第一篇：广交会常用口语
1.老板都喜欢请来的翻译对客商热情一点，笑容多一点，所以一般有客商经过展位，我都会微笑着跟他们打招呼，helllo，good morning之类的；对摊位多看几眼的客商则会招呼他
们进摊位看展品；
2.客商过来展位看的时候，一般会询问有无catalog或者CD等（有些商家会把做产品目录或者CD），多数情况下是没有的。对产品感兴趣的客商记得要拿名片name card，或者交换
名片。名片订在本子上。
3.对于客商询问过的产品要做好记录，如产品型号item mumber,产品价格，数量，特殊要求如产品更改型号颜色等，是否发电子邮件。对于客商询问的问题，切忌不可自作主张，价格，产品能否做细节调整等等，都不能根据自己的臆想来回答。不知道的就要问老板。
4.其实很多客商的英语也很烂的，很多时候不必完整说完一个句子，关键是要说清楚说明白，关键词能懂就好。如果听不懂一定要问多几遍，宁可多问也不要不懂装懂。
5.有点要提醒的是，不要经常跟隔壁摊位的人聊天，拉家常。即使摊位非常冷清，老板也不愿意看到自己的翻译跑到别人的摊位，三两个人聚着说笑，也不要招呼别的摊位的人到自
己摊位上来。这种事情是越少越好。
6.因为拿到名片的时候，老板一般都会问客商是来自哪个国家的。有时候你不认识那个国家的英文名（这个很正常，小国家挺多的）或者是名片上根本没有那个印国家名字，这个时候，可以看名片上的电话，根据国家区号列表，一查就知。建议打印这个列表，随身携带
着，附件中有该列表。
虽然用到这个表格的时候不多，但是还是挺重要的，如果读不出那个国家名字，有些老板会觉得你英语很烂，虽然那个国家真的是你从来没听过。
【价格跟数量】
产品的价格一般有两种，一个是出产价EX-works price，一个是FOB价，要问清楚是FOB
哪里的，比方说FOB深圳。
Price depends on quantity.价格看数量而定。How many containers u want?或者 what’s your quantity in mind? 你要多少货呢？
What’s your minimum quantity? 你们最低订单量是多少？
20dollars, FOB Shenzhen.20美元，FOB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种货柜，20尺柜，40尺柜和高柜。（20feet container, 40feet
container,HQ）【产品包装】
包装材料如PVC塑料之类的。
How many pieces in one set? 这款产品一套有多少个？ How many sets in one box? 一个盒子有多少套？ How many boxes in one carton? 一个纸箱有多少盒？ How many carton in one container? 一个20柜有多少纸箱？
个--->套--->盒--->纸箱--->货柜
（因为我做的是小型的陶瓷工艺品，所以就有这么多令人崩溃的包装）
【讨价还价】
We need to cover our cost.We need a reasonable profit.Labor cost is high.劳力成本高
【下订单】
有些摊位下订单是开PI（Proforma Invoice）,有些则是签合同sign contrast.Take a order now?现在下单么？ Sign your name here.这里签名 30 percent deposit.交30%的定金。
We accept T/T as the terms of payment/ for payment.我们接受电汇的汇款方式。
L/C letter of credit信用证（貌似比较少人用这个方式，电汇是最多的。）
Let me introduce you to Mr.Li, general manager of our company.让我介绍你认识，这是我们的总经理，李先生。
It‟s an honor to meet.很荣幸认识你。
Nice to meet you.I‟ve heard a lot about you.很高兴认识你，久仰大名。
How do I pronounce your name? 你的名字怎么读？ How do I address you? 如何称呼您？
It‟s going to be the pride of our company.这将是本公司的荣幸。
What line of business are you in? 你做那一行？
Keep in touch.保持联系。
Don‟t mention it.别客气
Excuse me for interrupting you.请原谅我打扰你。
I‟m sorry to disturb you.对不起打扰你一下。
Excuse me a moment.对不起，失陪一下。
Excuse me.I‟ll be right back.对不起，我马上回来
What about the price? 对价格有何看法？
What do you think of the payment terms? 对支付条件有何看法？
How do you feel like the quality of our products? 你觉得我们产品的质量怎么样？
What about having a look at sample first? 先看一看产品吧？
What about placing a trial order? 何不先试订货？
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?
我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？
You can rest assured.你可以放心。
We are always improving our design and patterns to confirm to the world market.我们一直在提高我们产品的设计水平，以满足世界市场的要求。
This new product is to the taste of European market.这种新产品欧洲很受欢迎。
I think it will also find a good market in your market.我认为它会在你国市场上畅销。
Fine quality as well as low price will help push the sales of your products.优良的质量和较低的价格有助于推产品。
While we appreciate your cooperation, we regret to say that we can‟t reduce our price any further.虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。Reliability is our strong point.可靠性正是我们产品的优点。
We are satisfied with the quality of your samples, so the business depends entirely on your price.我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。
To a certain extent，our price depends on how large your order is.在某种程度上，我们的价格就得看你们的定单有多大。
This product is now in great demand and we have on hand many enquiries from other countries.这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。
Thank you for your inquiry.Would you tell us what quantity you require so that we can work out the offer?
谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？
Here are our FOB price.All the prices in the lists are subject to our final confirmation.这是我们的FOB价格单。单上所有价格以我方最后确认为准。
In general, our prices are given on a FOB basis.通常我们的报价都是FOB价
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.我们的价格比其他制造商开价优惠得多。这一点你可以从我们的价格单看到，所有价格当然要经我方确认后方有效。
We offer you our best prices, at which we have done a lot business with other customers.我们向你们报最优惠价，按此价我们已与其他客户做了大批生意。
Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.请告诉我们贵方对规格、数量及包装的要求，以便我方尽快制定出报价。
This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in.这是价格表，但只供参考。是否有你特别感兴趣的商品？
Do you have specific request for packing? Here are the samples of packing available now, you may have a look.你们对包装有什么特别要求吗？这是我们目前用的包装样品，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.不知道您认为我们的规格是否符合你的要求？我敢肯定我们的价格是非常有竞争力的Heavy enquiries witness the quality of our products.大量询盘证明我们的产品质量过硬。
We regret that the goods you inquire about are not available.很遗憾，你们所询货物目前无货。
My offer was based on reasonable profit, not on wild speculations.我的报价以合理利润为依据，不是漫天要价。
Moreover, we‟ve kept the price close to the costs of production.再说，这已经把价格压到生产费用的边缘了。
Could you tell me which kind of payment terms you‟ll choose? 能否告知你们将采用那种付款方式？
Would you accept delivery spread over a period of time? 不知你们能不能接受在一段时间内分批交货。
广交会常用外语(一)问好
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? 相互介绍
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.确认话意
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.告别
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!约会
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.市场销售
客户询问
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.回答询问
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.广交会常用外语(二)品质
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
价格
客人询价
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? 我们报价
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? 客人还价
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? 拒绝还价
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.接受还价
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.订单
客人询问最小单数量
35.What‟s minimum quantity of an order of your goods? 询问订货数量
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.客人回答订单数量
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.感谢下单
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.交货
客人询问交货期
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? 答复交货期
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.客人要求提早交货
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? 稳住客人
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.
第二篇：广交会情况
第111届广交会简报
一、概况
广交会，创办于1957年春季，每年春秋两季在广州举办，迄今已有55年历史，是中国目前历史最久、层次最高、规模最大、商品种类最全、到会采购商最多且分布国别地区最广、成交效果最好、信誉最佳的综合性国际贸易盛会。五年前，广交会更名为中国进出口商品交易会，增加了进口展区，就是中国促进平衡增长的最好诠释。55年来，广交会始终致力于服务国家经济建设，积极推动我国企业、产品和品牌走向世界，现已发展成为我国对外贸易的重要平台，为促进我国同世界各国经贸合作发挥了重要作用；一部广交会的历史，就是一部生动的新中国对外开放史；是中国对外贸易发展的缩影。
广交会共分为三期约60000个摊位，每期约20000个摊位，其中第一期主要为机电产品（包括我市主导产业：电子电器、五金工具）、第二期为办公用品、礼品、洁具等、第三期为服装、鞋等轻工用品。时间：2012年4月5日-5月5日 地点：中国进出口商品交易会展馆 展会日程安排
第一期：2012年4月15日－19日
第二期：2012年4月23日－27日 第三期：2012年5月1日－5日
二、参加广交会情况和企业参展建议
第111届广交会，我市组团
家企业
个摊位参加了广交会，其中品牌摊位
个，一般性展位
个，第一期
家
个摊位，第二期
家
个摊位，第三期
家
个摊位，摊位规模约占
%，特别是一期占市
%。第一期我市企业达成意向成交额
万美元。
广交会一直以来是我市出口企业的主要载体和平台，据不完全统计，历史以来，我市85%的出口额来自广交会，近几年随着我市开拓国际市场力度的加大、企业境外参展积极性的提高、各种网上交易平台的发展，广交会效益带来的订单比例下降，但还是占我市出口的60%左右。可见广交会对我市外贸发展的重要性。不过我们还是要理性对待广交会：
1、广交会资源的有限性。广交会一般性展位是根据每个地区的出口额、每个行业的出口额分配的，所以我市分到的摊位数量有局限性；千军万马齐进广交会是做不到的，我们必须优化资源配置，不断优化参展企业和参展产品，组织有创新、有活力、能抓订单的企业和行业参展。
2、广交会的竞争激烈。广交会上我们的参展企业面临着国内外同行的激烈竞争（2007开始增加了进口馆），采购商进入广交会可以有很大的采购选择空间，我们的参展企业一定要认真做好“展
前准备、展中沟通、展后跟进”。(展前准备是指做好人员办证、参展产品的精心选择和知识产权备案、展位的布置等；展中沟通是指跟客商的洽谈沟通、价格面议、新产品、企业品牌、企业文化的推荐、老客户的感情联络及了解同行的发展情况等；展后跟进是指对有兴趣购买客户的再沟通、再议价、再跟进，邀请客户对生产场地、生产能力、生产环境的实地考察等），同时有条件的企业积极争取品牌特装展位，争取更大的生存和发展空间。对企业的建议：
认真对待广交会，不是有了广交会摊位就是“万能的”，做好展前准备、展中沟通、展后跟进，同时更加注重“功夫在展外”，创新是企业的生命力，事实证明，注重创新的企业才是广交会上的宠儿，抓订单能力更强；另外企业也要走出去参展，去参加国内外的专业性展会，才能做好与世界一流企业、一流产品的对接，做好产品的更新换代；事实也证明，参展越活跃的企业，企业产品的竞争力更强，外贸出口业绩越大。
第三篇：广交会意思
篇一：广交会职位介绍
1、业务岗：
①国际联络部（算是业务岗里最大的一个部门）②综合管理部
样的
④广交会广告部
⑤如果是辅导员助理，会更早组织过去准备一些事情，通常是开学没几天就要过去了，叫什么组展事务，好像主要是负责参展商那块的，刚才上面提到的主要都是针对采购商方面的。春哥就是做这个的，大家也可以去问问他。
2、非业务岗
非业务岗通常就是证件服务中心，就是办证。每个采购商进展馆都需要有采购商或者参展商证，而办证中心就是办采购商证的。办证的工作也分为两种，一是驻在广交会展馆里的办证点，这是大部队；二是会有小部分驻在一些指定酒店，通常是客商住的酒店，到时候上班就是直接到酒店的。
篇二：首次去广交会,急需经验之谈
广交会临近,发现不少xdjm没有参加广交会的经验,为此,特意收集了广交会这方面的相关经验及注意事项,希望可以帮到各位,愿各位在广交会上大展手脚,能做出好成绩!广交会一些心得及其经验
套用公司老总的话说，去广交会并不只是仅仅为了拿单，而是去会会老客户，show新的样品，顺便挖掘一些潜在的新客户。因为很多客户知道
中国的参展商要拿到一个摊位并非易事，每年的出口额必须要达到一定的数才能有资格申请。因此如果一个企业能每次参展也是一种实力的体现，这也是为了给我们的老客户增强信心。
很多商界朋友都感叹广交会的效果每况愈下，其实我认为广交会效果的好坏与否最大程度还是取决于我们的产品.如果产品新颖,价格合理,适应一定的目标市场,再加上运气好的话,分到一个位于正道的好摊位,不会没有好的效果.广交会提供了一个和买家面对面交流的机会,以最直接的方式向客户展示我们的产品,相对来说更能取得客户的认可.订单成交率相对也比在贸易网站上要高 很多.很多外贸新人第一次参加广交会不知如何准备，作为一个新手参加广交会,可能会有些理不清头绪.其实参加交易会是很简单的事情,就象平时我们逛商场遇到的一些推销员.只不过我们面对的是老外而已,只要你的英语水平还可以,对产品熟悉的话,不是很难的事.只须注意以下事项即可
1.准备好参展的展品.一定要熟记这些展品的规格等详细资料.以备向客户介绍.2.准备好参展展品的详细价格表(包装装箱资料).切记熟记几种常用的产品价格.当客户问时如能立即回答可能会收到意想不到的效果.3.最好准备一些样品.以备重要客户索样.4.另外准备一些公司样本或宣传册.tip:参展时如能准备一些精致的糖果或香口胶,放到精致的盘子里,效果会更佳.很多老外特喜欢吃中国的糖,精美诱人的糖果很能吸引老外的眼球哦.外地首次参加广交会的同僚请注意
1.最好提前一天到（如果你的产品比较多而且体积小），安排好住宿，熟悉展馆位置，布展时间应该有机会可以进去看看展位；如果有特殊要求比如改高度，多安灯等要提前向管委会申请，要不可能会很麻烦。如果要给每个隔档安灯管，可以把产品更突出，自己带灯管可能省很多费用，但前提是带着比较方便，或者在广州放熟人那里。记得带帘子，展位布置好了就可以离开，能用帘子包起来比较好，而且还可以挡挡灰。2.客流量最大的应该是第2、3天，尽量不要挡住客人的视线，主动打招呼后不用太多话，跟进就可以了；选好的样品或者色样带客户名片一起拍照，以便存档，客户离开马上将样品放回原处。
3.样品箱可以存在大会仓库里，不过当然会产生费用了；如果不打算将样品带回，最后一天就可以处理掉了。
4.闭馆时提前通知拉货车队撤展的时间，最好能找有经验的车队，他们知道什么时间可以进展馆（有关系的可能会早点进去）。样品什么的整理好交给车队就可以了。
以上仅为个人意见，因为每种产品的处理方式不一样，希望大家一起交流一下经验，也许会找到更省时省力省钱的方法。
怎样把握广交会客户
广交会由于时间地方有限，所以很多客户过来了只来得及递个名片。
下面是我对待这一叠名片的方式。
1。时间很关键，所有的名片要在2天之类联系完。
2。要分类对待，有些客户已经有选样品的要重视，这种希望最大，要把我们给他们的报价做到他们选中的样品图片上发给客人 然后过段时间就要给他们发点其他我们的新的图片，看他们是否有兴趣 3。有些客户会告诉我们他们对哪类产品比较感兴趣，这时要挑公司最新最好的产品图片发过去，以便让他们眼睛亮一下。
记住要一次不要发太多，但是过一两天就要再发一些，这样效果会更好些
4。还有些什么信息也没就只有名片的话，那就给他们发我们的公司简介，然后问他对我们公司的哪类产品比较感兴趣
5。由于广交会客人走了太多摊位了，为了提醒他们对我们公司的记忆，可以将公司名片或者样册的封面等做到签名里去。
6。有些邮件发不通的可以发传真，还可以打电话
7。确保所有的客户都能联系上了以后，然后去掉一些没用的客户，专心联系那些潜在的客户.在广交会上须注意的细节!很重要!a.穿着得体一点,尽量让自己看起来更精神，脸带微笑，让自己帅/靓点，再帅/靓点，展会需要的就是注意力，而注意力就是金钱，各位都是研究眼球经济的高手，相信你们懂的肯定比我多！
篇三：2015广交会实习报告 2015广交会实习报告
第1篇：广交会实习报告 2015年十月份，学校安排3周时间作为我们这个学期的实习时间，让我们去参加社会实践，参与第108届广交会第二期和第三期，真的很感激学校给了我们这样一个难得的机会。
这是我第一次参加大型的商贸活动，也是第一次担任翻译工作，终于有机会见识一下广交会啦，既兴奋又紧张。兴奋是因为学习了十几年的英语，这次终于有机会挑战一下，看看自己的水平究竟如何，但是，又很担心自己的能力不足，胜任不好这份工作。同时，这次的实习也可以说是专业的实践，作为一名商务英语专业的学生，对于这次跟外贸有关的工作，更应该能做好。
在这次的实习中，使我成长了不少，亲身体会到一些在学校课堂上无法学到，无法体会到的东西。首先，就是举牌。其实，举牌最痛苦的不是没有找到工作，而是，看到周围的同学一个个被请走时，而你又无人问津时的挫败感。随着周围被请走的人数的增加，你的压力也在不断地增加......在去举牌的第一天，我和同学小静都没找到工作，那天我们饿着肚子一直坚持到傍晚六点多。期间，有个老板直接走过来跟我拿联系方式，不过，被旁边其他学校的一个同学抢了，不得不承认她的口才很好，但是，是在推荐她的同学，帮她同学抢，最后，由于她同学并没有准备好名片，反而还在我的名片上写上她的联系方式。恨她吗？当然，不过，同时还得感谢她，因为她，让我提前感受到了社会的竞争，激起了我的斗志。
第二天，我们早上六点便开始起来准备，因为我们相信，早起的鸟儿有虫吃。鉴于第一天的教训，我们这天斗志昂扬，私底下也已经准备好老板可能会问的问题答案，之前有没有做过翻译？有。有没有考过六级？有。有没有学过商务实贸？有......总之，为了找到工作，我们就是变形金刚。果然，这样机会就来了，不过，她居然说，我们是不包餐的哦，没关系啦，第一次实习总要吃点亏，可是，她又说，如果由于你的能力不足，中途被辞退，你要补回那300元bàn zhèng费。天啊，没赚钱还得赔钱......不过，真得要放弃这次机会吗？不，只要我做得好，不被辞退就行啦！从来没为自己感到骄傲，这是第一次......就这样，我找到了工作。
这份工作的地点是锦汉展览中心，工作时间是9：00—21：00，10月21日至10月27日。我们的展位是关于led应急灯，只有我一名翻译，再加上老板和老板娘，共3个人。所以，我的工作内容相当的广，给灯充电，派名片，收集名片，做翻译兼销售人员。由于没有业务员，我得尽快最短的时间把关于该厂的情况，产品性能，报价通通了解清楚，并能翻译成英文。就这样，每天回到家1点多还在翻阅词典，早上七点多起来背单词。虽然很辛苦，不过一个星期下来，还真的记住了不少词汇。同时，也让我体会到什么是，台上一分钟，台下十年功，背了几天的单词仅仅只用过一次。在我们展位的对面是展览竹编的手工艺品，有很多款式，有公鸡、单车、裤子、衣服、咖啡杯等等的形状，非常受欧美客户欢迎，每天他们的展位都是挤满人。而相比之下，我们的展位却很冷清，这大概是由于我们的灯饰偏向中日化，所以，客户都不是很喜欢。这同时也让我懂的，要学会针对市场做出相应的调整，那样才能使你的产品真正走向国际化。
第二份工作是在广交会主馆，由于bàn zhèng费用很高，一天300元，所以很少参展商招聘翻译，工作相当难找。举了3天牌才找到。真得是相当地幸运。不过，这次的工作相对来说简单了很多，下班时间也提早到了下午6点，由于店内有业务员，我的工作也就轻松很多，只是需要翻译，当客人较多时，才需要独当一面。但当自己亲手把那1230元的bàn zhèng费交给工作人员时，无形中多了一种压力，人家出那么多钱请你，你怎
么能把工作搞砸呢。于是，又得开始背跟鞋业有关的词汇，烫底、大底、内里、帮面......天啊，这些平时听都没听过，幸运的是，网上有的找。不幸的是，有些压根找不到，西施绒、曲曲绒......幸好在翻译时，并没有人问我，这个面料是什么，商标上有缩写。不过，丑媳妇终需见家翁，当老板在整理邮件遇到这个词时，心里真得很害怕，会不会就因为这个词我被炒啦。结果，老板直接上q发信息问她的朋友，据老板介绍，她是一位从事外贸行业很多年的姐姐，在鞋子这方面相当的有经验。看来，要学习的东西还多着呢。
当然，在这次实习过程当中，也发现了一些问题。从自身方面来说，主要有以下几点：第一，是对专业知识的掌握。这项工作主要是要求对英文词汇的掌握与应用，国家名的翻译。在工作中，发现自己的知识还很欠缺，需要日后的更多的学习。第二，这次实习中发现，由于自己的倔强而导致做事冲动，没有思前顾后。当然，应该学会一种折中的办法，既能做好工作又不至于使自己受到伤害。第三，也就是如何选择老板。在激烈的竞争中，该学会如何冷静地去做出恰当的选择。
真得很感谢两位老板的教导，让我学到了完全不同东西。第一位老板很严厉，让我体会到什么叫社会的压力，第二位老板很友好，让我感受到什么叫福利。经过这次实习，让我学到了书本学不到的知识，也让我看到了自己的缺陷与不足的地方。在今后两年的学习生涯中，本人一定要做好学习规划，学好自己的专业，并积累相关的知识，以符合社会的需要。
第2篇：广交会实习报告
一、实习内容。
广交会已经过去了，算起来在岗位上也辛辛苦苦工作了十几天了，在这半个月多的时间里，我和同伴们一起把工作做好，很好地完成了为广交会服务的任务。这是一个辛苦的充满汗水和泪水的过程，但是我们依然累并快乐着。不仅在这样一个世界大舞台锻炼自己的能力，见证这一世界大事，为来自全世界的客商服务，在这里我们学到了很多课堂上都学不到的知识。
我被分到咨询导向组的bàn zhèng大厅门口的分流小组，负责把前来bàn zhèng的客商指引到正确的区域bàn zhèng。根据半个多月以来的工作和总结经验，得出以下几种情况：
1、老客商，有邀请函等的新客商去a区免费bàn zhèng。
2、第一次来而且没有邀请函的新客商去b区bàn zhèng。
3、国内的采购代表，技术人员，翻译人员去c区bàn zhèng。
4、老客商在2015年之后已经办了ic卡的，遗失了或者忘了带来，先到咨询台查询buyernumber,然后要到b区交钱补办。
5、持有ic卡的老客商带着第一次来的同事，他的同事要bàn zhèng，这样的情况是直接到a区免费bàn zhèng。
6、第一次来广交会而且没有邀请函的客商，有一部分是他的公司在此之前参加过广交会，广交会可以找到记录，也是先到咨询台查询buyernumber，然后就可以到a区免费bàn zhèng。
7、有客商第一次来，收到广交会的邀请函，但是没有带来或者没有打印出来，要先到办公室传真过来再打印出来，然后可以到a区免费bàn zhèng。
8、在广交会官方网站上预先登记注册的客商，可以凭注册号到a区免费bàn zhèng。
9、询问客商有没有准备好了个人近照，没有的话要先到照相区拍照。
这样的工作看似不难，实际上很辛苦，不仅需要长时间的站立，还受到日晒雨淋，而且要快速辨认客商的身份，在几句话中，在几秒钟，用英语甚至用手舞足蹈地表达自己的
意思，以求客商明白我们的意思，回答我们的问题，于是我们才能指引客商到正确的地方bàn zhèng。为了减小验证人员和bàn zhèng人员的工作麻烦，为了帮助咨询台的同事分担一些工作，我们的工作岗位十分重要，起到承上启下的作用，指引错误会造成混乱。特别是在客商多的时候，假如有的客商在a区排队等候了很久，结果轮到他bàn zhèng了，被告知要到b区bàn zhèng，这样会造成客商心情不愉快，耽误了客商宝贵时间，还会另我们的验证组和bàn zhèng组的同事陷入困境，这样的情况是我们最不愿意看到的。
于是，我们迅速进入角色，在第一天就迎来了最大的客流量，也还是全力以赴，小心谨慎同时也快速地辨认，顶住了各种压力，使得客人开心愉快bàn zhèng，各项工作有条不紊地进行。接下来的几天，我们不断地在工作中总结经验，能从客商手中拿的表格，邀请函，身边带的人和身上带的证，再通过几句简短的交流便可以准确而高效地辨认出客商的身份，并指引到正确的区域bàn zhèng。有时候为了避免发生误会，有些客商还是会找错区域，在人不多的时候甚至可以带他们到各区域的入口处。
二、实习记事和体会。
1、个人形象与国家形象息息相关。
而我们作为这一次交易会的东道主国家，每年都迎来成千上万的客人，很多客人都会觉得广交会的服务很好，和中国人做生意很愉快，他们回去之后也会给予中国很高的评价。我们bàn zhèng处，作为外商参加广交会的第一个进口，我们也代表了国家的形象，我们要给远道而来的客商一个良好的第一印象，我们做到了为外商提供便捷、省时、愉快的bàn zhèng服务，总是不遗余力地为客商解决每一个难题，面对批评我们微笑对待。我们的胸前都挂着一个微笑章，就是时刻提醒我们要微笑着接待每一位客人，我们展现了中华民族礼仪之邦的良好形象。
2、助人为乐是精神上的享受。
在广交会的日子，每天都要站着六七个小时，虽然很累但也很快乐。因为对于我们来说，能帮助到别人就是最大的快乐。有一天下午，已经下班时间了，两个印度人才走进来bàn zhèng，他们说的英语口音很有印度风味，我一下子听不懂他们在说什么，只能结合当时的情况大概能理解，重要的信息还是问到清楚为止。从他们一进门，我就指引他们填
好报到表，然后带他们去bàn zhèng，只可惜当时bàn zhèng组的同事们都已经下班了，我又带他们到另外一个区去bàn zhèng，但也还是晚了，他们只能明天再来。我已是尽了最大努力，还是没能帮他们办到证，他们也还是很感谢我，走的时候跟我握手。这边他们刚走，又遇到了一对印尼老夫妇迷路了。他们是一个旅游团来广交会的，他们找不到他们的旅游车在哪里了，而且他们连地址都不知道。然后他们打电话给导游小姐吧，然后叫我问她，我得知他们的车是在香格里拉大酒店附近的停车场。然后我就跟他们说怎么去香格里拉大酒店，告诉他们怎么找到b区495停车场。
在这个岗位上每天都会有来自很多外商来向我们提问，他们总会遇到这样那样的问题，比如行李要拿到哪里寄存，厕所在哪里，护照没带怎么办，b馆里面有什么展览，和家人走失了等等。这本不是我们的份内工作，我们把他们指引到咨询台也算完成任务了，但我们也很乐意地为他们解答，尽最大努力帮助他们。看到他们写满疑惑的脸上露出了笑容，我们的心也是甜甜的。在帮助他们的同时，也提高了我们英语口语的沟通能力，提高了我们应对特殊情况，寻求办法解决问题的能力。
3、尊重每一个人是良好道德的体现。
我们站在门口引导客商，也会有很多时候会被忽视的，有一些客商完全不理会我们的询问就直接急忙忙地走进来，有些客商走对了地方，有一些还是走错了又错还是没问人。有一些客商还是很有礼貌的，即使他们完全知道要去哪里，即使他们很着急，他们也不会忘记很友好的向站在门口的打招呼，向我们微笑问好，看到清洁工人在打扫卫生，也会主动的微笑让开，看到武警威武地站岗还会敬礼，看到辛勤的保安也会用中文问好，这让我们很感动。我们本来就是不太起眼的工作人员，忽视了我们也是情理之中，但能做到随时随地都向每一个人都友好地微笑就是难得的。这是一种尊重，是对所有劳动人民的尊重，是对劳动成果的尊重，是对低层人民的尊重，一个人一个民族如果做到尊重每一个劳动的人和他的劳动成果，尊重每一个有生命的人，那么这个人是很有崇高的道德品质的，这个民族是很强大很团结的。我们国家就需要这样的尊重，有些人也许做着很低微的工作，有些人很不起眼，但是实实在在地为着这个国家做出贡献，这些人是必不可少的，没有人的付出是理所当然的。时刻都要记得尊重每一个人，对每一个付出辛勤劳动的人都感恩。我们同是一个民族就更应该相亲相爱，做到尊重每一个生命，尊重任何人的劳动，那么我们国家我们民族是用立于不败之地的。
对实习单位的建议。
在这半个多月的实习里，还有一些建议，希望bàn zhèng的效率能越来越高，客商越来越满意，广交会越办越好。
2、明确的岗位安排和高效的培训,确保信息口径一定要一致。广交会期间，不少咨询导向人员与验证员以及与bàn zhèng员在某些问题上获知的信息不一致，以至于传达给客商的信息就不一致，比如说外国驾照的问题，以及属于六国的但无护照的客商要如何处理的问题等。如果咨询导向员，验证员以及bàn zhèng员的回答口径一致，以及各个小区对个别问题的回答统一，情形就会好很多，出现客商跑来跑去以至于火气怨气很大或被客商责备的情形的几率会小很多。
3、要在每
一个展馆都设置一个行李寄存处。琶洲会展中心一共有三个展馆，占地面积 也是非常大，从一个展馆走到另一个展馆要花很长时间，如果在炎热的夏天，带着很多行李，来到b馆，想要寄存行李，却被告知行李寄存处在a馆，b馆和a馆的距离很远，每一个外商听到都会抱怨。特别是第一次来广交会的客商没有在来之前得知在哪里可以寄存行李，这样的麻烦会大大降低会广交会的评价。所以在每一个展馆都设立一个行李寄存的地方放可以减少客商的抱怨，提供给客商更贴心的服务。
4、降低对国内采购商入馆的门槛。广交会主要是中国出口商品展，主要对境外采购商开放。国内采购商能进入广交会的不多，手续麻烦，连境外公司的国内采购代表也要交300元人民币一天进馆。在我们实习期间，有不少的国内商家没有事先了解情况就远道而来，但被告知国内采购商不可以bàn zhèng进馆，就会有很多人不理解。这是一个难题，因为这么一个国际性的展会，国内当然很多商家也想去采购，连一些市民也想去凑热闹，在那里是一个全球性的大超市，在那里可以买到全国各地商家的商品，也可以买到一些国外的商品。中国人口众多，门槛降低自然会引起很多国人的兴趣，这样对参展商是不利的，对境外采购商也是不公平的，广交会的各方面秩序也难以bàn zhèng。中国的经济靠出口和投资带动是众所周知的，十六大的时候提出要以扩大内需来带动经济发展，有一系列的政策，例如家电下乡，以旧换新等等，作为中国第一展的广交会何时才能扩大对内开放，让来自全国各地的商家走到一起做生意，促进感情。
第3篇：广交会实习报告
2015年4月学校安排我们到广交会实习。
作为学生，能有这样的机会，让我们去参加社会实践，参与广交会，本人觉得很荣幸。感谢学校给了我这样一个难得的机会，去学习一些在书本上学不到的知识。
本次的实习目的，是为了让我们能够拥有这样的机会，去了解社会，去认识社会，去接受社会的磨练。老师说得好，这次实习并非是专业的实践，而是一种锻炼，是为将来工作的一种铺垫。去学会吃苦，学会如何与人沟通，与人交流，学会忍耐......去亲身体会一些在学校课堂上无法学到，无法体会到的东西。现代社会提倡的是全面发展，这次实习也是顺应了时代的发展，时代的要求。
这次实习是由广大保安公司组织，是在琶州展馆，本人被分配到外围，做保卫工作。作为一位物业管理专业的学生，能被分配到和自己专业相关的岗位，真的很幸运。
首先，我们要了解会馆的设施和设备，然后就是去检查参展商的证件。我们的主要任务是，检查的通行证，做保护治安的工作。工作要求能在第一时间检查出错误，否则，接下来的工作都会作废。所以，工作一定要认真，容不得一点马虎。
本人在这次工作中，负责传达上级的指令，并起带头作用分配好工作。在整个实习过程当中，本人都秉着认真负责的态度，去完成上级交给的任务。在遇到不懂的地方，会虚心向上级请教，直到弄懂为止。当同事间意见不同时，会学着去调适，去调解。当遇到是原则问题时，就得坚持原则。
工作了一个月，我从上级，同事，学到了一些很受用的道理。总结如下；
一、对于工作，来不得一点懒散，一点马虎，必须得认认真真的对待。也只有这样，才能把工作做好。就如本人的工作来说，如果，在第一阶段时，没把工作做好，该检查出的错误未检查出来，那么在第二阶段时，就得花上更多的时间与精力去弥补错误。如果，这在第一阶段发现问题的话，那可就好办多了，只要动动脑就可轻易的纠正错误。如果在第二阶段检查时，不够细心，那么错误就大了，若改错误，那么难度就更大了，得花上很多的时间，精力，人力去修改。这样，从个人来说，是做了无用功，浪费了大家的时间；从公司的角度来说，是损失，是人力资源，财力资源的浪费。所以，工作不认真，于公于私都毫无价值可言。
二、工作不只是你个人的问题，它涉及的是一个团体。
第四篇：广交会邀请函
广交会邀请函范文
邀请函要求简洁明了，不需要太多文字。在学习、工作生活中，邀请函出现的次数越来越多，我们该怎么拟定邀请函呢？以下是小编收集整理的广交会邀请函范文，仅供参考，大家一起来看看吧。
Dear：
We treasure every opportunity to meet with you, our valued customer.
We hereby sincerely invite you and your company representatives to visit our booth at the Canton Fair from Oct 31th to Nov 4th 20xx. We will display our latest best shoes at the fair, and I am sure there must be some kinds attracting your attention.
Enclosed our booth information as below: Exhibition Center: The Pazhou Exhibition Center Booth Number: 10. 1 I35-36, J13-14 Date: Oct 31th to Nov 4th 20xx
Welcome to Guangzhou Fair. We are looking forward to your coming!
Thanks with Best Regards,
Jeff
译文：
xx:
您好!
我们很荣幸地邀请您和你们的公司代表参加将于10月31日至xx月4日在广州会展中心琶洲展馆举办的.第三期“第xx届中国出口商品交易会(广交会)”。今年我们参展的鞋子款式新颖，种类繁多，其中很多非常适合贵公司及其客户的市场，相信一定能吸引你们的眼球，同时我们希望借此机会与贵司继续商谈新的业务和合作。
我们的展位信息如下：
展览中心：琶洲会展中心
展位号：10. 1 I35-36, J13-14
日期：20xx年10月31日至xx月4日
我们真诚期待你们的光临!
顺祝商祺
罗先生
第五篇：广交会语句
【价格跟数量】
产品的价格一般有两种，一个是出产价EX-works price，一个是FOB价，要问清楚是FOB哪里的，比方说FOB深圳。
Price depends on quantity.价格看数量而定。
How many containers u want?或者 what’s your quantity in mind? 你要多少货呢？ What’s your minimum quantity? 你们最低订单量是多少？ 20dollars, FOB Shenzhen.20美元，FOB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种货柜，20尺柜，40尺柜和高柜。（20feet container, 40feet container,HQ）【产品包装】
包装材料如PVC塑料之类的。
How many pieces in one set? 这款产品一套有多少个？ How many sets in one box? 一个盒子有多少套？ How many boxes in one carton? 一个纸箱有多少盒？
How many carton in one container? 一个20柜有多少纸箱？ 个--->套--->盒--->纸箱--->货柜
（因为我做的是小型的陶瓷工艺品，所以就有这么多令人崩溃的包装）【讨价还价】
We need to cover our cost.We need a reasonable profit.Labor cost is high.劳力成本高 【下订单】
有些摊位下订单是开PI（Proforma Invoice）,有些则是签合同sign contrast.Take a order now?现在下单么？ Sign your name here.这里签名 percent deposit.交30%的定金。
We accept T/T as the terms of payment/ for payment.我们接受电汇的汇款方式。L/C letter of credit信用证（貌似比较少人用这个方式，电汇是最多的。）
---进出口贸易专用词
PI = Proforma Invoice 形式发票, 估价发票, 试算发票, 备考货单
作用：
1.让客户知道自己买的什么，数量多少，单价多少以及总值；
2.客户用以办理申请开立信用证或其他付款方式的单据。
形式发票Proforma Invoice(PI)其作用等同于报价单!做好报价单就能安排生产吗?那做贸易不是太简单啦?
形式发票只有经过双方签字后,就意味着合同生效!—–但仅仅合同生效,也不一定就要安排生产——通常要等LC或者预付款收到以后才能安排生产的!
Proforma Invoice做好后还不能安排生产的.它的另一作用就作合同之用.需双方盖章(stamp)才能生效!我的英国客户每次都喜欢用PI的形式作合同之用,而且当他收到PI后都会付订金的!
形式发票还可以用于其他需要结算的场合。
(1)用于预付货款，即在装货前要求现金支付。
(2)在寄售方式中，出口的货物没有确定的销售合约，而是放在代理商手中，对代理商来说，形式发票可以作为向潜在的买方报价的指南。
(3)如果是投标，形式发票可以使买方在许多相互竞争的供货商中按合理的价格和销售条件签订销售合同。------------
B/L
提单（Bill of Lading,B/L）是由船长或承运人或承运人的代理人签发，证明收到特定货物，允许将货物运至特定目的地并交付于收货人的凭证。
一、提单的作用
1.提单是运输合同的证明 2.提单是货物收据 3.提单是物权凭证
二、提单的分类
1.按货物是否已装船区分 已装船提单（Shipped B/L or on Board B/L）。2 收货待运提单（Received for Shipment B/L）。
2．按提单抬头区分 记名提单（Straight B/L），又称收货人抬头提单。2 指示提单（Order B/L）。不记名提单（Blank B/L or Open B/L）。
3.按无影响结汇的批注区分清洁提单（Clean B/L）。2 不清洁提单（Foul B/L）。
4.按收费方式区分 运费预付提单(Freight Prepaid B/L)。2 运费到付提单（Freight Collect B/L）。
5.按船舶的经营方式区分 班轮提单(Liner B/L)。2 租船提单（Charter Parth B/L）。
三、提单的缮制与签发
1． 托运人（Shipper）
2． 收货人（Consignee）
3．通知人（Notify Party）
4． 前段运输（Pre-Carriage by）
5．收货地点(Place of Receipt)
6． 海运船舶及航次（Ocean Vessel、Voy.NO）7． 装货港（Port of Loading）
8． 卸货港（Port of Discharge）9．交货地点（Place of Delivery）
10.唛头和号码、集装箱箱号和铅封号（Marks & Nos.、Container.Seal No.）
11．集装箱数或件数（No of Container or P kgs）
12．包装种类、货物名称（Kind of Packages、Description of Goods）
13．毛重（Gross Weight kgs）
14．体积（Measurement）
15．运费和费用、付款地点及付款方式（Freight & Charges、Prepaid at、Payable at、Pre-paid、Collect）
16．提单号和正本提单份数（B/L No.、No.of Original B(s)/L）
17．签单地点和日期（Place and Date of Issue）
18．代表承运人签字（Signed for the Carrier）
四、B/L与D/O的区别
B/L：
BILL OF LOADING提单，是货物的物权凭证。
D/O：
DELIVERY ORDER提货单，是目的港口提取货物时需要的凭证，不可以转让.货物上船之后，由船公司签发B/L给SHIPPER，SHIPPER将B/L转给CONSIGNEE，货物到达港口，CONSIGNEE凭B/L去船公司换取D/O，凭D/O去港口提货。
二者在货物提取之前有且只有一个留在货主手里，只不过D/O不再是物权凭证，货主领取D/O之后，说明船公司已经把货物放给货主了。
商业发票
商业发票（COMMERCIAL INVOICE）
商业发票是出口方向进口方开列发货价目清单，是买卖双方记账的依据，也是进出口报关交税的总说明。商业发票是一笔业务的全面反映，内容包括商品的名称、规格、价格、数量、金额、包装等，同时也是进口商办理进口报关不可缺少的文件，因此商业发票是全套出口单据的核心，在单据制作过程中，其余单据均需参照商业发票缮制。
【内容】
商业发票的内容一般包括：
⑴商业发票须载明“发票”（INVOICE）字样；
⑵发票编号和签发日期（NUMBER AND DATE OF ISSUE）；
⑶合同或定单号码（CONTRACT NUMBER OR ORDER NUMBER）；
⑷收货人名址（CONSIGNEE’S NAME AND ADDRESS）；
⑸出口商名址（EXPORTER’S NAME AND ADDRESS）；
⑹装运工具及起讫地点（MEANS OF TRANSPORT AND ROUTE）；
⑺商品名称、规格、数量、重量（毛重、净重）等（COMMODITY，SPECIFICATIONS，QUANTITY，GROSS WEIGHT，NET WEIGHT，ETC.）；
⑻包装及尺码（PACKING AND MEASUREMENT）；
⑼唛头及件数（MARKS AND NUMBERS）；
⑽价格及价格条件（UNIT PRICE AND PRICE TERM）；
⑾总金额（TOTAL AMOUNT）；
⑿出票人签字（SIGNATURE OF MAKER）等。
在信用证支付方式下，发票的内容要求应与信用证规定条款相符，还应列明信用证的开证行名称和信用证号码。在有佣金折扣的交易中，还应在发票的总值中列明扣除佣金或折扣的若干百分比。发票须有出口商正式签字方为有效。
【作用】
商业发票的作用有以下几方面：
（1）可供进口商了解和掌握装运货物的全面情况。
发票是一笔交易的全面叙述，他详细列明了该装运货物的货物名称，商品规格，装运数量，价格条款，商品单价，商品总值等全面情况，为进口商提供识别该批货物属于哪一批订单项下的。进口商可以依据出口商提供的发票，核对签订合同的项目，了解和掌握合同的履约情况，进行验收。
（2）作为进口商记账，进口报关，海关统计和报关纳税的依据。
发票是销售货物的凭证，对进口商来说，需要根据发票逐笔登记记账，按时结算货款。同时进口商在清关时需要向当地海关当局递交出口商发票，海关凭以核算税金，验关放行和统计的凭证之一。
（3）作为出口商记账，出口报关，海关统计和报关纳税的依据。
出口商凭以发票的内容，逐笔登记入账。在货物装运前，出口商需要向海关递交商业发票，作为报关发票，海关凭以核算税金，并作为验关放行和统计的凭证之一。
（4）在不用汇票的情况下，发票可以代替汇票作为付款依据。
在即期付款不出具汇票的情况下，发票可作为买方支付货款的根据，替代汇票进行核算。光票付款的方式下，因为没有货运单据跟随，也经常跟随发票，商业发票起着证实装运货物和交易情况的作用。
另外，一旦发生保险索赔时，发票可以作为货物价值的证明等。
【形式】
商业发票没有统一规定的格式，每个出具商业发票的单位都有自己的发票格式。虽然格式各有不同，但是，商业发票填制的项目大同小异。一般来说，商业发票应该具备以下主要内容：
（1）首文部分
首文部分应该列明发票的名称，发票号码，合同号码，发票的出票日期和地点，以及船名，装运港，卸货港，发货人，收货人等。这部分一般都是以印刷的项目，后面留有的空格须填写。
（2）文本部分
发票的文本主要包括唛头，商品名称，货物数量，规格，单价，总价毛重/净重等内容。
（3）结文部分
发票的结文一般包括信用证中加注的特别条款或文句。
发票的结文不还包括发票的出票人签字。发票的出票人签字一般在发票的右下角，一般包括两部分内容：一是出口商的名称（信用证的受益人），二是出口公司经理或其他授权人手签，有时也用手签图章或代替手签。但是，有些国家规定，写在签署人签字以下的文字内容无效。因此，应该特别注意，发票的各项内容应该列在签字之上。
-----------------广交会基本用语！！！！！！！！！！！！！！！！！！！！！！！！！！！！！！！！！问好
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? 机场接客
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?
相互介绍
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.确认话意
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.告别
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!
约会
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.市场销售
客户询问
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.回答询问
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.品质
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 价格
客人询价
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? 我们报价
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? 客人还价
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? 拒绝还价
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.接受还价
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.订单
客人询问最小单数量
35.What’s minimum quantity of an order of your goods? 询问订货数量
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.客人回答订单数量
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.感谢下单
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.交货
客人询问交货期
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?
答复交货期
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.客人要求提早交货
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? 稳住客人
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.签单
签单前建议
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 11.These are two originals of the contract we prepared.询问签单
12.When shall we sign the contract?
13.Mr.Brown, do you think it is time to sign the contract?
14.Shall we go over the other terms and conditions of the contract to see if we agree on all the particulars? 15.Shall we sign the contract now? 16.Just sign there on the bottom.17.The contract is ready, would you mind reading it through?
18.We have reached an agreement on all the clauses discussed so far.It is time to sing the contract.签单后祝语
19.I’m very pleased that we have come to an agreement at last.20.Let’s congratulate ourselves for the successful contract.付款方式
客人询问付款方式
1.Shall we discuss the terms of payment?
2.What is your regular practice about terms of payment? 3.What are your terms of payment?
4.How are we going to arrange payment?
回复询问付款方式
5.We’d like you to pay us by L/C.6.We always require L/C for our exports and we pay by L/C for our imports as well.7.We insist on full payment.8.We ask for a 30 percent down payment.9.We expect payment in advance on first orders.客人建议付款方式
10.We hope you will accept D/P payments terms.11.In view of this order of small quantity, we propose payment by D/P with collection through a band so as to simplify the payment procedure.12.Payment by L/C is the safest method, but rather complicated.礼帽拒绝客人
13.I’m sorry.We can’t accept D/P or D/A.We insist on payment by L/C.14.I’m afraid we must insist on our usual payment terms.15.“Payment by installments” is not the usual practice in world trade.16.It is difficult for us to accept your suggestion 接受客人付款方式
17.In view of our long friendly relations and the efforts you have made in pushing the sales, we agree to change the terms of payment from L/C at sight to D/P at sight;however, this should not be taken as a precedent.18.I have no alternative but to accept your terms of payment.信用证要求及货币
19.When should we open the L/C?
20.Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.21.How long should our L/C be valid?
22.The L/C should be valid 30 days after the date of shipment.23.Could you tell me what documents you’ll provide?
24.Together with the draft, we’ll also send you a full set of bill of lading, an invoice, and an insurance policy, a certificate of origin and a certificate of inspection.I suppose that is all.25.In what currency will payment by made?
26.We usually do business in U.S.dollars as world prices are often dollars based.保险
客人询问保险
1.As for the insurance, I have quite a lot of things which I am still not clear about.2.May I ask you a few questions about insurance? 3.What do your insurance clauses cover?
4.I wonder if the insurance company holds the responsibility for the loss.5.Have you taken our insurance for us on these goods? 6.Can you tell me the difference between WPA and FPA? 7.What risks are you usually covered against? 8.Is war risk to be covered?
9.I’d like to have the insurance of the goods covered at 110% of the invoice amount.回复保险询问
10.There are three basic covers, namely, Free form Particular Average, with Particular Average and ALL risks.11.Ocean shipping cargo insurance is important because goods run the risk of different hazards such as fire, storm, collision, theft, leakage, explosions, etc.If the goods are insured, the exporter might get enough to make up his loss.12.Should any damage be incurred, you may, within 60 days after the arrival of the consignment, file a claim supported by a survey report, with the insurance company at your end.13.As a rule, we don’t cover them unless you want to.14.If more than that is asked for, the extra premium for the difference between 130% and 110% should be born by the buyer.15.The FPA clause doesn’t cover partial loss of the particular coverage, whereas the WPA clause does.16.The extra premium involved will be on your account.17.The insurance covers ALL Risks at 110% of the invoice value.18.No, it is not necessary for the shipping line to add to the cost.Our past experience shows that All risks gives enough protection to all the shipments to your area.19.ALL risk covers all losses occurring throughout the voyage caused by accidents at sea or land.In other words, it includes FPA, WPA, and general additional risks, with special additional risks excluded.参观工厂
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?
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