UnitTwoInquiriesandOffer第1頁InquiryandReplyIninternationalbusinessactivities,makinginquiriesistheinitialstageofbusinessnegotiationsbetweenthebuyersandsellers.Thepurposeofwhichistoseekasupplyofproducts,servicesorrelativeinformation.在國際商務活動中，詢盤是買賣雙方商務洽談第一步，其目標在于尋求貨源，服務或取得相關信息。Usually,thebuyersmakeinquirieswithoutanyengagementtogetinformationaboutthegoodstobeordered.Thesellers,however,canalsomakeinquiriestogetinformationaboutthegoodstobesold,withoutanyengagement,too.普通來說，詢盤往往由買方提出，以得到想購貨物情況，但不負擔任何義務。同時，賣方也能夠提出詢盤，以取得所售商品信息，當然也不負擔任何義務。第2頁

Theinformationwantedbythebuyersorthesellersusuallyincludesthefollowingelements:

買方或賣方所要了解主要信息包含以下內容：Thesupplyofcommodities貨源情況Theprice價格Thepacking包裝Thecatalogue產品目錄Thedeliverydate交貨期Termsofpayment支付條款Othertermsconcerned其它條款第3頁Inquiriescanbemadeorallyorinwrittenform.Ifthewrittenformisadopted,thepersonwhomakesinquiriesshouldremembertoconsidercarefullytowhichregionstheinquiriesaretobesentandhowmanysuppliersorpurchasersaretobeapproachedinoneandthesameregion.Failuretotakeintoconsiderationtherelevantsituationwouldleadtoadverseeffectonfuturetransactions.詢盤既能夠口頭進行，也能夠書面形式進行。如采取書面形式，詢盤人應認真考慮向哪些地方發出詢盤以及在同一地域要與多少供貨商或購貨商聯絡。若考慮不周，將對以后交易產生不良影響。第4頁Whenwritingenquirylettertoyourcounterpart,thereisnoneedtochoosewordsandphrasescarefullytodrawthereader’sattention.Arequestforapricelistorcataloguecanbemadeinasinglesentence.Arequestforaquotationofpriceandothertradetermsmayneedalittlelongerdescription,whichshouldbeclearandexact.Butrememberthereisnoneedforlong,over-politephrasesandstilllesshumbleness.向對方發詢盤時，無需太考究措辭來吸引對方注意。索取價格表或目錄只需一句話即可；要求提供報價和其它貿易條款時，所需說明較長，其說明必須清楚，準確。不過應該記住，不要使用過分冗長或過分客氣詞語，更不要有自卑感。第5頁Havingreceivedtheenquiryletter,thereceivershouldstudyitwithcautionandreplytheenquiryletterassoonaspossible,tellingthemwhetheryoucouldsellorbuy.如是收到詢盤，收件人應認真研究并盡快給予回復，告訴對方你能否買或賣。Ifinoralform,especiallywhenthebusinessrelationshavebeenestablishedbetweenthebuyersandsellers,theinquiriesandreplieswillbeveryeasyandsimple.Whatshouldbepaidattentiontoisthatbothofthemmayhaveafriendlyandcordialdiscussionaccordingtowhathasbeenmentioned.如采取口頭形式，尤其是已建立起業務關系后，買賣雙方詢盤及回復將非常輕易和簡單，所需要注意僅僅是依據上面提到細節，雙方進行友好和含有誠意洽談而已。第6頁OfferandCounter-offerInmanytypesofbusiness,ithasalwaysbeenthepracticeforthesuppliertomakeanofferdirectlytohisregularcustomersandtootherswhomaybeinterestedinhisgoods,withoutwaitingforanenquiry.Butwhenthesupplierhasreceivedanenquiryfromthebuyeranddecidedtosellthegoods,heshouldmakeanoffertothebuyer.在許多業務中，供貨商不等候詢盤而直接向老客戶和其它可能對其商品感興趣客商報盤。然而，當供貨商收到買方詢盤并決定向買方出售貨物時，供貨商就應報盤。第7頁Itshouldbepointedoutthatofferisdifferentfromquotation.Quotationisjustanindicationofpricewithoutcontractualobligation,anditissubjecttochangewithoutpreviousnotice.Wehavelearnedthataproposalforconcludingacontractaddressedtooneormorespecificpersonsconstitutesanoffertobeboundincaseofacceptance.Soofferisadefinitecommitmentonthepartofthesupplier.應該指出是，報盤不一樣于報價。報價只是報價格，不包含契約性義務，而且不需要預先通知便可更改報價內容。我們應知道，向一個或一個以上特定人提出訂立協議提議，假如十分明確并表明報價人在得到接收時承受約束旨意，即組成報盤。所以，報盤是指供貨商做出一個明確而必定義務承諾。第8頁Inbusinessactivities,whenmakinganoffer,orallyorinwrittenform,thefollowingelementsareusuallyincluded:在商務活動中，報盤時，不論是口頭還是書面形式，應包含以下內容：Thename,price,qualityandquantityofthegoods商品名稱，價格，質量和數量Thedateofdeliveryortimeofshipment

交貨期或裝船期Thetermsofpayment支付條款Thevalidityoftheoffer報盤使用期Othertermsconcerned,suchaspacking,insurance,discount….其它相關條款，如包裝，保險，折扣。。。第9頁Whenasupplierpromisetosellthegoodsatastatedpricewithinastatedperiodoftime,theoffermadebyhimiscalledafirmoffer.Butifanofferhasthelimitativesentencethatisanon-firmoffer.當供貨商承諾在限定時間內以限定價格出售商品時這種報盤稱為實盤。但當報盤中有限定性語句時，那就是虛盤。Suchas：Theofferissubjecttoourfinalconfirmation.以我方最終確認為準。Thisofferissubjecttotheimportlicenseobtained.以我方取得盡快許可證為準。Butifanofferhasthelimitativesentence,suchas“OurofferissubjecttoyourreplyreachingusnotlaterthanSeptember10,.”thatisalsoafirmoffer.不過，假如報盤中有限定性語句如“我方報盤以你方九月十日前復到有效。”那是實盤。第10頁Itshouldbenotedthatafirmofferiscapableofacceptance,andonceithasbeenaccepteditcannotbewithdrawandtheofferershouldperformtheobligationsstipulatedinit.應該注意是，實盤能夠被接收，而且一旦被接收就不能撤消，發盤人必須推行實盤中所要求義務。Itisknownthatareplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.Soacounter-offermeansapartialrejectionoftheoriginaloffer,anditisalsomeansacounterproposalputforwardbythebuyer/offeree.大家知道，對于即使表示接收報盤，但在回復中有附加條款，限定條款或其它內容時，則被視為拒絕該項報盤并組成還盤。所以，還盤意味著對最初報盤部分否定，同時也包含著買方或受盤人提出新條件。第11頁Inpracticalbusinessnegotiations,thebuyermaynotagreeontheprice,packing,shipmentorpayment,etc.Hemaystatehisowntermsinstead.Suchalterationsindicatethatbusinesshastobenegotiatedonarenewedbasis.Suchbeingthecase,theoriginaloffererorthesellernowbecometheoffereeandisentitledtoacceptorrefuse.Inthelatercase,hemaymakeanothercounter-offerofhisown.Thisprocesscangoonformanyarounduntilthetransactionisconcludedorcalledoff.在實際業務洽談中，買方可能不一樣意賣方或發盤人提出價格，包裝，裝運，支付條款等條件，而提出自己條件。這么變動表明，生意需要在新基礎上進行談判。在此種情況下，原來發盤人或叫做賣方現在則變成了受盤人，他有權接收或拒絕；拒絕時，他可能做出另一個還盤。這么過程可能進行好幾輪，直到成交或被取消。第12頁Sometimes,thesentence“Acceptyouroffersubjecttothefollowingalterations…”maybeusedinansweringanoffer.Althoughtheword“accept”isused,infact,theofferisstillrejected,becausetheofferdoesnotagreetothewholeoffer.回復報盤時，可能會使用“接收你方報盤，但須做以下修改。。。”這么句子。盡管使用了“接收”二字，但實際上該報盤仍被拒絕了，因為受盤人并沒有同意發盤人提出全部報盤內容。Inmakingacounter-offer,thepartyconcernedshouldexpressregretatinabilitytoaccept,explainreasonsfornon-acceptanceandsuggestthattheremaybeotheropportunitiestodobusinesstogetherinthefuture.還盤時，應對不能接收報盤表示歉意，要說明不能接收理由；同時，要提請對方注意未來還有做生意機會。第13頁Incoterms

國際貿易術語解釋通則Sendinggoodsfromonecountrytoanother,aspartofacommercialtransaction,canbeariskybusiness.Iftheyarelostordamaged,ordeliverydoesnottakeplaceforsomeotherreason,theclimateofconfidencebetweenpartiesmaydegeneratetothepointwherealawsuitisbrought.Therefore,aboveall,sellersandbuyersininternationalcontractswanttheirdealstobesuccessfullycompleted.作為商業交易一部分，把貨物從一國運至另一國可能是件冒險事。假如貨物丟失或損壞，或因某種原因沒有運到，買賣雙方間信任就會下降，可能會嚴重到引發法律糾紛。所以，對簽署國際協議買賣雙方來說，最主要是成功完成交易。第14頁If,whendrawinguptheircontract,buyerandsellerhavesomecommonlyunderstoodrulestospecificallyreferto,theycanbesureofdefiningtheirrespectiveresponsibilitiessimplyandsafely.Insodoingtheyeliminateanypossibilityofmisunderstandingandsubsequentdispute.買賣雙方在制訂協議時，假如有了解一致詳細規則可供參考，他們就必定能簡單，可靠地確定各自責任。這么做雙方就能夠排除可能產生誤解以及由此引發糾紛。第15頁ThepurposeofIncotermsistoprovideasetofinternationalrulesfortheinterpretationofthemostcommonlyusedtradetermsinforeigntrade.Thus,theuncertaintiesofdifferentinterpretationsofsuchtermsindifferentcountriescanbeavoidedoratleastreducedtoaconsiderabledegree.國際貿易術語解釋通則目標在于為外貿業務中使用最普遍貿易術語提供一套國際解釋通則。所以，可防止或盡可能降低不一樣國家對貿易術語不一樣解釋所造成不確定性。注：1936年國際商會制訂出一套貿易術語解釋通則。為了使這些通則符合正在使用國際貿易做法，以后在1953，1967，1976，1980，1990和對通則進行了修訂和增補。對國際貿易術語解釋通則修改考慮了關稅保護區發展，電子商務發展，商務活動中電子通訊使用增加以及運輸方式改變。版通則對全部術語說明均比原通則愈加簡單明了。第16頁Thetermshavebeengroupedinfourbasicallydifferentcategories:GroupE:EXW__ExWork工廠交貨GroupF:FCA__FreeCarrier貨交承運人FAS__FreeAlongsideShip裝運港船邊交貨FOB__FreeonBoard裝運港船上交貨GroupC:CFR__CostandFreight成本加運費CIF__Cost,InsuranceandFreight成本，保險費加運費CPT__CarriagePaidTo運費付至CIP__CarriageandInsurancePaidTo運費和保險費付至GroupD:DAF__DeliveredAtFrontier邊境交貨DES__DeliveredExShip