询盘与复盘 外贸课件.ppt

询盘与复盘 从整体上了解整个的操作过程 简单说来有以下几步： 洽谈阶段―――――签订合同――――――合同履行―――后续服务 1．洽谈阶段是：包括询盘INQUIRY ，发盘OFFER，还盘COUNTER OFFER和接受ACCEPTANCE。 询盘 ?? 询盘是准备购买或出售商品的人向潜在的供货人或买主探询该商品的成交条件或交易的可能性的业务行为，它不具有法律上的约束力，也不是每笔交易必经的程序， 在国际业务中，发出询盘的目的，除了探询价格或有关交易条件外，有时还表达了与对方进行交易的愿望，希望对方接到询盘后及时作出发盘，以便考虑接受与否，这种询盘实际上属于邀请发盘。 询盘的内容可以涉及某种商品的品质规格数量包装价格和装运等成交条件，也可以索取样品，其中多数是询问成交价格，因此，在实际业务中，也有人把询盘称作询价，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，它并不是正式的报价，因而也不具备发盘的要件。  询盘的几种形式 1.购货商看到广告后去函要价目表 2. 买方向卖方询购产品 3.进口商接出口商来电函后询价 4. 进口商询价并要求最优惠条件 5. 进口商询价并要求寄送样品 询盘案例（Enquiry) June, 1st, 2010 Dear Henry, We met you in the Canton Fair, hope you still remember us. We should like you to send us a catalogue and price list regarding your baby wear and children’s styles. We should also like to know what discount you offer on bulk purchase. We also learnt from the Kid’s Palace Shop of Cyprus that you are the manufacturer of high level baby wear. We operate a large range of fashionable baby wear styles. We are interested in using a number of products from your current designs in the manufacture. As some of our products will be sold on the European market, it is important that our suppliers should be competitive in price and extremely reliable. We would find it most helpful if you could provide us with samples of the various styles you export to other companies.? Best Regards Yours faithfully? Michael Dali Corp. 询盘回复案例（Reply) Dear Sirs, We were very glad to receive your letter of June, 1st in which you enquired about our products. We were pleased to know that we had been recommended to you by The Shop of Cyprus. We are enclosing our catalogue and the price lists. We are also sending you samples of the styles we export to other countries separately. We are sure you will find that we use only the best quality materials for our products. The high standard of workmanship will appeal to both your domestic buyers and international buyers. We also produce a wide range of other garments and accesso