第一篇：展會(huì)用語(yǔ)免費(fèi)下載解讀

展會(huì)用語(yǔ)

我們的價(jià)格和國(guó)際市場(chǎng)的價(jià)格相比還是合理的。

Our price is reasonable as compared with that in the international market.我不同意您的說(shuō)法。

I'm afraid I don't agree with you there.你們的價(jià)格比我們從別處得到的報(bào)價(jià)要高。Your price is higher than those we got from elsewhere.日本的報(bào)價(jià)就比較低

The Japanese quotation is lower.您必須要考慮到質(zhì)量問題。

You should take quality into consideration.如果按這個(gè)價(jià)格買進(jìn)，我方實(shí)在難以推銷。

It would be very difficult for us to push any sales if we buy it at this price.你方的價(jià)格比去年高出了百分之二十五（25%）。Your price is 25% higher than that of last year.您知道從去年以來(lái)這種商品的價(jià)格上漲了。

You may notice that the price for this commodity has gone up since last year.您知道，幾個(gè)月來(lái)這種商品的價(jià)格上漲得很多。

You know, the price for this commodity has gone up a lot in the last few months.這種商品國(guó)際市場(chǎng)的價(jià)格是每磅二十五（25）美元。

The price for this commodity is US$25 per pound in the international market.如果對(duì)方價(jià)格優(yōu)惠，我們可以馬上訂貨。

If your price is favorable, we can book an order right away.如果你方訂貨數(shù)量大，價(jià)格我們還可以考慮。We may reconsider our price if your order is big enough.這些產(chǎn)品都是我們的暢銷貨。All these articles are our best selling lines.這些產(chǎn)品的花色是目前國(guó)際市場(chǎng)上比較流行的。

These patterns are relatively popular in the international market.你們的價(jià)格那么高，我們很難以這個(gè)價(jià)格銷售。It is difficult for us to sell the goods, as your price is so high.這種產(chǎn)品的價(jià)格和去年比有些變化。

The price for this commodity has changed somewhat compared with that of last year.我們什么時(shí)候可以得到成本加運(yùn)費(fèi)和保險(xiǎn)費(fèi)的實(shí)盤？ When can I have your CIF firm offer? 我們?cè)诮裉焱砩峡梢运愠鰜?lái)，明天上午交給你方。

We can work out the offer this evening and give it to you tomorrow morning.你們的報(bào)價(jià)幾天內(nèi)有效？

How long does your offer remain valid? 我們的報(bào)價(jià)三天內(nèi)有效。Our offer remains open for 3 days.你們的報(bào)價(jià)是成本加運(yùn)費(fèi)和保險(xiǎn)費(fèi)的到岸價(jià)嗎？ Is this your CIF quotation? 這是我們的F.O.B.價(jià)格單。This is our FOB quotation sheet.這上面的價(jià)格是實(shí)盤嗎? Are the prices on the list firm offer? 單中的所有價(jià)格以我方最后確認(rèn)為準(zhǔn)。

All the quotations on the list are subject to our final confirmation.不知你們的價(jià)格有沒有變化？

I wonder whether there are any changes in your price.還是你方先報(bào)價(jià)吧.I think it's better for you to quote us your price first.希望你們報(bào)一個(gè)C.I.F 舊金山的最低價(jià)。

I'd like to have your lowest quotation C.I.F.San Francisco.為了便于報(bào)價(jià)，能不能請(qǐng)您談?wù)勀惴剿璧臄?shù)量？

Would you please tell us the quantity you require so as to enable us to work out the offer? 請(qǐng)你們先提出一個(gè)估計(jì)價(jià)格吧。Can you give us an indication of your price? 這種產(chǎn)品C.I.F.舊金山的價(jià)格是四百（400）美元一臺(tái)。The price for this commodity is US$400 per piece CIF San Francisco.這是我們的最新價(jià)格單。This is our latest price list.我方價(jià)格極有競(jìng)爭(zhēng)性。Our price is highly competitive.你們是不是報(bào)一下這些產(chǎn)品的價(jià)格？ Can you tell me the prices of these goods? 你們先談一下大概要訂多少。

Would you please give us an approximate idea of the quantity you require.我們要訂的數(shù)量，很大程度上取決于你方的價(jià)格。The size of our order depends greatly on your price.我們可以接受特殊訂貨。

We are in a position to accept a special order.請(qǐng)您介紹一下你方的價(jià)格，好嗎

Will you please let us have an idea of your price? 我們的商品銷售說(shuō)明書您看了吧？ Have you read our leaflet? 你們打算訂購(gòu)哪種型號(hào)的呢？ What type do you want to order? 我們考慮訂購(gòu)D6C 型的。

We are thinking of placing an order for D6C.這是詢價(jià)單，請(qǐng)您看一下。

This is our inquiry.Would you like to have a look? 我們希望能在這方面和你們大量成交

We hope that we can do substantial business with you in this line.你們有這方面的樣本嗎？

Have you got the catalogue for this line? 這是上海出產(chǎn)的真絲印花綢。

It is the printed pure silk fabrics produced in Shanghai.我覺得這幾個(gè)品種的花色不錯(cuò)。I think these patterns are quite good.我們希望能和你們談?wù)劰に嚻贩矫娴臉I(yè)務(wù)。

We are interested in discussing arts and crafts business with you.請(qǐng)您談?wù)勀銈儗?duì)哪些產(chǎn)品感興趣？ What particular items are you interested in? 我們對(duì)你們的小五金很感興趣。

We are very much interested in your hardware.您這次來(lái)主要想買些什么東西呀？ What products do want to purchase this time? 我們想買些上海出產(chǎn)的真絲印花綢。

We should like to purchase Shanghai printed pure silk fabrics.你方如果希望引進(jìn)一些先進(jìn)技術(shù)和成套設(shè)備，我們公司可以盡力。

If you hope to introduce some advanced technology and complete plants, we'd like to offer you our help.我們公司愿為貴國(guó)的經(jīng)濟(jì)建設(shè)盡一些力量。

Our corporation is willing to give its help to your economic construction.你們?nèi)匀粓?jiān)持自己的價(jià)格嗎？ Do you still insist on your price? 我們是根據(jù)世界市場(chǎng)的行情來(lái)調(diào)整價(jià)格的。

We readjust our price according to the international market.你們這次來(lái)主要想談哪些方面的生意呀？

May I know what particular line you are interested in this time?

第二篇：汽車展會(huì)英語(yǔ) 用語(yǔ)（推薦）

國(guó)際展會(huì)常見英文專業(yè)術(shù)語(yǔ)

? ? ? ? ? ? ? ? ? ? ? ? ? Affixed merchandise——Exhibitor?s products fastened to display——參展商攜帶的，與參展有關(guān)的輔助用品

AT-site——More commonly called On-site, Location of event or exhibit ——展會(huì)現(xiàn)場(chǎng) Attendance——Number of people at show or exhibit——參展人數(shù)

Attendee——One who attends an exposition.May also be referred to as delegate or visitor, but should not be used for “exhibitor”——參觀展會(huì)的人（不包括參展商）

Attendee brochure——Direct mail piece sent to current and prospective attendees that promotes the benefits of attending a specific show——分發(fā)給展會(huì)觀眾的宣傳資料

Booking——An arrangement with a company for use of facilities, goods or services——預(yù)訂

Booth——One or more standard units of exhibit space.In U.S.A a standard unit is generally known to be a 10? x 10? space——展位（在美國(guó)一個(gè)標(biāo)準(zhǔn)展位是10x10平方英尺）

Booth area——The amount of floor space occupied by an exhibitor——展位面積

Booth number——Number designated by show management for each exhibitor?s space——展位號(hào) Booth personnel——Staff assigned to represent exhibitor in assigned space——展臺(tái)工作人員

Co-Locate——To hold two related shows at the same time and in the same place——在同一地點(diǎn)同時(shí)舉辦兩個(gè)相關(guān)的展會(huì)，即“套展”

Consumer show——An exposition that is open to the public.Typically, an admission fee is charged.Also knows as a “public” show——面向公眾開放的展會(huì)，一般需要買票進(jìn)入，即“公共展會(huì)”

Contractor——An individual or organization providing services to an exposition and/or its exhibitors.Typically refers to either a general service contractor or specialty contractor——為展覽會(huì)組織者、參展商提供服務(wù)的服務(wù)供應(yīng)商

Convention——A broad term that can refer to a large meeting, an exhibition, or a combination of the two——泛指大型會(huì)議、展覽

Convention center——A facility where exposition are hold.Commonly referred to as FACILITY or HALL.May be purpose-built or converted;municipally or privately owned——會(huì)展中心

Carrier——Transportation line moving freight(van line, common carrier, rail car, air plane)——指飛機(jī)、車、船等運(yùn)輸工具

Declared value——Shipper?s stated value of entire shipment in terms of dollars——申報(bào)價(jià)格

Demographics——Characteristics that help create a profile of exhibitors and attendees.May include company location, job function, purchase intentions——參展商和觀眾的統(tǒng)計(jì)數(shù)據(jù)

Demonstrators——Persons hired to work in a booth demonstration or explaining products——（展位上雇用的）演示和講解員

Display rules & regulations——A set of specifications for exhibit construction endorsed by all mayor exhibit industry associations.Also refers to the individual additional rules which may be adopted by show management——展會(huì)規(guī)則

Distributor show——A show produced by a distributor at which exhibitors are the manufactures of products sold by the distributor and attendees are the distributor?s customers——分銷展，它由某一個(gè)批發(fā)商舉辦，參展商都為該批發(fā)商的供應(yīng)商，而參觀展會(huì)的人一般為批發(fā)商的客戶。

Double-decker——Two-storied exhibit.Also called multiple story exhibit——雙展位

Exhibitor-appointed contractor——Any company other than the designated “official” contractor providing a service to an exhibitor——展覽服務(wù)獨(dú)家經(jīng)營(yíng)商

Exhibit——Although the terms “exhibit” and “booth” are often used interchangeably, an “exhibit” is actually all of the display materials and product house in booth——展位或展品。很多場(chǎng)合下，“exhibit” 和 “booth”可互換，意為“展位”，但“exhibit”主要是指展出的物品

Exhibit directory——Program book for attendees listing exhibitors and booth locations——觀眾指南（主要? ? ? ? ? ? ?

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包括參展商名錄及其展位信息）

Exhibit manager——Person in charge of an individual exhibit(as opposed to the show manager, who is charge of the entire exposition)——展品經(jīng)理，主要負(fù)責(zé)展品（區(qū)別于負(fù)責(zé)展會(huì)全部事物的展覽經(jīng)理）Exhibition——An event in which products or services are exhibited——展覽會(huì) Exhibitor——Person or firm who displays in exposition——參展商

Exhibitor lounge——An area either on or adjacent to the exhibit floor where exhibitors may relax or meet with customers.Show management sometimes provides special services in this area, such as translators for a show that has international attendees——參展商活動(dòng)室

Exhibitor manual——Manual containing general show information, labor/ service order forms, rules and regulations and other information pertinent to an exhibitor?s participation in an exposition——參展商手冊(cè) Exhibitor newsletter——A newsletter sent by show management to exhibitors prior to a show.It includes updates on deadlines, show rules and regulations, events, and marketing opportunities offered by show management, plus educational articles to improve exhibitors? effectiveness——參展商通訊錄

Exhibitor prospectus——Direct mail piece sent to current and prospective exhibitors that promotes benefits of exhibiting of exhibitors that renew.——展覽會(huì)組織者發(fā)送給現(xiàn)有參展商及潛在參展商的展覽會(huì)介紹材料

EST.WT——Estimated Weight——估計(jì)重量

Easel——A stand or frame for displaying objects.——展示架

Expedited service——Service offered by transportation company to assure prompt delivery.——速遞服務(wù) Exhibitor retention——Persuading current exhibitors to participate in subsequent events.Exhibitor retention rate is the percentage of exhibitors that renew——挽留參展商繼續(xù)再參加下一屆展覽會(huì) Exposition——A display of products and/or services——博覽會(huì)

Exposition manager——Person responsible for all aspects of planning, promoting and producing an exposition, Also knows as show manager and show organizer——展覽經(jīng)理，負(fù)責(zé)一個(gè)展覽會(huì)從立項(xiàng)、促銷道現(xiàn)場(chǎng)舉辦和各個(gè)方面的工作

Facility——A facility where exposition are hold.Commonly referred to as FACILITY or HALL.May be purpose-built or converted;municipally or privately owned——展覽館或展覽設(shè)施 Facility manager——The manager of a convention center or hall——展館或展廳經(jīng)理

Forklift——Vehicle used to transport heavy exhibit materials short distance, and for loading and unloading materials.——鏟車，主要用于重量大展品裝卸和短距離移動(dòng)

Freight——Exhibit properties, products, and other materials shipped for an exhibit.——運(yùn)輸貨物，對(duì)展覽會(huì)來(lái)說(shuō)，包括發(fā)運(yùn)的道具、展品等

Freight forwarders——A shipping company that typically handles international freight shipments——運(yùn)輸代理公司

Flame proofed——Term uesd to describe material which has been treated with a fire retardant.——經(jīng)過防火處理的

Gross weight——The full weight of a shipment, including goods and packaging——貨物運(yùn)輸總總量，包括貨物及其包裝材料的重量

Package——A term refer to a single-fee booth package offered by show management.Package might include, for instance, booth space, one electrical outlet, one table, two chairs and one hour of labor.——展位一攬子收費(fèi)標(biāo)準(zhǔn)。包括攤位費(fèi)、展館電費(fèi)及展館道具費(fèi)等在內(nèi)。

Peninsula booth——An exhibit at the end of an aisle, with aisles on three sides——半島展位，展位背對(duì)通道頂端，其他三面都是過道。

Permanent exhibit——A product display held on a long-term basis, etc.museum exhibit, office exhibit, etc.——長(zhǎng)期性展覽

Portable exhibit——Crate display units which do not require forklifts to move them.——重量輕、易于搬動(dòng)? ? ?

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Press kit——Materials, usually contained in a folder, in which news releases, announcements and other materials intended for the media are distributed.——袋裝展覽會(huì)新聞資料

Press release——An article intended for use by the media about a company, product, service, individual, or show.——新聞發(fā)布會(huì)，在展覽會(huì)新聞中心發(fā)放的有關(guān)產(chǎn)品、服務(wù)或展覽會(huì)的宣傳資料

Press room——A room where members of the media may obtain exhibition press kits, conduct interviews, or relax.Larger press rooms contain typewriters, computers, phones, and fax machines foe use by the press in filing their stories.——展覽會(huì)新聞中心

Producer——An individual or company which designs and/or builds exhibits.May also provide other services.An individual or company which manages expositions.——展位設(shè)計(jì)搭建商。展覽會(huì)組織管理者

Public show——Consumer show, an exposition that is open to the public.Typically, an admission fee is charged.Also known as a “consumer” show.——指面向普通公眾開放的展覽會(huì)，觀眾通常需要買票進(jìn)入。

Service desk——On-site location for ordering or reconfirming services provided by general service contractor and specialty contractors.——設(shè)在展會(huì)現(xiàn)場(chǎng)、供參展商訂購(gòu)各種服務(wù)的服務(wù)供應(yīng)處

Show break——Time specified for the close of the exhibition and beginning of dismantling.——展會(huì)結(jié)束和開始撤展的時(shí)間

Show daily——A newspaper published each day during the run of a show.It includes articles about the exhibits and events.——展會(huì)每日新聞快報(bào)

Show directory——A soft cover book containing a listing, with booth numbers, of all the exhibitors in a show, a map showing booth locations, and often advertising.——展覽會(huì)會(huì)刊，包括參展商名單、攤位號(hào)、展館位置及圖示，還常登錄廣告

Show producer——Person responsible for all aspects of planning, promoting and producing an exposition.Also known as show manager.——展覽經(jīng)理，負(fù)責(zé)一個(gè)展覽會(huì)的計(jì)劃立項(xiàng)、促銷以及現(xiàn)場(chǎng)舉辦等各方面的工作

Show office——On-site show management office——設(shè)在展會(huì)現(xiàn)場(chǎng)的展覽會(huì)管理辦公室

Show-within-a-show——A show with its own name and own focus that takes place within a larger, related event——套展，指一個(gè)有自己獨(dú)立名稱和主題的展覽會(huì)，在另一個(gè)相關(guān)的大型展覽會(huì)內(nèi)舉辦，成為其一部分。

Space rate——Cost per square foot or per square meter for exhibit space——攤位租金（以每平方米或平方英尺計(jì)算）

Sponsorship——Payment of the cost of a service or activity at an event, in exchange for being publicized at the event——展會(huì)贊助，指對(duì)展會(huì)的某項(xiàng)活動(dòng)或服務(wù)項(xiàng)目提供經(jīng)費(fèi)，以換取在展會(huì)上對(duì)贊助商的宣傳 Stand——European term for booth——展位，歐洲國(guó)家普遍使用Stand,英美多使用booth.Subcontractor——Company retained by general contractor to provide service to exhibitors or show management——（展覽服務(wù)）分包商

Tramp steamer——A ship not operating on regular routes or schedules.Calls at any point where cargo is available——無(wú)固定航線或航行時(shí)間表的運(yùn)輸船只

Truckload——Truckload rates apply where the tariff shows a truckload minimum weight.Charges will be at the truckload minimum weight unless weight is higher——一輛貨車的最低裝載量，當(dāng)實(shí)際運(yùn)輸?shù)呢浳锏陀谧畹脱b載量時(shí)，按最低裝載量收費(fèi)

外貿(mào)口語(yǔ)

Let me introduce you to Mr.Li, general manager of our company.讓我介紹你認(rèn)識(shí)，這是我們的總經(jīng)理，李先生。

It?s an honor to meet.很榮幸認(rèn)識(shí)你。

Nice to meet you.I?ve heard a lot about you.很高興認(rèn)識(shí)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(qǐng)?jiān)徫掖驍_你。

I?m sorry to disturb you.對(duì)不起打擾你一下。

Excuse me a moment.對(duì)不起，失陪一下。

Excuse me.I?ll be right back.對(duì)不起，我馬上回來(lái)

What about the price?

對(duì)價(jià)格有何看法？

What do you think of the payment terms?

對(duì)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(jià)格卻不象他們的那樣高。哎，你對(duì)哪個(gè)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(jì)水平，以滿足世界市場(chǎng)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(huì)在你國(guó)市場(chǎng)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(jià)格有助于推產(chǎn)品。

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(jià)了。

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

We are satisfied with the quality of your samples, so the business depends entirely on your price.我們對(duì)樣品的質(zhì)量很滿意，因此交易的成敗就取決于你們的價(jià)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(jià)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(lái)自其他國(guó)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(jià)。為了便于我方提出報(bào)價(jià)，能否請(qǐng)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(jià)格單。單上所有價(jià)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(bào)價(jià)都是FOB價(jià)

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(jià)格比其他制造商開價(jià)優(yōu)惠得多。這一點(diǎn)你可以從我們的價(jià)格單看到，所有價(jià)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(bào)最優(yōu)惠價(jià)，按此價(jià)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(qǐng)告訴我們貴方對(duì)規(guī)格、數(shù)量及包裝的要求，以便我方盡快制定出報(bào)價(jià)。

This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價(jià)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(duì)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(jià)格是非常有競(jìng)爭(zhēng)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(wú)貨。

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

Moreover, we?ve kept the price close to the costs of production.再說(shuō)，這已經(jīng)把價(jià)格壓到生產(chǎn)費(fèi)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(shí)間內(nèi)分批交貨。

A: I'm sorry to say that the price you quote is too high.It would be very difficult for us to push any sales if we buy it at this price.B: well, if you take quality into consideration, you won't think our price is too high.A: Let's meet each other half way.-很遺憾你們報(bào)的價(jià)格太高，如果按這種價(jià)格買進(jìn)，我方實(shí)在難以推銷。

-如果你考慮一下質(zhì)量，你就不會(huì)覺得我們的價(jià)格太高了。

-那咱們就各讓一步吧。

A: I'm sorry to say that your price has soared.It's almost 20% higher than last year's.B: That's because the price of raw materials has gone up.A: I see.Thank you.-很遺憾，貴方的價(jià)格猛長(zhǎng)，比去年幾乎高出20%。

-那是因?yàn)樵牧系膬r(jià)格上漲了。

-我知道了，多謝。

A: How many do you intend to order? B: I want to order 900 dozen.A: The most we can offer you at present is 600 dozen.下面我想就包裝問題討論一下。

-請(qǐng)陳述你們的意見。

-好，我們希望我們對(duì)包裝的意見能傳達(dá)到廠商。

A: You know, packing has a close bearing on sales.B: Yes, it also affects the reputation of our products.Buyers always pay great attention to packing.A: We wish the new packing will give our clients satisfaction.襯衫怎樣包裝？

-它們用紙板箱包裝。

-我擔(dān)心遠(yuǎn)洋運(yùn)輸用紙板箱不夠結(jié)實(shí)。

A: From what I've heard, you're already well up in shipping work.B: Yes, we arrange shipments to any part of the world.A: Do you do any chartering?

-據(jù)我所知，你方對(duì)運(yùn)輸工作很在行。

-是的，我們承攬去世界各地的貨物運(yùn)輸。

-你們租船嗎？

A: How do you like the goods dispatched, by railway or by sea?

B: By sea, please.Because of the high cost of railway transportation, we prefer sea transportation.A: That's what we think.-你方將怎樣發(fā)運(yùn)貨物，鐵路還是海運(yùn)？

-請(qǐng)海運(yùn)發(fā)貨，鐵路運(yùn)輸費(fèi)用太高，我們?cè)敢庾吆＿\(yùn)。

-我們正是這么想的。

A: When can you effect shipment? I'm terribly worried about late shipment.B: We can effect shipment in December or early next year at the latest.A: That's fine.-你們什么時(shí)候能交貨？我非常擔(dān)心貨物遲交。

-我們最晚在今年十二月或明年初交貨。

-那很好。

在雙方談判的過程中，一定要注意傾聽對(duì)方的發(fā)言，如果對(duì)對(duì)方的觀點(diǎn)表示了解，可以說(shuō)：I see what you mean.（我明白您的意思。）如果表示贊成，可以說(shuō)：That's a good idea.（是個(gè)好主意。）或者說(shuō)：I agree with you.（我贊成。）

如果是有條件地接受，可以用on the condition that這個(gè)句型，例如： We accept your proposal, on the condition that you order 20,000 units.（如果您訂2萬(wàn)臺(tái)，我們會(huì)接受您的建議。）

在與外商，尤其是歐美國(guó)家的商人談判時(shí)，如果有不同意見，最好坦白地提出來(lái)而不要拐彎抹角，比如，表示無(wú)法贊同對(duì)方的意見時(shí)，可以說(shuō)：I don't think that's a good idea.（我不認(rèn)為那是個(gè)好主意。）或者 Frankly, we can't agree with your proposal.（坦白地講，我無(wú)法同意您的提案。）

如果是拒絕，可以說(shuō)： We're not prepared to accept your proposal at this time.（我們這一次不準(zhǔn)備接受你們的建議。）有時(shí)，還要講明拒絕的理由，如 To be quite honest, we don't believe this product will sell very well in China.（說(shuō)老實(shí)話，我們不相信這種產(chǎn)品在中國(guó)會(huì)賣得好。）

談判期間，由於言語(yǔ)溝通問題，出現(xiàn)誤解也是在所難免的：可能是對(duì)方誤解了你，也可能是你誤解了對(duì)方。在這兩種情況出現(xiàn)後，你可以說(shuō)： No, I'm afraid you misunderstood me.What I was trying to say was...（不，恐怕你誤解了。我想說(shuō)的是……）或者說(shuō)： Oh, I'm sorry, I misunderstood you.Then I go along with you.（哦，對(duì)不起，我誤解你了。那樣的話，我同意你的觀點(diǎn)。）

展會(huì)接待常用英語(yǔ)口語(yǔ)集錦 1 I've come to make sure that your stay in Beijing is a pleasant one.我特地為你們安排使你們?cè)诒本┑亩毫粲淇?。You're going out of your way for us, I believe.我相信這是對(duì)我們的特殊照顧了。It's just the matter of the schedule, that is, if it is convenient for you right now.如果你們感到方便的話，我想現(xiàn)在討論一下日程安排的問題。I think we can draw up a tentative plan now.我認(rèn)為現(xiàn)在可以先草擬一具臨時(shí)方案。If he wants to make any changes, minor alternations can be made then.如果他有什么意見的話，我們還可以對(duì)計(jì)劃稍加修改。Is there any way of ensuring we'll have enough time for our talks? 我們是否能保證有充足的時(shí)間來(lái)談判？ 9 We'd have to compare notes on what we've discussed during the day.我們想用點(diǎn)時(shí)間來(lái)研究討論一下白天談判的情況。That'll put us both in the picture.這樣雙方都能了解全面的情況。Then we'd have some ideas of what you'll be needing.那么我們就會(huì)心中有點(diǎn)兒數(shù)，知道你們需要什么了。12 I can't say for certain off-hand.我還不能馬上說(shuō)定。It'll be easier for us to get down to facts then.這樣就容易進(jìn)行實(shí)質(zhì)性的談判了。I'm afraid that won't be possible, much as we'd like to.盡管我們很想這樣做，但恐怕不行了。17 We've got to report back to the head office.我們還要回去向總部匯報(bào)情況呢。18 Thank you for you cooperation.謝謝你們的合作。If you have any questions on the details，feel free to ask.如果對(duì)某些細(xì)節(jié)有意見的話，請(qǐng)?zhí)岢鰜?lái)。22 I can see you have put a lot of time into it.我相信你在制定這個(gè)計(jì)劃上一定花了不少精力吧。23 We really wish you'll have a pleasant stay here.我們真誠(chéng)地希望你們?cè)谶@里過得愉快。27 You'll know our products better after this visit.參觀后您會(huì)對(duì)我們的產(chǎn)品有更深的了解。Maybe we could start with the Designing Department.也許我們可以先參觀一下設(shè)計(jì)部門。29 Then we could look at the production line.然后我們?cè)偃タ纯瓷a(chǎn)線。30 These drawings on the wall are process sheets.墻上的圖表是工藝流程表。

They describe how each process goes on to the next.表述著每道工藝間的銜接情況。32 We are running on two shifts.我們實(shí)行的工作是兩班倒。

Almost every process is computerized.幾乎每一道工藝都是由電腦控制的。

The efficiency is greatly raised, and the intensity of labor is decreased.工作效率大大地提高了，而勞動(dòng)強(qiáng)度卻降低了。

All products have to go through five checks in the whole process.所有產(chǎn)品在整個(gè)生產(chǎn)過程中得通過五道質(zhì)量檢查關(guān)。

We believe that the quality is the soul of an enterprise.我們認(rèn)為質(zhì)量是一個(gè)企業(yè)的靈魂。

Therefore, we always put quality as the first consideration.因而，我們總是把質(zhì)量放在第一位來(lái)考慮。38 Quality is even more important than quantity.質(zhì)量比數(shù)量更為

I hope my visit does not cause you too much trouble.我希望這次來(lái)參觀沒有給你們?cè)鎏硖嗟穆闊?1 Is the production line fully automatic? 生產(chǎn)線是全自動(dòng)的嗎？

What kind of quality control do you have? 你們用什么辦法來(lái)控制質(zhì)量呢？

All products have to pass strict inspection before they go out.所有產(chǎn)品出廠前必須要經(jīng)過嚴(yán)格檢查。

The product gives you an edge over your competitors, I guess.我認(rèn)為你們的產(chǎn)品可以使你們勝過競(jìng)爭(zhēng)對(duì)手。47 No one can match us so far as quality is concerned.就質(zhì)量而言，沒有任何廠家能和我們相比。48 I think we may be able to work together in the future.我想也許將來(lái)我們可以合作。49 We are thinking of expanding into the Chinese market.我們想把生意擴(kuò)大到中國(guó)市場(chǎng).50 The purpose of my coming here is to inquire about possibilities of establishing trade relations with your company.我此行的目的正是想探詢與貴公司建立貿(mào)易關(guān)系的可能性。

We would be glad to start business with you.我們很高興能與貴公司建立貿(mào)易往來(lái)。52 I'd appreciate your kind consideration in the coming negotiation.洽談中請(qǐng)你們多加關(guān)照。

We are happy to be of help.我們十分樂意幫助。

I can assure you of our close cooperation.我保證通力合作。

It will take me several hours if I really look at everything.如果全部參觀的話，那得需要好幾個(gè)小時(shí)。57 You may be interested in only some of the items.你也許對(duì)某些產(chǎn)品感興趣。58 I can just have a glance at the rest.剩下的部分我粗略地看一下就可以了。59 They've met with great favor home and abroad.這些產(chǎn)品在國(guó)內(nèi)外很受歡迎。60 All these articles are best selling lines.所有這些產(chǎn)品都是我們的暢銷貨。61 Your desire coincides with ours.我們雙方的愿望都是一致的。62 No wonder you're so experienced.怪不得你這么有經(jīng)驗(yàn)。

I hope to conclude some business with you.我希望能與貴公司建立貿(mào)易關(guān)系。

We also hope to expand our business with you.我們也希望與貴公司擴(kuò)大貿(mào)易往來(lái)。68 This is our common desire.這是我們的共同愿望。

I've read about it, but I'd like to know more about it.我已經(jīng)知道了一點(diǎn)兒，但我還想多了解一些。73 First of all, I will outline the characteristics of our product.首先我將簡(jiǎn)略說(shuō)明我們商品的特性。

When I present my views on the competitive products, I will refer to the patent situation.專利的情況會(huì)在說(shuō)明競(jìng)爭(zhēng)產(chǎn)品時(shí)一并提出。

I would like to ask you a favor.我可以提出一個(gè)要求嗎？

Would you let me know your fax number? 可以告訴我您的傳真機(jī)號(hào)碼嗎？

Would it be too much to ask you to respond to my question by tomorrow? 可以請(qǐng)你在明天以前回復(fù)嗎？ 84 Could you consider accepting our counterproposal? 你能考慮接受我們的反對(duì)案嗎？

I would really appreciate your persuading your management.如果你能說(shuō)服經(jīng)營(yíng)團(tuán)隊(duì)，我會(huì)很感激。86 I would like to suggest that we take a coffee break.我建議我們休息一下喝杯咖啡。

Maybe we should hold off until we have covered item B on our agenda.也許我們應(yīng)該先談?wù)撏闎項(xiàng)議題。88 As a matter of fact, we would like to discuss internally regarding item B.事實(shí)上，我們希望可以先內(nèi)部討論B項(xiàng)議題。

May I propose that we break for coffee now? 我可以提議休息一下，喝杯咖啡嗎？ 90 If you insist, I will comply with your request.如果你堅(jiān)持，我們會(huì)遵照你的要求。

We must stress that these payment terms are very important to us.我們必須強(qiáng)調(diào)這些付款條件對(duì)我們很重要。

Please be aware that this is a crucial issue to us.請(qǐng)了解這一點(diǎn)對(duì)我們至關(guān)重要。

I don't know whether you realize it, but this condition is essential to us.我不知道你是否了解，但是，這個(gè)條件對(duì)我們是必要的。

Our policy is not to grant exclusivity.我們的方針是不授與專賣權(quán)。95 There should always be exceptions to the rule.凡事總有例外。

I don't know whether you care to answer right away.我不知道你是否愿意立即回答。

I have to raise some issues which may be embarrassing.我必須提出一些比較尷尬的問題。100 Sorry, but could you kindly repeat what you just said? 抱歉，你可以重復(fù)剛剛所說(shuō)的嗎？ 101 It would help if you could try to speak a little slower.請(qǐng)你盡量放慢說(shuō)話速度。

Could you please explain the premises of your argument in more detail? 你能詳細(xì)說(shuō)明你們的論據(jù)嗎？

It will help me understand the point you are trying to make.這會(huì)幫助我了解你們的重點(diǎn)。

We cannot proceed any further without receiving your thoughts with respect to the manner of payment.我們?nèi)绻涣私饽銈儗?duì)付款方式的意見，便不能進(jìn)一步檢討。

Actually, my interest was directed more towards what particular markets you foresee for our product.事實(shí)上，我關(guān)心的是貴公司對(duì)我們產(chǎn)品市場(chǎng)的考量。106 We really need more specific information about your technology.我們需要與貴公司技術(shù)相關(guān)更專門的資訊。

Our project must proceed at a reasonably quick tempo.Surely one month is ample time, isn't it? 這個(gè)計(jì)劃必須盡速進(jìn)行。一個(gè)月的時(shí)間應(yīng)該夠了吧？

I will try, but no promises.我會(huì)試試看，但是不敢保證。

I could not catch your question.Could you repeat it, please? 我沒聽清楚你們的問題，你能重復(fù)一次嗎？ 110 The following answer is subject to official confirmation.以下的答案必須再經(jīng)過正式確認(rèn)才有效。111 Let me give you an indication.我可以提示一個(gè)想法。

Please remember this is not to be taken as final.請(qǐng)記得這不是最后的回答。

Let's imagine a hypothetical case where we disagree.讓我們假設(shè)一個(gè)我們不同意的狀況。

Just for argument's sake, suppose we disagree.為了討論各種情形，讓我們假設(shè)我方不同意時(shí)的處理方法。115 There is no such published information.沒有相關(guān)的出版資料。116 Such data is confidential.這樣的資料為機(jī)密資料。

I am not sure such data does exist.我不確定是否有這樣的資料存在。118 It would depend on what is on the list.這要看列表內(nèi)容。119 We need them urgently.我們急需這些資料。

All right.I will send the information on a piecemeal basis as we acquire it.好。我們收齊之后會(huì)立即寄給你。121 I'd like to introduce you to our company.Is there anything in particular you'd like to know? 我將向你介紹我們的公司，你有什么特別想知道的嗎？

I'd like to know some information about the current investment environment in your country? 我想了解一下貴國(guó)的投資環(huán)境。

129We are sure both of us have a brighter future.我們相信雙方都有一個(gè)光明的前景。

How would you like to proceed with the negotiations? 你認(rèn)為該怎樣來(lái)進(jìn)行這次談判呢？

Perhaps you've heard our product's name.Would you like to know more about it? 也許你已聽說(shuō)過我們產(chǎn)品的名稱，你想知道更多一點(diǎn)嗎？

Let me tell you about our product.關(guān)于產(chǎn)品一事讓我向你說(shuō)明。

This is our most recently developed product.這是我們最近開發(fā)的產(chǎn)品。

We'd like to recommend our new home health monitor.我們想推薦我們新的家庭健康監(jiān)測(cè)器。135 That sounds like the product we had in mind.那種產(chǎn)品好像就是我們所想要的。136 I'm sure you'll be pleased with this product.我敢保證你會(huì)喜歡這種產(chǎn)品的。

I'm really positive that this product has all the features you have always wanted.我確信這種產(chǎn)品有各種你所要的款式。

I strongly recommend this product.我強(qiáng)力推薦這種產(chǎn)品。

If I were you, I'd choose this product.如果我是你，我就選擇這種產(chǎn)品。

We've already had a big demand for this product.這種產(chǎn)品我們已有很大的需要求量。141 This product is doing very well in foreign countries.這種產(chǎn)品在國(guó)外很暢銷。

Our product is competitive in the international market.我們的產(chǎn)品在國(guó)際市場(chǎng)上具有競(jìng)爭(zhēng)力。

Let's move on to what makes our product sell so well.讓我來(lái)說(shuō)明是什么原因使我們的產(chǎn)品銷售得那么好。144 Good.That's just what we want to hear.很好，那正是我們想要聽的。

The distinction of our product is its light weight.我們產(chǎn)品的特點(diǎn)就是它很輕。

Our product is lower priced than the competition.我們產(chǎn)品價(jià)格低廉，具有競(jìng)爭(zhēng)力。

Our service, so far, has been very well-received by our customers.到目前為止，顧客對(duì)我們的服務(wù)質(zhì)量評(píng)價(jià)甚高。

One of the real pluses of this product is that it is of very high quality and of compact size.這種產(chǎn)品的真正優(yōu)點(diǎn)之一就是高質(zhì)量和小體積。

Could we see the specifications for the X200? 我們可以看一下X200型的詳細(xì)規(guī)格嗎？ 150Certainly.And we also have test results that we're sure you'd be interested to read.當(dāng)然，同時(shí)我們也有測(cè)試結(jié)果，我們相信你們會(huì)有興趣看的。

151 How about feed-back from your retailers and consumers? 你們的零售商和消費(fèi)者的反映怎樣？ 152 We have that right here in this report.在這份報(bào)告書內(nèi)就有。

153 Could you tell me some more about your market analysis? 請(qǐng)你多告訴我一些你們的市場(chǎng)分析好嗎？ 154 Yes, our market analysis tells us our prime user will be between 40 and 60.好的，我們的市場(chǎng)分析告訴我們，我們產(chǎn)品主要的使用者年齡將在40至60歲。

155 How soon can you have your product ready?你們多久才可以把產(chǎn)品準(zhǔn)備好呢？

156 We certainly expect our product to be available by October 1.我們的產(chǎn)品在可在10月1日前準(zhǔn)備好。157 How did you decide that product was safe?你怎樣決定產(chǎn)品是安全的呢？

158 What's the basis of your belief that the product is safe?你憑什么相信產(chǎn)品是安全的？ 159 I'd like to know how you reached your conclusions.我想知道你們是如何得出結(jié)論的。160 Why don't we go to the office now?為何我們現(xiàn)在不去辦公室呢？

161 I still have some questions concerning our contract.就合同方面我還有些問題要問。

162 We are always willing to cooperate with you and if necessary make some concessions.我們總是愿意合作的，如果需要還可以做些讓步。

163 If you have any comment about these clauses, do not hesitate to make.對(duì)這些條款有何意見，請(qǐng)盡管提，不必客氣。

164 Do you think there is something wrong with the contract?你認(rèn)為合同有問題嗎？

165 We'd like you to consider our request once again.我們希望貴方再次考慮我們的要求。

166 We'd like to clear up some points connected with the technical part of the contract.我們希望搞清楚有關(guān)合同中技術(shù)方面的幾個(gè)問題。

167 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的權(quán)利和義務(wù)方面的談判非常成功。

168 We can't agree with the alterations and amendments to the contract.我們無(wú)法同意對(duì)合同工的變動(dòng)和修改。169 We hope that the next negotiation will be the last one before signing the contract.我們希望下一交談判將是簽訂合同前的最后一輪談判。

170 We don't have any different opinions about the contractual obligations of both parties.就合同雙方要承擔(dān)的義務(wù)方面，我們沒有什么意見。

173 We'll have to discuss about the total contract price.我們不得不討論一下合同的總價(jià)格問題。

177 Would you please read the draft contract and make your comments about the terms?請(qǐng)仔細(xì)閱讀合同草案，并就合同各條款提出你的看法好嗎？]178 When will the contract be ready?合同何時(shí)準(zhǔn)備好？

182 We have agreed on all terms in the contract.Shall we sign it next week?我們對(duì)合同各項(xiàng)條款全無(wú)異議，下周簽合同如何？

183 We had expected much lower prices.我們希望報(bào)價(jià)再低一些。

184 They are still lower than the quotations you can get elsewhere.這些報(bào)價(jià)比其他任何地方都要低得多。185 I can show you other quotations that are lower than yours.我可以把比貴公司報(bào)價(jià)低得多的價(jià)目表給你看看。

186 When you compare the prices, you must take everything into consideration.當(dāng)你在考慮對(duì)比價(jià)格時(shí)，首先必須把一切都要考慮進(jìn)去。

187 I can assure you the prices we offer you are very favorable.我敢保證我們向你提供的價(jià)位是合理的。188 I don't think you'll have any difficulty in pushing sales.我認(rèn)為你推銷時(shí)不會(huì)有任何困難。189 But the market prices are changing frequently.但是市場(chǎng)價(jià)格隨時(shí)都在變化。190 It's up to you to decide.這主要取決于你。

191 The demand for our products has kept rising.要求定購(gòu)我們產(chǎn)品的人越來(lái)越多。

194 I think a joint venture would be beneficial to both of us.我認(rèn)為合資經(jīng)營(yíng)對(duì)雙方都是有利的。195 Please give us your proposal if you're ready for that.如果你們?cè)敢庾龊腺Y經(jīng)營(yíng)，請(qǐng)?zhí)岢瞿愕姆桨浮?96 Please go over it and see if everything is in order.請(qǐng)過目一下，看看是否一切妥當(dāng)。197 Do you have any comment on this clause.你對(duì)這一條款有何看法？

203 Anything else you want to bring up for discussion.你還有什么問題要提出來(lái)供雙方討論的嗎？ 207 I hope no questions about the terms.我看合同的條款沒有什么問題了。

208 It is our permanent principle that contracts are honored and commercial integrity is maintained.重合同、守信用是我們的一貫原則。

209 I'm glad our negotiation has come to a successful conclusion.我很高興這次洽談圓滿成功。

210 I hope this will lead to further business between us.我希望這次交易將使我們之間的貿(mào)易得到進(jìn)一步發(fā)展。211 We'll sign two originals, each in Chinese and English language.我們將要用中文和英語(yǔ)分別簽署兩份原件。212 I am ready to sign the agreement.我已經(jīng)準(zhǔn)備好了簽合同。216 I will keep you posted.我會(huì)與你保持聯(lián)絡(luò)。

220 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(jià)格比其他制造商開價(jià)優(yōu)惠得多。這一點(diǎn)你可以從我們的價(jià)格單看到，所有價(jià)格當(dāng)然要經(jīng)我方確認(rèn)后方有效。

221 We offer you our best prices, at which we have done a lot business with other customers.我們向你們報(bào)最優(yōu)惠價(jià)，按此價(jià)我們已與其他客戶做了大批生意。

222 Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.請(qǐng)告訴我們貴方對(duì)規(guī)格、數(shù)量及包裝的要求，以便我方盡快制定出報(bào)價(jià)。

223 This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.這是價(jià)格表，但只供參考。是否有你特別感興趣的商品？

224 Do you have specific request for packing? Here are the samples of packing available now, you may have a look.你們對(duì)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。

225 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(jià)格是非常有競(jìng)爭(zhēng)力的 226 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。

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

228 My offer was based on reasonable profit, not on wild speculations.我的報(bào)價(jià)以合理利潤(rùn)為依據(jù)，不是漫天要價(jià)。

229 Moreover, we?ve kept the price close to the costs of production.再說(shuō)，這已經(jīng)把價(jià)格壓到生產(chǎn)費(fèi)用的邊緣了。

廣交會(huì)常用外語(yǔ)

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(jī)場(chǎng)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 can over there to take you to your 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(huì)

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.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 客人詢價(jià)

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(bào)價(jià)

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(jià)

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(jià)

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(jià)

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.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.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.參觀工廠

1.You?ll understand our products better if you visit the factory.2.I wonder if you could arrange a visit to the factory.3.Let?s me know when you are free.We will arrange the tour for you.4.I would be pleased to accompany you to the workshops.5.We will drive you to our plant, which is about thirty minutes from here.6.Can I have a brochure of your factory?

7.Here is the product shop;shall we start with the assembly line?

8.All products have to go through five checks during the manufacturing process.9.The production method ahs been improved by introducing advanced technologies.10.It is a pleasure to show our factory to our friends, what is your general impression? 11.It is nice to meet you.Welcome to our factory.12.Shall we rest a while and have a cup of tea before going around?

13.I would like to look over the manufacturing process.How many workshops are there in the factory? 14.Some accessories are made by our associates specializing in these fields.15.It is very kind of you to say so.My associate and I would be interested in visiting your factory.16.We believe that the quality is the soul of an enterprise.17.Would it be possible for me to have a closer look at your samples?

關(guān)于公司的產(chǎn)品說(shuō)明

1.我司所有產(chǎn)品應(yīng)用于柴油車（卡車、客車、工程機(jī)械）

All our products are applied to diesel powered cars, such as truck, coach and engineering machinery.2.我司所有傳感器和儀表是配套生產(chǎn)的

Form a complete production network of sensors and meters.3.主打產(chǎn)品：機(jī)械壓力傳感器

Main product: Mechanical pressure sensor 4.我司擁有完善的試驗(yàn)和設(shè)備保障.We have perfect test& assurance equipments.5．溫度傳感器主要用到恒溫測(cè)試臺(tái)（-20—150℃）

Constant temperature testboard

6．壓力傳感器—激光調(diào)阻機(jī)，拉力測(cè)試儀，彈簧成型機(jī)，校準(zhǔn)測(cè)試臺(tái)

Laser trimming apparatus, Tension test instrument, spring forming machine, calibration testboard 7．燃油傳感器—波峰焊，干簧管成型機(jī)，振動(dòng)測(cè)試臺(tái)，油量電性能測(cè)試臺(tái)

Wave soldering, tongue tube forming machine, vibration testboard, electric performance testboard 8．里程傳感器—回流焊（無(wú)鉛），300℃高溫，標(biāo)準(zhǔn)主要針對(duì)歐洲質(zhì)量體系認(rèn)證;試波器 Solde-reflow, unleaded, high temperature of 300 centidegree, filter teste 9．轉(zhuǎn)速傳感器—全自動(dòng)電腦數(shù)控繞線機(jī)，轉(zhuǎn)速傳感器測(cè)試臺(tái) Automatic numerical winding machine, speed sender testboard 10.鹽霧試驗(yàn)：鍍鋅層，測(cè)試防銹

Salt spray test: zinc coat, test rust prevention 11.振動(dòng)試驗(yàn)

Vibration test: test the performance under running condition 12.高低溫交變濕熱試驗(yàn)(變更范圍-40℃—300℃)High and low temperature alternation test（temperature range: 40 centidegree below zero to 300 centidegree, humid heat test.13.耐磨性測(cè)試，相對(duì)于壓力傳感器而言

Abrasion resistance test, relative to pressure sensor 14.通電老化，高溫老化，油壓老化

Power ageing, high temperature ageing，oil pressure ageing 15.活塞式壓力計(jì)，儀表是用來(lái)測(cè)試傳感器合格與否的，而活塞壓力計(jì)是用來(lái)測(cè)試儀表合格與否。Piston manometer: used for test whether the gauge qualified or not, while the gauge used for test whether the sensor qualified or not.16.油量老化測(cè)試，相對(duì)于油量傳感器 Oil ageing test, relative to fuel sender 17.產(chǎn)品老化校驗(yàn)

Aging checkout of the products 18．壓力開關(guān)的老化校驗(yàn)

Aging checkout of the pressure switch 19．產(chǎn)品完工階段抽檢老化，100%通過才算合格

Sample aging at the stage of completion.Qualified only 100% passing the test 20．大型拋光機(jī)，打磨機(jī)器表層，使之光滑

Large-sized polishing machine, polish the surface of the product, make it smooth 21.拉力測(cè)試，推拉力計(jì)

Tension test, pull and push dynamometer 22.塑料打磨機(jī) Plastic sander 23．電腦自動(dòng)剝線機(jī)

Automatic peeling-wire machine 24．公司花費(fèi)200萬(wàn)購(gòu)置的全套生產(chǎn)制作設(shè)備，由機(jī)器判斷，設(shè)置參數(shù)，實(shí)現(xiàn)了生產(chǎn)過程自動(dòng)化，激光調(diào)阻機(jī)

Full sets of production equipments cost about 2 million RMB, judged and set by machine, achieve the automatic manufacturing process.Laser trimming apparatus 25．工廠目前在生產(chǎn)油量傳感器，氣密性測(cè)試

We are producing fuel sensor at present, test of the gas tightness 26．不銹鋼環(huán)縫焊接，焊接均勻，無(wú)需再拋光

Stainless steel girth welding, weld evenly, no need to polish 27．全自動(dòng)數(shù)控洗床，數(shù)控車床，數(shù)控磨床，打孔，可以快速交樣，單管成型機(jī)，數(shù)控成型

Automatic numerical control miller, numerical control lathe, punch, produce samples immediately, single-tube forming machine, numerical control forming 28.車載MP3的主板部分由我司生產(chǎn)，焊接現(xiàn)由深圳一工廠負(fù)責(zé)，我方已派3-5人前往監(jiān)管。產(chǎn)品會(huì)經(jīng)過高溫，振動(dòng)測(cè)試。

Mainboard of auto MP3 manufactured by us, soldered/welded by a factory in Shenzhen, we have sent five person to supervise.High temperature test, vibration test.

第三篇：展會(huì)商務(wù)禮儀及用語(yǔ)1

展會(huì)商務(wù)禮儀 本次培訓(xùn)內(nèi)容分為三大部分

1、商務(wù)禮儀其各國(guó)風(fēng)俗禁忌

2、展會(huì)接待禮儀

3、展會(huì)常用英語(yǔ)引言 世界上最廉價(jià)，而且能得到最大收益的一項(xiàng)特質(zhì)，就是禮節(jié)。）

一、儀表禮儀 3V信號(hào) 人與人的交流相互傳遞的信號(hào)主要有三種：視覺（VISUEL）、聲音（VOCEL）、語(yǔ)言（VOAL）。第一印象美好的第一印象永遠(yuǎn)不會(huì)有第二次。67%的男人相信一見鐘情。人們見面后5秒鐘內(nèi)就會(huì)對(duì)對(duì)方形成第一印象。PMA 積極的心態(tài)）一個(gè)人能否成功，關(guān)鍵在于他的心態(tài)，成功人士都具有PMA（Positive Mental Attitude。TPO原則 服飾穿戴應(yīng)該符合三個(gè)因素，即時(shí)間（TIME）、地點(diǎn)（PLACE）和場(chǎng)合（OCASSION）。西裝 襯衫 領(lǐng)帶 襪子 紐扣 鞋子 女性西裝 一個(gè)不喜歡看女人穿套裝的男人，不是傻瓜就是腦子有問題。職業(yè)套裝更能顯露出女性高雅氣質(zhì)和獨(dú)特魅力。----韋斯特任德（美時(shí)裝設(shè)計(jì)師）

二、形體語(yǔ)言 姿體禮儀 站如松 坐如鐘 行如風(fēng) OK手勢(shì) 同意（美）零（中、法）給金錢（日、韓）侮辱（巴西、希臘、獨(dú)聯(lián)體）V手勢(shì) 成功（手心向外）侮辱（手背向外）翹起大拇指 夸獎(jiǎng)、稱贊 搭車（英、新西蘭、澳大利亞）滾蛋（希臘）人體近身學(xué) 親密距離（15-46cm個(gè)人距離（46-76cm社交距離（1.2-2.1m-3.6m公眾距離（3.6-7.6m

三、語(yǔ)言禮儀語(yǔ)言禮儀 心誠(chéng)氣溫，氣和辭婉，必能動(dòng)人WHY “為什么人有一張嘴，兩個(gè)耳朵？”聆聽六要素（SOFTEN）微笑（SMILE）注意姿態(tài)（OPEN POSTURE）身體前傾（FORWARD LEAN）音調(diào)（TONE）目光交流（EYE COMMUNICATION）點(diǎn)頭（NOD）學(xué)會(huì)贊美別人真誠(chéng)、慷慨地贊美他人，人人都需要贊美，你我也不例外。----林肯 常見現(xiàn)象?? 90% 的人根本不知道如何寫自薦信，如何著裝，如何對(duì)答。這不只是經(jīng)驗(yàn)不足,而是太缺乏這方面的教育，因?yàn)橹袊?guó)的學(xué)校根本不教授語(yǔ)言交流技巧。國(guó)外大學(xué)和中學(xué)都提倡合作精神 TEAMWORK，通過小組討論，交流意見，共同解題。而在中國(guó)，老師往往反對(duì)小組學(xué)習(xí)，主張獨(dú)立思考。上到中國(guó)領(lǐng)導(dǎo)人，下到黎民百姓，口才缺少魅力，用詞千篇一律，象“再創(chuàng)輝煌”，“與時(shí)俱進(jìn)”，耳朵快聽爛了。中國(guó)與其他國(guó)家團(tuán)隊(duì)的區(qū)別 TEAMThe effective army management團(tuán)隊(duì) 良好的才識(shí)和口才交流技巧差的特征

一、經(jīng)常使用“但是”

二、愛插話，高聲辯論

三、總說(shuō)不，不知道

四、無(wú)故貶低對(duì)方

五、面無(wú)表情，沒反映 六：目光斜視，心不在焉

七、用詞怪僻，說(shuō)話絕對(duì)或模棱

兩可

四、商務(wù)禮儀 主席臺(tái)座次 在人與人的交往中，禮儀越周到越保險(xiǎn)。托.卡萊爾（英）談判座位 A-B1：社交式 A-B2：合作式 A-B3：對(duì)抗式 A-B4：獨(dú)立式 數(shù)字禁忌 西方人不喜歡13，尤其既是13號(hào)又是星期五的那一天。英美的門牌號(hào)、旅館房號(hào)、層號(hào)、宴會(huì)桌號(hào)都要避開13。非洲的加納、埃及，亞洲的巴基斯坦、阿富汗、新加坡及拉美一些國(guó)家也不大喜歡13。日本人不喜歡數(shù)字4。花卉禁忌荷花在日本僅用于祭奠； 郁金香在土耳其表示愛情，但德國(guó)人則相反。菊花是日本皇室專用花，而在比利時(shí)、意大利和法國(guó)人眼中，菊花只能在墓地或靈前使用。在法國(guó)，康乃馨表示不幸； 不能將菊花、杜鵑花、山竹花和黃色的花獻(xiàn)給客人。宗教禁忌 中東地區(qū)伊斯蘭教禁食豬肉、酒。伊斯蘭教徒每天要做五次祈禱，這時(shí)外來(lái)人絕不能干擾。在泰國(guó)神像都是神圣的，不準(zhǔn)拍照。在進(jìn)入日本的神社或寺院的房舍之前，則應(yīng)脫掉鞋帽和圍巾。禮品禁忌紅玫瑰只送給情人，送花一般送單數(shù)。印度教徒不能送牛皮制品，伊斯蘭教徒不能送豬皮制品和酒。禮物必須包裝，并去除價(jià)簽。日、韓忌諱4，12被認(rèn)為“買一打便宜”。送食物會(huì)被認(rèn)為招待不足。

五、部分國(guó)家談判風(fēng)格與禁忌美國(guó)態(tài)度熱情，外露奔放 喜歡“一攬子”交易 貨好不會(huì)降價(jià) 重視律師，崇尚合同 美國(guó) 在歐美各國(guó)嚴(yán)禁隨地吐痰和亂丟垃圾，違者必罰，沒有例外。?有些西方人也忌三，特別是點(diǎn)煙的時(shí)候，不論你用火柴還是打火機(jī)給他們點(diǎn)煙，點(diǎn)到?第三個(gè)人時(shí)，他們往往會(huì)面呈難色，有的人甚至?xí)卸Y貌的拒絕。忌諱別人沖他伸舌頭，認(rèn)為這種舉止是侮辱人的動(dòng)作 忌諱數(shù)字“13” “星期五”等 忌諱問個(gè)人收入及財(cái)產(chǎn)情況，忌諱問女性婚否、年齡 忌諱服裝純黑色 英國(guó)嚴(yán)肅刻板，思想保守 傲慢自負(fù)，延遲交貨 英國(guó) 忌諱用人像、大象、孔雀作服飾圖案和商品裝潢。他們認(rèn)為大象是愚笨的，孔雀是淫鳥、禍鳥，連孔雀開屏也被認(rèn)為是自我吹噓和炫耀。忌諱“13”這個(gè)數(shù)字。還忌諱“3”這個(gè)數(shù)字，忌諱用同一根火柴給第3個(gè)人點(diǎn)煙。和英國(guó)人坐著談話忌諱兩腿張得過寬，更不能蹺起二郎腿。如果站著談話不能把手插入衣袋。忌諱當(dāng)著他們的面耳語(yǔ)和拍打肩背。忌諱有人用手捂著嘴看著他們笑，認(rèn)為這是嘲笑人的舉止。忌諱送人百合花，他們認(rèn)為百合花意味著死亡法國(guó)要求別人守約 重視人際關(guān)系 決策者個(gè)人權(quán)力較大 簽定合同草率 8月不談生意 法國(guó) 忌諱的色彩主要是黃色與墨綠色。法國(guó)人所忌諱的數(shù)字是“13”與“星期五”。在人際交往之中，法國(guó)人對(duì)禮物十

分看重，但又有其特別的講究。宜選具有藝術(shù)品味和紀(jì)念意義的物品，不宜以刀、劍、剪、餐具或是帶有明顯的廣告標(biāo)志的物品。男士向一般關(guān)系的女士贈(zèng)送香水，也是不合適的。在接受禮品時(shí)若不當(dāng)著送禮者的面打開其包裝，則是一種無(wú)禮的表現(xiàn)。在法國(guó)，康乃馨表示不幸德國(guó)擅長(zhǎng)商務(wù)談判 重合同，守信用 不在晚上談判 德國(guó) 對(duì)于“13”與“星期五”，德國(guó)人極度厭惡。他們對(duì)于四個(gè)人交叉握手，或在交際場(chǎng)合進(jìn)行交叉談話，也比較反感。因?yàn)檫@兩種作法，都被他們看作是不禮貌的。

向德國(guó)人贈(zèng)送禮品時(shí)，不宜選擇刀、劍、剪、餐刀和餐叉。以褐色、白色、黑色的包裝紙和彩帶包裝、捆扎禮品，也是不允許的。

與德國(guó)人交談時(shí)，不宜涉及納粹、宗教與黨派之爭(zhēng)。在公共場(chǎng)合竊竊私語(yǔ)，德國(guó)人認(rèn)為是十分無(wú)禮的。日本禮儀周全 通過中間人辦事 重視翻譯、影像等材料 不愿與年輕人談判日本 櫻花是日本的國(guó)花，荷花則僅用于喪葬活動(dòng)。日本人大都喜愛白色與黃色。厭惡綠色和紫色。在日本，綠色與紫色都具有不祥與悲傷的意味。日本人有著敬重“7”這一數(shù)字的習(xí)俗?？墒菍?duì)于“4”與“9”卻視為甚為不吉。日本人很愛給人送小禮物。日本人覺得注視對(duì)方雙眼是失禮的。因此，他們絕不會(huì)直勾勾地盯視對(duì)方。阿拉伯節(jié)奏緩慢 不速之客常常打斷談判 不輕易表示否定阿拉伯不能雙手交叉著說(shuō)話 說(shuō)話或跟對(duì)方面對(duì)面的時(shí)候，在中東、近東諸國(guó)有個(gè)習(xí)慣：不可以雙手交叉。在中東、近東地區(qū)把這看得比較嚴(yán)重，認(rèn)為是“侮辱”或是“挑戰(zhàn)”。洋娃娃不能當(dāng)禮物 回教徒嚴(yán)禁偶像崇拜。在中東諸國(guó)，洋娃娃等外形類似人像的東西，因此在這些國(guó)家，您絕不能以洋娃娃當(dāng)禮物，否則會(huì)被誤以為瞧不起他們的宗教。禁穿有星星圖案的衣服 埃及、阿拉伯諸國(guó)對(duì)穿星星圖案衣服的人反應(yīng)強(qiáng)烈，很是不滿。原因是，其政治上的對(duì)手以色列國(guó)旗以星星做圖案。除了衣服，有星星圖案的包裝紙也不受歡迎。不送酒 科威特、埃及、阿拉伯聯(lián)合酋長(zhǎng)國(guó)、阿富汗、黎巴嫩等國(guó)的宗教是禁酒的，對(duì)他們來(lái)說(shuō)喝酒是直通罪惡的途徑。對(duì)禁酒成習(xí)的教徒，應(yīng)避免贈(zèng)送酒類，因?yàn)檫@種行為無(wú)異公然勸他破戒，絕對(duì)不能做朝鮮 朝鮮人對(duì)即杜鵑花有著特殊的感情，認(rèn)為是其民族的化身，并且象

征著繁榮昌盛，幸福永存，因此將她作為國(guó)花。朝鮮人普遍崇拜太陽(yáng)神，認(rèn)為白色代表陽(yáng)光，所以他們對(duì)白色厚愛。朝鮮人很不喜歡“4”這個(gè)數(shù)字，因?yàn)樗陌l(fā)音與“死”類似，被視為只會(huì)預(yù)示著厄運(yùn)。朝鮮人遞接?xùn)|西以用雙手為佳。在他人面前，不得吐痰、擤鼻涕、掏耳朵。印度習(xí)俗禁忌 印度人崇拜藍(lán)孔雀和黃牛，舉國(guó)敬牛、愛牛，不打牛、不殺牛、不使用牛皮制品。虔誠(chéng)的印度教教徒有早睡早起的習(xí)慣。每年封齋三天，白天不可進(jìn)食。印度教教徒還認(rèn)為“入河沐浴，可消罪過”。在印度南部的一些地方，人們慣于以搖頭表示同意。印度人忌諱白色，忌諱彎月圖案，忌諱送人百合花。

巴基斯坦 巴基斯坦人飲食禁忌為不吃豬肉、自死亡物、動(dòng)物的血和非按教規(guī)宰殺之物，不吃母雞、甲魚、螃蟹、海狗、禾花雀，不吃魚肚和海參。不飲用酒和含有酒精的一切飲料。巴基斯坦人認(rèn)為黑色象征著消極?！?3”和“420”代表災(zāi)難與厄運(yùn)。巴基斯坦人往往星期五不辦公。不歡迎的禮品有酒、豬皮或豬鬃制品、帶有女性圖片的書刊和雕塑印度尼西亞 印度尼西亞國(guó)花是茉莉花。印度尼西亞人有敬蛇之習(xí)。他們將蛇視為“智慧”、“本領(lǐng)”、“德性”的象征，對(duì)虎非常崇拜，甚至將其稱為“祖宗”。印度尼西亞人認(rèn)為人的頭部神圣不可冒犯，故不要撫摸印度尼西亞小孩的頭部。客人就座雙腳平放在地，不可翹腳。菲律賓菲律賓人最喜歡茉莉花，被確定為國(guó)花，并被視為革命和自由的象征，還是表達(dá)愛情的信物。菲律賓的國(guó)樹、國(guó)果和國(guó)石，分別是納拉樹、芒果和珍珠。紅色與茶色被菲律賓人視為不祥之色，白色則受其珍愛。

菲律賓人喜歡在登門拜訪時(shí)贈(zèng)送一些禮品。工藝品、酒類、糖果、水果等等。接受禮品時(shí)，菲律賓人通常是不會(huì)當(dāng)場(chǎng)打開包裝。菲律賓人認(rèn)為，“13”這一數(shù)字是厄運(yùn)、災(zāi)難的象征，因此對(duì)它諱莫如深。他們還認(rèn)為，人的左手是不干凈的，所以不可以之接觸他人。拜訪菲律賓人時(shí)，進(jìn)門前脫鞋，不要窺視主人的臥室和廚房。

六、展會(huì)接待禮儀 展會(huì)上，對(duì)買家與專業(yè)觀眾，不要以貌取人。展覽會(huì)上唯一要注重儀表的是參展單位的工作人員，客戶都會(huì)按自己的意愿盡量穿著隨便些，如牛仔褲、

第四篇：展會(huì)介紹解讀

展 會(huì) 介 紹

一、境內(nèi)展

1、第六屆中國(guó)國(guó)際中小企業(yè)博覽會(huì)

中國(guó)國(guó)際中小企業(yè)博覽會(huì)是通過UFI（全球展覽業(yè)協(xié)會(huì)）認(rèn)證的國(guó)際性綜合展會(huì)，由工業(yè)和信息化部、國(guó)家發(fā)展和改革委員會(huì)、財(cái)政部、商務(wù)部、國(guó)家工商行政管理總局、國(guó)家質(zhì)量監(jiān)督檢驗(yàn)檢疫總局、中國(guó)銀行業(yè)監(jiān)督管理委員會(huì)、廣東省人民政府等共同主辦，旨在為國(guó)內(nèi)外中小企業(yè)構(gòu)建一個(gè)“展示、交易、交流、合作”的平臺(tái)，推動(dòng)我國(guó)中小企業(yè)與世界各國(guó)（地區(qū)）中小企業(yè)的交流和合作，促進(jìn)我國(guó)中小企業(yè)健康發(fā)展。

2008年舉辦的第五屆中博會(huì)共有3713家中小企業(yè)參展（其中境外企業(yè)963家）,展位6068個(gè)（其中境外企業(yè)展位1500個(gè)）。除設(shè)立電子信息、家用電器、機(jī)械裝備、陶瓷建材、食品藥品、玩具工藝品、家具燈飾、紡織服裝、鞋帽箱包等展區(qū)以外,還設(shè)有中小企業(yè)服務(wù)業(yè)館2個(gè),包括金融、電信、流通、零售連鎖等多個(gè)與中小企業(yè)密切相關(guān)的服務(wù)業(yè)展區(qū)；境外展館3個(gè),包括韓國(guó)館、亞歐中小企業(yè)合作交流館、國(guó)際及港澳臺(tái)館。據(jù)統(tǒng)計(jì),展會(huì)期間共有來(lái)自58個(gè)國(guó)家和地區(qū)共27.46萬(wàn)人次到場(chǎng)參觀、洽談、采購(gòu),其中客商13.5萬(wàn)人,包括海外客商5,914人次,合作洽談項(xiàng)目共12,241個(gè)。

第六屆中博會(huì)將于2009年9月舉辦，目前大會(huì)已與西班牙簽署聯(lián)合主辦第六屆中博會(huì)的備忘錄，西班牙將是繼法國(guó)、意大利、日本、韓國(guó)之后的第五個(gè)中博會(huì)主賓國(guó)。

時(shí)間：2009年9月

地點(diǎn)：廣州市國(guó)際會(huì)議展覽中心

展覽內(nèi)容：我市將重點(diǎn)組織機(jī)械裝備、食品藥品行業(yè)的企業(yè)參展 展位費(fèi)用：每個(gè)標(biāo)準(zhǔn)展位6800元，由國(guó)家、省、市三級(jí)全額進(jìn)行補(bǔ)貼。

2、2009 中國(guó)國(guó)際工業(yè)博覽會(huì)

中國(guó)國(guó)際工業(yè)博覽會(huì)是經(jīng)國(guó)務(wù)院批準(zhǔn)，由國(guó)家發(fā)展和改革委員會(huì)、商務(wù)部、工業(yè)和信息化部、科學(xué)技術(shù)部、教育部、中國(guó)科學(xué)院、中國(guó)工程院、中國(guó)國(guó)際貿(mào)易促進(jìn)委員會(huì)和上海市人民政府共同主辦，中國(guó)機(jī)械工業(yè)聯(lián)合會(huì)協(xié)辦，上海世博(集團(tuán))有限公司承辦的國(guó)家級(jí)、國(guó)際性的大型工業(yè)博覽會(huì)，是中國(guó)最具影響力的國(guó)際工業(yè)品牌展，也是促進(jìn)中外經(jīng)濟(jì)技術(shù)合作交流的重要窗口和平臺(tái)。

2008工博會(huì)展覽總面積12.1萬(wàn)平方米，參展企業(yè)1816家，其中境外企業(yè)473家，來(lái)自24個(gè)國(guó)家和地區(qū)，境外企業(yè)占全部展覽面積比為31%。工博會(huì)期間同期舉行了70多場(chǎng)論壇或活動(dòng)。

時(shí)間：2009年11月3-7日 地點(diǎn)：上海新國(guó)際博覽中心

展覽內(nèi)容：數(shù)控機(jī)床與金屬加工展、工業(yè)自動(dòng)化展、環(huán)保技術(shù)與設(shè)備展、信息與通訊技術(shù)應(yīng)用展、能源展、科技創(chuàng)新展、航空航天展

展位費(fèi)用：每個(gè)標(biāo)準(zhǔn)展位8000元，每平方米空地800元。

二、境外展 1、2009中國(guó)湖北—莫桑比克貿(mào)易投資展覽會(huì)

為進(jìn)一步擴(kuò)大非洲市場(chǎng)，擴(kuò)大對(duì)非洲貿(mào)易與合作，湖北省政府定于2009年2月在莫桑比克舉辦展覽會(huì)。該展由湖北省人民政府和莫桑比克工業(yè)與貿(mào)易部共同主辦，湖北省貿(mào)促會(huì)、莫桑比克出口促進(jìn)中心承辦。

時(shí)間：2009年2月19日—22日 地點(diǎn)：莫桑比克馬普托市

展覽內(nèi)容：紡織服裝、輕工、家用電器、機(jī)電產(chǎn)品、五金建材、農(nóng)用機(jī)械、汽車零部件、太陽(yáng)能熱水器、太陽(yáng)能節(jié)能產(chǎn)品、家具等。

展位費(fèi)用：由省政府免費(fèi)提供展位 2、2009印度國(guó)際機(jī)械工業(yè)展覽會(huì)

2009印度國(guó)際機(jī)械工業(yè)展覽會(huì)是由國(guó)家商務(wù)部外貿(mào)發(fā)展事務(wù)局、中國(guó)機(jī)械 設(shè)備進(jìn)出口總公司、世展展覽集團(tuán)聯(lián)合主辦的印度首個(gè)國(guó)際性機(jī)械、工業(yè)類專業(yè)貿(mào)易展覽會(huì)。2007年5月，首屆展會(huì)成功召開，共設(shè)有180個(gè)展位近4000平米展出面積，吸引了來(lái)自印度超過5000名專業(yè)采購(gòu)商參觀，展會(huì)效果也獲得各方的好評(píng)。2008年5月,第二屆展會(huì)再次成功舉辦, 來(lái)自中國(guó)、印度、德國(guó)等地的超過100家參展企業(yè)展出機(jī)械設(shè)備, 共有超過4000名專業(yè)觀眾到場(chǎng)參觀洽談.展會(huì)不僅在客商參與人數(shù)及意向成交額方面取得了巨大成功，而且對(duì)印度知名企業(yè)的機(jī)械生產(chǎn)和流通產(chǎn)生了重要影響，引起了印度采購(gòu)商、行業(yè)協(xié)會(huì)及商會(huì)的濃厚興趣。

繼2007年2008年兩次成功舉辦印度國(guó)際機(jī)械展后，展會(huì)將再次在印度的第一大城市---孟買的BEC展覽中心舉辦。屆時(shí)將有來(lái)自中國(guó)、中國(guó)臺(tái)灣、韓國(guó)、東南亞、歐洲及印度等地企業(yè)參展，預(yù)計(jì)展覽面積超過上屆展會(huì)，達(dá)到5000平方米。其中商務(wù)部將為中國(guó)大陸的參展企業(yè)提供“中小企業(yè)海外市場(chǎng)開拓資金”補(bǔ)助。

時(shí)間：2009年5月12日到15日 地點(diǎn)：印度孟買

展覽內(nèi)容：機(jī)床及金屬加工設(shè)備、配件及工具；塑料、包裝、印刷機(jī)械設(shè)備、材料及配件；紡織機(jī)械設(shè)備、材料及配件；化工機(jī)械設(shè)備、材料及配件；建筑機(jī)械、工程機(jī)械設(shè)備、材料及配件；搬運(yùn)機(jī)械及設(shè)備；農(nóng)用機(jī)械及設(shè)備；電工設(shè)備及相關(guān)系統(tǒng)、配件、附加設(shè)施；食品機(jī)械、木工機(jī)械、制鞋機(jī)械、發(fā)電機(jī)及其它機(jī)械、設(shè)備和材料、配件等。

展位費(fèi)用：標(biāo)準(zhǔn)展位費(fèi)（3X3平方米）：￥23，000元/展位；光地（最少18平方米）：￥2，300元/平米；報(bào)名費(fèi)：￥2000/參展企業(yè)

3、慕尼黑國(guó)際應(yīng)用激光、光電技術(shù)貿(mào)易博覽會(huì)

慕尼黑國(guó)際應(yīng)用激光、光電技術(shù)貿(mào)易博覽會(huì)（LASER-World of Photonics）系由德國(guó)著名的慕尼黑國(guó)際博覽會(huì)集團(tuán)公司（MMG）主辦的全球唯一覆蓋整個(gè)光電子行業(yè)所有門類、展示最尖端科技的專業(yè)光電博覽會(huì)。屆時(shí)將有來(lái)自世界各地的上千家光電子企業(yè)齊聚慕尼黑新國(guó)際博覽中心。各種設(shè)計(jì)新穎、科技領(lǐng)先的新 產(chǎn)品、全新的解決方案和緊跟世界潮流的應(yīng)用技術(shù)將紛紛登臺(tái)亮相。同時(shí)為數(shù)眾多的投資、貿(mào)易商的進(jìn)場(chǎng)觀展將為先進(jìn)的科學(xué)技術(shù)轉(zhuǎn)換成現(xiàn)實(shí)的生產(chǎn)力鋪平道路。

時(shí)間：2009年6月15-18日 地點(diǎn)：德國(guó)慕尼黑

展覽內(nèi)容：激光及光電子、光學(xué)元件、光學(xué)制造技術(shù)、感應(yīng)器件、光學(xué)測(cè)試測(cè)量技術(shù)、光學(xué)成像、生產(chǎn)工程設(shè)計(jì)、激光在醫(yī)療行業(yè)的應(yīng)用技術(shù)。

展位費(fèi)用：38000元人民幣/9m2 4、2009年美國(guó)食品科技展（簡(jiǎn)稱IFT FOOD EXPO）

美國(guó)食品科技展覽會(huì)IFT由美國(guó)食品科學(xué)學(xué)會(huì)(Institute of Food Technologists)主辦，每年在美國(guó)不同的城市輪流舉辦。該展覽會(huì)有著悠久的歷史，迄今已舉辦第67屆。它是美洲地區(qū)規(guī)模最大的國(guó)際食品添加劑、食品配料及科技方面的專業(yè)展和行業(yè)盛會(huì)，及時(shí)地反映了食品行業(yè)全球科技成果轉(zhuǎn)化為產(chǎn)品的最新情況，反映了食品工業(yè)發(fā)展的方向和動(dòng)態(tài)，代表了世界食品科技工業(yè)發(fā)展趨勢(shì)。

時(shí)間：2009年6月7日---9日 地點(diǎn)：美國(guó)洛杉磯阿納海姆中央展覽館

展覽內(nèi)容：氨基酸及衍生物、烘焙產(chǎn)品、谷類制品、蛋制品、脂類及精制油、水果產(chǎn)品、肉類食品、奶制品、有機(jī)配料、大豆制品、蔬菜制品、香料香精、甜味劑、著色劑、芳香劑、穩(wěn)定劑、乳化劑、增味劑、營(yíng)養(yǎng)強(qiáng)化劑、防腐劑、飲料等。

展位費(fèi)用：35900元人民幣/9m2 5、09年世界醫(yī)藥原料展覽會(huì)

世界上規(guī)模最大的醫(yī)藥原料展覽會(huì)，在歐洲各國(guó)巡回展出，每年一屆，每屆參展商在一千家左右。

在過去的五年里，CPHI增長(zhǎng)的40%來(lái)自歐洲之外，其中亞洲占25%，美洲占 10%。這項(xiàng)統(tǒng)計(jì)清楚地表明了CPHI在世界領(lǐng)域的增長(zhǎng)。CPHI的增長(zhǎng)反映了過去十年醫(yī)藥工業(yè)的發(fā)展，也證實(shí)了CPHI在此工業(yè)內(nèi)的重要作用。CPHI不但擴(kuò)展到了醫(yī)藥工業(yè)的全新的分支，而且擴(kuò)展到全球。盡管最大的醫(yī)藥工業(yè)仍在西歐、美國(guó)和日本，但在幾乎每個(gè)國(guó)家都有扮演重要角色的企業(yè)。同時(shí)，技術(shù)變得更加容易獲得，因?yàn)楹芏喙镜难酃獠痪窒抻谀承┐笫袌?chǎng)，它們?cè)谑澜缑總€(gè)角落尋找合作伙伴，尋找實(shí)施自身發(fā)展戰(zhàn)略的最佳切入點(diǎn)。

時(shí)間：10月12-10月15日 地點(diǎn)：西班牙馬德里

展品內(nèi)容：活性配料；生物堿；氨基酸；抗生素；抗菌防腐劑；生物酶；調(diào)味及香精；荷爾蒙及合成品；微型膠囊；植物及動(dòng)物提取物；溶化劑；懸浮及粘性增加劑；保濕劑；抗氧化劑；生物催化劑；大宗醫(yī)藥原料；藥用膠囊；乳化劑和溶解劑；藥茶；賦型劑；中間體；精細(xì)化工；神經(jīng)膠質(zhì)；藥用植物；血清及疫苗；栓劑；片劑等。

展位費(fèi)用：約55000元人民幣/9m2 6、2009歐洲機(jī)床展

EMO是由歐洲機(jī)床工業(yè)合作委員會(huì)（CECIMO）發(fā)起和贊助的，創(chuàng)立于1951年，已經(jīng)成功舉辦了十六屆，每?jī)赡昱e辦一屆，在歐洲的兩大著名展覽城市按照“漢諾威—漢諾威—米蘭”的模式巡回展出。EMO是世界上第一流的機(jī)械制造技術(shù)專業(yè)展覽會(huì)。EMO是以其展覽規(guī)模全球最大，展品種類豐富，展品水平引領(lǐng)世界，參觀客商檔次最高而聞名于世的。它是國(guó)際機(jī)床行業(yè)的窗口，是國(guó)際機(jī)床市場(chǎng)的縮影和晴雨表，是中國(guó)機(jī)床工具企業(yè)通往世界的最佳市場(chǎng)平臺(tái)。

時(shí)間：2009年10月5-10日 地點(diǎn)：意大利米蘭 展覽內(nèi)容：

機(jī)床：車床、鉆床、鏜床、銑床加工中心、柔性加工單元、系統(tǒng)運(yùn)輸機(jī)械、動(dòng)力頭、磨床工具、雕刻機(jī)、教學(xué)用機(jī)床、并聯(lián)機(jī)床、顯微機(jī)械加工等；

其它機(jī)器：焊接與氣割、熱處理、表面處理、表面拋光、高速仿形； 工具 ；

零部件，機(jī)床附件E制造及加工自動(dòng)化； Metrology 度量 服務(wù)

展位費(fèi)用：約40000元人民幣/9m2 7、2009年歐亞國(guó)際消費(fèi)類電子、信息及通信展覽會(huì)

CeBIT Bilisim eurAsia 是歐亞地區(qū)規(guī)模最大的信息電子貿(mào)易展覽會(huì)。作為全球最具影響力的ICT盛會(huì)CeBIT在土耳其的系列展，其瞄準(zhǔn)東歐、中東、歐亞大陸及土耳其本國(guó)的巨大潛力市場(chǎng)；并憑借CeBIT的著名品牌和漢諾威展覽公司成熟的運(yùn)作經(jīng)驗(yàn)，成為該地區(qū)無(wú)法替代的優(yōu)質(zhì)貿(mào)易平臺(tái)。

時(shí)間：2009年10月 地點(diǎn)：土耳其伊斯坦布爾 展覽內(nèi)容：

計(jì)算機(jī)、配件及周邊設(shè)備；

通信、網(wǎng)絡(luò)設(shè)備和系統(tǒng)：固網(wǎng)通訊系統(tǒng)、移動(dòng)通訊系統(tǒng)、英特網(wǎng)、3G通訊解決方案；

金融設(shè)備和系統(tǒng)：銀行裝備、裝置及技術(shù)設(shè)備；金融服務(wù)的整體解決方案；銀行設(shè)備；電子及移動(dòng)金融服務(wù)；現(xiàn)金管理系統(tǒng)；金融咨詢服務(wù)；銀行財(cái)政系統(tǒng)；資本世界；

數(shù)碼娛樂、家庭消費(fèi)電子：數(shù)碼影像、辦公自動(dòng)化；計(jì)算機(jī)（個(gè)人電腦、筆記本、PDA）；計(jì)算機(jī)配件及部件；存儲(chǔ)、計(jì)算機(jī)周邊、數(shù)碼電子；顯示技術(shù)；主板及配件；聲卡、顯卡；數(shù)碼娛樂、消費(fèi)電子產(chǎn)品；

電子商務(wù)、電子政務(wù)解決方案； 軟件及服務(wù)。

展位費(fèi)用：約40000元人民幣/9m2

8、美國(guó)拉斯維加斯國(guó)際汽車零部件及售后服務(wù)展覽會(huì)

美國(guó)拉斯維加斯國(guó)際汽車零部件及售后服務(wù)展覽會(huì)每年舉辦一次，是美國(guó)著名的專業(yè)展覽會(huì)之一，該展覽會(huì)被稱為世界最大的商務(wù)對(duì)商務(wù)展覽會(huì)。主辦單位為美國(guó)汽車零部件協(xié)會(huì)（APAA）、美國(guó)汽車維修服務(wù)業(yè)協(xié)會(huì)（ASIA）和美國(guó)汽車與設(shè)備商（MEMA）。是進(jìn)軍北美及歐洲汽配市場(chǎng)的必經(jīng)之路。

時(shí)間：2009年11月3日－11月6日 地點(diǎn)：美國(guó)拉斯維加斯Sands Expo Center 參展范圍：汽車零配件、各類輪胎、空調(diào)、汽車音響、防盜產(chǎn)品、電子設(shè)備、蓄電池、安全帶、制動(dòng)器零件、底盤、離合器、冷卻系統(tǒng)、傳動(dòng)及變速器、金屬構(gòu)件、重型車輛部件及附件、提升設(shè)備、服務(wù)設(shè)備、調(diào)試設(shè)備、車輛維修工具和設(shè)備、維修車間設(shè)備、汽車燈具及汽車美容用品等。

展覽攤位：40000元人民幣/9m2

第五篇：展會(huì)業(yè)務(wù)流程解讀

一.接洽階段 獲取參展客戶信息 上門拜訪客戶 取得客戶參展相關(guān)資料 明確設(shè)計(jì)圖交付日期 二.設(shè)計(jì)階段

與設(shè)計(jì)師溝通并即時(shí)同客戶進(jìn)行展位設(shè)計(jì)的交流 向客戶交付設(shè)計(jì)初稿、設(shè)計(jì)說(shuō)明、工程報(bào)價(jià) 研究客戶反饋意見并再次修改 交付最后定稿之設(shè)計(jì)圖及工程報(bào)價(jià) 三.簽約階段 同客戶確定工程價(jià)格 明確同客戶的相互配合要求 簽定合同 四.制作階段

根據(jù)部門工作單完成制作及準(zhǔn)備工作 安排客戶到工廠實(shí)地察看制作及準(zhǔn)備情況 完成主辦、主場(chǎng)、展館等各項(xiàng)手續(xù) 五.現(xiàn)場(chǎng)施工階段

現(xiàn)場(chǎng)展位搭建

處理現(xiàn)場(chǎng)追加、變更項(xiàng)目 配合客戶展品進(jìn)場(chǎng) 客戶驗(yàn)收

六.展會(huì)期間及撤場(chǎng)階段

安排展會(huì)期間現(xiàn)場(chǎng)應(yīng)急服務(wù)和增值服務(wù) 配合客戶展品離場(chǎng) 現(xiàn)場(chǎng)拆除 七.后續(xù)跟蹤服務(wù) 展會(huì)的后續(xù)總結(jié)報(bào)告

為客戶提供行業(yè)會(huì)展信息和分析 邀請(qǐng)客戶參觀公司其他服務(wù)案例 一.項(xiàng)目接洽階段

1.獲取參展客戶信息:以下一些渠道是有可能幫助獲得最初步的客戶信息的。市場(chǎng)部將在前期對(duì)國(guó)內(nèi)的主要會(huì)展信息列出一 個(gè)比較詳細(xì)的表格(按照行業(yè)和區(qū)域進(jìn)行分類, 并根據(jù)特裝比例對(duì)其展覽裝飾服務(wù)需要進(jìn)行初步的劃定 , 業(yè)務(wù)部門可以根據(jù)各 自的優(yōu)勢(shì)和以往資源,有側(cè)重地選擇哪個(gè)展會(huì)開展業(yè)務(wù)。

上屆展覽會(huì)的會(huì)刊——一般比較成熟和已經(jīng)固定的展會(huì),行業(yè)中的主要廠商基本上會(huì)繼續(xù)參展,所以上屆會(huì)刊是很好的 渠道。會(huì)刊資料往往登載有平面圖(可以看出是否展位屬于特裝,一般面積在 36平米以上是需要特別布置的、展商的聯(lián)系

方式和簡(jiǎn)介(有些展會(huì)也會(huì)把公司的展會(huì)負(fù)責(zé)人姓名登在上面。會(huì)刊資料可以配合現(xiàn)場(chǎng)實(shí)景照片進(jìn)行比較,今后市場(chǎng)部將 對(duì)重要展會(huì)的所有特裝展位進(jìn)行拍攝存檔(數(shù)碼相片統(tǒng)一存放路徑電腦備份、相片紙打印編號(hào)存檔以方便查閱。

展會(huì)專設(shè)網(wǎng)站——比較有規(guī)模的展會(huì)基本上建有專門的網(wǎng)頁(yè),一般有對(duì)下屆展會(huì)的宣傳和以往展覽的回顧,有些不僅會(huì) 列出上屆的展商,為顯示其展會(huì)效益,網(wǎng)上也上傳一些布置得挺美觀的展位照片。

行業(yè)資訊媒體——行業(yè)資訊媒體比較熟悉其行業(yè)的展會(huì)和廠商,有些專門的采訪類欄目,類似展會(huì)快報(bào)的性質(zhì),里面有 參展商市場(chǎng)宣傳方面的負(fù)責(zé)人信息。

正在服務(wù)客戶的參展商手冊(cè)和平面圖——如果在每次展會(huì)上有我們的客戶參展,最好能夠通過他們獲得展位平面圖(在 為新客戶服務(wù)時(shí)也要盡可能獲得所有展商的平面圖,上面是最新的參展商,該屆展會(huì)的特裝客戶可以一目了然。

2.上門拜訪客戶 :會(huì)展行業(yè)的業(yè)務(wù)特殊性在于它的客戶是確定的,只是客戶選擇不同的供應(yīng)商而已。很多的客戶會(huì)進(jìn)行邀稿 競(jìng)標(biāo),這些是我們可以進(jìn)入的,有些供應(yīng)商關(guān)系已經(jīng)固定的客戶我們可以以后通過機(jī)會(huì)再進(jìn)入。目前聯(lián)智公司在會(huì)議整合上 優(yōu)勢(shì)明顯,有品牌知名度,但在展覽上所做的市場(chǎng)宣傳不多,沒有很明顯的優(yōu)勢(shì),要向直接客戶展開展覽投標(biāo),就很需要前 期主動(dòng)聯(lián)系。很多時(shí)候,確實(shí)要參展的特裝客戶是需要展覽服務(wù)的,可以進(jìn)行登門拜訪的。

通過對(duì)客戶的交談,詳細(xì)了解客戶的意圖,明確客戶希望展示的主題,偏愛色調(diào),是否開辟洽談區(qū),需要媒介設(shè)備等。有些客戶會(huì)提供他們的公司介紹給我司,但即便有對(duì)方的公司介紹。通過交流,我們可以得知其以往的展臺(tái)情況,特別是為 什么會(huì)放棄原有的合作關(guān)系,有哪些地方是不滿意的。

有些客戶通常邀請(qǐng)很多家比稿,但最后選中的方案是幾個(gè)方案的集合,對(duì)于這種客戶事先很難分辨。也有個(gè)別客戶已經(jīng) 有了搭建商,只是為了形式,或是為了通過比稿得到一份現(xiàn)成的設(shè)計(jì)圖,最后自己另外找人做。目前會(huì)展行業(yè)比較混亂,該 種情況希望可以通過與客戶交流能夠提前得以發(fā)覺。

3.取得客戶參展相關(guān)資料:如果得到客戶的認(rèn)可,同意我們?yōu)槠湔褂[提供策劃設(shè)計(jì),通常我們需要得到客戶的以下資料— —展館平面圖、展位面積、展商手冊(cè)、客戶公司介紹資料、客戶公司全稱、客戶標(biāo)準(zhǔn)司標(biāo)、客戶標(biāo)準(zhǔn)字體、客戶標(biāo)準(zhǔn)色標(biāo)、參展產(chǎn)品名稱規(guī)格和數(shù)量登、參展產(chǎn)品用電要求、重點(diǎn)參展產(chǎn)品、展位制作預(yù)算。

通常不管是何種情況,客戶都會(huì)提供設(shè)計(jì)本身需要的資料,但對(duì)于我們來(lái)說(shuō),獲得客戶的費(fèi)用運(yùn)算是最關(guān)鍵的,在投標(biāo) 比稿中尤為重要。有些客戶會(huì)給一個(gè)大概的范圍,但有些客戶不愿透露,甚至本身也沒有事先有預(yù)算。我們可以收集該客戶 的以往同行業(yè)展位照進(jìn)行比較,或者把一些展位圖給客戶參考選擇,并告知其大致費(fèi)用,請(qǐng)其選擇參考?？蛻粢话銜?huì)選擇其 風(fēng)格和價(jià)格都比較接近的展臺(tái)圖。(至于展位圖的來(lái)源,業(yè)務(wù)經(jīng)理可把原來(lái)的服務(wù)客戶圖文資料整理歸類,市場(chǎng)部將在今后 的資料收集工作中進(jìn)一步完善。

參展商手冊(cè)和客戶要求關(guān)系到設(shè)計(jì)師的方案是否能夠達(dá)到入圍中標(biāo),我們應(yīng)該盡可能齊全地從客戶那邊獲得。展商手冊(cè) 涉及到了展館的技術(shù)參數(shù)和規(guī)則要求等。客戶要求可從以下幾個(gè)方面明確:展位結(jié)構(gòu)、展位材質(zhì)要求、色彩要求、設(shè)計(jì)重點(diǎn)、照明要求、展板數(shù)量、展位高度等。

4.明確設(shè)計(jì)圖交付日期 , 制定工作計(jì)劃 :同客戶明確首稿的交付時(shí)間和要求,會(huì)同設(shè)計(jì)師進(jìn)行安排。(目前公司展示設(shè)計(jì)人 員有限,我們應(yīng)該盡可能避免參與多家競(jìng)爭(zhēng)的比稿中。對(duì)于大的項(xiàng)目,應(yīng)該制定一份工作時(shí)間明細(xì)表,有需要可以提交給 客戶。

二.設(shè)計(jì)階段

1.向設(shè)計(jì)師轉(zhuǎn)交客戶設(shè)計(jì)要求并隨時(shí)與客戶進(jìn)行展位設(shè)計(jì)的相關(guān)溝通交流 為形成設(shè)計(jì)部的統(tǒng)一安排,業(yè)務(wù)人員應(yīng)該把與客戶在項(xiàng)目接洽中獲得的客戶設(shè)計(jì)要求和可能的需求風(fēng)格,填寫設(shè)計(jì)明細(xì) 表,轉(zhuǎn)交給設(shè)計(jì)部的負(fù)責(zé)人。(今后設(shè)計(jì)人員充足,每人的風(fēng)格和常用的手法不一,在不同行業(yè)的展示設(shè)計(jì)有不同的優(yōu)勢(shì), 有必要由設(shè)計(jì)負(fù)責(zé)人制定比較適合客戶要求的設(shè)計(jì)師操作。

在設(shè)計(jì)師出圖中,業(yè)務(wù)人員應(yīng)該保持同客戶的隨時(shí)聯(lián)系,把握其可能的變化。如果有必要,應(yīng)該把設(shè)計(jì)師介紹給客戶, 讓雙方可以有直接的聯(lián)系。

對(duì)于需要親自去考察測(cè)量的場(chǎng)地,可以由業(yè)務(wù)人員或者設(shè)計(jì)師安排去現(xiàn)場(chǎng)。設(shè)計(jì)師應(yīng)注意同工程施工人員保持聯(lián)系,了 解最新的展示材料,避免設(shè)計(jì)采用的材料陳舊或者有些設(shè)計(jì)無(wú)法實(shí)地施工。

2.向客戶交付設(shè)計(jì)初稿、設(shè)計(jì)說(shuō)明、工程報(bào)價(jià)

展臺(tái)初稿定下以后,會(huì)同供應(yīng)商得到成本價(jià),制作明晰的報(bào)價(jià)單。一般展臺(tái)設(shè)計(jì)的報(bào)價(jià)有一個(gè)比較細(xì)分的順序,既是為 了方便具體列項(xiàng)也有助與讓客戶明了并樂于接受,往往按照設(shè)計(jì)圖從天到地或者從外到里按順序羅列,防止漏掉項(xiàng)目。在報(bào) 價(jià)中要對(duì)材料、顏色、形狀及尺寸進(jìn)行盡可能完整的描述。一份完整的報(bào)價(jià)就是一份詳細(xì)的工單,便于把握施工成本核算及 施工的準(zhǔn)確性。

展覽設(shè)計(jì)承建中,有一部分費(fèi)用是可以由客戶自己向展館支付的,但往往實(shí)踐中都是展覽公司代交的,應(yīng)在報(bào)價(jià)中凡代 場(chǎng)館收費(fèi)的項(xiàng)目一定要注明,比如電箱申請(qǐng)、場(chǎng)地管理費(fèi)等。

有些客戶要求在提交設(shè)計(jì)圖時(shí)同時(shí)附上設(shè)計(jì)說(shuō)明,但有些要求比較簡(jiǎn)單,只要看到實(shí)際的效果圖就可以;一些形成規(guī)模 的企業(yè)比較注重形象宣傳,盡管沒有明確要求設(shè)計(jì)圖附有說(shuō)明,但從今后正規(guī)化考慮,應(yīng)該提倡設(shè)計(jì)師寫設(shè)計(jì)說(shuō)明。一般可 以就展位風(fēng)格、材質(zhì)說(shuō)明、展位功能、色彩說(shuō)明、照明說(shuō)明、設(shè)計(jì)重點(diǎn)等幾個(gè)方面進(jìn)行闡述。交圖時(shí),如果能夠安排設(shè)計(jì)師 一起同客戶見面的就好,可由設(shè)計(jì)師向客戶說(shuō)圖,解釋該方案的賣點(diǎn)和最大的與眾不同。

3.研究客戶反饋意見并進(jìn)行再次修改

客戶如果是多家比稿的話,就會(huì)有一番篩選。如果要求我們繼續(xù)修改,那么應(yīng)仔細(xì)了解其真實(shí)意圖。有些客戶經(jīng)過第一 次接觸后,即便是原來(lái)對(duì)展覽陌生的要說(shuō)出個(gè)一二來(lái)。應(yīng)仔細(xì)同其溝通。如果客戶要求重新以不同風(fēng)格再次出圖,應(yīng)該綜合 具體情況。

4.交付最后定稿之設(shè)計(jì)圖及工程報(bào)價(jià) 三.簽約階段

1.同客戶確定工程價(jià)格

在報(bào)價(jià)確定價(jià)格時(shí), 一定要保證所有的材料和特別要求公司是能夠做到的。否則一旦客戶確認(rèn)而現(xiàn)場(chǎng)無(wú)法達(dá)到要求的話, 將造成不好影響。

2.明確同客戶的相互配合要求

展館現(xiàn)場(chǎng)搭建的時(shí)間一般都比較緊張,只有 2-3天的安排,這其中還有客戶的展覽產(chǎn)品需要布置,有時(shí)涉及到需要提前 申報(bào)的事宜,應(yīng)同客戶協(xié)調(diào)好雙方負(fù)責(zé)的范圍。

3.簽定合同 四.制作階段

1.根據(jù)部門工作單完成制作及準(zhǔn)備工作

根據(jù)具體項(xiàng)目的需要,安排 AV 設(shè)備、木工結(jié)構(gòu)制作、地毯供應(yīng)商、美工制作等部分按照設(shè)計(jì)圖的要求和客戶的制定進(jìn) 行制作。注意在制作過程中如果有變動(dòng),應(yīng)及時(shí)同設(shè)計(jì)師聯(lián)系,有需要業(yè)務(wù)人員應(yīng)照會(huì)客戶。

2.安排客戶到工廠實(shí)地察看制作及準(zhǔn)備情況

一般客戶確認(rèn)最后的效果圖后就只是等待到時(shí)進(jìn)場(chǎng),有些項(xiàng)目較大或者是客戶特別注重的項(xiàng)目會(huì)在制作中進(jìn)行監(jiān)督,我 們應(yīng)做好安排其到公司或工廠間參觀的準(zhǔn)備。

3.完成主辦、主場(chǎng)、展館等各項(xiàng)手續(xù)

有些項(xiàng)目應(yīng)該是要于開展前向展館或者主辦方進(jìn)行申報(bào)的,如果該部分工作是由我們來(lái)完成就要就定水、電、氣與客戶 確認(rèn),并向主辦方提供必要的材料,如電圖等進(jìn)行審批。對(duì)于某些特殊用材如霓虹燈、高空氣球等等還要進(jìn)行特別的審批。五.現(xiàn)場(chǎng)施工階段

1.現(xiàn)場(chǎng)展位搭建

現(xiàn)場(chǎng)施工的好壞決定了項(xiàng)目設(shè)計(jì)是否得到了實(shí)現(xiàn)?，F(xiàn)在有很多的展覽公司只注重設(shè)計(jì)不注重搭建,造成了客戶的不滿, 這也是展覽服務(wù)中經(jīng)常有客戶更換供應(yīng)商的原因。一般在搭建中客戶也會(huì)在現(xiàn)場(chǎng)布置展品,此時(shí)最好具體負(fù)責(zé)該項(xiàng)目的業(yè)務(wù) 服務(wù)人員能到現(xiàn)場(chǎng)陪同,有必要,設(shè)計(jì)師也可以到現(xiàn)場(chǎng)監(jiān)督施工,并同客戶即時(shí)交流。盡管實(shí)際的效果不能馬上體現(xiàn),但是 很多客戶希望能得到這樣的服務(wù)。如果業(yè)務(wù)人員確實(shí)有原因不能在現(xiàn)場(chǎng),應(yīng)該把負(fù)責(zé)搭建布置的聯(lián)系人介紹給客戶。2.處理現(xiàn)場(chǎng)追加、變更項(xiàng)目

現(xiàn)場(chǎng)中經(jīng)常會(huì)有一些設(shè)計(jì)中本身沒有預(yù)料到的情況出現(xiàn),而且客戶也會(huì)臨時(shí)提出一些要求。如果是由于公司本身的原因 造成的,應(yīng)即時(shí)進(jìn)行更改,如果是客戶額外提出的,應(yīng)保證首先滿足其合理的要求,同時(shí)對(duì)追加的部分要求客戶簽收補(bǔ)充到 總項(xiàng)目款項(xiàng)中。

3.配合客戶展品進(jìn)場(chǎng)

實(shí)踐中往往是先把展臺(tái)結(jié)構(gòu)布置好以后再安排展品入場(chǎng)的,現(xiàn)場(chǎng)的工作人員一定要注意為客戶服務(wù),配合其展品進(jìn)場(chǎng)。4.客戶驗(yàn)收

所有的搭建工作完成后,要進(jìn)行展位的衛(wèi)生清潔,該項(xiàng)工作主要能安排我們的工作完成好,直到客戶驗(yàn)收完,確保次日 的開幕。(應(yīng)注意有些時(shí)候自己展臺(tái)搭建完成的較早,所有工作都結(jié)束后,大家都以為沒事了,但隔壁展位的施工會(huì)造成展 臺(tái)衛(wèi)生和展品擺放等受到影響

六.展會(huì)期間及撤場(chǎng)階段

1.安排展會(huì)期間現(xiàn)場(chǎng)應(yīng)急服務(wù)和增值服務(wù)

在開展期間,主要是客戶的接待工作,但很多時(shí)候會(huì)需要對(duì)展臺(tái)進(jìn)行維護(hù)和臨時(shí)配置東西。業(yè)務(wù)負(fù)責(zé)人員和一二個(gè)工人 應(yīng)在現(xiàn)場(chǎng)進(jìn)行應(yīng)急服務(wù)。從客戶方來(lái)講,他很是希望能夠在展覽期間有展覽公司的人在場(chǎng),并且最好是他熟悉的,能夠有需 要的時(shí)候隨時(shí)可以得到解決?？蛻粼诂F(xiàn)場(chǎng)的工作人員應(yīng)該有我們的現(xiàn)場(chǎng)服務(wù)人員的最直接的聯(lián)系方法。

增值服務(wù)方面可以很廣泛,有些業(yè)務(wù)人員在現(xiàn)場(chǎng)幫助客戶做接待工作,外語(yǔ)水平好的可以充當(dāng)翻譯服務(wù),甚至可以幫助 客戶發(fā)送資料、安排客戶間見面等。

2.配合客戶展品離場(chǎng)和現(xiàn)場(chǎng)拆除

展覽結(jié)束后,應(yīng)首先配合客戶把展品撤離現(xiàn)場(chǎng),再進(jìn)行展位的拆除,如果客戶對(duì)有些材料需要再次使用的,應(yīng)幫助其大 包運(yùn)輸;如果是需要我們保存的,應(yīng)主要拆裝。

3.退回前期預(yù)付的相關(guān)費(fèi)用

完成工程后,應(yīng)即時(shí)進(jìn)行成本總結(jié),向展館或主辦方退回事先預(yù)付的電箱申請(qǐng)、通訊押金等費(fèi)用。

七.后續(xù)跟蹤服務(wù)

作好后續(xù)服務(wù)是贏得回頭客的重要原因。許多公司認(rèn)為展會(huì)有些要間隔半年一年的才舉辦一次,展會(huì)結(jié)束了也就中頓了 與客戶的聯(lián)系,從而忽略了對(duì)客戶的關(guān)懷。但其實(shí)客戶是很脆弱的,也是很容易被他人挖走的。

所謂的展覽后續(xù)服務(wù)其實(shí)很廣泛,比如公司可以把在展覽現(xiàn)場(chǎng)的照片打印或沖洗一份給客戶(包括客戶本身的和其他公 司的、為客戶整理展會(huì)的會(huì)后總結(jié)、收集該行業(yè)的今后會(huì)展信息,提供客戶選擇下次參展、如果方便,可以邀請(qǐng)客戶參觀 公司為其他行業(yè)客戶設(shè)計(jì)的優(yōu)秀展出等。只要我們能夠在合同項(xiàng)目列表上為客戶多付出一份努力,都將為公司在下次服務(wù)中 贏得優(yōu)勢(shì)。