第一篇：廣交會常用英語交流[定稿]

廣交會常用英語

While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.雖然我們感謝貴方的合作，但是很抱慊，我們不能再減價了。

Reliability is our strong point.可靠性正是我們產(chǎn)品的優(yōu)點。

We are satisfied with the quality of your samples, so the business depends entirely on your price.我們對樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價格了。To a certain extent，our price depends on how large your order is.在某種程度上，我們的價格就得看你們的定單有多大。

This product is now in great demand and we have on hand many enquiries from other countries.這種產(chǎn)品現(xiàn)在需求量很大，我們手頭上來自其他國家的很多詢盤。

Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer? 謝謝你詢價。為了便于我方提出報價，能否請你談?wù)勀惴叫枨髷?shù)量？

Here are our FOB price.All the prices in the lists are subject to our final confirmation.這是我們的FOB價格單。單上所有價格以我方最后確認(rèn)為準(zhǔn)。In general, our prices are given on a FOB basis.通常我們的報價都是FOB價

Our prices compare most favorably with quotations you can get from other manufacturers.You’ll see that from our price sheet.The prices are subject to our confirmation, naturally.我們的價格比其他制造商開價優(yōu)惠得多。這一點你可以從我們的價格單看到，所有價格當(dāng)然要經(jīng)我方確認(rèn)后方有效。We offer you our best prices, at which we have done a lot business with other customers.我們向你們報最優(yōu)惠價，按此價我們已與其他客戶做了大批生意。

Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.請告訴我們貴方對規(guī)格、數(shù)量及包裝的要求，以便我方盡快制定出報價。This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價格表，但只供參考。是否有你特別感興趣的商品？

Do you have specific request for packing? Here are the samples of packing available now, you may have a look.你們對包裝有什么特別要求嗎？這是我們目前用的包裝樣品，你可以看下。

I wonder if you have found that our specifications meet your requirements.I’m sure the prices we submitted are competitive.不知道您認(rèn)為我們的規(guī)格是否符合你的要求？我敢肯定我們的價格是非常有競爭力的。Heavy enquiries witness the quality of our products.大量詢盤證明我們的產(chǎn)品質(zhì)量過硬。

We regret that the goods you inquire about are not available.很遺憾，你們所詢貨物目前無貨。

My offer was based on reasonable profit, not on wild speculations.我的報價以合理利潤為依據(jù)，不是漫天要價。

Moreover, we’ve kept the price close to the costs of production.再說，這已經(jīng)把價格壓到生產(chǎn)費用的邊緣了。

Could you tell me which kind of payment terms you’ll choose? 能否告知你們將采用那種付款方式？

Would you accept delivery spread over a period of time? 不知你們能不能接受在一段時間內(nèi)分批交貨? Let me introduce you to Mr.Li, general manager of our company.讓我介紹你認(rèn)識，這是我們的總經(jīng)理，李先生。

It’s an honor to meet.很榮幸認(rèn)識你。Nice to meet you.I’ve heard a lot about you.很高興認(rèn)識你，久仰大名。How do I pronounce your name? 你的名字怎么讀？ How do I address you? 如何稱呼您？

It’s going to be the pride of our company.這將是本公司的榮幸。

What line of business are you in? 你做那一行？ Keep in touch.保持聯(lián)系。

Thank you for coming.謝謝你的光臨。Don’t mention it.別客氣

Excuse me for interrupting you.請原諒我打擾你。

I’m sorry to disturb you.對不起打擾你一下。Excuse me a moment.對不起，失陪一下。

Excuse me.I’ll be right back.對不起，我馬上回來。What about the price? 對價格有何看法？

What do you think of the payment terms? 對支付條件有何看法？

How do you feel like the quality of our products? 你覺得我們產(chǎn)品的質(zhì)量怎么樣？

What about having a look at sample first? 先看一看產(chǎn)品吧？

What about placing a trial order? 何不先試訂貨？

The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs.By the way, which items are you interested in? 我們的產(chǎn)品質(zhì)量與其他生產(chǎn)商一樣的好，而我們的價格卻不象他們的那樣高。哎，你對哪個產(chǎn)品感興趣？ You can rest assured.你可以放心。

We are always improving our design and patterns to confirm to the world market.我們一直在提高我們產(chǎn)品的設(shè)計水平，以滿足世界市場的要求。This new product is to the taste of European market.這種新產(chǎn)品歐洲很受歡迎。

I think it will also find a good market in your market.我認(rèn)為它會在你國市場上暢銷。

Fine quality as well as low price will help push the sales of your products.優(yōu)良的質(zhì)量和較低的價格有助于推產(chǎn)品。

實用商務(wù)口語：詢盤(inquiry)We’re willing to make you a firm offer at this price.我們愿意以此價格為你報實盤。

We can offer you a quotation based upon the international market.我們可以按國際市場價格給您報價。

We’ll let you have the official offer next Monday.下星期就給您正式報盤。

I come to hear about your offer for fertilizers.我來聽聽你們有關(guān)化肥的報盤。

My offer was based on reasonable profit, not on wild speculations.我的報價以合理利潤為依據(jù)，不是漫天要價。

No other buyers have bid higher than this price.沒有別的買主的出價高于此價。

We can’t accept your offer unless the price is reduced by 5%.除非你們減價5%，否則我們無法接受報盤。

I’m afraid I don’t find your price competitive at all.我看你們的報價毫無任何競爭性。

Let me make you a special offer.好吧，我給你一個特別優(yōu)惠價。

We’ll give you the preference of our offer.我們將優(yōu)先向你們報盤。

This offer is based on an eXPanding market and is competitive.報盤著眼于擴大銷路而且很有競爭性。

The offer holds good until 5 o’clock p.m.June 23, 2000, Beijing time.報價有效期到1997年6月22日下午5點，北京時間。

All prices in the price lists are subject to our confirmation.報價單中所有價格以我方確認(rèn)為準(zhǔn)。

Our offers are for 3 days.我們的報盤三天有效。

I’m afraid the quotation is unacceptable.恐怕你方的報價不能接受。

We cannot make any headway with your offer.你們的報盤未得任何進(jìn)展。We prefer to withhold quotation for a time.我們寧愿暫停報盤。

Buyers do not welcome offers made at wide intervals.買主不歡迎報盤間隔太久。

Now we look forward to replying to our offer in the form of counter-offer.現(xiàn)在我們希望你們能以還盤的形式對我方報盤予以答復(fù)。

Your price is too high to interest buyers in counter-offer.你的價格太高，買方?jīng)]有興趣還盤。

I’ll respond to your counter-offer by reducing our price by three dollars.我同意你們的還價，減價3元。

I appreciate your counter-offer but find it too low.謝謝您的還價，可我覺得太低了。

用英語與客戶瀟灑告別

瀟灑告別

A: I really must be going now.B: But you just got here.Can’t you stay a little longer?

A: That’s very nice of you, but I really can’t.B Well, it’s too bad(遺憾)that you have to go.A: Thanks very much.It was a great /lovely party!B: It was our pleasure.一般道別

1.We really enjoyed your company.(我們喜歡與你為伴。)2.Well, then, perhaps we can get together another time.3.Please give my best regards to your sister.4.I’ll be seeing you!

5.A: Take care of yourself./Have a good trip./Enjoy yourself./Have fun!/Take it easy!6.I shall miss all of you.Let’s get together soon.7.I hope I can see you again./Let’s meet more often.來賓道別

8.Well,(I’m afraid)I’d better be on my way /leaving.9.I’m sorry, but I’ve got to be on my way.10.I’m afraid I stayed too long.11.I think it’s about time we got going.12.I really have to rush.(我真的得趕快。)

外貿(mào)英語：催款函范文

催款函是賣放在規(guī)定期限內(nèi)未收到貨款，提醒或催促買方付款的函件。

寫此類催款函要求文字簡練、意思清楚；同時要求語氣誠懇、體貼，彬彬有理。不可輕易懷疑對方故意拖欠不付，以免傷害對方感情，不利于達(dá)到索款的目的，或妨礙以后的業(yè)務(wù)。對于某些屢催不付，故意逃款的客戶，語氣則要強硬，措辭堅決?？傊骺钜盐找粋€原則：既要達(dá)到索款目的，又要與客戶保持友好關(guān)系。

外貿(mào)英語函電：催款函范文實用范例

（1）subject demanding overdue payment

dear sirs，ac no.8756

as you are usually very prompt in settling your acs, we wonder whether there is any special reason why we have not received payment of the above ac, already a month overdue.we think you may not have received the statement of ac we sent you on 30th august showing the balance of us$ 80,000 you owe.we send you a copy and hope it may have your early attention.yours faithfully, xxx

催款函主題：索取逾期賬款

親愛的先生：

第8756號賬單 鑒于貴方總是及時結(jié)清項目，而此次逾期一個月仍未收到貴方上述賬目的欠款，我們想知道是否有何特殊原因。

我們猜想貴方可能未及時收到我們8月30日發(fā)出的80，000美元欠款的賬單。現(xiàn)寄出一份，并希望貴方及早處理。

你真誠的xxx

（2）subject urging payment

dear sirs，ac no.8756

not having received any reply to our e-mail of september 8 requesting settlement of the above ac, we are writing again to remind you that the amount still owing is us$ 80,000.no doubt there is some special reason for delay in payment and we should welcome an explanation and also your remittance, yours faithfully, xxx

催款函主題：再次索取欠款

親愛的先生：

第8756號賬單

未見貴方對我們9月8日來信要求結(jié)算一事之回復(fù)。我們再次來函提醒貴方，欠款為80，000美元。毫無疑問，一定有特殊原因使貴方延誤付款，我們期待貴方說明原因并寄上匯款。

你真誠的xxx

（3）subject insisting on payment

dear sirs，ac no.8756

it is very difficult to understand why we have not heard ＆nbsp;you in reply to our two e-mail of 8th and 18th september for payment of the sum us$ 80,000 you are still owing.we had hoped that you would at least explain why the ac continues to remain unpaid.i am sure you will agree that we have shown every consideration and now you fail to reply to our earlier requests for payment, i am afraid you leave us no choice but to take other steps to recover the amount due.we are most reluctant to do anything ＆nbsp;which your credit and reputation might suffer and even now we prepare to give you a further opportunity to put the matter right.we therefore propose to give you 15 days to clear your ac，yours faithfully, xxx

催款函主題：三度索取欠款

親愛的先生：

第8756號賬單

我們于9月8日及9月18日兩次去函要求結(jié)付80，000美元欠款，單至今未收到貴方任何答復(fù)，對此我們感到難于理解。我們希望貴方至少得解釋為什么賬款至今未付。

我想你們也知道我們對貴方多方關(guān)照，但你們對我們先前的兩次詢函不作答復(fù)。你們這樣做恐怕已經(jīng)使我們別無選擇，只能采取其他步驟來收回欠款。

我們極不愿意做任何損害你們信譽的任何事情。即使現(xiàn)在我們還準(zhǔn)備再給你們一次機會來挽回此事。因此，我們再給你們15天時間來結(jié)清賬目。top-sales.com.cn

外貿(mào)英語函電催款函典型句型

(1)the following items totaling $4000 are still open on your ac.你的欠款總計為4000美元。

(2)it is now several weeks since we sent you our first invoice and we have not yet received your payment.我們的第一份發(fā)票已經(jīng)寄出有好幾周了，但我們尚未收到你的任何款項。

(3)i’m wondering about your plans for paying your ac which,as you know,is now over 40 days ast due.我想了解一下你的付款計劃，要知道，你的付款已經(jīng)逾期40多天了。

(4)we must now ask you to settle this ac within the next few days.請你務(wù)必在這幾日內(nèi)結(jié)清這筆賬款。

機場報關(guān)常用英文詞匯句型大全

一、機場報關(guān)常用英文：入關(guān)

麻煩請給我你的護(hù)照。May I see your passport, please?

這是我的護(hù)照。Here is my passport / Here it is.旅行的目的為何? Whats the purpose of your visit?(移民)(觀光)(公務(wù))。(Immigrant)(Sightseeing)(Businese).隨身攜帶多少現(xiàn)金? How much money do you have with you?

大約10,000元。I have 10,000 dollars.祝你玩得愉快。Good.Have a nice day.謝謝。Thank you.二、機場報關(guān)常用英文：行李

我在何處可取得行李? Where can I get my baggage?

我找不到我的行李。I canfind my baggage.這是我的行李票。Here is my claim tag.是否可麻煩緊急查詢? Could you please check it urgently?

你總共遺失了幾件行李? How many pieces of baggage have you lost?

請描述你的行李。Can you describe your baggage?

它是一個中型的灰色紳耐特皮箱。It is a medium-sized Samsonite, and its gray.它是一個上面系有我名牌的大型皮制黑藍(lán)色行李箱。It is a large leather suitcase with my name tag.Its dark blue.它是一個茶色小旅行袋。Its a small ovemight bag.Its light brown.我們正在調(diào)查，請稍等一下。Please wait for a moment while we are investigating.我們可能遺失了幾件行李，所以必須填份行李遺失報告。We may have lost some baggage so wed like to make a lost baggage report.請和我到辦公室。Would you come with me to the office? 多快可找到? How soon will I find out?

一旦找到行李，請立即送到我停留的飯店。Please deliver the baggage to my hotel as soon as youve located it.若是今天無法找到行李，你可如何幫助и? How can you help me if you cant find my baggage today?

我想要購買過夜所需的用品。Id like to purchase what I need for the night.三、機場報關(guān)常用英文： 海關(guān) 申報

請出示護(hù)照和申報單。Your passport and declaration card, please.是否有任何東西需要申報? Do you have anything to declare?

沒有。No, I dont.請打開這個袋子。Please open this bag.這些東西是做何用? What are these?

這些是我私人使用的東西。These are for my personal use.這些是給朋友的禮物。These are gifts for my friends.這是我要帶去xx的當(dāng)?shù)丶o(jì)念品。This is a souvenir that Im taking to xx.你有攜帶任何酒類或香煙嗎? Do you have any liquor or cigarettes?

是的，我?guī)Я藘善烤?。Yes, I have two bottles of whisky.這個相機是我私人使用的。The camera is for my personal use.你必須為這項物品繳付稅金。Youll have to pay duty on this.你還有其他行李嗎? Do you have any other baggage? 好了!

請將這張申報卡交給出口處的官員。O.K.Please give this declaration card to that officer at the exit.四、機場報關(guān)常用英文：機位預(yù)約、確認(rèn)篇

聯(lián)合航空，您好。Hello.This is United Airlines.請說您的大名與班機號碼? Whats your name and flight number?

行程是那一天?6月10日。When is it? June 10th.我找不到您的大名。真的? I cant find your name.Really?

我仍然無法在訂位名單中找到您的名字。I still cant find your name on the reservation list.一個經(jīng)濟艙座位，對嗎? One economy class seat, is that right?

謝謝。你們何時開始辦理登機? Thanks a lot.What time do you start check-in?

你必須在至少1小時前辦理登機。You must check-in at least one hour before.抱歉，這班飛機已客滿。Sorry, this flight is full.下一班飛往多倫多的班機何時起飛? When will the next flight to Toronto leave?

太好了。

請告訴我班機號碼與起飛時間? That will be fine.Whats the flight number and departure time?

我想要再確認(rèn)班機。Id like to reconfirm my flight.我的名字是杰瑞煩 “03班機。My name is Wesley Cheng, and the flight number is UA 003 for Toronto.我想要確認(rèn)班機時間沒有改變。Id like to make sure of the time it leaves.請再告訴我一次您的大名? May I have your name again?

沒問題，您已完成訂位。Now you have been booked.起飛前2小時。Two hours before departure time.(飛機客滿時)那么，請幫我重新訂位。Then, please give me a new reservation.若是我在此等候，有機位的機率有多大? What is the possibility of my getting a seat if I wait?

后天，星期五。The day after tomorrow, Friday.費用多少? What is the fare? 別擔(dān)心，這

班

班

機

仍

有

空

位

提

供

新的訂

位者。Anyway, we have seats for new bookings on this flight.No problem.

第二篇：廣交會常用英語

廣交會常用英語

英文雖然很簡單，但是沒有做過的同學(xué)還是參考下吧~~~~

需要電子版的同學(xué)可回復(fù)下載！

本帖隱藏的內(nèi)容需要回復(fù)才可以瀏覽

問好

1.Good morning/afternoon/evening./May I help you? /Anything I can do for you? 2.How do you do? /How are you? /Nice to meet you.3.It’s a great honor to meet you./I have been looking forward to meeting you.4.Welcome to China.5.We really wish you'll have a pleasant stay here.6.I hope you’ll have a pleasant stay here.Is this your fist visit to China? 7.Do you have much trouble with jet lag?

機場接客

1.Excuse me;are you Mr.Wilson from the International Trading Corporation? 2.How do I address you? 3.May name is Benjamin liu.I’m from the Fuzhou E-fashion Electronic Company.I’m here to meet you.4.We have a car an over there to take you to you hotel.Did you have a nice trip? 5.Mr.David smith asked me to come here in his place to pick you up.6.Do you need to get back your baggage? 7.Is there anything you would like to do before we go to the hotel?

相互介紹

1.Let me introduce my self.My name is Benjamin Liu, an Int’l salesman in the Marketing Department.2.Hello, I am Benjamin Liu, an Int’l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY.Nice to meet you./pleased to meet you./ It is a pleasure to meet you.3.I would like to introduce Mark Sheller, the Marketing department manager of our company.4.Let me introduce you to Mr.Li, general manager of our company.5.Mr.Smith, this is our General manage, Mr.Zhen, this is our Marketing Director, Mr.Lin.And this is our RD Department Manager, Mr.Wang.6.If I’m not mistaken, you must be Miss Chen from France.7.Do you remember me? Benjamin Liu from Marketing Department of PVC.We met several years ago.8.Is there anyone who has not been introduced yet? 9.It is my pleasure to talk with you.10.Here is my business card./ May I give you my business card? 11.May I have your business card? / Could you give me your business card? 12.I am sorry.I can’t recall your name./ Could you tell me how to pronounce your name again? 13.I’ am sorry.I have forgotten how to pronounce your name.小聊

1.Is this your first time to China? 2.Do you travel to China on business often? 3.What kind of Chinese food do you like? 4.What is the most interesting thing you have seen in China? 5.What is surprising to your about China? 6.The weather is really nice.7.What do you like to do in your spare time? 8.What line of business are you in? 9.What do you think about?? /What is your opinion?/What is your point of view? 10.No wonder you're so experienced.11.It was nice to talking with you./ I enjoyed talking with you.12.Good.That's just what we want to hear.確認(rèn)話意

1.Could you say that again, please? 2.Could you repeat that, please? 3.Could you write that down? 4.Could you speak a little more slowly, please? 5.You mean?is that right? 6.Do you mean..? 7.Excuse me for interrupting you.社交招待

1.Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke? 2.Alright, let me make some.I’ll be right back.3.A cup of coffee would be great.Thanks.4.There are many places where we can eat.How about Cantonese food? 5.I would like to invite you for lunch today.6.Oh, I can’t let you pay.It is my treat, you are my guest.7.May I propose that we break for coffee now? 8.Excuse me.I’ll be right back 9.Excuse me a moment.告別

1.Wish you a very pleasant journey home? Have a good journey!2.Thank you very much for everything you have done us during your stay in China.3.It is a pity you are leaving so soon.4.I’m looking forward to seeing you again.5.I’ll see you to the airport tomorrow morning.6.Don’t forget to look me up if you are ever in FUZHOU.Have a nice journey!

約會 1.May I make an appointment? I‘d like to arrange a meeting to discuss our new order.2.Let’s fix the time and the place of our meeting.3.Can we make it a little later? 4.Do you think you could make it Monday afternoon? That would suit me better.5.Would you please tell me when you are free? 6.I’m afraid I have to cancel my appointment.7.It looks as if I won’t be able to keep the appointment we made.8.Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the came time? 9.Anytime except Monday would be all right.10.OK, I will be here, then.11.We'll leave some evenings free, that is, if it is all right with you.市場銷售

客戶詢問

1.Could I have some information about your scope of business? 2.Would you tell me the main items you export? 3.May I have a look at your catalogue? 4.We really need more specific information about your technology.5.Marketing on the Internet is becoming popular.6.We are just taking up this line.I’m afraid we can’t do much right now.回答詢問

7.This is a copy of catalog.It will give a good idea of the products we handle.8.Won’t you have a look at the catalogue and see what interest you? 9.That is just under our line of business.10.What about having a look at sample first? 11.We have a video which shows the construction and operation of our latest products.12.The product will find a ready market there.13.Our product is really competitive in the world market.14.Our products have been sold in a number of areas abroad.They are very popular with the users there.15.We are sure our products will go down well in your market, too.16.It’s our principle in business “to honor the contract and keep our promise”.17.Convenience-store chains are doing well.18.We can have anther tale if anything interests you.19.We are always improving our design and patterns to confirm to the world market 20.Could you provide some technical data? We’d like to know more about your products.21.This product has many advantages compared to other competing products.22.There are certainly being problems in the sale work at the first stage.But suppose you order a small quantity for a trail.23.I wish you a success in your business transaction.24.You will surely find something interesting.25.Here you are.Which item do you think might find a ready market at your end? 26.Our product is the best seller.27.This is our newly developed product.Would you like to see it? 28.This is our latest model.It had a great success at the last exhibition in Paris.29.I’m sure there is some room for negotiation.30.Here are the most favorite products on display.Most of them are local and national prize products.31.The best feature of this product is that it is very light in weight.32.We have a wide selection of colors and designs.33.Have a look at this new product.It operates at touch of a button.It is very flexible.34.this product is patented 35.The functioning of this software has been greatly improved.36.This design has got a real China flavor.37.The objective of my presentation is for you to see the product’s function.38.The product has just come out, so we don’t know the outcome yet.39.It has only been on the market for a few months, bust it is already very popular.品質(zhì)

1.We have a very strict quality controlling system which promises that goods we produced are always of the best quality.2.You have got the quality there as well as the style.3.How do you feel like the quality of our products? 4.The high quality of the products will secure their leading status in the market place.5.You must be aware that our quality is far superior to others.6.We pride ourselves on quality.That is our best selling point.7.As long as the quality is good.It is all right if the price is a bit higher.8.They enjoy good reputation in the world.9.When we compare prices, we must first take into account the quality of the products.10.There is no quality problem.Quality is something we never neglect.11.You are right.It is good in material, fashionable in design, and superb in workmanship.12.We deliver all our orders within one month after receipt of the covering letters of credit.13.Do you have specific request for packing? Here are the samples of packing available now, you may have a look.14.I wonder if you have found that our specifications meet your requirements.I’m sure the prices we submitted are competitive.Sample Text

價格

客人詢價

1.Will you please let us have an idea of your price? 2.Are the prices on the list firm offers? 3.How about the price/ How much is this?

我們報價

4.This is our price list.5.We don’t give any commission in general.6.What do you think of the payment terms? 7.Here are our FOB prices.All the prices in the lists are subject to our final confirmation.8.In general, our prices are given on a FOB basis.9.We offer you our best prices, at which we have done a lot business with other customers.10.Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP? 11.This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in?

客人還價

12.Is it possible that you lower the price a bit? 13.Do you think you can possibly cut down your prices by 10%? 14.Can you bring your price down a bit? Say $20 per dozen.15.It’s too high;we have another offer for a similar one at much lower price.16.But don’t you think it’s a little high? 17.Your price is too high for us to accept.18.It would be very difficult for us to push any sales it at this price.19.If you can go a little lower, I’d be able to give you an order on the spot.20.It is too much.Can you discount it?

拒絕還價

21.Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.22.Our price is competitive as compared with that in the international market.23.To tell you the truth, we have already quoted our lowest price.24.I can assure you that our price if the most favorable.A trial will convince you of my words.25.The price has been cut to the limit.26.I’m sorry.It is our rock-bottom price.27.My offer was based on reasonable profit, not on wild speculations.28.While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.接受還價

29.Can we each make some concession? 30.In order to conclude business, we are prepared to cut down our price by 5%.31.If your order is big enough, we may reconsider our price.32.Buyer wish to buy cheap and sellers wish to sell dear.Everyone has an eye to his own benefit.33.The price of his commodity has recently been adjusted due to advance in cost.34.Considering our good relationship and future business, we give a 3% discount.訂單

客人詢問最小單數(shù)量

35.What’s minimum quantity of an order of your goods?

詢問訂貨數(shù)量

36.How many do you intend to order? 37.Would you give me an idea how much you wish to order from us? 38.When can we expect your confirmation of the order? 39.As our backlogs are increasing, please hasten the order.40.Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer? 41.We regret that the goods you inquire about are not available.客人回答訂單數(shù)量

42.The size of our order depends greatly on the prices.43.Well, if your order is large enough, we are ready to reduce our price by 2 percent.44.If you reduce your price by 5, we are going to order 1000sets.45.Considering the long-standing business relationship between us, we accept it.46.This is a trial order;please send us 100 sets only so that we may test the market.If successful, we will give you large orders in the future.47.We have decided to place an order for your electronic weighing scale.48.I’d like to order 600 sets.49.We can’t execute orders at your limits.感謝下單

50.Generally speaking, we can supply form stock.51.I want to tell you how much I appreciate your order.52.Thank you for your order of 100 dozen of the shirts.We assure you of a punctual execution of your order.53.Thank you very much for your order.交貨

客人詢問交貨期

54.What about our request for the early delivery of the goods? 55.What is the earliest time when you can make delivery? 56.How long does it usually take you to make delivery? 57.When will you deliver the products to us? 58.When will the goods reach our port? 59.What about the method of delivery? 60.Will it possible for you to ship the goods before early October?

答復(fù)交貨期

61.I think we can meet your requirement.62.I ‘m sorry.We can’t advance the time of delivery.63.I’m very sorry for the delay in delivery and the inconvenience it must have caused you..64.We can assure you that the shipment will be made not later than the fist half of May.65.We will get the goods dispatched within the stipulated time.66.The earliest delivery we can make is at the end of September.客人要求提早交貨

67.You may know that time of delivery is a matter of great important.68.You know that time of delivery if very important to us.I hope you can give our request your special consideration.69.Let’s discuss the delivery date first.You offered to deliver the goods within six months after the contract signing.70.The interval is too long.Could we expect an earlier shipment within three months?

穩(wěn)住客人

71.We shall effect shipment as soon as the goods are ready 72.We will speed up the production in order to ship your order in time.73.If you desire earlier delivery, we can only make a partial shipment.74.But you’d better ship the goods entirely.75.We’ll try our best.The earliest delivery we can make is in May, but I can assure you that we’ll do our best to advance the shipment.76.I’m afraid not.As you know, our manufacturers are full and we have a lot of order to fill.77.I’ll find out with our home office.We’ll do our best to advance the time of delivery.78.Thank you very much for your cooperation.79.I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.簽單

簽單前建議

1.Before the formal contract is drawn up we’d like to restate the main points of the agreement.2.We can get the contract finalized now.3.Could you repeat the terms we’ve settled?

4.It is very important for us to abide by contracts and keep good faith.5.Have you any questions as regards to the contract? 6.I’d like to hear your ideas about the problem.7.I think it is better to have a good understanding of all clauses before signing a contract.8.Do you have any comment to make about this clause? 9.Do you think the contract contains basically all we have agreed on during negotiations? 10.Everything has been arranged well.I hope the signing of the contract will go smoothly.分享一些廣交會的一些經(jīng)驗

1.老板都喜歡請來的翻譯對客商熱情一點，笑容多一點，所以一般有客商經(jīng)過展位，我都會微笑著跟他們打招呼，helllo，good morning之類的；對攤位多看幾眼的客商則會招呼他們進(jìn)攤位看展品；

2.客商過來展位看的時候，一般會詢問有無catalog或者CD等（有些商家會把做產(chǎn)品目錄或者CD），多數(shù)情況下是沒有的。對產(chǎn)品感興趣的客商記得要拿名片name card，或者交換名片。名片訂在本子上。

3.對于客商詢問過的產(chǎn)品要做好記錄，如產(chǎn)品型號item mumber,產(chǎn)品價格，數(shù)量，特殊要求如產(chǎn)品更改型號顏色等，是否發(fā)電子郵件。對于客商詢問的問題，切忌不可自作主張，價格，產(chǎn)品能否做細(xì)節(jié)調(diào)整等等，都不能根據(jù)自己的臆想來回答。不知道的就要問老板。

4.其實很多客商的英語也很爛的，很多時候不必完整說完一個句子，關(guān)鍵是要說清楚說明白，關(guān)鍵詞能懂就好。如果聽不懂一定要問多幾遍，寧可多問也不要不懂裝懂。

5.有點要提醒的是，不要經(jīng)常跟隔壁攤位的人聊天，拉家常。即使攤位非常冷清，老板也不愿意看到自己的翻譯跑到別人的攤位，三兩個人聚著說笑，也不要招呼別的攤位的人到自己攤位上來。這種事情是越少越好。6.因為拿到名片的時候，老板一般都會問客商是來自哪個國家的。有時候你不認(rèn)識那個國家的英文名（這個很正常，小國家挺多的）或者是名片上根本沒有那個印國家名字，這個時候，可以看名片上的電話，根據(jù)國家區(qū)號列表，一查就知。建議打印這個列表，隨身攜帶著，附件中有該列表。

雖然用到這個表格的時候不多，但是還是挺重要的，如果讀不出那個國家名字，有些老板會覺得你英語很爛，雖然那個國家真的是你從來沒聽過。

【價格跟數(shù)量】

產(chǎn)品的價格一般有兩種，一個是出產(chǎn)價EX-works price，一個是FOB價，要問清楚是FOB哪里的，比方說FOB深圳。

Price depends on quantity.價格看數(shù)量而定。

How many containers u want?或者 what’s your quantity in mind? 你要多少貨呢？ What’s your minimum quantity? 你們最低訂單量是多少？ 20dollars, FOB Shenzhen.20美元，F(xiàn)OB深圳。

What’s the size of it? How many CBM of it? 尺寸是多少，多少立方米？ 一定要知道的是，基本的3種貨柜，20尺柜，40尺柜和高柜。（20feet container, 40feet container,HQ）【產(chǎn)品包裝】

包裝材料如PVC塑料之類的。

How many pieces in one set? 這款產(chǎn)品一套有多少個？ How many sets in one box? 一個盒子有多少套？ How many boxes in one carton? 一個紙箱有多少盒？

How many carton in one container? 一個20柜有多少紙箱？

個--->套--->盒--->紙箱--->貨柜

（因為我做的是小型的陶瓷工藝品，所以就有這么多令人崩潰的包裝）【討價還價】

We need to cover our cost.We need a reasonable profit.Labor cost is high.勞力成本高 【下訂單】

有些攤位下訂單是開PI（Proforma Invoice）,有些則是簽合同sign contrast.Take a order now?現(xiàn)在下單么？ Sign your name here.這里簽名 percent deposit.交30%的定金。

We accept T/T as the terms of payment/ for payment.我們接受電匯的匯款方式。L/C letter of credit信用證（貌似比較少人用這個方式，電匯是最多的。）隱藏內(nèi)容 Abc[/hide]

廣外去過交易會的同學(xué)多的是，本貼就讓那些第一次去交易會的同學(xué)看看吧，呵呵！首先，交易會前需要準(zhǔn)備什么？

如果是作為一名攤翻的話，其實能準(zhǔn)備的也就兩樣，一是做好英語單詞的儲備，二是調(diào)節(jié)好精神狀態(tài)；由于廣交會里面涉及的行業(yè)實在太多，最好事前先去翻翻外貿(mào)的書本，了解一些外貿(mào)常識，然后再看看一些外貿(mào)專業(yè)術(shù)語，如果可以的話還要找一些你所去攤位行業(yè)的一些術(shù)語，舉個例子，如果你去的是五金攤位，那你得知道什么是“焊接”“噴漆”“鑄鐵”……等諸如此類的單詞和意思。

（如果不是國貿(mào)專業(yè)的同學(xué)，可以下載下我附件給大家的經(jīng)貿(mào)學(xué)院張靚芝老師的國貿(mào)實務(wù)課件，由于課件較大，所以兩個都需下載，看過很多國貿(mào)的課件，個人覺得張老師的這份課件做得真的很好很詳細(xì)，所以我一直留著。需要注意的是，這課件僅供廣外同學(xué)內(nèi)部交流所用，請勿外傳or轉(zhuǎn)載到其他網(wǎng)站，版權(quán)歸張老師所有）

調(diào)節(jié)心態(tài)，因為今年交易會改為5天了，相對好點，然而還是要有心理準(zhǔn)備在這五天可能會把你壓得喘不過氣來，每天可能6點多就爬起床，9點多回到宿舍，一天可能就站著沒怎么休息，然后就是不停地說啊解釋啊等等之類，所以在這之前好好調(diào)理下自己，廣交會的錢也不容易賺，呵呵！

之前曾經(jīng)發(fā)過一篇關(guān)于廣交會英語的東西，大家可以參考下： TO 即將參加廣交會的同學(xué)：廣交會常用英語

http://004km.cn/bbs/viewthread.php?tid=152756&highlight=

其次，廣交會上可能會遇到什么？

1、一個外商進(jìn)來看產(chǎn)品，通常都會產(chǎn)品有一定的熟悉，然后問下這個產(chǎn)品的材料，厚度，精度，特性，價格，最少訂貨量，交貨期，付款條件，包裝等很基本的問題，這些如果自己沒把握的話最好先跟攤位負(fù)責(zé)人了解清楚。

2、有意向的客人會在你的攤位坐下來跟你詳談，如果有這種機會就一定要把握了，坐下來的客人才是有誠意的，他們會問你關(guān)于產(chǎn)品的更多details，涉及到很細(xì)很細(xì)的問題，你可能要計算每個產(chǎn)品的包裝尺寸，一個柜能否裝下多少個客人所需要的items等，這些都值得去學(xué)習(xí)的。

3、除此之外，有些相對大一點和專業(yè)一點的客人會提出到工廠去看下，當(dāng)然前提是你的工廠不是很遠(yuǎn)拉，如果你有機會陪客人去驗廠，就好好珍惜拉，在工廠通常會把整條生產(chǎn)線和包裝線都帶著客人走一圈，這當(dāng)中又會涉及更多的英語，很值得去挑戰(zhàn)一下，哈哈！

4、有些客人會在交易會上或者在驗廠后給你直接下order，order后的事情攤翻的話一般都不用再跟的了，所以你的目標(biāo)是盡可能地令客人有意愿給你order，那么你就是最大的成功拉！

5、在廣交會上不是每個攤位都會人群洶涌的，有些攤位會顯得很冷清，畢竟整個外貿(mào)形勢都不怎么樣，當(dāng)你去到的是一個冷清的攤位時，那你唯一可以做的就是跟這個攤位的負(fù)責(zé)人聊天了，這也是一個學(xué)習(xí)的過程，不要單純聊家常，多問問他們對這行的看法，也許會對你有所啟發(fā)。

6、關(guān)于收集名片，很多參展企業(yè)參加廣交會的目的就是盡可能多索取客人信息，多拿名片，在當(dāng)場什么都沒問都沒關(guān)系，可以事后再聯(lián)系的，所以你的目標(biāo)很清晰，讓客人留下名片！至于怎樣留下才能說服那些原來沒意向留下名片的客人給你留一張，這就是個人技巧問題了。（我個人通常都會說我們的catalog上產(chǎn)品畢竟有限，我們還有很多新開發(fā)的item沒印上去，如果你對我們的產(chǎn)品有興趣，請你留下你的聯(lián)系方式，方便我會后給你發(fā)更多關(guān)于這個產(chǎn)品的item和資料……通常有興趣的客人就會乖乖地給你遞上名片or給你寫上email地址的了，如果大家有其他更好的方法和方式，歡迎跟我交流哇?。?/p>

7、專業(yè)客人一般不會問很多關(guān)于產(chǎn)品的問題，因為他們一般一摸這個產(chǎn)品就知道是什么回事了，遇上這種客人通常都很好做的，當(dāng)然價格他也知道得一清二楚！如果遇上一個不太專業(yè)的客人，他就會問到很多詳細(xì)的信息，他可能之前沒買過這種產(chǎn)品，因此你就必須盡可能地給他洗腦，讓他迷上這種產(chǎn)品，跟他聊聊這個產(chǎn)品目前的銷售情況，受歡迎程度，你每年的出貨量等等……如果可以的話還可以問下這個客人是來自哪個國家的or問下他準(zhǔn)備銷售到哪些地區(qū)的，然后你再問下攤位的負(fù)責(zé)人，哪些item在這些國家和地區(qū)是hot sale的！

8、在交易會上客人可能會問到price list的問題，這個必須得先問過負(fù)責(zé)人，不要輕易給你的價格表給別人，看看該攤位該公司是怎么看的，因為客人拿著你的price list就是去比價的，沒意思~~~

9、遇到不懂的問題的時候你寧可不答也不要亂答，例如客人問你這個產(chǎn)品的生產(chǎn)流程或者問你這個產(chǎn)品是沖壓還是焊接的等等，這些專業(yè)問題的話不懂千萬不要回答，你寧可說回去后給你email回復(fù)也好，亂答跟趕客沒區(qū)別。切記！

10、我覺得最煩的是遇上阿拉伯英語和印式英語，這點就靠自己拉！哈哈！

最后，給大家說說外貿(mào)的一些縮寫詞匯。

1、價格術(shù)語：FOB、CIF等，付款術(shù)語T/T，L/C，提單B/L等，不懂的話看PPT，哈哈！

2、PI，PROFORMA INVOICE,形式發(fā)票，通常如果客人讓你給PI（簡寫），就意味著這張單的機會很大，有些客人的習(xí)慣是他給你簽回了PI，就相當(dāng)于你們達(dá)成協(xié)議了。PI有點類似合同，你發(fā)PI給客人，等于給了對方一個要約，所以做PI前一定要把各項條件都談清楚。

3、SC，Sales Contract or Sales Confirmation，外貿(mào)合同，跟普通合同沒啥區(qū)別。

4、Commercial Invoice、Packing List，商業(yè)發(fā)票和裝箱單，這個是你做好貨后跟提單一起寄給客人的，有時候也可以fax這些資料給客人先讓他們付款，視乎付款條件而變。

5、CO，F(xiàn)orm A，CO（Original certificate）就是原產(chǎn)地證書，就是證明你這批產(chǎn)品是Made in China的文件；Form A，最惠國原產(chǎn)地證，就是中國加入世貿(mào)后一些國家給與中國的優(yōu)惠關(guān)稅，出這份文件就可以了。

6、在租船訂艙的時候還會有SO，SI這兩個，SO就是放柜紙，SI就是提單補料。

7、Shipping Mark，嘜頭，就是印在外箱上給客人提示的信息。Barcode，條形碼。一般兩個在每張單中都會出現(xiàn)的，可以稍微留意下。

8、CTN FOR CARTON

PCS FOR PIECES

CBM FOR CUBIC METERS

20GP，20尺平柜（集裝箱），28立方（CBM）

40GP，40尺平柜（集裝箱），58立方（CBM）

40HQ，40尺高柜（集裝箱），68立方（CBM）

暫時就想到以上這些通常會遇到的單詞，如果有其他以后再慢慢補充。最后說一下整個外貿(mào)的流程，買賣雙方談判——賣方發(fā)PI——買方回簽——根據(jù)付款條件，買方付訂金或開L/C——雙方簽訂SC——下單生產(chǎn)——生產(chǎn)完畢后賣方通知買方安排船期——賣方安排拖車報關(guān)補料——貨走上船賣方收提單——根據(jù)付款條件賣方收余款或交單——賣方做好文件辦理出口退稅

大概就是以上這些，這過程中可能會出現(xiàn)一些誤差，根據(jù)每張單的情況不同而有所調(diào)整，中間還有很多單據(jù)交接的過程省略了，如果有什么不明白的地方可以跟帖交流。也歡迎各位外貿(mào)校友拍磚！

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第三篇：廣交會邀請函英語格式

廣交會邀請函、廣交會邀請函中文、英文、2010年

廣交會邀請函

邀請采購商_108屆廣交會邀請函 英文：

廣交會英文邀請函格式一： letter of invitation dear sirs/madam: sanitaryware, concluding one & two piece toilet, wash basin, cabinet basin, pedestal basin, bidet, urinal, counter basin , decorated ceramics and so on.our new models offer superb design and their new features give them distinct advantages over similar products from other manufacturers.it would be a great pleasure to meet you at the exhibition center : the continental exhibition center booth number : g-k105 g-k-106 date : apr 15th to 20th 2006 best regards mr.su jia jian general manager 廣交會邀請函英文格式二： the continental centre is a magnificent trade fair venue in pazhou.you can reach us easily by any of the following 4 ways: by taxi— simply ask taxi driver to take you to the continental by showing cacfair address in chinese as below.cacfair address in chinese: 英文廣交會邀請函格式三： dear xxx, we treasure every opportunity to meet with you, our valued customer.from 28 april1 may 2006, we will be exhibiting at the hong kong gifts & premium fair 2006.we cordially invite you to visit our booth.our booth number is 3d11 in hall 3.you may click here to find our location.2008年廣交會英文邀請函參考范文

廣交會英文邀請函提供我司的廣交會邀請函，供參考： letter of invitation 廣交會英文邀請函范文 dear sirs/madam: we’re one of the manufacturers specialized in sanitaryware, concluding one & two piece toilet, wash basin, cabinet basin, pedestal basin, bidet, urinal, counter basin , decorated ceramics and so on.our new models offer superb design and their new features give them distinct advantages over similar products from other manufacturers.exhibition center : the continental exhibition center booth number : g-k105 g-k-106 date : apr 15th to 20th 2006 best regards mr.su jia jian general manager [回復(fù)2]：the continental centre is a magnificent trade fair venue in pazhou.you can reach us easily by any of the following 4 ways: by metro(subway)---take metro line 2 toward pazhou and get off at by hotel shuttle bus---all hotel buses will drive to canton fair pazhou by taxi---simply ask taxi driver to take you to the continental by showing cacfair address in chinese as below.cacfair address in chinese: [回復(fù)3]：看來廣交會來了，還真是很多人要這發(fā)邀請函，我公司的格式如下：dear xxx, we treasure every opportunity to meet with you, our valued customer.from 28 april-1 may 2006, we will be exhibiting at the hong kong gifts & premium fair 2006.we cordially invite you to visit our booth.our booth number is 3d11 in hall 3.you may click here to find our location.基本上就是這個格式了，當(dāng)然你完全可以把它弄得漂亮些。

第四篇：廣交會英語信函

廣交會常用的一些廣交會英語信函范文

內(nèi)容提要： 廣交會英語信函是與采購商持續(xù)的郵件往來所不可缺少的文件，108屆廣交會將在2010年秋季舉辦，相信很多企業(yè)都希望在參展前或參展時與采購商取得良好溝通，下面舉一些廣交會常用的一些廣交會英語信函范文，希望對你有所幫助

廣交會英語信函是與采購商持續(xù)的郵件往來所不可缺少的文件，108屆廣交會將在2010年秋季舉辦，相信很多企業(yè)都希望在參展前或參展時與采購商取得良好溝通，下面舉一些廣交會常用的一些廣交會英語信函范文，希望對你有所幫助。廣交會英語信函之交易的第一步： 交易的第一步

1.向顧客推銷商品

Dear Sir: May 1, 2001

Inquiries regarding our new product, the Deer Mountain Bike, have been coming in from all parts of the world.Reports from users confirm what we knew before it was put on the market-that it is the best mountain bike available.Enclosed is our brochure.Yours faithfully

2.提出詢價

Dear Sir: Jun.1, 2001

We received your promotional letter and brochure today.We believe that your would do well here in the U.S.A.Kindly send us further details of your prices and terms of sale.We ask you to make every effort to quote at competitive prices in order to secure our business.We look forward to hearing from you soon..Truly

3.迅速提供報價

Dear Sir: June 4, 2001

Thank you for your inquiry of June the 1st concerning the Deer Mountain Bike.It gives us great pleasure to send along the technical information on the model together with the catalog and price list.After studying the prices and terms of trade, you will understand why we are working to capacity to meet the demand.We look forward to the opportunity of being of service of you.交易的契機

4.如何討價還價

Dear Sir: June 8, 2001

We have received your price lists and have studied it carefully.However, the price level in your quotation is too high for this market, If you are

prepared to grant us a discount of 10% for a quantity of 200, we would agree to your offer.You should note that some price cut will justify itself by an increase in business.We hope to hear from you soon.Yours truly

5-1 同意進(jìn)口商的還價

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th.We have accepted your offer on the terms suggested.Enclosed our will find a special price list that we believe will meet your ideas of prices.You should note that the recent advances in raw materials have affected the cost of this product unfavorably.However, for your order we have kept our prices down.Sincerely

5-2 拒絕進(jìn)口商的還價

Dear Sirs: June 12, 2001

Thank you for your letter of June the 8th.We regret that we cannot meet your terms.We must point out that the falling market here leaves us little or no margin of profit.We must ask you for a keener price in respect to future orders.At present the best discount offered for a quantity of 200 is 5%.Our current situation leaves us little room to bargain.We hope you will reconsider the offer.Truly

6.正式提出訂單

Dear Sir: June 15, 2001

We have discussed your offer of 5% and accept it on the terms quoted.We are prepared to give your product a trial, provided you can guarantee delivery on or before the 20th of September.The enclosed order is given strictly on this condition.We reserve the right of refusal of delivery and/or cancellation of the order after this date.Truly

7.確認(rèn)訂單

Dear Sir: June 20, 2001

Thank you very much for your order of June 15 for 200 Deer Mountain Bikes.We will make every possible effort to speed up delivery.We will advise you of the date of dispatch.We are at your service at all times.Sincerely

8.請求開立 信用證

Gentlemen: June 18, 2001

Thank you for your order No.599.In order to execute it, please open an irrevocable L/C for the amount of US$ 50,000 in our favor.This account shall be available until Sep.20.Upon arrival of the L/C we will pack and ship the order as requested.Sincerely

9.通知已開立 信用證

Dear Sir: June 24, 2001

Thank you for your letter of June 18 enclosing details of your terms.According to your request for opening an irrevocable L/C, we have instructed the

Beijing City Commercial Bank to open a credit for US$ 50,000 in your favor, valid until Sep.20.Please advise us by fax when the order has been executed.Sincerely

10.請求 信用證 延期

Dear Sir： Sep.1, 2001

We are sorry to report that in spite of our effort, we are unable to guarantee shipment by the agreed date due to a strike at our factory.We are afraid that your L/C will be expire before shipment.Therefore, please explain our situation to your customers and secure their consent to extend the L/C to Sept.30.Sincerely

11.同意更改信用證

Gentlemen: Sept.5, 2001

We received your letter today and have informed our customers of your situation.As requested, we have instructed the Beijing City Commercial Bank to extend the L/C up to and including September 30.Please keep us abreast of any new development.Sincerely

廣交會英語信函之回復(fù)客戶投訴：

客戶投訴我們的同事工作效率和理解能力低下：

Michael:

I appreciate if u get involve with Jane，she is not following po's instructions and get back to us in the same subject with difference.Last week was Vet certificates，then Bill of ladings explanations，now is packaging when we are attaching all e-mail's for you and her reference which is been discussed to be use on 3 months.We want to continue and trust in oiur relationship but it's issues which has to be stop.I will appreciate if you come back to us with a determination for the future.Thanks，第一次草擬的回復(fù)如下(沒發(fā)給客人)：Re.the balance of packaging

It’s our fault that we did not explain well and cause the confusion.When we advised 3 months in the early email，we meant to ship these packaging in 3 months，and when we talked about 1 month，we meant to receive your

order for these packaging in 1 month，but the ship date can be Nov.Pls advise if you will be able to place the order in 1 month or you need more time.We will also improve and take care in future communication.Thank you.Re.The communication efficiency

We review the emails of these days.For the email back and forth，we think the most important reason is because we do not know well about your company internal organization and each person’s work scope，so sometimes we do not address the right person to clarify our questions，and the message we received from different people is not consistent.We got this problem when we got back to you for Vet and BL.Pls advise your company internal organization’s function，and we can contact the right person in future communication.Thank you.Apology again for any inconvenience.We will take care and improve our communication in future.廣交會英語信函修改以后，最終發(fā)給客人的版本：Re.the balance of packaging

Sori for inconsistent info we provided and confuse you.When we advised 3 months in the early email，we meant to ship these packaging in 3 months，and when we talked about 1 month，we meant to receive your

order for these packaging in 1 month，but the ship date can be Nov or later.Pls advise if you will be able to place the order in 1 month? We will provide consistent info and prevent confusion in future.Thank you.Re: The communication efficiency

We did notice it take too many back and forth communication on B/L & Vet，it sounds to me that our people don’t know well about your internal organization，we address question to improper people which come back inaccurate info and bring confusion to us，this create lots of unnecessary back and

forth communication & make both parties loss efficiency.In order to improve communication efficiency，could you pls advise who we should address for below area;

1.PO placement，PI(We notice both Mislay and Angela place Pos.)

2.Any question related to PO

3.logistic & Customs clearance，including import permit，Shipping document / Vet Document，etc.4.New product development

5.Packaging & artwork approval

6.Production sample approval

7.Accounting(We suppose we should contact Michael Reid，pls double cfm)

Again，apology for inconvenience.We will improve communication efficiency in future

第五篇：廣交會心得體會交流

廣交會心得體會交流

自從實習(xí)到現(xiàn)在，每年都有機會參加廣交會，但是自始至終都沒有珍惜過以至于到今年才專門找了個企業(yè)參加。因第一次參加廣交會，沒有老客戶，只能現(xiàn)抓。自己總結(jié)心得幾條，以供交流。

一般企業(yè)都會提前兩天到廣交會，布置展臺。工作量大，領(lǐng)導(dǎo)人最好訂好午餐，開展前一天沒吃午飯，加上體力勞動強度高，確實給我餓暈了。

參展的第一天一般人比較少。理論上第二，第三，第四天人較多，第五天沒什么人，并且下午時間一般就是在撤展了。但是聽說最近廣交會大不如前了，個人分析一方面中國的勞動力成本和原材料成本都在飛速上漲，加上近幾年通貨膨脹率過高，導(dǎo)致產(chǎn)品價格優(yōu)勢逐漸褪去。另一方面迪拜，印度等周邊欠發(fā)達(dá)國家的崛起促使中國企業(yè)避開國內(nèi)的各種壓力，而紛紛去國外設(shè)廠。現(xiàn)在國家逐步取消或降低日常用品、高端技術(shù)引進(jìn)的進(jìn)口關(guān)稅，力促進(jìn)出口的平衡，也可看出國家政策逐步傾向于進(jìn)口，內(nèi)銷。從長遠(yuǎn)看，這也是中國發(fā)展必須走的道路。作為促進(jìn)中國經(jīng)濟發(fā)展的三駕馬車之一的外貿(mào)也必然經(jīng)歷結(jié)構(gòu)上的改變。作為世界人口超級大國，終端消費必然會被重視，規(guī)范，強化。這也難怪現(xiàn)今很多外貿(mào)人開始做內(nèi)銷、做進(jìn)口了。

展前準(zhǔn)備。參展前必須做好準(zhǔn)備，畢竟參加一次展會所花的代價不菲。那么展前都得準(zhǔn)備好什么呢？就企業(yè)而言，電腦，無線網(wǎng)卡，電話機，打印機等。大多數(shù)東西展會都會有償或無償提供。各位經(jīng)理負(fù)責(zé)人所需要帶的就是打印機跟電腦了。就業(yè)務(wù)員而言：電腦，報價本，筆記本，筆，計算器，訂書機，訂書釘，幾張A4紙，參展證，等等。筆記本，筆，訂書器，是一定要自備的，其他可以和別人公用，或者在地鐵口用名片跟那些阿里巴巴，MIC，GS等換取。另外，業(yè)務(wù)員展前一個月至半個月都應(yīng)該已經(jīng)在英語，產(chǎn)品知識，行業(yè)信息，市場情況有所了解。如果是老業(yè)務(wù)員，應(yīng)該給客戶發(fā)送過邀請了。對產(chǎn)品知識了若指掌，包括產(chǎn)品材質(zhì)、性能、規(guī)格、包裝方式、價格、產(chǎn)品大類，產(chǎn)品優(yōu)缺點，常出現(xiàn)的問題及解決方法。這個對于新人來說確實有一定難度，本人就是到現(xiàn)在一個貨號和價格都沒記住，慚愧。對于價格而言，老業(yè)務(wù)員還可以應(yīng)付一二，對于新業(yè)務(wù)員就有些難了。但是各個企業(yè)都有自己的一套方法。有的不標(biāo)注于產(chǎn)品標(biāo)簽之上。這種方法對于產(chǎn)品類別較少的比較容易，同時又不至于泄露自己的商業(yè)機密。但是對于產(chǎn)品類目較多的企業(yè)來說，只能臨場翻看價目表了，但是同時又引來了新的情況：一是翻找可能需要大量時間，引起客戶反感，二是有些企業(yè)價目編排比較混亂，如果存在遺漏，又哪里能找的到呢。并且同時還顯得你不是很專業(yè)。另外有些企業(yè)把產(chǎn)品價格用暗碼標(biāo)注于標(biāo)簽之上，這種方法對于大多數(shù)企業(yè)來說都是不錯的方法。另外，如果公司有一定經(jīng)濟基礎(chǔ)，可以考慮打條碼，然后參展的時候攜帶掃碼槍，這樣能顯得貴司有一定實力。當(dāng)然，如果實力雄厚，可以考慮購買類似于順風(fēng)快遞員隨身攜帶的那種一千多一個的那種設(shè)備了。于行業(yè)的市場情況要有所了解，這樣才能有的放矢的在展會發(fā)揮,向不同的客戶推薦對方市場適銷產(chǎn)品。這樣也會讓客戶感覺到你的專業(yè)，對你和你的企業(yè)產(chǎn)生信任，依靠，才能更多的把更多的訂單機會讓給你。

開展發(fā)揮。頭天晚上洗洗澡，睡個好覺，為第一天的開展準(zhǔn)備好。開展了！!兄弟姐妹們，到我們這些業(yè)務(wù)員大顯身手的時候了。國內(nèi)人士大部分接觸老外的時間不多，基本屬于啞巴英語，本人一樣。所以第一天客戶多的時候接待，客人少的時候幫同事打打下手，打下手其實能學(xué)到很多的東西:

1.熟悉下不同地方的老外的英語口音，（這個很重要的！!）為自己接待的時候做個準(zhǔn)備。這樣另一方面還能適當(dāng)緩解緊張情緒，不至于碰到個老外一個詞，一個句子都聽不懂。交流的基本保障都沒有了，還怎么談業(yè)務(wù)？？ 2.聽下自己的老同事是怎樣招待新老客戶的。產(chǎn)品描述，價格，包裝，交期，都是怎樣談的？討價還價都是什么策略？怎樣促使客戶下單的？怎樣促使客戶早下單的？等等等等。

3.了解不同國家，不同市場客戶的需求，對不同類型產(chǎn)品的喜好，對產(chǎn)品的價格接受心理預(yù)期。當(dāng)然，這個在展前做的話更好。老手自然有一定了解，新手就得多看多聽多想了。以便于給自己接待的客戶推薦適銷的產(chǎn)品。這樣也更顯得你專業(yè)。

Time Flies.轉(zhuǎn)眼到了中午，別指望中午有啥好吃的，公司給你配的最好不過25大洋一個的套餐，再就是KFC。所以早飯一定要吃，并且一定要吃好。

4.再就是也算是跟同事搞搞關(guān)系了。畢竟都是業(yè)務(wù)員，廣交會期間相互之間搶些新的客人也弄得彼此比較尷尬，相互幫助才能在平常的生活工作中更開心的融合在一起，畢竟工作掙錢不是活著的唯一目的。老業(yè)務(wù)員也盡量讓讓新業(yè)務(wù)員，不然試用期都過不了，豈不是斷送了人家前程，畢竟出來混的都不容易啊。我們公司幾個同事都挺好的，有的還主動把自己接待的客戶讓給我。感謝感謝十分感謝。

午飯趕緊吃，因為大部分老外都是早上10點才能趕到展館，下午5點以前離去。中午有的時候會顯得特別忙。所以午飯我都是狼吞虎咽的，有些需要啃骨頭摘刺的我都直接喂了垃圾桶---罪孽啊！浪費可恥，節(jié)儉光榮！南無阿彌陀佛。阿門。

下午盡量多找機會接待客戶吧。畢竟晚上還得上報一天的成果呢。掛個零蛋回去交差自己臉上也掛不住啊。

下午六點閉館。一般都在五點四十五以后就開始拿起簾子遮起來走人了?；丶页猿源蟛停钛a一下一天的所消耗的什么VB，VC，VO,XO，等等等等。

晚上的時候一般有多個業(yè)務(wù)員的公司都會來個會議：上報自己接待的人數(shù)及簡單狀況，自己對客戶的簡單評價及應(yīng)對策略，客戶的初步分級等等。開完會，在就各自回去照顧自己的客戶了。發(fā)發(fā)報價，查查資料，刷刷牙，洗洗澡，回來再接著整理資料，敲敲鍵盤。得，把關(guān)鍵的幾個客戶弄弄一般差不多都得2點多了。擦把臉，躺床上做個呼嚕娃吧。當(dāng)時鄙人還想著每天做個總結(jié)，寫點心得，但是到了真正的時候只想著床了。哎，人性本惰！

本人習(xí)慣早起，然后聽聽音樂，呼吸一下新鮮的空氣，看看他們釣魚的悠閑自得，這樣一天來都有精神。十二分的精神不是吹出來的，那是憑借火柴棍把眼睛挑起來的~~~~ 這里給大家推薦幾篇個人感覺比較合適的音樂，有幾首也是各個培訓(xùn)機構(gòu)經(jīng)常用到的：貝多芬的《命運》，理查德的鋼琴曲《秋日的私語》《藍(lán)色的愛》，汪峰的《怒放的生命》，楊培安的《我相信》，在一首嬉皮的個人感覺可以調(diào)節(jié)緊張神經(jīng)的《窮開心》。另外就是各位自己喜歡的歌曲或者音樂一定要聽幾首。鄙人雖然五音不全，音律不識一個，但是感覺到音樂對人的影響確實不小。

周而復(fù)始，很快這一期的展會就結(jié)束了。打包，到深圳轉(zhuǎn)轉(zhuǎn)，四處逛逛，廣州之旅over了。

以下是鄙人一些凌亂的收獲心得及體會：

展會說白了就是在展館搭了個門面，和平時咱們家開店賣貨很多相似。只不過意向客戶多了點，賣家競爭多了點，業(yè)務(wù)員多了點，私人店主換成了公司等等。縱觀千古歷史，無非就是物物交換，發(fā)展到貨幣物品交換和貨幣的交互流通，但這些最終都離不開終端消費。所以研究目標(biāo)市場的終端消費情況，研究客戶的心理都是必不可少的。

展館的布置以盡可能的吸引客戶駐足為主要目的，而不是越奢華越好。產(chǎn)品擺放，顏色調(diào)配，等等等等很多經(jīng)驗都需要從最基本的店面管理吸取經(jīng)驗。故此懂點店面管理的基本知識很重要。

看到很多企業(yè)的業(yè)務(wù)員和領(lǐng)導(dǎo)負(fù)責(zé)人都喜歡搬個椅子坐在里面，或者找個椅子坐在門口。我從上學(xué)的時候無意間讀到了一本關(guān)于廣交會布展相關(guān)內(nèi)容的一本內(nèi)部資料，具體內(nèi)容記不清楚了，但是里面就有關(guān)于對這種錯誤行徑的描述。這個我到現(xiàn)在還沒想明白。但是如果咱們?nèi)ベI東西，同樣街邊的兩個店，一個門口坐著兩個門神，一個門口兩位店員熱情招呼客人，您會進(jìn)哪家呢？哪個才能讓您感覺進(jìn)店后會有上帝般的待遇呢？另外其他是不是有其他更高深的原因，本人實在不得而知了，希望知道的各位前輩給上點課吧。謝謝。

我一個新來的同事為了顯示自己，總是來個人就上前搭話。不管人家是不是買家，連一家三口逛街的大人小孩都不放過。怎么說呢，有可取之處，畢竟只有取到名片才有機會去聯(lián)系，去開發(fā)。一個名片都沒有或者很少，你的機會肯定就少的可憐了。但是如果在這上面花費的時間太多，那就得不償失了。畢竟展出時間有限，照顧了這些，其他的有價值客戶就少了。一般一個或者一波客人來，先初步判斷下對方是不是所謂的客戶，再去招呼，但是這樣有可能被別的業(yè)務(wù)員搶了先手。拼運氣吧。

再就是了解部分買手公司的采購流程。一般大點的買手公司都有采購計劃，季度采購計劃等等。采購人員（我們的客戶^_^）必須到一定時間花掉那部分預(yù)算，采購到個人或者采購部認(rèn)為適銷的產(chǎn)品。如果公司貨物跟不上，豈不是要關(guān)門了？！所以那些大點的公司采購人員才會不斷穿梭于各地的展會，采集信息、比較價格、交期推斷、等等等等。本人沒有做過采購，所以對此一無所知。感覺采購應(yīng)該還起到很多作用，比如：了解市場行情、掌握適銷產(chǎn)品信息、掌握各地供應(yīng)商優(yōu)劣勢、掌握類似產(chǎn)品的成本及己方市場的利潤空間、推遲付款時間以獲得資金的流通等等。希望各位采購大蝦給點實質(zhì)性建議。

關(guān)于開展期間來訪客戶的分析。主要有這么幾種：

純逛街型。在周邊生活或者第一次去，順便進(jìn)去轉(zhuǎn)轉(zhuǎn)。近乎于沒有價值的客戶，但是這種很少很少。

參展商型。大體分兩類：一類肯定是同行去了解行情，探查新品，回去好做推銷。當(dāng)然也不乏有跟你互通有無，相互合作的。外貿(mào)業(yè)務(wù)員對于國內(nèi)這些大佬一般也只是打個招呼了事，畢竟有單的可能近乎于零，何必在你身上浪費時間呢？另一類就是國內(nèi)外貿(mào)公司，有些可能還跟你有過合作或者一直在合作。對于有合作的當(dāng)然好生招待，但是對于無合作關(guān)系的咱們國內(nèi)的業(yè)務(wù)員也只是客套兩句，畢竟幾率太小太小。這也是為什么我們展會上崇洋媚外的緣故吧^_^

設(shè)計師型。這個還得細(xì)分兩類：一類設(shè)計師去展會尋找靈感，烤皮產(chǎn)品，搜索新品。這類設(shè)計師單獨去逛的比較多。問他要名片，不給；給他名片，不要。只是做個新品list回去照老虎畫貓去了，無價值。另一類設(shè)計師受雇于某個企業(yè)，一般都是跟著老板或者采購經(jīng)理去的。給自己的經(jīng)理做推薦，替經(jīng)理參選適銷產(chǎn)品。這種企業(yè)一般都不會太小。碰上就努力拿下吧。這個有時候自己得懂得產(chǎn)品變型的相關(guān)材質(zhì)，工藝，成本，報價等等。

收集信息型。這種類型的客人比較多。中國還有貨比三家之說不是？！大部分都還很匆忙。進(jìn)去就選自己感興趣的類型一大堆，你報價吧。然后直接進(jìn)下一家含自己產(chǎn)品類型的店面。接待，記錄，搜羅客戶信息，及時報價。成不成聽天有命吧，大部分都離不開后期的聯(lián)絡(luò)跟蹤，能不能取代原來的供應(yīng)商也是需要看機會的。

帶單客戶型。這種老客人比較多點，對咱們企業(yè)本身有過了解，或者往屆廣交會來過，或者一直給他報價、聯(lián)系、互通信息等等。所以過來的時候就帶了意向訂單，順便看看新品。該類客戶雖然可能一開始就給您準(zhǔn)備好了訂單，但是會先去別的攤位比下價，了解下。如果別的地方低了，還可能你讓你降降。然后等到本屆廣交會快結(jié)束再回去找你，比如第二三四五天，一般第三，第四天比較多，所以打起你的精神來，該你裂開嘴巴大笑了。另外上邊提到過買手的采購程序及部分規(guī)律。如果客戶要在廣交會下單，那么你就得比別的攤位在開始的幾天里更拼命的加油接待客戶了。這樣客戶才能多多想到你。其中的個中技巧各位業(yè)務(wù)員都有自己的一套，小弟就不在此獻(xiàn)丑了（當(dāng)然，主要是在摸索中^_^）。

關(guān)于那些所謂的采購商，（就是帶藍(lán)牌的人），不要認(rèn)為一定就是你的客戶了。要知道國人讓老外帶進(jìn)去花三百元就可以弄一個。他們有些是進(jìn)去打游擊的；有些是想投資別的項目，去找項目的；更有些是外籍華裔帶著不同目的進(jìn)的：有些是在國內(nèi)做本行業(yè)的職業(yè)經(jīng)理人；有些是某些公司的合伙股東；有些是朋友邀請一道去看看。。。當(dāng)然也不排除為自己現(xiàn)在所生活的國家市場采購物品。要想甄選，實非易事。好在真正的買家還是蠻多的。。

撤展了，急急忙忙擠擠。注意安全，個人物品一定看管好，鎖好。第五天的安檢松了，垃圾也很少打掃了。印度阿三也該到了一試身手的時候了。

撤完展，該忙啥忙啥，各回各家，各找各媽（五一?。?。想去周邊轉(zhuǎn)轉(zhuǎn)也可，想去親戚朋友家串串門也可。但是最重要的是別把自己丟了，再次聲明：安全第一??！