贸易询盘和报盘
询盘(Inquiry)又称询价，是指交易的一方向另一方询问购买或出售某项商品、技术或服务的交易条件的表示。这种表示可以当面，也可用函电、书信等。询盘通常由买方发出，也可由卖方发出。询盘是交易的起点，是调查研究、试探市场动态的重要手段。
报盘(Offer)又称报价、发价或发盘，是进口方(买方)或出口方(卖方)向对方提出交易条件并愿按此条件达成交易的一种表示。报盘大多是出口方在收到进口方的询盘之后提出的，称为销售报盘(Selling Offer)。但报盘也可由进口方向出口方主动提出，称为买方报盘(Buying Offer)，习惯上称为递盘(Bid)，其作用与出口方提出的报盘相同，接近采购代理的买方指定价格。
询盘信函写作要领如下：
询盘信函与招商信函有些相似，不过前者是站在进口商(买方)立场的。
询盘信函的主要内容包括：
(一)告知如何获悉对方，并作简单的自我介绍(开头用语)。
(二)询问欲购货品的价格、折扣、付款条件等。
(三)展示这次交易的前景以给予希望。
(四)主动提供信用备询人(这与招商信函一样，此处不再赘述)。
(五)盼候对方回覆等(结尾用语)。
询盘信函一般分三四段，以仅占一页纸为原则。这种信函可同时向国外发出多封，以便于比较各个回覆的内容而选择较理想的交易对象和最有利的条件，进行还价或达成交易。
报盘信函写作要领如下：
报盘信函讲究“迅速”和“切实”，买方询盘要求卖方机不可失。若某些品目不便即刻报盘，也应将方便的先行报上，并在结尾强调随后补上不足部分的报盘。主要内容包括：
(一)表示拜悉询盘信函并致谢(开头用语)。
(二)强调依何种条件报盘。
(三)根据买方要求，列出报盘的内容要项，例如货品的名称、品质、数量、价格、折扣、佣金、支付条件、交货地点和日期、包装、运输、保险、商品检验、争议与仲裁等。
(四)表明货品品质优良、市场行情看好、存货不多等劝诱订货、推销的语句。
(五)盼候大函或订单(结尾用语)。
【范例】：
要求卖方报价及卖方回复
Dear Sirs，
We are in the market for Cotton Shirtings and Sheeting for the Malaysian．Will you please send us the recent issue of your booklet“South－Seas Commerce”，as advertised in the Japan Times published in your city，together with your latest catalogue，informing us of the lowest prices and best terms of the above mentioned goods?
If we find your prices reasonable，quality and terms satisfactory，we shall soon be able to pass you large orders，opening at the same time an Irrevocable L／C with the A class banks for full invoice amount．
As regards ourstanding，we refer you to the Yokohama Bank Ltd．，Singapore Branch．
Yours very truly，
Dear Sirs，
Thank you very much for your letter of October 6，asking for the recent issue of our booklet“South－Seas Commerce”，together with our latest catalogue．
According to your request，the October number of the“South－Seas Commerce”was sent you today，together with a copy of our latest catalogue，No．1 00，containing a list of our current offerings of Cotton Shirtings and Sheetings，suitable for the Malaysian，We shall be much pleased if you will kindly peruse the catalogue and booklet．
We are pleased to send you herewith attached sample cuttings of Cotton Shirtings and Sheetings．On comparing our prices，qualities and terms with those of offers，we are sure ours will never be surpassed．We await to hear from you favourably．
Yours very truly，
敬启者：
我公司正询购适合马来西亚人用的棉质衬衣布料和被单料。请贵公司将最近发行的“南洋商报”小册子和你市出版的登载广告的《日本时报》以及近期的商品目录惠寄我公司，并请告知上述商品的最低价格和最优惠的交易条件，谢谢。
如贵公司所提供的商品价格合理，品质好，条件合适，我公司即可大量订货。同时，我公司可通过第一流的银行，按发票总金额开出不可撤销信用证。有关我公司的资信，请向横滨银行新加坡分行查询。
敬上
敬启者：
贵公司10月6日来函收悉，谢谢。得知贵公司想获得近期的“南洋商报”合订本，和我公司最新的商品目录。遵照贵公司要求，今日已寄上10月份的“南洋商报”和我第100号最新的商品目录复印件，内附有适用于马来西亚人的棉布衣料与被单料的最新报价单，请详阅。
同时寄上棉布衬衣料与被单料的小片样品。如贵公司能将我公司的与其他公司所提供的价格、品质以及交易条件等相比较，相信，我公司的商品绝不逊色。如贵公司惠顾订购，不胜荣幸。恭候贵公司的佳音。
敬上
报价函
Dear Sirs，
As requested in your letter of the 21st May，we have the pleasure in handing you our latest pricelist of Cotton Goods with the lowest prices，which we trust will induce you to favour us with your valued orders．
The recent advance in the prices of raw cotton has compelled us to make a slight increase in the prices．We fear that，in the course of the nearest fortnight，there will be a further increase all round，owing to the above mentioned cause．May we suggest，therefore，that you take advantatge of our offer，which，under the circumstances，may be termed exceptional．
Respectfully yours，
敬启者：
根据贵公司5月21日来函要求，谨将我公司棉制品最新的价格表寄上。这是最低价格，我们相信，定将获得贵公司的惠顾并大量订购。
由于最近原棉涨价，致使我产品稍有提价，今后两星期内．将由于上述原因，价格会普遍再涨。为此，我们建议，请尽量利用我公司的报价。这是一次极好的机会。
敬上
初次函询及回复
Dear Sirs，
As it is our intention to open several new shops，we have decided to approach the prominent manufacturers and choose the best lines of sock available for our customers．
We should be glad if you would send us details of the various types of sock that you have in production at the moment，together wlth price list and terms for substantial offers
After we have examined your catalogue，We shall contact you to arrange a visit to yourwarehouse to inspect their qualities，choose what we need，discuss the terms and then set up a business with you．
Yours truly，
Dear Sirs，
Thank you for your reqiry letter，asking about our range of sock and terms for large or ders．
We are forwarding you our catalogue which gives a detailed explanation of our various pat terns of sock．We also enclose herewith a price list，together with our terms for bulk buyers．
We look forward to hearing from you and we shall be pleased if you pay a visit to our facto ry．
Yours sincerely，
敬启者：
我方打算开设几家分店以扩展业务。为此我们决定向一些大厂家函询，为顾客挑选质量上乘的袜子。
请将你工厂目前生产的袜子的各种型号、样式以及价格告知我们，并请告知大量订购有什么优惠。
看过你们的商品目录后，我们将与你联系安排参观你们的仓库，看货、选货、商量有关买卖事宜。我们希望能与你方达成交易。
敬上
敬启者：
感谢贵公司函询我公司的袜子及大量订购的条款。
现寄给你一份商品目录，该目录对我公司各种样式的袜子作了详细的说明。随函附寄价目单及大批购买的有关优惠条款。
若贵方派人来我公司看货，我们会很欢迎的。
敬上
凭样买卖、进口商询价
Dear Sirs，
We have heard from the Chamber of Commerce in Hong Kong that you are in textiles & handicrafts business．As one of our clients takes interest in Chinese Silk Handicrafts and hope to trade with you in these lines，we should like to know if you are able to supply the goods of the closest proximity both in designs and in quality to those we enclosed herein，and，if so，kindly send us your own samples and advise how long it will take for delivery，and what the lowest CIFC2%San Francisco prices will be．
If your samples are satisfactory，we’ll consider placing a trial order with you．Our expected requirements may be about 1 00 dozen per design．
Yours incerely，
敬启者：
从香港商会得悉贵公司经营纺织品及手工艺品业务，希望能与你们进行交易。我方一客户对中国丝绸手绢有兴趣，不知你们能否提供类似于随函所附样品、花色与质量的货物。若可供应，请寄来你们自己的样品，并告何时能交货，包括我方2%佣金在内成本加运费、保险费至旧金山的最低价是多少。
如果你们的样品令人满意，我们将考虑试订。我们的需求量预计为每种花色100打。
敬上
询购
Gentlemen：
We saw vour women’s dresses and suits at the Fashion Show held in Hong Kong on September 10．The lines you showed for teenagers，the Susan dresses and trouser suits，would be most suitable for our market．Would you kindly send us your quotation for spring and summer clothing that you could supply to us by the end of January．We would require 1000 dresses and suits in each of the sizes 10－14，and 500 in sizes 8 and 16．Please quote C．I．F．Hong Kong prices．Payment is normally made by latter of credit．
Thank you for an early reply．
Very truly yours，
敬启者：
10月17日在香港举行的“时装展览”会上，我们看到了贵方展示的女式套裙和套装。
贵方展示的一组少年装系列和“苏珊”牌套裙和裤装非常适合我们的市场需求。希望贵方能报盘明年一月底前能供应给我们的春夏服装的价格。我们需购10码到14码的套裙和套装1000套，8码和16码的500套。请报成本加保险、运费的香港到岸价。
希望能够尽早得到贵方的答复。
敬上
回复询购
Dear Sirs，
We were very pleased to receive your requiry of 15th J uly and enclose our illustrated catalogue and price list giving the details you ask for．Also by separatepost we are sending you a full range of sam ples and，when you have had an opportunity to examine them，feel confident you will agree that the goods are both excellent in quality and very reasonable in price．
On regular purchases in quantities of not less than six gross of individual items we would allow vou a trade discount of 33% and a special discount of 5% of net price for payment with fifteen days from receipt of invoice．
Look forward to receiving your first order．
Yours faithfully，
敬启者：
我们很高兴收到贵方7月15日发来的询购函。我们很高兴给贵方附寄一份我们的产品说明书和价目单，贵方可从这里找到所需的详细资料。我们还分别邮寄给贵方整套产品样品，当您有机会审查样品时，我们可以肯定你们会感到我们的产品质优价廉。
对于长期订购以及数量不少于六个总计的个别项目，我们可以给予33%的营业折扣和付款净价5%的特别折扣，付款在接到发票后的15天内完成。
我们期待贵方的首批订购。
敬上
出口商报盘
Dear Sirs，
We are pleased to make you an offer regarding our“Swinger”dresses and trousersuits in the sizes you require．Nearly all the models you saw at our fashion show are obtainable，except trousersuits in pink，of which the smaller sizes have been sold out．This line is being manufactured continuously，but will only be available again in February，so could be delivered to you in March．
All other models can be supplied by the middle of January，××××，subject to our receiving your firm order by 15th November．Our C．I．F．prices are understood to be for sea／land transporet to Chicago If you would prefer the goods to be sent by air freight，this will be charged extra at cost．
Trousersuits sizes 8－16 in white，yellow，red turquoise，navy blue，black
Sizes12－14 also in pink per 100$2，650．00
Swinger dresses sizes 8－1 6 in white，yellow，red，turquoise，black
per 100$1，845．00
prices：valid until 3lst December，19××××
Delivery：C．I．F．Chicago
Transport：sea freight
Payment：by irrevocable letter of credit，or cheque with order．
You will be receiving cuttings of our materials and a colour chart．These were airmailed to you this morning．
We hope you agree that our prices are very competitive for these good quality clothes and look forward to receiving your initial order．
Yours faithfully，
敬启者：
我们很高兴按贵方要求的尺码对“斯温歌”牌套裙和裤装进行发盘。除了小号的粉红色裤装全部卖出外，贵方在时装展览会上看到的所有样式几乎都可以得到。粉红色裤装系列还在连续加工生产，只能等到二月份才能再次供货，所以能在三月份交货给贵方。
只要11月15日前收到贵方的订货确认，我们就可在××××年1月中旬供应所有其它式样的服装。我们的成本加保险加运费到岸价可以理解为海上或陆上运输到芝加哥的价格。如果贵方希望空运货物，将加收额外的运输成本。
裤装尺码在8码－16码，有白色、黄色和红色、青绿色，海军蓝以及黑色。
尺码12码－14码的还有粉红色。
每100件$2650．00
“斯温歌”牌套裙尺码在8码－16码的有白色、黄色、红色、青绿和黑色。
每100件$1845．00
价格：到××××年12月31日前有效。
交货：成本加保险、运费到芝加哥港
运输方式：海上运输
付款方式：不可撤销信用证或抬头支票。
贵方将收到我们所用衣料的小块截片和一张颜色样图。今早我们已将上述样品空运给贵方。
我们希望您会和我们一样感到我们的服装质优价廉。我们期待着贵方的首批订货。
敬上
询盘及报实盘
Dear Sirs，
We have made our selection from the samples you sent us on January 10，and we expect to have your favorable offer for Model No． SN－82 on the terms and conditions listed below．
Commodity：SONY Brand Radio Cassette Recorder Model No．SN－82，Portable
Quantity：1000 sets
Packing：TO be packed in standard export card board cartons
Price：CIFC 3% New York
Insurance：To be covered against W． P． A．& War Risk for 120% of total invoice value
Shipment：April／May，1 995．If possible，April shipment is preferable．
Payment：By irrevocable Letter of Credit at sight．
We will appreciate your prompt attention to this enquiry．
Yours truly，
Dear Sirs，
We have received your letter of enquiry dated Feb．22nd and，in reply，we are offering you the following，subject to your reply reaching us by March 10．
One thousand sets of SONY Radio Cassette Recorder Model No．SN－ 82，standard export card board cartons packing，at $ 98 per set FOBC3%Tokyo port，shipment during April／May， payment against sight draft under a 100% irrevocable & confirmed L ／C opened before March 31．
As we always follow the practice to quote our customers on F．O．B basis，we regret being unable to meet your requirement for C．I．F．terms Therefore，shipment should be attended to by yourselve，which you will please note．As for insurance，we are willing to take the matter upon your behal l of your request．
We assure you of our immediate attention to any order you place with us．
Yours sincerely，
敬启者：
我们已从贵方1月10日来样中选择了SN82型，请按下列条件报优惠盘：
商品名称：索尼手提卡式收录机，sN－82型。
数量：1000架
包装：标准出口纸板箱装
价格：成本+运费+保险费到纽约，包括我方3%佣金在内
保险：按发票金额120%投保水渍险加战争险
装运：1995年4月、5月份。若可能，最好4月份装运。
支付：不可撤销即期信用证付款
请早日回复。
敬上
敬启者：
贵方2月22日询价函业已收悉。现报盘如下，3月10日前复到有效：
“1000架索尼SN－82型卡式收录机，标准出口纸板箱装。东京港口船上交货价每架98美元，含佣金3%，4、5月份装船，3月31日前开出保兑、不可撤销信用证，见票即付。”
通常，我们都和客户按装运港船上交货价成交，因此很抱歉不能按贵方要求报成本加运费、保险费价。装船事宜由贵方自己负责，若贵方要求我们代办保险，我们可考虑接受。
对贵方的订单，我们保证予以立即办理。
敬上
询盘及报虚盘
Dear Sirs，
Re：Soy Beans
We arelooking out lor Soy Beans of 1 995 crop and we learn Ihat you are the main exporter of this commodity in your count ry．Therefore，we are writing to ask whether you are willing to quote us the best possible price，CFR Singapore，siating date of delivery and quantity suppliable．
We thank you in advance for your early reply．
Yourssincerely，
Dear Sirs，
Re：Soy Beans
We welcome your letter of Janel0，enquiring about possibility of our supplying the captioned goods．
As requested，we take pleasure in quoting you as follows：
Commodity：Selected Soy Beans，1995 crop．
Packing：ln bulk
Quantity：100 melric tons
Price：HK $1，800 Per metric tons，CFR Singapore
Shipment：September，1996
Payment：By confirmed，irrevocable sight Letter of Credit in our favor to reach us at the end of August，1996，valid for negotiation in China until the 15th day after date of shipment．
As the market is strong，we believe that you will find our price quite reasonable．And we assure that our goods have the choicest quality．
If you accept our offer，please cable us for our final confirmation．
Yours sincerely，
敬启者：
大豆
我方渴望购买1995年产大豆，得悉贵公司是贵国大豆的主要出口商，为此特去函询问贵公司能否报给我们成本加运费至新加坡的最优价，并告知装运期及可供货数量。望贵公司早复。在此先致谢意。
敬上
敬启者：
大豆
贵方6月10日来函询问我方能否提供上述货物。现按贵方要求，报价如下：
商品名称：大豆，1995年产精选货
包装：散装
数量：100吨
价格：成本加运费至新加坡价，每吨港币1800元。
装运期：1996年9月
支付：1996年8月底前开立并送达我方的保兑，不可撤销，以我方为受益人的即期信用证，有效期至装运日后第15天在中国议付。
鉴于行市十分坚挺，我们相信所报价格相当合理。我们保证货物的上选品质。
若贵方接受此盘，请电告我方以便确认。
敬上
回盘建议函
Dear Sirs，
Thank you for your letter of 10th November，enclosing your price list．The 2 lb tins of marmalade would not be suitable for our customers，but we should like to buy 15，000 1 Ib jars．However，there is one disadvantage when compared with local produce．Housewives here are used to a jar containing 500 grammes；the English pound is only 454 grammes．Therefore we would ask you to reduce the prices quoted for quali ty A2 by ten percent．
As far as settlement is concerned，we would suggest paying half the amount against yourinvoice on receipt of the goods，and the second half within 30 days deducting two percent discount．
The samples arrived yesterday，and we must admit that your marmalade is delicious．Would you Kindly let us know as soon as possible if you can supply us on the terms mentioned．
Yours faithfully，
敬启者：
贵方11月10日的信函收讫，其中包括您随函附寄的价目表。柑桔酱2磅一听装不大适合我们的消费者，但是我们想订购15000瓶1磅一瓶装的货。还想说一点，与当地产品相比，该产品有一个不利方面。这里的家庭主妇们习惯于500克一瓶装，而一磅只有454克。因此我们希望贵方在质量为A2的产品报价基础上再打10%的折扣。
关于结算方式，我们建议在收到货物时支付贵方发票数额的一半，另一半在30天之内付清，同时扣掉2%的折扣优惠金。
昨天样品已经寄到，我们必须承认您的柑桔酱很好吃。不知贵方能否让我们尽早得知贵方能否接受以上我们提到的条件。
敬上
还盘建议的回函
Dear Sirs，
We have carefully considered the proposals you made in your letter of 1 6th November．
It would give us great pleasure to supply you with the marmalade you wish to order，you have noticed that its quality is probably better than that of the marmalade usually sold in your country．You will soon see that your customers notice the difference too and will want to place repeat orders．
We should like to prove this to you，and are therefore prepared to grant you a special discount of 5% for the quantity of 15，000 jars of A2 orange marmalade．This，with the 2%cash discount which we would allow，should enable you to offer the goods for sale at compeutive prices．
May we look forward to receiving your order?We assure you of our best attention．
Yours faithfully，
敬启者：
我们已经仔细研究了贵方11月16日信中提出的建议。
贵方希望订购柑桔酱，我们非常高兴为贵方供应，贵方已经注意到它的质量大概比贵国通常销售的柑桔酱要好。您将很快发现您的客户们也将注意到它们之间质量上的差别从而连续订购。
我们愿意向贵方证明以上这一点，因此在贵方订购质量为A2、数量为15000瓶的柑桔酱时，我们准备给予贵方5%的特别折扣优惠。加上我们可以接受的2%的付现折扣优惠，贵方应该能够以富有竞争力的价格销售这批货。
我们能期待着收到您的订货单吗?我们可以向您保证我们会给予它最好的关注。
敬上
出口商回样并报盘
Dear Sirs，
With reference to your letter of July 12nd，enquiring the possibility of supplying Chinese Silk Handkerchiefs．we immediately contact with our manufacturers and，in response to your request，are sending you by seperate post our couter samples which，we are sure，almost exactly match your samples．
Design No．1 to No．4：US$25 per dozen C．I．F．C．2%San Francisco
Design No．5：US$30 per dozen C I．F．C．2% Los Angeles．
Shipment can be made within one monnth from receipt of your Letter of Credit．For payment in cash，we are prepared to reduce the price by 3%．
The above offer is for the amount of not less than 200 dozen per design and available up to the end of this month．we look forward to receiving your order at an earlier date．
Yours truly，
敬启者：
关于贵方7月12日来信询问能否供应中国丝绸手绢一事，我们已即时与厂家取得了联系。按照贵方要求，现另邮寄去我方的回样，相信这些样品与贵方来样几乎完全符合。
第1至4号花色：CIFC2%旧金山价每打25美元
第5号花色：CIFC2%旧金山价每打30美元
收到贵方信用证后一个月内交货。如付现金，可减价3%。
本报盘适用于起订量每种花色200打，本月底前有效。希望早日收到贵方订单。
敬上
进口商还盘，要求降低起订价
Dear Sirs，
We acknowledge receipt of your counter samples together with your favorable quotation， for which we thank you．
Your samples exactly match our needs and your prices are quite in line，However， asfor the minmum quantity of 200 dozen per design you required，we regret thatwe cannot take so many．In our letter of enquiry dated July 12nd，we have pointed out that our demand for them is 100 dozen per design，totaled 500 dozens．
If anyreduction in quantity is possible，we would of course，be pleased to conclude the first tranasaction with you．Please wire your agreement by return．
Yours truly，
敬启者：
我方已收到你们的回样以及你们优惠的报价，多谢。
你们的样品几乎完全符合我方的需要，你们的报价也相当合理，只是，对于你们所要求的每种花色200打的起订量，我方觉得太多了一些。在7月12日询盘中已指出我方的需求量为每种100打，总共为500打。
如果起订量可望降低，我方自当愿意与你们达成此首次交易。如同意，请电告我方。
敬上
出口商接受还盘
Dear Sirs，
We have for reply your letter of J une 24，requesting uS to reduce the required minimum quantity for order to 100 dozen per design．
In this respect we wish to point out that it is our practice to set a smallest quantity for any sale by buyer’s sample or counter sample．We have，however，decided to comply with your request，in the hope to initiate business with you．
Accordingly，we confirm the following：
Article：Chinese Silk Handkerchi efs．
Design：Same as our samples No．l to No．5
Specification：30×30cm
Quantity：A total of 500 dozen，100 dozen per design
Packing：Each in a ploybay and every 5 dozen in a box
Price：US$25 per dozen C．I．F．C．2% San Francisco for No．1 to No．4
Us$30 per dozen C．I F．C 2%SanFrancisco for No．5
Payment：Draft ai sight under an irrevocable L／Cestablished within 10 days from date of our Sales Confirmation
Shipment：With 30 days upon receipt of your L／C
Our sales confirmation in duplicate will follow in several days for your counter signature．We trust this transaction will be a good begining of our friendly business relations．
Yours truly，
敬启者：
你方6月24日关于要求将最低订货量降为每种花色100打的来信收悉。
对任何凭买方样或对等样买卖，我们通常都规定订量。但为了与贵方达成首笔交易，我方决定满足贵方要求。
我方按此确认如下：
货品：中国丝绸手绢
花色：与我方1至5号样品相同
规格：30×30厘米
数量：每种花色100打，共500打
包装：每条用塑料袋分装，每5打装一纸盒
价格：1－4号每打25美元CIFC2%旧金山，5号每打30美元CIFC2%旧金山
支付：我方销货确认书签发之日起10天内开立不可撤销信用证，见票即付。
装运：收到信用证后30天内。
数日后，我方将销货确认书一式二份送达贵方会签。相信这是我们双方友好业务关系的开端。
敬上
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