出口发盘操作指南
出口商通常会在两种情形下拟写发盘函:一是直接向客户发盘,二是在收到客户询盘后作出答复。由于场景不同,两者的拟写技巧也有所区别。前者要多考虑发盘的完整性和吸引力;后者则要注重针对性,必须以对方感兴趣或符合对方要求的商品货号为中心,做到有的放矢。例如,对方在询盘函中已言明需要立即出运的商品,那么对于那些库存断档的商品再做激励性介绍,恐怕收效也甚微。
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三方面内容:
一、 准确阐明各项主要交易条件
Clearly state the terms of trade
这里所指的主要交易条件,一般包括品名
规格、价格、数量、包装、装运、付款、保险等七大要件。例如:
★For the Fancy Brand AGT-4 Garment sewing machine, the best price is
USD78.00 per set FOB Shanghai.
★The minimum quantity is one 20’ FCL
and with the purchase of two or more containers,the price is reduced by 2%.
★All these blankets are packed in
plastic bags with Zip of l piece each,20 pieces to a carton.
★Delivery is to be made within 45 days
after receipt of order.
★Our usual terms of payment are by confirmed irrevocable L/C available by draft at sight.
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