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1、,主编：马腾文实训模块四 课件制作：宗晓健化学工业出版社 2009年,模块四 发盘,实训目的： 通过实训，使学生能完整、准确地拟写发盘函，掌握发盘的写作步骤与技巧。,操作指南,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几方面内容： 1首先感谢对方询盘，明确答复对方来函询问事项。 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）。 3声明发盘有效期或约束条件。 4鼓励对方订货。,操作要点,拟写发盘函电时应注意以下事项： 一是要回函及时。迅速回复询盘，是交易磋商过程中非常重要的一步。对于纺织品服装产品交易来讲，
2、因为季节性较强，交货期也是交易成功与否的关键之一。 二是答复详尽。答复询盘时，应详细回答对方询盘中的问题，交易时必需的资料，如样品、目录、价目表等，有必要时应一并附上。 三是措辞有力。诚挚热忱的话语很有必要，但最好言简意赅。,操作示例,1根据下列日本客户的函电，代写一封发盘函： Oct. 12, 2007 Dear Sir, We had visited the Guangzhou Fair in Oct 2007, and got your reference from the CD given there. We need the following item: Mens Shirts s
3、mall size, button down collar, Long sleeves. Packages 50 PCS in 1 carton box. Prices required in CIF/US$/Tokyo. Quantity：30/40 containers per month. E-mail: Contact: Rivers flow 回函要求：价格是男式小号衬衫11.50美元/件CIF东京，包装每50件装一纸箱，要求首次交易即期信用证付款，证到后4星期出运，投保一切险，再随寄一些新产品宣传册给客户。,参考信函,Dear Sirs, Thank you for your i
4、nquiry of Oct. 12,2007. For the quantities and the specification you mention, we are pleased to quote as follows: Price : CIF Tokyo USD11.5 per piece Packing: 50pieces / carton Shipment: Within 4 weeks after receiving L/C Payment: sight L/C Insurance: To be effected by the seller for 110% invoice va
5、lue against All Risks. We feel you may be interested in some of our other latest products and enclose descriptive booklets for your reference. Looking forward to receiving your order. Yours truly,2我方收到加拿大进口商10月20日的询盘，向我方寻购全棉衬衫。请以出口方业务员的身份写一封回函，告知对方详细的交易条件，包括：尺码，价格，付款条件及包装条件。,Dear Sirs, Your letter o
6、f 20th Oct. has received our immediate attention. In compliance with your request, we are making you the following offer, subject to our final confirmation. Commodity: Cotton shirts different colours and pattern assortments Size: Large(L), Medium(M), Small(S) Packing: Shirts are wrapped in plastic b
7、ags and packed in standard export cardboard cartons Price: CIF Shanghai per dozen in RMB650, L: 45, M:42, S35 Payment: By confirmed, irrevocable L/C payable by draft at sight Shipment: During November/December We hope the above will be acceptable to you and await with interest your early order. Your
8、s faithfully.,3南京清平进出口公司收到客户询盘，由于库存不稳定，请给对方拟写一封虚盘信函，告知对方关于女式皮鞋的交易条件，如：颜色、数量、价格、付款方式等。,Dear Sirs, We were pleased to receive your letter of 1st May and thank you for your interest in our womens leather shoes. In reply, we have pleasure in offering, subject to our final confirmation. Our main products
9、 are as follows: 500 pairs Womens leather shoes Colour: black and brown Size 24 25&26 Price: each pair at 25 CIF Nanjing Payment: by confirmed, irrevocable L/C at sight Shipment: 30 days after receipt of L/C We hope this offer will be of interest to you, and look forward to hearing from you soon. Yo
10、urs faithfully,操作训练,1假定你是岱银进出口公司的一名外销员，今天收到史密斯服装公司的一封询盘，想要进口全棉男式衬衫。请给对方写一封发盘函电，提供包括价格、付款条件、质量、可供数量等详细信息，以使进口方做出购买的选择。所写发盘包括下列要点： （1）首先感谢对方的询盘； （2）报出详细的交易条件，以及发盘的有效期； （3）告知对方随函附上样本； （4）期待早日收到对方的订单。,2根据所给条件请以鲁东纺织品进出口公司业务员的身份，给进口商发出一封发盘： （1）收到你方3月22日来信； （2）按要求，我们已航空另邮寄我方印花细布的一份商品目录和两份样本； （3）为了开展双方的具体贸易
11、，我们很高兴向你方报特价，以我方最后确认为有效； （4）货号：第81000号印花细布； （5）型号：724435； （6）规格：30X35； （7）数量：18000码； （8）包装：捆装或木箱装，由卖方选择； （9）价格：拉各斯到岸价每码2美元； （10）装运：从2007年6月起分三个月3次平均装运； （11）支付：在装运月前30天开出保兑的、不可撤销的即期信用证。,3请根据下列客户询盘的内容拟写一封发盘函，告知对方交易的基本条款，并敦促对方尽快作出决定。,Dear Sirs,We have received your letter and your catalogue. We are gla
12、d to learn your desire of establishing business relations with us. For your information, after studying your catalogue carefully, we found that “Forever” brand YE803 26 and TE600 24 bicycles are quite suitable for the Danish market. We would like to place an order for 600 sets each with delivery dur
13、ing August.Please kindly check and inform by return if you are able to supply and quote us your rock bottom prices for these two items on the basis of CIFC5 COPENHAGEN with details about packing, color assortment, insurance and means of payment.Your immediate and careful attention to this matter wou
14、ld be highly appreciated. We look forward to your favorable reply.With best Regards.,4Translate the following into English：,敬启者： 很高兴收到你方5月30日询价，根据你方要求，现寄上带插图的目录册和明细报价单。此外，另封邮寄一批样品，确信只要你公司查阅一下这批样品，定会同意我方产品质量上乘，价格合理。 对定期购买不少于50打的商品公司可给5%的折扣。由于质地柔软、耐用，我们的纯棉床单倍受欢迎。你方在研究我方价格之后，一定会了解为什么我们的产品难以满足市场的需求。但是你方在本月底前下订单，我方可保证在收到订单后两周内交货。 请你方注意报价单上的我方其它纯棉产品，期待你方的首次定单。,
