展会商务礼仪及用语1

第一篇：展会商务礼仪及用语1

展会商务礼仪 本次培训内容分为三大部分

1、商务礼仪其各国风俗禁忌

2、展会接待礼仪

3、展会常用英语引言 世界上最廉价，而且能得到最大收益的一项特质，就是礼节。）

一、仪表礼仪 3V信号 人与人的交流相互传递的信号主要有三种：视觉（VISUEL）、声音（VOCEL）、语言（VOAL）。第一印象美好的第一印象永远不会有第二次。67%的男人相信一见钟情。人们见面后5秒钟内就会对对方形成第一印象。PMA 积极的心态）一个人能否成功，关键在于他的心态，成功人士都具有PMA（Positive Mental Attitude。TPO原则 服饰穿戴应该符合三个因素，即时间（TIME）、地点（PLACE）和场合（OCASSION）。西装 衬衫 领带 袜子 纽扣 鞋子 女性西装 一个不喜欢看女人穿套装的男人，不是傻瓜就是脑子有问题。职业套装更能显露出女性高雅气质和独特魅力。----韦斯特任德（美时装设计师）

二、形体语言 姿体礼仪 站如松 坐如钟 行如风 OK手势 同意（美）零（中、法）给金钱（日、韩）侮辱（巴西、希腊、独联体）V手势 成功（手心向外）侮辱（手背向外）翘起大拇指 夸奖、称赞 搭车（英、新西兰、澳大利亚）滚蛋（希腊）人体近身学 亲密距离（15-46cm个人距离（46-76cm社交距离（1.2-2.1m-3.6m公众距离（3.6-7.6m

三、语言礼仪语言礼仪 心诚气温，气和辞婉，必能动人WHY “为什么人有一张嘴，两个耳朵？”聆听六要素（SOFTEN）微笑（SMILE）注意姿态（OPEN POSTURE）身体前倾（FORWARD LEAN）音调（TONE）目光交流（EYE COMMUNICATION）点头（NOD）学会赞美别人真诚、慷慨地赞美他人，人人都需要赞美，你我也不例外。----林肯 常见现象„„ 90% 的人根本不知道如何写自荐信，如何着装，如何对答。这不只是经验不足,而是太缺乏这方面的教育，因为中国的学校根本不教授语言交流技巧。国外大学和中学都提倡合作精神 TEAMWORK，通过小组讨论，交流意见，共同解题。而在中国，老师往往反对小组学习，主张独立思考。上到中国领导人，下到黎民百姓，口才缺少魅力，用词千篇一律，象“再创辉煌”，“与时俱进”，耳朵快听烂了。中国与其他国家团队的区别 TEAMThe effective army management团队 良好的才识和口才交流技巧差的特征

一、经常使用“但是”

二、爱插话，高声辩论

三、总说不，不知道

四、无故贬低对方

五、面无表情，没反映 六：目光斜视，心不在焉

七、用词怪僻，说话绝对或模棱

两可

四、商务礼仪 主席台座次 在人与人的交往中，礼仪越周到越保险。托.卡莱尔（英）谈判座位 A-B1：社交式 A-B2：合作式 A-B3：对抗式 A-B4：独立式 数字禁忌 西方人不喜欢13，尤其既是13号又是星期五的那一天。英美的门牌号、旅馆房号、层号、宴会桌号都要避开13。非洲的加纳、埃及，亚洲的巴基斯坦、阿富汗、新加坡及拉美一些国家也不大喜欢13。日本人不喜欢数字4。花卉禁忌荷花在日本仅用于祭奠； 郁金香在土耳其表示爱情，但德国人则相反。菊花是日本皇室专用花，而在比利时、意大利和法国人眼中，菊花只能在墓地或灵前使用。在法国，康乃馨表示不幸； 不能将菊花、杜鹃花、山竹花和黄色的花献给客人。宗教禁忌 中东地区伊斯兰教禁食猪肉、酒。伊斯兰教徒每天要做五次祈祷，这时外来人绝不能干扰。在泰国神像都是神圣的，不准拍照。在进入日本的神社或寺院的房舍之前，则应脱掉鞋帽和围巾。礼品禁忌红玫瑰只送给情人，送花一般送单数。印度教徒不能送牛皮制品，伊斯兰教徒不能送猪皮制品和酒。礼物必须包装，并去除价签。日、韩忌讳4，12被认为“买一打便宜”。送食物会被认为招待不足。

五、部分国家谈判风格与禁忌美国态度热情，外露奔放 喜欢“一揽子”交易 货好不会降价 重视律师，崇尚合同 美国 在欧美各国严禁随地吐痰和乱丢垃圾，违者必罚，没有例外。?有些西方人也忌三，特别是点烟的时候，不论你用火柴还是打火机给他们点烟，点到?第三个人时，他们往往会面呈难色，有的人甚至会有礼貌的拒绝。忌讳别人冲他伸舌头，认为这种举止是侮辱人的动作 忌讳数字“13” “星期五”等 忌讳问个人收入及财产情况，忌讳问女性婚否、年龄 忌讳服装纯黑色 英国严肃刻板，思想保守 傲慢自负，延迟交货 英国 忌讳用人像、大象、孔雀作服饰图案和商品装潢。他们认为大象是愚笨的，孔雀是淫鸟、祸鸟，连孔雀开屏也被认为是自我吹嘘和炫耀。忌讳“13”这个数字。还忌讳“3”这个数字，忌讳用同一根火柴给第3个人点烟。和英国人坐着谈话忌讳两腿张得过宽，更不能跷起二郎腿。如果站着谈话不能把手插入衣袋。忌讳当着他们的面耳语和拍打肩背。忌讳有人用手捂着嘴看着他们笑，认为这是嘲笑人的举止。忌讳送人百合花，他们认为百合花意味着死亡法国要求别人守约 重视人际关系 决策者个人权力较大 签定合同草率 8月不谈生意 法国 忌讳的色彩主要是黄色与墨绿色。法国人所忌讳的数字是“13”与“星期五”。在人际交往之中，法国人对礼物十

分看重，但又有其特别的讲究。宜选具有艺术品味和纪念意义的物品，不宜以刀、剑、剪、餐具或是带有明显的广告标志的物品。男士向一般关系的女士赠送香水，也是不合适的。在接受礼品时若不当着送礼者的面打开其包装，则是一种无礼的表现。在法国，康乃馨表示不幸德国擅长商务谈判 重合同，守信用 不在晚上谈判 德国 对于“13”与“星期五”，德国人极度厌恶。他们对于四个人交叉握手，或在交际场合进行交叉谈话，也比较反感。因为这两种作法，都被他们看作是不礼貌的。

向德国人赠送礼品时，不宜选择刀、剑、剪、餐刀和餐叉。以褐色、白色、黑色的包装纸和彩带包装、捆扎礼品，也是不允许的。

与德国人交谈时，不宜涉及纳粹、宗教与党派之争。在公共场合窃窃私语，德国人认为是十分无礼的。日本礼仪周全 通过中间人办事 重视翻译、影像等材料 不愿与年轻人谈判日本 樱花是日本的国花，荷花则仅用于丧葬活动。日本人大都喜爱白色与黄色。厌恶绿色和紫色。在日本，绿色与紫色都具有不祥与悲伤的意味。日本人有着敬重“7”这一数字的习俗。可是对于“4”与“9”却视为甚为不吉。日本人很爱给人送小礼物。日本人觉得注视对方双眼是失礼的。因此，他们绝不会直勾勾地盯视对方。阿拉伯节奏缓慢 不速之客常常打断谈判 不轻易表示否定阿拉伯不能双手交叉着说话 说话或跟对方面对面的时候，在中东、近东诸国有个习惯：不可以双手交叉。在中东、近东地区把这看得比较严重，认为是“侮辱”或是“挑战”。洋娃娃不能当礼物 回教徒严禁偶像崇拜。在中东诸国，洋娃娃等外形类似人像的东西，因此在这些国家，您绝不能以洋娃娃当礼物，否则会被误以为瞧不起他们的宗教。禁穿有星星图案的衣服 埃及、阿拉伯诸国对穿星星图案衣服的人反应强烈，很是不满。原因是，其政治上的对手以色列国旗以星星做图案。除了衣服，有星星图案的包装纸也不受欢迎。不送酒 科威特、埃及、阿拉伯联合酋长国、阿富汗、黎巴嫩等国的宗教是禁酒的，对他们来说喝酒是直通罪恶的途径。对禁酒成习的教徒，应避免赠送酒类，因为这种行为无异公然劝他破戒，绝对不能做朝鲜 朝鲜人对即杜鹃花有着特殊的感情，认为是其民族的化身，并且象

征着繁荣昌盛，幸福永存，因此将她作为国花。朝鲜人普遍崇拜太阳神，认为白色代表阳光，所以他们对白色厚爱。朝鲜人很不喜欢“4”这个数字，因为它的发音与“死”类似，被视为只会预示着厄运。朝鲜人递接东西以用双手为佳。在他人面前，不得吐痰、擤鼻涕、掏耳朵。印度习俗禁忌 印度人崇拜蓝孔雀和黄牛，举国敬牛、爱牛，不打牛、不杀牛、不使用牛皮制品。虔诚的印度教教徒有早睡早起的习惯。每年封斋三天，白天不可进食。印度教教徒还认为“入河沐浴，可消罪过”。在印度南部的一些地方，人们惯于以摇头表示同意。印度人忌讳白色，忌讳弯月图案，忌讳送人百合花。

巴基斯坦 巴基斯坦人饮食禁忌为不吃猪肉、自死亡物、动物的血和非按教规宰杀之物，不吃母鸡、甲鱼、螃蟹、海狗、禾花雀，不吃鱼肚和海参。不饮用酒和含有酒精的一切饮料。巴基斯坦人认为黑色象征着消极。“13”和“420”代表灾难与厄运。巴基斯坦人往往星期五不办公。不欢迎的礼品有酒、猪皮或猪鬃制品、带有女性图片的书刊和雕塑印度尼西亚 印度尼西亚国花是茉莉花。印度尼西亚人有敬蛇之习。他们将蛇视为“智慧”、“本领”、“德性”的象征，对虎非常崇拜，甚至将其称为“祖宗”。印度尼西亚人认为人的头部神圣不可冒犯，故不要抚摸印度尼西亚小孩的头部。客人就座双脚平放在地，不可翘脚。菲律宾菲律宾人最喜欢茉莉花，被确定为国花，并被视为革命和自由的象征，还是表达爱情的信物。菲律宾的国树、国果和国石，分别是纳拉树、芒果和珍珠。红色与茶色被菲律宾人视为不祥之色，白色则受其珍爱。

菲律宾人喜欢在登门拜访时赠送一些礼品。工艺品、酒类、糖果、水果等等。接受礼品时，菲律宾人通常是不会当场打开包装。菲律宾人认为，“13”这一数字是厄运、灾难的象征，因此对它讳莫如深。他们还认为，人的左手是不干净的，所以不可以之接触他人。拜访菲律宾人时，进门前脱鞋，不要窥视主人的卧室和厨房。

六、展会接待礼仪 展会上，对买家与专业观众，不要以貌取人。展览会上唯一要注重仪表的是参展单位的工作人员，客户都会按自己的意愿尽量穿着随便些，如牛仔裤、

第二篇：日语商务礼仪用语

■接客

１．受付の準備

オフィスは人と人との出会いの場所である。訪れた人々の第一印象はオフィスの受付できまる。受付の役目は、来訪者がその目的を達成するために、許される範囲以内で手助けをすることである。

オフィスに訪れる来客には、はじめての方、いつも来られる方、アポイントメントのある方、ない方、さまざまである。そのための準備を始めよう。

【アポイントメントのある来客】

来訪の予定がわかっている客に対しては、前日までに来訪者名簿を作成して必要事項を記入しておく。この名簿には次のような項目を記入する。

(1)来訪日、(2)来社時間、帰社時間、(3)来訪者名、(4)職名、(5)会社名、(6)電話番号、(7)面会者、(8)趣味、嗜好、その他

来訪者名簿は受付を担当する者の必携書である。１日をうまくスタートさせるために、まずこの名簿を前日までに準備しておこう。この表は事務手続き上必要なだけでなく、次のような事柄にも役立つ。

・上司の１日のスケジュールを把握することができる。

・上司の仕事の内容を理解することができる。

・来訪時間が遅れたり、面会時間が長引いたりしたときの対処ができる。

・来客に対する知識が増え、話題提供のきっかけをつくることができる。これは待ち時間があるとき、つなぎの役目を果たす。

・緊急事態や予定変更の対処に役立つ

・事件が発生したときの証拠書類となる。

【アポイントメントのない客】

予約をして訪問をすることは常識になりつつあるが、なかにはそうでない来客もある。近くまできたからついでにとか、簡単なあいさつだけとか、予約をすると断られるからとか、理由はさまさまである。しかし、これらの来客に対しても受付では応対しなければならない。

次のような質問事項をマニュアルにして準備をしておく。

・会社名、職名、氏名。

・面会者の氏名、来客との関係、紹介者があるかどうか。

・来訪の用件。

・重要度、緊張度。

・断り方。これについては時と場合、内容によって異なるのでケースを想定していくつか用意しておく。

アポイントメントのない来客に対しても、来客者名簿には記入することを忘れてはならない。このとき予約なし、などと備考欄に記入し、区別しておくとよい。

「備えあれば憂いなし」という言葉のように、来客を快く迎え入れるためには準備が必要である。１日の仕事を円滑に進めるために、まず全体のスケジュールを把握する。次に個々の客に対しての知識をもつ。来訪者名簿の作成はそのための道具である。

その他、備品、事務用品、各種案内書、内線電話番号表、建物配置図、名刺整理箱、などを用意し、時々点検を行う。

２．受付の仕方

【名刺の受け方】

来客に気づいたら、まず椅子から立ち上がり、「いらっしゃいませ」と一礼する。名刺は両手でていねいに受け取る。客にとって名刺は自分の分身である。粗末に扱われたり、無造作に置かれたりするのは不愉快である。またいつまでも手に持っていたり、上司に渡すのを忘れたりすることもある。管理には十分心がけよう。読み方がわからない場合には、相手に確認をする。

【アポイントメントのある客】

予約表を前もって確認し、予約の時間の前後はそのために気配りをする。準備ができていれば、早めに来訪された場合にもあわてないで応対ができるし、遅れている場合には、適切な措置を講ずることもできる。次の順序に従って応対をしてみよう。

(1)お待ちしていたことを表すことばであいさつをする。

・いらっしゃいませ、お待ちいたしておりました。

・いらっしゃいませ、うけたまわっております。

(2)上司に来訪を告げ、応接室に案内をする

・○時にお約束の○○様がお見えになりました。お通ししてよろしいでしょうか。

・ご案内いたします、こちらへどうぞ。

(3)客を待たせるとき

・上司にメモで来訪を知らせ、終了時間を聞く。

・あいにく会議（または前の面会者）が長引いておりまして、大変申し訳ございません。

○分ほどで終わると思いますが、お待ちいただけますでしょうか。

・お読物を用意いたしました。よろしかったらどうぞ。

・代理の○○がお話しさせていただきますがよろしいでしょうか。

(4)客の来訪が遅れている場合

・相手の会社へ電話をいれ、到着時間の予測をたてる。

・上司に○分程度遅れる旨を連絡する。

・その後のスケジュールに影響がある場合には前もって連絡をしておく。

【アポイントメントのない客】

まずあいさつをして名刺を受け取るまでは同じである。しかし不意の客に対しては適切な受付が出来るよう、日頃から気を配っておくことが大切である。次の順序に従って応対してみよう。

(1)用件を聞く

・失礼ですが、どのようなご用件でしょうか。

・誰に面会をご希望でございますか。

・おいそぎでしょうか。

(2)上司に連絡をとる ・調べてまいりますので少々お待ちくださいませ。

（席をはずし、客の目の前で電話をするのは避ける。）

(3)取次ぐ場合

・お待たせいたしました、お話をうけたまわるとのことでございます。ご案内いたしますのでこちらへどうぞ。

(4)断る場合

・申し訳ございません、ただいま会議中でこざいまして席をはずせません。あらためてお約束願えますでしょうか。

・調べて参りましたが見当たりません。後ほどこちらからご連絡させていただきますので、お電話番号をお願いいたします。

・申し訳ございません、社内の規定によりお断りすることになっております。ご了承くださいませ。

(5)上司が不在の場合

・申し訳ございません。ただいま外出しております。○時には戻る予定ですので、こちらからご連絡いたします。念のためお電話番号をお願いいたします。

・お言づけがございましたらうけたまわります。

第三篇：展会用语免费下载解读

展会用语

我们的价格和国际市场的价格相比还是合理的。

Our price is reasonable as compared with that in the international market.我不同意您的说法。

I'm afraid I don't agree with you there.你们的价格比我们从别处得到的报价要高。Your price is higher than those we got from elsewhere.日本的报价就比较低

The Japanese quotation is lower.您必须要考虑到质量问题。

You should take quality into consideration.如果按这个价格买进，我方实在难以推销。

It would be very difficult for us to push any sales if we buy it at this price.你方的价格比去年高出了百分之二十五（25%）。Your price is 25% higher than that of last year.您知道从去年以来这种商品的价格上涨了。

You may notice that the price for this commodity has gone up since last year.您知道，几个月来这种商品的价格上涨得很多。

You know, the price for this commodity has gone up a lot in the last few months.这种商品国际市场的价格是每磅二十五（25）美元。

The price for this commodity is US$25 per pound in the international market.如果对方价格优惠，我们可以马上订货。

If your price is favorable, we can book an order right away.如果你方订货数量大，价格我们还可以考虑。We may reconsider our price if your order is big enough.这些产品都是我们的畅销货。All these articles are our best selling lines.这些产品的花色是目前国际市场上比较流行的。

These patterns are relatively popular in the international market.你们的价格那么高，我们很难以这个价格销售。It is difficult for us to sell the goods, as your price is so high.这种产品的价格和去年比有些变化。

The price for this commodity has changed somewhat compared with that of last year.我们什么时候可以得到成本加运费和保险费的实盘？ When can I have your CIF firm offer? 我们在今天晚上可以算出来，明天上午交给你方。

We can work out the offer this evening and give it to you tomorrow morning.你们的报价几天内有效？

How long does your offer remain valid? 我们的报价三天内有效。Our offer remains open for 3 days.你们的报价是成本加运费和保险费的到岸价吗？ Is this your CIF quotation? 这是我们的F.O.B.价格单。This is our FOB quotation sheet.这上面的价格是实盘吗? Are the prices on the list firm offer? 单中的所有价格以我方最后确认为准。

All the quotations on the list are subject to our final confirmation.不知你们的价格有没有变化？

I wonder whether there are any changes in your price.还是你方先报价吧.I think it's better for you to quote us your price first.希望你们报一个C.I.F 旧金山的最低价。

I'd like to have your lowest quotation C.I.F.San Francisco.为了便于报价，能不能请您谈谈你方所需的数量？

Would you please tell us the quantity you require so as to enable us to work out the offer? 请你们先提出一个估计价格吧。Can you give us an indication of your price? 这种产品C.I.F.旧金山的价格是四百（400）美元一台。The price for this commodity is US$400 per piece CIF San Francisco.这是我们的最新价格单。This is our latest price list.我方价格极有竞争性。Our price is highly competitive.你们是不是报一下这些产品的价格？ Can you tell me the prices of these goods? 你们先谈一下大概要订多少。

Would you please give us an approximate idea of the quantity you require.我们要订的数量，很大程度上取决于你方的价格。The size of our order depends greatly on your price.我们可以接受特殊订货。

We are in a position to accept a special order.请您介绍一下你方的价格，好吗

Will you please let us have an idea of your price? 我们的商品销售说明书您看了吧？ Have you read our leaflet? 你们打算订购哪种型号的呢？ What type do you want to order? 我们考虑订购D6C 型的。

We are thinking of placing an order for D6C.这是询价单，请您看一下。

This is our inquiry.Would you like to have a look? 我们希望能在这方面和你们大量成交

We hope that we can do substantial business with you in this line.你们有这方面的样本吗？

Have you got the catalogue for this line? 这是上海出产的真丝印花绸。

It is the printed pure silk fabrics produced in Shanghai.我觉得这几个品种的花色不错。I think these patterns are quite good.我们希望能和你们谈谈工艺品方面的业务。

We are interested in discussing arts and crafts business with you.请您谈谈你们对哪些产品感兴趣？ What particular items are you interested in? 我们对你们的小五金很感兴趣。

We are very much interested in your hardware.您这次来主要想买些什么东西呀？ What products do want to purchase this time? 我们想买些上海出产的真丝印花绸。

We should like to purchase Shanghai printed pure silk fabrics.你方如果希望引进一些先进技术和成套设备，我们公司可以尽力。

If you hope to introduce some advanced technology and complete plants, we'd like to offer you our help.我们公司愿为贵国的经济建设尽一些力量。

Our corporation is willing to give its help to your economic construction.你们仍然坚持自己的价格吗？ Do you still insist on your price? 我们是根据世界市场的行情来调整价格的。

We readjust our price according to the international market.你们这次来主要想谈哪些方面的生意呀？

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

第四篇：汽车展会英语 用语（推荐）

国际展会常见英文专业术语

             Affixed merchandise——Exhibitor‟s products fastened to display——参展商携带的，与参展有关的辅助用品

AT-site——More commonly called On-site, Location of event or exhibit ——展会现场 Attendance——Number of people at show or exhibit——参展人数

Attendee——One who attends an exposition.May also be referred to as delegate or visitor, but should not be used for “exhibitor”——参观展会的人（不包括参展商）

Attendee brochure——Direct mail piece sent to current and prospective attendees that promotes the benefits of attending a specific show——分发给展会观众的宣传资料

Booking——An arrangement with a company for use of facilities, goods or services——预订

Booth——One or more standard units of exhibit space.In U.S.A a standard unit is generally known to be a 10‟ x 10‟ space——展位（在美国一个标准展位是10x10平方英尺）

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

Booth number——Number designated by show management for each exhibitor‟s space——展位号 Booth personnel——Staff assigned to represent exhibitor in assigned space——展台工作人员

Co-Locate——To hold two related shows at the same time and in the same place——在同一地点同时举办两个相关的展会，即“套展”

Consumer show——An exposition that is open to the public.Typically, an admission fee is charged.Also knows as a “public” show——面向公众开放的展会，一般需要买票进入，即“公共展会”

Contractor——An individual or organization providing services to an exposition and/or its exhibitors.Typically refers to either a general service contractor or specialty contractor——为展览会组织者、参展商提供服务的服务供应商

Convention——A broad term that can refer to a large meeting, an exhibition, or a combination of the two——泛指大型会议、展览

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

Carrier——Transportation line moving freight(van line, common carrier, rail car, air plane)——指飞机、车、船等运输工具

Declared value——Shipper‟s stated value of entire shipment in terms of dollars——申报价格

Demographics——Characteristics that help create a profile of exhibitors and attendees.May include company location, job function, purchase intentions——参展商和观众的统计数据

Demonstrators——Persons hired to work in a booth demonstration or explaining products——（展位上雇用的）演示和讲解员

Display rules & regulations——A set of specifications for exhibit construction endorsed by all mayor exhibit industry associations.Also refers to the individual additional rules which may be adopted by show management——展会规则

Distributor show——A show produced by a distributor at which exhibitors are the manufactures of products sold by the distributor and attendees are the distributor‟s customers——分销展，它由某一个批发商举办，参展商都为该批发商的供应商，而参观展会的人一般为批发商的客户。

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

Exhibitor-appointed contractor——Any company other than the designated “official” contractor providing a service to an exhibitor——展览服务独家经营商

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

Exhibit directory——Program book for attendees listing exhibitors and booth locations——观众指南（主要      



  



   

 



     

       

  

包括参展商名录及其展位信息）

Exhibit manager——Person in charge of an individual exhibit(as opposed to the show manager, who is charge of the entire exposition)——展品经理，主要负责展品（区别于负责展会全部事物的展览经理）Exhibition——An event in which products or services are exhibited——展览会 Exhibitor——Person or firm who displays in exposition——参展商

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

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

Exhibitor prospectus——Direct mail piece sent to current and prospective exhibitors that promotes benefits of exhibiting of exhibitors that renew.——展览会组织者发送给现有参展商及潜在参展商的展览会介绍材料

EST.WT——Estimated Weight——估计重量

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

Expedited service——Service offered by transportation company to assure prompt delivery.——速递服务 Exhibitor retention——Persuading current exhibitors to participate in subsequent events.Exhibitor retention rate is the percentage of exhibitors that renew——挽留参展商继续再参加下一届展览会 Exposition——A display of products and/or services——博览会

Exposition manager——Person responsible for all aspects of planning, promoting and producing an exposition, Also knows as show manager and show organizer——展览经理，负责一个展览会从立项、促销道现场举办和各个方面的工作

Facility——A facility where exposition are hold.Commonly referred to as FACILITY or HALL.May be purpose-built or converted;municipally or privately owned——展览馆或展览设施 Facility manager——The manager of a convention center or hall——展馆或展厅经理

Forklift——Vehicle used to transport heavy exhibit materials short distance, and for loading and unloading materials.——铲车，主要用于重量大展品装卸和短距离移动

Freight——Exhibit properties, products, and other materials shipped for an exhibit.——运输货物，对展览会来说，包括发运的道具、展品等

Freight forwarders——A shipping company that typically handles international freight shipments——运输代理公司

Flame proofed——Term uesd to describe material which has been treated with a fire retardant.——经过防火处理的

Gross weight——The full weight of a shipment, including goods and packaging——货物运输总总量，包括货物及其包装材料的重量

Package——A term refer to a single-fee booth package offered by show management.Package might include, for instance, booth space, one electrical outlet, one table, two chairs and one hour of labor.——展位一揽子收费标准。包括摊位费、展馆电费及展馆道具费等在内。

Peninsula booth——An exhibit at the end of an aisle, with aisles on three sides——半岛展位，展位背对通道顶端，其他三面都是过道。

Permanent exhibit——A product display held on a long-term basis, etc.museum exhibit, office exhibit, etc.——长期性展览

Portable exhibit——Crate display units which do not require forklifts to move them.——重量轻、易于搬动  

 

   



 

      的展品

Press kit——Materials, usually contained in a folder, in which news releases, announcements and other materials intended for the media are distributed.——袋装展览会新闻资料

Press release——An article intended for use by the media about a company, product, service, individual, or show.——新闻发布会，在展览会新闻中心发放的有关产品、服务或展览会的宣传资料

Press room——A room where members of the media may obtain exhibition press kits, conduct interviews, or relax.Larger press rooms contain typewriters, computers, phones, and fax machines foe use by the press in filing their stories.——展览会新闻中心

Producer——An individual or company which designs and/or builds exhibits.May also provide other services.An individual or company which manages expositions.——展位设计搭建商。展览会组织管理者

Public show——Consumer show, an exposition that is open to the public.Typically, an admission fee is charged.Also known as a “consumer” show.——指面向普通公众开放的展览会，观众通常需要买票进入。

Service desk——On-site location for ordering or reconfirming services provided by general service contractor and specialty contractors.——设在展会现场、供参展商订购各种服务的服务供应处

Show break——Time specified for the close of the exhibition and beginning of dismantling.——展会结束和开始撤展的时间

Show daily——A newspaper published each day during the run of a show.It includes articles about the exhibits and events.——展会每日新闻快报

Show directory——A soft cover book containing a listing, with booth numbers, of all the exhibitors in a show, a map showing booth locations, and often advertising.——展览会会刊，包括参展商名单、摊位号、展馆位置及图示，还常登录广告

Show producer——Person responsible for all aspects of planning, promoting and producing an exposition.Also known as show manager.——展览经理，负责一个展览会的计划立项、促销以及现场举办等各方面的工作

Show office——On-site show management office——设在展会现场的展览会管理办公室

Show-within-a-show——A show with its own name and own focus that takes place within a larger, related event——套展，指一个有自己独立名称和主题的展览会，在另一个相关的大型展览会内举办，成为其一部分。

Space rate——Cost per square foot or per square meter for exhibit space——摊位租金（以每平方米或平方英尺计算）

Sponsorship——Payment of the cost of a service or activity at an event, in exchange for being publicized at the event——展会赞助，指对展会的某项活动或服务项目提供经费，以换取在展会上对赞助商的宣传 Stand——European term for booth——展位，欧洲国家普遍使用Stand,英美多使用booth.Subcontractor——Company retained by general contractor to provide service to exhibitors or show management——（展览服务）分包商

Tramp steamer——A ship not operating on regular routes or schedules.Calls at any point where cargo is available——无固定航线或航行时间表的运输船只

Truckload——Truckload rates apply where the tariff shows a truckload minimum weight.Charges will be at the truckload minimum weight unless weight is higher——一辆货车的最低装载量，当实际运输的货物低于最低装载量时，按最低装载量收费

外贸口语

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。

Thank you for coming.谢谢你的光临。

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。

A: I'm sorry to say that the price you quote is too high.It would be very difficult for us to push any sales if we buy it at this price.B: well, if you take quality into consideration, you won't think our price is too high.A: Let's meet each other half way.-很遗憾你们报的价格太高，如果按这种价格买进，我方实在难以推销。

-如果你考虑一下质量，你就不会觉得我们的价格太高了。

-那咱们就各让一步吧。

A: I'm sorry to say that your price has soared.It's almost 20% higher than last year's.B: That's because the price of raw materials has gone up.A: I see.Thank you.-很遗憾，贵方的价格猛长，比去年几乎高出20%。

-那是因为原材料的价格上涨了。

-我知道了，多谢。

A: How many do you intend to order? B: I want to order 900 dozen.A: The most we can offer you at present is 600 dozen.下面我想就包装问题讨论一下。

-请陈述你们的意见。

-好，我们希望我们对包装的意见能传达到厂商。

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

-它们用纸板箱包装。

-我担心远洋运输用纸板箱不够结实。

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

-据我所知，你方对运输工作很在行。

-是的，我们承揽去世界各地的货物运输。

-你们租船吗？

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

B: By sea, please.Because of the high cost of railway transportation, we prefer sea transportation.A: That's what we think.-你方将怎样发运货物，铁路还是海运？

-请海运发货，铁路运输费用太高，我们愿意走海运。

-我们正是这么想的。

A: When can you effect shipment? I'm terribly worried about late shipment.B: We can effect shipment in December or early next year at the latest.A: That's fine.-你们什么时候能交货？我非常担心货物迟交。

-我们最晚在今年十二月或明年初交货。

-那很好。

在双方谈判的过程中，一定要注意倾听对方的发言，如果对对方的观点表示了解，可以说：I see what you mean.（我明白您的意思。）如果表示赞成，可以说：That's a good idea.（是个好主意。）或者说：I agree with you.（我赞成。）

如果是有条件地接受，可以用on the condition that这个句型，例如： We accept your proposal, on the condition that you order 20,000 units.（如果您订2万台，我们会接受您的建议。）

在与外商，尤其是欧美国家的商人谈判时，如果有不同意见，最好坦白地提出来而不要拐弯抹角，比如，表示无法赞同对方的意见时，可以说：I don't think that's a good idea.（我不认为那是个好主意。）或者 Frankly, we can't agree with your proposal.（坦白地讲，我无法同意您的提案。）

如果是拒绝，可以说： We're not prepared to accept your proposal at this time.（我们这一次不准备接受你们的建议。）有时，还要讲明拒绝的理由，如 To be quite honest, we don't believe this product will sell very well in China.（说老实话，我们不相信这种产品在中国会卖得好。）

谈判期间，由於言语沟通问题，出现误解也是在所难免的：可能是对方误解了你，也可能是你误解了对方。在这两种情况出现後，你可以说： No, I'm afraid you misunderstood me.What I was trying to say was...（不，恐怕你误解了。我想说的是……）或者说： Oh, I'm sorry, I misunderstood you.Then I go along with you.（哦，对不起，我误解你了。那样的话，我同意你的观点。）

展会接待常用英语口语集锦 1 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。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。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？ 9 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。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。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。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。17 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。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。22 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。23 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。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。29 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。

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 products 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。38 Quality is even more important than quantity.质量比数量更为

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。41 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。

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。47 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。48 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。

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。57 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。

I hope to conclude some business with you.我希望能与贵公司建立贸易关系。

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'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。73 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。

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？

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？ 84 Could you consider accepting our counterproposal? 你能考虑接受我们的反对案吗？

I would really appreciate your persuading your management.如果你能说服经营团队，我会很感激。86 I would like to suggest that we take a coffee break.我建议我们休息一下喝杯咖啡。

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。88 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。

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。

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

I have to raise some issues which may be embarrassing.我必须提出一些比较尴尬的问题。100 Sorry, but could you kindly repeat what you just said? 抱歉，你可以重复刚刚所说的吗？ 101 It would help if you could try to speak a little slower.请你尽量放慢说话速度。

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。

Our project must proceed at a reasonably quick tempo.Surely one month is ample time, isn't it? 这个计划必须尽速进行。一个月的时间应该够了吧？

I will try, but no promises.我会试试看，但是不敢保证。

I could not catch your question.Could you repeat it, please? 我没听清楚你们的问题，你能重复一次吗？ 110 The following answer is subject to official confirmation.以下的答案必须再经过正式确认才有效。111 Let me give you an indication.我可以提示一个想法。

Please remember this is not to be taken as final.请记得这不是最后的回答。

Let's imagine a hypothetical case where we disagree.让我们假设一个我们不同意的状况。

Just for argument's sake, suppose we disagree.为了讨论各种情形，让我们假设我方不同意时的处理方法。115 There is no such published information.没有相关的出版资料。116 Such data is confidential.这样的资料为机密资料。

I am not sure such data does exist.我不确定是否有这样的资料存在。118 It would depend on what is on the list.这要看列表内容。119 We need them urgently.我们急需这些资料。

All right.I will send the information on a piecemeal basis as we acquire it.好。我们收齐之后会立即寄给你。121 I'd like to introduce you to our company.Is there anything in particular you'd like to know? 我将向你介绍我们的公司，你有什么特别想知道的吗？

I'd like to know some information about the current investment environment in your country? 我想了解一下贵国的投资环境。

129We are sure both of us have a brighter future.我们相信双方都有一个光明的前景。

How would you like to proceed with the negotiations? 你认为该怎样来进行这次谈判呢？

Perhaps you've heard our product's name.Would you like to know more about it? 也许你已听说过我们产品的名称，你想知道更多一点吗？

Let me tell you about our product.关于产品一事让我向你说明。

This is our most recently developed product.这是我们最近开发的产品。

We'd like to recommend our new home health monitor.我们想推荐我们新的家庭健康监测器。135 That sounds like the product we had in mind.那种产品好像就是我们所想要的。136 I'm sure you'll be pleased with this product.我敢保证你会喜欢这种产品的。

I'm really positive that this product has all the features you have always wanted.我确信这种产品有各种你所要的款式。

I strongly recommend this product.我强力推荐这种产品。

If I were you, I'd choose this product.如果我是你，我就选择这种产品。

We've already had a big demand for this product.这种产品我们已有很大的需要求量。141 This product is doing very well in foreign countries.这种产品在国外很畅销。

Our product is competitive in the international market.我们的产品在国际市场上具有竞争力。

Let's move on to what makes our product sell so well.让我来说明是什么原因使我们的产品销售得那么好。144 Good.That's just what we want to hear.很好，那正是我们想要听的。

The distinction of our product is its light weight.我们产品的特点就是它很轻。

Our product is lower priced than the competition.我们产品价格低廉，具有竞争力。

Our service, so far, has been very well-received by our customers.到目前为止，顾客对我们的服务质量评价甚高。

One of the real pluses of this product is that it is of very high quality and of compact size.这种产品的真正优点之一就是高质量和小体积。

Could we see the specifications for the X200? 我们可以看一下X200型的详细规格吗？ 150Certainly.And we also have test results that we're sure you'd be interested to read.当然，同时我们也有测试结果，我们相信你们会有兴趣看的。

151 How about feed-back from your retailers and consumers? 你们的零售商和消费者的反映怎样？ 152 We have that right here in this report.在这份报告书内就有。

153 Could you tell me some more about your market analysis? 请你多告诉我一些你们的市场分析好吗？ 154 Yes, our market analysis tells us our prime user will be between 40 and 60.好的，我们的市场分析告诉我们，我们产品主要的使用者年龄将在40至60岁。

155 How soon can you have your product ready?你们多久才可以把产品准备好呢？

156 We certainly expect our product to be available by October 1.我们的产品在可在10月1日前准备好。157 How did you decide that product was safe?你怎样决定产品是安全的呢？

158 What's the basis of your belief that the product is safe?你凭什么相信产品是安全的？ 159 I'd like to know how you reached your conclusions.我想知道你们是如何得出结论的。160 Why don't we go to the office now?为何我们现在不去办公室呢？

161 I still have some questions concerning our contract.就合同方面我还有些问题要问。

162 We are always willing to cooperate with you and if necessary make some concessions.我们总是愿意合作的，如果需要还可以做些让步。

163 If you have any comment about these clauses, do not hesitate to make.对这些条款有何意见，请尽管提，不必客气。

164 Do you think there is something wrong with the contract?你认为合同有问题吗？

165 We'd like you to consider our request once again.我们希望贵方再次考虑我们的要求。

166 We'd like to clear up some points connected with the technical part of the contract.我们希望搞清楚有关合同中技术方面的几个问题。

167 The negotiations on the rights and obligations of the parties under contract turned out to be very successful.就合同保方的权利和义务方面的谈判非常成功。

168 We can't agree with the alterations and amendments to the contract.我们无法同意对合同工的变动和修改。169 We hope that the next negotiation will be the last one before signing the contract.我们希望下一交谈判将是签订合同前的最后一轮谈判。

170 We don't have any different opinions about the contractual obligations of both parties.就合同双方要承担的义务方面，我们没有什么意见。

173 We'll have to discuss about the total contract price.我们不得不讨论一下合同的总价格问题。

177 Would you please read the draft contract and make your comments about the terms?请仔细阅读合同草案，并就合同各条款提出你的看法好吗？]178 When will the contract be ready?合同何时准备好？

182 We have agreed on all terms in the contract.Shall we sign it next week?我们对合同各项条款全无异议，下周签合同如何？

183 We had expected much lower prices.我们希望报价再低一些。

184 They are still lower than the quotations you can get elsewhere.这些报价比其他任何地方都要低得多。185 I can show you other quotations that are lower than yours.我可以把比贵公司报价低得多的价目表给你看看。

186 When you compare the prices, you must take everything into consideration.当你在考虑对比价格时，首先必须把一切都要考虑进去。

187 I can assure you the prices we offer you are very favorable.我敢保证我们向你提供的价位是合理的。188 I don't think you'll have any difficulty in pushing sales.我认为你推销时不会有任何困难。189 But the market prices are changing frequently.但是市场价格随时都在变化。190 It's up to you to decide.这主要取决于你。

191 The demand for our products has kept rising.要求定购我们产品的人越来越多。

194 I think a joint venture would be beneficial to both of us.我认为合资经营对双方都是有利的。195 Please give us your proposal if you're ready for that.如果你们愿意做合资经营，请提出你的方案。196 Please go over it and see if everything is in order.请过目一下，看看是否一切妥当。197 Do you have any comment on this clause.你对这一条款有何看法？

203 Anything else you want to bring up for discussion.你还有什么问题要提出来供双方讨论的吗？ 207 I hope no questions about the terms.我看合同的条款没有什么问题了。

208 It is our permanent principle that contracts are honored and commercial integrity is maintained.重合同、守信用是我们的一贯原则。

209 I'm glad our negotiation has come to a successful conclusion.我很高兴这次洽谈圆满成功。

210 I hope this will lead to further business between us.我希望这次交易将使我们之间的贸易得到进一步发展。211 We'll sign two originals, each in Chinese and English language.我们将要用中文和英语分别签署两份原件。212 I am ready to sign the agreement.我已经准备好了签合同。216 I will keep you posted.我会与你保持联络。

220 Our prices compare most favorably with quotations you can get from other manufacturers.You‟ll see that from our price sheet.The prices are subject to our confirmation, naturally.我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。

221 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。

222 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。

223 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？

224 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。

225 I wonder if you have found that our specifications meet your requirements.I‟m sure the prices we submitted are competitive.不知道您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 226 Heavy enquiries witness the quality of our products.大量询盘证明我们的产品质量过硬。

227 We regret that the goods you inquire about are not available.很遗憾，你们所询货物目前无货。

228 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。

229 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。

广交会常用外语

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.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 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.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.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.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?

关于公司的产品说明

1.我司所有产品应用于柴油车（卡车、客车、工程机械）

All our products are applied to diesel powered cars, such as truck, coach and engineering machinery.2.我司所有传感器和仪表是配套生产的

Form a complete production network of sensors and meters.3.主打产品：机械压力传感器

Main product: Mechanical pressure sensor 4.我司拥有完善的试验和设备保障.We have perfect test& assurance equipments.5．温度传感器主要用到恒温测试台（-20—150℃）

Constant temperature testboard

6．压力传感器—激光调阻机，拉力测试仪，弹簧成型机，校准测试台

Laser trimming apparatus, Tension test instrument, spring forming machine, calibration testboard 7．燃油传感器—波峰焊，干簧管成型机，振动测试台，油量电性能测试台

Wave soldering, tongue tube forming machine, vibration testboard, electric performance testboard 8．里程传感器—回流焊（无铅），300℃高温，标准主要针对欧洲质量体系认证;试波器 Solde-reflow, unleaded, high temperature of 300 centidegree, filter teste 9．转速传感器—全自动电脑数控绕线机，转速传感器测试台 Automatic numerical winding machine, speed sender testboard 10.盐雾试验：镀锌层，测试防锈

Salt spray test: zinc coat, test rust prevention 11.振动试验

Vibration test: test the performance under running condition 12.高低温交变湿热试验(变更范围-40℃—300℃)High and low temperature alternation test（temperature range: 40 centidegree below zero to 300 centidegree, humid heat test.13.耐磨性测试，相对于压力传感器而言

Abrasion resistance test, relative to pressure sensor 14.通电老化，高温老化，油压老化

Power ageing, high temperature ageing，oil pressure ageing 15.活塞式压力计，仪表是用来测试传感器合格与否的，而活塞压力计是用来测试仪表合格与否。Piston manometer: used for test whether the gauge qualified or not, while the gauge used for test whether the sensor qualified or not.16.油量老化测试，相对于油量传感器 Oil ageing test, relative to fuel sender 17.产品老化校验

Aging checkout of the products 18．压力开关的老化校验

Aging checkout of the pressure switch 19．产品完工阶段抽检老化，100%通过才算合格

Sample aging at the stage of completion.Qualified only 100% passing the test 20．大型抛光机，打磨机器表层，使之光滑

Large-sized polishing machine, polish the surface of the product, make it smooth 21.拉力测试，推拉力计

Tension test, pull and push dynamometer 22.塑料打磨机 Plastic sander 23．电脑自动剥线机

Automatic peeling-wire machine 24．公司花费200万购置的全套生产制作设备，由机器判断，设置参数，实现了生产过程自动化，激光调阻机

Full sets of production equipments cost about 2 million RMB, judged and set by machine, achieve the automatic manufacturing process.Laser trimming apparatus 25．工厂目前在生产油量传感器，气密性测试

We are producing fuel sensor at present, test of the gas tightness 26．不锈钢环缝焊接，焊接均匀，无需再抛光

Stainless steel girth welding, weld evenly, no need to polish 27．全自动数控洗床，数控车床，数控磨床，打孔，可以快速交样，单管成型机，数控成型

Automatic numerical control miller, numerical control lathe, punch, produce samples immediately, single-tube forming machine, numerical control forming 28.车载MP3的主板部分由我司生产，焊接现由深圳一工厂负责，我方已派3-5人前往监管。产品会经过高温，振动测试。

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

第五篇：商务礼仪

商务礼仪.txt20如果你努力去发现美好，美好会发现你；如果你努力去尊重他人，你也会获得别人尊重；如果你努力去帮助他人，你也会得到他人的帮助。生命就像一种回音，你送出什么它就送回什么，你播种什么就收获什么，你给予什么就得到什么。商务礼仪论文 由于商务礼仪在我们的生活中扮演了越来越重要的角色，我选修了“商务礼仪”这门课程。通过这一个学期的学习，我从老师那里学到了许多有关商务礼仪方面的知识，不仅拓宽了知识面，而且许多东西在我的日常生活中已经用到。

商务礼仪是从事商业活动的商务人员在商业交际活动中必须遵循的礼仪规范。商务礼仪有利于塑造商务人员良好的个人形象和企业形象。走入工作岗位后，我们与社会各阶层打交道的时间比在学校时会多很多，其中与各类商务人员打交道占了很大比例。

随着物质生活水平的提高，人们对于精神文明的追求也越来越高，特别是随着中国市场经济的发展和加入WTO参与国际竞争，以及即将来临的2008年的奥运盛事，都迫切的要求我们在对外交往中能够了解到国际惯例，掌握好商务礼仪，从而更加有效的与他人沟通，取胜于商海。商务礼仪在人们的社会交往中越来越重要。

商务礼仪的运用不但体现了个人的自身素质，也折射出所在企业的企业文化水平和企业的管理境界。在商务场合当中，礼节、礼貌都是人际关系的“润滑剂”，能够非常有效地减少人与人之间的摩擦，最大限度的避免人际冲突，使商务场合的人际交往成为一件非常愉快的事情。在满足人们的社会交往需求的同时，也满足了人们被尊重的需求。良好商务礼节能营造良好的商务交往氛围，为企业的合作奠定良好的基础。相反，可能会给企业造成不良的影响和带来巨大的损失。

现我把一学期从课堂上学到的知识以及日常生活中积累的材料做一个总结： 商务礼仪使用的目的有三： 第一.提升个人的素养，比尔