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。
第二节 回复询盘
收到询盘应及时回复；即使你不能满足对方的要求，也应该 及时答复，婉言说明原因，为以后可能的交易留有余地，切 忌置之不理。回复询盘的信函一般遵循以下原则：准确、具 体、清楚。
答复询盘的信函通常包括以下内容：感谢客户来函询价；明 确写信具体意图；正面推销我方产品；通知对方所附附件； 提出报盘交货条件；欢迎对方继续联系。
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,
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.
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.
Our regular purchase in quantities is no less than ten sets of individual items. Payment is to be made by irrevocable L/C at sight.
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。
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,
品名(commodity)、品质(quality)、数量(quantity)、价格 而(p商ric检e)、、索包赔装、(pa仲ck裁in和g)不、可运抗输力(sh等ip其m他en条t)、件保被险认(为ins是ur交an易ce的) “、一付般款交(p易ay条me件nt”)等(G条en款er一al般Te被rm认s为an是d 交Co易nd的it主ion要s)条。件一。般因交 易此条买件卖往双往方是想买达卖成双交方易洽至谈少贸得易就的上前述提各和项基条础件，进通行常磋印商在达合 同成(一约致)的意背见面。共交同易遵的守主，要而条不件需根要据每每次笔都生重意复不商同洽要。逐这条样谈可 以妥缩，短难交以易通洽用谈。时间，减少费用开支等。因此，在国际贸易 中广泛采用。
Yours sincerely 《
Exercise 1
1. 我公司从事手工艺产品的出口业务已多年 ，为了进一步拓展业务，可向你提供最优 惠价格。
2. 请在报价单中详细说明商品的规格、品质 、数量、价格和装运条件。
3.你公司的真皮大衣在本地市场前景很好。 4. 请报FOB上海港最低价格。 5. 若你方价格合理，我方将大量订货。
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.
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 reply.
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.