服装贸易实务 教学课件 ppt 作者 马腾文 主编服装贸易实务实训4.pptVIP

 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，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: Men’s Shirts small 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: riversflow@　　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 inquiry 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 value 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 of 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 bags and packed in standard export cardboard cartons Price: CIF Shanghai per dozen in RMB650, L: 45, M:42, S35 Payment