出口发盘_还盘_接受
商务函电-询盘、还盘、发盘、接受
商务函电美国沃尔玛公司VS平武县香叶尖茶叶有限公司姓名：学号：班级：Inquiries(询盘)Tony SmithFifth Avenue in ManhattanNew YorkNovember 1, 2013Mr. Luo,GuangzhouDear Sirs,We learned from your advertisement home that your company is a large exporter of green tea, such as Fragrance Tips Tea, Qiang Village Green Tea, Pingwu Green Tea and so on. We are looking for a tea vendor as part of our long-term partners. We will be much appreciated if you could send us a copy of your product catalogue or samples together with a price list, and could also inform us your delivery period, terms of payment and packaging specifications. If your product is competitive, we will offer you a large number of orders.We are looking forward to your early reply.Yours faithfullyTony SmithChief SellerOffers(发盘)LUO17F, Citic TowerGuangzhou, ChinaDecember 3, 2013Tony SmithNew YorkDear Sirs,We welcome your enquiry of December 1 and thank you for your interest in our green tea products. A copy of our illustrated catalogue and price list is being sent to you today, with samples of our products.Per 50 boxes is packed by a plastic trunk. The order of 10 trunks is at least. The payment of irrevocable L/C at sight or T/T is accepted and we deliver the goods within 20 days if your order on more than 100 trunks. The offer remains open for 45 days. Our account is******, Bank of China and USD or RMB is accepted.If you have more questions, please contact us freely and we will reply you as soon as possible.Yours faithfullyLUOChief BuyerCounter offers(还盘)Tony SmithFifth Avenue in ManhattanNew YorkNovember 4, 2013Mr. Luo,GuangzhouDear Sirs,We are please to get your offer on December 3. We can accept all terms except for the date of delivery.We are willing to place the order immediately if the date of delivery term is no more than 10 days.Yours faithfullyTony SmithChief SellerAcceptable(接受)Tony SmithFifth Avenue in ManhattanNew YorkNovember 4, 2013Mr. Luo,GuangzhouDear Sirs,Form the samples sent us on November 3, we have made selection, and have the pleasure of handing you the following order, which we commend to your immediate and best attention, viz:Fragrance Tips Tea /Sample A,Specification: Green TeaPrice: 50 RMB per box,Packing: 50 boxes packed by plastic trunk,Amount: 30 trunks.Qiang Village Green Tea /Sample B,Specification:Green TeaPrice:55 RMB per box,Packing: 50 boxes packed by plastic trunk,Amount: 30 trunks.Delivery Date & Carrier:November 30, Maersksealand.Payment: Irrevocable L/C at sight, negotiated against the bill of lading, opened by Bank of China GuangzhouArbitrate:Stockholm.Please kindly notice us as you dispatched the goods.Yours very trulyTony SmithChief Seller。
交易磋商 外贸必备
第一章进出口交易磋商一、名词解释1. 发盘2. 询盘3. 还盘4. 接受5. 逾期接受二、填空题1．交易磋商的形式分为（1）和（2）两种，磋商的一般程序分（3）、（4）、（5）、（6）—四个环节，其中（7）和（8）是不可缺少的环节。
2．贸易合同的书面形式主要分为（9）和（10）两种，其基本内容分为（11）、（12）和（13）三部分。
3. 发盘在法律上称为（14），买方做出的发盘通常成为（15）。
4．按公约规定：“有关货物的（16）、（17）、（18）和数量，（19）与地点，（20）或解决争端等等的添加或不同条件，均视为实质上变更发盘的条件。
5．按照公约的解释，发盘于（21）时生效。
一项发盘在尚未送达受盘人之前是可以阻止其生效的，这叫（22）。
6．接受在法律上称为（23）。
关于接受何时生效的问题，公约采纳的是（24）的原则，英美法系实行的是（25）的原则。
7．公约规定，接受可以撤回，只要撤回的通知于（26）。
8．一项发盘一旦被对方无条件地表示接受，就意味着合同成立，因此接受是（27）撤销的。
三、判断题1．每笔交易都必须经过询盘、发盘、还盘和接受四个环节。
2．发盘对发盘人无约束力。
3．邀请发盘对发盘人是没有约束力的。
4．发盘须明确规定有效期，未明确规定有效期的发盘无效。
5．买方来电表示接受卖方发盘，但要求将D/P60天改成D/A60天，卖方缄默，此时合同成立。
6．不可撤销的发盘是不可撤回的。
7．发盘的撤回通知的目的是阻止发盘生效。
8．凡是逾期送达要约人的承诺，只要要约人缄默，合同即告成立。
9．在国际贸易中，发盘是卖方作出的行为，询盘是买方作出的行为。
10.公约规定，口头合同与书面合同具有同等的法律地位。
11．根据《公约》规定，只要在发盘中规定货物并明示或暗示其数量和价格，就是内容“十分确定”。
12．《公约》规定，除非另有规定，口头发盘必须立即接受有效。
13．《公约》规定，发盘于投邮时生效。
14．还盘如果内容十分确定可视为一项新的发盘。
出口发盘还盘接受
“出口发盘操作指南出口商平时会在两种状况下拟写发盘函：一是直接向客户发盘，二是在收到客户询盘后作出回复。
由于场景不同样，两者的拟写技巧也有所差异。
前者要多考虑发盘的完满性和吸引力；后者那么要侧重针对性，必定以对方感兴趣或吻合对方要求的商品货号为中心，做到有的放矢。
比方，对方在询盘函中已言明需要马上出运的商品，那么对于那些库存断档的商品再做激励性介绍，生怕奏效也甚微。
完满正确地拟写发盘函可以防范争议，有利于缩短交易磋商的时间，赶忙达成协议。
一般而言，一封标准的发盘函应包括以下三方面内容：一、正确说明各项主要交易条件Clearly state the terms of trade这里所指的主要交易条件，一般包括品名规格、价格、数量、包装、装运、付款、保险等七大概件。
比方：★ For the Fancy Brand AGT-4 Garment sewing machine， the best price isUSD78.00 per set FOB Shanghai.★The minimum quantity is one 20 ’FCL and with the purchase of two or more containers，the price is reduced by 2％.★All these blankets are packed in plastic bags with Zip of l piece each，20 pieces to a carton.★Delivery is to be made within 45 days after receipt of order.★Our usual terms of payment are by confirmed irrevocable L ／ C available by draft at sight.★The insurance shall be effected by the seller covering the invoice value plus l0% against Institute Cargo Clauses〔 A〕 .二、声明此发盘的有效期及其他拘束条件Specify the validity of your offer为了防范今后的争议或是敦促对方早下订单，我们平时会在发盘函中明示该报价的有效期，或指出其有效的条件。
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。
进出口贸易术语
贸易是指国家之间或地区之间进⾏的货物交易。
⼀笔贸易的完成需要经历许多步骤。
其中贸易洽谈就包括询盘、发盘、还盘、接受等过程。
洽谈成功后货物的发送、贷款的⽀付也是⼀个复杂烦琐的过程。
对贸易术语的准确掌握有助于贸易的顺利完成。
常见的贸易术语有： 贸易顺差、贸易逆差； 询盘、发盘、还盘； 贸易许可证； 索赔、理赔； CIF，CFR，CPT等等。
贸易是经济全球化环境下最常见的经济现象，⼏乎没有⼀个国家的经济是封闭式的。
中国每年的贸易额都在持续增长。
中国最主要的出⼝产品为纺织品、茶叶、农副产品等。
主要进⼝产品为粮⾷、⾼附加值⼯业品和⼀些⾼新技术产品。
英： C.W.O. Cash With Order， the cost of an item must accompany the order.C.O.D. Cash On Delivery， the cost of an item will be paid when the item is delivered. In stock Goods and materials that a company has available for immediate sale and delivery. Inventory The quantity of goods and materials on hand （in stock）。
Also， a detailed， itemized list， report， or record of products in a company‘s possession， produced from a survey of all goods and materials in stock. Backlog A reserve supply or an accumulation of unfilled orders. Waybill A document giving details and instructions relating to a shipment of goods. Shipping date The date that an order actually starts moving toward a destination. Price quote An officially stated price for goods. List price A basic published or advertised price. Discount A reduction from the full or standard amount of a list price. Shipment Act or instance of shipping goods， or a quantity of goods that are shipped together. Bill of lading A document issued by a carrier to a shipper， listing and acknowledging receipt of goods for transport and specifying terms of delivery. Invoice A detailed list of goods shipped or services rendered， with an account of all costs； an itemized bill. Receipt A written acknowledgment that a specified article， sum of money， or shipment of merchandise has been received. Irrevocable Letter of Credit Method of payment most commonly used for imports. The exporter is assured payment when they ship the goods， and the importer is assured that the goods have been dispatched according to their instructions. Shipping documents Documents that an exporter receives from the shipping company.The following terms are often used for price quotes in foreign trade： FOB Free On Board - price includes all costs of goods on a ship or aircraft whose destination is stated in the contract. CIF Price includes Cost， Insurance， Freight to a named port of destination in the buyer‘s country. CIP Price includes cost of goods， Carriage （freight）， and Insurance Paid by container to a named destination in the buyer‘s country. Common carrier Common means of shipping， can be transport truck， barge， ship ， or train. 中： 订货付现 货款与订单⼀起交付。
交易四个环节
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。 在国际贸易业务中，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：
PLS kindly pay attention to the fact that we have not much ready stock on hand. Therefore, it's very important that your L/C should be opened in an earlier date if our price meets with your approval.
模拟四 询盘、发盘、还盘与接受
Quantity Unit Price Amount From/ To Time of shipment Terms of payment Insurance Packing We are looking forward to receiving your acceptance at
模拟四 询盘、发盘、还盘与接受
（二）法律上的表述:
2、根据《公约》的规定,受盘人对货物的价格、付款、 品质、数量、交货时间与地点、一方当事人对另一方 当事人的赔偿责任范围或解决争端的办法条件提出添 加或更改,均作为实质性变更发盘条件。所以,还盘不 一定是还价,对付款方式、装运期等主要交易条件提出 不同的建议,也都属于还盘。
模拟四 询盘、发盘、还盘与接受
一、网上询盘
（二）交易过程中的两种特殊情况 :
①如果发出询盘的一方,只是想探询价格,并希望对方 开出估价单,则对方根据询价要求所开出的估价单,只 是参考价格,它并不是正式报价,因而也不具备发盘的 要件。
②网上询盘不是每笔交易必经的程序,如交易双方彼此 都了解情况,不需要向对方探询成交条件或交易的可能 性,则不必使用询盘,可直接向对方做出发盘。
ENQUIRY Date TO Please offer the following goods according to the
under-mentioned terms and conditions: Commodity Specification
Quantity Price From/ To Time of shipment Terms of payment Insurance Packing We are looking forward to receiving your best
国际贸易询盘发盘还盘接受范文
国际贸易询盘发盘还盘接受范文**英文部分**Dear [Recipient],We are writing to express our keen interest in the products mentioned in your recent catalog. Specifically, we are interested in purchasing [Product Name] in bulk quantities for our upcoming seasonal promotions.We would like to receive a detailed quotation for the following specifications: [Specific Product Details]. Additionally, please provide information on the available payment terms and shipping options.We are also interested in exploring the possibility of long-term partnerships and would appreciate it if you could share any special offers or discounts that might be available for larger orders. Looking forward to your prompt response and hope to establish a mutually beneficial business relationship with your esteemed company.Sincerely,[Your Name][Your Company Name]**中文翻译**尊敬的[收件人]：我方对贵公司最近的产品目录中所提及的产品表示浓厚兴趣。
出口贸易的基本流程
出口贸易的基本流程出口贸易的一般步骤是：（1）交易前的准备阶段；（2）交易磋商、订立合同阶段；（3）组织货源阶段；（4）履行合同、处理争议阶段；（5）核算效益、总结得失阶段。
一、交易前的准备阶段这一阶段要完成的主要工作是：行情调研和制订方案。
（一）行情调研行情调研为了获得与贸易有关的各种信息。
通过对信息的分析，得出国际市场行情特点，判定贸易的可行性并进而据以制定贸易计划。
行情调研围和容包括：经济调研；市场调研；客户调研。
1．经济调研经济调研的目的在于了解一个国家或地区的总体经济状况、生产力发展水平、产业结构特点、国家的宏观经济政策、货币制度、经济法律和条约、消费水平和基本特点等。
总之，是对经济大环境有一个总体的了解，预估可能的风险和效益情况。
对外贸易总是要尽量与总体环境好的国家和地区间开展。
2．市场调研市场调研主要是针对某一具体选定的商品，调查其市场供需状况、国生产能力、生产的技术水平和成本、产品性能、特点、消费阶层和高潮消费期、产品在生命周期中所处的阶段、该产品市场的竞争和垄断程度等容。
目的在于确定该商品贸易是否具有可行性、获益性。
3．客户调研客户调研在于了解欲与之建立贸易关系的国外厂商的基本情况。
包括它的历史、资金规模、经营围、组织情况、信誉等级等其自身总体状况，还包括它与世界各地其他客户和与我国客户开展对外经济贸易关系的历史和现状。
只有对国外厂商有了一定的了解，才可以与之建立外贸联系。
我国对外贸易实际工作中，常有因对对方情况不清，匆忙与之进行外贸交易活动而造成重大损失的事件发生。
因此在交易磋商之前，一定要对国外客户的资金和信誉状况有十足的把握，不可急于求成。
调研信息的主要来源有：（1）一般性资料，如一国官方公布的国民经济总括性数据和资料，容包括国民生产总值、国际收支状况、对外贸易总量、通货膨胀率和失业率等。
（2）国外综合刊物。
（3）委托国外咨询公司进行行情调查。
（4）通过我国外贸公司驻外分支公司和商务参赞处，在国外进行资料收集。
进出口英语函电2
Dear Sirs, In reply to your letter of July 14, we are giving you an offer, subject to your reply here by 5p.m.our time, Tuesday, August 5, as follows: Commodity: Electronic Calculators Specifications: As per attached list Quantity: 3,000 pieces Price: US$9.00 net per piece CIF Lagos
报价有效期常用表达法： 1.we offer firm /give/make you an offer subject to your reply/acceptance reaching us/here by/not later than)+date 2.we offer firm for acceptance in our hands by date 3.this offer is firm/valid for （具体天数） three days this offer must be withdrawn if not accepted within seven days（具体天数）
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。
询盘发盘还盘接受范文
询盘发盘还盘接受范文在国际贸易中，询盘、发盘、还盘和接受是非常重要的环节。
正确的询盘发盘还盘方式可以为贸易双方建立起良好的合作关系，提高交易效率，降低交易风险。
下面我们就来看一下询盘发盘还盘接受的范文。
首先是询盘的范文：Dear Sir or Madam,We are interested in your products and would like to inquire about the following items:1. Product name, model, and specifications2. Price per unit and minimum order quantity3. Payment terms and delivery time4. Quality assurance and after-sales service5. Any available discounts for bulk ordersWe would appreciate it if you could provide us with detailed information as soon as possible. We are looking forward to establishing a long-term business relationship with your company.[Your Name][Your Company Name][Contact Information]接下来是发盘的范文：Dear [Buyer's Name],Thank you for your inquiry regarding our products. We are pleased to offer you the following:1. Product name, model, and specifications: [Details]2. Price per unit and minimum order quantity: [Price] per unit, MOQ [Quantity]3. Payment terms and delivery time: [Terms]4. Quality assurance and after-sales service: [Details]5. Any available discounts for bulk orders: [Discounts]We believe that our products can meet your requirements and look forward to the opportunity to work with you. Please feel free to contact us if you have any further questions.[Your Name][Your Company Name][Contact Information]然后是还盘的范文：Dear [Seller's Name],Thank you for your offer. After careful consideration, we would liketo make the following counteroffer:1. Product name, model, and specifications: [Details]2. Price per unit and minimum order quantity: We propose [Price] per unit, MOQ [Quantity]3. Payment terms and delivery time: [Terms]4. Quality assurance and after-sales service: [Details]5. Any available discounts for bulk orders: [Discounts]We hope that our counteroffer is acceptable to you and look forward to your favorable response.Best regards,[Your Name][Your Company Name][Contact Information]最后是接受的范文：Dear [Buyer's/Seller's Name],Thank you for your offer/counteroffer. We are pleased to accept the terms and conditions as proposed. We believe that this agreement will be mutually beneficial and look forward to a successful collaboration.Please let us know the next steps for proceeding with the order. We are eager to get started and hope for a smooth and efficient transaction.Best regards,[Your Name][Your Company Name][Contact Information]以上就是询盘发盘还盘接受的范文，希望能够对您在国际贸易中的交流和合作有所帮助。
合同磋商的形式
或地点、赔偿责任范围或解决争端等的添 加、限制或更改。 • 非实质性变更
如要求提供某些单据或增加单据份数，提 供样品，唛头刷制等。
逾期接受问题
逾期接受在一般情况下不能视为有效的接 受，发盘人不受其约束。但下述两种情况属 于例外： ①仍《公约》第21条第1款规定：“逾期接受 有效力， 如果发盘人毫不迟延的用口头或书面形式将 此种意见通知受盘人。” ②逾《公约》第21条第2款规定：“如果载有
惯或贸易惯例和发盘人随后的行为。
发盘内容确定
《公约》第14条规定：“ … …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。”
因此只要列明货物、价格和数量三个交易条 件，即认为内容十分确定，其他条件可在合同 订立后，按双方之间已确立的习惯做法惯例或 按《公约》第三部分（货物销售）予以补充。
发盘内容完整性问题
在某些情况《下公发约》盘第可5以5条省：略如某果些合主同要已交有效易订条立件，：但 1、在双明 ，方示在“或没一暗有般示任的地何交规相易定反条价的件格表或示的规的协定情议如况中何下已确，定定双订价方格当 明。 事人应视为为已默示地引用订立合同时在有 2、引用关先贸前易的的往类来似的情函况电下或销售先的前通的常合价同格的。某 些条件。 3、买卖双方在以前的业务交往中已形成的习 惯做法。 4、“敞开价格条件”
一般交易条件
对每笔交易都适用的一套共性的交易条件， 也叫 “一般销售条件”或“一般购货条件”。
• 按经营的商品大类或品种分别拟订。 • 主要内容：
1）预防或处理争议（商检/索赔/不可抗 力/仲裁等） 2）主要交易条件的一般说明（如机动幅度、 分批与转运、保险金额\险别\适用保
外贸函电第二版-Unit-06-还盘和接受
regret that regret to do sth regret being unable to sb. be regretful that sth. be regrettable that with regret 遗憾地 e.g. 目前，我们不能介绍新的订单，为此表示遗憾。 At present, we cannot accept new orders, for which we express our regret. 使我们遗憾的是，我们认为你方价格不实际。 Much to our regret, we found your price not to be realistic.
Unit 6
Counter offer and Acceptance
询盘发盘接受还盘
询盘发盘接受还盘询盘也叫询价，是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。
询盘不是每笔交易必经的程序，如交易双方彼此都了解情况，不需要向对方探询成交条件或交易的可能性，则不必使用询盘，可直接向对方发盘。
[询盘的法律效力]在实际业务中,询盘只是探寻买或卖的可能性,所以不具备法律上的约束力,询盘的一方对能否达成协议不负有任何责任。
由于询盘不具有法律效力,所以可作为与对方的试探性接触,询盘人可以同时向若干个交易对象发出询盘。
询盘的分类（1）买方询盘是买方主动发出的向国外厂商询购所需货物的函电。
在实际业务中，询盘一般多由买方向卖方发出。
①对多数大路货商品,应同时向不同地区、国家和厂商分别询盘，以了解国际市场行情，争取最佳贸易条件②对规格复杂或项目繁多的商品，不仅要询问价格，而且要求对方告之详细规格、数量等，以免往返磋商、浪费时间.③询盘对发出人虽无法律约束力，但要尽量避免询盘而无购买诚意的做法,否则容易丧失信誉。
④对垄断性较强的商品，应提出较多品种，要求对方一一报价，以防对方趁机抬价。
(2)卖方询盘是卖方向买方发出的征询其购买意见的函电。
卖方对国外客户发出询盘大多是在市场处于动荡变化及供求关系反常的情况下，探听市场虚实、选择成交时机,主动寻找有利的交易条件。
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”。
交易一方欲购买或出售某种商品而向对方提出交易条件,表示愿意按此达成交易的行为。
通常由卖方提出，也可由买方提出（又称作递盘)。
有实盘和虚盘两种.实盘是发盘人承诺在一定期限内,受发盘内容约束，非经接盘人同意，不得撤回和变更；如接盘人在有效期限内表示接受，则交易达成，实盘内容即成为买卖合同的组成部分.一个完整的实盘应包括明确肯定的交易条件，如商品名称、规格、数量、价格、支付方式、装运期等，还应有实盘的有效期限并应明确发盘为实盘。
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.2008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XXX2008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：2008年12月分批装运：不允许转船：允许敬候佳音。
Japan Smith Co.，Ltd.2008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。
非常感谢贵方对我方的产品的赏识，我们的价格低于国际市场上同类产品，很有竞争性。
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％。
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出口发盘操作指南出口商通常会在两种情形下拟写发盘函：一是直接向客户发盘，二是在收到客户询盘后作出答复。
由于场景不同，两者的拟写技巧也有所区别。
前者要多考虑发盘的完整性和吸引力；后者则要注重针对性，必须以对方感兴趣或符合对方要求的商品货号为中心，做到有的放矢。
例如，对方在询盘函中已言明需要立即出运的商品，那么对于那些库存断档的商品再做激励性介绍，恐怕收效也甚微。
完整准确地拟写发盘函可以避免争议，有利于缩短交易磋商的时间，尽快达成协议。
一般而言，一封规范的发盘函应包括如下三方面内容：一、准确阐明各项主要交易条件Clearly state the terms of trade这里所指的主要交易条件，一般包括品名规格、价格、数量、包装、装运、付款、保险等七大要件。
例如：★For the Fancy Brand AGT-4 Garment sewing machine，the best price isUSD78.00 per set FOB Shanghai.★The minimum quantity is one 20’ FCL and with the purchase of two or more containers，the price is reduced by 2％.★All these blankets are packed in plastic bags with Zip of l piece each，20 pieces to a carton.★Delivery is to be made within 45 days after receipt of order.★Our usual terms of payment are by confirmed irrevocable L／C available by draft at sight.★The insurance shall be effected by the seller covering the invoice value plus l0% against Institute Cargo Clauses（A）.二、声明此发盘的有效期及其他约束条件Specify the validity of your offer 为了防止日后的争议或是敦促对方早下订单，我们通常会在发盘函中明示该报价的有效期，或指出其有效的条件。
例如：★This offer is valid for ten days.★For acceptance within two weeks.★Subject to reply here 20th Oct. ourtime.★This quotation is effective whi1e stocks last.★This offer is subject to our final confirmation.★This offer is subject to our prior sales.三、鼓励对方订货并保证供货满意Encourage sb to place an order 发盘的目的是为了获得订单，所以我们通常会以一些鼓励、刺激对方下订单的语句来结尾。
例如：★We hope you wil1 agree that our prices are very competitive for these good quality clothes，and we look forward to receiving your initial/trial order。
★As we have been receiving a rush of orders now，we would advise you to place your order as soon as possible.★This favorite offer wiI1 not berepeated for some time，and we accordingly look forward to an early order from you。
★Any orders you place with us will be processed promptly.四. 当然，在适当的情况下，我们也可对产品的优点作进一步的阐述和强调。
若是在收到对方询盘后进行发盘，我们通常还需要在信的开头首先对对方的来函表示感谢，并针对询盘函中提出的其他问题做具体回复。
总之，由于发盘函是具有法律约束力的，我们必须特别注重其准确性和完整性。
虽然发盘函又称为报价信，但其内容决不仅仅是价格，而应包括足以明确该交易的各项主要条件。
信函举例：鸿运贸易公司HONG YUN TRADING CORPORATION====================================== ================================= ADD.: 12TH FLOOR, BING HAI BUILDING ,TEL: 86-532-88654922198 HONGKONG ROAD,FAX: 86-532-88654932QINGDAO, CHINA================================== ================================== ===DT: July 1th, 2008TO: SUNISKY & CO. A/S FAX: （01）20 11 90Dear Sirs,Thank you for your letter inquiring for our Hao Hai Zi Brand Children’s Bicycles. Based on your requirement, we are glad to inform you that we can supply CH601 and CHM650 children’s bicycles with the favorable quotation as bellow: HAO HAI ZI BRAND CHILDREN’S BICYCLE:CH601 USD69.17 per set CIFC5 New York 600 SETSCHM650 USD74.49 per set CIFC5 New York 600 SETSAvailable colors: blue; green; red; purple; white. Packing: To be packed in cartons of one seteach, 120 cartons to a 40'container. Shipment: Shipment is effected during September on the condition that the relevant L/C arrives by the end of August.Payment: Payment shall be made by an Irrevocable Sight Letter of Credit for full contract value through a bank acceptable to the Seller.The above quotation is valid within 7 days.You will find that the prices quoted are very reasonable and in case you need more information, we shall be only too glad to answer you at any time. We are looking forward to receiving an order from you.Yours faithfully,HONG YUN TRADING CORP.MANAGERXXXSUNISKY公司收到我公司的发盘函，对价格提出了异议，希望能够降低报价. 还盘如下： SUNISKY & CO. Ltd,USA TO: HONG YUN TRADING CORP. FAX:86-532-88654932DT: June 29th, 2008Dear Sirs,We are glad to receive your letter, together with your quotation.After studying your quotation, we have to say that your prices are unacceptable. The market price for children’s bicycles are falling here, meanwhile, we have received many quotations recently and some of which are about 10% lower than yours. May we suggest that you find a better supplier and lower our cost. To speed up our business, we can tell you that the highest prices we can accept are as follows:CH 601 USD62.00 per set CIFC5 NEWYORK CHM 650 USD68.00 per set CIFC5 NEWYORKBy the way, we can accept your trade terms listed in your letter except the terms of payment. We can only accept payment by L/C at 30 days sight.Please take these matters into serious consideration and give us your favorable reply with the least possible delay.SUNISKY & CO. Ltd,USAManagerxxx根据美国客户的还盘，鸿运公司业务员进行了还盘核算：还盘核算1.客户还价后的利润额和利润率：总货款收入= (62×600+68×600)＝78000×8.25＝643500（元）实际总成本= 购货总成本－总退税收入=（210×600+250×600）－（210×600+250×600）÷（1+17%）×9%=276000－21230.7692 =254769.2308（元）业务费用=1200×10+500+1000+650+50+800+2000+1000＝18000（元）出口运费= 3935×10×8.25＝324637.50 （元）出口保费=643500×110%×0.9%＝6370.65 （元）客户佣金=643500×5%=32175（元）利润总额＝货款收入－实际成本－业务费用－出口运费－出口保费－客户佣金= 643500 - 254769.2308 - 18000 - 324637.50 - 6370.65 - 32175= 7547.6192利润率＝7547.6192/643500 = 1.17%2. 经客户还价后，设出口商应掌握的国内供货价格（含税）为x：利润总额＝货款收入－实际成本－业务费用－出口运费－出口保费－客户佣金CH601:6%×62×600 =37200-X×600(1-1/1.17×9%)-9000-3935×5×8.25 -37200×110%×0.9%-37200×5%X = 178.36(元人民币)CHM650：68×(1－5%－6%－110%×0.9%)－32.7917－1.8182] ×8.25=[X－X/(1+17%)×9%]25.2369×8.25＝0.9231X 208.2344＝0.9231XX ＝225.55（元）3.再次报价：CIFC5：CH601为X：销售收入-预期利润=（购货成本－退税收入）＋业务费用＋运费＋保费＋佣金X×600(1- 6%)=（210×600×（1-1/1.17×9%）+ 9000 + 3935×5×8.25 + 37200×110%×0.9% +37200×5%X = 66.02(美元)取整报价为YE803：US$ 66.00 per set;同理：CHM650:[(250-19.2308+15)/8.25+32.7917]/ (1－110×0.9%－5%－6%)=[29.7902+32.7917]/0.8801 =71.11取整报价为TE600: US$ 71.00 per set.并将此报价还盘给客户，客户在收到我公司的第二次报价后，立即做出了恢复，接受此次保价。