1、一 2019.9.26(外贸商务词组)Confirm by return 确认回来Signature 签字Remind you of payment 提醒你付款RMB appreciation/depreciation 人民币升值/贬值Investment 投资Interest 利息Profit 利润Margin 利润 边缘Accounting department 财务部Money Turnover 资金周转Suggestion/advice 建议Credit card 信用卡Budget 预算Bank slip 银行水单Bank 银行Account 账户A Instead of B A 代
2、替 B对 话 A: Mark, did you receive our PI we sent yesterday? You can confirm by return with your signature, Thank you very much.你收到我昨天发的 PI 了么，你可以签名确认回来，谢谢。We have to remind you of payment because our PI is only valid for 15 days due to RMB appreciation sharply these days.我们不得不提醒你付款，因为我们的 PI 有效期只有 15 天
3、，因为 RMB 这几天升值很厉害。B: I have no budget these days, can I pay by credit card? 这几天我没有预算了，我能用信用卡支付么？A: We want to help, but we can not accept payment by credit card. 我们想帮忙，但是我们不能接受信用卡付款。B: Do you accept paypal? 你们接受 paypal 付款么？A: Sorry, we dont have paypal account. 抱歉，我们没有 paypal 账号。B: Then we have to wa
4、it, or make payment after we recieve goods. 那么我们需要等，或者收到货以后付款。A: Mark, thank you for your suggestion, we need payment for money turnover, and investment for more project. Whats more, RMB appreciate so fast, plus interest rate,if we do your payment terms, we have to increase our price because our pro
5、fit margin is too low. 谢谢你的建议，我们需要资金周转，来投资更多的项目，另外，RMB 升值太快，加上利息率，如果我们做你的付款条款，因为我们的利润空间太低，我们需要加价。What about this way? You can arrange 20% preorder payment instead of 30% this time. This is the best we can do. 你看这样怎样？你这次用 20%定金代替 30%定金（这次你不用付 30%定金给我了，支付 20%就好），这是我们能做的最好的（支持了）。B: OK, fine. Give me yo
6、ur bank account information, I will arrange payment today.好的，给我你的银行账号，我会今天安排付款。A: Thank you very much, Mark.Here is our bank account information:这是我们的银行账号信息 XXXX补充单词Producer / manufacturer 生产商Trading company 贸易公司Demand 需求customer / client 客户Are you a producer/manufacturer or a trading company?你是工厂还是
7、贸易公司？We are a producer/manufacturer but also do some trading in order to meet different demand of different customer/client.我们是工厂，但是我们也做一些贸易项下的产品，为了满足不同客户的不同需求。Plant / factory 工厂Do you have your own factory/plant? Can we visit your factory/plant?你有自己的工厂么？我们能参观你的工厂么？Sure, welcome to our factory/plant
8、. This is our factory/plant picture.当然，欢迎到我们工厂来，这是我们工厂的照片二【客户接待篇】 机场接到客户，去公司途中聊什么？2017-09-25 21:00机场接到了客户，上了车以后，是不是一开始就要长篇大论呢？答案是 no，我们一定要先照顾到客户的感受。请大家听我说：A: It seems you are a little tired. Are you suffering from jet lag?你看起来有点累，你还在倒时差么。 Tips: 先不要跟客户聊正事，先表示贴心的关怀。B: Yes, a little bit.是的，有一点。A: Did y
9、ou sleep well last night? If not, you can sleep for a while. It will take 30 minutes to our office昨晚睡好了么, 如果没睡好，可以睡一会, 我们还要 30 分钟到我司。Tips: 如果客户精神状态不太好，可以建议客户在车上睡会，因为还有 30 分钟到公司，客户可以养精蓄锐。B: No, I am OK. 不用，我可以的。A: OK. Fine. Ive made an meeting schedule and sent to your Email box, did you check it? If
10、 not, we can also go over it now. 好的。我做了一个会议日程，发到了你的邮箱，你查收了么？如果没有，我们现在也可以看一下。Tips: 如果客户说不用休息，我们就可以再次跟客户核对一下日程安排，表示我们的严谨和专业。B: OK.A:Meeting Schedule9:00AMpick you up at airport机场接到你9:30AMarrive to our company到我们公司9:30AMCompany and product introduction公司和产品介绍11:30AMLunch and noon break共进午餐，中午小憩1:30PMG
11、o to factory启程去工厂2:00PMFactory visit工厂参观3:30PMTake you to visit our famous window of the World 带你去深圳最著名的世界之窗5:00PMBack to hotel返回酒店6:30PMDinner together共进晚餐9:00PMSend you to railway station to Guangzhou送你去火车站去广州How does this schedule sound to you?您觉得这样安排可以吗？B: Good. That doesn t look too stressful.很
12、好，那样(安排)看起来不太紧张。A: After dinner, if we still have time, I will take you to see the city nights. I am glad to be your translator and tour guide. 晚饭以后，如果我们还有时间，我会带你去看城市夜景，我很乐意当您的翻译兼导游。B: haha, thank you, you are very nice. 谢谢，你很好。A: You are most welcome. 不客气（你是最受欢迎的）。Tips: 特意加上了 most，客户听了一般都会很开心。和客户的聊
13、天氛围慢慢升温。 三【人文旅游It is said that there was a boy who made his living by fishing. His sister-in-law was very beautiful, so local thugs wanted to marry her and killed his brother. His sister-in-law asked him to escape. Before he left, she braised the fish with vinegar and let him remember this and reven
14、ge one day.After he got the honour and rank and came back, he punished the thugs, but he couldnt find his sister-in-law. But one day he finally found his sister-in-law by the special taste in an banquet.相传有个小男孩以打鱼为生，她的嫂子很漂亮，当地恶棍欲占其嫂，杀害其兄。宋嫂劝他外逃，临行前特意用醋烧制鱼为他饯行，勉励他记住此事将来报仇。后来他得了功名，惩治了恶霸，但找不到她的嫂子。在一个偶然
15、的宴会上吃到特制鱼菜，终于找到了嫂嫂。4 叫花鸡 beggars chickenIt is said that Beggars chicken was invented by a Hangzhou thief. The storygoes that because the hungry thief had no stove, so he wrapped the stolen chicken in clay and baked it in a hole in the ground, but he didnt expect it tasted so great. Then beggars chic
16、ken is famous.叫花鸡的做法是一杭州小偷发明的，这个很饿的小偷没有炉子，所以把偷来的鸡外面涂上泥，在地洞里烤。没想到这么美味。5 龙井虾仁 Shelled Shrimps Cooked in Longjing Tea 四展会客户太多，如何兼顾A: 代表我B: 代表正在谈的客户C: 代表老客户D: 代表人太多的时候挤不进来，没人招待的客户A: Hi, How are you?B: Fine. How much is it?A: Which market are you in? May I have your name card? B: Turkey.A: Nice to meet y
17、ou, Osman, I am Linda.Tips: 看到客户名片上的名字，打招呼，介绍自己。How many pieces you need? 你需要多少件货？B: What is your MOQ?A: Our MOQ is 1000pcs, is that OK for you? Tips: 给出一个高一点的 MOQ，来探测一下客户的购买力。B: No, too much for me.A: What is your quantity? For the first time, we can low down our MOQ to meet your requirement.B: 500
18、pcs.A: USD18.5/pcB: Its too expensive. Give me low price. ( Linda, 你老客户来了)Tips: 先同老客户笑笑。A: Excuse me for a moment. I have a friend coming here. Can you check our product and catalogue first, I will be back soon. 不好意思等我一会，我有个朋友来了，你能看看看产品和目录么，我一会就过来。B: OK.Tips: 跟客户说抱歉，或者找其他的业务员来接待这个客户。并简单交代一下客户数量和背景。如
19、果没有，就让客户等等。A: Hi Mark, how are you?C: Fine, what about you?A: Fine, too. So nice to meet you.C: Me, too.A: Have a seat, please, and have some water. I still have a customer there, can you give me one minute? C: Sure.A: Thank you very much, Mark, I will be back soon.Tips:交代完老客户以后，还要回来接待原来的小客户，不能丢，但需要
20、加快速度，学会用结束语。A: Hello, I am back, do you still have any other questions?B: How much is it?A: USD15. When do you need goods if everything is OK? B: Just looking.A: I see. Then I will choose some items good for your market, and send you pricelist by Email, OK?B: OK, Thats good.A: Thank you Osman, very
21、nice talking with you, we will keep in touch. B: OK, bye.Tips:当客户很多的时候，不要慌乱。眼观六路，耳听八方。A: Hi, how are you? We have so many customers here, our products are too popular. Haha. Can you firstly check our catalogue and wait for us a little while? I will be back soon.D: Its OK, We will go around, and come
22、 later. A: May I have your name card? D: LaterA: There is booth No. on my name card, and welcome back later, I will wait for you. D: OK.A: See you later.D: See you.五【英语基础篇】外贸商务英语词汇2017-09-19 21:00actually=In fact 实际上Reasonable 合理的Competitive 有竞争力的survive on fierce competition 在激烈竞争中存活Concentrate on
23、quality 专心于质量Every cent means its worth 一分钱一分货Cut down our cost 压缩成本Risk to do 冒险做Earn little profit 挣很少利润At your convenience 在你方便的时候Make payment 付钱Discussion 讨论Increase 增加Financial department 财务部当客户讲价：In fact our price is very reasonable and competitive, otherwise we cant survive on fierce competit
24、ion for many years.实际上我们的价格很合理很有竞争力，不然我们不能在激烈的竞争中存活许多年。We concentrate more on quality these years, you know, every cent means its worth, and sorry that we can not risk to reduce material and cut down our cost to give you lower price.我们这些年专心于品质，你知道，一分钱一分货， 不好意思我们不能冒险降低材料、压缩我们的成本来给你低价格。However, after
25、discussion with our Financial department, we decided to give you lower price if you can increase your quantity to 3000pcs. To support you, we only earn little profit.但是，经过和财务部门协商，如果你的数量可以加到 3000 台，我们可以给你低一点的价格。为了支持你，我们只挣很少利润。Please find attached PI and kindly make payment at your earliest convenienc
26、e. Thank you very much. 请见附件 PI，在你最早的方便的时候打款。非常感谢。Poster 海报Brochure/catalogue 彩页小册子Customer/client 客户We can make some poster and catalogue for you to show to your clients.我们可以做海报或者目录给你，你来拿给你客户看下。六【客户接待篇】机场见面接客户，如何说？A: Excuse me, are you Mark?Tips: 一开始接机，建议拿张 A4 白纸，打印出客户名字，要非常清晰，如果来不及打印，也要用大头笔手写客户的名字
27、。当然，如果做的比较好的话，可以专门做个高大上的牌子。因为茫茫人海中，很难认出客户。也可以一开始同客户要照片，机场上有可能认出客户。不过有些时候真人和照片看起来还是差别蛮大的。 所以让客户看到我们就简单很多了。飞机有时候会早到，所以接机时最好提前半小时到，不要迟到。B: Yes, I am.A: I am Linda, Im here to pick you up.我来接您。B: How are you, Linda?A: I am fine, what about you?B: I am fine, too, Thank you.Linda, Im very sorry to keep yo
28、u waiting so long. The flight was delayed because of thebad weather.不好意思让你等了这么长时间。飞机因为恶劣天气晚点了。A: It doesnt matter (No problem). Welcome to Shenzhen没关系。欢迎来深圳。B: Its good to be here.来这感觉很好。A: I like your T-shirt, its cool. 我非常喜欢你的 T 恤，很酷。Tips: 破冰过程：夸奖客户（发型，衣服，领带，手表，眼镜，鞋子）。B: Thank you, It s very kind
29、of you to say so. 谢谢。你这样说真好。A: Our car is over there. This way, please. 我们的车在那边，这边请。B: OK.C: Let me help you with your bags.我帮你拿包。Tips: 如果你是女生，可以不用说。如果你旁边有男生，男生可以这样说。B: Thank you.A: How was your flight? 旅途怎样？B: Long, but quite comfortable. 长，但是很舒服。A: How many hours from your country to China? 从你国家到中国多久？B: About 14 hours.A: Such a long journey. How many times have you been to China before? 之前来过中国几次？B: This is my second time. Ive been to Shanghai before. 这是我第二次，我之前去过上海。
