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外贸中交易磋商四步曲：询盘，发盘，还盘，接受交易磋商是买卖双方为买卖商品，对交易的各项条件进行协商以达成交易的过程，通常称为谈判。
在国际贸易中，这是一个十分重要的环节。
因为交易磋商是签订合同的基础，没有交易磋商就没有买卖合同。
交易磋商工作的好坏，直接影响到合同的签订及以后的履行，关系到双方的经济利益，必须认真做好这项工作。
交易磋商的程序可概括为四个环节：询盘、发盘、还盘和接受。
其中发盘和接受是必不可少的两个基本环节。
1、询盘指交易的一方准备购买或出售某种商品，向对方询问买卖该商品的有关交易条件。
询盘的内容可涉及：价格、规格、品质、数量、包装、装运以及索取样品等，而多数只是询问价格。
所以，业务上常把询盘称作询价。
在国际镐易业务中，有时一方发出的询盘表达了与对方进行交易的愿望，希望对方接到询盘后及时发出有效的发盘，以便考虑接受与否。
也有的询盘只是想探询一下市价，询问的对象也不限于一人，发出询盘的一方希望对方开出估价单。
这种估价单不具备发盘的条件，所报出的价格也仅供参考。
2、发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。
发盘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”(1)发盘的定义及具备的条件根据《联合国国际货物销售合同公约》（后面简称公约）第14 条第一款对发盘的解释为：“向一个或一个以上特定的人提出的订立合同的建议，如果十分确定并且表明发盘人在得到接受时随约束的意旨，即构成发盘。
一个建议如果写明货物并且明示或暗示地规定数量和价格或规定如何确定数量和价格，即为十分确定”。
对于这个宣言，可以看出一个发盘的构成必须具备下列四个条件：a、向一个或一个以上的特写人提出：发盘必须指定可以表示接受的受盘人。
受盘人可以是一个，也可以指定多个。
不指定受盘人的发盘，仅应视为发盘的邀请，或称邀请做出发盘。
从发盘到接受的心得国贸1202 郑通达询盘：Also known as the inquiry, is to buy or sell a part of the transaction, the sale of the goods to the other side of the transaction conditions. The contents of an inquiry may be related to the price, specification, quality, quantity, packing, shipping and claim of the sample, but most of them are only asking price. Therefore, the inquiry is often referred to as the inquiry.Inquiry is not each transaction must pass through the program, such as parties to the transaction each other to understand the situation, don't need to ask the closing trading conditions or the possibility, it is not necessary to inquiry, directly to the other offer. Classification of inquiry：(1) the buyer's inquiry The buyer is unsolicited to foreign manufacturers for the purchase of goods correspondence. In the actual business, the inquiry is usually made by the buyer to the seller.1、for most staple commodity, should also to different regions, countries and companies were finishers, to understand the international market, strive for the best terms of trade2、to the specifications of a wide variety of products, not only to ask the price, but also the requirements of the other party to inform the detailed specifications, quantity, etc., so as not to return to consultation, waste of time.3、The inquiry on the issue of people were not legally binding, but to avoid inquiry without sincerity to buy, otherwise easy to lose credibility.4、For the goods monopoly, should be made more varieties, ask one one quotations, the other in case of their prices.(2) the seller's inquiryIs issued by the seller to the buyer to consult the views of its purchase of a message. Seller of foreign customers inquirer is mostly under the anomalous turbulent changes and the relationship of supply and demand in the market, snoop market actual situation, choose the transaction time, take the initiative to find a favorable terms of trade.发盘：One party to a transaction in order to sell or purchase a batch of goods, put forward the relevant terms of the transaction to the other party, and expressed willingness to conclude the deal on these terms, this means that the behavior called offer.A legally valid offer, must have three conditions.1、is to offer a (or several) specific offer puts forward a proposal for concluding a contract. (note that concept to and the phase difference between the "offer invitation")2、 Offer the content to determine, once to accept the offer, the contract is formed. If the content is not determined, even if the other party to accept, also can not constitute a contract.3、the offer shall show that under constraints will according to the conditions of the offer of a contract with each other. For example: (1) offer to use that term. Such as "offer", "no cancel an offer", "bid", "irrevocable delivery disc", "order", "orders" and so on. (2) clearly defined period of validity. "... XX, limited to effective", "to our final confirmation of effective", "to be sold as a quasi", etc.. The contents of an offer, including generally contain the merchandise of quality, quantity, packing, price, delivery, payment and other six major aspects of trading conditions. The provisions of the fourteenth article of the Convention "... A suggestion that if the goods are to be expressed or implied by the quantity and price or the price, that is, to determine the quantity and price." So, an offer as long as the product contains the name, quantity, price of the three conditions, even if complete.接受：Acceptance is a kind of recognition of human behavior. By disc within the validity period of the offer and unconditionally agreed to offer proposed by the terms and conditions, be willing to conclude the business according to these conditions, and the other a representation. Accept (Acceptance) in the law known as "commitment", accept once delivered to the offeror, the contract is founded. Both parties shall perform the obligations under the contract and have the corresponding rights.According to the interpretation of the Convention, an effective acceptance shall be of the following 4 conditions:A.、must be accepted by the offeree to make other people agree to the offer, not constitute acceptance. In a condition of this condition and offer the echoes. The offer must be sent to a specific person, it means that the offeror to according to the terms of the offer and offer the conclusion of the contract, but it does not mean that he is willing to conclude a contract according to these conditions with anybody. Therefore, acceptance can only be made by the people who are in effect.B、the offeree accepts, to take a declarative way in oral or written statement to the offeror to clear out. In addition, it can also be used to express acceptance.C、accept the content and the contents of the offer is consistent, acceptance should be unconditional. But in business, often this situation, by disc in reply using the acceptable words, but to the content of the offer made increased, the limit or modify it in law called conditional acceptance, can not be accepted as an effective, and belongs to a counter-offer.NoticeD、 accepted the offeror to be served in order to offer effective period of the offer are usually effective in term of validity. This period has a double meaning: on the one hand, it is about hairdo disc, the offeror obligations, within the period of validity can not be arbitrarily revoke or modify the offer date is no longer subject to the constraint;Here is an example from the offer to the acceptanceprocess：1. 永康盛辉公司的Frank Luo收到美国Sunshine Trading Co., Ltd. 经理Adam初次询盘并按其要求及时寄出商品目录和价目单Dear Adam,We thank you for your letter asking for our new catalogues and shall be gladto enter into business relations with your firm.Complying with your request, we are sending you under separate cover our latest catalogues and pricelist covering our exports available at present and hope thatyou will find many items in it which interest you.We look forward to receiving your inquiries soon.Sincerely,Frank2. 美国客商在收到材料后，表示对其中三款角磨机感兴趣并寻问Frank Luo能否报FOB价，最惠价，最低订货量等问题。
交易四步曲：询盘、报价、还盘、接受
(2007-07-28 15:19:18)
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分类：国际贸易知识集锦
在对客户所提的问题，无法立即作出答复的情况下，也需要在一个工作日内，做“将会很快答复”的很短的回复。
当产品竞争很激烈时，适合第一次就报实价/底价（bottom price），一般对同一个产品的询价不会连续报三次价格。
在报价前，买家会索取目录或样本，询问卖家产品的品质规格等，来确认所采购产品，再进一步询价。
成立的四个条件：
01，明确的受盘人；
02，表明订立合同的意思；
03，发盘的内容是确定的；
04，送达受盘人；
还盘，还可以是对支付方式，交货期等提出的异议及磋商。
还盘做出后，发盘失去效力，发盘人不再受到约束。
接受（下订单）
-卖方确认；
-发盘和接受都是一种法律行为；
磋商时间线：
询盘（询价）-->发盘（报盘/报价/发价）-->还盘-->接受；
磋商内容：
- 产品确认：通过询问、样本、产品目录（在线目录），参观工厂等途径确认产品（品质、规格和包装）
- 价格（折扣）
- 贸易术语（FOB, CIF, C&F等）
- 支付方式（TT, L/C, D/P等）- 交货期
磋商结束：接受
磋商成果：缔结合同。
发盘、还盘、接受范文详细-中英doc资料1. InquiryDear sirsI need your quotation for 425g canned mushroom pieces&stems including packaging/delivery time/price term is CIF/port of destination:dammam.thanks in advance.Best regardsTracyManager of MINC我需要你的425克罐装蘑菇片和茎、含包装、交货时间、报价、贸易术语是CIF、目的港丹麦、提前感谢!2.OfferDear sirs,We well received your inquiry in canned mushroom pieces&stems dated on xx. as per your requirement,we quote the price as below:Name of item: canned mushroomPieces&stems specification:24tinned/ctn n.w:425g g.w:227 Packaging: normal export brown carton box with buyers brandQuantity: 1700 ctn /containerPrice:us$7.80 cfr dammamPayment terms:l/c at sightDelivery date:no later than 30/12/2009Term of validity:27/10/2009If any query,pls feel free to let me know.Best regardsTracyManager of MINC上个月20号我们也收到了蘑菇罐头的查询及茎块。
交易磋商的四个环节包括询盘、发盘、还盘和接受。
这四个环节在实际业务中起到非常重要的作用，是达成交易的基础。
具体案例如下：
1. 询盘：买方通过电子邮件、电话或展会等方式向卖方询问产品价格、质量、数量等信息。
例如，买方询问卖方：“你们的手机有什么型号？价格是多少？能否提供样品？”
2. 发盘：卖方在收到询盘后，根据自身情况向买方发出具有约束力的报价。
例如，卖方回复买方：“我们有两款手机型号，分别是A型和B型，价格分别为1000元和1500元，均可提供样品。
如果你需要，我们可以进一步商谈细节。
”
3. 还盘：买方在收到发盘后，根据自身需求和市场情况对卖方的报价进行修改或提出新的要求。
例如，买方回复卖方：“我们对A型手机感兴趣，但希望价格能降低到800元，并且需要提供一定数量的免费样品。
”
4. 接受：卖方在收到还盘后，经过考虑决定接受买方的条件。
例如，卖方回复买方：“我们同意你的提议，A型手机价格降低到800元，并提供一定数量的免费样品。
请确认订单细节，我们将尽快安排生产和交付。
”
通过以上四个环节，买卖双方就交易达成一致，形成具有约束力的合同。
在实际业务中，交易磋商的过程可能更加复杂和繁琐，但基本环节仍然遵循询盘、发盘、还盘和接受的顺序。
交易磋商还盘范文(热门20篇)Dear Sirs,We have duly received your S/C in duplicate. Enclosed please find the duplicate with our counter-signature. Thanks to mutual efforts, we were able to put the deal through.The relative L/C has been establish in your favor. It will reach you in due course.Regarding further quantities required, we hope you will see your way dear to make us on offer. As an indication, we are prepared to order another 50 tons. Yours Faithfully Chapter Seven十一月十二日来函收到获悉你方有意在贵国推销我们的自行车。
对此我们非常感兴趣。
We have acknowledged your letter of November 12 and noted your intention of pushing the sale of our bicycle in your country. We are fully interested in it. 对你方为推销自行车所做的努力我们甚为感激。
We appreciate your efforts to help sell our bicycles very much.但对你方要求以见票后六十天承兑交单方式付款一事我们歉难考虑。
However, we regret that we are unable to consider your request for payment by D/A 60 days' sight.我们的通常做法是要求即期信用证付款。
发盘还盘范文
发盘还盘是一种常见的商业行为，通常用于商业合同的履行过程中。
在这个过程中，一方将货物或服务提供给另一方，而另一方则以相
应的方式偿还。
下面我们将以一则范文来说明发盘还盘的具体操作。
范文：
尊敬的客户，
我们很高兴地通知您，我们已准备好向您发盘。
根据我们之前的商
业合作协议，我们将提供给您一批优质的产品，以满足您的需求。
我们相信这次交易将会给双方带来丰厚的利润和良好的合作关系。
我们的产品具有高品质和竞争力的价格，我们相信您会对我们的产
品感到满意。
我们将会尽快将产品送至您指定的地点，并确保产品
的完好无损。
同时，我们也期待着您的还盘。
我们希望您能在收到产品后，及时
将相应的款项支付给我们。
我们相信您是一个守信用的客户，我们
对您的还盘表示充分的信任。
在此，我们再次感谢您对我们的信任和支持，我们期待着与您进行
长期的合作。
如果您对我们的产品或服务有任何疑问或需要进一步
的协助，请随时与我们联系。
谢谢！
此致
敬礼
以上就是一则发盘还盘的范文。
在这个范文中，我们清晰地表达了
发盘的意愿，并且提醒客户进行还盘的动作。
通过这种方式，双方
可以在商业交易中保持良好的沟通和合作，确保交易顺利进行。
发盘还盘是商业合作中非常重要的一环，双方都需要遵守合同规定，及时履行自己的责任。
只有通过双方的努力和合作，才能够实现双
赢的局面。
希望以上范文可以为您在商业合作中提供一些帮助，谢
谢阅读！。
