第三章(询盘和报盘2014)

贸易磋商贸易谈判(磋商)环节：进出口贸易的磋商一般可分为四个 环节：询盘、发盘、还盘和接受。其中“发盘和接受”是成 交的基本环节，是合同成立的“要件”。进出口贸易的磋商 内容包括拟签订合同的各项条款：合同的标的(货物的品名 、品质、数量、价格、包装)、支付条款、交货条件(运输 和保险)、商检、索赔、仲裁和不可抗力等。 品名(commodity)、品质(quality)、数量(quantity)、价格 (price)、包装(packing)、运输(shipment)、保险(insurance) 而商检、索赔、仲裁和不可抗力等其他条件被认为是交易的 、付款(payment)等条款一般被认为是交易的主要条件。因 “一般交易条件” (General Terms and Conditions)。一般交 此买卖双方想达成交易至少得就上述各项条件进行磋商达 易条件往往是买卖双方洽谈贸易的前提和基础，通常印在合 成一致意见。交易的主要条件根据每笔生意不同要逐条谈 同 (约)的背面共同遵守，而不需要每次都重复商洽。这样可 妥，难以通用。 以缩短交易洽谈时间，减少费用开支等。因此，在国际贸易 中广泛采用。

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,

Dear Sirs, We thank you for your enquiry of 15 November and enclose our quotation for handbags. We have made a good selection of patterns and sent them to you today by post. Their fine quality, attractive designs and the reasonable prices at which we offer them will convince you that these materials are really of good value. There is a heavy demand for our products in various districts and regions, which we are finding it difficult to meet, but provided that we receive your order within the next ten days, we will make you a firm offer for delivery by the middle of February at the prices quoted. On orders for one hundred units or more we allow a special discount of 1.5%. We require payment by L/C to reach us one month prior to the time of shipment. We look forward to receiving your order. Yours truly,

第三章 询盘和报盘学习目标 掌握询盘报盘的具体内容及格式

熟悉答复询盘信的内容要点 常用语句和表达

本章章节 第一节

询盘 第二节 询盘回复 第三节 报盘 第四节 练习

第一节

询盘

询盘，又称询价，是指交易的一方为购买或出售 某种商品，向对方口头或书面发出的探询交易条 件

的过程。询盘可只询问价格，也可询问其他有 关的交易条件。询盘的内容可涉及：价格、规格 、品质、数量、包装、装运、付款方式以及索取 样品等。 询盘可分为一般询盘和具体询盘：前者是指进口 商为了了解情况而向出口商索要需要的商品目录 ，价格单，样品等；后者是指进口商就指定的具 体商品要求出口商报价。

一般询盘

一般询盘:一般询盘并不一定立即接触具体交易，大 多仅是摸底，其索取内容包括某种商品的目录，价目 表，样品等一般化信息以及有关的一般化交易条件。例1: Dear Sir, We are in the market for Melon Seeds of the first and second grade and should be appreciated if you let us have your offer with some representative samples by airmail. When offering the seeds, please state the earliest possible time of shipment and quantities Yours faithfully,

一般询盘例2: Dear Sirs, Through the courtesy of the Chamber of Commerce in your country we learn that you are one of the leading exporters of porcelain wares of a variety of types. We avail ourselves of this opportunity to approach you in the hope of establishing business relations with you.

We have been importers of porcelain wares for many years. Now we are interested in your porcelain tea and coffee cups and sauces of different shapes.Please inform us of your trade terms and forward samples and product brochures. If your prices are in line, we trust important business can materialize. We are looking forward to your early reply.

Yours faithfully,

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具体询盘具体询盘实际上就是请对方报盘。也就是说，当买方已准备 购买某种商品时，请卖方告知价格，支付条件，货物品质， 规格，数量，交货日期，可能的装运时间以及售后服务等。例1: Dear Sirs, Thank you for your letter of June 10. We note with pleasure that you intend to develop business with us in the captioned goods. We have gone through your catalogue and are interested in Refrigerator Art No. HD-276F(N). Please quote us your lowest price. If your prices are reasonable and quality satisfactory, we shall consider placing substantial orders. We trust you will give this enquiry your immediate attention and let us have your reply at an early date. Yours truly,

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 re …… 此处隐藏：4774字，全部文档内容请下载后查看。喜欢就下载吧 ……