贸易过程中的四个步骤：询盘、发盘、还盘、接受

询盘（enquiry）：‍

询盘又称询价，是指买方或卖方为了购买或销售某项商品，向对方询问有关交易条件的表示。在国际贸易的实际业务中，一般多由买方主动向卖方发出询盘。可以询问价格，也可询问其他一项或几项交易条件以引起对方发盘，目的是试探对方交易的诚意和了解其对交易条件的意见。

发盘（Offer）：‍

国际贸易实务中，发盘也称报盘、发价、报价。法律上称之为“要约”，在发盘的有效期内，一经受盘人无条件接受，合同即告成立，发盘人承担发盘条件中履行合同义务的法律责任。

还盘（counter offer）：‍

受盘人在接到发盘后，不能完全同意发盘的内容，为了进一步 磋商交易，对发盘提出修改意见，用口头或书面形式表示出来，就构成还盘。还盘的形式可有不同，有的明确使用“还盘”字样，有的则不 使用，在内容中表示出对发盘的修改也构成还盘。还盘是对发盘的拒绝。还盘一经做出，原发盘即失去效力，发盘人不再受其约束。

接受(acceptance) ：‍

在法律上称“承诺”，是买方或卖方同意对方在发盘(包括还盘中的发盘)中提出的交易条件，而愿按此与对方达成交易并订立合同, 是一种肯定的表示。一方的发盘经另一方接受, 交易即告达成，双方就应分别履行各自承担的合同义务。

此外，发盘应于被送达受盘人时方始生效,而构成一项有效的接受则需具备以下条件：

1、由发盘指定的受盘人作出；

2、同意发盘所提出的条件；

3、在发盘规定的有效期内送达发盘人；

4、用声明或其他行动表示出来。思想上接受但保持缄默或不行动，不构成接受。

询盘范文：

MIRACLE TRADING COMPANY

98 HIGH STREET, SYDNEY, AUSTRALIA

April 20, 2005

Dear Sirs,

We owe your name and address to the Internet and we learn that you are one of the leading exporters of garments.

We're interested to buy 1000 dozens of Men's Cotton Shirts (Art. No. GSO).

Please send us details of this item, including colors and prices, and also send us samples of different colors, so as to acquaint us with the quality and price of your supplies.

If the quality of your products is satisfactory and the prices are attractive, We may accept and order from you. We're looking forward to hearing from you soon.

Yours faithfully,

Miracle Trading company‍

发盘范文：

GUANGDONG TEXTILES IMPORT & EXPORT

KNITWEARS COMPANY LIMITED 15/F Guangdong Textiles Mansion,

168 Xiaobei Road,Guangzhou 510045, China

April 29, 2005

Dear Sirs,

As requested in your letter of April 20b, we offer you firm as follows, subject to your reply reaching us before May 5.

1000 dozens Men's Cotton Shirts (Art. No. GSO) at USD 120/dozen CIF Sydney,We require payment by irrevocable L/C at sight. And shipments are to be made during July.

Because of their good quality and fresh design, the demand for our Men's Cotton Shirts is heavy, we trust that you will accept this offer without any delay.

For your reference, we will send you some samples under separate cover and look forward to receiving your order at an early date. You may assure that your order will receive our most careful attention.

Yours faithfully,

GD Textiles Imp. & Exp. Knitwears Co., Ltd.

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