外贸函电发盘 ppt课件
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《函电报价和发盘》课件
如何应对竞争对手？
2
期回报，以证明其价值。
提供差异化价值主张，展示自身优势，
并提供灵活的定价和条款。
3
如何提高报价接受率？
个性化报价、提供额外价值和好感度， 建立亲密关系和信任。
发盘的概念与流程
发盘定义
发盘是商业谈判中的一种行为， 旨在向对方提供商业合作的条件 和建议。
发盘流程
1. 确定合作目标和对方需求 2. 制定发盘策略和方案 3. 进行发盘并进行谈判 4. 达成共识并签署协议 5. 遵守合同约定并履行承诺
课程总结和学习建议
课程总结
通过本课程，您了解了函电报价和发盘的关键概念、 流程和技巧，为取得商业成功打下基础。
学习建议
定期练习函电报价和发盘的撰写和谈判技巧，与专 业人士进行交流，不断提升自己的商业沟通能力。
《函电报价和发盘》PPT 课件
通过本课程，您将学习如何有效地进行函电报价和发盘。我们将探讨函电报 价的定义和意义，以及发盘的概念、流程和技巧。
课程介绍
为什么学习函电报价和发盘？
了解如何有效沟通并提供专业报价以赢得客户和市场竞争优势。
谁应该参加此课程？
适用于销售、商务拓展和国际贸报价格式
• 标题 • 介绍和背景信息 • 明确的定价和条款 • 附加服务或奖励 • 结束语和联系方式
报价要素
• 产品或服务的详细描述 • 价格和优惠 • 交付和支付条款 • 保修和售后服务 • 可接受的合同条件
函电报价的常见问题与解决方案
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如何回应价格疑虑？
强调产品或服务的独特特点、品质和长
发盘的重要性
通过发盘，双方可以就合作条件 达成共识，实现互惠互利的商业 机会。
发盘的要点和技巧
外贸函电发盘
Commoபைடு நூலகம்ity
Article Number
FOBC5Shanghaiper set
CFRC5Torontoper set
CIFC5Torontoper set
Cartons per20’FCL
20-Piece Dinnerware Set
DR2010
400 CTN.
47-Piece Dinnerware Set
DESUNTRADING CO., LTD.
29THFLOORKINGSTARMANSION,623JINLIN RD.,SHANGHAI,CHINA2
NEO GENERAL TRADING CO.#362 JALAN STREET,TORONTO,CANADATEL NO.: (+01)7708808FAX NO.: (+01)7701111
DR2202
343 CTN.
95-Piece Dinnerware Set
DR2211
254 CTN.
15-Piece Tea Set
DR2300
437 CTN.
35-Piece Dinnerware and Tea Set
DR2401
542 CTN.
Packing: As to DR2010、DR2300, one set to a case, two cases to a carton. As to DR2202、DR2211、DR2401, one set per carton.Payment: By sight L/C.Shipment: To be effected within 2 months from receipt of the relevant L/C.Insurance: For 110% invoice value coveringBreakage & Clash Risk and War Risks.We will keep this offer valid only for 7 days. In addition, we have airmailed to you the samples you requested.If you find the above acceptable, please fax us for confirmation. Yours faithfully,Desun Trading Co., Ltd.Minghua Zhao
Article Number
FOBC5Shanghaiper set
CFRC5Torontoper set
CIFC5Torontoper set
Cartons per20’FCL
20-Piece Dinnerware Set
DR2010
400 CTN.
47-Piece Dinnerware Set
DESUNTRADING CO., LTD.
29THFLOORKINGSTARMANSION,623JINLIN RD.,SHANGHAI,CHINA2
NEO GENERAL TRADING CO.#362 JALAN STREET,TORONTO,CANADATEL NO.: (+01)7708808FAX NO.: (+01)7701111
DR2202
343 CTN.
95-Piece Dinnerware Set
DR2211
254 CTN.
15-Piece Tea Set
DR2300
437 CTN.
35-Piece Dinnerware and Tea Set
DR2401
542 CTN.
Packing: As to DR2010、DR2300, one set to a case, two cases to a carton. As to DR2202、DR2211、DR2401, one set per carton.Payment: By sight L/C.Shipment: To be effected within 2 months from receipt of the relevant L/C.Insurance: For 110% invoice value coveringBreakage & Clash Risk and War Risks.We will keep this offer valid only for 7 days. In addition, we have airmailed to you the samples you requested.If you find the above acceptable, please fax us for confirmation. Yours faithfully,Desun Trading Co., Ltd.Minghua Zhao
外贸函电课件unit_7-8_sales_contract精选PPT文档
• Preamble Date\ place\ parties\recitals or whereas clause
preamble
• Contract No. CD123 • Date: December 30, 2002 • Signed at: Guangzhou • Seller: China National Import & Export Corporation
1. weight: gram, ounce (oz ), metric ton (m / t)
E.G.: 100M/T with 2% more or less in amount/
in quantity/ both allowed at the seller’s
option 2. piece: pc, set, E.G.: 6,000 sets
quality clle, standard ,brand, origin, grade, specification, description
• Example
1.by sample---quality same as the sample (color sample )
• Once entered into, a contract is binding upon and enforceable by law.
• Any party who fails to fulfill his obligations must make compensation for the other party’s losses an import & export contract is made between the seller and buyer from different country
preamble
• Contract No. CD123 • Date: December 30, 2002 • Signed at: Guangzhou • Seller: China National Import & Export Corporation
1. weight: gram, ounce (oz ), metric ton (m / t)
E.G.: 100M/T with 2% more or less in amount/
in quantity/ both allowed at the seller’s
option 2. piece: pc, set, E.G.: 6,000 sets
quality clle, standard ,brand, origin, grade, specification, description
• Example
1.by sample---quality same as the sample (color sample )
• Once entered into, a contract is binding upon and enforceable by law.
• Any party who fails to fulfill his obligations must make compensation for the other party’s losses an import & export contract is made between the seller and buyer from different country
外贸函电第二版-Unit05报价和发盘精品PPT课件
虚盘不必有完整的内容，没有时限的规定，而且也不明确 不肯定。一般都注明“仅供参考”或“以我方最后确认为 准”等字样。因此，虚盘是不受约束的、试探性的报价， 其目的在于了解顾客，了解市场。
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The non-firm offers are usually expressed by the following patterns：
This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。
We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。
draft at sight to be opened 30 days before the time of shipment .
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常用句型
（3）我们支付方式是保兑的，不可撤销即期信 用证，凭全套装运单据支付。
Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.
forward somebody an offer for /on
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to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to entertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘
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The non-firm offers are usually expressed by the following patterns：
This offer is subject to reply by 10 a.m. our time, Wednesday, October 3. 该报盘以我方时间10月3日星期三上午10时以前答复为有效。
We offer you firm subject to your reply here within one week from today. 以自本日起一周之内你方复到为准。
draft at sight to be opened 30 days before the time of shipment .
17
常用句型
（3）我们支付方式是保兑的，不可撤销即期信 用证，凭全套装运单据支付。
Our terms of payment are by confirmed, irrevocable L/C payable at sight against presentation of shipping documents.
forward somebody an offer for /on
4
to accept offer; 接受报盘 to confirm offer; 确认报盘 to decline offer; 拒绝报盘 to entertain offer; 考虑报盘 to extend offer; 延长报盘 to withdraw offer； 撤回报盘 to cancel offer 撤销报盘
发盘函PPT课件
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发盘函的写作
发盘函的结构一般包括下列内容： 1.感谢对方询盘，明确答复对方来函所询问的
事项。如：Thank you for your inquiry for … 2.阐明交易的条件（品名、规格、数量、包装、
价格、装运、支付、保险等）。如：For the Butterfly sewing-machine, the best price is US$ 7900.00 per set FOB Shanghai.
15
11、供给 Supply 12、标题商品 Captioned Goods/Subject
Goods 13、单价 Unit Price 14、总金额 Total Amount 15、净价 Net Price
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常用句型：
句型1：感谢对方的来函
1)We’ve received your letter of May 2, and as requested, we are offering you the following subject to our final confirmation.
(6)交货条件及日期
交货条件和日期对买卖双方风险责任的划分意义重大， 必须在发盘中报明以免将来产生纠纷。
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(7)报价方式和有效期
发盘分为发实盘和虚盘：实盘具有法律效力， 报价时很确定；虚盘不确定，仅表明报价意向， 不具有法律效力。
发盘通常都规定一个有效期，作为对方表示接 受的时间限制，超过发盘规定的时限，发盘人 即不受约束。发盘人对发盘有效期可作明确的 规定，也可不作明确的规定。明确规定有效期 的发盘，从发盘被传达到受盘人开始生效，到 规定的有效期届满为止。不明确规定有效期的 发盘，按法律在合理的时间内有效。
发盘函的写作
发盘函的结构一般包括下列内容： 1.感谢对方询盘，明确答复对方来函所询问的
事项。如：Thank you for your inquiry for … 2.阐明交易的条件（品名、规格、数量、包装、
价格、装运、支付、保险等）。如：For the Butterfly sewing-machine, the best price is US$ 7900.00 per set FOB Shanghai.
15
11、供给 Supply 12、标题商品 Captioned Goods/Subject
Goods 13、单价 Unit Price 14、总金额 Total Amount 15、净价 Net Price
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常用句型：
句型1：感谢对方的来函
1)We’ve received your letter of May 2, and as requested, we are offering you the following subject to our final confirmation.
(6)交货条件及日期
交货条件和日期对买卖双方风险责任的划分意义重大， 必须在发盘中报明以免将来产生纠纷。
10
(7)报价方式和有效期
发盘分为发实盘和虚盘：实盘具有法律效力， 报价时很确定；虚盘不确定，仅表明报价意向， 不具有法律效力。
发盘通常都规定一个有效期，作为对方表示接 受的时间限制，超过发盘规定的时限，发盘人 即不受约束。发盘人对发盘有效期可作明确的 规定，也可不作明确的规定。明确规定有效期 的发盘，从发盘被传达到受盘人开始生效，到 规定的有效期届满为止。不明确规定有效期的 发盘，按法律在合理的时间内有效。
外贸函电完整ppt课件
完整版PPT课件
2
– Courtesy (not mere politeness,be sincere and tactful)
• Thank you for your letter of July 23, 1999. • Your letter is not clear at all.I can’t understand it. • If I understand your letter correctly…(tactful)
• $10575.9 (ten thousand five hundred and seventy-five dollars, ninety cents.)
• 介词：
– 数字前如果要用介词必须十分小心。例如：
• The price has been increased to $20. （到）
• The price has been increased by $20. （了）
市 c)县、州名及邮政编码 d)国名
完整版PPT课件
7
parts of business letter
• attention line
– 写信人有时希望所发信件能够迅速递交经办人或经办 部门办理，可在封内地址下一行和称呼上一行加上经 办人姓名。
• salutation
– 每个词开头首字母必须大写。
– Your Order No.2645
• the body
完整版PPT课件
8
parts of business letter
• complimentary close
– yours faithfully （英） / faithfully yours （美） – yours truly / truly yours – yours sincerely / sincerely yours
外贸函电课件ppt
(12) We must reiterate that prompt shipment must be regarded as an essential condition for all our orders.
(13) 请求发货指示 The above order is now ready. Please give us forwarding instructions as soon as possible. Please send us by return full instructions for the five cases for London, as to contents, value, consignee and who pays all the charges. (14) 发货指示 In reply to your letter of the 25th May, please send ten bales of our goods, marked…1-10, by rail as soon as possible to our address, and the other ninety bales afterwards by next steamer.
Please ship my thirty bales cotton, now kept in your warehouse, to Messrs. T.T. , and forward B/L to me. Please ship as soon as possible seventy bales of goat skins, kept in your warehouse, to Messrs. White&Co. in London, and send me the Bill of Lading. (15) 装运通知 We herewith send you the goods ordered last week, and hope you will find same satisfactory. Your further orders will receive our prompt attention. The goods are being prepared for immediate delivery and will be ready for shipment tomorrow. We are sending you today by the American Railway Express, prepaid, the following books.
《外贸函电Insura》PPT课件
精选PPT
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Part 2. Ocean Marine Cargo Clauses of China
Insurance Clauses (CIC)
精选PPT
3
Risks in Cargo Transportation
Risks in cargo transportation are of many kinds. Different risks mean different losses And different risks are covered by different insurance clauses and different
includes general additional coverage and special additional coverage.
精选PPT
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Part 2. Ocean Marine Cargo Clauses of China
Insurance Clauses (CIC)
Basic marine insurance coverage
general average loss is caused intentionally, and such a loss is beneficial to others, then those who have benefited should share that loss. Thus a general average loss is a loss resulting from a voluntary sacrifice or expenditure in time of peril, for the safety of hull, cargo and freight.（共同海损是指在发生危险时， 为了船舶、货物和运输的安全作出自愿牺牲或为此付出费用所引 起的损失。）
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盘、期待对方的订单……）
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本节要点回顾
1、发盘的概念 2、发盘的分类★ 3、发盘有效的条件 4、发盘（实盘）的写作内容★
• 预习：如何表述交易条件？
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谢谢！
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发盘信函中常用句型
• 一、感谢对方来信，表示现在可以发盘。 • 1、We thank you for your inquiry dated July 10
（期待对方的回复）
• Yours faithfully,
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发盘信函的主要写作内容（☆重点）
• 1、对询盘表示感谢 • 2、报出价格以及其他具体交易条件
• 价格、数量、质量、规格、付款方式、包装、 装运、交货、保险、折扣、佣金……
• 3、 告知发盘有效期 • 4、期待回复（期待对方接受自己的发
虚盘是发盘人有保留地表示愿意按一
定条件达成交易，虚盘不必有完整的内 容，没有时限的规定，而且也不明确不 肯定，通常使用“须经我方最后确认方 才有效”等语句，以示保留。
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保留条件举例：
1、subject to our final confirmation
– 以我方最后确认为准
2、subject to goods being unsold
（提出交易条件并告知有效期）
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• As you are aware, there has been a heavy demand for Steel Tubes in the market. Therefore, it is impossible for us to keep this offer open too long. We hope you will pay attention to it , and meanwhile we look forward to receiving your first order.
1、发盘是向一个或几个特定受盘 人提出的订立合同的建议。
广告是不是发盘呢？
2、发盘内容必须十分确定，一
旦受盘人接受，合同即成立。
We offer you as usual.
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3、一个有效的发盘一般包含商品
的主要交易条件。
品质、数量、包装、价格、交货、付 款
《公约》中规定：名称、数量、价格
笨，没有学问无颜见爹娘 ……” • “太阳当空照，花儿对我笑，小鸟说早早早……”
4
一、Offer 发盘
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–发盘是交易一方欲购买或出售某 种商品而向对方提出交易条件， 并表示愿意按此达成交易的行为。
–发盘可应询盘要求发出，也可在 没有询盘情况下直接发出。
–发盘一般由卖方发出。
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–Our offer is firm (valid, good, open) for five days. • 我方报盘有效期为5天。
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Tips：
• 发盘的有效期通常和以下因素相关
– 1、通讯工具 – 2、商品种类 – 3、交易量 – 4、市场状况
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2、虚盘 Non-firm offer
for the captioned goods. Enclosed you will find details of our conditions of sales and terms of payment. • 感谢贵方7月10日对上述产品的询盘。在随函附件 中，您会看到我们的销售和付款条件。 • 2、It’s our pleasure to offer you the goods as follows. • 非常荣幸地向你方报盘如下。
Unit Four Offer 第4
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Four Steps in Business Negotiation
inquiry
offer
counter-offer
acceptance
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2
精品资料
• 你怎么称呼老师？ • 如果老师最后没有总结一节课的重点的难点，你
是否会认为老师的教学方法需要改进？ • 你所经历的课堂，是讲座式还是讨论式？ • 教师的教鞭 • “不怕太阳晒，也不怕那风雨狂，只怕先生骂我
效接受（acceptance），发盘人对其发 盘的内容，在有效期内不得随意变更或 撤销，否则发盘人将承受违约的法律后 果。
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• 一个完整的实盘包括明确肯定的交易 条件，还应明确有效期限，并表明
发盘为实盘。例如：
–This offer is subject to your reply reaching us within seven days. • 此盘以7天内回复为有效。
Seller
Inquiry询盘
Offer 11/13
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二、发盘的种类（重点）
• 1、实盘 firm offer • 2、虚盘 non-firm offer
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1、实盘 firm offer – 即指有约束力的发盘。是发盘人有确定
的订立合同的意图。 – 实盘一旦由交易的另一方（受盘人）有
4、发盘必须送达受盘人。
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四、 Sample Letter
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• Dear Sirs,
• We are in receipt of your letter of May 21 inquiring us the captioned goods, for which we thank you（. 告知收到来信并表示感谢） • In reply, we are now in a position to make you a firm offer on 280 long tons Steel Tubes at $620,00 per L/T CIF New York, and payment is to be made by confirmed irrevocable L/C. This offer is subject to your reply reaching here within one week.
– 以货物尚未售出为有效
3、subject to prior sale
– 以先售为条件
4、We are now making you an offer
subject to our final confirmation.
– 现报盘，以我方最后确认为有效。
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三、有效的发盘(实盘)需要具备四个条件：
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本节要点回顾
1、发盘的概念 2、发盘的分类★ 3、发盘有效的条件 4、发盘（实盘）的写作内容★
• 预习：如何表述交易条件？
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谢谢！
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发盘信函中常用句型
• 一、感谢对方来信，表示现在可以发盘。 • 1、We thank you for your inquiry dated July 10
（期待对方的回复）
• Yours faithfully,
2020/11/13
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发盘信函的主要写作内容（☆重点）
• 1、对询盘表示感谢 • 2、报出价格以及其他具体交易条件
• 价格、数量、质量、规格、付款方式、包装、 装运、交货、保险、折扣、佣金……
• 3、 告知发盘有效期 • 4、期待回复（期待对方接受自己的发
虚盘是发盘人有保留地表示愿意按一
定条件达成交易，虚盘不必有完整的内 容，没有时限的规定，而且也不明确不 肯定，通常使用“须经我方最后确认方 才有效”等语句，以示保留。
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保留条件举例：
1、subject to our final confirmation
– 以我方最后确认为准
2、subject to goods being unsold
（提出交易条件并告知有效期）
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• As you are aware, there has been a heavy demand for Steel Tubes in the market. Therefore, it is impossible for us to keep this offer open too long. We hope you will pay attention to it , and meanwhile we look forward to receiving your first order.
1、发盘是向一个或几个特定受盘 人提出的订立合同的建议。
广告是不是发盘呢？
2、发盘内容必须十分确定，一
旦受盘人接受，合同即成立。
We offer you as usual.
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3、一个有效的发盘一般包含商品
的主要交易条件。
品质、数量、包装、价格、交货、付 款
《公约》中规定：名称、数量、价格
笨，没有学问无颜见爹娘 ……” • “太阳当空照，花儿对我笑，小鸟说早早早……”
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一、Offer 发盘
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–发盘是交易一方欲购买或出售某 种商品而向对方提出交易条件， 并表示愿意按此达成交易的行为。
–发盘可应询盘要求发出，也可在 没有询盘情况下直接发出。
–发盘一般由卖方发出。
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–Our offer is firm (valid, good, open) for five days. • 我方报盘有效期为5天。
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Tips：
• 发盘的有效期通常和以下因素相关
– 1、通讯工具 – 2、商品种类 – 3、交易量 – 4、市场状况
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2、虚盘 Non-firm offer
for the captioned goods. Enclosed you will find details of our conditions of sales and terms of payment. • 感谢贵方7月10日对上述产品的询盘。在随函附件 中，您会看到我们的销售和付款条件。 • 2、It’s our pleasure to offer you the goods as follows. • 非常荣幸地向你方报盘如下。
Unit Four Offer 第4
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Four Steps in Business Negotiation
inquiry
offer
counter-offer
acceptance
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精品资料
• 你怎么称呼老师？ • 如果老师最后没有总结一节课的重点的难点，你
是否会认为老师的教学方法需要改进？ • 你所经历的课堂，是讲座式还是讨论式？ • 教师的教鞭 • “不怕太阳晒，也不怕那风雨狂，只怕先生骂我
效接受（acceptance），发盘人对其发 盘的内容，在有效期内不得随意变更或 撤销，否则发盘人将承受违约的法律后 果。
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• 一个完整的实盘包括明确肯定的交易 条件，还应明确有效期限，并表明
发盘为实盘。例如：
–This offer is subject to your reply reaching us within seven days. • 此盘以7天内回复为有效。
Seller
Inquiry询盘
Offer 11/13
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二、发盘的种类（重点）
• 1、实盘 firm offer • 2、虚盘 non-firm offer
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1、实盘 firm offer – 即指有约束力的发盘。是发盘人有确定
的订立合同的意图。 – 实盘一旦由交易的另一方（受盘人）有
4、发盘必须送达受盘人。
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四、 Sample Letter
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• Dear Sirs,
• We are in receipt of your letter of May 21 inquiring us the captioned goods, for which we thank you（. 告知收到来信并表示感谢） • In reply, we are now in a position to make you a firm offer on 280 long tons Steel Tubes at $620,00 per L/T CIF New York, and payment is to be made by confirmed irrevocable L/C. This offer is subject to your reply reaching here within one week.
– 以货物尚未售出为有效
3、subject to prior sale
– 以先售为条件
4、We are now making you an offer
subject to our final confirmation.
– 现报盘，以我方最后确认为有效。
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三、有效的发盘(实盘)需要具备四个条件：