offer (发盘)

卖方对询盘之回复
卖方报虚盘 卖方报实盘
买方回盘
A: Request for quotation (buyer) Dear Sirs,
买方之询盘
You have previously supplied us with crockery and we should be obliged if you would now quote CIF San Francisco for the items named below. The pattern we require is listed in your 2004 catalog as No. 8.
在接到发盘之后，收盘人必须对报盘内容进行认真研究。如果收 盘人认为发盘价格难以接受或者对其他条件不满意，既可以拒绝 接受，也可以向发盘人提出建议，要求对发盘内容进行修改。这 种收盘人对发盘内容进行变更的表示称为还盘（counter-offer）。
事实上，还盘既是收盘人对发盘的拒绝，又是收盘人以发盘人的 地位提出的新发盘。在交易磋商过程中，通过不断的还盘，买卖 双方逐渐在贸易条件上趋向一致，直到最后达成交易。
500 Tea cups and Saucers 200 Tea Plates 100 2-pint Tea-pots of payment, and (3) earliest possible date of delivery.
When replying, please state: (1) discount allowable, (2) terms
Yours faithfully, Manager
D: A firm offer (seller)
卖方报实盘
Dear Sirs,
As requested in your letter of April 18th, we offer you firm as follows, subject to your reply reaching us by the end of this month. 1,000 dozen cotton shirts at USD 60 per dozen CIF New York. The shipment is to be made during June. We require payment by confirmed irrevocable letter of credit payable by draft at sight. This is the best offer we can make at present and we trust that you will accept this offer without loss of time as the demand for our cotton shirts is heavy. For your reference, we are sending you some samples separately. truly, Yours very Chun

实盘是发盘人按其提供的条件以达成交易目的 的明确表示。实盘具有法律效力。受盘人一旦 的明确表示。实盘具有法律效力。受盘人一旦 在有效期限接受实盘上的条件和内容，发盘人 就无权拒绝售货。 就无权拒绝售货。 一项实盘必须具备： 1)发盘的内容明确完整。 1)发盘的内容明确完整 内容明确完整。 具体讲内容应包括：商品标的(description 具体讲内容应包括：商品标的(description of the goods), 规格(specification), 品质 规格(specification), （Quality），数量（Quantity），包装 Quality），数量（Quantity），包装 （Packing），价格（Price），装运 Packing），价格（Price），装运 （Shipment），支付（Payment）,有效期 Shipment），支付（Paypute settlement) ),争议解决的方式(dispute 等。 （可以看到很多都是可以看作针对询价的 回答）
实务提示： 在国际贸易实务中，并非每比交易都必须对全部交易 条件一一磋商. 条件一一磋商.例如我们的客户事先就一般交易条件达 成协议, 成协议,或者双方在长期交易的过程当中已经形成一些 习惯性的做法,或者双方签有长期的贸易协议. 习惯性的做法,或者双方签有长期的贸易协议.因此有些 交易条件就不需要在每比交易中一一重新协商, 交易条件就不需要在每比交易中一一重新协商,一旦达 成交易,这些交易条件,也是合同不可分割的组成部分. 成交易,这些交易条件,也是合同不可分割的组成部分. 我国进出口公司在同国外客户建立关系时, 我国进出口公司在同国外客户建立关系时,通常将印有 一般交易条件(General 一般交易条件(General Terms and Conditions)的合同 Conditions)的合同 格式递交对方,经过双方协商同意后, 格式递交对方,经过双方协商同意后,这些条件就成为今 后双方进行交易的共同基础, 后双方进行交易的共同基础,双方均受此项一般交易条 件的约束.这对于缩短谈判时间是有利的。( 件的约束.这对于缩短谈判时间是有利的。(比如上面的 发盘有些东西不是非常明确，很可能两家公司有过业 务上的往来）

OFFERTeam 5 阿拉依-1111081101 鲍嫚迪-1111081102陈美惠-1111081104 刘雅仙-11106501041. What is an offer?1.1 DefinitionAn offer is a proposal to sell or buy a specific product or service under specific conditions. Offer can be made by seller or buyer .(If it made by buyer , it is called bid(递盘).)The expression of an offer may take different forms, such as a letter, newspaper advertisement, fax, email and even conduct, as long as it communicates the basis on which the offeror is prepared to contract.1.2 Conditions of the effective offer1)The offer should be sent to one or more than one particular person.if it doesn't specify the offeree, it will be regarded as an offer of invitation only, or invitation to offer.2)The contents of the offer must be specific .It means an offer must be clear, definite, complete and final.3)An expression of hope that want to make a contract with offeree.Offeror should mention that when the offeree accepted the offer, whice means offer terms and conditions entered into a contract . he will the undertake the legal responsibility togethere with offeree.4) The offer must delivery to offeree.an offer will be effective when it reach to offeree.1.3 Type of the offerAn offer may either be a firm offer or a non-firm offer.1.3.1 Firm offerA firm offer is made when a seller promises to sell goods at a stated price usually within a certain time limit. It must be clear, definite, complete and final. It is irrevocability . But As a general rule, all offers are revocable at any time prior to acceptance, even those offers that purport to be irrevocable on their face.In a firm offer the following should be given: the description of the commodity, the unit price, quantity, specifications, the time of shipment ,the mode of payment, the detailed information of the goods etc. If possible, samples will be provided.1.3.2 Non-firm offerA non-firm offer may contain fewer items than firm offer.It doesn’t have leaglly banding.In non-firm offer some terms must be reserved such as:“subject to our final confirmation”；“Without engagement”；“subject to prior sale”.“All quotations are subject to our final confirmation unless otherwise stated”.“Our offer is subject to approval of export licence.”1.4 Attention1) An offer is legally bindingIf an offer be sent to offeree, it can’t be casualy revoke. Once the offeree accept an offer, the offeror have to deal with offeree on the offer terms and conditions and toperform the contract obligations.2)Effective time of an offerAn offer take effect when it is Reached to offeree.Withdraw offer: Offeror get offer back before offer reach to offeree.Revoke offer: An offeror may revoke an offer before it has been accepted, but the revocation must be communicated to the offeree (although not necessarily by the offeror). However, an offer may not be revoked if it has been summed up in an option. If the offer is one that leads to a unilateral contract, the offer generally cannot be revoked once the offeree has begun performance.3）The validity of an offerUsually, In international trade, offer validity has two forms: specified time limit, and adopt reasonable time effectively. The former not only few disputes but also can promote clinch a deal, so it is used more, but cannot be revoked; the another one is easy to generate controversy, but if the other party didn't accept the offer. it may be revoked. About Using which one depends on specific circumstances.4）Termination of offer:the offeree refuses to failure ；the offeror withdraw the offer ; the specified period is expired and failure ；the reasonable time has failed.2. How to make an offer?2.1 The main contents of an offerA satisfactory quotation will include the following:1)An expression of thanks for the enquiry.2)Names of the goods, quality, quantity or specifications.3)Details of prices and of what prices cover, such as freight, insurance, discount, commission etc.4) A statement or clear indication of the terms of payment.5)Time of shipment, date of delivery and packing conditions.6)The period for which the qutoation is valid if it is a firm offer.7)An expression of hope that the offer will be accpeted.2.2The steps of making an satisfactory offer（1）An expression of thanks for the enquiry. And response questions asked by offeree.e.g. Thank you for your inquiry for…（2) Conditions of trade. （name 、specifications、quantity、packing、price、shipment、payment、insurance…）.e.g. For the Butterfly Brand sewing machine, the best price is USD79.00 per set FOB Tianjin（3）Declare effective period of an offer and other conditions.e.g. In reply we would like to offer, subject to your reply reaching us before…（4) An expression of hope that the offer will be accepted.e.g. We hope that you place a trial order with us.2.3 when should we make an offer?①after enquiry②send the offer directly3. How to reply an offer?(1)AcceptA promise or act on the part of an offeree indicating a willingness to be bound bythe terms and conditions contained in an offer.(2)Accept but change some main terms in the offer---Counter-offer(3)RejectRejection of offer An offer can be terminated on the grounds of rejection by the offeree, that is if the offeree does not accept the terms of the offer or makes a counter-offer as referred to above.If the offeree fails to accept the offer within this specific period, then the offer will be deemed as terminated.。

一、名词解释1、询盘（Inquiry）2、发盘（Offer）3、还盘(Counter Offer)4、接受(Acceptance )二、单项选择题1、根据《联合国国际货物销售合同公约》的规定，合同成立的时间是（）。

A、接受生效的时间B、交易双方签订书面合同时C、在合同获得国家批准时D、当发盘送达受盘人时2、根据《联合国国际货物销售合同公约》的规定，接受于（）生效。

A、合理时间内B、向发盘人发出时C、送达发盘人时D、发盘人收到后以电报确认时3、按照《联合国国际货物销售合同公约》的解释，发盘于（）生效。

A、向特定的人发出时B、合理时间内C、送达受盘人时D、受盘人收到并确认时4、关于逾期接受，《联合国国际货物销售合同公约》的规定是（）。

A、逾期接受无效B、逾期接受是一个新的发盘C、逾期接受完全有效D、逾期接受是否有效，关键取决于发盘人5、关于接受生效的时间，各国法律有不同的规定，其中（）采用“投邮生效”的原则。

A、英美法B、大陆法C、《联合国国际货物销售合同公约》D、我国的《合同法》6、某发盘人在其订约建议中加有“仅供参考”字样，则这一订约建议为（）。

A、发盘B、递盘C、邀请发盘D、还盘7、向广大公众发出的商业广告是否构成发盘的问题，各国法律规定不一。

其中大陆法规定（）。

A、向公众作出的商业广告，只要内容确定在某些场合下可视为发盘B、凡向广大公众发出的商业广告，不得视为发盘C、商业广告可完全视为一项发盘D、商业广告本身并不是一项发盘，通常只能视为邀请对方提出发盘8、当一项发盘未具体列明有效期时，根据《联合国国际货物销售合同公约》的规定，如果采用口头发盘时，（）方为有效。

A、受盘人尽快表示接受时B、受盘人当场表示接受，除非发盘人发盘时另有声明C、受盘人在一段合理时间内表示接受D、受盘人24小时内表示接受9、关于发盘能否撤销的问题，英美法与大陆法存在着严重的分歧，其中英美法认为（）。

A、发盘人原则上应受发盘的约束，不得随意将其发盘撤销B、发盘已经生效，但是受盘人尚未表示接受之前这段时间内，只要发盘人及时将撤销通知送达受盘人，就可将其发盘撤销C、受盘人表示接受之前，即使发盘中规定了有效期，发盘人也可以随时予以撤销D、发盘在受盘人接受之前可以撤销，但若撤销不当，发盘人应承担损害赔偿责任10、接受的撤回或修改的问题上，《联合国国际货物销售合同公约》采取了（）原则。

国际贸易发盘范文一、引言国际贸易是各国之间经济合作的重要方式，通过发盘（offer）的方式，买卖双方可以进行商品的交易。

本文将以国际贸易发盘为主题，介绍发盘的基本概念、要素和范文。

二、发盘的基本概念发盘是指卖方向潜在买方提出商品的销售条件和交易细节的文件。

通过发盘，卖方可以向买方传达自己的意愿和要求，进而达成双方的交易合作。

三、发盘的要素1.商品描述：发盘中需要详细描述所销售的商品的名称、规格、数量、质量等相关信息，以便买方了解商品的具体情况。

2.价格条款：发盘中需要明确商品的价格条款，包括价格单位、价格计算方法、货币种类等，以确保双方对价格的理解一致。

3.交货方式：发盘中需要说明商品的交货方式，包括运输方式、运输时间、交货地点等，以便买方了解商品的运输安排。

4.支付方式：发盘中需要明确商品的支付方式，包括付款方式、付款期限、付款账户等，以确保双方对支付方式的理解一致。

5.其他条款：发盘中可以包括其他条款，如质量检验、售后服务、违约责任等，以满足双方特定的交易需求。

四、发盘范文尊敬的先生/女士，我公司是一家专业从事电子产品贸易的企业，现向贵公司发盘如下：1.商品描述：我们的产品为最新款手机，型号为X1，颜色可选黑色或白色，数量为1000部。

2.价格条款：每部手机的价格为100美元，货币种类为美元，价格有效期为30天。

3.交货方式：我们将通过海运的方式将商品运输到贵公司所在的目的地港口，运输时间为30天。

4.支付方式：我们要求贵公司在签订合同后的30天内通过电汇方式支付全款到我司指定账户。

5.其他条款：我们保证所提供的手机为全新原装正品，如有质量问题可进行退换货。

双方签订合同后，如有一方违约，违约方需承担相应的违约责任。

请贵公司查阅以上发盘，并在10天内给予回复，以便我们进一步商讨合作细节。

如有任何疑问，请随时与我们联系。

祝商祺！五、结论通过以上范文可以看出，国际贸易发盘是商务合作中重要的文件，通过发盘双方可以明确交易条件和细节，为后续的合作打下基础。

发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。

定义：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。

通常由卖方提出，也可由买方提出（又称作递盘）。

在国际贸易实务中，发盘也称报盘、发价、报价。

法律上称之为“要约”。

发盘可以是应对方询盘的要求发出，也可以是在没有询盘的情况下，直接向对方发出。

一般是由卖方发出的，但也可以由买方发出，业务称其为“递盘”。

发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。

二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。

实盘是发盘人承诺在一定期限内，受发盘内容约束，非经接盘人同意，不得撤回和变更；如接盘人在有效期限内表示接受，则交易达成，实盘内容即成为买卖合同的组成部分。

一个完整的实盘应包括明确肯定的交易条件，如商品名称、规格、数量、价格、支付方式、装运期等，还应有实盘的有效期限并应明确发盘为实盘。

虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容约束，不作任何承诺，通常使用“须经我最后确认方有效”等语以示保留。

撰写：发盘因撰写情况或背景不同，在内容、要求上也有所不同。

但从总的情况看，其结构一般包括下列内容：（1）感谢对方来函，明确答复对方来函询问事项。

如Thank you for your inquiry for…（2）阐明交易的条件（品名、规格、数量、包装、价格、装运、支付、保险等）。

如:For the Butterfly Brand sewing machine, the best price is USD 79.00 perset FOB Tianjin（3）声明发盘有效期或约束条件。

如：In reply we would like to offer, subject to your reply reaching us before…（4）鼓励对方订货。

Design No. 72435 – 2A
Specifications: 30 x 36 72 x 69 35”/36” x 42 yds
Quantity: 12,600 yards
Packing: In bales or in wooden cases, at seller’s option
With the recovery of the market, there has been a strong demand for our goods since August and the manufacturers are heavily committed.
Please fax us your confirmation as early as possible if you find the above acceptable.
We are looking forward to your favorable reply.
Yours faithfully,
Letter 2 A Non-firm Offer for Printed Shirting
Dear Sirs,
We have received your letter of May 21 and, as requested, are airmailing you, under separate cover, one catalog and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection.
We trust the above will be acceptable to you and await your trial order with keen interest.

限公司 )
❖ 81000 printed shirting (81000号印花细布)
❖ We are very pleased to receive your enquiry of 22nd May, which enquired about our 81000 printed shirting.(很高兴收到你方5月22日关于我方81000号
❖ (2)收据,收条
▪ Cargo Receipt 货运收据; Deposit Receipt 存款收据; Freight Receipt 运费收据; Mate’s Receipt 大副收据; Parcel Post Receipt 邮包收据
Offer
(1) 与offer搭配的动词和介词
make/send/give/fax an offer for/on/of… 发盘
❖ Price
▪ Unit price
❖ Money, measuring unit, unit amount and trade terms (with commission)
❖ Eg. Us& 500 per yard CIFC5% New York
▪ Total price
❖ Payment
▪ Payment method and documents
❖ Shipment
▪ Method
❖ If partial shipment is allowed？
▪ Time
Lesson 19 Offer
Take pleasure in doing sth. Make you an offer As follows Per yard Be competitive in price Be good in quality A good start Avail yourself of the advantage of The strengthening market Of late Brisk demand

国际商务背景知识—发盘-还盘-接受
发盘(offer)，又称报价，在法律上称为“要约”，是指买方或卖方向对方提出的各项交易条件，并愿意按照这些条件成交的表示。

在发盘人(offeror)发盘之后，在受盘人(offered)接受之前，发盘人能否撤回或更改发盘内容，各国法律对此有不同规定；为避免误解，于是把发盘分为实盘(Firm offer)和虚盘Non—Firm offer)两种：实盘是指对发盘人行约束力的发盘，受盘人收到后，在合同有效期内不经受盘人的同意不得随意撤销或修改其中的贸易条件。

而虚盘是指发盘人可以根据情况和需要随时修改或撤销的发盘与实盘不同，虚盘不受法律的约束、
还盘(counter offer)，又称还价，是指受盘人对发盘内容所做的变更的表示。

还盘既是受盘人对发盘的拒绝，又是受盘人以发盘人的地位提出的新发盘，在交易磋商中，买卖双方在不断的还盘过程中逐步在贸易条件上协调一致，直到最后完成交易。

接受(Acceptance)．在法律上称为“承诺”，是指买方或卖方同意对方在发盘中提出的各项交易条件，并愿意按照这些条件达成交易、订立合同的表示。

作为一项有效接受，必须具备以上四项条件：1．接受只能由受盘人作出；2．接受必须是无条件的，完全同意发盘中提出的各项交易条件；3．接受的方式必须符合发盘的要求；4．接受必须在发盘规定的有效期内作出。

• We quote US$500 per ton CIF Shanghai for these goods. 我们对这些货物的报价是CIF上海价每吨 500美元。 n. quotation 报价 make (submit) a quotation for sth. send a quotation
上述报价无约束力，以我方最后确认为准。 。
take this opportunity: avail oneself of this opportunity，利用此机会 Enclosed please find a copy of our illustrative catalogue which will give you all the details.
更不用说盈利了
2. To accept your present quotation would mean a heavy loss to us, not to speak of profit. 3. Otherwise we can switch our requirements to other suppliers. 否则，我们只能向其他供货商订货了。 否则，我们只能向其他供货商订货了。
随函附上有带插图的目录一份，请查收 请查收。 随函附上 请查收
Letter 2
1. We are glad to receive your letter of 10th November in collection with your enquiry for Forever Brand Bicycles. 很高兴收到贵方11月10日关于永久牌 很高兴收到贵方 月 日关于永久牌 自行车的询价函。 自行车的询价函。
1. 2. 3. 4. 对发盘表示感谢 对不能接受表示遗憾 如适当可还盘 提示Байду номын сангаас起做生意的其他机会

商务英语常用词汇交易磋商合同签订商务英语常用词汇：交易磋商与合同签订在当今全球化的商业环境中，商务英语成为了企业间沟通与合作的重要工具。

其中，交易磋商与合同签订环节涉及众多专业词汇，准确理解和运用这些词汇对于成功的商务交易至关重要。

交易磋商（Business Negotiation）是指买卖双方就交易条件进行反复协商，以达成一致的过程。

在这个阶段，以下词汇经常被使用：“Offer”（发盘），指卖方主动向买方提供商品或服务的价格、数量、质量等具体交易条件。

例如：“The supplier made an attractive offer forthe new products”（供应商对新产品给出了有吸引力的发盘。

）“Counteroffer”（还盘），当买方对卖方的发盘不满意时，提出修改后的交易条件。

如：“The buyer made a counteroffer to lower the price”（买方还盘要求降低价格。

）“Enquiry”（询盘），通常是买方询问卖方有关商品或服务的信息。

“We received several enquiries about the latest model of the machine”（我们收到了几个关于最新款机器的询盘。

）“Quotation”（报价），卖方对买方询盘的回复，给出商品或服务的价格。

“The company provided a detailed quotation for the project”（公司为这个项目提供了详细的报价。

）“Specification”（规格），详细说明商品或服务的技术参数、质量标准等。

“The product must meet the specified requirements”（产品必须符合规定的规格要求。

）“Delivery date”（交货日期），双方约定的商品交付时间。

“It's crucial to confirm the delivery date to avoid delays”（确认交货日期以避免延误至关重要。

第四节 报盘(发盘) OFFER 发盘 国际贸易中的磋商交易有询盘(inquiry)、发盘(offer)、还盘 counter-offer)和接受(acceptance)四个环节，其中发盘和接受，则 是达成交易、合同成立不可缺少的基本环节和必经的法律步骤。 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商品 的价格等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。询盘的目的，除了询问价格及有关交易条件外，有时还表 示愿与对方进行交易的愿望，希望对方作出发盘，这种询盘实为邀 请发盘。询盘不是每笔交易必经的程序，如交易双方彼此了解情况， 不需要向对方探询交易条件或交易的可能性，则不必使用询盘，可 直接向对方发盘。 发盘又称发价或报价，在法律上成为要约。根据《联合国国际货 物销售合同公约》规定：“凡向一个或一个以上特定的人提出的订 立合同的建议，如果其内容十分确定并表明发盘人得到接受时承受 约束的意思，即构成发盘”。发盘既可由卖方提出，也可由买方提 出。后者提出的，习惯上称为递盘（bid）
Dear Sirs, In reply to your letter of July 14, we are giving you an offer, subject to your reply here by 5p.m.our time, Tuesday, August 5, as follows: Commodity: Electronic Calculators Specifications: As per attached list Quantity: 3,000 pieces Price: US$9.00 net per piece CIF Lagos
报价有效期常用表达法： 1.we offer firm /give/make you an offer subject to your reply/acceptance reaching us/here by/not later than)+date 2.we offer firm for acceptance in our hands by date 3.this offer is firm/valid for （具体天数） three days this offer must be withdrawn if not accepted within seven days（具体天数）

询盘与发盘国际贸易实务国际货物买卖合同商订过程买卖双方在洽谈国际买卖合同的过程中，一般包括询盘 (Inquiry)、发盘 (Offer)、还盘(Counter Offer) 和接受 (Acceptance) 四个环节。

其中发盘和接受是达成交易、合同成立不可缺少的两个基本环节和必经的法律步骤。

询盘 (Inquiry)•询盘(inquiry)是指准备购买或出售商品的人向潜在的供货人或买主探寻该商品的成交条件或交易的可能性的业务行为。

•不具有法律约束力。

•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，也可以是索取样品，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为询价。

询盘 (Inquiry)①在国际贸易业务中，发出询盘的目的，除了探寻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。

②询盘不是每笔交易必经的程序。

如果双方彼此都了解情况，不需要向对方探寻成交条件或交易的可能性，则不必使用询盘，可直接向对方作出发盘。

发盘（Offer）发盘(offer)又称发价、报价，在法律上称为要约。

发盘的定义根据《联合国国际货物销售合同公约》：“凡向一个或一个以上的特定的人提出的订立合同的建议，如果其内容十分确定并且表明发盘人有在其发盘一旦得到接受就受其约束的意思，即构成发盘”。

发盘既可由卖方作出，也可由买方作出，后者习惯上称为递盘(Bid)。

商业广告是否构成发盘？☐发盘应向一个或一个以上特定的人提出。

☐应将发盘同普通商业广告及向广大公众散发的商品价目单等行为区别开来。

☐商业广告是否构成发盘，各国法律规定不一。

《联合国国际货物销售合同公约》第14条第2款规定：“非向一个或一个以上特定的人提出的建议，仅应视为邀请发盘，除非提出建议的人明确地表示相反的意向。

”根据此项规定，商业广告本身并不是一项发盘，通常只能视为邀请对方提出发盘。

发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。

发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。

发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。

二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。

[这里我想插几句题外话。

学习外贸英语，为的就是做进出口贸易。

关键还是要对整个对外贸易流程有清楚的了解。

而其中涉及不少法律问题，也是不能忽视的。

虽然正式合同还没签定，但双方在书信上达成的协议，已经具有法律效力，对双方都有约束力。

因此要注意在书信中明确自己的意图，不要让不良商人有机可成。

学习外贸英语可不仅是用来当翻译的哦^-^]实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。

实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备：1) 发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价（reference price）’等摸棱两可的词。

2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。

3) 发盘中不能有保留条件如：以我方最后确认为准subject to our final confirmation以货物的未售出为准subject to goods being unsold虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:不负任何责任.有权先售-All quotations are subject to our final confirmation unless otherwise stated.所作报价,除特别注明外,须经我方确认后方能生效.-Our offer is subject to approval of export licence.出口许可证准许签证,我方报价才有效.Dear Sirs,Thank you very much for your inquiry of August 4 requesting us to offer you for our SPORT SHIRTS, STYLE A.In reply, we have the pleasure of submitting to you firm offer on the following terms and conditions subject to your reply here by August 16, 1999Commodity : Sport Shirt, Style A.Quality : As per sample submitted to you on July 10, 1999.Price :USD 20.34 per doz. CIF Hong Kong.Packing :Export standard packing.Payment :Against 100% confirmed, irrevocable letter of credit in our favor.Shipment : During September, 1999 subject to L/C reaches us by the end of August, 1999We are sure you will fine our price very reasonable. The market here is enjoying an upward trend. So, we trust you will not overlook this opportunity and hope to receive your prompt order.Notes: 可见firm offer 字样, 所以这是一个实盘.subject to your reply here by.... ....日复到我方有效As per 按照,根据USD 20.34 per doz. CIF Hong Kong CIF 香港每打20.34美圆, CIF为13个贸易术语之一.Against 100% confirmed, irrevocable letter of credit in our favor 以我方为受益人的保兑的,不可撤消信用证.L/C letter of credit 信用证WE OFFER FIRM FOR REPLY HERE BY JANUARY 16,500 CASES SALTED EGGS, 20 DOZEN TO CASE, EACH HKD 72.00 FOB HONG KONG, SHIPMENT DURING FEBRUARY, IRREVOCABLE SIGHT CREDIT.兹确定报价,咸蛋500箱,每箱20打, FOB香港每箱港币72元, 二月装运,不可撤消即期信用证,1月16日复到我方有效.Notes:这是一封电报,同样是实盘.Dear Sirs,Our Commercial Counsellor’s Office in your country has referred to us your enquiry for Chinese Tung Oil as the fall within the scope of our business.Enclosed is our invoice Proforma Invoice No. ST-8821 in triplicate for 3×20’ FCL of the above mentioned product at USD 1075 per metric ton CFR JMP for shipment in October, 1998, for payment by irrevocable sight L/C, which we hope you will find in order. Please note that this offer is subject to goods being unsold.For your information, we have been exporting this product for years and thanks to its fine quality, our product has won popularity in the European market. We are confident that once you have tried our product you will be convinced of the excellence in quality.As we received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would suggest that you place your order with us at an early date.。

offer的名词意思
1.在商业语境中，offer通常指报价、发盘，是卖方主动向买方提出的
价格条件和交货条件。

2.在法律语境中，offer通常指要约，是指一方当事人以订立合同为目
的向另一方发出的订立合同的提议。

3.在教育语境中，offer通常指录取通知书，是学校向被录取的学生发
出的确认其录取资格的通知文件。

4.在人际关系语境中，offer可以表示主动提出帮助、支持或关心等，
例如“I offer my support to you”。

5.在日常生活中，offer还可以表示提供食物、饮料等，例如“I
offer you a cup of coffee”。

总的来说，offer的名词意义可以根据具体的语境来理解，但通常都与提供、提议、建议等概念相关。

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Zhenjiang College Foreign Language Department
Words & Expressions offer n. 报盘，报价 报盘， make (or: give, send) sb. an offer for(or: on) sth. 报给某人某种商品 We are making you an offer for (or: on) 300 gross “Chunghua” Brand Pencils at Stg.3.1 per gross CIF London.
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Zhenjiang College Foreign Language Department
A satisfactory letter concerning an offer or quotation can be written in the following way
1. Open the letter by expressing thanks for the inquiry, if any. 2. Explain the details of business conditions, such as name of commodities, quality, quantity, specifications, unit price, type of currency, packing condition, date of delivery, terms of payment, discount, ect.. 3. End the letter in the way that encourages the inquirers to place an order or give an early reply.

外贸英文询盘发盘还盘受盘范文一、询盘（Inquiry）Subject: Inquiry about Men's Leather Shoes.Dear Sir/Madam,I'm Jack from a footwear trading company in the United States. I was browsing through the Alibaba website and came across your company's page. I gotta say, your men's leather shoes look super cool!I'm interested in your products and would like to know more details.For example, what are the available sizes? Do you have different colors?And most importantly, what's your price range for a minimum order quantity (MOQ)? Also, could you tell me about the delivery time?Looking forward to your reply.Best regards,Jack.二、发盘（Offer）Subject: Offer for Men's Leather Shoes.Dear Jack,Thanks for your inquiry about our men's leather shoes. I'm Lily fromthe sales department.We have a wide range of sizes for our men's leather shoes, from size 6to size 12. There are three classic colors available: black, brown, and tan.Our MOQ is 100 pairs per style. For the price, it depends on the quantity you order. If you order 100 pairs, the price per pair is 50. If the quantity reaches 500 pairs, we can offer you a 10% discount, which means the price per pair will be 45.Regarding the delivery time, it usually takes about 2 3 weeks after we receive your payment.This offer is valid for 7 days.Hope this information meets your needs.Best regards,Lily.三、还盘（Counter offer）Subject: Counter offer for Men's Leather Shoes.Dear Lily,Thanks for your offer. It sounds quite attractive, but we still have some concerns.The price per pair of 50 for 100 pairs is a bit high for us. Considering the market situation here in the US, we think a more reasonable price would be 40 per pair for 100 pairs. And we hope that you can keep the 10% discount for 300 pairs instead of 500 pairs.Also, we would like to know if there is any way to shorten the delivery time to 1 2 weeks?We are really interested in your products and hope we can reach an agreement.Best regards,Jack.四、受盘（Acceptance）Subject: Acceptance of the Counter offer.Dear Jack,We've carefully considered your counter offer. After some internal discussions, we are happy to accept your terms.We can offer the men's leather shoes at $40 per pair for an order of 100 pairs. And for an order of 300 pairs, we will give you a 10% discount.Regarding the delivery time, we will do our best to arrange it so that it can be within 1 2 weeks after receiving your payment.We will send you the pro forma invoice shortly.Looking forward to our cooperation.Best regards,Lily.。