外贸口语必备.doc

客户会议(1)能言善辩 I think so. Because we have talked about this last week. 是的，我们上周已谈过这个问题。 Not yet, we just start to discuss this issue. 还没有，我们才开始谈这个问题。 Yes, we already signed a contract for this. 是的，我们已经就此签了份合同。 Almost done, excluding some detail in shipping. 几乎定下来了，除了一些运输上的细节。 This is the price list, 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。是否有你们特别感兴趣的商品呢？ Yes, it is. But the prices of some items are much higher than usual. 确实有我们感兴趣的商品，只是其中有几项的价格比平常高出许多。 Sure it is. We can find out most of the commodities we need to purchase. 当然，我们需要采购的大部分商品都在上面。 Sorry, the type of the machine is not what we want. 很抱歉，机器型号与我们需要的不符。 Do you have specific request for packing? Here are the samples of packing available now, you may have a look. 你们对包装有上面特别要求吗？这是我们目前用的包装样品，你可以看一下。 Its pretty good. We like it very much. 你们提供的包装样品很好，我们非常喜欢。Can you change the color of the wrapping paper to a bright one? 包装纸的颜色能不能换成亮点的？ We need thicker packing papers since the goods are easily to be broken. 我们需要稍微厚一点的包装纸，因为这些产品很容易破碎。客户会议(2)Organize a client meeting 组织客户会议A: Hello, John. Please invite all our clients to the conference next week.B: How should I get their contact info?A: Get the clients contact info from my Rolodex.B: Where should I put them up?A: How about the Holiday Inn?B: The clients like the Shangri-la Hotel more.A: Well, the client is always right.B: What else would I prepare, Sir?A: Please print out the meeting agenda for me to look over.B: Certainly.A: And make sure to return my Rolodex to my desk when you are done with it.B: Of course. Im on it.A: 嗨，约翰，请你邀请我们所有的客户参加下周的会议。B: 我怎样才能知道他们的联系方法呢？A: 从我的客户联系单中找他们的联系方法。B: 让客户在哪里住宿呢？A: 假日酒店怎么样？B: 客户更喜欢香格里拉酒店。A: 好吧，客户永远是正确的。B: 还有什么要我准备的，先生？A: 打印一份会议的议程表给我看看。B: 好的。A: 你用完客户联系单之后，把它放回到我的桌上。B: 当然，我会这么做的。客户会议(3)Meet with customers 客户会谈A: Susan, can you tell me in a nutshell what the retail market is like in China?B: Well, as per capital income goes up and up, the growth sector seems to be in the high-end.A: Retail is going upscale here? China is certainly growing more quickly than I had imagined.B: Yes. Things certainly have changed since I was a boy. Weve developed very quickly.A: Do you think the trend will continue?B: I dont see why not. We do have some problems, but we are still willing to work hard and wages arent too high at this point.A: Everything Ive seen so far is very impressive. Very impressive indeed.A: 苏珊，你可以简单地告诉我中国零售市场的现况吗？B: 哦，由于每人的平均收入不断地提高，市场的发展领域似乎偏向于高价位商品。A: 此地的零售进入高价位了？中国的发展比我想象得快多了。B: 没错，现在的中国和我小时候完全不一样了，这里发展得很快。A: 你想这种趋势还会维持下去吗？B: 我不觉得有什么不行！虽然是有一些问题，但我们仍愿意勤奋工作，而且现阶段工资仍不算太高。A: 到目前为止，我所看到的一切都令我印象深刻，的确十分深刻。客户会议(4)Talk about jobA: Jane, the meeting is scheduled from 1:00 this afternoon. Have you made the necessary arrangements?B: Yes, Mr. Miller. Well use the conference room on the third floor for the meeting.A: Thats right. The meeting is very important. Where shall the guests be received before the meeting begins?B: In the dining room. Its spacious there.A: Well have several foreign guests to attend the meeting.B: Ive arranged for an interpreter to be present. But it is said these foreigners could speak English.A: Really? Ill also try to speak slowly. How would you arrange the guests seats, Jane?B: Weve prepared name cards to be put on the conference table for guests to sit by. What time would you like refreshments served, Mr. Miller?A: Well, after my report, therell be an interval for rest and refreshments.B: All right, I see.A: 简，我们计划在下午一点钟开会，你都安排好了吗？B: 安排好了，米勒先生。我们将使用三楼的会议室开会。A: 很好，这个会议很重要。开会前我们在哪里接待来宾？B: 在餐厅吧，那里比较宽敞。A: 我们还有几位外宾来参加会议。B: 我已经安排了一位口译员，不过我听说这些外宾都会讲英语。A: 是吗？不过，我还是会讲慢一点，你怎么安排来宾就做呢，简？B: 我们已经准备了姓名卡片放在会议桌上，让来宾按此就座。您希望在什么时候供应点心，米勒先生？A: 哦，就在我做完报告后的休息时间供应吧。B: 好的，我明白了外贸谈判能言善辩 What about the price? 对价钱有何看法？ The price you provided is much higher than market price. 你们提供的价格远远高于市场价格。 The price is quite fair. Well think it over. 价格还算公道，我们会认真考虑的。 Well inform you through discussing with our manager. 我们与经理讨论后将通知贵方。 Your price is higher than those we got from elsewhere. 你们的价格比我们从别处得到的要高。 How do you like the goods dispatched, by railway or by sea? 你方将怎样发送货物，铁路还是海运？ By sea, please. Because of the high cost of railway transporation, we prefer sea transporation. 请海运发货，铁路运输费太高，我们愿意走海运。 Wed like to deliver these goods by railway. 我们希望通过铁路来运送这些货物。 By air will be preferable. Since we are eager to use the products. 空运最为优越。因为我们给予实用这些产品。 Is there much of a difference in price? 价钱也有很大的区别吧？ Yes, the economy model is about 30% less. 是的，经济型的大约便宜30%。 No, the prices are almost the same. 没有，价格基本上都一样。 Yes, but we can discuss the prices of some items. 是的，但我们可以讨论其中几项商品的价格。 Yes, the price of the blue one is much higher than that of the gray one. 是的，蓝颜色的那个比灰白色的贵很多。合同签订(1)能言善辩 Im glad that we have finally come to an agreement. 很高兴我们终于达成了协议。 The same to me. 我也很高兴。 Congratulations on our success. 祝贺我们的成功。 Good luck for our cooperation. 祝我们合作愉快。 Can you repeat the terms so that no mistakes are made? 你能否把条款再说一遍，以确保不犯错误？ Of course. 当然可以。 No problem. 没问题。 OK. Ill print the terms for you. 好的，我会把条款打印出来给您看。 Please excuse me for being blunt, but I think we have made sure all the terms. 请恕我直言，我觉得我们已经确定过了。 Will you please let us have a list of items that are imported by you? 能否将贵公司的进口商品目录给我们看一下呢？ No problem. Ill send you the list tomorrow. 没问题，我明天就给您发过去。 Of course we will. Would you like us to know which kind of products do you have interest in? 当然可以了。您能告诉我们您对那种产品更感兴趣些吗？OK. But why not come to our company and have a look at our products? 可以呢。但您为什么不亲自过来看看我们的产品呢？ Please quote us for lowest prices for the goods. 请对这一商品报最低价。 In answer to your inquiry for the price, our reply is as follows. 就贵方价格的询问，我们的答复如下。 We are pleased to quote you for the goods as follows. 我们就该商品向您报价如下。 Our price is as following. Of course these quotations are all subject to the fluctuations of the market. 我们的报价如下。当然，这些报价会随着市场的波动而变化。 We would appreciate if you will send us your catalogue together with quotations. 如果贵方能寄来商品目录并报价，我们将不胜感激。 We will send you the catalogue of our goods at once, enclosed we hand you a price-current for the goods. 我们会立刻为您寄去商品目录，随函会附上我们的现行价格表。 Oh, our fault for not sending you the catalogue in time, we are sending you by this post a catalogue and the quotations for our goods. 哦，没能及时给您寄目录是我们的失误，随信寄去我们的目录及价格表合同签订(2)Sign a contract 签订合同A: Can you tell me what the unit price of such carpet is?B: Of course, here is the catalogue and the price list. You can have a look. We also have many other kinds of carpets.A: The price seems accecptable for me. But I want to check whether you can supply the carpet now if we order some?B: Of course we can. We can provide the quantity you ask for.A: Thats very good. Shall we sign a contract now?B: No problem. Lets check the terms of contract.A: 您能告诉我这种货物的单价是多少吗？B: 当然可以，这儿是商品目录和价格表，您可以看一下。我们还有很多其他类型的地毯。A: 价格对于我来说还可以接受。但是我想确认一下，如果我们现在下订单的话，你们可以提供这些地毯的现货吗？B: 当然可以。我们可以提供任何你们需要的量。A: 那太好了，我们现在可以签合同吗？B: 没问题。我们来商量一下合同的条款吧。合同签订(3)Check term 商定条款A: Wed like to buy 2000 tons of rice from your company. Can you give me an indication of your prices?B: With pleasure. Youll find that we have given you the most favorable price in our business.A: OK, let me have a look. We shall be glad if you will quote us the best discount for cash off your list price for cash for this quantity.B: Please feel assured that we will give you the best discount we can give.A: Thank you very much. I also want to know how long it will take to make delivery.B: Three months. Would you accept delivery spread over a period of time?A: Yes, we normally do.A: 我们想从贵公司买2000吨大米，可以了解下你们公司的大概价格吗？B: 我非常愿意给您提供信息。您会发现我们给您提供的是最优惠的价格。A: 好的，让我看一下。对这样数量大又是现金支付的货物来说，如果贵方能再给些优惠的话我们会很高兴的。B: 请放心，我们一定会给您提供我们所能给的最大的折扣。A: 非常感谢。我还想了解一下你们通常要多久才能交货。B: 三个月。不知你们能否接受在一段时间内分批交货？A: 是的，我们通常接受。合同签订(4)Explanation 说明解释A: I think these patterns are quite good. Can you give me a price indication of these?B: Of course, its my pleasure. Well quote you the lowest price prevailing.A: Thank you very much. If your price is suitable, then we can make further discussion of contract.B: Here is our price list, our terms are cash within three months of date of delivery, if you can pay it within one month, well give you a discount of 10%.A: Very good. How many goods do you have?B: Can you tell me how many goods you intend to order?A: We want to order 900 dozen.B: The most we can offer you at present is 600 dozen.A: 我觉得这几个品种的花色不错。您能告诉我它们大概的价格吗？B: 可以，我非常满意。我会给你们报现行的最低价格。A: 非常感谢。如果价钱合适的话我们就可以就合同内容进行下一步讨论。B: 这是我们的价目表。我公司的付款条件是交货后三个月内支付现金，如果贵公司能在一个月内付清货款的话，我们还能再给您打九折。A: 非常好。请问您有多少件这种商品？B: 您能不能告诉我这种产品你们想订多少？A: 我们想订900打。B: 目前我们至多能提供600打。合同签订(5)Ask for details 询问细节A: Ive just visited your showroom. You surely get a lot of fancy bedsheets, I like them very much.B: Im glad you like them. They are all made of silk. Here on display are all the most popular and favorite products. What items are you particularly interested in?A: A20 is very colorful and feels nice. Id like to start with it. Is it pure silk?B: Yes, its the latest product and is highly recommended because of its fine design and quality. You certainly have an eye for good things.A: Thank you for saying that. But whats the unit price?B: Here is the catalogue and the price list. You can take a look.A: The price seems acceptable. Can you supply the bedsheets now if we order some?B: No problem.A: 价格谈判(1)能言善辩What do you think about the price？这个价格你觉得怎么样？It seems acceptable. 这个价格我可以接受。I cant acceptable. 我无法接受。Its too high. 这个价格太贵了。Im afraid I cant agree with you here. 恐怕我不能接受。Your price is much too high, can you come down a little? 你们的价格太高了，能降点吗？What do you mean? 你们觉得多少合适？How about a discount of 5%? 5%的折扣怎么样？Thats impossible. 不可能。What kind of a reduction did you have in mind then? 那么你想要减少多少呢？I think a discount of about 20% would be sufficient. 我认为20%的折扣就足够了。We can give you no more than $ 200 per set. Can you sell it on that? 我们最多能支付每台200美元，这个价格你们能卖吗？Can we meet each other half way? 我们折中一下怎么样？How much would you like it to be? 你打算出多少钱？You should think about the quality. 你得考虑质量因素。重点讲解：1. seem 看起来，似乎。在这里相当于系动词is。2. high adj. 表示高度，还有个词tall也有此含义，但是它们的用法不同，tall常常形容人的身高，high可以形容金钱的价格高。3. come down 下来，在这里相当于lower。 Thats fine. Then lets sign a contract.价格谈判(2)Payment term 付款条件A: We are interested in your pure silk, but Im wondering about the price. How much will you possibly offer us?B: Its $ 120 per yard, including a 5% discount.A: Thats much higher than I expected. Can you come down a bit?B: But if you placed a larger order, we would increase the discount to 10%.A: Supposing we agreed to your price, what payment terms could you offer us?B: Maybe we would consider a longer credit period.A: That would be nice. Lets call it a deal.A: 我方对贵方的真丝面料很感兴趣，但我在考虑价格问题。不知道贵方要出什么价格呢？B: 真丝每码120美元，其中包括5%的折扣。A: 价格比我想象中药高得多。能否降低一点呢？B: 但如果你们订的再多一点的话，我方愿将折扣提到10%。A: 那假如我们接受贵方的价格，你方能提供什么付款条件呢？B: 也许我们会考虑延长信用期。A: 那太好了。就这么定了。重点讲解：1. be interested in 对. 感兴趣例句：I think you may be interested in our new product.我想贵公司可能会对敝公司的新产品感兴趣。2. credit period 信用期限，即贸易合同约定的支付期限3. call it a deal 就这么定了例句:All right, 135 dollars. Lets call it a deal.好吧，135美元，成交了。相关延伸:call it a day 今天到此为止, 暂停止call it a deal 一言为定call it a go 就这样决定, 一言为定价格谈判(3)Discount 折扣A: We can offer you 5% discount.B: Your price is rather out of line, much higher than we expected. We cant buy with your offer.A: Well, what do you suggest then? How about 8%?B: When we say your prices are much too high, we dont mean they are higher only by 2 or 3 percent. If we are to place an order with you, I think a discount of about 15% would be sufficient.A: What? You want to drive me bankrupt! You cant expect us to make such a large reduction.B: Theres no point in making a counter offer because the gap is too great.A: How about 10%? This price is already a little tight, our profit margin is not that large.B: OK. I can settle for that.重点讲解：1. sufficient 足够的，充分的2. bankrupt 破产者，破产3. counter 相反，起抵消作用的事物A: 我方可以给贵方5%的折扣。B: 贵公司的价格与行情不符，比我方所预料的要高得多。我们不能接受这一价格。A: 嗯，那你想减少多少？8%的折扣怎么样？B: 我们说你们的价格太高，并不是说仅仅高出2%或3