第一篇：外贸人必备广交会实用英语口语
广交会英语情景对话集锦
——感谢功夫外贸猫熊哥的分享
秋季广交会马上又要到了，应关注功夫外贸公众号的粉丝要求，猫熊哥这里根据自己多年来参加广交会的经验，和在广交会期间经常用到的广交会英语。
经过整理编辑，推出功夫外贸广交会外贸业务员参展实用英语情景对话集锦，希望对那些即将参加广交会的朋友一定的帮助：
1.当有客商在展位前经过或驻足向摊位里瞭望时，你应该微笑着跟他们打招呼，hello，good morning； 嗨，早上好！Good afternoon.下午好！How do you do? 你好！How are you? 你好！
2.当客户走进我们摊位时，我们应该迎过去微笑着说： welcome you visit our booth.欢迎光临我们展位。
Nice to meet you here in our booth.很高兴在我们展位见到你。
It’s a great honor to meet you at our booth.非常荣幸在我们展位见到你。
3.很多广交会客户会不看你的展品，不进入你的摊位，更不和你谈产品，而是直接和你索要你们公司的样本，或者产品目录的CD或者U盘。客户会这么和你说： Can I have your catalog? 我可以要你们的样本吗？
May I have a look at your catalog? 我可以看看你们的样本吗？ do you have your company brief CD? 你们有你们公司简介的CD吗？ do you have CD catalog? 你们有CD样本吗？
can you give me your company catalog? 你能给我你们公司的样本吗？
4.你应该提前多准备些样本，并把你的名片订在样本的封面上。你把样本递给客户说： This is our company’s products catalog（CD catalog）and this is my name card.It will give you a general idea of the products we handle.这是我们公司产品的样本（CD样本），这是我的名片，从样本中你会了解到我们所经营的产品概况。
当客户拿到你的样本要走时，你可以这样提醒客户：
Won’t you have a look at our catalog and see what interest you? 你可以看看我们的样本，看看你对什么感兴趣。这样有可能把客户留下，并进入你的摊位。然后你要马上和客户索要名片，否则他就走了： could you give me your name card? 您可以给我您的名片吗？
当客户看完你的样本后，如果有他非常感兴趣的产品是，他会这么问： We really need more specific information about this products in your catalog.我需要样本里这款产品的详细信息。
这就需要你对你的产品非常熟悉，才能马上做出非常专业的解答，否则，你就会在客人面前显得不专业，客户就会离你而去。
所以，猫熊哥还是那句话，熟悉产品，熟悉产品还是熟悉产品的英文资料。5.你或者直接双手递给客户你的名片，并说： Here is my business card.这是我的名片。here is my name card.这是我的名片。
6.你给客户名片后，一般客户会主动拿出他的名片作为交换，但是也要客户不愿意主动给出他的名片的，这时你要主动地跟他要名片说： May I have your business card? 我可以要你的名片吗？
Could you give me your business card? 你能给我你的名片吗？ can I have your name card? 你能给我你的名片吗？
7.当客户给你名片时，要双手接过来，并认真看一下名片上客户的名字，公司名称，城市名称，国家名称，以便下面交流时用。如果读不出客户的名字，你可以问客户： can you tell me How to pronounce your name? 能告诉我如何读你的名字吗？
sorry, can you tell me how to speak your name? 对不起，能告诉我如何读你的名字？ how can I read your name? 你的名字怎么读？
8.当客户直接奔向你们某款展品走去时，你要陪着客户过去并主动介绍产品，说： our this products have been exported to many countries for more than XXX year.from our exhibiting samples you can see that we are specialized in manufacturing and exporting this line products.and our products have a very good reputation among our importers.我们这个产品已经 XXX多年一直出口到很多国家，从展出的样品你可以看到我们是专业生产出口这类产品的，我们在我们进口商中有非常好的口碑。I think it will also find a good market in your market.我认为它会在你们的市场上畅销。
9.如果客户还没有表现出对某款具体产品感兴趣时，你可以这么说：
would you like me to show you our exhibiting samples first, and then we can site down and talking about the specific items which you interested.我先带你参观一下我们的展出样品，然后我们坐下来再谈某些你具体感兴趣的产品如何？ 或者说：
What about having a look at our sample first? 先看一看我们的产品吧？
如果你有在广交会上最好卖的产品，你也可以直接推荐给客户： This is our hot sale item.It had a great success at this canton fair.这是我们热卖商品，这款产品在这次广交会上收到非常成功效果。
10.当客户看完你的展品后，你可以先让客人在谈判桌前坐下，并给客户一些饮料，这么说： Would you like a glass of water? 来一杯水如何？
can I get you a cup of tea? 来一杯茶如何？ How about a Coke? 来一杯咖啡？ 客户可能回答说：
A cup of water would be great.Thanks.谢谢，一杯水吧。
11.接着进入正题，你会问客户：
How do you feel like the quality of our products? 你觉得我们产品的质量怎么样？
当客户会表示展品质量还不错，或者未加评价时，你可以这么和客户说：
The quality of ours is as good as that of many other suppliers here in canton fair, 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参加广交会的供应商一样的好，而我们的价格却不象他们的那样高。你对哪个产品感兴趣？ 或者你也可以这么和客户说：
our products quality is our best selling point.我们产品的质量就是我们最好的卖点。Our product is the best seller.我们的产品就是最好的推销员。
We have a very strict quality controlling system which promises that goods we produced are always of the best quality.and You can see.It is good not only in material, fashionable in design, but also super in workmanship, if you buy our product, You will got the best quality there as well as the fashion style.我们有非常严格的质量控制体系，以确保我们的产品生产始终是最好的质量。你可以看到，不仅材料好，款式新，而且工艺高超。
如果你买我们的产品，你将不仅得到最好的质量而且是最新的款式。或者说：
The high quality of the products will secure their leading status in the market place.You must be aware that our quality is far superior to others who exhibit in canton fair.Heavy inquiries witness the quality of our products.产品的高品质将确保在市场上的领先地位。你一定知道，我们的质量远远优于其他在广交会展出商的产品的。大量的询价就已经证明我们的产品质量了。
This product is now in great demand and we have on hand many inquiries from customers here in canton fair.这种产品现在需求量很大，我们手头上有很多来参加展会的客户的询盘。12.当客户就某个具体产品询问价格时，他会这么说： Will you please let us have an idea of your price? 你能给我们报你的价格吗？ How about the price 价格是多少？ How much is this? 这个多少钱？ What about the price? 这个价格是多少？
13.这时你可以这么回答客户说：
To a certain extent，our price depends on how large your order is.but In general, our prices are given on a FOB basis.在某种程度上，我们的价格得看你们的定单有多大。但是通常我们的报价都是FOB价。14.然后你可以把提前准备好的FOB价格表给客户并说: This is the pricelist, but it serves as a guide line only.Is there anything you are particularly interested in we can discuss the price detail.这是价格表，但只供参考。如果有你特别感兴趣的商品，我们可以仔细谈论价格。或者这么说：
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。但是所有价格以我方最后确认为准。15.客户看完你的价格表后会含蓄地表示让你降价，客户会这么和你说：
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。客户还会这么说：
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销你的产品。16.你这时可以这么回答客户说：
Our prices are most favorably quotations compare with other manufacturers.You’ll see that from our price sheet.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。然后你接着说：
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。
17,当然，要确定给客户降价, 你一定要先问客户的大概订货数量，这样好决定最后的降价幅度。
你可以这么问客户： what’s your quantity in mind? 你要多少货呢？或者：
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？或者：
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。How many quantity do you want? 你们要多少数量？ How many do you intend to order? 你打算订多少？
Would you give me an idea how much you wish to order from us? 你能给我一个大致概念，你希望从我们这儿订多少货？ 客户一般会这么回答你的问题：
The size of our order depends greatly on the prices.我们的订货数量很大程度取决于你的价格。
If you reduce your price by 5%, we are going to order XXXX sets.如果你能降价5%，我们将订 XXX套。
This is a trial order;please send us XXX sets only so that we may test the market.If successful, we will give you large orders in the future.这是一个试订单，请只给我发XXX套，以便我们测试市场，如果成功，我们将给您很大的订单。
We have decided to place an order for your XXX product at xxxx PCS.我们已经决定订购你们的XXX产品XXXX件。I’d like to order 600 sets.我想订 600台。
18.如果客户的订货量小，或者他不打算第一次就大量订货，往往他会这么问你： What’s your minimum order quantity? 你们最低订单量是多少？
What’s minimum quantity of an order of your goods? 你们产品一个订单的最低订货量是多少？ 19.这时你就可以直接回答你们的最低订货量：
our minimum order quantity for each Item not less than XXX pcs 我们每款产品的最低订货量不少于XXX件。
一般客户都能接受MOQ，但是也有客户不能接受你们的最低订货量，他会这么说： We can’t execute orders at your limits（MOQ）我们不能订购你们最低订货量。20.当然你也可以主动建议客户说： What about placing a trial order to start? 何不先从试订货开始？
21.客户往往看到你的价格表后，会开始大开杀戒，他要开始杀价了。
这时，你不要生气，更不要慌张，这说明客户真的看好你的产品了，他是真的想买你的东西了，所以他才会这样杀价,客户会这么杀价： Is it possible that you lower the price a bit? 是否可以降一点价格？
Do you think you can possibly cut down your prices by 10%? 你可否降价10%？
Can you bring your price down a bit? Say $10 per dozen.你能否把价格降一些，比如每打10美金。
It’s too high;we have another offer for a similar one at much lower price.价格太高，我们有另一个一样的产品的报价，但价格却非常低。But don’t you think your price’s a little high? 但是，你没有感到你的价格有点高吗？ Your price is too high for us to accept.你的价格太高我们没法接受
It would be very difficult for us to push any sales it at this price.在这个价格对我们来说非常困难推销你的产品。
If you can go a little lower, I’d be able to give you an order on the spot 如果你可以降低一点价格，我就能当场给你下订单 It is too much.Can you discount it? 这价格太高了，你能给些折扣吗？
22.面对客户的杀价，不要急，你在参加展会前的准备工作是否充分,在这时就体现出来了。比如，你心里是否知道这个价格表最多能让利多少？
假如你们这个价格表最多让利10%，这时，你可千万别直接让利10%，那样你就惨了。那样你不但成不了单，而且客户还会得寸进尺。你要这样步步为营地让价：首先和客户说： While we appreciate your cooperation, we regret to say that our this prices is our best price, we can’t reduce our price any further at smaller quantity order.虽然我们感谢贵方的合作，但是很抱慊，我们的价格已经是最优惠价格，在订单数量很小的情况下不能再减价了，但是客户肯不能同意的，在客户一再要求降价的情况下，比如，你先让利2%，并和客户这样说：
if your order not less than our minimum order quantity, we can give you 2% discount.this is to my best.如果你的订单数量达到我们的最低订货量，我们可以给你2%的折扣，这是尽我最大努力了。或者：
Well, if your order is large than MOQ, we are ready to reduce our price by 2 percent.好的，如果你的订单不少于最低订货量，我们准备给你2%的降价。如果客户欣然接受，那你就大赚了，但客户往往还会摇头说： No.this price is still too high to acceptable.不，这个价格还是太高，我们不能接受。这时你要表现出非常为难的样子，然后和客户说：
Considering establishing good relationship with you and future business, we can give a 4% discount.考虑到和你建立友好的关系和未来的业务，我们可以给你4%的折扣。如果客户还是不满意,你可以这么说：
I do value the opportunity to establish business relationship with you.In order to conclude business, I’m prepared to cut down our price by 5%.if at this prices you can not agree, I’m sorry to say that i can not do nothing to help.我确实非常珍惜和你建立业务关系的机会，为了达成交易，我准备降价5%。如果在这个价格你还不同意，我很抱歉，我就没办法了。然后接着说： come on, let’s each make some concession and meet halfway? 我们各让一步，各让5%，好吗？
如果客户接受你的价格，那就是你比预定的最低价格还赚5%，如果客户还是不同意。你可以这么说：
If your order is not less than(10000 pcs), we may reconsider to give you 7% discount.如果你能订10000件以上，我可以考虑给你7%的价格。
and as you know The price of this commodity will soon be adjusted upwards due to advance in cost.并且你知道，由于成本上涨的原因，这产品的价格马上要上调了。and The price has been cut to the limit.and,I’m sorry.It is our rock-bottom price.并且这个价格已经降到极限了，对不起，这是我们的底价了。
按正常情况，到此，大多数客户都会接受你7%的降价了。这就是说，你还比最低价多赚3%。但是，如果遇到的是印度，巴基斯坦等南亚客户，或者非洲客户时，他们还会没完没了，他们会继续杀价.这时要会看懂客户的肢体语言与表情，如果客户想走了，你必须马上做出反应，要先稳住客户，然后说：
OK.Let me check it with my boss to see if he can give you a special discount.Excuse me a moment.I’ll be right back.好吧，我联系一下我们老板，看他能否满足你的特殊价格，对不起，失陪一下，我马上回来。然后拿着手机，到一角落假装给老板打电话，一会儿回来和客户说：
OK.our boss like to give you our no benefit prices only to make you a friend.we agree to give you a 10% discount according to your request.and at this price already close to the costs of production.好吧，我们老板为了交你这个朋友原因按评价给你，同意给你10%的折扣，按这个价格已经是我们的生产成本价了。
这是最后的一招，这时，按照客户的要求降价10%。
这样，你保住了最多降价10%的底线，客户看到这么艰难得到的价格，他还以为捡到大便宜了。
23.当然如果你们的价格已经是底价了，那就这么和直接和客户说： Our price is highly competitive.我们的价格相当有竞争力。this is the lowest possible price.这是最低的价格了
Our price is very reasonable.我们的价格非常合理。
Our price is competitive as compared with others in canton fair.我们的价格与广交会其他供应商比较是相当有竞争力的。To tell you the truth, we have already quoted our lowest price.实话告诉你，我们已经报的是最低价格。
I can assure you that our price is the most favorable.A trial will convince you of my words.我可以向你保证我们的价格是最优惠的，你试订货一次会证明我的话。
24.如果客户就要求你降价3%。那你就直接接受客户的要求好了，并和客户说： Considering to establish long standing business relationship between us, we accept it.考虑我们之间的建立长期的业务关系，我们接受你的还价。25.当有的客户要求用CIF, CFR价格术语成交时，客户会这么说： could you offer us CIF(CFR)(NEW YORK)prices? 你能给我们报CIF(CFR)纽约的价格吗？
这又是检验你参加展会前的准备工作是否做得充分，如果你展会前将世界主要港口的海运费有个价格表，并且对你的产品包装规格尺寸心中有数。
20尺货柜能装多少数量也非常清楚，你就可以马上计算出平均到每个商品上的海运运费。这样把运费加到FOB价格上就是CFR价，而保险费非常少可以忽略不计的情况下，CFR价格也就约等于CIF价格。这样就能报出 CIF价格。你就可以当场计算后报给客户说：
here is CIF(CFR)XXX prices calculated on the base of FOB prices which we have just given you best discount.这是按照刚刚给你打折的FOB价格的基础上算出的CIF价格。26.有关保险问题，客户会这么问你：
What kind of insurance are you able to provide for my consignment？ 贵公司能为我的这批货保哪些险呢？
May I ask what exactly insurance covers according to your usual C.I.F terms？ 请问根据你们常用的CIF价格条件，所保的究竟包括哪些险别？ May I ask you a few questions about insurance? 我可以问几个关于保险的问题吗？
27.关于客户问的保险问题，你可以这样回答：
For Transactions concluded on CIF bases, we usually effect insurance with the People’s Insurance Company of China against All Risks, as per Ocean Marine Cargo Clause of The People’s Insurance Company of China.对于按照CIF达成的交易，我们通常按照中国人民保险公司的海洋运输保险条款，投保中国人民保险公司的一切险。
Usually, the amount insured is 110% of the total invoice value, However, if a higher percentage is required, we may do accordingly but you have to bear the extra premium as well.通常，保额按发票额的110%投保，但是，如果你要求更高的加成比例，我可以按照承保但是额外保费你方承担。
Should you require the insurance to be covered as per institute Cargo Clause, we would be glad to comply but if there is any difference in premium between the two it will be charged to your account.如果你们要求投保协会货物保险条款，我们可以投保但是如果由此引起两者之间的费用差别，由你们负担。
we are also in a position to insure the shipment against any additional risks if you so desire, and the extra premium is to be borne by you.In this case, we shall send you the premium receipt issued by the relative underwriter.我们也可以投保任何你希望的附加险，但是额外费用由你方负责，我们将把保险公司的保费收据寄给你。
如果客户要你报的是 CFR价格，但是客户还是要求你给他办理保险，他会这么和你说： we do know that for transactions on CFR bases, usually the buyer effect insurance, but could you on our behalf to effect the insurance? 我们知道CFR达成的交易，通常保险都是买家投保的，但是，你能代表我投保吗？ 对于客户的这个要求，你可以这么回答：
we agree to effect insurance on your behalf but you have to bear the premium.我们同意代表你办理保险，但你必须要承担的保费。28.当谈到产品包装时，客户会问你关于产品包装问题： can you tell me about your usual packing? 你能告诉我关于你们通常的包装吗？ 或者客户直接说：
Your packing must be seaworthy and can stand rough handling during transit.你们的包装必须具有适航性，并能经得起运输中的野蛮搬运。
29.有关包装问题，你必须对你们的产品包装非常了解，并能马上熟练地表达出来。例如：你可以这么说：
We would like to inform you that we used to pack our products in wooden cases but if you like to pack it in carton, we also can meet you,and we found our cartons just as seaworthy as wooden cases.我们想告诉你的是，我方以前通常都是用木箱包装我们的产品，但如果你喜欢用纸箱包装，我们可以满足，而且，我们的纸盒和木箱一样适合海运。或者你把手里提前准备好的你们出口常用的包装图片拿给客户看，并说：
Do you have specific request for packing? Here are the picture of our 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照片，你可以看下。30.如果客户对包装有自己的偏爱，客户会这么和你说： We prefer carton packing to wooden case packing.我们更喜欢用纸盒包装，而不是用木箱包装。或者客户对你们的包装没有特殊要求，他会这么说：
Please give special attention to the packing, or the goods could be damaged in transit.请特别注意包装，不然的话，货物可能会在运输中遭损。你为了让客户放心，你可以语气肯定，非常自信的回答客户： You can rest assured about that.包装你尽可放心。
31.接着客户会询问有关交货期问题，他会这么说： How long does it usually take you to make delivery？ 你们通常要多久才能交货？
What about our request for the early delivery of the goods? 我们要求尽快交货如何？
What is the earliest time when you can make delivery? 你们最早什么时候交货？
How long does it usually take you to make delivery? 你需要多长时间交货？
When will you deliver the products to us? 你将何时给我们交货？
When will the goods reach our port? 货物何时能运达我们港口？ Will it possible for you to ship the goods before early October? 十月初你装运货物吗？
32.关于交货期的问题，你必须事先就了解你们工厂或者供货商的大致备货时间，假如备货时间是30天，那你报给客户的交货期就说50天，给自己留点余地。你可以这么回答客户： we usually take shipment within 50 days from the date that your down payment(L/C)reaching us here.我通常在接到你们的定金（信用证）后50天内装运。
We deliver all our orders within two month after receipt of the covering letters of credit.我们在收到信用证后两个月内交货所有我们的订单。I think we can meet your requirement.我想我们能满足你的要求。
We can assure you that the shipment will be made not later than the first half of xxx.我们保证装运将在不晚于XXX上旬装运。
We will get the goods dispatched within the stipulated time.我们将在规定的时间内发运货物。
The earliest delivery we can make is at the end of XXX.我们最早的交货时间在 XX月底。
33.客户如果对你报的交货时间不满意，他会这么和你说： we expect you to make delivery in less than a month，can you？ 我希望你们在不到1个月的时间内交货，行吗？ 或者客户这么说：
Could you make prompt delivery？ 可以即期交货吗？
You may know that time of delivery is a matter of great important.你知道交货时间是最重要的事项。
You know that time of delivery is very important to us.I hope you can give our request your special consideration.你知道交货时间对我们非常重要，我希望你能对我们的请求给予特殊对待。
Let’s discuss the delivery date first.You offered to deliver the goods within two months after the contract signing.我们首先来谈交货期，你报签合同后两个月内交货。
The interval is too long.Could we expect an earlier shipment within one month? 这个间隔时间太长，我们希望一个月内交货可以吗？
34.有关交货期问题，你一定要根据你们产品的具体生产备货能力和订单情况回答了。你可以这么说：
we like to do our best to delivery as soon as we can.我们将尽我们最大的努力尽快交货。或者：
We’ll try our best.The earliest delivery we can make is in(November), but I can assure you that we’ll do our best to advance the shipment.我们尽我们最大努力，我们最早的交货时间是在11月，但是，我们保证我们将尽力提早装运。
I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.我相信货物能按时完好地运到你们那里，并能令你完全满意。或者拒绝客户的提前发货要求，但是你要这么和客户说：
I’m afraid not.As you know, our（factory）manufacturer is full ordered and we have a lot of order to fill.我恐怕不行，你知道，我们工厂订单满满的，我们又很多订单要执行。I’m sorry.We can’t advance the time of delivery.对不起，我们不能提前交货时间。
如果你对交货期心里没有数，你可以这么回答客户：
I’ll find out with our home office.We’ll do our best to advance the time of delivery.我将和公司联系咨询有关情况，我们将尽我们最大努力尽快交货。35.客户会接着和你谈论付款方式：他会说：
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？ What do you think of the payment terms? 对支付条件有何看法？
Shall we discuss the terms of payment? 我们谈谈付款条款吧？
What is your regular practice about terms of payment? 你们通常的付款方式是什么？ What are your terms of payment? 你们的付款方式
36.你这么回答客户提出的付款问题： We usually by full payment in advance.我们通常是全款预付定金 percent deposit.the balance(70%）to be paid against our copy of bill of lading.交30%的定金,尾款凭提单副本支付。We only accept T/T as the terms of payment.我们只接受电汇的汇款方式。by letter of credit at sight 凭即期信用证
Our company always require L/C for our exports 我公司总是要求出口凭信用证支付。We’d like you to pay us by L/C.我们希望你通过信用证支付我们。37.客户会说出他希望的付款方式：
We hope you will accept D/P payments terms.我们希望你能接受付款交单的付款方式。
In view of this order of small quantity, we propose payment by D/P with collection through a bank so as to simplify the payment procedure.鉴于这个订单数量很小，我们建议采用付款交单通过银行托收的方式支付，这可以简化付款程序。
Payment by L/C is the safest method, but rather complicated.凭信用证支付是最完全的方式，但是太复杂。
38.你要明确毫不犹豫地拒绝客户要求的付款方式，你要这么礼貌而坚决地回绝客人的高风险付款方式：
I’m sorry.We can’t accept D/P or D/A.We insist on payment by L/C(T/T).对不起，我们不能接受付款交单或者承兑交单的付款方式，我们坚持通过信用证（T/T电汇付款）方式。
I’m afraid we must insist on our usual payment terms by T/T(L/C at sight).我们必须坚持我们通用的电汇（即期信用证）付款方式。39.当付款条款确定后，客户会问你： When should we open the L/C? 我们什么时候开信用证？
How long should our L/C be valid? 我们的信用证的有效期要多长时间？ when should I make the down payment? 我们什么时间付定金？
40.你要根据客户的订货数量，以及你们的备货时间，告诉客户提前多少天开证或付定金：你要这样回答客户：
Your L/C must reach us 50 days before the date of delivery so as to enable us to make all necessary arrangements.你的信用证要在交货期50天前到达我们，这样我们才可以做所有的必要安排。
your down payment must reach us two month before the date of delivery so that to enable us to make all necessary arrangements.你的定金必须在交货日前两个月前到达我们，以便我们做所有必要的安排。41.当主要问题都谈完了，你可以主动向客户提出签订合同的问题：
Since both of us are in agreement on all the terms and conditions shall we sign the contract now? 既然我们双方一致同意所有的条款，那我们现在就签约好吗? 客户同意，你就去准备合同，然后签字，告诉客户签字位置： Please Sign your name here.请这里签名
42.签完合同后，你可以和客户这么说：
I’m very pleased that we have come to an agreement at last.我非常高兴我们最终达成一致。
Let’s congratulate ourselves for the successful contract.我们祝贺我们成功签订合同。
I want to tell you how much I appreciate your order.我想告诉你我非常感谢你的订单。
Thank you for your order.We assure you of a punctual execution of your order as soon as your L/C(Down payment)reach us here.谢谢你的订单，我向你保证我们会在收到你的信用证（定金）后马上执行你的订单。Thank you very much for your order 非常感谢你的订单。
43.签完合同了，就可以放松下来。这时，为了增进和客户的熟悉程度和友谊深度，你可以说些其他的话题，并从中间接了解客户。比如你可以说： Is this your first time to China? 这是你第一次来中国吗？
Is this your first time to Canton fair?/Guangzhou Fair? 这是你第一次来广交会吗？
Do you travel to China on business often? 你经常来中国做生意吗？
What kind of Chinese food do you like? 你喜欢那种中国食品？
What do you like to do in your spare time? 你业余时间喜欢做什么？
Could I have some information about your scope of business? 你能告诉我你的经营范围吗？ It was nice to talking with you.和你交谈非常愉快 I enjoyed talking with you.我非常愉快和你交谈。
We really wish you’ll have a pleasant stay here.我们衷心希望你在这儿逗留愉快 I hope you’ll have a pleasant stay here 我们希望你在这儿过的愉快。Do you have much trouble with jet lag? 你有很多时差困扰吗？
44.如果你的工厂在珠三角地带，你可以在广交会期间邀请客户参观工厂，这个工厂要是你们自己的。如果工厂不是你们自己的，客户没有求还是别主动邀请了。你可以这么和客户说： You’ll understand our products better if you visit our factory during you stay here in canton fair.在广交会期间如果你能参观我们的工厂，你将能更好理解我们的产品。
Let’s me know when you are free.We will arrange the tour for you to visit our factory which nearby Guangzhou.请告诉我你什么时候有时间，我将安排你参观我们广州附近的工厂。客户也可能主动要求你安排参观工厂，他会这么说： I wonder if you could arrange a visit to your factory? 我想你是否可以安排我参观你们工厂。45.客户离开摊位时，你要这么和客户告别：
I wish you a success in your business transaction in canton fair.我祝愿你在广交会获得成功。
Wish you a very pleasant journey in Guangzhou!祝你广州旅行愉快，It is a pity you are leaving so soon.你马上就要离开了很舍不得。
I’m looking forward to seeing you again 我期待再次见到你。
Don’t forget to look me up if you are ever in China.Have a nice journey!无论何时你来中国不要忘了来看我，一路顺风。客户会和你道别说：
Thank you very much for everything you have done us during our stay in your booth.非常感谢在你们展位时你给我们所做的一切。你可以这么回答客户： Don’t mention it.Keep in touch.别客气，保持联系。46.在广交会上，采购商除了在你的摊位咨询价格，他们还会到很多摊位去交谈询价。而你为了尽可能先人一步搞定客户订单，有时你有必要约客户在晚上出去一起吃饭或娱乐，或者去客户入住的酒店去看望客户并谈论有关问题。
May I make an appointment with you? I’d like to arrange a meeting to discuss your new order this evening in your hotel at your convenient time.could you tell me which hotel do you check in and your room Number? 我可以和你约个时间吗？我想今天晚上在你方便的时候到你入住的酒店和你讨论订单的问题。你可以告诉我你入住的酒店和房间号吗？ 或者：
Would you please tell me when you are free so that I can honour you a dinner? 你能告诉我你什么时候有时间，以便我可以设晚宴宴请你好吗？ Can I invite you to have dinner together this evening? 今晚我可以邀请你一起吃晚餐吗？ 客户可能这么对你说：
OK, I checked in Dong-fang Hotel, My room no.is XXX.好的，我入住东方饭店，我的房间号是XXX。
thanks, It is my pleasure to have dinner with you.I will be there.谢谢，和你一起用晚餐是我的荣幸，我会前往的。
47.因为客户来自世界各地，客户的英语水平也是五花八门，参差不齐。欧美的不用说，南亚印度和巴基斯坦客商的英语你懂的。
有的客户英语可能很烂，很多时候你不必完整说完一个句子，关键是要表达清楚，说明白就行。
如果听不懂客户的话，一定要问清楚，宁可多问也不要不懂装懂。当你听不懂客户的话时，你要这么问客户： beg your pardon!请你再说一遍。can you repeat it again.你能在说一遍吗？
Could you say that again, please? 请你再说一下。Could you repeat that, please? 请你重复一遍。或者，I can’t catch up with you, could you please speak slowly.我跟不上你，你能说的慢点吗？
Could you speak a little more slowly, please? 请你说得稍微慢一点。Could you write that down? 你能写下来吗？
当你不确定客户的意思时，你可以把你听到客户的意思再重复一次，让客户确认，以免搞错。你可以这么说： You mean…is that right? 你是说… 对吗？ Do you mean..? 你的意思是…
如果客户没听懂你的话，或者误解你的话，你要立即纠正，以免为以后带来不必要的误会和麻烦：你要直接这么说：
No, I’m afraid you misunderstood me.What I was trying to say is… 不，恐怕你误解了。我想说的是……
总之，广交会，客户多，来自世界各地，各种语言能力的人都有，要做到以不变应万变。不变就一定要熟悉你的产品的方方面面的英文资料，英文表达。
还有就是听不懂就要让客户重复，再不懂，就用笔在谈判桌上让客户写着纸上交流，千万不能不懂装懂。
第二篇：广交会常用英语口语整理篇
广交会常用英语口语
广交会常用英语口语之市场销售类： 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? 回答询问：
1.This is a copy of catalog.It will give a good idea of the products we handle.2.Won‟t you have a look at the catalogue and see what interest you? 3.That is just under our line of business.广交会常用英语口语之品质类：
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? 广交会常用英语口语之客人询价：
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? 广交会常用英语口语之报价： 1.This is our price list.2.We don‟t give any commission in general.3.What do you think of the payment terms? 广交会常用英语口语之客人还价：
1.Is it possible that you lower the price a bit?
2.Do you think you can possibly cut down your prices by 10%? 3.Can you bring your price down a bit? Say $20 per dozen.广交会常用英语口语之拒绝还价：
1.Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.2.Our price is competitive as compared with that in the international market.3.To tell you the truth, we have already quoted our lowest price.客人询问最小单数量
1.What‟s minimum quantity of an order of your goods? 2.How many do you intend to order?
3.Would you give me an idea how much you wish to order from us? 4.When can we expect your confirmation of the order? 5.As our backlogs are increasing, please hasten the order.客人回答订单数量
1.The size of our order depends greatly on the prices.2.Well, if your order is large enough, we are ready to reduce our price by 2 percent.3.If you reduce your price by 5, we are going to order 1000sets.广交会常用英语口语之感谢下单
1.Generally speaking, we can supply form stock.2.I want to tell you how much I appreciate your order.3.Thank you for your order of 100 dozen of the shirts.We assure you of a punctual execution of your order.广交会常用英语口语之客人询问交货期
1.What about our request for the early delivery of the goods? 2.What is the earliest time when you can make delivery? 3.How long does it usually take you to make delivery? 广交会常用英语口语之答复交货期
1.I think we can meet your requirement.2.I „m sorry.We can‟t advance the time of delivery.3.I‟m very sorry for the delay in delivery and the inconvenience it must have caused you.广交会常用英语口语之客人要求提早交货
1.You may know that time of delivery is a matter of great important.2.You know that time of delivery if very important to us.I hope you can give our request your special consideration.3.Let‟s discuss the delivery date first.You offered to deliver the goods within six months after the contract signing.广交会常用英语口语之稳住客人
1.We shall effect shipment as soon as the goods are ready
2.We will speed up the production in order to ship your order in time.3.If you desire earlier delivery, we can only make a partial shipment.广交会常用英语口语之签单类：
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?
签单后祝语
1.I‟m very pleased that we have come to an agreement at last.2.Let‟s congratulate ourselves for the successful contract.广交会常用英语口语之付款方式：
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? 回复询问付款方式
1.We‟d like you to pay us by L/C.2.We always require L/C for our exports and we pay by L/C for our imports as well.3.We insist on full payment.客人建议付款方式
1.We hope you will accept D/P payments terms.2.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.3.Payment by L/C is the safest method, but rather complicated.广交会常用英语口语之礼貌拒绝客人
1.I‟m sorry.We can‟t accept D/P or D/A.We insist on payment by L/C.2.I‟m afraid we must insist on our usual payment terms.3.“Payment by installments” is not the usual practice in world trade.广交会常用英语口语之信用证要求及货币
1.When should we open the L/C?
2.Your L/C must reach us 30 days before the date of delivery so as to enable us to make all necessary arrangements.3.How long should our L/C be valid? 广交会常用英语口语之保险类： 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? 广交会常用英语口语之参观工厂： 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.
第三篇：广交会以及外贸工作总结
就我所了解的，仅提出以下建议：
1.明确我们公司的性质，熟悉我们提供的服务范围，主要从事哪些服务，比如代理，采购，翻译等，对着整个过程要非常熟悉。
2.明确客户需求，做好谈话记录，及时和客户联系。
3.价格是一般客户最关注的，要突出我们有很多合作厂家，可以采购到最便宜，客户最满意的产品。
4.如有必要可以承诺先给客户免费代理采购1-2次，确保客户满意再长期合作。5.突出有严格的管理体制和健全流畅的服务体系，以客户利益为中心，诚信合作。6.注意细节，主动给别人介绍参展情况，提供翻译等，主动帮助别人，要热情，给别人留下好的印象。
7.让客户联系我们，首先要交换名片，然后肯定是我们主动与他们联系，当然如果在现场就给客户留下好的影响，肯定会获得更大的机会。可以考虑赠送小纪念品，礼品附有公司联系方式，比如丝绸工艺，2008福娃，刺绣，脸谱，竹简线装书，中国结，剪纸，丝巾，雕刻，风筝，灯笼，工艺筷子，古扇等。考虑成本，可以不必送太多，送给比较感兴趣的客户即可。
8.要在1-2分钟内交换名片，我觉得可以按以下方式：欢迎来到中国进行外贸交易，我们来自*****外贸公司，竭诚为您服务！（请问你们此次来参会有什么需求吗？）（认真听取对方的需求，并迅速做出反应）
我们是一家****公司，正好从事相关方面的工作，我们可以帮助你做好代理工作，我们有很多***商品（突出客户所需商品）生产厂家合作，可以帮你采购到最便宜，最满意的产品。（用笔在宣传册上圈出正好满足客户需求的服务或案例）我们公司已经成立两年，有丰富经验和管理制度，可以为您做好***工作。当然，除了采购之外，我们还提供***等服务，如果你们在中国有什么疑问或困难，可以随时联系我们（用笔圈出联系方式），谢谢！
（对于感兴趣客户可赠送纪念品）
以下是搜到的一些东西：
1.要记录一下当时那些老外所关注的问题
我就是因为对当时的谈话记录做得很详细,结果我主动给他写了一封开发信,最后很顺利地做了一单,不过是等了一个月之后才收到他的回复!所以楼主要有耐心,做好记录,还有就是要分清重要客户,一般客户和随便来看一下的客户,这样才会有针对性地去做后面的工作
2.价格直接影响成败
3.（1）以电子厂为例，光是在广东东莞一个地方就有大大小小3000多家，客人的选择余地是非常大的。所以在客人威胁不降价就转单的时候，千万不要以为以他的价钱根本转不出去；（2）如果客人说要验厂的话，你的机会就来了，千万不要嫌麻烦，只有大客户才会在下单之前验厂的；（3）不要过分向有意愿的客户吹嘘现有的业绩。我曾经碰到有的业务，和我谈价格时，大谈他的一个大客户如何如何，说别人一个月200K的订单也是这个价格。这样的谈法，等于是在封我的嘴，我当时就感觉他已经吃撑了，再给饭也不要了；（4）答应的事情要做到，即使完成不了也要提前告诉客人，不要拖到客人来问才说。诚信太重要了，不只是公司，个人诚信也很重要，即使单子没做成，至少保住了在客人面前的诚信，无论是对业务，还是对自己将来的发展都大有好处；（5）报价要有技巧；（6）接到客人讯盘时要及时回复，即使是一封大众格式的回复都会让客人知道你办事的效率及对客人的尊重。有时候等你考虑好如何回复，报价时，客人已经飞掉了。对于那些在阿里或者环球资源上做广告，每天有大量讯盘的业务，这点尤其重要；（7）不要轻易的对客人说“不”。圆滑的处理是好的选择。例如，客人的目标价格实在是做不下来，可以说“我再帮您和老板争取一下”，或者推荐可以达到目标价格的产品给客人；（8）参加展会时，我最喜欢在第一天去，因为除了第一天，大多数参展的业务都没有了激情，对于客人的寻价几乎是疲于应付。那些自以为有火眼睛睛的业务则对客人区别对待。这些都是很致命的。展会就那么几天，拜托各位打足12分精神，给每一个到你展位的客人良好的印象；（9）做业务，在开始向新客人发邮件前，一定要确认你的邮件对客人是有价值的。例如，如果你是做廉价小礼品的，又想开发美国市场，你就要知道目标客人是WAL-MART, DOLLAR TREE, DOLLAR GENERAL.„„做文具的就要知道目标客人是OFFICE MAX, OFFICE DEPOT„„做家电的就要知道CIRCUITCITY, RADIO SHACK, STAPLES„„这些客人只要攻下一家，业务量就够老板笑几个月了；（10）关于付款方式。做外贸生意，付款风险大，所以，在考虑付款方式时，要首先注意控制风险，这个道理大家都明白，那么，如果客人的付款方式和你的风险控制发生冲突，影响成交时，该如何既拿到订单，又确保收款呢。本人只有笨办法，去找中国出口信用保险公司，虽然手续复杂，但是一旦承保，绝对安全；
4.主题，展馆布局，产品摆设等等，参与组织展览会的人需乐于跟陌生人交谈并了解他们的需要
5.碰到前来参观的客户可详细介绍自己的产品，与客户交换名片，需要进一步洽谈的请客户在你们展位的商谈桌上坐下仔细协商，拿本子单独登记每位客户的要求，各自的报价及相关的重要信息并钉上该客户相应的名片，分门别类，重点客户别忘了单独标记。交换名片时要有礼貌，碰到一些你明知是竞争对手的参观者并且想请对方惠赐名片时要有技巧
6.碰到人多得应付不太过来而且客人又需要你去招呼的时候，这时记得跟一个客户谈完再去招呼别的客人，切忌在跟一个客户谈话的当口把人家晾在一边转头去招呼另一个客户，可交代其他人员先跟客户打招呼稍等一下。
第四篇：外贸常用英语口语
外贸常用英语口语
第一单元 希望与要求 Part One(1)We’d like to e**press out desire to establish business relations with you on the basis of equally, mutual benefit and the e**change of needed goods.我方希望能在平等、互利、互通有无的基础上与贵司建立业务关系
(2)In order to e**tend our e**port business to your country, we wish to enter into direct business relations with you.为了能在贵国拓宽我方的出口业务，我们希望能与你们直接建立业务关系
(3)Our hope is to establish mutually beneficial trading relations between us 我们希望双方能建立互惠的贸易关系
(4)We look forward to a further e**tension of pleasant business relations 希望我们之间友好的业务关系得到进一步的发展
(5)It’s our hope to continue with considerable business dealing with you 我方希望能够继续同贵方保持大量的业务往来
(6)We look forward to receiving your quotation very soon我方期待尽快收到贵方的报价(7)I hope you’ll see from the reduction that we are really doing our utmost 希望贵方能从这一降价中看出我方真的在尽最大的努力
(8)We hope to discuss business with you at your earliest convenience.我们希望尽早与你方洽谈业务
(9)We wish to e**press our desire to trade with you in leather shoes.我方希望能与贵方达成皮鞋贸易
(10)We look forward to your early and trust that through our mutual cooperation we shall be able to conclude this transaction with you in the near future.我们盼望早日得到你方的答复，并相信通过相互合作，我们不久即可达成这笔交易
(11)I hope we can do business together, and look forward to hearing from you soon 希望我们有合作机会，并静候您的佳音
(12)I hope that we can cooperate happily希望我们合作愉快
(13)I hope that we can continue our cooperation希望我们能继续合作
(14)We sincerely hope that this transaction will turn out to the satisfaction of both parties.我们真心地希望这次交易能使我们双方都能满意
(15)We hope that this market trend will continue我方希望这种市场趋势能继续发展下去 Part Two(16)It is hoped that you would seriously take this matter into consideration and let us h**e your reply soon希望你方能认真考虑这件事，并尽快答复我们
(17)We hope that you will deal with our request earnestly希望能得到贵方的迅速答复(18)We hope to receive your immediate answer希望得到贵方的迅速答复(19)We are looking forward to h**ing your early reply to this matter 希望贵方对这件事能尽早答复
(20)We hope that this dispute can be settled through friendly negotiation without its being submitted for arbitration 我方希望可以通过友好谈判加以解决，而不要仲裁
(21)We look forward to your settlement at an early date.我方期待着贵方早日解决这一问题
(22)Your early settlement of this case will be appreciated.如能早日解决这一问题，我方将不胜感激
(23)We hope that you can settle the claim as quickly as possible 希望贵方能尽快解决索赔事宜
(24)We hope that there will be no repetition of this kind of trouble in the future.希望类似的麻烦将来不再发生
(25)We e**pect that you will offer us a lower price as soon as possible.期待贵方能尽快报一个更低的价格
(26)We hope that the matter can be brought to a satisfactory conclusion.希望此事有一个圆满的解决
(27)I do hope this undesirable incident will not stand in the way of our future business 我希望这件不愉快的事情不会影响我们今后的贸易
(28)We hope this matter will not affect our good relations in our future dealings.我希望此事不会影响我们将来业务中的良好关系
(29)I wish that this business will bring benefit to both of us.希望这笔生意对我们双方都会带来好处
(30)We hope this incident will not bring any harm to our pleasant relations 我们希望此事不会给我们的良好关系带来任何损害
Is the production line fully automatic? 生产线是全自动的吗？
What kind of quality control do you have? 你们用什么办法来控制质量呢？
All products have to pass strict inspection before they go out.所有产品出厂前必须要经过严格检查。
What’s your general impression,may I ask? 不知您对我们厂总的印象如何？
I’m impressed by your approach to business.你们经营业务的方法给我留下了很深的印象。
The product gives you an edge over your competitors,I guess.我认为你们的产品可以使你们胜过竞争对手。
No one can match us so far as quality is concerned.就质量而言，没有任何厂家能和我们相比。
I think we may be able to work together in the future.我想也许将来我们可以合作。49 We are thinking of expanding into the Chinese market.我们想把生意扩大到中国市场。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 询与贵公司建立贸易关系的可能性
We would be glad to start business with you.我们很高兴能与贵公司建立贸易往来。52 I’d appreciate your kind consideration in the coming negotiation.洽谈中请你们多加关照。
We are happy to be of help.我们十分乐意帮助。
I can assure you of our close cooperation.我保证通力合作。
Would it be possible for me to have a closer look at your samples?可以让我参观一下你们的产品陈列室吗？
It will take me several hours if I really look at everything.如果全部参观的话，那得需要好几个小时。
You may be interested in only some of the items.你也许对某些产品感兴趣。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.这些产品在国内外很受欢迎。60 All these articles are best selling lines.所有这些产品都是我们的畅销货。61 Your desire coincides with ours.我们双方的愿望都是一致的。62 No wonder you’re so experienced.怪不得你这么有经验。
Textile business has become more and more difficult since the competition grew.随着竞争的加剧，纺织品贸易越来越难做了。
Could I have your latest catalogues or something that tells me about your company? 可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？ 65 At what time can we work out a deal? 我们什么时候洽谈生意？
I hope to conclude some business with you.我希望能与贵公司建立贸易关系。67 We also hope to expand our business with you.我们也希望与贵公司扩大贸易往来。68 This is our common desire.这是我们的共同愿望。
I think you probably know China has adopted a flexible policy in her foreign trade.我想你也许已经了解到中国在对外贸易中采取了灵活的政策。
I’ve read about it,but I’d like to know more about it.我已经知道了一点儿，但我还想多了解一些。
Seeing is believing.百闻不如一见。
I would like to present our comments in the following order.我希望能依照以下的顺序提出我们的看法。
First of all, I will outline the characteristics of our product.首先我将简略说明我们商品的特性。
When I present my views on the competitive products, I will refer to the patent situation.专利的情况会在说明竞争产品时一并提出。
Please proceed with your presentation.请开始你的简报。
Yes, we have been interested in new system.是的，我们对新系统很感兴趣。77 Has your company done any research in this field? 请问贵公司对此范畴做了任何研究吗？
Yes, we have done a little.But we have just started and have nothing to show you.有，我们做了一些，但是因为我们才刚起步，并没有任何资料可以提供给你们。
If you are interested, I will prepare a list of them.如果您感兴趣的话，我可以列表让你参考。
By the way, before leaving this subject, I would like to add a few comments.在结束这个问题之前顺便一提，我希望能再提出一些看法。I' ve come to make sure that your stay in Beijing is a pleasant one.我特地为你们安排使你们在北京的逗留愉快。You're going out of your way for us, I believe.我相信这是对我们的特殊照顾了。3 It's just the matter of the schedule,that is,if it is convenient for you right now.如果你们感到方便的话，我想现在讨论一下日程安排的问题。I think we can draw up a tentative plan now.我认为现在可以先草拟一具临时方案。5 If he wants to make any changes,minor alternations can be made then.如果他有什么意见的话，我们还可以对计划稍加修改。Is there any way of ensuring we'll have enough time for our talks?
我们是否能保证有充足的时间来谈判？ So our evenings will be quite full then?那么我们的活动在晚上也安排满了吗？ 8 We'll leave some evenings free,that is,if it is all right with you.如果你们愿意的话，我们想留几个晚上供你们自由支配。We'd have to compare notes on what we've discussed during the day.我们想用点时间来研究讨论一下白天谈判的情况。That'll put us both in the picture.这样双方都能了解全面的情况。11 Then we'd have some ideas of what you'll be needing 那么我们就会心中有点儿数，知道你们需要什么了。12 I can't say for certain off-hand.我还不能马上说定。Better have something we can get our hands on rather than just spend all our time talking.有些实际材料拿到手总比坐着闲聊强。It'll be easier for us to get down to facts then.这样就容易进行实质性的谈判了。15 But wouldn't you like to spend an extra day or two here? 你们不愿意在北京多待一天吗？ I'm afraid that won't be possible,much as we'd like to.尽管我们很想这样做，但恐怕不行了。We've got to report back to the head office.我们还要回去向总部汇报情况呢。18 Thank you for you cooperation.谢谢你们的合作。19 We've arranged our schedule without any trouble.我们已经很顺利地把活动日程安排好了。Here is a copy of itinerary we have worked out for you and your friends.Would you please have a look at it? 这是我们为你和你的朋友拟定的活动日程安排。请过目一下，好吗？ 21 If you have any questions on the details，feel free to ask.如果对某些细节有意见的话，请提出来。I can see you have put a lot of time into it.我相信你在制定这个计划上一定花了不少精力吧。We really wish you'll have a pleasant stay here.我们真诚地希望你们在这里过得愉快。24 I wonder if it is possible to arrange shopping for us.我想能否在我们访问结束时为我们安排一点时间购物。25 Welcome to our factory.欢迎到我们工厂来。I've been looking forward to visiting your factory.我一直都盼望着参观贵厂。27 You'll know our products better after this visit.参观后您会对我们的产品有更深的了解。Maybe we could start with the Designing Department.也许我们可以先参观一下设计部门。Then we could look at the production line.然后我们再去看看生产线。30 These drawings on the wall are process sheets.墙上的图表是工艺流程表。
They describe how each process goes on to the next.表述着每道工艺间的衔接情况。32 We are running on two shifts.我们实行的工作是两班倒。
Almost every process is computerized.几乎每一道工艺都是由电脑控制的。34 The efficiency is greatly raised,and the intensity of labor is decreased.工作效率大大地提高了，而劳动强度却降低了。
All produets have to go through five checks in the whole process.所有产品在整个生产过程中得通过五道质量检查关。
We believe that the quality is the soul of an enterprise.我们认为质量是一个企业的灵魂。
Therefore,we always put quality as the first consideration.因而，我们总是把质量放在第一位来考虑。
Quality is even more important than quantity.质量比数量更为重要。39 I hope my visit does not cause you too much trouble.我希望这次来参观没有给你们增添太多的麻烦。40 Do we have to wear the helmets? 我们得戴上防护帽吗？
Is the production line fully automatic?生产线是全自动的吗？
What kind of quality control do you have?你们用什么办法来控制质量呢？ 43 All products have to pass strict inspection before they go out.所有产品出厂前必须要经过严格检查。
What's your general impression,may I ask?不知您对我们厂总的印象如何？ 45 I'm impressed by your approach to business.你们经营业务的方法给我留下了很深的印象。
The product gives you an edge over your competitors,I guess.我认为你们的产品可以使你们胜过竞争对手。
No one can match us so far as quality is concerned.就质量而言，没有任何厂家能和我们相比。
I think we may be able to work together in the future.我想也许将来我们可以合作。49 We are thinking of expanding into the Chinese market.我们想把生意扩大到中国市场。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询与贵公司建立贸易关系的可能性。
We would be glad to start business with you.我们很高兴能与贵公司建立贸易往来。52 I'd appreciate your kind consideration in the coming negotiation.洽谈中请你们多加关照。
We are happy to be of help.我们十分乐意帮助。
I can assure you of our close cooperation.我保证通力合作。
Would it be possible for me to have a closer look at your samples? 可以让我参观一下你们的产品陈列室吗？
It will take me several hours if I really look at everything.如果全部参观的话，那得需要好几个小时。
You may be interested in only some of the items.你也许对某些产品感兴趣。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.这些产品在国内外很受欢迎。60 All these articles are best selling lines.所有这些产品都是我们的畅销货。61 Your desire coincides with ours.我们双方的愿望都是一致的。62 No wonder you're so experienced.怪不得你这么有经验。
Textile business has become more and more difficult since the competition grew.随着竞争的加剧，纺织品贸易越来越难做了。
Could I have your latest catalogues or something that tells me about your company? 可以给我一些贵公司最近的商品价格目录表或者一些有关说明资料吗？ 65 At what time can we work out a deal?我们什么时候洽谈生意？
I hope to conclude some business with you.我希望能与贵公司建立贸易关系。67 We also hope to expand our business with you.我们也希望与贵公司扩大贸易往来。68 This is our common desire.这是我们的共同愿望。
I think you probably know China has adopted a flexible policy in her foreign trade.我想你也许已经了解到中国在对外贸易中采取了灵活的政策。70 I've read about it,but I'd like to know more about it.我已经知道了一点儿，但我还想多了解一些。71 Seeing is believing.百闻不如一见。
I would like to present our comments in the following order.我希望能依照以下的顺序提出我们的看法。
First of all, I will outline the characteristics of our product.首先我将简略说明我们商品的特性。
When I present my views on the competitive products, I will refer to the patent situation.专利的情况会在说明竞争产品时一并提出。
Please proceed with your presentation.请开始你的简报。
Yes, we have been interested in new system.是的，我们对新系统很感兴趣。
Has your company done any research in this field?请问贵公司对此范畴做了任何研究吗？ 78 Yes, we have done a little.But we have just started and have nothing to show you.有，我们做了一些，但是因为我们才刚起步，并没有任何资料可以提供给你们。79 If you are interested, I will prepare a list of them.如果您感兴趣的话，我可以列表让你参考。
By the way, before leaving this subject, I would like to add a few comments.在结束这个问题之前顺便一提，我希望能再提出一些看法。81 I would like to ask you a favor.我可以提出一个要求吗？
Would you let me know your fax number?可以告诉我您的传真机号码吗？ 83 Would it be too much to ask you to respond to my question by tomorrow? 可以请你在明天以前回复吗？
Could you consider accepting our counterproposal?你能考虑接受我们的反对案吗？ 85 I would really appreciate your persuading your management.如果你能说服经营团队，我会很感激。
I would like to suggest that we take a coffee break.我建议我们休息一下喝杯咖啡。87 Maybe we should hold off until we have covered item B on our agenda.也许我们应该先谈论完B项议题。
As a matter of fact, we would like to discuss internally regarding item B.事实上，我们希望可以先内部讨论B项议题。
May I propose that we break for coffee now?我可以提议休息一下，喝杯咖啡吗？ 90 If you insist, I will comply with your request.如果你坚持，我们会遵照你的要求。91 We must stress that these payment terms are very important to us.我们必须强调这些付款条件对我们很重要。
Please be aware that this is a crucial issue to us.请了解这一点对我们至关重要。93 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，这个条件对我们是必要的。
Our policy is not to grant exclusivity.我们的方针是不授与专卖权。95 There should always be exceptions to the rule.凡事总有例外。
I would not waste my time pursuing that.如果是我的话，不会将时间浪费在这里。97 Would you care to answer my question on the warranty?你可以回答我有关保证的问题吗？98 I don't know whether you care to answer right away.我不知道你是否愿意立即回答。99 I have to raise some issues which may be embarrassing.我必须提出一些比较尴尬的问题。
Sorry, but could you kindly repeat what you just said?抱歉，你可以重复刚刚所说的吗？
It would help if you could try to speak a little slower.请你尽量放慢说话速度。102 Could you please explain the premises of your argument in more detail? 你能详细说明你们的论据吗？
It will help me understand the point you are trying to make.这会帮助我了解你们的重点。
We cannot proceed any further without receiving your thoughts with respect to the manner of payment.我们如果不了解你们对付款方式的意见，便不能进一步检讨。
Actually, my interest was directed more towards what particular markets you foresee for our product.事实上，我关心的是贵公司对我们产品市场的考量。106 We really need more specific information about your technology.我们需要与贵公司技术相关更专门的资讯。
第五篇：外贸英语口语
外贸英语口语
一般很多外企都会要求过CET4或者CET6，当然最好是过了英语专业八级，也就是TEM 8了。但是在实际工作中，企业最看重的还是于人沟通的能力，说英语的能力，也就是口语。口语不仅仅包括日常口语的交流，还有专门的外贸口语，讨价还价，报价，争取客户。
如何学好外贸英语？
在学校学习外贸英语，可以这样：
1，重视外贸口语，有条件的话最好是交个外国朋友，这样能在一定程度上提高你的与外国人交流的能力
2，学校开的外贸函电课程还有相关书籍，实用性不是很大，但是还是要多看看，学到一些基本的方法和相关术语
3，多去外贸论坛，如Fob上海外贸论坛学习
5，借鉴别人的方法，同时形成自己独特的方法
如果英语基础不好从事外贸，可以这样：
1, 没必要专门全职去学习英语，学习英语不在于你每天可以花多少时间学习，而在于你能坚持多久
2，在工作的过程中，留心地道的外贸英语的用法，记下来，找机会多用3，如果你想学的话，在自学的基础上也一定要有一个朋友或者老师给你指导，这样可以少走很多弯路。
4，在跟外国客户交流的过程中，要多学习别人的正确表达方式，尽量多用地道的表达方式，而不要满足于能交流就可以
5，会说英语不代表会教英语，有外国朋友一起交流是很好的，但是最好还是能跟专业的老师系统的学习外贸英语。
外贸函电解析：
函电(1)
今天的题目是: Self-introduction
例文如下:
Dear Sirs,We owe your name and address to the CommercialCounselor’s Office of the Swedish Embassy in Beijing who have informed us that you are in the market for Textiles.We avail ourselves of this opportunity to approachyou for the establishment of trade relations with you.We are a state-operated corporation, handling both the import and export of Textiles.In order to acquaint you with our business lines, we enclose a copy of our Export List covering the main items suppliable at present.Should any of the items be of interest to you, please let me know.We shall be glad to give you our lowest quotations upon receipt of your detailed
requirements.In our trade with merchants of various countries, we always adhere to the principle of equality and mutual benefit.It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage.We look forward to receiving your enquiries soon.Yours faithfully,Richard
函电(1)------注解 A
1.owe......to......把.....归功于......例句: We owe your name and address to.......2.Commercial Counselor’s Office商务参赞处
3.be in the market for想要购买....例句: We are in the market for Groundnuts.be in the market要买或卖
例句:Please advise us when you are in the market.4.avail oneself of......利用.....例句: We avail ourselves of this opportunity to express our thanks to you foryour close cooperation.5.approachv.与......接洽
例句: We have been approached by several buyers for the supply of walnuts.6.state-operated corporation国营公司
7.handlev.经营
例句: This shop handles paper and stationery.8.acquaint sb.with sth.使某人了解某事
例句: You will have to acquaint us with the details.9.linen.行业;(一类)货色
例句: We have been for many years in the chemical line.This is a good line of hardware.10.enclosev.随函附上
例句: We enclose a copy of our pricelist.Please refer to the pricelist enclosed with(or : in)our letter of August 5.Enclosed please find a copy of our pricelist.(Or: Please find enclosed a copy of our pricelist.We believe you will find the enclosed interesting.enclosuren.附件(信内有附件时,常用 Encl.或 Enc.注明与信末坐下角,如例文.)
例句: We thank you foryour letter of April 15 with enclosures.11.covering包括......的 , 涉及......的 , 有关......的例句: Please let us haveyour pricelist covering your typewriters.12.sth.be of interest to sb.使感兴趣 , 有兴趣
例句: This article is of special interest to us.注意区分:sb.be interested in sth.upon(or : on)receipt of收到......后(即......)
例句: On(or : Upon)receipt of your instructions we will send the goods.14.requirementn.需要;需要之物
例句: We can meet your requirements for(or: of)Walnut meat.15.traden.贸易;行业
例句: They have been in the wool trade for quite a number of years.tradev.从事贸易;做生意;经营
例句: They trade in cotton piece goods with many countries.16.adhere to= stick to忠于;坚持
例句: We always adhere to our commitments.17.principle of equality and mutual benefit平等和互利的原则
18.both trade and friendship to our mutual advantage对双方都有利的贸易和友谊
经典句子:(曾经我尝试过在我客户的身上运用此句子,收到的效果不错.)
It is our hope to promote, by joint efforts, both trade and friendship to our mutual advantage.常见的外贸用语：
--They mainly trade with Japanese firms.他们主要和日本商行进行贸易。
---For the past five years, we have done a lot of trade with your company.在过去的五年中，我们与贵国进行了大量的贸易。
---Our trade is conducted on the basis of equality.我们是在平等的基础上进行贸易。
---There has been a slowdown in the wool trade with you.和你们的羊毛贸易已有所减少。
---Our foreign trade is continuously expanding.我们的对外贸易不断发展。
---Trade in leather has gone up(down)3%.皮革贸易上升（下降）了百分之三。
---Trade in general is improving.贸易情况正在好转。
----Our company mainly trades in arts and crafts.我们公司主要经营手工艺品。
---They are well-known in trade circles.他们在贸易界很有名望。
---We trade with people in all countries on the basis of equality and mutual benefit.我们在平等互利的基础上和各国人民进行贸易。
----To respect the local custom of the buying country is one important aspect of China's foreign policy.尊重买方国家的风俗习惯是我国贸易政策的一个重要方面。
---Our purpose is to explore the possibilities of developing trade with you.我们的目的是和你们探讨一下发展贸易的可能性。
---Can we do a barter trade?
咱们能不能做一笔易货贸易呢？
---Is it still a direct barter trade?
这还算是一种直接的易货贸易吗？
----If you agree to our proposal of a barter trade, we'll give you paper in exchange for your timber.如果你方同意我们进行易货贸易的建议，我们将用纸与你们交换木材。----Shall we sign a triangle trade agreement?
我们订一个三角贸易协议好吗？ A triangle trade can be carried out among the three of us.我们三方可进行三角贸易。
----Compensation trade is, in fact, a kind of loan.补偿贸易实际上是一种信贷。
---We may agree to do processing trade with you.我们同意与你们进行来料加工贸易。
---If you're interested in leasing trade, please let us know.如果你们有意做租赁贸易，请告诉我们。
---We wonder whether you do counter trade.我们不知道你们是否做抵偿贸易。
----We want to develop direct contact with Continental buyers for ourselves.我们想为自己的公司同欧洲大陆的买主建立起直接的联系。
----We see that your firm specializes in Light Industrial Goods, and we are willing to establish business relationship with you.----得知贵公司专门经营轻工业品，我们愿意与贵公司建立业务关系。
-----We are one of the largest importers of Electric Goods in this city, and we wish to establish business relationship with you.我们是此地最大的电器进口商之一，愿意与你们建立业务关系。
----We are willing to enter into business relationship with your company on the basis of equality and mutual benefit.我们愿在平等互利的基础上与贵公司建立业务关系。
---Our two countries have had trade relations for ten years.我们两国之间已经有了10年的贸易关系。
----We've never had any difficulties with our Chinese partners, and we'd like to make as many new contacts as we can.和中国同行共事从来没有什么困难，希望今后我们之间尽可能多地建立新的关系。
----We have made a very good start in our business with Japan.我们和日本在业务上有了良好的开端。
----Our company is thinking of expanding its business relationship with China.我公司想扩大与中国的贸易关系。
----As is known, we set great store by the trade relationship with the third world countries.众所周知，我们十分重视同第三世界国家的贸易关系。
----We look forward to reactivating our business relationship.我们盼望我们的业务关系重新活跃起来。
----We shall welcome a chance to renew our friendly relationship.很高兴能有机会来恢复我们的友好关系。
----We'll try our best to widen our business relationship with you.我们将尽力扩大同你们的贸易关系。
----We're writing you in order to establish business relationship.我们写此信是为了与你方建立业务关系。
-----The arrangement will contribute to cement our pleasant relationship.此项安排将有助于巩固我们良好的关系。
----We're willing to restore our business relationship.我们希望能恢复贸易关系。
----It will be advantageous if steps are taken to resume our business relationship on the basis of mutual benefit.如果我们采取措施在互利的基础上恢复业务关系，对我们都是有利的。----The depressed market results in the stagnation of trade.市场萧条导致贸易停滞。
----We have been doing quite well in our business, we are willing to open an account with you.我们的生意一直做得不错，希望能与你们建立帐户往来关系。
----When could you introduce me to your sister company?
什么时候把贵公司的兄弟公司介绍给我们？
----Would you please introduce us to some of the most reliable exporters of Chinese handicrafts?
请向我们推荐一些最可靠的中国手工艺品出口商，可以吗？
----If you are interested in dealing, with us in other products of our company, please inform us of your requirements as well as your banker's name and address.如果你们有意经营我公司其他产品，请告知你方要求及往来银行的名称和地址。----Because of the rapid development of our business in Asia, we think it's necessary to open a branch at the following address.鉴于我们在亚洲地区业务的迅速发展，有必要在下列地点设立分公司。----We've often expressed our interest in investing in China.我们一直对在中国投资很感兴趣。
----Our abundant resources and stable policy provide foreigners with the advantages they invest here.我们丰富的资源和稳定的政策为外商投资提供了有利条件。
---Thank you for your manner of business cooperation.我们对你们的合作态度非常满意。
----We have been working on expanding our scope of cooperation with China.我们一直努力设法扩大与中国的合作范围。
----We believe in long-term cooperation with China because we view the future as bright.我们相信与中国长期合作的前途是光明的。
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