做外贸商务就必须要关注到发盘函范文，这是能够和海外用户进行沟通的有效方式，很多新进职工对于发盘函范文的实盘和虚盘了解的并不透彻，这对于此后的业务展开而言，所具有的影响还是很大的。
所谓的实盘是指明确各项相关条款，所谓的虚盘是指对于各项有法律约束性的相关条款不进行明确，这二者之间最大的差别是在法律约束力方面并不相同，当和一些初次接触或者是相互处于初期了解阶段的用户进行沟通时，发盘函通常是以需盘为主，也被业内称之为邀约盘。如以下案例：
Dear Mr. John
Your company has paid attention to our 2018 training clothes at the exhibition. This product is a popular one this year. Some retailers in the United States and France are very interested in it. They have signed a general agent contract with us. I hope you will like our clothing product too. If you can become our British General Agent. We shall be very honoured to be an agent.
The price of 2018 training suits for summer wear is US $7.5. The winter and summer suit price is $13.5. The price of the boot kit is $19. In addition to training uniforms, we also supply police training uniforms, enterprise tooling and related categories of products, price range and product specifications please refer to Appendix 2.
We hope to get in touch with you as soon as possible and sign a sales agreement for the relevant products. Please send us your requirement for training clothes. We will ship them by August 30. We still have 30,000 pieces of training clothes. Therefore, we ask you to make a decision as soon as possible.
Be careful
Manager Chen Haoran
该案例为外贸服装企业实盘发盘函范文，同样以此案例做虚盘发盘函范文：
Dear Mr. John
Your company has paid attention to our 2018 training clothes at the exhibition. This product is a popular one this year. Some retailers in the United States and France are very interested in it. They have signed a general agent contract with us. I hope you will like our clothing product too. If you can become our British General Agent. We shall be very honoured to be an agent.
The price of 2018 training suits for summer wear is between $6.5 and $8.5. The winter and summer suits cost between 11.5 and 15.5 dollars. The price range of the training kit is 18.5-22.5 dollars. The product price will be effective unless it is confirmed by the company. In addition to training uniforms, we also supply police training uniforms, enterprise tooling and related categories of products, price range and product specifications please refer to Appendix 2.
We hope to get in touch with you as soon as possible and sign a sales agreement for the relevant products. Please send us your requirement for training clothes. We will arrange for the shipment of the products for you as soon as possible. Policy.
Be careful
Manager Chen Haoran。
从如上案例中我们可以发现，发盘函实盘和虚盘这二者之间所具有的差别并不是很大，例如我们上面所撰写的发盘函实盘和虚盘，这二者在本质上所使用的范本框架是相同的，但是在细节上有一些区别，例如：
虚盘价格表述：
The price of 2018 training suits for summer wear is between $6.5 and $8.5. The winter and summer suits cost between 11.5 and 15.5 dollars.
实盘价格表述：
The price of 2018 training suits for summer wear is US $7.5. The winter and summer suit price is $13.5. The price of the boot kit is $19.
上述服装外贸发盘函之中，在虚盘报价时表述方式为“ 2018款作训服夏装价格为6.5美元至8.5美元之间。作训服冬夏套装价格在11.5美元至15.5美元之间。附带作训靴套装产品价格在18.5-22.5美元之间。”而在实盘中表述方式为：“2018款作训服夏装价格为7.5美元。作训服冬夏套装价格为13.5美元。附带作训靴套装产品价格为19美元。”
发盘函实盘中所涉及的明确价格内容是受到法律约束的，并不会有附加相关解释，而在虚盘中则不是如此，在虚盘之中往往会在产品价格后加上归属或者明确解释性用语，例如我们上述案例实盘报价中并没有“The product price will be effective unless it is confirmed by the company.”而在虚盘中却在产品价格后明确标示了如上用语。
再如，
实盘：
We will ship the goods for you before August 30, and we still have 30000 pieces of training uniforms. So please make a decision as soon as possible.
虚盘：
We will arrange for the shipment of your products as soon as possible (due to the limited quantity of the products), so please make a decision as soon as possible.
上述二者的区别在于，虚盘中给出的发货时间是“We will arrange shipment for your company as soon as possible.”产品数量是“The number of products is limited.”而在实盘中则这样撰写“We will ship the goods for your company before August 30th. ”“The company still has 30000 pieces of training clothes.”
从上面的案例介绍中我们可以看到，在实盘发盘函范文之中给出了明确的时间和能够供应的服装数量，而在虚盘之中并没有明确时间和可供应服装数量。
从上述服装外贸公司发盘函范文案例之中可以看到，不论任何行业领域的外贸发盘函，在实盘和虚盘之间所具有的差别主要是存在于产品中间价格以及产品的实际数量上，此外二者之间所标注的产品品质以及产品货运方式和时间、相关条款等等都有着不同的处理方式，如果是在实盘中，会明确的对其进行标注，而在虚盘中则不对这些内容进行详细解释。此外还需要注意，在大型机构企业进行外贸交易过程中，有些时候虽然发盘函会明确标注各类条款，但是发盘函中都会有相应条款保留，这种类别的发盘函并不属于实盘范畴之内，这一类型的发盘函也是属于虚盘范畴之内的。这一类别发盘函撰写中都会有大量的标注，例如，“最后价格确定由我方最终做相关解释”，或者是“产品发货时间以我方提供时间为准”，亦或相应条款中都标注有“仅供参考”等等。
