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