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。
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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。