第二章 询盘与发盘

Business negotiations in international trade usually start by an inquiry of the overseas buyer to seller asking about the terms and conditions of a sale. Inquiry, sometimes spelled as enquiry, could be made by letter, fax, email or even by telephone or through face-to-face talk.

Some inquiries are requests for price lists and/or catalogs. These may be called general inquiries.Other inquiries are requests for detailed information of certain articles besides price, such as price terms, packing, shipment, payment, insurance, etc.These may be called specifc inquiries.Inquiries from regular customers are sometimes very brief in content especially if they are making a repeat order.

According to the commercial practice, the receiver of an inquiry will respond without delay in the usual form of a quotation or an offer. Sometimes, a seller could also initiate the negotiation by making an offer to a potential foreign buyer.

In Business world, an offer is a proposal to sell a specific product or service under specific terms and conditions. Similarly, an offer may either be a firm offer or a non-firm offer.A firm offer is made to a specific person or persons to express or imply a definite intention to make a contract under a clear, complete and fnal trade terms.Once a frm offer is unconditionally accepted within its validity, a contract is concluded right away.A non-frm offer has no binding force upon the offeror, and it often bears such wording“this offer is subject to our fnal confrmation”or“the prices are subject to change without notice”.