外贸英语展会解读.docx

外贸英语展会解读.docx

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外贸英语展会解读

一.价格

客人询价

1.Willyoupleaseletushaveanideaofyourprice?

2.Arethepricesonthelistfirmoffers?

3.Howabouttheprice/Howmuchisthis?

我们报价

4.Thisisourpricelist.

5.Wedon‟tgiveanycommissioningeneral.

6.Whatdoyouthinkofthepaymentterms?

7.HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.

8.Ingeneral,ourpricesaregivenonaFOBbasis.

9.Weofferyouourbestprices,atwhichwehavedonealotbusinesswithothercustomers.

10.Willyoupleasetellusthespecifications,quantityandpackingyouwant,sothatwecanworkouttheofferASAP?

11.Thisisthepricelist,butitservesasaguidelineonly.Isthereanythingyouareparticularlyinterestedin?

客人还价

12.Isitpossiblethatyoulowerthepriceabit?

13.Doyouthinkyoucanpossiblycutdownyourpricesby10%?

14.Canyoubringyourpricedownabit?

Say$20perdozen.

15.It‟stoohigh;wehaveanotherofferforasimilaroneatmuchlowerprice.

16.Butdon‟tyouthinkit‟salittlehigh?

17.Yourpriceistoohighforustoaccept.

18.Itwouldbeverydifficultforustopushanysalesitatthisprice.

19.Ifyoucangoalittlelower,I‟dbeabletogiveyouanorderonthespot.

20.Itistoomuch.Canyoudiscountit?

拒绝还价

21.Ourpriceishighlycompetitive./thisisthelowestpossibleprice./Ourpriceisveryreasonable.

22.Ourpriceiscompetitiveascomparedwiththatintheinternationalmarket.

23.Totellyouthetruth,wehavealreadyquotedourlowestprice.

24.Icanassureyouthatourpriceifthemostfavorable.Atrialwillconvinceyouofmywords.

25.Thepricehasbeencuttothelimit.

26.I‟msorry.Itisourrock-bottomprice.

27.Myofferwasbasedonreasonableprofit,notonwildspeculations.

28.Whileweappreciateyourcooperation,weregrettosaythatwecan‟treduceourpriceanyfurther.

接受还价

29.Canweeachmakesomeconcession?

30.Inordertoconcludebusiness,wearepreparedtocutdownourpriceby5%.

31.Ifyourorderisbigenough,wemayreconsiderourprice.

32.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenefit.

33.Thepriceofhiscommodityhasrecentlybeenadjustedduetoadvanceincost.

34.Consideringourgoodrelationshipandfuturebusiness,wegivea3%discount.

二.订单

客人询问最小单数量

35.What‟sminimumquantityofanorderofyourgoods?

询问订货数量

36.Howmanydoyouintendtoorder?

37.Wouldyougivemeanideahowmuchyouwishtoorderfromus?

38.Whencanweexpectyourconfirmationoftheorder?

39.Asourbacklogsareincreasing,pleasehastentheorder.

40.Thankyouforyourinquiry.Wouldyoutelluswhatquantityyourequiresothatwecanworkouttheoffer?

41.Weregretthatthegoodsyouinquireaboutarenotavailable.

客人回答订单数量

42.Thesizeofourorderdependsgreatlyontheprices.

43.Well,ifyourorderislargeenough,wearereadytoreduceourpriceby2percent.

44.Ifyoureduceyourpriceby5,wearegoingtoorder1000sets.

45.Consideringthelong-standingbusinessrelationshipbetweenus,weacceptit.

46.Thisisatrialorder;pleasesendus100setsonlysothatwemaytestthemarket.Ifsuccessful,wewillgiveyoulargeordersinthefuture.

47.Wehavedecidedtoplaceanorderforyourelectronicweighingscale.

48.I‟dliketoorder600sets.

49.Wecan‟texecuteordersatyourlimits.

感谢下单

50.Generallyspeaking,wecansupplyformstock.

51.IwanttotellyouhowmuchIappreciateyourorder.

52.Thankyouforyourorderof100dozenoftheshirts.Weassureyouofapunctualexecutionofyourorder.

53.Thankyouverymuchforyourorder.

三.交货

客人询问交货期

54.Whataboutourrequestfortheearlydeliveryofthegoods?

55.Whatistheearliesttimewhenyoucanmakedelivery?

56.Howlongdoesitusuallytakeyoutomakedelivery?

57.Whenwillyoudelivertheproductstous?

58.Whenwillthegoodsreachourport?

59.Whataboutthemethodofdelivery?

60.WillitpossibleforyoutoshipthegoodsbeforeearlyOctober?

答复交货期

61.Ithinkwecanmeetyourrequirement.

62.I„msorry.Wecan‟tadvancethetimeofdelivery.

63.I‟mverysorryforthedelayindeliveryandtheinconvenienceitmusthavecausedyou.

64.WecanassureyouthattheshipmentwillbemadenotlaterthanthefisthalfofMay.

65.Wewillgetthegoodsdispatchedwithinthestipulatedtime.

66.TheearliestdeliverywecanmakeisattheendofSeptember.

客人要求提早交货

67.Youmayknowthattimeofdeliveryisamatterofgreatimportant.

68.Youknowthattimeofdeliveryifveryimportanttous.Ihopeyoucangiveourrequestyourspecialconsideration.

69.Let‟sdiscussthedeliverydatefirst.Youofferedtodeliverthegoodswithinsixmonthsafterthecontractsigning.

70.Theintervalistoolong.Couldweexpectanearliershipmentwithinthreemonths?

稳住客人

71.Weshalleffectshipmentassoonasthegoodsareready

72.Wewillspeeduptheproductioninordertoshipyourorderintime.

73.Ifyoudesireearlierdelivery,wecanonlymakeapartialshipment.

74.Butyou‟dbettershipthegoodsentirely.

75.We‟lltryourbest.TheearliestdeliverywecanmakeisinMay,butIcanassureyouthatwe‟lldoourbesttoadvancetheshipment.

76.I‟mafraidnot.Asyouknow,ourmanufacturersarefullandwehavealotofordertofill.

77.I‟llfindoutwithourhomeoffice.We‟lldoourbesttoadvancethetimeofdelivery.

78.Thankyouverymuchforyourcooperation.

79.Ibelievethattheproductswillreachyouintimeandingoodorderandhopetheywillgiveyoucompletesatisfaction.

四.签单

签单前建议

1.Beforetheformalcontractisdrawnupwe‟dliketorestatethemainpointsoftheagreement.

2.Wecangetthecontractfinalizednow.

3.Couldyourepeatthetermswe‟vesettled?

4.Itisveryimportantforustoabidebycontractsandkeepgoodfaith.

5.Haveyouanyquestionsasregardstothecontract?

6.I‟dliketohearyourideasabouttheproblem.

7.Ithinkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.

8.Doyouhaveanycommenttomakeaboutthisclause?

9.Doyouthinkthecontractcontainsbasicallyallwehaveagreedonduringnegotiations?

10.Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgosmoothly.

11.Thesearetwooriginalsofthecontractweprepared.

询问签单

12.Whenshallwesignthecontract?

13.Mr.Brown,doyouthinkitistimetosignthecontract?

14.Shallwegoovertheothertermsandconditionsofthecontracttoseeifweagreeonalltheparticulars?

15.Shallwesignthecontractnow?

16.Justsignthereonthebottom.

17.Thecontractisready,wouldyoumindreadingitthrough?

18.Wehavereachedanagreementonalltheclausesdiscussedsofar.Itistimetosingthecontract.

签单后祝语

19.I‟mverypleasedthatwehavecometoanagreementatlast.

20.Let‟scongratulateourselvesforthesuccessfulcontract.

五.付款方式

客人询问付款方式

1.Shallwediscussthetermsofpayment?

2.Whatisyourregularpracticeabouttermsofpayment?

3.Whatareyourtermsofpayment?

4.Howarewegoingtoarrangepayment?

回复询问付款方式

5.We‟dlikeyoutopayusbyL/C.

6.WealwaysrequireL/CforourexportsandwepaybyL/Cforourimportsaswell.

7.Weinsistonfullpayment.

8.Weaskfora30percentdownpayment.

9.Weexpectpaymentinadvanceonfirstorders.

客人建议付款方式

10.WehopeyouwillacceptD/Ppaymentsterms.

11.Inviewofthisorderofsmallquantity,weproposepaymentbyD/Pwithcollectionthroughabandsoastosimplifythepayment

procedure.

12.PaymentbyL/Cisthesafestmethod,butrathercomplicated.

礼貌拒绝客人

13.‟msorry.Wecan‟tacceptD/PorD/A.WeinsistonpaymentbyL/C.

14.I‟mafraidwemustinsistonourusualpaymentterms.

15.“Paymentbyinstallments”isnottheusualpracticeinworldtrade.

16.Itisdifficultforustoacceptyoursuggestion

接受客人付款方式

17.Inviewofourlongfriendlyrelationsandtheeffortsyouhavemadeinpushingthesales,weagreetochangethetermsofpaymentfromL/CatsighttoD/Patsight;however,thisshouldnotbetakenasaprecedent.

18.havenoalternativebuttoacceptyourtermsofpayment.

信用证要求及货币

19.WhenshouldweopentheL/C?

20.YourL/Cmustreachus30daysbeforethedateofdeliverysoastoenableustomakeallnecessaryarrangements.

21.HowlongshouldourL/Cbevalid?

22.TheL/Cshouldbevalid30daysafterthedateofshipment.

23.Couldyoutellmewhatdocumentsyou‟llprovide?

24.Togetherwiththedraft,we‟llalsosendyouafullsetofbilloflading,aninvoice,andaninsurancepolicy,acertificateoforiginandacertificateofinspection.Isupposethatisall.

25.Inwhatcurrencywillpaymentbymade?

26.WeusuallydobusinessinU.S.dollarsasworldpricesareoftendollarsbased.

六.保险

客人询问保险

1.Asfortheinsurance,IhavequitealotofthingswhichIamstillnotclearabout.

2.MayIaskyouafewquestionsaboutinsurance?

3.Whatdoyourinsuranceclausescover?

4.Iwonderiftheinsurancecompanyholdstheresponsibilityfortheloss.

5.Haveyoutakenourinsuranceforusonthesegoods?

6.CanyoutellmethedifferencebetweenWPAandFPA?

7.Whatrisksareyouusuallycoveredagainst?

8.Iswarrisktobecovered?

9.I‟dliketohavetheinsuranceofthegoodscoveredat110%oftheinvoiceamount.

回复保险询问

10.Therearethreebasiccovers,namely,FreeformParticularAverage,withParticularAverageandALLrisks.

11.Oceanshippingcargoinsuranceisimportantbecausegoodsruntheriskofdifferenthazardssuchasfire,storm,collision,theft,leakage,explosions,etc.Ifthegoodsareinsured,theexportermightgetenoughtomakeuphisloss.

12.Shouldanydamagebeincurred,youmay,within60daysafterthearrivaloftheconsignment,fileaclaimsupportedbyasurveyreport,withtheinsurancecompanya