4.2 订单流程 The ordering process
以下列表概括性地概述了卖方和买方之间如何处理订单。请注意，这只是一个指南，不包括跟单信用证或汇票等金融工具。
The following list outlines in general terms how an order may be processed between a seller and a buyer. Note that this is only a guide and does not include financial instruments such as documentary credits or bills of exchange.
1.收到买家的询问
An enquiry is received from a buyer.
2.卖方确定他们是否能够履行订单以及是否需要进行任何修改等。
The seller determines whether they are able to fulfil the order and whether any modifications are required, etc.
3.进行出口成本计算工作，以核实交易在商业上是否可行。
An export‑costing exercise is carried out to verify whether the transaction is commercially viable.
4.卖方此时可以进行尽职调查，以确定买方的信誉。
Due diligence may be carried out by the seller at this point to establish the creditworthiness of the buyer.
5.向买方提交书面报价
A written quotation is submitted to the buyer.
6.如果买方接受报价，则他们下订单。
If the buyer accepts the quotation, they place an order.
7.卖方接受订单。
The seller accepts the order.
8.订单由卖方处理，并安排货物的运输或服务的交付。
The order is processed by the seller and arrangements are made for shipment of the goods or delivery of services.
9.Goods are shipped.
10.任何相关文件都直接转发给买方或通过银行系统提交给买方。
Any relevant documents are forwarded direct to the buyer or through the banking system for presentation to the buyer.
11.收到货物或交付服务
Goods are received or services are delivered.
12.付款在合同规定的时间和方法进行。
Payment is made at the time and according to the method set out in the contract.
在已建立关系的情况下，可以使用电子邮件/传真或电子文档。
Where there is an established relationship, email/fax or electronic documentation may be used.
对于某些国家/地区，卖方必须向买方提供形式发票，并提供拟议装运的所有详细信息。买方可能要求这样做，以遵守当地的进口管制，或向中央银行申请释放外汇，或获得批准签发跟单信用证。
For some countries, the seller has to provide the buyer with a pro forma invoice, giving all the details of the proposed shipment. This may be required by the buyer to comply with local import controls, or for an application to the central bank for a release of foreign exchange, or to obtain approval for the issue of a documentary credit.
在没有现有协议的情况下，卖方可能会在贸易查询后甚至非常意外地收到形式发票。在这种情况下，它代表潜在买方的合同要约。卖方需要对买方进行所有必要的查询，然后决定是否接受提交的形式发票，协商更改或拒绝更改。
Where there is no existing agreement, a seller may receive a pro forma invoice following a trade enquiry or even quite unexpectedly. In such cases, it represents a contractual offer from a potential buyer. The seller would need to make all necessary enquiries regarding the buyer and then decide whether to accept the pro forma invoice as submitted, to negotiate changes or to refuse it.
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