出口发盘_还盘_接受.docVIP

“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： 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 is USD78.00 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. our time. ★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 be repeated 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