的具体要求后将寄去报价和样品。
Quotations and samples will be sent to you upon receipt of your specific enquires.
Useful Expression
1. 按照贵公司要求，我方将通过航空邮件将寄去 商品目录和一套小册子供贵公司参考。
Useful Expression
4. 为了便于贵公司了解我公司的罐装食品，我方 将通过航空邮件寄去最新的产品目录。
In order to give you a general idea of our canned goods, we are sending you by separate airmail a copy of our latest catalogue.
In compliance with your request, we are sending you by air a catalogue together with a range of pamphlets for your reference.
2. 收到贵公司2003年12月2日来函，我方非常高兴地 知道贵公司有意和我方在纺织产品方面开展贸易合作。