MY国际贸易实务课件03.pptVIP

项目工作3.1 进出口业务磋商：询盘 项目工作3.2 进出口业务磋商：发盘 项目工作3.3 进出口商品价格核算 3.1进出口业务磋商：询盘 职业行动 经过市场调研，你也找到了有意向成交的客户。如果经理将这项具体的业务交由你负责，请你与对方进行交易磋商，你应该怎么办呢？ 3.1.1 根据询盘的目的选择询盘方式 1、目的只是初步了解市场，选择一般询价方式 2、如果有明确的成交意图，选择具体询价方式 3.1.2书写询盘函电 1、书写电报、电传询盘函电 通常使用下面一些术语： Please advice… 请告…… Please offer… 请发盘…… Please quote… 请报价…… Interested in… please… 对……感兴趣，请报盘…… 例3-1：Interested in northeast soybean, please telex CIF Hague lowest price.（对东北大豆有兴趣，请电告CIF海牙最低价。） PLEASE QUOTE LOWEST PRICE CIF SINGAPORE FOR 1000 PCS FLYING PIGEON BRAND BICYCLES JULY SHIPMENT CABLE PROMPTLY.(请报1000辆飞鸽牌自行车成本加运保费至新加坡最低价，7月装运，尽速电告。 2、书写电子邮件、书信询盘函电 除了要说明的内容（如各项交易条件，索取商品目录、价格单、样品等）外，一般还带有礼貌性的语言及对交易内容的宣传，以达到吸引对方发盘的目的。 询盘的质量往往反映写信人的业务素质和可靠程度的高低，从而影响到被询盘人对交易条件的各种考虑。而且，如果询盘函电丢三落四，该说的没说，说了的又没说清楚，就可能耽误时间，错过商机，造成无形的损失。 例3-2：第一次询价函的书写 Dear Sirs, We learn from Thomas H. Pennie of New York that you are producing hand-made gloves in a variety of artificial leathers. There is a ready demand here for gloves of high quality at moderate prices. Will you please send us a copy of your glove catalogue, with details of your prices and terms of payment. We should find it most helpful if you could also supply samples of these gloves. 从纽约的托马斯.H. 彭涅公司处，敬悉贵公司生产各类手工人造皮革手套，本地区对中等价格的高品质手套一向有稳定的需求。 请惠寄贵公司的手套目录一份，详述有关价目与付款条件。希望贵公司顺带惠赐样品。 例3-3具体询价函的书写 Dear Sirs, We are glad to learn from your letter of May 10 that, as exporters of Korea Silk Piece Goods, you intend to establish direct business connections with us which happens to be our desire. At present, we are interested in Crepe Georgette(乔其纱） and please let us have your latest CIF C3% Lagos together with your term of payment and state whether you would be able to effect delivery within one month after receiving our order. In order to acquaint（使了解）us with the material and workmanship（手艺、工艺 )of your products, we