一带一路沿线国家名单-外贸市场划分做参考

外贸市场划分, 除了地域方面, 参考的因素还挺多, 包括了语言、文化相似性特征、经济类型、贸易壁垒等因素。 国家倡导的一带一路经济发展, 很有参考价值。
“ 一带一路”沿线国家名单(65+国家):
一、中国,包括东亚的蒙古国,东盟12国:
新加坡、马来西亚、印度尼西亚、缅甸、泰国、老挝、柬埔寨、越南、文莱和菲律宾
二、西亚 18国:
伊朗、伊拉克、土耳其、叙利亚、约旦、黎巴嫩、以色列、巴勒斯坦、沙特阿拉伯、也门、阿曼、阿联酋、卡塔尔、科威特、巴林、希腊、塞浦路斯和埃及的西奈半岛
三、南亚 8国:
印度、巴基斯坦、孟加拉、阿富汗、斯里兰卡、马尔代夫、尼泊尔和不丹
四、中亚 5国:
哈萨克斯坦、乌兹别克斯坦、土库曼斯坦、塔吉克斯坦和吉尔吉斯斯坦
五、独联体 7国:
俄罗斯、乌克兰、白俄罗斯、格鲁吉亚、阿塞拜疆、亚美尼亚和摩尔多瓦
六、中东欧 16国:
波兰、立陶宛、爱沙尼亚、拉脱维亚、捷克、斯洛伐克、匈牙利、斯洛文尼亚、克罗地亚、波黑、黑山、塞尔维亚、阿尔巴尼亚、罗马尼亚、保加利亚和马其顿

出口埃及需要什么证书和资料?

常见的就是埃及大使馆认证加签,具体看国外客户要求,他们比较清楚当地清关要求。
埃及大使馆认证,别称埃及领事馆认证,也可称为埃及驻华大使馆加签认证。埃及大使馆认证具体是指我国货物出口商依据国外客户进口商的要求而将一系列商业文件经其国家驻华使馆核查后,在证书背面加盖印\章,并对该需要认证的文件继而加以确认,并使得该批出口货物能够在进口国能顺利通关。货物自中国出口埃及,并在在需要认证的文件上加签盖上该进口国驻华使馆的章的做法叫“埃及大使馆认证”或者叫做“埃及领事馆认证”。其中,货物出口埃及最常见办理的商业文件认证是CO原产地证及商业发票做埃及驻华大使馆认证,凡是货物出口埃及提供该经使馆认证过的CO产地证及商业发票,即可以获得埃及国家给予的该批货物的关税减免以及使其货物顺利清关。
埃及大使馆认证的认证范围主要包含民事认证类文件和商业认证类文件。其中:
1.民事认证类的文件有:个人履历、职业资格证书、死亡证书、未刑证、亲属关系证、个人专利证明、**、护照、健康证、离婚证、未婚证、结婚证、成绩单、毕\业证、学历证、出生证明书、、收入证明等一系列民事文件埃及驻华大使馆认证等;
2.商业认证类的文件有:质量环境管理体系证书、穆斯林清真证、卫生许可证、兽医证明、自由销售证明、检测报告、派遣函、声明、装箱单、价格单、检验证书、单位专利证书、营业执照、分析证明、商事证明、报关单、授权书、提单认证、保险单认证、委托书、合同、原产地证、商业发票认证等一系列商业类文件等。
对于在以上各类文件来说,其中就商业发票+CO原产地证是做埃及使馆认证最常见的一种证明书,言简意赅,CO原产地+商业发票认证,即指的是对原产地和商业发票办理埃及一国驻上海或者北京或者香港的使馆认证,其中该类文件在香港注埃及使馆中加签一般是3个工作日左右,加上邮寄休假的时间,所以一般是差不多是一星期多一些。而北京加签的一般是在7-15个工作日左右。因此,由于使馆认证的时间一般较长,为了不影响国外客人清关,最好在资料备齐之后,最好就是开航前提前办理。若在加签问题上拿不准主意时,要多与客人沟通,因为客人比我们更熟悉他们本国海关的规定。
关于CO原产地证+商业发票座埃及使馆认证所需要的具体资料及需注意的要求如下:
按照目前来说,现在有很多的使馆在认证商业发票或产地证时,需要和原产地证(CO)一起认证,所以认证的费用:
总费用=产地证的认证费用+发票认证费用
要求发票和产地证一起认证的国家有:阿联酋、秘鲁、卡塔尔、科威特、黎巴嫩、利比亚、叙利亚、伊朗、约旦等国家。
CO原产地证认证所需资料:填制一份《CO产地证》格式。
商业发票认证所需资料:
1、营业执照复印件(最新年检的)
2、商业发票原件
3、需提供报关单(报关单金额与发票金额须一致,报关单与发票的公司名称须一致)。
需要特别注意的事项如下:
1、商业发票的认证不能在当地的贸促会做成证明书的形式,如若这样,那么则会被外交部给退件处理。
具体原因是:如果客户让当地的贸促会把商业发票做成证明书的形式,外交部认证的证词是―――证明证明书上的公证员的签名属实,但实际的情况是,在外交部的系统了,不存有各地方贸促会公证员的信息资料,外交部无法核实地方贸促会证明书公证员的真伪,当然也无法写证词,这样外交部发现此类文件,会做退件处理。但是在中国贸促会总会就不一样了,中国贸促会总会的公证员的签字和资料都在外交部有备案的,所以说中国贸促会总会的商事证明书外交部是认可的 。
细心的朋友会问,为什么在商业发票上直接盖章的发票外交部又认可呢?(包括产地证)
原因是:外交部在对地方贸促会和商检局直接在单据上盖章的文件的认证是―――外交部证明此贸促会或商检局的印章属实,而不是证明某某公证员的签字属实。因为地方贸促会和商检局的印章在外交部的系统里是备过案的 ,外交部是认可的 。
因此,文件必须到中国贸促会总会出证明书,地方贸促分会出的证明书,外交部不认可!到地方领事馆认证的情况除外。埃及大使馆认证加签有关规定:
1、需阿文或英文译文。
2、需1份复印件。
3、苏、浙、皖、沪地区出具的文书送驻上海总领馆认证。
大使馆认证不是强制的,按客人的要求来做。如果有要求办理那就要办理好给客户,以便客户清关提货。

如何写出吸引人的B2B外贸软文

大家都意识到,现在外贸企业越来越难拓展新客户了。每年都往各大第三方平台投入了巨额的平台费,但是效果一年不如一年。

“3年前每天都有好几个询盘,现在每周的询单都只是个位数了”

上面的话是我的一位做汽车配件的朋友和我诉苦的话。

他在某第三方平台上花费了巨额的推广费用,但是没有吸引到新的客户。

这时候,就要考虑自建海外独立B2B/B2C站平台了。

有了自己的独立商城网站,就要认证考虑展开有效的内容营销了。

 

光是上传产品的图片是不够的,要有干货

全球化的大浪潮下,信息公开透明,同质化的产品越来越多,大家可以回想一下最近几年推出的智能手机,到底有哪一款和当年的iphone4那样,让人影响深刻?

在同质化产品问题日益严重的情况下,外贸企业,只能通过不断发布高质量的内容,成为业界权威,开通自媒体频道。

向全世界的客户展示您公司的产品优势、细节和质量。

同时展示您的企业形象,让中国制造业走出去。

建议您,精心准备几篇优质的产品文案,如果有能力还可以考虑制作视频。

将这些内容分享到公司的各个社交平台,比如Facebook、Twitter、Instagram和LinkedIn等。

什么?您还没有以上平台的账号?

如何快速地创建优质的内容文章?

“我每天对接客户都忙不过来,哪还有时间写文章阿?”

这个是很多外贸企业主的困惑,对的,我们都明白:

外贸企业家真的太忙了。

但是如果稍微留心学习一些简单的写作技巧,将很有可能给您带来意想不到的收获。

以下几个写出高质量软文的技巧,都外贸熊多年来结合国外市场,总结出来的宝贵经验。

您只需要雇佣一个英语实习生,按照上面的方法写作,坚持一段时间,就能显著提升网站的流量!

 

先写好一个框架,然后往里面填充内容。

很多人会苦恼,B2B外贸软文写无可写。

不是每个人都是海明威施耐庵。

这里外贸熊教您一个简单的技巧:

把你想要写的东西,先列一个纲要,仅仅写标题就好好,先写出6-8个小标题。

然后不断往这些标题中填写内容。

一来二去,写文章的过程,就是一个填内容的过程,大大省下了思考的时间。

在文章中多用第一人称

很多产品文案,都是过于生硬,让人一眼就看出是一个硬广告。

在B2B内容营销的文案中,如果多使用人称词语,比如“我、你、他、您”等等。

会让观众有一种亲切感。

仿佛在和良师益友交流,潜移默化中接受了您的广告。

文章要多多分段

没有经验的作者,总喜欢把文字写的密密麻麻。

现在大家都没有耐心,非常不愿意阅读一大段连续的文字。

相信你也是这样,海外用户也是这样。

这时候,给您的文章分段就非常重要了,我们外贸熊在为大家编辑如何做有效的海外市场推广系列文章中,就经常使用到这个技巧。

这样读者在阅读的时候,不会觉得视觉疲劳,不知不觉就消化完一篇文章。

您的读者很享受阅读您的文章的过程,就会自然而然开始关注您的产品。

经常使用图片

如果一整篇文章中,没有一张图片,那将会失去很多色彩。

一图胜千言

在你文章中合适的地方插入6-7张图片,将会大大丰富文章内容。

读者也会认为您在写文章中真的用心了。

如果写文章都能那么用心,相信卖想产品也是非常用心吧?

不知不觉就路转粉了!

通过其他网站寻找灵感

写了几篇文章后,您可能实在是想不出好的题材了。

很多作家也有这样的情况。

但是不用担心,国外有很多平台可以给您提供新的话题和切入点。

您可以将产品的关键字输入到Google、quora、或者buzzsumo等网站,看看大家围绕这些关键字,都在讨论什么话题。

通过简单的搜索,就能了解到很多新的切入点!

雇佣专业写手

如果您实在是没有时间处理这些B2B/B2C软文营销的事情,我们建议您将整个文案写作外包给其他团队。

将文章同步到各大社交平台

写好了文章之后,就要把内容发布到您的B2B电商网站了。

同时也将文章分享到Facebook、Twitter等各大平台,这个时候就要有一个社交平台管理员,统一管理这些账号。

总结

B2B外贸行业越来越难做,只有通过不断地学习探索,运用有效的内容营销策略,才能在激烈的竞争中脱颖而出。

我们介绍了几种方法,实践证明都非常有效。

如果您有精力,可以自己培养一个雇员,帮你撰写内容文案。

如果您没时间,也可以与专业的海外推广公司合作,让他们为您出谋划策,省心省力。

外贸人必须知道的十个找客户的渠道

这篇文章非常好, 转载来自牛哥的博客!加上了自己的理解, 请大家参考。

外贸B2B,这里并不是指阿里巴巴这样的B2B平台,而是指贸易的双方都是公司或者工厂的国际贸易,这里特指传统意义上的外贸出口。

外贸从业者,大概都有过为找客户发愁的经历,到底该如何找客户呢?

1. 展会推广(广交会、 国内行业展会、 国外行业展会)

评价:展会推广,可以说是目前为止,外贸行业在用的最古老的推广方式,虽说效果大不如从前,其作用依然不可小觑,有实力的外贸企业都会参展。

优点:现场展示产品和服务,直观、体验好,说服力强。新客户开发的平台,跟客户面对面交流,容易拉近距离,建立商务关系。老客户见面,交流感情的平台。参展本身就是实力的证明。

缺点:成本高,准备样品、参展费、布展费、差旅费等需要高昂的费用,少则几万,多则几十万。时间短,展会持续的时间一般3-7天,不能像互联网上,1年365天,1天24小时推广。覆盖面相对较窄,展会通常具有一定区域性,就算广交会这样的超级展会,也不是所有潜在客户都会来,来的只是少数。效果变差,根据牛哥朋友圈一线外贸人的反馈,无论是国内的比如广交会、华交会,还是美国、德国、意大利、法国等国外的展会,效果都大不如从前,越来越多客户选择网上找供应商。

为啥是有实力的企业, 花费太大了。

例如广交会, 算是中国政府大力支持及扶持的展会, 而且自改革开放以来至今, 被很多国外客户所认可。 首先是申请展会是有门槛, 生产型企业出口额要大于40万美金, 贸易型企业大于75万美金。展位费2W左右, 人员费用2500元/人,加上餐宿、交通,算下来3W左右, 一年两届就是6万, 而且一般不能中断, 如果中断就会被取消资格,以后都不能参加了。效果方面, 直接签单的几率很小, 很多都是多次参加积累客户资源,当然如果是高精尖、科技前沿产品另当别论。

推荐:推荐不差钱的亲,要跟老客户见面的亲去参加展会。

2. B2B平台

评价:外贸人大概没有人不知道阿里巴巴和中国制造网这两个B2B平台,现在很多外贸企业唯一的推广方式可能就一个阿里巴巴账号,除了这两个B2B平台外,还有很多个平台,多多少少都有一些影响力。

优点:简单,只需要做好产品资料传上去即可。有效果,在一些行业效果相当不错。

缺点:让信息变得透明,B2B集中海量的卖家,很多行业可能卖家比买家还多,客户询价很方便,一次性询价几百个供应商也不是不可以,这样就导致信息透明,同等价格拼质量,同等质量拼价格。费用高昂,以阿里巴巴为例,阿里巴巴最便宜的会员是只有就10个橱窗的售价29800元/年的基础会员,最近阿里主推精品90000元/年的精品会员,除了会员资格外,想要更好的推广效果,还得付费。不适用所有行业,对于竞争适度,产品有一定竞争力的企业来说,B2B平台是不错的选择,但是对于竞争巨大,或者过于冷门的行业,并不是适用。覆盖面相对狭窄,B2B不止B2B平台,更不止阿里巴巴,他们都只是B2B这个目标市场里的一部分,一小部分而已。

推荐:推荐对产品和市场比较了解,经过调查可以在B2B平台上赚过钱的人适用,其它推广方式不懂的新手可以赌一把。

3. 营销型网站

评价:严格说起来,营销型网站并不算一种推广方式,放到这里来说,是要强调它很重要,一些推广方式,需要以它为媒介。做外贸的,无论是企业还是个人,网站是标配,但是营销型的网站就不是都有的了。如果是展会,或者B2B平台,那么不需要营销型网站,如果要做全网营销,拥抱整个互联网,那么就需要一个营销型网站。

优点:全网覆盖,营销型网站可以作为其它推广方式的着陆页,实现全网覆盖。说服力强,营销型网站比传统的企业网站说服力要强大很多,可以大幅度提高流量的利用率,提高询盘的转化率。

缺点:难度大,营销型网站对网站布局、美工、文案都有很高的要求,需要这几方面的人才协同才能做出真正有用的营销型网站,一般的外贸企业和个人,一方面不重视,另外一方面也没有能力建设营销型网站。需要不断更新,一个有效的营销型企业网站是需要不断修改以接近实际需要和获取更好的效果,还需要持续不断增加优质的内容,这又客观上增加了难度。推广难度大,去展会,展位就是推广,在B2B平台,通常把产品信息发布上去就可以了,最多优化下标题和描述,打打站内广告,而营销型网站推广方式就多了很多,复杂了很多,难度大了很多。

推荐:值得所有做外贸的企业和个人做,虽然难度大,虽然比较复杂,但是营销型网站的成本低,做为其它推广方式的基础,可以通过搜索引擎优化、网络广告等方式,爆发巨大威力。

 

4. 搜索引擎优化-SEO

优点:流量精准,可以说,直到现在SEO获取的流量依然是最精准的流量,询盘转化率远超其它方式获取的流量,比B2B平台获取的流量还要好。免费,虽然做SEO需要花钱,一旦排名做上去,源源不断的流量全部都是免费的。

评价:搜索引擎优化,就是SEO(Search Engine Optimization),是一种利用搜索引擎的规则把网站关键词做到在有关搜索引擎的自然排名较高位置,比如前10名,以获取流量的方式。虽然现在社交网络、视频网站、移动APP获取到巨大流量,搜索引擎不再是唯一的流量入口,但其在外贸推广中的作用依然巨大。

缺点:时间长,SEO需要的时间非常漫长,一个新站根据竞争程度,需要持续数月,甚至1-2年进行网站内容建设和外链建设,才有可能把关键词排名做上去。效果不确定,排名能不能做上去是不确定的,除了GOOGLE自己,没有人能保证可以把一个特定的包含特定关键词的页面做到GOOGLE自然搜索结果第一页。费钱,GOOGLE自然搜索结果是免费的,但是为了把排名做上去,必须持续高质量网站内容和外链建设,这都需要钱。

推荐:值得所有做外贸的企业和个人做,虽然做SEO费时、费力、费钱,但是一旦做上去,就能在很长时间获取源源不断的免费精准流量。牛哥曾经一个网站,只靠SEO,就养活了一家外贸公司。

5. 网络广告-Google ads 等

优点:见效快,广告一投放,1天就能见到效果,这是其它推广方式都不能比拟的。精准流量,GOOGLE ADWORDS的流量是仅次于SEO的精准流量。FACEBOOK的广告,可以选择年龄,人群,性别,兴趣等,虽然不如ADWORDS精准,但是获取的流量也较为精准。

评价:网络广告有很多,这里我们只说其中2个:GOOGLE ADOWRDS和FACEBOOK广告。这两个广告带来的流量,相对比较精准,效果那是立竿见影。

缺点:费钱,这两个广告都是按照点击付费,单次点击成本起步价大约需要人民币5元,不同关键词价格差异很大,客单价低,转化率低的B2C网站,很难不亏本。复杂,看似这两个广告系统挺简单,实际很复杂,要有好的转化率,在关键词选择、投放地点、时间、文案等方面都要下很大的功夫,付出很大的代价。

推荐:虽然各种缺点,但是广告的效果还是值得肯定,尤其是见效快这点,完全满足没有耐心的老板,B2B值得做,B2C有选择的做。

6. 邮件营销

优点:成本低,可以说邮件邮箱是所有推广方式中成本最低的,发邮件能有多少成本?

评价:从有邮件开始就有了邮件营销,从有了电子邮箱,就有人利用电子邮箱营销,到现在邮件营销仍然是重要的营销方式。虽然邮件营销对于外贸B2C来说作用更大,但是对于外贸B2B来说依然有一定作用。

缺点:难获取精准客户邮箱,获取不到精准客户邮箱就意味着发的邮件内容并不是客户需要的,就很难获取到询盘和订单,成功完全靠运气。

推荐:可以尝试,不要期望太高。

7. 软文营销

优点:说服力可能比营销型网站还要强,好多客户看完软文可能就能建立起信任,被激发出询盘的欲望。海外品牌打造必不可少的利器,无论国内还是国外,软文营销都是品牌打造的神器。

评价:软文营销无论是在国内,还是国外,都是非常成熟,效果被证实很好的推广方式。只是外贸行业,因为语言障碍,不重视或者看不上等原因,国内的外贸企业很少有软文营销做得好的。近两年,受追捧的摩天大楼SEO技术,实际就是用高质量的软文,带来大量转发,从而实现很好SEO效果。

缺点:内容生产是个大问题,持续高质量软文生产更是难住了大部分人。而只有高质量的软文加上好的投放渠道,才能最终转换成生产力。

推荐:无论是直接卖货,卖服务,还是打造海外品牌,软文营销都值得做。

8. 视频营销

评价:随着宽带速度越来越快,资费越来越便宜,视频的传播不再是问题。从视频网站YOUTUBE变成互联网主干线,就可以看出视频有多么受欢迎。视频营销可以说是现在营销中不可缺少的部分。

缺点:成本高,如果自己不会制作视频,请人制作,视频的成本可以说很高,高到一般的企业都不能承受批量制作视频。内容生产难,一般的企业,一般的情况下,是没有高水平的文案,不能策划、写出高质量的脚本,更不用说拍摄和后期制作了。

推荐:一定要做,一定要做,一定要做。做视频其实不复杂,用手机就可以拍,后期处理也没有想象的那么难。

9. 社交网络营销

优点:客户基本上都会用各种社交网络,他们就在那里,作为供应商,那自然应该在的。

评论:如今做外贸,说不知道社交网络营销,那简直是不可能的。真正做起来的,那就不多了。社交网络,无论是FACEBOOK,还是领英等其它平台,大家可以把它们当作微信朋友圈,或者自媒体平台,它们既可以用你来开发新客户,也可以用来维护老客户的关系。

缺点:需要很长时间运营,需要漫长的积累,平时维护也很花时间。

推荐:长期生意应当做。

10. 人际关系营销

优点:做外贸实际就是做人际关系,在特定行业里积累了优质人际关系,还愁订单吗?

评论:通过人际关系进行营销,不仅对内销上颇有效,对外贸也同样有效。一家400人左右规模的工厂,既不参加展会,也没有任何网上推广,这家工厂的订单都来自于熟人介绍,其中既有中国人,也有很多外国人。

缺点:需要漫长的积累,大量精力、金钱的投入。

推荐:一点点积累。

外贸部门规划草案

外贸经理职责: 营销推广, 预算及销售业绩, 团队建设
一、 外贸部门组织结构、职能、岗位职责、考核维度
a 市场部
主要职能:市场调查,数据分析,产品网络推广,展会筹备,新品立项报告,潜在客户接待及录入,单证操作
考核项目:潜在客户数量及增长率, 推广成本客单价及下降率,潜在客户成交率
岗位职责:平面设计-配合数据分析员、业务员、供应员,平面设计需求
数据分析-负责各个推广平台,付费推广操作,数据分析,提升推广效果
单证员-负责销售部签单后的后续工作,包括货运、报关、财务单据收集等
客服-负责各个推广平台,客户营销及接待,背景调查并录入客户信息,以备销售部使用
b 销售部
主要职能:产品定价策略,客户背景调查,客户跟踪并记录,促成订单,及后续工作。
考核项目:销售额及增长率,利润及增长率,潜在客户成交率,老客户损失率,回款率,客户满意度
岗位职责:业务员: 负责客户跟踪, 促成订单
c 供应部
主要职能:FAQ, QC,发货管理,售后,新产品立项实施
考核项目:FAQ回复时间,及时发货率, 产品合格率,供应成本下降率,新品实施完成度
岗位职责:负责日常产品方面FAQ回复, 销售部签单后生产,采购安排及售后工作, 市场部新品立项实施
二、 市场分析(市场部前期主要工作内容)
1. 产品定位: 行业规模,世界范围内行业中位置,产品生命周期(引入期,成长期,成熟期,衰退期),受众客户群
2. 市场区域:国别,国别报告
3. 产品准入规则:国际形势,政治对外政策,海关政策
3. 受众客户: 终端,代理,政府
4. 同行业竞争度,及产品优劣势
三、 推广策略(市场部推广实施主要策略)
1. 企业官网(SEO,google,bing竞价排名)
2. 电子商务平台(alibaba,made in china, globle souring等)
3. SNS社交媒体(facebook,youtube, linkedin, twitter等)
4. 国内外展会
5. 海关数据
6. 其他渠道(黄页,搜索,客户推荐等)
四、 沟通机制
A. 例会
1. 全体例会,每月一次,一小时左右(企业文化贯彻, 各个部门工作总结,问题建议,解决方案)(由外贸总监主持)
2. 部门主官全体例会,每周一次,30分钟(工作方向,工作总结,协调调度,问题建议,解决方案)(由外贸总监或助理主持)
3. 各部内部例会, 每天一次, 15分钟(工作安排,进度,问题建议, 解决方案)(由部门主管主持)
4. 生产调度会, 每单必开,时长视问题解决而定,不超过1小时。(与会人员,销售业务,供应业务,单证员,由外贸助理主持)
备注: 紧急或突发事件, 随时召开。
B. 日常沟通
1. FAQ制度,主要功能:各个部门知识,经验,资源,衔接。问题回答需要经过验证有效方可发布。
2. 日常所有沟通,包括请假、报告、总结、通告等以邮件为准, 即时通讯工具(QQ,微信)无效力。
3. 内部反馈制, 公司提供反馈邮箱,公司任何人都可以发信,单一通道直接发送至总经理及外贸总监邮箱,可署名可以匿名。 信访内容不限, 包括公司制度,个人问题, 对领导,同事,下属建议意见等。
4. 团建制度, 通过健康积极向上的项目, 贯彻公司文化,促进部门与部门,员工与员工之间的信任、默契
五、 成本意识
1. 推广成本
a. 阿里巴巴等商务平台
b google
c facebook,YouTube等SNS
d 展会
2. 人员成本
a. 工资
b. 提成
c.保险福利
4. 沟通成本
a. 国际电话、
b. 传真
c. 邮箱
d. 差旅住宿
5. 财务成本
a. 汇率浮动
b. 手续费
6. 操作物流成本
a. 出口手续费用
b. 国内外物流
7. 风险成本
a. 收汇风险
b. 索赔风险
c. 物流风险

外贸最高效的沟通-打电话

外贸的终极目标是订单,而拿订单的过程就是沟通的过程。什么样的沟通有助于拿下订单呢?电话沟通高效、深入、全面,是沟通的首要选项。
先说说准备工作,有下面4点:
1、FAQ文件,包括产品FAQ和外贸FAQ,产品FAQ也就是针对产品客户常问的问题以及答案,例如产品保质期是多久等;外贸FAQ则是常问的外贸问题,例如你是否出口过某国……准备好这样的资料就会让你对客户突然提出的问题有所准备,在信心方面会有极大的提升,而很多新人最需要的就是信心。
2、录音软件,防止听不懂或者误听客户的信息,所以录音之后重新进行核对。
3、电话软件,例如Nonoh,我们用的是这一款。
4、如果是开发性电话,需要对客户进行必要的分析,肯定要确认他们是目标客户才行。
下面重点说说怎么打,以下皆以本公司产品举例。
第一通电话怎么打
1、有名字又有电话的开发型电话怎么打
开发型电话本来就是陌生拜访,实际上就是骚扰,所以要直接。
如果是手机:Good morning,this is Jack. Is that James speaking?
得到对方回应之后,要立马单刀直入:Sorry to disturb you. We are manufacturer of hospital bed from China. I call today to look for the chance to cooperate with you. Just one minute please, ok?
一般我听到的答复都是 go ahead please,然后继续:my offer now is 300usd/MT CIF to Busan. Do you have any plan to import these days.
这个时候大多数的答复都是,等我们有计划了我会联系你的。
我当然不会等你联系我:OK, never mind. I will give you an email about our detailed offer for your information. Of course I would like to give you free sample if you need.这个时候不管对方说什么,如果不是询问具体信息,都要这样说,please reply my email with your address, I will make the sample delivery as soon as I can.
这个地方要说一句,别被拒绝一次就放弃了。我被一个泰国人拒绝了七个月,才允许我发样品……
上面的过程里,会碰巧碰到客户需要产品(几率不大),会问到一些产品相关的问题,不用怕,因为我们有FAQ!
如果是座机:Can I speak to James please? This is a business call from China.
如果是james接电话,就ok了,可以直接对接到上面的话术;
如果不是james又会出现两种:转接过去,ok,对接上面的话术;
如果接线员说不在,那就索要手机号码或者邮箱,I have very important thing to discuss with him.如果给了,对接上述话术;
如果接线员不给,或者不知道,could you please tell me who is taking charge of business in your company, I mean, purchasing or sourcing.
无论他说出谁,都要问是否在公司,能否通话;如果还是说James,就要问,您觉得我什么时候打电话他会在呢?ok,不管对方说什么,我们肯定是要再打……
2、不知道采购名字但有一个电话的怎么打
遇到这种情况,第一反应肯定是去找采购的名字,之前曾讲过用LinkedIn去找采购经理或者决策人甚至老板名字的方法,大家可以试试。
如果能够找到,就回归到了第一种情况;
如果找不到怎么办?大家都明白,如果不知道采购的名字往往是开发型电话,这种情况就单一了,就是开发型电话如何去打!
我一般会这样处理:到LinkedIn里面随便找到一个中层管理人员,先把名字记下来,当然他的职位也要记下来,甚至是他的履历,留待备用。
准备好以后开始打电话,有个地方要注意了,包括之前的电话,要注意对方接电话的人是否会说英语。当你打电话过去,你在说英语而对方一直在说本国语言的时候,你怎么办?其实很简单,你要找的这个人姓名的本国语言发音你要知道,或者头衔“purchase manager”的本国发音你要知道,“他的电话是多少”的本国语言翻译你要知道。怎么知道?谷歌翻译。
Good morning,this is Jack from China. Can I speak to anybody who are taking charging of  purchasing or sourcing.这个地方大家要注意,不要过去就找什么采购经理、老板,很容易让人家反感。所以,我只需要找一个负责采购的人就好,哪怕是个小兵。
这样说比直接找采购经理的成功率要稍微高一些,切身体会。如果你运气好电话被转进去了,那么你要抓紧,直接说你来干啥就好了,如同第一点中的开发型电话。
如果运气不那么好,可能就会在这一步被挡下来,可能是对方公司采购的人实在太多,你不说明找谁,对方就没法给你转;当然还有一种可能性,就是正好某天接电话的人心情不好,你就成了炮灰。
不管怎样,如果被挡了,就改天换个电话再打!
等下,我们是不是漏了什么问题?前面我们不是通过LinkedIn记了些信息吗?好吧,这是一个偏方,第一次找不到人之后,再打就直接找我们记录下信息的那个人!
Can I speak to Mark please? This is a business call from China.
有名字很容易可以转过去。Hi, Mark ,this is Jack from China. I want to discuss something about hospital bed.
这种情况下,对方往往是懵的,因为他不负责采购。这个时候他们多半会说,what are you talking about?或者whom do you want to speak to?
我会表现出很抱歉,Oh, I am so sorry. I want to speak to your person who are taking charge in purchasing or sourcing.这个时候,他往往会以为是前台转错了电话,然后告诉你采购是谁,电话是多少。也会有失败的时候,不要紧,找时间再打。
当然你还可以去LinkedIn找这个公司的其他人去找突破口,也可以去拿着Link–edIn的这个人名去fac—ebook搜,然后去翻这个人的联系人,看看能不能找点有用的信息,或者直接跟这个人建立一些联系,希望他会告诉我们想要的信息。
大家看了这么多,或许可以发现,打电话的所谓话术真的很简单,根本没有什么技巧可言,技巧并不多,靠的是执着,靠的是愿意承受一定的失败率。
3、回复型电话
如果回复第一封邮件,回复之后要马上打电话,基本情况跟以上差不多,但是比上面情况好的是:他们主动来邮件询价格是事实。打电话能够马上找到当事人,或者需要通过电话转的时候也会方便很多。
遇到当事人接电话我会这样说:Good afternoon James, this is Jack from Jacindustry. You have just sent us one enquiry 10 minutes before. Right?
只要我们回复够快,客户往往是有印象的,态度不会很差(当然也会有冷淡之类,每个人的脾气性格不一样)。
I have replied to you with details. Please check. If you have anything not clear, please reply to me or call me.
对方往往会说,ok.这时候要抓紧机会加强联系:Bye the way, May I have your Cell number please(如果没有的话).May I have your Skype please?(如果有电话没有Skype的话)。It is much easier to communicate by chatting directly.
如果需要转,我就会说:
James just sent me an email asking hexamine. I want to have some discussion with him by phone. Because I think he needs the information urgently.
一般都能从总机转过去,或者要到手机号码。
无论是开发性电话还是回复性电话,如果发现对方并不讨厌,我就会缠着对方多说几句,我会这样说,If you are interested and not so busy, I would like to introduce something to you here.
介绍下公司,例如生产了多少年了,在当地有没有做过,有标杆客户可以说一声。再说下对对方公司的了解,例如我知道您是生产某种产品的,一定需要我们的产品,您有从中国采购过吗?
趁着热乎要到客户的其他联系方式,然后在其他的联系方式上好好聊,聊得更深一下,更私人一些!当然不能太过分,适可而止,别让客户讨厌你。
第二通电话怎么打
前面三点,无论是开发型还是回复型,无论是有名字还是没名字,都是第一通电话,那么很多时候你给客户打了电话,发了邮件,其实客户并没有回复,那么还需要有下一通电话:
Good morning. This is Jack. Is it James speaking?
I believe you have checked my offer yesterday. Maybe you have something not so clear or not so satisfied. I will try my best to make you regard us as your regular supplier.
这个时候客户或者说,我会考虑的,你要怎么说呢?
Could you please tell me what you are thinking about our offer?
有些客户没有意向并不拒绝往往采取拖延战术,就如同上面说的我会考虑,那么不如直接问他怎么考虑的,往往会拿到一些答案,当然答案可能是被加工过的,我们要学会分析。
不管他说什么,我们要说,I know you have very good supplier. We never hope you will place the orders to us just communicate once. What I want is to get a chance. Please accept our free sample(如果第一次对方没有要样品,不管是开发性或者回复性,要主动提出免费样品,当然视产品而定)。
如果是非常大的客户,我们会这样说:We really want to invite you to our factory. The charges including air tickets and hotel will be on our account.(舍不得孩子套不到狼)。如果不是很大,可以说等客户下订单的时候给他报销飞机票之类。
很多人说,这个时候你应该说我们质量多好之类,其实没用,因为他们的供应商一定可以提供同等条件,我们要获得一个让他愿意了解我们的机会。而样品可以解决产品质量的疑问,验厂可以解决对工厂的疑虑!
当然我这样说的时候被客户斥责过,说:你以为我想去就能去吗?我是有工作计划的,我怎么可能为了你一家就跑一趟呢?我去你的。
我这样说的:抱歉,我太心急了,因为您是专业的采购,肯定不会轻易做决定,一定是负责任地实地考察才会做决定。所以,这是我们唯一的机会,我们是真的希望成为您的供应商。
客户说,你心急我理解,但是我会按照我的工作计划来的,我可以先检验你的样品,如果有机会一定会去考察的,不需要这样天天打电话。
好,我不会经常骚扰您的,您能告诉我您一般什么时候出差考察供应商吗?是每年都有固定的schedule呢,还是随机的?
你敢说随机的,我就敢过一个星期打一个电话给你!你有固定的行程,更好!告诉我什么时候,我会好好候着的,不会经常打电话给你。
当然,有的时候情况也很乐观,尤其当我们的报价比较靠谱的时候,客户会乐意问我们一些问题,这些FAQ里面都有准备,那么在聊天中我们要适时地问客户啥时候买,买多少之类的问题。记住这个时间,假如是三天之内,那么这三天,我们不能默默地等,需要通过其它的方式不断地去跟他沟通,必要的话还是要打电话。
可以直接问,Could you please tell me the conditions and terms in which you will place the order to us?我就喜欢这样问,很多时候客户会被我问笑,可能真得难回答,他会说,放心,如果有什么条件,我会跟你谈的。
Within 3 days, right? Before you make decision, please give me the last chance to meet your requirement.语气要热切!
挂完电话马上给客户发短信或者消息,不是邮件,您一定要告诉我,我会尽力去调整,即便我是业务员,但是我依然会努力去争取。这个时候有一部分客户会答应;有的会直接问,ok,把你能给的最好条件给我,我会好好考虑的。
这个时候你就要慎重了,因为客户没回复你才打了电话,不回复你往往说明你有问题,你要抓住这次机会,调整报价或者条件!
很多人说这就跟求人似的,多不好意思啊。这不是下作,这是策略。当然,如果你订单多得做不完,完全可以不这样。
后来很多客户告诉我,很多时候他们已经把我淘汰了或者初选选定了,就因为我的坚持才愿意给我一个机会,对于客户来说,选择谁都可以,无非就是看条件,当大家条件相当,肯定要找一家靠谱的。
如果客户的决策期比较长,而且他又不告诉你啥时候决策,你就需要注意盯紧了,一个星期两次追踪是最少的了。其实很简单,就是要脸皮厚,要不断地去假设我们合作了之后的细节。我会时不时地就跟客户灌输点,例如,如果你现在下订单呢,我们会安排哪个船期;如果您现在下订单呢,我可以让我们的工程师多久给您做完……
如果客户说,我要去拜访你们。ok,继续打电话询问,啥时候啊,几个人啊,需要我们订酒店吗?要接机吗?待几天啊,要不要安排观光旅游啊?要显得兴奋异常,客户来看厂就跟自己要结婚一样!客户来的前一天要再打电话,再次确认一遍,礼多人不怪。
电话比邮件快,比邮件表达感情要充分,客户可以在邮件里完全不理你,但是只要有一点教养,他不会在电话里不理你,当然不是没有挂我电话的,例如现在很忙,直接挂了。很简单,我会再打过去,说不好意思信号不好,您很忙,不好意思,几句话,免得我一直打扰您,谁负责这个产品的日常操作呢?客户会说就是我,不过我现在不需要,或者真的会告诉你找谁。
面对现在不需要的,很简单,不要紧的,让我们保持联系,只是做一个参考,抱歉打扰您了,祝您生意兴隆。
外贸打电话常用语
给国外客人打电话往往对一些新人来说有点胆怯,不知道说什么,现将打电话经常遇到的几种情况给大家分享。
情况一: 打电话的人找的是你自己
Is Daisy there? Daisy 在吗?
Speaking. 我就是,说吧。
That’s me. 我就是。
This is Daisy. 我就是 Daisy.
This is she. 我就是。(注: 男的用 This is he.)
You’re speaking/talking to her. 你正在跟她说话。
情况二: 要找的人不在
May I speak to Mr. Gates? 请问 Gates 先生在吗?
He’s out. 他出去了。
He’s not here right now. 他现在不在这里。
He’s in a meeting right now. 他现在正在开会。
You’ve just missed him. 你刚好错过他了。
He’s just stepped out. 他刚好出去了。
情况三: 要找的人不在, 问对方是否要留言
Can I talk to Mark? 我可以跟 Mark 讲话吗?
He’s out on his lunch break right now. Would you like to leave a message? 他出去吃午饭了, 你要留言吗?
He’s not available right now. Can I take a message? 他不在, 我可以帮你传话吗?
情况四: 打电话的人问他要找的人何时回来
Do you know when he will be back? 你知道他什么时候会回来吗?
I’m sorry. I don’t know. 抱歉, 我不知道。
I have no idea. 我不知道。
He should be back in 20 minutes. 他应该二十分钟内会回来。
情况五: 打电话的人问他要找的人在哪里
Do you have any idea where he is? 你知道他在哪里吗?
Sorry. I don’t know. 抱歉, 我不知道。
He’s at work right now. Do you want his phone number? 他现在在上班。你要不要他的电话号码?
情况六: 打电话的人要找的人不在, 愿意接受对方的留言
Can I leave a message? 我可以留个话?
Yes. Go ahead, please. 可以, 请继续。
Of course. Hold on for just a second so I can grab a pen and paper. 当然, 稍等一下让我拿个纸笔。
Sure, if you can excuse me for just a second. Let me find a piece of paper to write it down. 当然, 如果你可以等我一下下, 让我找张纸写下来。
情况七: 接受对方留言时听不清楚, 希望对方重复
When he comes back, can you have him call me at (206) 5551212? 他回来后, 能不能让他打 (206) 5551212 这个号码给我?
Can you repeat again, please? 能不能请你再重复一次?
(Say) Again, please? 再说一次好吗?
Pardon? 抱歉。请再说一次。
Come again, please? 再说一次好吗?
Im sorry? 抱歉。请再说一次。
情况八:对方希望你替他/她传话,但你想拒绝
May I leave a message? 我能否留个话?
You know what? My English is not that great, and I don’t want to miss anything. Would you mind calling back later? I’m sorry. 你知道吗?我的英文不是非常好,我不想听错话。你介意稍后再打来吗?我很抱歉。
If you don’t mind, could you please call back and leave a message on the answering machine? My English is not very good. 如果你不介意的话,能否请你再打一次,然后在录音机上留言?我的英文不是很好。
情况九:打电话的人要找的人是别人,请对方稍等
Is Brandon there? Brandon在吗?
Yes, he is. One moment, please. 他在。请稍等。
Hold, please. 请稍等。
Hold on, please. 请稍等。
Let me see if he’s here. Hang on. OK?
我看看他在不在。等一下,好吗?
情况十:对方打错电话
Can I speak to Alexander Walker?我可以和Alexander Walker说话吗?
Alexander Walker? I’m sorry, but there’s nobody here by this name. Alexander Walker?抱歉,这里没这个人。
I’m sorry. I’m afraid you’ve got the wrong number. 抱歉,恐怕你打错电话了。
What number did you dial? 你刚才拨的号码是多少?
情况十一:要求跟刚刚已经通过话的人再讲话
Can you put Daisy back on? I forgot to tell her something. 你能否请Daisy再来听电话呢?我忘了跟她讲一件事。
Sure. I’ll go get her. 当然!我这就去叫她。
情况十二:电话打不通
Did it go through? 打通了吗?
The line was busy. 电话忙线。
I got the busy signals. 电话忙线。
情况十三:(因自己忙等原因)请别人去接电话
Paul, can you answer the phone? I’m busy. Paul,你能不能去接电话?我在忙。
Can you get it, Paul? My hands are tied. Paul, 你能不能去接电话?我现在不能接。
Yes, dear. 是的,亲爱的。
情况十四:接到无人电话(就是打来了却不说话的那种)
Who called? 谁打来的?
No one. He hung up on me. 没人。他把电话挂了。
Wrong number, I guess. He hung up without saying a word. 打错了,我想。他一句话也没说就把电话挂了。
附:以下是几个录音机留言的参考范例。
a、范例一
Hi! This is Abby. I’m not home right now. Please leave a message. 嗨!我是Abby. 我现在不在家。请留言。
b、范例二
Hi! This is 555-5555. We’re not here. Please leave your message. Thank you. 嗨!这里是555-5555.我们现在不在。请留言。谢谢!
c、范例三
Hi! This is Brenda. I can’t come to the phone at this time. Please leave a message and I’ll call you back as soon as possible. 嗨!我是Brenda. 我现不能接电话。请你留言。我会尽快回你的电话。
自己 D下,另外商务英语中打电话也有几种说法。
1、打公用电话:
  1. I’m calling from a public phone, so I’ll call her again.
  2. I’m not at home now, so I’ll call her around three o’clock again.
  3. May I use your phone?
  4. Would you mind if I use your phone?
  5. How do I get an outside line?
  翻译&解析:
  1. 我现在是打公用电话,我会再打给她。
  2. 我现在不在家里,三点左右我会再打给她。
  3. 我可以借您的电话用一下吗?
  4. 你不介意我用你的电话吧?
  5. 如何打外线?
  解析:*1. public phone 是公用电话, pay phone 也是(投币式)公用电话;而公用电话亭则是telephone booth.*2. 在外打公用电话就表示无法让对方回电,所以通常会再告知下次联络时间或方式。*3. 有时找不到公用电话, 必要时需向商家借用电话,或者在别人的公司借电话时可用以上几句。*4. outside line 是“电话外线”,而extension 为电话(内线)分机。
  2、打错电话:
  1. I’m sorry I have the wrong number.
  2. Is this 02-2718-5398?
  3. Sorry to have bothered you.
  4. I’m sorry. I think I must have dialed the wrong number.
  5. Could I check the number? Is it 2211-3344
  翻译&解析
  1. 抱歉我打错电话了。 (打错电话通常用:have the wrong number 表示)
  2. 这里是02-2718-5398吗?
  3. 很抱歉打扰你了。
  4. 很抱歉。我想我一定是打错电话了。
  5. 我可以核对一下电话号码吗?是不是2211-3344?
  解析:1. 区域号码是 area code2. 电话号码的念法: 02-2211-3224念成:area code zero-two, two-two-one-one-three-two-two-four.* 0 可念成 oh 或 zero* 22 可念成 two-two 或 double two
  3、抱歉这么晚打来的说法:
  1. I’m sorry to call you so late. 对不起这么晚打电话来。
  2. I hope I didn’t catch you at a bad time. 抱歉这种时候找你。(含有希望没有打扰到你的意思)
  3. I hope I didn’t wake you up so early. 我希望这么早没有吵到你。
  4. I’m sorry to call you so early. 对不起这么早打电话来。
  5. I’m sorry to bother you at this hour. 很抱歉在这时打扰你。
  4、有急事时的表达方法:
  1. it’s urgent. Could I have her mobile phone number? 我有急事,可不可以告诉我她的手机号码?
  2. Could you tell me where I can reach her? 能不能告诉我在哪里可以找到她?
  3. This is an emergency. I need to get in contact with him right now. 能不能告诉我在哪里可以找到他。
  5、若对方不在的说法:
  1. It’s nothing important. 没什么重要事。
  2. It’s nothing urgent. Thank you, good-bye. 没什么要紧事,谢谢您,再见。
  3. I’ll call her again. 我会再打给她。
  4. I’ll call back later. 我稍后会再打来。
  5. Please ask Miss Chen to call me back. 请陈小姐给我回电话。
  6. Could you tell her to call Carol as soon as possible? 能不能请她尽快打电话给卡洛?
  7. Ask her to call Carol at home after seven, please. 麻烦她在七点后打电话到卡洛家。
  8. Can I leave a message? 我可以留言吗?
  9. Please have her return my call.请她回电话给我。
  10. Could you ask him to call me back? 可以请他给我回电话吗?
  11. Please tell her Carol called. 请告诉她卡洛找她。
  12. Let me call back later again. Thank you. 我稍后再打电话来。谢谢你。
  13. Please tell him to phone 2233-4455. 请他给2233-4455回电话.
6、电话答录机:
  1This is a recording. I’m not at home now. Please leave a message after the beep. Thank you.这是电话答录机。我现在不在家,请在”哔”的一声之后开始留言。谢谢!
  (*: 电话答录机 是 telephone answering machine)
  2This is Carol. Please give me a call when you are free. My number is 2244-6688.我是卡洛。有空请回电话给我。我的号码是2244-6688.
  对电话答录机留话时与一般留言无异,说出以下重点即可:
  1. 来电者姓名
  2. 来电时间
  3. 来电目的
  4. 联络电话或方式
  7、订购商品及询问:
  1. I’d like to place an order for your party dress from your catalog.
  2. May I order some flowers?
  3. How can I pay for this item?
  4. I’d like to buy the car on your TV commercial.
  5. Please send me your catalogue.
  6. Do you have any life Menu Magazine tenin stock?
  7. How long will it arrive?
  8. The Product you sent to me is not what I ordered.
  9. I’m calling about an order I placed a month ago. It hasn’t arrived yet.
  翻译&解析
  1.我想要订你们目录上的晚礼服。
  2.我可以订些花吗?
  3.我要怎么付款?
  4.我想要买你们电视广告上的汽车。
  5.请寄目录给我。
  6.你们第十期的“生活菜单”还有存货吗?
  7.需要多久才会送到呢?
  8.你们送来的产品不是我订的东西.
  9. 我打电话是因为一个月前我订的东西。产品到现在都还没到。
  解析:
  1. 现在电话或网络订购在国内也很流行,即使是人在国内你也可以订购外国目录上的产品。但在打电话前一定要先记下商品的型号及尺寸,以节省通话时间。
  2. commercial有(电视、广播中的)商业广告之意,也可说成commercial film, 简称为c.f. 。而advertisement则指(平面的)广告,简称为ad; advertisement mail 是广告邮件; advertisement column是广告栏,这些都是很常用到的。
  3. place 有开出订单之意。i.e.: to place an order with sb. (和某人订订单)
  8、道谢接受别人的礼物或招待后,打电话道谢为最起码的礼貌之一:
  1. Thank you for the present. It’s just what I wanted.
  2. Thank you so much for the homemade cake.
  3. I don’t know how to thank you for such a beautiful flower.
  4. I received your gift. Thank you for the lovely bracelet.
  翻译:
  1. 谢谢你的礼物,这正是我想要的。
  2. 非常谢谢你作的蛋糕。
  3. 真不知道要如何谢谢你, 这么漂亮的花。
  4. 我收到你的礼物了。谢谢你可爱的手镯。
  当在回答他人的致谢时,可以说下面的句子,都有别客气的意思:1. You’re welcome.别客气。2. Not at all.这没什么。3. It’s my pleasure.这是我的荣幸。4. Don’t mention it.别放在心上。5. That’s all right.这没什么。6.No trouble at all.一点也不麻烦。7.I’m glad you enjoyed it.真高兴你觉得满意。
  9、听不清楚:
  1. Sorry, I didn’t catch you.对不起,我听不懂你说的。
  2. Sorry, I didn’t understand. 抱歉,我听不懂。
  3. Sorry, I didn’t get what you said. 对不起,我没听懂你说的话。
  4. I can’t hear you very well. 我听不太清楚。
  5. I can barely hear you. 我几乎听不到你说的。
  6. I’m having trouble hearing you. 我听不清楚。
  7. We have a bad connection. 通讯效果不太好。
  8. I can’t catch what you are saying. 我听不太清楚你说的话。
  发生上面的情况,你可以请对方在重复一遍,你可以说:
  1. Pardon? 请再说一遍好吗?
  2. Excuse me? 请再说一遍?上列两句都是对不起之意,但用在会话上,如果后面没有接说明,并且语尾上扬,就是要对方再说一次。听到这句话时就要知道对方要自己再说一遍。
  3. I beg you pardon? 能请你再说一遍吗?(此句有请求对方原谅及再说一次的意思)
  4. Could you repeat that, please? 能请你再说一遍吗?
  5. Would you say that again? 你能再说一遍吗?
  10、请对方说慢点的说法:
  1. Would you speak more slowly? 你能再说慢一点吗?
  2. Could you speak up a little? 你能在大声一点吗?(speak up 大声说=speak out)
  3. Would you speak more clearly? 你能再说清楚一点吗?
  4. Would you explain more for me? 可以为我解释一遍吗?
  5. Please speak a little louder. 请讲大声一点。
  6. Would you slow down, please? 清说慢一点好吗?
  11、工作活用篇帮忙转分机:
  1. May I have extension two-one-one?
  2. Can I have extension two-one-one, please?
  3. May I speak to David, extension tow-one-one?
  4. Extension two-one-one, please.
  5. Please connect me with extension two-one-one.
  6. Could you put me through to the personnel department, please?
  翻译:***通常句子都是越长越礼貌,太简短会让人有鲁莽的感觉。
  1. 能帮我转分机211?
  2. 能帮我转分机211吗?
  3. 我可以找211分机的大卫吗?
  4. 请转211。
  5. 请帮我转分机211。
  6. 请帮我接人事部好吗?

圣诞节祝福外贸邮件实用句子

   一年一度的圣诞节又快到了,圣诞节是几乎所有的外国人要过的节日,类似于中国的传统节日春节,圣诞节也是做外贸业务的朋友们比较关心的假日,小编提醒做外贸的业务员们不要忘记为你的国外客人发一封圣诞节的祝福邮件哦,能附上一张圣诞贺卡自然是最好的。小编这里推荐一些实用句子和模版~
Wishing you a song in your heart at Christmas and; bless sings all year long.
  圣诞之际,祝你心中有首快乐的歌,新年快乐!
  Merry Christmas and happy New Year!
  圣诞快乐,恭贺新禧!
  Wishing you peace, joy and happiness through Christmas and the coming year.
  在圣诞和新年来临之际,祝福你平安、快乐、幸福!
  Warm greetings and best wishes for Christmas and the New Year!
  致以热烈的祝贺和良好的祝福,圣诞快乐,新年快乐。
  Thinking of you and wishing you a beautiful Christmas season.
  美丽的圣诞节之际,谨致我的思念与祝福。
  It seems that Christmas time is here once again, and it is time again to bring in the New Year. We wish the merriest of Christmas to you and your loved ones, and we wish you happiness and prosperity in the year ahead.
  圣诞节转眼又到,又该迎接新的一年了。我们向你及你的亲人们致以最美好的圣诞祝福,愿你在新的一年里事业兴旺,幸福美满!
  May Christmas and the New Year be filled with happiness for you.
  愿你圣诞和新年幸福无尽。
  A Christmas greeting and good wishes to you who is thought about all the year through. Have a beautiful Christmas and a happy New Year.
  始终思念你,捎来圣诞佳节最美好的祝福,祝圣诞吉祥,新年如意。
  With all good wishes for a brilliant and happy Christmas season. Hope things are going all right with you.
  在这辉煌快乐的圣诞佳节,献上一切美好的祝福!祝一切顺心如意!
  Here is wishing you all a Merry Christmas and a New Year bright with joy and success.
  祝圣诞快乐,新年充满幸福和成功。
  A Merry Christmas and a wonderful New Year.
  圣诞快乐,新年好!
  Christmas comes but once a year. But when it comes it brings good cheer.
  圣诞节一年只有一次,但每次来临都带来喜悦。
  A cheery Christmas and the New Year hold lots of happiness for you!
  给你特别的祝福,愿圣诞和新年带给你无边的幸福、如意。
  May you have the best Christmas ever.
  愿你度过最美好的圣诞节!
Much joy to you in the up coming year.
  May the warmest wishes, happy thoughts and friendly greetings come at Christmas and stay with you all the year through.
  让温馨的祝愿、幸福的思念和友好的祝福,在圣诞佳节来到你身边,伴你左右。
  A Christmas greeting to cheer you from your daughters.
  愿女儿的圣诞祝福带给你快乐。
  At Christmas and always, may peace and love fill your heart, beauty fill your world, and contentment and joy fill your days.
  圣诞的祝福,平日的希冀,愿你心境祥和、充满爱意,愿你的世界全是美满,愿你一切称心如意,快乐无比。
  May the joy of Christmas be with you throughout the year.
  愿圣诞的快乐一年四季常在。
  Wishing you a sparkling Christmas and bright happy New Year! May the season bring much pleasure to you.
  愿你的圣诞光彩夺目,愿你的新年灿烂辉煌!佳节快乐!
  Wishing you all the blessings of a beautiful Christmas season.
  愿你拥有圣诞节所有美好的祝福。
  Wishing you all the happiness of the holiday season.
  祝节日幸福如意。
  Hope all your Christmas dreams come true!
  愿你所有的圣诞梦想都成真!
  Hope you enjoy the happiness of Christmas and all the trimmings.
  祝你享尽圣诞佳节的快乐和圣诞的礼品。
  Warm hearted wishes for an old fashioned Christmas and a happy New Year filled with all your favorite things.
  传统佳节之际,献上圣诞的殷殷祝福,祝新年万事如意!
  I wish you a gay and merry Christmas. All affection and best wishes to you and yours.
以我所有的爱心与真诚祝你及全家圣诞快乐。
  In the season of joy I present my sincere wishes and kind thoughts. May the kind of Christmas outshine all the rest.
  在这欢乐的时节给你我最真的祝福和亲切的思念,愿你今年的圣诞比往年更璀璨。
  May the Christmas be a time of laughter and real enjoyment for you. Best wishes.
  愿圣诞不仅是你欢笑的时刻,更是你欣喜的日子。祝福你。
May the glow of Christmas candle fill your heart with peace and pleasure and make your New Year bright. Have a love filled Christmas and New Year!
  愿圣诞的烛光带给你祥和与喜悦,祝你的圣诞和新年充满爱。
  May the bright and festive glow of Christmas candle warm the days all the year through. Hoping you will have a wonderful time enjoying Christmas Day and wishing you a New Year that is happy in every way.
  愿明亮喜庆的圣诞烛光温暖一年中的每个日日夜夜,祝你欢欢喜喜度圣诞,高高兴兴过新年!
  Christmas time is here. I hope you have a wonderful New Year. May every day hold happy hours for you.
  圣诞来临,祝新年快乐,愿你时时刻刻幸福欢乐!
  May your Christmas be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
愿你的圣诞充满温馨,祥和,与亲人团聚的快乐,祝圣诞乐陶陶,新年乐无限。
  Warm greetings and best wishes for happiness and good luck in the coming year.
  衷心祝福来年快乐、幸运!
  Christmas should be a time of banked-up fines, the scent of flowers and wine, good talk, good memories and loyalties renewed. But if all else is lacking – love will do.
  圣诞是这样美好的时光:炉火熊熊,花儿芬芳,醇酒飘香,殷殷祝福,美好回忆,恩爱日新。即便没有一切,只要有爱便足矣。
  May the beauty and joy of Christmas remain with you throughout the new year!
  愿圣诞美景与欢乐常伴随你!
  Christmas greetings and best wishes!
  致圣诞贺忱与最美好的祝福!
  Wishing you every happiness when Christmas is near, and expressing appreciation for your cares and concerns during the year.
  圣诞即将来临,祝你快乐幸福,对你一年来的关心和照顾表示衷心的感谢。
  Thinking of you at Christmas with a wish that is warm and sincere. Have a wonderful Christmas and joyous New Year!
  以真挚热诚的祝福,在圣诞之际思念你。祝圣诞快乐,新年快乐!
 Forget, forgive, for who may say that Christmas day may ever come to host or guest again. Touch hands!
  愿知道圣诞节会不断来临的人们,忘却和宽恕以往的一切不快,让我们携手共进吧!
  A wish for a truly merry Christmas and may the joy of Christmas linger in your heart all the year!
  圣诞快乐!愿圣诞的喜悦整年萦绕你心间。
  Wishing you a blessed Christmas and a New Year filled with happy surprises.
  祝圣诞平安,新年中有意想不到的收获!
  With the old wish that is ever new, may the greeting do its share toward making your Christmas a pleasant one.
  老的祝福,却又常新,原此祝福,使你的圣诞更加愉快圆满。
  Numerous loving wishes for my wife who will always be my valuable Christmas gift and everything to me.
  无尽的爱恋与祝福,献给我的爱妻,你永远是我珍贵的圣诞礼物和我的一切!
  Christmas is the most human and kindly of season, as the month of June with sunshine and the balmy breath of roses.
  圣诞最有人情味,充满仁爱的时节,它如同阳光明媚、玫瑰吐露芬芳的六月。
  Wishing you a Christmas of happy time and a New Year of happy days.
  愿圣诞是你快乐的时节,愿新年是你幸福的日子。
外贸客户圣诞祝福的邮件范例:
Christmas Best Wishes to Customers
Dear xxx
  The holiday season offers us a special opportunity to extend our personal thanks to our friends, and our very best wishes for the future.
  And so it is that we now gather together and wish to you a very Merry Christmas and a Happy New Year. We consider you a good friend and extend our wishes for good health and good cheer.
  It is people like you who make being in business such a pleasure all year long. Our business is a source of pride to us, and with customers like you, we find going to work each day a rewarding experience.
  We tip our glasses to you. Thanks again for a wonderful year.
Yours sincerely,
××××
×××× China
2.给未成交客户,
Dear XX,
Merry Christmas and happy New Year!
The Christmas and New Year holiday is coming near once again. We would like to extend our warm wishes for the upcoming holiday season and would like to wish you and your family a Merry Christmas and a prosperous New Year.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
It’s my honor to contact with you before, and my duty is to give you our best products and excellent service.Hope the next year is a prosperous and harvest year for both of us! Last but not least, once you have any inquiry about ****(products)in the following days, hope you could feel free to contact with us, which is much appreciated.
Yours sincerely
3.给已成交客户,My dearest,
Happy Christmas and new year!!!
Many thanks for your contiguous supports in the past years, we wish both business snowballing in the coming years.
May your New Year be filled with special moment, warmth, peace and happiness, the joy of covered ones near, and wishing you all the joys of Christmas and a year of happiness.
Last but not least, once you have any inquiry about products in the following days, hope you could feel free to contact with us, which is much appreciated.

展会常用口语整理 

初次见面问好
1.Good morning/afternoon/evening Sir/Madam.
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.
5. We really wish you’ll have a pleasant stay here.
6. I hope you’ll have a pleasant stay here. Is this your first visit to China?
7. Do you have much trouble with jet lag?
展会上问好
1.Welcome to our Booth Sir/Madam.
2.May I help you?
3.May I give you some introduction on our company and products?
4.Seems you are interested in this product,may I give you some introduction?
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 Erik . I’m from TS VALVE. I’m here to meet you.
4. We have a car over there to take you to your hotel. Did you have a nice trip?
5. William asked me to come here and 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 myself. My name is A, a salesman in the Marketing Department.
2. Hello, I am A, a salesman of TS VALVE. It is a pleasure to meet you.
4. Let me introduce you to William, general manager of our company.
6. If I’m not mistaken, you must be Miss Chen from France.
7. Do you remember me? Erik from Marketing Department of TS VALVE.
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 often travel to China on business?
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?
7. Excuse me for interrupting you.
社交招待
1. Would you 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 for 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 Shanghai. 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 same time?
9. Anytime except Monday would be all right.
10. OK, I will be here, then.
11. We’ll leave some evenings free, that is, if it is all right with you.
市场销售
客户询问
1. Could I have some information about your scope of business?
2. Would you tell me the main items you export?
3. May I have a look at your catalog?
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 catalog and see what interest you?
9. That is just under our line of business.
10. What about having a look at sample first?
11. We have a video which shows the construction and operation of our latest products.
12. The product will find a ready market there.
13. Our product is really competitive in the world market.
14. Our products have been sold in a number of areas abroad. They are very popular with the users there.
15. We are sure our products will go down well in your market, too.
16. It’s our principle in business “to honor the contract and keep our promise”.
17. Convenience-store chains are doing well.
18. We can have anther tale if anything interests you.
19. We are always improving our design and patterns to confirm to the world market
20. Could you provide some technical data? We’d like to know more about your products.
21. This product has many advantages compared to other competing products.
22. There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
23. I wish you a success in your business transaction.
24. You will surely find something interesting.
25. Here you are. Which item do you think might find a ready market at your end?
26. Our product is the best seller.
27. This is our newly developed product. Would you like to see it?
28. This is our latest model. It had a great success at the last exhibition in Paris.
29. I’m sure there is some room for negotiation.
30. Here are the most favorite products on display. Most of them are local and national prize products.
31. The best feature of this product is that it is very light in weight.
32. We have a wide selection of colors and designs.
33. Have a look at this new product. It operates at touch of a button. It is very flexible.
34. This product is patented
35. The functioning of this software has been greatly improved.
36. This design has got a real China flavor.
37. The objective of my presentation is for you to see the product’s function.
38. The product has just come out, so we don’t know the outcome yet.
39. It has only been on the market for a few months, bust it is already very popular.
品质
1. We have a very strict quality controlling system which promises that goods we produced are always of the best quality.
2. You have got the quality there as well as the style.
3. How do you feel like the quality of our products?
4. The high quality of the products will secure their leading status in the market place.
5. You must be aware that our quality is far superior to others.
6. We pride ourselves on quality. That is our best selling point.
7. As long as the quality is good. It is all right if the price is a bit higher.
8. They enjoy good reputation in the world.
9. When we compare prices, we must first take into account the quality of the products.
10. There is no quality problem. Quality is something we never neglect.
11. You are right. It is good in material, fashionable in design, and superb in workmanship.
12. We deliver all our orders within one month after receipt of the covering letters of credit.
13. Do you have specific request for packing? Here are the samples of packing available now, you may have a look.
14. I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive. Sample Text
价格
客人询价
1. Will you please let us have an idea of your price?
2. Are the prices on the list firm offers?
3. How about the price/ How much is this?
我们报价
4. This is our price list.
5. We don’t give any commission in general.
6. What do you think of the payment terms?
7. Here are our FOB prices. All the prices in the lists are subject to our final confirmation.
8. In general, our prices are given on a FOB basis.
9. We offer you our best prices, at which we have done a lot business with other customers.
10. Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP?
11. This is the price list, but it serves as a guide line only. Is there anything you are particularly interested in?
客人还价
12. Is it possible that you lower the price a bit?
13. Do you think you can possibly cut down your prices by 10%?
14. Can you bring your price down a bit? Say $20 per dozen.
15. It’s too high; we have another offer for a similar one at much lower price.
16. But don’t you think it’s a little high?
17. Your price is too high for us to accept.
18. It would be very difficult for us to push any sales it at this price.
19. If you can go a little lower, I’d be able to give you an order on the spot.
20. It is too much. Can you discount it?
拒绝还价
21. Our price is highly competitive./ this is the lowest possible price./Our price is very reasonable.
22. Our price is competitive as compared with that in the international market.
23. To tell you the truth, we have already quoted our lowest price.
24. I can assure you that our price if the most favorable. A trial will convince you of my words.
25. The price has been cut to the limit.
26. I’m sorry. It is our rock-bottom price.
27. My offer was based on reasonable profit, not on wild speculations.
28. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
接受还价
29. Can we each make some concession?
30. In order to conclude business, we are prepared to cut down our price by 5%.
31. If your order is big enough, we may reconsider our price.
32. Buyer wish to buy cheap and sellers wish to sell dear. Everyone has an eye to his own benefit.
33. The price of his commodity has recently been adjusted due to advance in cost.
34. Considering our good relationship and future business, we give a 3% discount.
订单
客人询问最小单数量
35. What’s minimum quantity of an order of your goods?
询问订货数量
36. How many do you intend to order?
37. Would you give me an idea how much you wish to order from us?
38. When can we expect your confirmation of the order?
39. As our backlogs are increasing, please hasten the order.
40. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
41. We regret that the goods you inquire about are not available.
客人回答订单数量
42. The size of our order depends greatly on the prices.
43. Well, if your order is large enough, we are ready to reduce our price by 2 percent.
44. If you reduce your price by 5, we are going to order 1000sets.
45. Considering the long-standing business relationship between us, we accept it.
46. This is a trial order; please send us 100 sets only so that we may test the market. If successful, we will give you large orders in the future.
47. We have decided to place an order for your electronic weighing scale.
48. I’d like to order 600 sets.
49. We can’t execute orders at your limits.
感谢下单
50. Generally speaking, we can supply form stock.
51. I want to tell you how much I appreciate your order.
52. Thank you for your order of 100 dozen of the shirts. We assure you of a punctual execution of your order.
53. Thank you very much for your order.
交货
客人询问交货期
54. What about our request for the early delivery of the goods?
55. What is the earliest time when you can make delivery?
56. How long does it usually take you to make delivery?
57. When will you deliver the products to us?
58. When will the goods reach our port?
59. What about the method of delivery?
60. Will it possible for you to ship the goods before early October?
答复交货期
61. I think we can meet your requirement.
62. I ‘m sorry. We can’t advance the time of delivery.
63. I’m very sorry for the delay in delivery and the inconvenience it must have caused you..
64. We can assure you that the shipment will be made not later than the fist half of May.
65. We will get the goods dispatched within the stipulated time.
66. The earliest delivery we can make is at the end of September.
客人要求提早交货
67. You may know that time of delivery is a matter of great important.
68. You know that time of delivery if very important to us. I hope you can give our request your special consideration.
69. Let’s discuss the delivery date first. You offered to deliver the goods within six months after the contract signing.
70. The interval is too long. Could we expect an earlier shipment within three months?
稳住客人
71. We shall effect shipment as soon as the goods are ready
72. We will speed up the production in order to ship your order in time.
73. If you desire earlier delivery, we can only make a partial shipment.
74. But you’d better ship the goods entirely.
75. We’ll try our best. The earliest delivery we can make is in May, but I can assure you that we’ll do our best to advance the shipment.
76. I’m afraid not. As you know, our manufacturers are full and we have a lot of order to fill.
77. I’ll find out with our home office. We’ll do our best to advance the time of delivery.
78. Thank you very much for your cooperation.
79. I believe that the products will reach you in time and in good order and hope they will give you complete satisfaction.
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 has 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?
展会其它用语杂记
Let me introduce you to Mr. Li, general manager of our company.
It’s an honor to meet.
Nice to meet you . I’ve heard a lot about you.
How do I pronounce your name?
How do I address you?
It’s going to be the pride of our company.
What line of business are you in?
Keep in touch.       Don’t mention it.         Excuse me for interrupting you.
I’m sorry to disturb you.      Excuse me a moment.      Excuse me. I’ll be right back.
What about the price?          What do you think of the payment terms?
How do you feel like the quality of our products?    What about having a look at sample first?
What about placing a trial order?
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?
You can rest assured.
We are always improving our design and patterns to confirm to the world market.
This new product is to the taste of European market.
I think it will also find a good market in your market.
Fine quality as well as low price will help push the sales of your products.
While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
Reliability is our strong point.
We are satisfied with the quality of your samples, so the business depends entirely on your price.
To a certain extent,our price depends on how large your order is.
This product is now in great demand and we have on hand many enquiries from other countries.
Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
Here are our FOB price. All the prices in the lists are subject to our final confirmation.
In general, our prices are given on a FOB basis.
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.
We offer you our best prices, at which we have done a lot business with other customers.    我们Will you please tell us the specifications, quantity and packing you want, so that we can work out the offer ASAP.
This is the price list, but it serves as a guide line only. Is there anything you are particularly interested in.
Do you have specific request for packing? Here are the samples of packing available now, you may have a look.
I wonder if you have found that our specifications meet your requirements. I’m sure the prices we submitted are competitive.
We regret that the goods you inquire about are not available.
My offer was based on reasonable profit, not on wild speculations.
Moreover, we’ve kept the price close to the costs of production.
Could you tell me which kind of payment terms you’ll choose?
Would you accept delivery spread over a period of time?
展会谈判交流英语句型
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.
– 这种产品你们想订多少?
– 我们想订900打。
– 目前我们至多只能提供600打。
A: The next thing I’d like to bring up for discussion is packing.
B: Please state your opinions about packing.
A: All right. We wish our opinions on packing will be passed on to your manufacturers.
– 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.
– 大家都知道,包装直接关系到产品的销售。
– 是的,它也会影响我们产品的信誉,买主总是很注意包装。
– 我们希望新包装会使我们的顾客满意。
A: How are the shirts packed?
B: They’re packed in cardboard boxes.
A: I’m afraid the cardboard boxes are not strong enough for ocean transportation.
– 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。)
总之不管你说什么,你最终的目的就是要促成一笔生意。即使不成,也要以善意对待对方,也许你以后还有机会,生意不成人情在,你说对吗?
实用英语:广交会英语常用语之(一)
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。
     2 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。
     4 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。
     6 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?
     7 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。
     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。
     10 That will 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。
     13 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。
     14 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?
     16 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。
     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。
     20 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。
     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。
     25 Welcome to our factory.欢迎到我们工厂来。
     26 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。
28 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。
     33 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。
     35 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。
     36 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。
     37 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。
     41 Is the production line fully automatic?生产线是全自动的吗?
     42 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。
     44 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。
     46 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。
51 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。
     53 We are happy to be of help.我们十分乐意帮助。
     54 I can assure you of our close cooperation.我保证通力合作。
     55 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?
     56 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。
     63 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。
     64 Could I have your latest catalog 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?
     66 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。
     69 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。
     72 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。
     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。
     74 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。
    75 Please proceed with your presentation.请开始你的简报。
76 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?
     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。
     80 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?
     82 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?
     84 Could you consider accepting our counter proposal?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。
     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。
     89 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。
     92 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。     95 There should always be exceptions to the rule.凡事总有例外。
     96 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。
   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。
     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?
     103 It will help me understand the point you are trying to make.这会帮助我了解你们的重点。
     104 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。
     105 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。
     107 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?
     108 I will try, but no promises.
    我会试试看,但是不敢保证。
     109 I could not catch your question. Could you repeat it, please
     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。
     112 Please remember this is not to be taken as final.请记得这不是最后的回答。
     113 Let’s imagine a hypothetical case where we disagree.让我们假设一个我们不同意的状况。
     114 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。
     117 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。
     120 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?
    125 Our foreign trade policy has always been based on equality and mutual benefit and exchange of needed goods.我们的对外贸易政策一向是以平等互利、互通有无为基础的。
126 We have adopted much more flexible methods in our dealings.我们在具体操作方法上灵活多了。
127 We have mainly adopted some usual international practices.我们主要采取了一些国际上的惯例做法。
128 You have also made some readjustment in your import and export business, have you?你们的进出口贸易也有一些调整,对吗?
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。
130 How would you like to proceed with the negotiations?你认为该怎样来进行这次谈判呢?
131 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?
132 Let me tell you about our product.关于产品一事让我向你说明。
133 This is our most recently developed product.这是我们最近开发的产品。
     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。
     137 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。
     138 I strongly recommend this product.我强力推荐这种产品。
     139 If I were you, I’d choose this product.如果我是你,我就选择这种产品。
     140 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。
     142 Our product is competitive in the international market.我们的产品在国际市场上具有竞争力。
     143 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。
     145 The distinction of our product is its light weight.我们产品的特点就是它很轻。
     146 Our product is lower priced than the competition.我们产品价格低廉,具有竞争力。
     147 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。
     148 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。
     149 Could we see the specifications for the X200?我们可以看一下X200型的详细规格吗?
     150 Certainly. 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。
广交会最常用的30个句子
广交会:最常用的30个句子
1、Would anyone like something to drink before we begin? (在我们正式开始前,大家喝点什么吧?)
2、We are ready.  我们准备好了
3、I know I can count on you.   我知道我可以相信你
4、Trust me  请相信我
5、We are here to solve problems.  我们是来解决问题的
6、We’ll come out from this meeting as winners.   这次会谈的结果将是一个双赢
7、I hope this meeting is productive.  我希望这是一次富有成效的会谈
8、I need more information.  我需要更多的自信
9、Not in the long run.  从长远来说并不是这样。
10、Let me explain to you why . 让我给你一个解释一下原因
11、That’s the basic problem. 这是最基本的问题。
12、Let’s compromise.  让我们还是各退一步吧。
13、It depends on what you want. 那要视贵方的需要而定
14、The longer we wait ,the less likely we will come up with anything.  时间拖得越久,我们成功的机会就越少。
15、Are you negotiable?    你还有商量的余地吗?
16、I’m sure there is some room for negotiation.  我肯定还有商量的余地。
17、We have another plan.   我们还有一个计划。
18、Let’s negotiate the price. 让我们来讨论一下价格吧。
20、Thanks for reminding us. 谢谢你的提醒。
21、Our position on the issue is very simple.  我们的意见很简单。
22、We can not be sure what you want unless you tell us.  希望你能告诉我们,要不然我们无法确定你想要的是什么。
23、We have done a lot.   我们已经取得了不少的进展。
24、We can work out the details next time. 我们可以下次再来解决细节问题。
25、I suggest that we take a break.   建议休息一下。
26、Let’s dismiss and return in an hour.  咱们休会,一个钟头后再回来。
27、We need a break.  我们需要暂停一下。
28、May I suggest that we continue tomorrow.  我建议明天再继续,好吗?
29、We can postpone our meeting until tomorrow.  我们可以把会议延迟到明天。
30、That will cost a lot of time 那会耗费很多时间。