1、項(xiàng)目四-交易磋商(詢盤、發(fā)盤、還盤與接受)二、案例 澳大利亞奇跡貿(mào)易公司在網(wǎng)上了解到廣東紡織品進(jìn)出口有限公司并打算與之進(jìn)行貿(mào)易，經(jīng)過有關(guān)函電往來(lái)，雙方最終簽署了合同。 2005年4月20日奇跡貿(mào)易公司在網(wǎng)上了解到廣東紡織品進(jìn)出口有限公司是中國(guó)服裝行業(yè)的主要出口商之一。奇跡貿(mào)易公司有意訂購(gòu)貨號(hào)為GSO的棉質(zhì)男式T-shirt 1000打，希望廣東紡織品進(jìn)出口有限公司告知產(chǎn)品詳細(xì)資料，并提供該型號(hào)不同顏色的T-shirt 樣品?，F(xiàn)請(qǐng)以奇跡貿(mào)易公司業(yè)務(wù)員的身份給廣東紡織品進(jìn)出口有限公司發(fā)詢盤函。 4月29日廣東紡織品進(jìn)出口有限公司針對(duì)奇跡貿(mào)易公司的詢盤做出了發(fā)盤，要求對(duì)方訂1000打貨號(hào)GSO棉質(zhì)男

2、士T-shirt ，每打120澳元CIF悉尼，要求以不可撤消的即期信用證支付，7月份裝運(yùn)，以奇跡貿(mào)易公司在5月10日前回復(fù)有效。該款棉質(zhì)T-shirt 質(zhì)量好，款式新，市場(chǎng)需求大，希望奇跡貿(mào)易公司立即接受這次發(fā)盤。請(qǐng)以該公司業(yè)務(wù)員的身份給奇跡貿(mào)易公司擬發(fā)盤函。 5月4日奇跡貿(mào)易公司進(jìn)行了還盤，認(rèn)為對(duì)方價(jià)格太高，如果接受的話在銷售中將無(wú)利可圖，希望每打110澳元CIF悉尼，其他條款不變。請(qǐng)以奇跡貿(mào)易公司業(yè)務(wù)員的身份擬一封還盤函。 5月8日廣東紡織品進(jìn)出口有限公司接到奇跡貿(mào)易公司的還盤后，決定接受對(duì)方還盤，并寄送銷售確認(rèn)書，希望對(duì)方會(huì)簽并郵寄一份供他們存檔。請(qǐng)以廣東紡織品進(jìn)出口有限公司業(yè)務(wù)員的身份

3、，擬一份接受函發(fā)給對(duì)方。三、操作指南Title（一）詢盤（一）詢盤（二）發(fā)盤（二）發(fā)盤（三）還盤（三）還盤（四）接受（四）接受1詢盤2如何撰寫規(guī)范的詢盤3.詢盤函樣例1發(fā)盤2如何撰寫規(guī)范的發(fā)盤3. 發(fā)盤函樣例1還盤2如何撰寫規(guī)范的還盤函1.接受2.寫好一封接受盤應(yīng)該注意的事項(xiàng)四、案例解析通過以上內(nèi)容的學(xué)習(xí)，我們可以開始撰寫貿(mào)易磋商往來(lái)信函了。現(xiàn)將前面案例中兩公司的來(lái)往函電提供如下供參考：（一）詢盤MIRACLE TRADING COMPANY98 HIGH STREET，SYDNEY，AUSTRALIA April 20th，2005Dear Sirs， We owe your name an

4、d address to the Internet and we learn that you are one of the leading exporters of garments. Were interested to buy 1000 dozens of Mens Cotton Shirts (Art. No. GS0).Please send us details of this item， including colors and prices， and also send us samples of different colors， so as to acquaint us w

5、ith the quality and price of your supplies.If the quality of your products is satisfactory and the prices are attractive，We may accept and order from you. Were looking forward to hearing from you soon. Yours faithfully， Miracle Trading company四、案例解析（二）發(fā)盤GUANGDONG TEXTILES IMPORT & EXPORTKNITWEARS CO

6、MPANY LIMITED15/F Guangdong Textiles Mansion，168 Xiaobei Road， Guangzhou 510045，China April 29th，2005Dear Sirs，As requested in your letter of April 20th， we offer you firm as follows， subject to your reply reaching us before May 5th:1000 dozens Mens Cotton Shirts (Art. No. GS0) at USD 120/dozen CIF

7、Sydney， We require payment by irrevocable L/C at sight. And shipments are to be made during July.Because of their good quality and fresh design， the demand for our Mens Cotton Shirts is heavy， we trust that you will accept this offer without any delay.For your reference， we will send you some sample

8、s under separate cover and look forward to receiving your order at an early date. You may assure that your order will receive our most careful attention. Yours faithfully， GD Textiles Imp. & Exp. Knitwears Co.， Ltd.四、案例解析（四）接受GUANGDONG TEXTILES IMPORT & EXPORTKNITWEARS COMPANY LIMITED15/F Guangdong

9、Textiles Mansion，168 Xiaobei Road， Guangzhou 510045， China May 8th， 2005Dear Sirs，Thank you for your letter of May 4th for Mens Cotton Shirts， were pleased to accept your counter-offer.Please note that we have specially accepted your request because we wish to get many future orders from you.Enclose

10、d please find our L/C in duplicate of which please countersign and return one copy to us for our file. Yours faithfully， GD Textiles Imp. & Exp. Knitwears Co.， Ltd.四、案例解析（三）還盤MIRACLE TRADING COMPANY98 HIGH STREET， SYDNEY， AUSTRALIA May 4th，2005Dear Sirs，Thank you for your offer of April 29th and sam

11、ples of Mens Cotton Shirts.While appreciating the good quality of your products， we regret that your price appears to be on the high side. To accept the price you offered would leave us no margin of profit in our sales， since the competition in this area is very keen and the other suppliers are offe

12、ring lower prices for shirts of the same quality.Therefore we counteroffer as follows:Your offer of April 29th is unacceptable， we suggest USD 110 per dozen CIF Sydney. All other terms are as per previous offer.We look forward to your confirmation. Yours faithfully， Miracle Trading Company五、實(shí)訓(xùn)題通過以上內(nèi)

13、容的學(xué)習(xí)，我們就可以做以下的實(shí)訓(xùn)練習(xí)了。實(shí)訓(xùn)一實(shí)訓(xùn)一中國(guó)AGD公司與美國(guó)商行Lawson Company達(dá)成的帆布木折疊椅交易如下：（1）2005年10月10日美國(guó)商行接到中國(guó)AGD公司10月5日的信函，表示對(duì)中國(guó)工藝品感興趣，想了解中國(guó)AGD公司能提供何種帆布木折椅。采購(gòu)量很大。希望中國(guó)AGD公司寄去可供出口的帆布木折椅的照片和價(jià)目表。現(xiàn)請(qǐng)以美國(guó)商行Lawson Company的業(yè)務(wù)員身份給中國(guó)AGD公司擬份詢盤函。五、實(shí)訓(xùn)題（2）10月15日中國(guó)AGD公司接到對(duì)方10月10日的信函后，做出如下發(fā)盤：貨號(hào)：W71-72帆布木折椅單價(jià)：每把CFR舊金山12美元交貨日期：2005年11月20日包

14、裝：紙箱包裝，每箱2把并催對(duì)方盡快下單，上述報(bào)盤以中國(guó)AGD公司最后確認(rèn)為準(zhǔn)?，F(xiàn)請(qǐng)以中國(guó)AGD公司業(yè)務(wù)員的身份給美國(guó)商行擬份發(fā)盤函。（3）10月20日，美國(guó)商行認(rèn)為對(duì)方報(bào)價(jià)太高，做出了還盤，要求如下：貨號(hào)：W71-72帆布木折椅單價(jià)：每把CFR舊金山10美元交貨日期：2005年11月20日包裝：紙箱包裝，每箱2把如果對(duì)方同意，美國(guó)商行將下單訂購(gòu)1000把。（4）10月25日中國(guó)AGD公司接受了對(duì)方的還盤，并附寄貨號(hào)W71-72帆布木折椅售貨確認(rèn)書一式三份，請(qǐng)其會(huì)簽并退回二份以備存檔。五、實(shí)訓(xùn)題實(shí)訓(xùn)二實(shí)訓(xùn)二中國(guó)好吃點(diǎn)苦杏仁進(jìn)出口有限公司與丹麥的A公司長(zhǎng)年都有貿(mào)易往來(lái)，現(xiàn)在到了杏仁的銷售旺季，丹麥公司與中國(guó)某公司經(jīng)過一系列