项目四交易磋商(询盘、发盘、还盘与接受)素材
发盘还盘接受

4、接受
所谓接受,就是交易的一方在接到对方的发盘或还盘后,以声明或行为向对方表示同意。法律上将接受称作承诺。接受和发盘一样,既属于商业行为,也属于法律行为。对有关接受,问题在[公约]中也作了较明确的规定。
根据[公约]的解释,构成有效的接受要具备以下4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。
b、表明订立合同的意思:发盘必须表明严肃的订约意思,即发盘应该表明发盘人在得到接受时,将按发盘条件承担与受盘人订立合同的法律责任。这种意思可以用“发盘”递盘等术语加以表明,也可不使用上述或类似上述术语和语句,而按照当时谈判情形,或当事人之间以往的业务交往情况或双方已经确立的习惯做法来确定。
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”
《公约》第15条第2款规定:“一项发盘,即使是不可撤销的,也可以撤回,如果撤回的通知在发盘到达受盘人之前或同时到达受盘人”。
根据《公约》的规定,发盘可以撤销,其条件是:发盘人撤销的通知必须在受盘人发出接受通知之前传达到受盘人。但是,在下列情况下,发盘不能再撤销:
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。
项目四交易磋商(询盘、发盘、还盘与接受)

• (一)询盘
MIRACLE TRADING COMPANY
Dear Sirs,
98 HIGH STREET,SYDNEY,AUSTRALIA April 20th,2005
We owe your name and address to the Internet and we learn that you are one of
Sydney. All other terms are as per previous offer.
We look forward to your confirmation.
Yours faithfully,
Miracle Trading Company
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。
168 Xiaobei Road, Guangzhou 510045, China May 8th, 2005
Dear Sirs, Thank you for your letter of May 4th for Men’s Cotton Shirts, we’re pleased to accept your counter-offer. Please note that we have specially accepted your request because we wish to get many future orders from you. Enclosed please find our L/C in duplicate of which please countersign and return one copy to us for our file.
Yours faithfully, GD Textiles Imp. & Exp. Knitwears Co., Ltd.
交易磋商的程序

坦洲理工学校
9
知识拓展
• 中国民间有话说:“货比三 家不吃亏”,那么对外询盘 是不是越多越好呢?
坦洲理工学校
10
结论:询盘的策略
询盘的作用主要是引起对方的注意, 诱发对方发盘。询盘的对象要有选择, 其多少要根据商品和交易的特点来确定。 对外询盘,既不宜只局限于个别客户而 无法进行对比,也不宜在同一个地方多 头询盘,影响市场价格。尤其订购数量 大又是向中间商发出的询盘,家数更不 宜太多。
坦洲理工学校
29
知识拓展
下面是甲乙双方往来的磋商函电,请分析它们分别属 于磋商中的哪个环节,为什么?
• 甲:(5月1日电):“兹有5 000打运动衫,规格按3月15 日样品,每打CIF纽约价$84.5,标准出口包装,5至6月装 运,以不可撤销L/C支付,限20日复到。”
• 乙:(5月3日电):“你方5月1日电收悉,贸易条件对我 方不合适,请重新报价。”
数据电文形式:进入特定系统时间
坦洲理工学校
15
发盘示例:
感谢7月10日的询价。今晨已经 去函,报120公吨红茶每公吨958 美元CFR上海净价,装运期为11 月和12月,以7月30日前复到为 准。
坦洲理工学校
16
比一比,看谁快又准
1、某发盘人在订约建议中加有“仅供参考”字样,则这一 订约建议为( )。
A.发盘 B.递盘 C.邀请发盘 D.还盘
2、根据《公约》规定,下列哪些为一项发盘必须具备的基 本要素( )。
A.货名、品质、数量
B.货名、数量、价格
C.货名、价格、支付方式 D.货名、品质、价格
3、在下列条件中,( )项不是发盘的必备条件。
项目四 交易磋商(询盘、发盘、还盘与接受)

(一)询盘
MIRACLE TRADING COMPANY
Dear Sirs,
98 HIGH STREET,SYDNEY,AUSTRALIA April 20th,2005
We owe your name and address to the Internet and we learn that you are one of
Dear Sirs, As requested in your letter of April 20th, we offer you firm as follows, subject to your reply reaching us before May 5th: 1000 dozens Men’s Cotton Shirts (Art. No. GS0) at USD 120/dozen CIF Sydney, We require payment by irrevocable L/C at sight. And shipments are to be made during July. Because of their good quality and fresh design, the demand for our Men’s Cotton Shirts is heavy, we trust that you will accept this offer without any delay. For your reference, we will send you some samples under separate cover and look forward to receiving your order at an early date. You may assure that your order will receive our most careful attention.
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。
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.
交易四步曲:询盘、报价、还盘、接受,你会了吗?

交易四步曲:询盘、报价、还盘、接受
(2007-07-28 15:19:18)
转载▼
分类:国际贸易知识集锦
在对客户所提的问题,无法立即作出答复的情况下,也需要在一个工作日内,做“将会很快答复”的很短的回复。
当产品竞争很激烈时,适合第一次就报实价/底价(bottom price),一般对同一个产品的询价不会连续报三次价格。
在报价前,买家会索取目录或样本,询问卖家产品的品质规格等,来确认所采购产品,再进一步询价。
成立的四个条件:
01,明确的受盘人;
02,表明订立合同的意思;
03,发盘的内容是确定的;
04,送达受盘人;
还盘,还可以是对支付方式,交货期等提出的异议及磋商。
还盘做出后,发盘失去效力,发盘人不再受到约束。
接受(下订单)
-卖方确认;
-发盘和接受都是一种法律行为;
磋商时间线:
询盘(询价)-->发盘(报盘/报价/发价)-->还盘-->接受;
磋商内容:
- 产品确认:通过询问、样本、产品目录(在线目录),参观工厂等途径确认产品(品质、规格和包装)
- 价格(折扣)
- 贸易术语(FOB, CIF, C&F等)
- 支付方式(TT, L/C, D/P等)- 交货期
磋商结束:接受
磋商成果:缔结合同。
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北京出版社
五、实训题
(2)10月15日中国AGD公司接到对方10月10日的信函后,做出如下发盘: 货号:W71-72帆布木折椅 单价:每把CFR旧金山12美元 交货日期:2005年11月20日 包装:纸箱包装,每箱2把 并催对方尽快下单,上述报盘以中国AGD公司最后确认为准。现请以中国 AGD公司业务员的身份给美国商行拟份发盘函。 (3)10月20日,美国商行认为对方报价太高,做出了还盘,要求如下: 货号:W71-72帆布木折椅 单价:每把CFR旧金山10美元 交货日期:2005年11月20日 包装:纸箱包装,每箱2把 如果对方同意,美国商行将下单订购1000把。 (4)10月25日中国AGD公司接受了对方的还盘,并附寄货号W71-72帆布 木折椅售货确认书一式三份,请其会签并退回二份以备存档。
Yours faithfully, GD Textiles Imp. & Exp. Knitwears Co., Ltd.
四、案例解析
• (三)还盘
MIRACLE TRADING COMPANY 98 HIGH STREET, SYDNEY, AUSTRALIA May 4th,2005 Dear Sirs, Thank you for your offer of April 29th and samples of Men’s Cotton Shirts. While appreciating the good quality of your products, we regret that your price appears to be on the high side. To accept the price you offered would leave us no margin of profit in our sales, since the competition in this area is very keen and the other suppliers are offering lower prices for shirts of the same quality. Therefore we counteroffer as follows: Your offer of April 29th is unacceptable, we suggest USD 110 per dozen CIF Sydney. All other terms are as per previous offer. We look forward to your confirmation. Yours faithfully, Miracle Trading Company
项目四 交易磋商
北京出版社
一、本章重要词汇(KEY WORDS)
– Inquiry 询盘 – Counter Offer 还盘
Offer 发盘 Acceptance 接受
二、案例
澳大利亚奇迹贸易公司在网上了解到广东纺织品进出口有限公司并打算与之进行 贸易,经过有关函电往来,双方最终签署了合同。 ① 2005年4月20日奇迹贸易公司在网上了解到广东纺织品进出口有限公司是中国服 装行业的主要出口商之一。奇迹贸易公司有意订购货号为GSO的棉质男式T-shirt 1000打,希望广东纺织品进出口有限公司告知产品详细资料,并提供该型号不同颜 色的T-shirt 样品。现请以奇迹贸易公司业务员的身份给广东纺织品进出口有限公司 发询盘函。 ② 4月29日广东纺织品进出口有限公司针对奇迹贸易公司的询盘做出了发盘,要求 对方订1000打货号GSO棉质男士T-shirt ,每打120澳元CIF悉尼,要求以不可撤消的 即期信用证支付,7月份装运,以奇迹贸易公司在5月10日前回复有效。该款棉质Tshirt 质量好,款式新,市场需求大,希望奇迹贸易公司立即接受这次发盘。请以该 公司业务员的身份给奇迹贸易公司拟发盘函。 ③ 5月4日奇迹贸易公司进行了还盘,认为对方价格太高,如果接受的话在销售中 将无利可图,希望每打110澳元CIF悉尼,其他条款不变。请以奇迹贸易公司业务员 的身份拟一封还盘函。 ④ 5月8日广东纺织品进出口有限公司接到奇迹贸易公司的还盘后,决定接受对方 还盘,并寄送销售确认书,希望对方会签并邮寄一份供他们存档。请以广东纺织品 进出口有限公司业务员的国好吃点苦杏仁进出口有限公司与丹麦的A公司长年都有贸易往来, 现在到了杏仁的销售旺季,丹麦公司与中国某公司经过一系列的询盘、 发盘、还盘、再还盘、接受等环节后,终于达成协议,签署了合同。 (1)2005年7月25日丹麦奥登色的一客户欲购2005年产的50公吨苦杏 仁,希望中方报奥登色到岸价最惠实盘,丹麦方希望2%佣金在内,并希 望告之付款条件以及最早交货期。现在请以丹麦A公司业务员的身份给 中国好吃点苦杏仁公司拟份询盘函
三、操作指南
(一)询盘
(二)发盘
1.询盘 2.如何撰写规范 的询盘 3. 询盘函样例
•1.发盘 •2.如何撰写规范的发盘 •3. 发盘函样例
Title
(三)还盘 •1.还盘 •2.如何撰写规范的还 盘函
(四)接受 •1.接受 •2.写好一封接受盘应 该注意的事项
四、案例解析
• 通过以上内容的学习,我们可以开始撰写贸易磋商往来信函了。现 将前面案例中两公司的来往函电提供如下供参考: • (一)询盘
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。
四、案例解析
• (四)接受
GUANGDONG TEXTILES IMPORT & EXPORT KNITWEARS COMPANY LIMITED 15/F Guangdong Textiles Mansion, 168 Xiaobei Road, Guangzhou 510045, China May 8th, 2005 Dear Sirs, Thank you for your letter of May 4th for Men’s Cotton Shirts, we’re pleased to accept your counter-offer. Please note that we have specially accepted your request because we wish to get many future orders from you. Enclosed please find our L/C in duplicate of which please countersign and return one copy to us for our file.
MIRACLE TRADING COMPANY 98 HIGH STREET,SYDNEY,AUSTRALIA April 20th,2005 Dear Sirs, We owe your name and address to the Internet and we learn that you are one of the leading exporters of garments. We’re interested to buy 1000 dozens of Men’s Cotton Shirts (Art. No. GS0). Please send us details of this item, including colors and prices, and also send us samples of different colors, so as to acquaint us with the quality and price of your supplies. If the quality of your products is satisfactory and the prices are attractive,We may accept and order from you. We’re looking forward to hearing from you soon. Yours faithfully, Miracle Trading company
(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。 (3)8月10日丹麦公司做出了还盘,认为对方报价太高,希望每公吨 奥登色到岸1325美元2%佣金在内,哥本哈根转船。并且对方接受 盘在丹麦时间8月18日前到达方有效。现在请以丹麦A公司业务员 身份给中方发封还盘函。 (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还 盘,并且希望对方尽快接受报价。 (5)8月21日丹麦A公司接受中方的报价,并且希望可以尽早的收到 销售确认书。现请以丹麦公司业务员的身份给中方发份接受函。
四、案例解析
• (二)发盘
GUANGDONG TEXTILES IMPORT & EXPORT KNITWEARS COMPANY LIMITED 15/F Guangdong Textiles Mansion, 168 Xiaobei Road, Guangzhou 510045,China April 29th,2005 Dear Sirs, As requested in your letter of April 20th, we offer you firm as follows, subject to your reply reaching us before May 5th: 1000 dozens Men’s Cotton Shirts (Art. No. GS0) at USD 120/dozen CIF Sydney, We require payment by irrevocable L/C at sight. And shipments are to be made during July. Because of their good quality and fresh design, the demand for our Men’s Cotton Shirts is heavy, we trust that you will accept this offer without any delay. For your reference, we will send you some samples under separate cover and look forward to receiving your order at an early date. You may assure that your order will receive our most careful attention. Yours faithfully, GD Textiles Imp. & Exp. Knitwears Co., Ltd.