外贸领域工作人员在和境外客户企业沟通时，必然会涉及报价，多数海外公司购买产品都需要产品销售方提供fob报价，但有的时候外贸销售方企业给出报价时，会以出厂含税价为主，那么这二者之间的差别是否很大呢?
虽然都属于报价范畴之内，但这二者之间所具有的差异还是较大的，因此进入外贸行业的工作人员，对于这二者的差异一定要做好了解，美国外贸领域资深讲师汉斯针对于出厂含税价和fob价曾做如下总结：“Including tax price is the need for factory invoices, factory invoices are not available after we export tax rebate can not do. If the factory does not issue invoices, he will not have to pay 17% VAT, so the price quoted to us will be relatively low; if we ask for invoices, the factory will also take VAT into account the cost, and the price quoted to us will be higher. Why do you want to reduce the tax rebate? In fact, it's up to you to make a decision. It's equivalent to giving the profit of the tax rebate to the customer. Generally, the tax rebate will be deducted. If you don't reduce the tax rebate, the price you offer will be higher than others. Tax rebate is equivalent to a part of our profits. Without deduction of transaction, tax rebate is your income.”
从如上论述我们可以获悉，含税价其所说的是外贸销售方企业销售产品时需要开出票据，这和退税有关联性，因此和企业的利润相关，如果销售方企业不开出票据，则无需支出增值税，因此给用户企业的报价也就能够相对更低一些，这样在国际行业市场竞争中能够占据一定的优势。
也正是因为这种原因，一些外贸企业营销人员海外论坛发布产品销售内容时，会在这方面做文章。
Our company specializes in all kinds of bathroom intelligent shower rooms. Now the products are well sold in the northern part of the eastern United States. At this stage, we are expanding the western region. If there are agents in the western United States who intend to act for our products and mail to contact our company, our company currently sells bathroom products in the United States market, mainly Nordic bathrooms, with a price of 4860 yuan per bathroom and light luxury bathrooms per bathroom. Quote 3450 yuan, Nordic intelligent modern bathroom, each price 6750 yuan. If the above quotation is fob, there is only one agent in the western region. At present, our company sells shower real estate products which account for 1.3% of the total sales of products in the U.S. industry. The market prospects are broad. Interested parties please speed up our company.
Contact person: Manager Han
Telephone: .
E-mail:...
我公司专营各类别卫浴智能淋浴房，现产品在美国东部地区、北部地区销售效果良好，现阶段拓展西部地区，如有美国西部代理商，有意代理我公司产品，可邮件和我公司联系，我公司目前销售美国市场的浴室产品主要有北欧型浴室，每款报价4860元，轻奢型浴室，每款报价3450元，北欧式智能现代浴室，每款报价6750元。如上报价为fob，西部地区代理商只有一家，目前我公司所销售的淋浴房产品在美国同行业产品销售总量中占比1.3%，市场前景广阔，有意者请速联速我公司。
联系人：韩经理
电话：….
电子邮箱：…
另外一家企业的产品营销内容和如上案例企业基本相同，不过其是核心报价是这样的“Our company currently sells bathroom products in the United States market as simple bathroom, with a quotation of 5238 yuan for each bathroom, 4328 yuan for luxury bathroom and 8256 yuan for intelligent modern bathroom. As quoted above, the factory price includes tax.”
从对比中可以发现，两家企业所销售的产品没有本质区别，由于淋浴室这一类型的产品科技含量并不是很高，所以产品之间功能性差异不会太大，做工以及用料也不会有本质区别，但后者报价要比前者高得多，很多海外用户潜意识的就必然会以前者为主要选择，实际上后者和前者的价格差异不会太大，报价方面略有区别而已，营销策略方面前者无疑更占优势。
案例对比中可以发现，出厂含税价和fob差异还是较大的，其所造成的影响不仅在报价方面，更和引流效果能否拥有更为出众的发挥具有密切联系，企业打海外打市场时，各种营销方式中，选择产品报价，应根据产品销售地域以及企业产品销售利益获得等相关因素做好分析，以此选择最具性价比的报价方式，这样才能够让企业在产品销售时在行业竞争中占据优势，如果不考虑行业竞争中能否占据优势，获得更多的潜在客户，么这一类型的企业想要在海外市场发展起来是极为困难的，全球贸易竞争已然处于白热化阶段，亚太地区很多外贸企业销售欧美地区的产品都有较高的相似性，无论是技术含量还是产品品质、做工以及用料方面几乎很难一较长短，人工费用方面差别也不是很大，因此想要在海外市场占据先机，就一定要考虑在营销环节做文章，这方面的表现尤出色，在行业竞争中企业能够占据主导优势的概率会更高，也正是因为这种原因，外贸企业工作人员对于相关报价问题做好了解是极有必要的。
