外贸函电-报盘
外贸函电询盘例文、报盘例文(课后练习)(精)
一、询盘例文敬启者：我们是最大的家具进口商之一，现对转椅（Swivel Chairs）感兴趣。
盼望贵公司早日报来温哥华CIF最低价，说明支付条件、最早交货期及可供数量。
如有产品目录，也请寄来两份。
如果报价合理，我们将大量订购如蒙早日回复，将不胜感激。
此致北京长城进出口公司加拿大温哥华东方贸易公司经理John Smith2010年5月Orient Trading Co. Vancouver, CanadaMay 10,2010Beijing Great Wall Imp.& Exp. Corp.Dear Sirs,Re: Swivel ChairsWe are one of the largest importers of furniture. At present we are interested in Swivel Chairs and would appreciate your giving us the lowest price CIF Vancouver, the earliest time of delivery and quantities available. Please also send us two catalogues if available. If your price is reasonable, we will place a large order.We are looking forward to your early reply.Best regards,John SmithOrient Trading Co. Vancouver, Canada一、报盘例文敬启者：感谢您5月21日的询盘。
我方现报盘如下，此报盘须经本公司最后确认方为效。
品名：110号， 111号转椅颜色：黑色、棕色和金色价格：货号110,每把100美金，CIF旧金山价货号111,每把95美金，CIF旧金山价装运：2007年8月19日付款：电汇请注意，我方不提供佣金，但对超过1000把转椅的订货给予5%的折扣。
外贸必学：报盘函电
读书破万卷，下笔如有神
外贸必学：报盘函电
按照这些条件与对方达成交易、签订合同的一种肯定表示。
构成一项法律上有效的发盘，必须具备报盘是指买卖双方的一方（发盘人）向对方（受盘人）提出各项交易的条件，并愿下面四个条件：（1）向一个或一个以上的人提出；（2）表明承受约束的意旨；（3）内容必须十分确定；（4）送达受盘人。
另外，发盘是有有效期的。
发盘在被接受之前并不产生法律效力，可在一定条件下于任何时候被终止。
拟制发盘函电的基础是知已知彼，心中有数，做到上进有确，策略得当，创造有利因素，争取成交的主动权。
请参照以下的选范文。
范文1：交易条件报盘范文2：虚盘
范文3：调整价格报盘范文4：实盘
范文5：调价实盘范文6：解释报盘
范文1 交易条件报盘
____________：
永久牌自行车报价
感谢你方11 月10 日有关永久牌自行车的询盘函。
我们现出各种牌号的自行车，其中永久牌自行车与凤凰牌自行车最出名，这此产品在国外需求量大。
因此，存货正迅速减少。
我们的自行车不仅重量轻，而且因价格合理而受到欢迎。
我们确信一旦你们试用了我们的自行车，就会大量续定。
根据你方要求，我们现报价如下：
20 英寸男式每辆25 美元
20 英寸女式每辆27 美元
26 英寸男式每辆27 美元
好记性不如烂笔头。
外贸函电-第三章(询盘和报盘2014)
Dear Sirs, We learn from Messrs. Johnson Co. of Singapore that you are producing for export handbags in a variety of natural leathers. There is a steady demand here for handbags of high quality and although sales are not particularly high, good prices are obtained. Will you please send us a copy of illustrated catalogue for handbags, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the handbags are made. Yours faithfully,
具体询盘
例 2：
Dear Sirs We are pleased to advise that some of our prospective customers are interested in the Flying Pigeon Brand Bicycle and have requested us to approach you for quotations. Please let us know the unit price and on what terms of payment you are able to supply 1,000 Flying Pigeon Brand Bicycles. If your price is attractive and time of delivery acceptable, we have confidence in securing an order for you. Please quote 1,000 Flying Pigeon Brand Bicycles CIF Singapore stating your terms of payment and time of shipment. We are looking forward to your favourable reply. Yours sincerely 《
外贸函电之询盘、报盘与还盘
The following structure may be referred to in writing an enquiry:
1. State the source of the information and make a selfintroduction at the beginning of the letter.
New Words and Expressions
1.enquire /inquiry v. 询价，询购，询问 inquire for/about sth. 询购某种商品 *Thank you for your letter of September 1 inquiring for 3,000 m/ts Northeast Rice. 感谢你方九月一日询购三千公吨东北大米的来信。 *The ladies’ pyjamas you are inquiring for are now out of stock. 你方现询价的女士睡衣没货。 *We are inquiring about the supply of sugar and coffee. 我方正在询购糖和咖啡的货源。
*This offer is subject to your reply here within seven days. 此盘以7天内 回复为有效。
外贸英语函电报盘范文
外贸英语函电报盘范文一、求外贸函电关于“重新报盘”的英文范文Dear Mr.***/Ms.***,Thank you very much for your reply.Regarding to your request of some discount of our offer,i have confirmed with my boss（你也可以说其他人员）about that,and we replied your request as following:In consider of our good cooperation and your help for long time, we agree to give you one percent（或者更多，视产品利润和对方关系亲疏而定）discount if you order *** as we request.I think you can see our sincerity from this discount.You see,we always give you our best price and best quality.I wish this offer can satisfy you.Waiting for your prompt reply soon.Best regards.（署名）(二、外贸英语函电翻印wehavereceivedyourletterdated23we have received your letter dated 23 July requesting us to effect insurance on the captioned for your account. 我方已经收到贵方于7月23号的信件，信件中要求我方以贵方帐户，为标题中提到的货物投保.we are pleased to inform you that we have covered the above shipment with the peoples insurance company of Chian against ALL Risks for $2300.The policy is being prepared accordingly and will be sent to you by the end of this week together with our debit note for the premium.很兴奋通知贵方我们已经在中国人民保险公司为您以上提及的货物投了一切险，险额$2300.保单将在本周未同保费收费清单一道寄给您.For your information ,we are making arrangements to ship the 500 cases of toys by S/S Tai Hu,sailing on or about 12 of August贵方的500箱玩具，我方将支配8月12号左右，Tai Hu（太湖？）号的船期供贵方参考.。
外贸函电--报价 报盘 还盘 Quotation,offer,counter-offer
consideration. The price we quoted is on FOB Shanghai basis instead of on either EXW Shanghai or CIF Hong Kong basis and that our offer will be valid until August 31,2004.
11
An Offer Without Engagement
Dear Sir/Madam,
Thank you for your interest in our Garment displayed at the Southeast International Trade Fair. We are sending you illustrated catalogues about those patterns you are most interested in. We are able to supply most of them from stock.
In compliance with your request, we are now offering you 2,000 dozen magnifiers at USD 36.00 per dozen CIF San Francisco, September shipment.
You will note from our fax that we are in a position to offer you 50 long tons long tons of Tin Foil Sheets at the attractive price of £ 135 per long ton CIF Shanghai for delivery within one month after your placing an order with us.
外贸函电报盘范文
1.Set new business relationship建立贸易关系，可以通过多种途径，比如通过驻外机构、国外商会、同业商行、银行、出国访问、商品交易会、报纸广告、市场调查等等。
建立贸易关系的信函，要写得诚恳、热情、礼貌、得体，并将写信人的意图清楚地叙述完整，给对方留下深刻地印象，使其愿意与你交往。
Dear Mr. Jones:We understand from your information posted on that you are in the market for textiles. We would like to take this opportunity to introduce our company and products, with the hope that we may work with Bright Ideas Imports in the future.We are a joint venture specializing in the manufacture and export of textiles. We have enclosed our catalog, which introduces our company in detail and covers the main products we supply at present.You may also visit our website ,which includes our latest product line.Should any of these items be of interest to you, please let us know .We will be happy to give you a quotation upon receipt of your detailed requirements.We look forward to receiving your enquires soon.Sincerely,John Roberts2. Make an inquiry询盘的内容主要是商品的价格、包装、交货期、付款方式等。
外贸函电_Unit 4国际贸易报盘
Unit Four
Section 2: Specimen Letters
• On regular purchases in quantities of not less than 300 pieces of individual items we would allow you a discount of 15%. Payment is to be made by irrevocable L/C at sight. • Because of their softness and durability, all our cotton underwear is rapidly becoming so popular that we are finding it difficult to meet the demand. But if you place your order not later than the end of this month, we would ensure prompt shipment. • We trust the offer will be acceptable to you and await with keen interest your order. • Yours faithfully, • (signature)
Unit Four
Section 2: Specimen Letters
Letter 2: A firm offer of refrigerators
• Dear Sirs, • QINDAO REFRIGERATOR • Your fax of February 10 asking us to offer you the subject article has received our immediate attention. We are pleased to know that you are interested in our products. • In reply to your inquiry, we take pleasure in making you offers as follows, provided your reply reaches us within 7days from today:
外贸英语函电(第四份)报盘
Chifeshel Company-栖芳草有限公司栖芳草化妆品进出口有限公司Import and Export TradeCorporation18F Trade Building, Fenghuang Road,Xiangzhou, Zhuhai, ChinaDecember 1st 2014 Our Ref. CFE/520Your Ref. ZML/HD202/183/004ChifeshelImport and Export Trade CorporationBeijing Institude of technology.Zhuhai6 Jinfeng Road TangjiawanZhuhai ChinaDear Sirs,We thank you for your inquiry of September 1st. As requested, we are airmailing you, under separate cover, one catalogue and sample books for our Shanghai printed pure silk fabrics. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we take pleasure in making you a special offer, subject to our final confirmation, as follows: Article: No.8002 Shanghai Printed Pure Silk Fabrics.Design: No. 46839-2ASpecification: 30×36cmMinimum: 20,000 yardsPacking: In bales or in wooden cases, at seller's optionPrice: US$54 per yard CIF LisbonShipment: To be made in three equal monthly installments, beginning from November, 2000.Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment.We trust the above offer will be acceptable to you and await with keen interest your trial order.Chifeshel Company-栖芳草有限公司Yours faithfullyZhangjunjuSales manager。
外贸函电说课-报盘
• 激发学生的学习热情,帮助他们更全面地掌握报盘 信函的写作。
S9
教材第61页上的Exercises
• 巩固提高所学到的知识
S2
分析另一封报盘信函，提出 问题：
• What’s the difference between the letter 2 and letter 3?
1
引导学生区 分两种报盘 信函，了解 报盘的两种 方式。
实盘往往规定 有效期，在该 有效期内一旦 被全盘接受， 即达成交易 虚盘经买方承 诺后，并不能 达成交易，需 经过卖方确认 之后才有效。
教学 程序
S1 分析并对比P51中两封信函
• 1) What’s the difference between letter 1 and letter 2? • 2) What kind of letter is letter 2？
第六章
资金单据－汇票（4学时）
1
2
3
帮助学生快 速复习上节 课学习的内 容；
S5
借助工具和词典，找出专业 词组和套用句型。
• 1 教师为主导，学生为主体 • 2 培养了学生自主学习的能力
S6
专业词汇，套用句型
检查学生对范文的理解程度， 引导学生对常用句型加以归纳。
S7
模拟套写发盘
Group Work
• 培养学生的团队合作精神。 • 学生体会了成功的喜悦。
S8
各小组点评报盘函
S3
认真阅读letter 3, 并回答 下列问题 分组讨论
• 1) What shall be taken into consideration when an offer is made? • 2) Analyze the structure of an offer letter. • 3）What do you usually say at the beginning of an offer letter? • 4）What shall be included in an offer letter to ensure the success of the business? • 5) What do you usually say at the end of an offer?
外贸函电报盘信函范本-V1
外贸函电报盘信函范本-V1外贸函电是国际贸易中的主要交流方式，而在外贸函电中，报盘信函是一封非常重要的信函。
这篇文章将会提供一些报盘信函的范本，帮助创作者更好地掌握写作技巧和方法。
一、信头1. 标题：在信头上写上“报盘”两个字并加上具体的产品名称和型号，以便对方快速了解信件主旨。
2. 发件人：写明在信函开头的发件人联系方式，包括公司全称、地址、电话、传真和Email地址。
3. 收件人：写明在信函开头的收件人联系方式，包括公司全称、地址、电话、传真和Email地址。
二、正文1. 自我介绍：先简单自我介绍一下，包括发件人公司名称、贸易经验、产品或服务等方面的简述。
2. 产品说明：具体介绍自己公司的产品，包括产品的名称、型号、数量、价格等信息。
3. 价格说明：在信函中要详细说明产品的价格，包括FOB、CIF、CFR等价格条款。
同时说明价格的有效期限和支付方式，并与对方商讨是否接受议价。
4. 发货细节：说明自己公司的发货方式、运输方式、起运港口和目的港口、装运情况、装船期等，做到详细、清晰。
5. 付款方式：说明收款方式，包括L/C、D/P、T/T等条款，还要说明汇款周期和支付方式。
6. 询问回复：在信函中要提出明确的询问，并期待收到对方的回复。
如果有其他需要商讨的事项，也要在信中表达清晰。
三、结束语1. 表明感谢：在报盘信函的结束语中，要表明自己的感谢之情，感谢对方对自己公司产品的关注和信任。
2. 期待回复：表明对方对信函的回复期待，并告知对方自己的联系方式。
同时还可以与对方客气地表达愿意与其合作的意愿。
以上是关于外贸函电报盘信函范本的一些写作技巧和方法。
希望以上所述能够帮助创作者更好地了解报盘信函的具体写作方法。
外贸函电范文询盘报盘
外贸函电范文询盘报盘1.询盘并邀请访问We had your enclosed drawings of 5types of machines in your letter Feb.2,2000.Would you please inform us by return of the price,discounts,terms of payment and the time when you can deliver them.If your quotations are suitable and the quality proves good,we'll be pleased to invite your representative over for detailed discussion.我方收到贵方2000年2月2日函及随函所附有关5种机械的图纸。
请函报有关机械的价格、折扣、付款方式及最早的交货时间。
如果报价合理并能证明质量优秀，我方将邀请贵方的代表过来详谈。
2.如何索要产品目录We get your name and address from your local Chamber of Commerce.We are an importer of plastic products and we would appreciate it if you would send us your catalogue in the new year.我方从贵公司的商会获知你们的名称与地址。
本公司经营塑料制品的进口业务，希望能够得到贵公司明年的产品目录。
3.根据广告询价Seeing your ad in"Family Life"we become interested in your silver wares of court styles.Please quote us for the supply of the items listed on the enclosed query form and give your prices C.I.F.Shanghai.It would be appreciated if you include your earliest delivery date,terms of payment,and discounts for regular purchases.我们看过贵公司登在《家庭生活》杂志上的广告，对你们的宫廷银器颇感兴趣。
外贸函电--报盘和发盘篇
We have the offer ready for you.我们已经为你准备好报盘了。
I come to hear about your offer for fertilizers.我来听听你们有关化肥的报盘。
Please make us a cable offer.请来电报盘。
Please make an offer for the bamboo shoots of the quality as that in the last contract.请把上次合同中订的那种质量的⽵笋向我们报个价。
We are in a position to offer tea from stock.我们现在可以报茶叶现货。
We'll try our best to get a bid from the buyers.我们⼀定尽⼒获得买主的递价。
We'll let you have the official offer next Monday.下星期就给您正式报盘。
I'm waiting for your offer.我正等您的报价。
We can offer you a quotation based upon the international market.我们可以按国际市场价格给您报价。
We have accepted your firm offer.我们已收到了你们报的实盘。
We offer firm for reply 11 a.m. tomorrow.我们报实盘，以明天上午11点答复为有效。
We'll let you have our firm offer next Sunday.下星期天我们就向你们发实盘。
We're willing to make you a firm offer at this price.我们愿意以此价格为你报实盘。
Could you offer us F.O.B. prices.能想我们报离岸价格吗？All your prices are on C.I.F. basis.你们所有价格都是成本加运费保险费价格。
英文商务函电询盘报盘还盘
英文商务函电询盘报盘还盘询盘（enquiries）报盘（offers）还盘（counter-offers）在国际贸易中，询盘（enquiry）通常是由买家发出，为了取得所要订购的产品的信息，例如价格，宣传册，发货日期以及其他方面的信息。
如果你是买家，应该在信件中尽量写清楚你向国外供应商询问的问题。
包括价格，折扣，付款方式，运输需要多长时间。
写信的时候不需要用过长的，过于礼貌谦卑的句子。
询盘常用短语和句型1.Interest and desires (兴趣和要求)take (have, feel) interest in (加名词)…对…感兴趣be interested in (加名词) …对…感兴趣be in the market for (加名词) …欲购买…be desire of (加名词)…想要…2. Enquiries （询盘）send quotation for …对…的报价send particulars of…告知某人某件事情的详细情况enquire for 询购e.g. We are receipt of your letter of June 12, enquiring for our black tea.make (sent ) enquiry for 询购have an enquiry for 有…的询盘e.g. We have an enquiry for 50 tons for chemical fertilizer. state terms of 说明…的条款e.g. When quoting, please state terms of payment and time of delivery.allow sb. a special allowance (discount) 给予某人特别折扣 e.g. Will you please allow us a special allowance on annual total annul purchase above $ 500,000?3. Reply （询盘回复）in reply (to one’s enquiry) 回复（某人的询盘）e.g. This is in reply to your enquiry of Oct.8th, 2008. thank sb. for one’s enquiry for…感谢某人对某商品的询价e.g. We thank you for your enquiry of Feb.2th, 2008 enclose a catalogue and a price list 随函附寄目录表和价格表样信1（询盘）：20th August,2008China National Import & Export Corp.SHANGHAIChinaDear SirsWe are glad to inform you that we are interested in hand-made gloves in a variety of genuine leather. There is a steady demand here for gloves of high quality and, although sales are not particular high, good prices can be obtained.Will you pleased send us a copy of your catalogue for gloves, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of the various leather of which the gloves are made.Your faithfullyCasio & Pomponio Co., Ltd.Manager样信2 （询盘回复）May 3， 2008Dear SirsThank you for your letter of April 14 for low wattage Microwave Oven. We wish to inform you that at present we are able to supply 650W Microwave Oven only, the price of which is similar to that of 600W, i.e. at USD 320 per set CIF… less 2%discount. As a matter of fact it is better than the one you enquire for, and we are sure you will find it worth buying when you read theenclosed illustrated leaflet.We welcome your order and can assure you that shipment will be made within 20days after receipt of your L/C. we except to have your decision at an early date.Your sincerelyXXXEncl. 1 leaflet报盘（offer），也叫报价，是卖方主动向买方提供商品信息，或者是对询盘的答复，是卖方根据卖方的来信，向买方报盘，其内容可包括商品名称、规格、数量、包装条件、价格、付款方式和交货期限等。
外贸函电报盘范文
外贸函电报盘范文篇一：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初次询盘并按其寄发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 newcatalogues and shall be glad toenter into business relations with your firm.Complying with your request, we are sending you under separate cover our latestcatalogues and pricelist covering our exports availableat present and hope that youwill find many items in it which interest you.We look forward to receiving your inquiries soon.Sincerely,Frank2. 美国客商在收到涂料后，表示对其中中压三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等风险问题。
Dear Frank,Thanks for your information. We are interested to buy large quantities of AngleGrinder and shall appreciate it if you would give us the best FOB Ningbo price. I havenow 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给美国客商做了申述。
外贸商务英文函电例文-询盘-报盘和还盘
Enquiry,Offer and Counter-offer(询盘，报盘和还盘)General Enquiry（一般询盘）Dear Sirs,We learn from your adertisement in China Trade Directory that you are producing Chinese toys for export.We are quite interested in your products.Would you please send us as soon as possible yourt illustrated catalogue and the lastest pricelist,together with any samples you can let us have. We are given to understand that you are able to supply large quantities at attractive price.For your infromation,there is a steady demand here for Chinese toys of high quality.Sales are not particularly high,but good prices can be obtained for fashionable designs.We are looking forward to receiving your immediate reply.Your trulyReply to the aboveDear Sirs,Thanks for your enquiry dated October 10, and your interst in our products as well.We are enclosing some copies of out illustrated catalogue and a price list giving the details you ask for.Also under separate cover,we are sending you samples of various fashions which show you clearly the quality and craftsmanship.We trust that when you see them you will agree that our products appeal to the most selective buyer.We are willing to allow a 5% discount for all orders over 1,000 pieces.You can rely on us to give your order at immediat attention.Yours sincerelySpecific Enquiry（具体询盘）Dear Sirs,Thank you for your letter dated August 25th. We are pleased to know that you are producing different kinds of shoes.We are intrested in your various casual shoes recommended in your letter,particulaly embroidered slippers and cotton shoes.Will you kindly send us a copy of your illustrated catalogue and some samples with further information? We shall be abliged if you could also quote your lowest prices CIF Liverpool,stating earliest date of shipment.Casual shoes of high quality are popular.We believe there is a promising market in our area for moderately priced goods of the type mentioned.If your price is competitve, we will consider placing an order for 5,000 pairs with you.We are looking forward to your urgent reply.Reply to the aboveDear Sirs,Thank you for your specific enquiry of September 1. The enclosed illustrated catalogue and samples will give you details of the two sorts of shoes in which you are especially instrested.The illustrations will also give you information about other casual shoes we are exporting.As to our terms and conditions,please see page 8 of the catalogue.Uder cover,we are sending you our offer on CIF Liverpool, for shipment in ually we require an irrevocable L/C by draft at sight.Embroidered slippers and cotton shoes are our products of latest style.Because of their excellent quality and low prices, you can be sure that our products will help you expand your market.We are looking forward to your trial order.Firm Offer（具有约束力的发盘）Dear Sirs,This is to conform your telex of May 2006, asking us to make you a firm offer for rice and soybeans CFR Cairo.We telexed you this morning offering 30 metric tons of polished rice at US$2,400 per metric ton, CFR Cairo, for shipment during July-August 2006. This offer is valid, subject to the receipt of your reply before 10 June 2006. Please note that we have quoted our most favorable price and are unable to entertain any counter-offer. It is likely that the market price will rise.It would be your advantage to place orders without delay.We are anticipating your early reply.Yours faithfully,Counter-offer（还盘）Dear Sirs,Thank you for your letter of May 20 quoting for the rice and soybeans.We appreciate the good quality of your products,but unfortunately your prices appear to be on the high side even for goods of this quality.To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.We like the way in which you have handled our enquiry and would welcome the opportunity to do business with you. Information indicates that the Japanese goods are being sold at a price approximately 10% lower that what you quoted.We wonder if you could reduce your prices to that level.We shall appreciate your favorable reply.Yours sincerely,Reply to the aboveDear Sirs,While we thank you for your letter of 22 May 2006,we are disappointed to hear that our price for rice and soybeans is too high for you work on,because Japanese goods are being offered at a price approximately 10% lower than ours. We do not deny what you say,but we would like to invite your attention to the superior quality of our products. We have to point out that our quotation is quite realistic and have been accepted by buyers of other sources.Although we are keen to do business with you, we regret that we cannot accept your counter-offer or even meet you half way.The best we can do is to reduce our previous quotation by 2%.We trust that this will meet your approval and look forward to your early reply.Yours faithfully.。
外贸函电-报盘
第五章Q u o t a t i o n s a n d O f f e r s报盘第一节T h e S t e p s o f W r i t i n g Q u o t a t i o n L e t t e r s报盘信的写作步骤报盘是买方将某种产品按一定的交易条件（包括数量、价格、交货期、付款条件等）向买方表达成交的愿望。
在国际业务中，报盘分实盘（f i r m o f f e r）和虚盘（n o n-f i r m o f f e r）两种。
实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作修改。
虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
实盘是发盘人（O f f e r e r）按其提供的条件以达成交易目的的明确表示。
实盘具有法律效力。
受盘人（O f f e r e e）一旦在有效期限内接受实盘上的条件和内容，发盘人就无权拒绝售货。
一项实盘必须具备：1．发盘的内容和词句必须肯定，不能用‘大约（a b o u t）’，‘参考价（r e f e r e n c e p r i c e）’等摸棱两可的词。
2．发盘的内容明确完整，其内容应包括商品品质（Q u a l i t y），数量（Q u a n t i t y），包装（P a c k i n g），价格（P r i c e），装运（S h i p m e n t），支付（P a y m e n t），有效期（V a l i d i t y）等。
3．发盘中不能有保留条件如：以我方最后确认为准s u b j e c t t o o u r f i n a lc o n f i r m a t i o n；以货物的未售出为准s u b j e c t t o g o od s be i n g u n s o l d虚盘是发盘人所作的不肯定交易的表示。
凡不符合实盘所具备的上述三个条件的发盘，都是虚盘。
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第五章Q u o t a t i o n s a n d O f f e r s报盘第一节T h e S t e p s o f W r i t i n g Q u o t a t i o n L e t t e r s报盘信的写作步骤报盘是买方将某种产品按一定的交易条件（包括数量、价格、交货期、付款条件等）向买方表达成交的愿望。
在国际业务中，报盘分实盘（f i r m o f f e r）和虚盘（n o n-f i r m o f f e r）两种。
实盘是卖方按其所提供的条件达成交易目的的肯定承诺，一旦买方在规定的答复期限内接受了报盘，卖方将不得对盘中任何条款作修改。
虚盘则对卖方没有这种约束力，在某些情况下，报盘中的具体条款仍可修改。
实盘是发盘人（O f f e r e r）按其提供的条件以达成交易目的的明确表示。
实盘具有法律效力。
受盘人（O f f e r e e）一旦在有效期限内接受实盘上的条件和内容，发盘人就无权拒绝售货。
一项实盘必须具备：1〃发盘的内容和词句必须肯定，不能用…大约（a b o u t）‟，…参考价（r e f e r e n c e p r i c e）‟等摸棱两可的词。
2〃发盘的内容明确完整，其内容应包括商品品质（Q u a l i t y），数量（Q u a n t i t y），包装（P a c k i n g），价格（P r i c e），装运（S h i p m e n t），支付（P a y m e n t），有效期（V a l i d i t y）等。
3〃发盘中不能有保留条件如：以我方最后确认为准s u b j e c t t o o u r f i n a lc o n f i r m a t i o n；以货物的未售出为准s u b j e c t t o g o od s be i n g u n s o l d虚盘是发盘人所作的不肯定交易的表示。
凡不符合实盘所具备的上述三个条件的发盘，都是虚盘。
虚盘无须详细的内容和具体条件，也不注明有效期。
它仅表示交易的意向，不具有法律效力。
出现下列一类的词句者，皆为虚盘：-W i t h o u t e n g a g e m e n t.不负任何责任。
-s u b j e c t t o p r i o r s a l e有权先售。
-A l l q u o t a t i o n s a r e s u b j e c t t o o u r f i n a l c o n f i r m a t i o n u n l e s s o t h e r w i s e s t a t e d.所作报价，除特别注明外，须经我方确认后方能生效。
-O u r o f f e r i s s u b j e c t t o a p p r o v a l o f e x p o r t l i c e n s e.出口许可证准许签证，我方报价才有效。
完整的报价应包括下列要点：1〃对询价表示感谢；（T h a n k t h e r e a d e r f o r t h e i r e n q u i r y）情景搭配用语：（U s e f u l E x p r e s s i o n s）●T h a n k y o u f o r y o u r l e t t e r o f（d a t e d）…（感谢你方……的来信。
）●W e h a v e r e c e i v e d y o u r l e t t e r o f（d a t e d）…（收到你方……的来信。
）●Y o u r l e t t e r o f…h a s b e e n r e c e i v e d w i t h t h a n k s.（感谢收到你方……的来信。
）●W e a r e i n r e c e i p t o f y o u r l e t t e r…（收到你方……来信。
）●W e a c k n o w l e d g e r e c e i p t o f y o u r l e t t e r d a t e d…（感谢收到你方……的来信。
）2〃表明价格、折扣及付款条款的细节；（D e t a i l e d i n f o r m a t i o n r e g a r d i n g p r i c e, d i s c o u n t,a n d p a y m e n t t e r m s）情景搭配用语：（U s e f u l E x p r e s s i o n s）●W e w i l l a l l o w y o u5%d i s c o u n t…（我们会给你方5%的折扣。
）●W e c a n o f f e r y o u…（我们可以报……）●W e a r e e n c l o s i n g o u r c a t a l o g u e…（寄上我方报价单……）3〃对交货期或装运期的承诺；（P r o m i s e o f s h i p m e n t o r d e l i v e r y）情景搭配用语：（U s e f u l E x p r e s s i o n s）●W e c a n a s s u r e y o u o f o u r p r o m p t s h i p m e n t…（我们保证会立即装运。
）●S h i p m e n t i s t o b e m a d e…（装运在……）●D e l i v e r y d a t e…（装运期……）4〃报价的有效期；（V a l i d i t y o f t h e o f f e r）情景搭配用语：（U s e f u l E x p r e s s i o n s）●T h e o f f e r i s v a l i d f o r…（此报价有效期……）●T h e o f f e r i s s u b j e c t t o…（此报价以……为准。
）●T h e o f f e r r e m a i n s o p e n f o r…（此报价有效期……）5〃在结束时，应表示希望该报价能被接受。
（W i s h i n g t h a t t h e o f f e r c a n b ea c c e p t e d）情景搭配用语：（U s e f u l E x p r e s s i o n s）●W e a r e a w a i t i n g y o u r o r d e r.（希望收到你方订单。
）●W e l o o k f o r w a r d t o r e c e i v i n g y o u r f a v o r a b l e r e p l y.（希望收到你方肯定答复。
）●Y o u r e a r l y r e p l y i s a p p r e c i a t e d.（感谢你方早日回复。
）第二节T h e P r i n c i p l e s o f Q u o t a t i o n L e t t e r s报盘信的写作原则许多公司通过目录、手册、以及附有短信或卡片的相关材料感谢询盘。
在大多数情况下，卡片或短信不太人性化。
但是，有时用简单的信函表示感谢还是一种合适的方式。
收到询价信时，尽可能简洁清楚地回答问题。
如果你不能回答询问中的问题，应解释原因并提供可能的其他解决方式。
重要的是在回复前在客户的询价时要留下良好的印象。
当然，最好的印象会通过你所提供给对方的材料或信息而留下。
报价时一定要完整、清楚、具体。
第三节T e x t E x p l a n a t i o n a n d V o c a b u l a r yⅠ课文分析和词汇1D e a r S i r s,W e t h a n k y o u f o r y o u r e n q u i r y o f23r d S e p t e m b e r f o r S i l k6311.W h i l e w ea p p r e c i a t e y o u r e f f o r t s i n p u s h i n g t h e s a l e1o f o u r p r o d u c t s, w e v e r y m u c h r e g r e t2t h a t w e a r e n o t i n a p o s i t i o n t o3o f f e r4y o u t h e d e s i r e d q u a l i t y, o w i n g t o5e x c e s s i v e6d e m a n d7.（对询盘的感谢，并表示对询盘的态度）H o w e v e r,w e s h o u l d l i k e t o t a k e t h i s o p p o r t u n i t y t o8o f f e r w i t h o u t e n g a g e m e n t9t h e f o l l o w i n g10m a t e r i a l a s a c l o s e s u b s t i t u t e f o r11y o u r c o n s i d e r a t i o n12:（具体报价）500p i e c e s S i l k6103a t D M4.8013p e r y a r d14C I F H a m b u r g,i n c l u d i n g y o u r c o m m i s s i o n o f3%A s a m p l e c u t t i n g i s e n c l o s e d15f o r y o u r r e f e r e n c e.I f y o u a r e a b l e t o16c l o s e b u s i n e s s a s w e p r o p o s e17h e r e,p l e a s e t e l l u s a s s o o n a s p o s s i b l e18.（希望与对方做生意）Y o u r s f a i t h f u l l y,E n c.讲解：第一段：W e t h a n k y o u f o r y o u r e n q u i r y o f23r d S e p t e m b e r f o r S i l k6311.W h i l e w ea p p r e c i a t e y o u r e f f o r t s i n p u s h i n g t h e s a l e1o f o u r p r o d u c t s, w e v e r y m u c h r e g r e t2t h a t w e a r e n o t i n a p o s i t i o n t o3o f f e r4y o u t h e d e s i r e d q u a l i t y,o w i n g t o5e x c e s s i v e6d e m a n d7.1〃P u s h t h e s a l e o f推销。