---
title: "外贸报价单模板：FOB、CIF、DDP 字段与改价方法 | 贸航"
description: "外贸报价单模板：FOB/CIF/DDP 报价口径、内部复核栏和 4 个客户嫌贵时的改价选项。"
url: "https://i17i.com/templates/quotation-sheet"
---

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[**Freightos**Freightos 是在线货运比价和订舱平台，适合用来比较空运、海运和货代报价，把运费从口头估算变成可记录的方案表。](https://i17i.com/tools/freightos)
[**SimplyDuty**SimplyDuty 用于估算进口关税、VAT/GST 和清关相关税费，适合在 DDP 报价或客户询问到岸成本前先做快速测算。](https://i17i.com/tools/simplyduty)

报价成交更新于 2026-07-09

# 报价单模板

把产品、数量、贸易术语、交期、付款条件和有效期讲清楚。

**适用场景**

客户已经询价，需要给出一份内部可复用、客户也能看懂的标准报价。

## 报价单字段

Quotation No.: {QT-20260618-001}

Quotation Date: {YYYY-MM-DD}

Valid Until: {YYYY-MM-DD}

Buyer: {Company name}

Trade Term: {EXW / FOB / CIF / DDP + place}

Currency: {USD / EUR / JPY}

Payment Term: {30% deposit, 70% before shipment}

Lead Time: {Production days} after deposit and artwork confirmation

## 产品明细

Item: {Product name}

Model: {Model / SKU}

Specification: {Size, material, color, standard}

Packing: {Inner pack / carton / pallet}

MOQ: {Quantity}

Unit Price: {Price} / {unit}, based on {trade term}

Quantity: {Quantity}

Amount: {Unit price x quantity}

## FOB/CIF/DDP 报价口径

FOB price: includes product, packing, inland delivery to loading port, export clearance, and loading-related local charges if agreed.

CIF price: includes FOB basis, ocean freight, and insurance to destination port; import clearance, duty, tax, destination port charge, and local delivery are excluded unless stated.

DDP price: includes delivery to {customer address}; duty, tax, customs clearance, local delivery, and remote/inspection risk should be included or clearly reserved.

每个价格都要绑定 destination、quantity、packing、valid until 和费用包含项，不要只写一个单价。

## 客户嫌贵时的改价选项

Option 1: Increase quantity to {quantity} and keep the same packing to reduce unit cost.

Option 2: Change from DDP to FOB/CIF if the buyer has their own forwarder or importer of record.

Option 3: Simplify packaging, logo, accessories, or sample requirements if these are driving cost.

Option 4: Keep the target specification but extend lead time, so production can follow normal schedule instead of urgent cost.

## 备注

Price is based on the above quantity and trade term.

Bank charge, destination tax, and local delivery are excluded unless clearly stated.

Final production will start after deposit and confirmed artwork or samples.

Any change in quantity, packaging, destination, or delivery term may affect the price.

## 使用提醒

报价单发出前，先确认币种、贸易术语、目的港和数量阶梯是否一致。

如果客户后续改数量、包装或目的地，不要直接沿用旧单价，要重新核算毛利和运费。

报价有效期建议控制在 7 到 15 天，原材料或汇率波动明显时要写得更短。

## 内部复核栏

Internal Cost Basis: {product cost + packaging + inland cost + freight + tax estimate}

Target Gross Margin: {margin rate}

Minimum Acceptable Price: {floor price}

Approval Owner: {sales manager / finance}

Reason for Discount: {volume / sample / strategic account / old customer}

Next Action: {send PI / ask quantity / confirm destination / wait customer feedback}

## 客户常问问题备注

If quantity changes, unit price and lead time need to be recalculated.

If destination, trade term, packaging, or artwork changes, freight and handling cost may change.

Sample fee, mold fee, certification fee, and bank charge are not included unless stated.

This quotation is for decision review only; final order should be confirmed by Proforma Invoice.

## 发送后跟进

发送报价单后，建议在客户跟进表里记录报价版本、贸易术语、有效期、客户异议和下一步动作。

如果客户只回复价格太高，先追问目标数量、目的地、付款方式和竞品口径，再决定是否调整单价。

[返回模板库](https://i17i.com/templates)
[定制模板](https://i17i.com/contact)

## 使用教程

[报价成交**外贸报价单模板：Quotation Sheet 与贸易术语写法** 适合外贸小团队直接改造的报价单模板，包含 Quotation Sheet 字段、FOB/CIF/DDP 写法、邮件话术和发送前检查表。](https://i17i.com/blog/foreign-trade-quotation-template)
[物流与合规**PI 和 CI 的区别：何时从形式发票改为商业发票** 用一笔订单的时间线讲清 PI 与 CI 的用途、字段边界、版本切换和出运前核对方法，附可复制的改单邮件与单证检查表。](https://i17i.com/blog/proforma-invoice-vs-commercial-invoice)
[物流与合规**FOB、CIF、DDP 有什么区别：外贸报价前必须讲清的责任边界** 用外贸报价视角解释 FOB、CIF、DDP 的成本、风险、责任和适用场景，避免报价低估和交付争议。](https://i17i.com/blog/fob-cif-ddp-differences)

## 相关模板

[单证**Proforma Invoice 模板** 用于客户确认订单、安排付款和启动生产前的形式发票框架。](https://i17i.com/templates/proforma-invoice)
[单证**Commercial Invoice 模板** 用于出口报关、进口清关和客户财务入账的商业发票框架。](https://i17i.com/templates/commercial-invoice)
[单证**Packing List 模板** 把箱数、重量、体积、包装方式和唛头信息整理清楚。](https://i17i.com/templates/packing-list)

## 适合搭配的工具

[效率工具**Google Sheets** 适合多人同时维护客户、报价、供应商、样品和订单状态的团队，尤其适合还没上 CRM 或 ERP 的早期阶段。](https://i17i.com/tools/google-sheets)
[物流与合规**Freightos** 适合需要给客户报 FOB/CIF/DDP 前先估算大货物流成本的外贸团队，尤其是要比较不同货代、路线、时效和运输方式时。](https://i17i.com/tools/freightos)
[物流与合规**SimplyDuty** 适合需要比较不同目的国税费、判断 DDP 是否能做、或给客户解释进口成本构成的外贸销售和运营人员。](https://i17i.com/tools/simplyduty)

## 相关专题

[专题**FOB/CIF/DDP 报价** 把贸易术语、物流成本、税费、目的港费用和目标毛利拆清楚，避免报价低估和交付争议。](https://i17i.com/topics/fob-cif-ddp)
[专题**外贸独立站建站** 围绕询盘路径、建站系统、支付、邮件营销、页面内容和数据分析，搭建能承接客户的外贸网站。](https://i17i.com/topics/independent-website)
[专题**外贸选品与竞品调研** 把趋势、搜索需求、竞品流量、平台销量、社媒素材和行业数据串起来，先判断产品与市场机会再投入开发。](https://i17i.com/topics/product-competitor-research)