发盘（Offers）通常是以广告，传单，信件或回应询盘的方式发出的。发盘的定义为：交易的一方为了销售或购买一批商品，向对方提出有关的交易条件，并表示愿按这些条件达成一笔交易，这种意思表示的行为称作发盘。发盘可以分成两类：实盘（Firm Offer）和虚盘（Non-firm Offer）。二者的区别一定要清楚，因为不仅是它们的表达方式不同，更重要的是它们的法律效力是不一样的。
[这里我想插几句题外话。学习外贸英语，为的就是做进出口贸易。关键还是要对整个对外贸易流程有清楚的了解。而其中涉及不少法律问题，也是不能忽视的。虽然正式合同还没签定，但双方在书信上达成的协议，已经具有法律效力，对双方都有约束力。因此要注意在书信中明确自己的意图，不要让不良商人有机可成。学习外贸英语可不仅是用来当翻译的哦^-^]
实盘是发盘人（Offerer）按其提供的条件以达成交易目的的明确表示。实盘具有法律效力.受盘人(Offeree)一旦在有效期限内接受实盘上的条件和内容,发盘人就无权拒绝售货.一项实盘必须具备：
1) 发盘的内容和词句必须肯定，不能用‘大约（about）’，‘参考价（reference price）’等摸棱两可的词。
2) 发盘的内容明确完整，其内容应包括商品品质（Quality），数量（Quantity），包装（Packing），价格（Price），装运（Shipment），支付（Payment）,有效期(Validity )等。
3) 发盘中不能有保留条件如：以我方最后确认为准 subject to our final confirmation
以货物的未售出为准 subject to goods being unsold
虚盘是发盘人所作的不肯定交易的表示.凡不符合实盘所具备的上述三个条件的发盘,都是虚盘.虚盘无须详细的内容和具体条件,也不注明有效期.它仅表示交易的意向,不具有法律效力.出现下列一类的词句者,皆为虚盘:
不负任何责任.
有权先售
-All quotations are subject to our final confirmation unless otherwise stated.
所作报价,除特别注明外,须经我方确认后方能生效.
-Our offer is subject to approval of export licence.
出口许可证准许签证,我方报价才有效.
Dear Sirs,
Thank you very much for your inquiry of August 4 requesting us to offer you for our SPORT SHIRTS, STYLE A.
In reply, we have the pleasure of submitting to you firm offer on the following terms and conditions subject to your reply here by August 16, 1999
Commodity : Sport Shirt, Style A.
Quality : As per sample submitted to you on July 10, 1999.
Price :USD 20.34 per doz. CIF Hong Kong.
Packing :Export standard packing.
Payment :Against 100% confirmed, irrevocable letter of credit in our favor.
Shipment : During September, 1999 subject to L/C reaches us by the end of August, 1999
We are sure you will fine our price very reasonable. The market here is enjoying an upward trend. So, we trust you will not overlook this opportunity and hope to receive your prompt order.
Notes: 可见firm offer 字样, 所以这是一个实盘.
subject to your reply here by.... ....日复到我方有效
As per 按照,根据
USD 20.34 per doz. CIF Hong Kong CIF 香港每打20.34美圆, CIF为13个贸易术语之一.
Against 100% confirmed, irrevocable letter of credit in our favor 以我方为受益人的保兑的,不可撤消信用证.
L/C letter of credit 信用证
WE OFFER FIRM FOR REPLY HERE BY JANUARY 16,500 CASES SALTED EGGS, 20 DOZEN TO CASE, EACH HKD 72.00 FOB HONG KONG, SHIPMENT DURING FEBRUARY, IRREVOCABLE SIGHT CREDIT.
兹确定报价,咸蛋500箱,每箱20打, FOB香港每箱港币72元, 二月装运,不可撤消即期信用证,1月16日复到我方有效.
Notes:这是一封电报,同样是实盘.
Dear Sirs,
Our Commercial Counsellor’s Office in your country has referred to us your enquiry for Chinese Tung Oil as the fall within the scope of our business.
Enclosed is our invoice Proforma Invoice No. ST-8821 in triplicate for 3×20’ FCL of the above mentioned product at USD 1075 per metric ton CFR JMP for shipment in October, 1998, for payment by irrevocable sight L/C, which we hope you will find in order. Please note that this offer is subject to goods being unsold.
For your information, we have been exporting this product for years and thanks to its fine quality, our product has won popularity in the European market. We are confident that once you have tried our product you will be convinced of the excellence in quality.
As we received large number of orders from our clients, it is quite probable that our present stock may soon run out. We would suggest that you place your order with us at an early date.
第二篇：外贸英语有关报价
外贸英语-有关报价
外贸英语-有关报价
advertising cost 广告费
appraised 估价
basic price 基价
buying offer 买方发价
ceiling price 最高价
C.I.F. value 赶岸价
combined offer 联合发价
cost and freight (C.& F.) 到岸价；运费在内价
cost and insurance (C.& I.) 保险在内价
cost, insurance and freight (C.I.F.) 运费及保险在内价
counter offer 还价：还发价
current price 现时价
entertainment expenses 交际费
ex-dock (factory) 码头（工厂）交货价
ex-mine (plantation) 矿区（农场）交货价
wx-maker's godown 制造商仓库交货价
ex-quay (wharf) 码头交货价
ex-ship 输入港船上交货价
first cost 生产成本价
floor price 最低价
franco 全部费用在内价
free alongside(on) ship 船边（上）交货价
free on rail 火车上交货价
free overside 出入港船上交货价
free out (F.O.) 卸货费船方免责
freight collect 运货由提货人交付
freight repaid 运费预付
freight terms 岸上交货价
landing (loading) charges 起货（装载）费
local (spot) 当地付货价
miscellaneous expenses 杂项开支
net price 净价；实价
offer on sale or return 许可退货发价
offer without engagement 不受约束发价
out-of-pocket expenses 零星开支
overhead 日常开支；日常管理费
packing charges 包装费
prime cost 原价；主要成本
rebate 回折
retail price 零售价
stevedorage 码头工人搬运费
storage charges 仓租
sundry chargesd（expenses) 杂费
surcharge 附加费
wharfage 码头费
wholesale price 批发价