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1、实用外贸英语实用外贸英语4Inquiry and Reply In international business activities,making inquiries is the initial stage of business negotiations between the buyers and sellers.The purpose of which is to seek a supply of products,services or relative information.在国际商务活动中，询盘是买卖双方商务洽谈的第一步，其目的在于寻求货源，服务或获得有关信息。Usually
2、,the buyers make inquiries without any engagement to get information about the goods to be ordered.The sellers,however,can also make inquiries to get information about the goods to be sold,without any engagement,too.一般来说，询盘往往由买方提出，以得到想购货物的情况，但不承担任何义务。同时，卖方也可以提出询盘，以获得所售商品的信息，当然也不承担任何义务。In business ac
3、tivities,when making an offer,orally or in written form,the following elements are usually included:在商务活动中，报盘时，不论是口头还是书面形式，应包括以下内容：The name,price,quality and quantity of the goods 商品的名称，价格，质量和数量The date of delivery or time of shipment 交货期或装船期 The terms of payment 支付条款The validity of the offer 报盘有效期O
4、ther terms concerned,such as packing,insurance,discount.其他有关条款，如包装，保险，折扣。When a supplier promise to sell the goods at a stated price within a stated period of time,the offer made by him is called a firm offer.But if an offer has the limitative sentence that is a non-firm offer.当供货商承诺在限定时间内以限定的价格出售商品
5、时 这种报盘称为实盘。但当报盘中有限定性语句时，那就是虚盘。Such as：The offer is subject to our final confirmation.以我方最后确认为准。This offer is subject to the import license obtained.以我方获得尽快许可证为准。But if an offer has the limitative sentence,such as“Our offer is subject to your reply reaching us not later than September 10,2010.”that i
6、s also a firm offer.但是，如果报盘中有限定性语句如“我方报盘以你方2010年九月十日前复到有效。”那是实盘。It should be noted that a firm offer is capable of acceptance,and once it has been accepted it cannot be withdraw and the offerer should perform the obligations stipulated in it.应该注意的是，实盘可以被接受，而且一旦被接受就不能撤销，发盘人必须履行实盘中所规定的义务。It is known t
7、hat a reply to an offer which purports to be an acceptance but contains additions,limitations or other modifications is a rejection of the offer and constitutes a counter-offer.So a counter-offer means a partial rejection of the original offer,and it is also means a counter proposal put forward by t
8、he buyer/offeree.大家知道，对于虽然表示接受报盘，但在答复中有附加条款，限定条款或其他内容时，则被视为拒绝该项报盘并构成还盘。因此，还盘意味着对最初报盘的部分否定，同时也包含着买方或受盘人提出新的条件。In practical business negotiations,the buyer may not agree on the price,packing,shipment or payment,etc.He may state his own terms instead.Such alterations indicate that business has to be ne
9、gotiated on a renewed basis.Such being the case,the original offerer or the seller now become the offeree and is entitled to accept or refuse.In the later case,he may make another counter-offer of his own.This process can go on for many a round until the transaction is concluded or called off.在实际业务洽
10、谈中，买方可能不同意卖方或发盘人提出的价格，包装，装运，支付条款等条件，而提出自己的条件。这样的变动表明，生意需要在新的基础上进行谈判。在此种情况下，原来的发盘人或叫做卖方现在则变成了受盘人，他有权接受或拒绝；拒绝时，他可能做出另一个还盘。这样的过程可能进行好几轮，直到成交或被取消。Sometimes,the sentence“Accept your offer subject to the following alterations”may be used in answering an offer.Although the word“accept”is used,in fact,the o
11、ffer is still rejected,because the offer does not agree to the whole offer.答复报盘时，可能会使用“接受你方报盘，但须做以下修改。”这样的句子。尽管使用了“接受”二字，但实际上该报盘仍被拒绝了，因为受盘人并没有同意发盘人提出的全部报盘内容。In making a counter-offer,the party concerned should express regret at inability to accept,explain reasons for non-acceptance and suggest that
12、there may be other opportunities to do business together in the future.还盘时，应对不能接受报盘表示歉意，要说明不能接受的理由；同时，要提请对方注意将来还有做生意的机会。Incoterms 2000国际贸易术语解释通则 2000 Sending goods from one country to another,as part of a commercial transaction,can be a risky business.If they are lost or damaged,or delivery does not
13、 take place for some other reason,the climate of confidence between parties may degenerate to the point where a law suit is brought.Therefore,above all,sellers and buyers in international contracts want their deals to be successfully completed.作为商业交易的一部分，把货物从一国运至另一国可能是件冒险的事。如果货物丢失或损坏，或因某种原因没有运到，买卖双方
14、间的信任就会下降，可能会严重到引起法律纠纷。因此，对签订国际合同的买卖双方来说，最重要是成功完成交易。If,when drawing up their contract,buyer and seller have some commonly understood rules to specifically refer to,they can be sure of defining their respective responsibilities simply and safely.In so doing they eliminate any possibility of misunderst
15、anding and subsequent dispute.买卖双方在制定合同时，如果有理解一致的具体规则可供参考，他们就肯定能简单，可靠地确定各自的责任。这么做双方就可以排除可能产生的误解以及由此引起的纠纷。The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade.Thus,the uncertainties of different interpretatio
16、ns of such terms in different countries can be avoided or at least reduced to a considerable degree.国际贸易术语解释通则的目的在于为外贸业务中使用最普遍的贸易术语提供一套国际解释通则。因此，可避免或尽量减少不同国家对贸易术语的不同解释所造成的不确定性。注：1936年国际商会制定出一套贸易术语解释通 则。为了使这些通则符合正在使用的国际贸易做法，以后在1953，1967，1976，1980，1990和2000年对通则进行了修订和增补。2000年对国际贸易术语解释通则的修改考虑了关税保护区的发展，电
17、子商务的发展，商务活动中的电子通讯使用的增加以及运输方式的变化。2000版的通则对所有术语的说明均比原通则更加简单明了。The terms have been grouped in four basically different categories:Group E:EXW _ Ex Work 工厂交货Group F:FCA _ Free Carrier 货交承运人 FAS _ Free Alongside Ship 装运港船边交货 FOB _ Free on Board 装运港船上交货Group C:CFR _ Cost and Freight 成本加运费 CIF _ Cost,Insur
18、ance and Freight 成本，保险费加运费 CPT _ Carriage Paid To 运费付至 CIP _ Carriage and Insurance Paid To 运费和保险费付至Group D:DAF _ Delivered At Frontier 边境交货 DES _ Delivered Ex Ship 目的港船上交货 DEQ _ Delivered Ex Quay 目的港码头交货 DDU _ Delivered Duty Unpaid 未完税交货 DDP _ Delivered Duty Paid 已完税交货 第一组（E组）：卖方在自己的地点（工厂或仓库）将货物交付买
19、方。不必办理出口报关手续，也无需签订运输和保险合同。第二组（F组）：卖方将货物交至由买方指定的承运人。但无签订运输和保险合同的责任。第三组（C组）：由卖方签订运输合同，但不承担货物从装运地启运后（交给承运人或货物装船后）所发生的货物丢失或损坏的风险及额外费用。第四组（D组）：卖方必须承担将货物运往指定的进口国交货地点的一切风险和费用。我国进出口贸易中常用的贸易术语有FOB,CFR和CIF三种。FOB的基本含义：卖方在合同规定的装运港 将货物装到买方指定的船上，并承担货物装上船为止的一切费用和风险。CFR的基本含义：卖方负责租船订舱，按期在装运港将符合合同规定的货物装上运往约定目的港的船上。支付正常运费，并承担货物装船前的一切费用和风险。还承担货物装船后及时发出装船通知的义务。CIF的基本含义：卖方负责租船订舱，负责办理保险，按期在装运港将符合合同规定的货物装上运往约定目的港的船上。支付正常运费及保险费，并承担货物装船前的一切费用和风险。从这三种价格术语的解释可以看到，这三种常用的价格术语都是装运港交货，买卖双方的风险划分都是以货物装上船为界限，但主要区别是买卖双方办理的手续和支付的费用不同。其主要异同点如下：价格术语 风险 手续 费用承担装船后风险租船订舱办理保险支付目的港运费支付保险费 FOB买方买方买方买方买方 CFR买方卖方买方卖方买方 CIF买方卖方卖方卖方卖方