1、問好1-Goodmorning/afternoon/evening/IVI曰yIhelpyou?/AnythingIcandoforyou?Howdoyoudo?/Howarcyou?/bTicctomeetyou.Itsagreathonortomeetyou./Ihavebeenlookingforwardtomeetingyou.WelcometoChina.Wereallywishyoullhaveapleasantstayhere.Ihopeyoullhaveapleasantstayhere-IsthisyourfistvisittoChina?Doyouhavemuchtroub

2、lewithjetlag?機場接客Excuseme;areyouMr.Wi1sonfromtheInternationalTradingCorporation?HowdoIaddressyou?3-MaynameisBenjaminliu.ImfromtheFuzhouE-fashionElectronicCompany.I?mheretomeetyou.4.WehaveacarcanovertheretotakeyoutoyourhotcLDidyouhaveanicetrip?MeDavidsmithaskedmetocomehereinhisplacetopickyouup.Doyoun

3、eedtogetbackyourbaggage?Isthereanythingyouwouldliketodobeforewegotothehotel?相互介紹NicetoLetmeintroducemyself.MynameisBenjaminLiu,anInt*lsalesmanintheMarketingDepartment.Hello,IamBenjaminLiu,anInt1salesmanofFUZHOUE-FASHIONELECTRONICCOMPANY,meetyou./pleasedtomeetyou./Itisapleasuretomeetyou.Iwouldliketoi

4、ntroduceMarkSheller,theMarketingdepartmentmanagerofourcompany.ourRDLetmeintroduceyoutoMr.LJ,generalmanagerofourcompany.N4r.Smith,thisisourGeneralmanage.Mr.ZhcnthisisourMarketingDirector,Mr.Lin.AndthisisDepartmentManagerMr.Wang.LfFmnotmistaken,youmustbeMissChenfromFrance.Doyourememberme?BenjaminLiufr

5、omMarketingDepartmenlofPVC.Wemetseveralyearsago.Isthereanyonewhohasnotbeenintroducedyet?Itismypleasuretotalkwithyou.Hereismybusinesscard./MayIgiveyoumybusinesscard?1I.MayIhaveyourbusinesscard?/Couldyougivemeyourbusinesscard?Iamsorry.Icanlrecallyourname-/Couldyoutellmehowtopronounceyournameagain?amso

6、rry.Ihaveforgottenhowtopronounceyourname.小聊IsthisyourfirsttimetoChina?DoyoutraveltoChinaonbusinessoften?WhatkindofChinesefoodloyoulike?WhalisthemostinterestingthingyouhaveseeninCThina?WhatissurprisingtoyouraboutChina?6-TheweatherisreallyniceWhatdoyoulikeiodoinyoursparetime?Whatlineofbusinessareyouin

7、?9-Whatdoyouthinkabout.?/Whatisyouropinion?/Whatisyourpointofview?1O.Nowonderyou*rcsoexperienced.1Itwasnicetotalkingwithyou./Ienjoyedtalkingwithyou.Good.Thatfsjustwhaiwewanttohea仁確認話意1.Couldyousaythatagain,please?2.Couldyourepeatthat,please?3.Couldyouwritethatdown?4.Couldyouspeakalittlemoreslowly,pl

8、ease?5-Youmeanisthatriiht?Doyoumean.?Excusemeforinterruptingyou.社交招待Wouldlikeaglassofwater?/canIgetyouacupofChineseredtea?/HowaboutaCToke?2-Alrightletmemikesome.IIlberihtback.Acupofcoffeewouldbegreat.Thanks.Therearemanyplaceswherewecaneat.HowaboutCantonesefood?1wouldliketoinviteyouforlunchtoday.OhTI

9、can5tletyoupay.Itismytreat,youaremyguest.7-MayIproposethatwebreakforcoffeenow?Excuseme.11borightbackExcusemeamoment.告別Wishyouaverypleasantjourneyhome?Haveagoodjourney!TThankyouverymuchforeverythingyouhavedoneusduringyourstayinChina.Itisapityyouarcleavingsosoon.ImLookingforwardtoseeingyouagainIllseey

10、outotheairporttomorrowmorning.DontforgettolookmeupifyouareeverinFUZHOU.Haveanicejourney!約會MayTmakeanappointmerit?I*dliketoarrangeameetingtodiscussourneworder.LetsfixthetimeandtheplaceofourmeetingCanwemakeitalittlelater?DoyouthinkyoucouldmakeitMondayafternoon?Thatwouldsuitmebetter.5-Wouldyoupleasetel

11、lmewhenyouarefree?VmafraidIhavetocancelmyappointment.ItlooksasifIwontbeabletokeeptheappointruentwemade.W訂1youchangeourappointtomorrowat10:00tothedayaftertomorrowatthecametime?AnytimeexceptMondaywouldbeallright.OK.Iwillbehere,then.11.Wcfllleavesomeeveningsfree,thatis,ifitisallrightwithyou1-CouldIhave

12、someinformationaboutyourscopeofbusiness?Wouldyoutellmethemainitemsyouexport?MayIhavealookatyourcatalogue?Wereallyneedmorespecificinformationaboutyourtechnology.5-MarketingontheInternetisbecoming：popular.Wearcjusttakingupthisline.Vmafraidwocandomuchrightnow.回答詢問ThisisacopyofcatalogItwillgiveagoodidea

13、oftheproductswehandle.Wontyouhavealookatthecatalogueandseewhatinterestyou?9-Thatisjustunderourlineofbusiness.1O.Whatabouthavingalookatsamplefirst?WehaveavideowhichshowstheconstructionandoperationofourLatestproducts.12.Theproductwillfindareadymarketthere13.Ourproductisreallycompetitiveintheworldmarke

14、t.Ourproductshavebeensoldinanumberofareasabroad.Theyareverypopularwiththeusersthere.15.Wearcsureourproductswillgodownwellinyourmarket,too.Itsourprincipleinbusinesstohonorthecontractandkeepourpromise17.Convenience-storechainsaredoingwell18.Wecanhaveanthertaleifanythinginterestsyou.Wearealwaysimprovin

15、gourdesignandpatternstoconfirmtotheworldmarketCouldyouprovidesometechnicaldata?Wc，d1iketoknowmoreaboutyourproducts.Thisproducthasmanyadvantagescomparedtoothercompetingproducts.TTherearecertainlybeingproblemsinthesaleworkatthefirststageButsupposeyouorderasmallquantityforatrail.Iwishyouasuccessinyourb

16、usinesstransaction.24YouwillsurelyfindsomethinginterestingHereyouare.Whichitemdoyouthinkmightfindareadymarketatyourend?Ourproductisthebestseller.Thisisournewlydevelopedproduct.Wouldyouliketoseeit?Thisisourlatestmodel-IthadagreatsuccessatthelastexhibitioninParis.Imsurethereissomeroomfornegotiation,He

17、rearethemostfavoriteproductsondisplay.Mostofthemarelocalandnationalprizeproducts31.Thebestfeatureofthisproductisthatitisverylightinweight.Wehaveawideselectionofcolorsanddesigns-Havealookatthisnewproduct.Itoperatesattouchofabutton.Itisveryflexible.34thisproductispatentedThefunctioningofthissoftwareha

18、sbeengreatlyimproved.ThisdesignhasgotarealChinaflavor,Theobjectiveofmypresentationisforyoutoseetheproductsfunction.Theproducthasjustcomeout,sowedontknowtheoutcomeyet39-Ithasonlybeenonthemarketforafewmonths,bustitisalreadyverypopular.品質Wehaveaverystrictqualitycontrollingsystemwhichpromisesthatgoodswe

19、producedarealwaysofthebestquality.2-Youhavegotthequalitythereaswellasthestyle.Howdoyoufeellikethequalityofourproducts?ThehighqualityoftheproductswillsecuretheirleadingstatusinthemarketplaceYoumustbeawarethatourqualityisfarsuperiortoothers.Weprideourselvesonquality.Thatisourbestsellingpoint.Aslongast

20、hequalityisgood.Itisallrightifthepriceisabithigher.Theyenjoygoodreputationintheworld.Whenwecompareprices,wemustfirsttakeintoaccountthequalityoftheproductsThereisnoqualityproblem.Qualityissomethingweneverneglect.11-Youareright.Itisgootlinmaterial,fashionableindesign,andsuperbinworkmanship.Wedeliveral

21、lourortlcrswithinonemonthafterrccciptofthecoveringlettersofcreditDoyouhavespecificrequestforpacking?Herearethesamplesofpackingavailablenow,youmayhavealook.14.Iwonderifyouhavefoundthatourspecificationsmeetyourrequirements.surethepriceswesubmittedarecompetitive.SampleText價格客人KU價Willyoupleaseletushavea

22、nideaofyourprice?Arethepricesonthelistfirmoffers?Howabouttheprice/Howmuchisthis?我們報價Thisisourpricelist.Wedon*tgiveanycommissioningeneral.Whatdoyouthinkofthepaymentterms?HereareourFOBprices.Allthepricesinthelistsaresubjecttoourfinalconfirmation.Ingeneral,ourpricesaregivenonaFOBbasis.Weofferyouourbest

23、pricesatwhichwchavedonealotbusinesswithothercustomersWillyoupleasetellusthespecificationsquantityandpackingyouwant,sothatwecanworkouttheofferASAP?11.TThisisthepricelist,butitservesasaguidelineonlyIsthereanythingyouareparticularlyinterestedin?客人還價12.Isitpossiblethatyoulowerthepriceabit?Doyouthinkyouc

24、anpossiblycutdownyourpricesbyIO%?14.Canyoubringyourpricedownabit?Say$20perdozen.15.I17stoohigh;wehaveanotherofierforasimilaronealmuchlowerprice.16.Butdontyouthinkitwsalittlehigh?17.Yourpriceistoohighforustoaccept.Itwouldbeverydifficultforustopushanysalesitatthisprice.19.Ifyoucangoalittlelower,Fdbeab

25、letogiveyouanorderonthespot.20.Ilistoomuch.Canyoudiscountit?拒絕還價21Ourpriceishighlycompetitive./thisisthelowestpossibleprice./Ourpriceisveryreasonable.Ourpriceiscompetitiveascomparedwiththatintheinternationalmarket.Totellyouthetruth,wehavealreadyquotedourlowestprice,1canassureyouthatourpriceifthemost

26、favorableAtrialw訂1convinceyouofmywords.Thepricehasbeencuttothelimit.sorry.Itisourrock-bottomprice.Myofferwasbasedonreasonableprofit,notonw訂dspeculations.Wrhileweappreciateyourcooperation,weregrettosaythatwecantreduceourpriceanyfurther.接妥還價Canweeachmakesomeconcession?Inordertoconcludebusiness,wearepr

27、eparedtocutdownourpriceby5%.1.Ifyourorderisbigenoughwemayreconsiderourprice.Buyerwishtobuycheapandsellerswishtoselldear.Everyonehasaneyetohisownbenellt.Thepriceofhiscommodityhasrecentlybeenadjustedduetoadvanceincost.34dsyouinquireaboutarenotava訂abl亡.客人回答訂單數量Thesizeofourorderdependsgreatlyontheprices

28、.Well,ifyourorderislargeenoughwearereadytoreduceourpriceby2percent.Ifyoureduceyourpriceby5wwearegoingtoorder1OOOsets.Consideringthelong-standingbusinessrelationshipbetweenus,weacceptit.Thisisatrialorder;pleasesendus1OOsotsonlysothatwcmaytostthemarket.Ifsuccessful,wcv訂Igiveyoulargeordersinthefuture.4

29、7WehavedecidedtoplaceanorderforyourelectronicweighingscaleFdliketoorder600sets.Wucantexecuteordersatyourlimits.感謝下單GenerallyspeakingswecansupplyformstockwanttotellyouhowmuchIappreciateyourorder.Thankyouloryourorderof1OOdozenoftheshirts.Weassureyouofapunctualexecutionofyourorde仁Thankyouverymuchforyou

30、rorder.交貨客人詢網交貨JWWhataboutourrequestfortheearlydeliveryofthegoods?Wrhatistheearliesttimewhenyoucanmakedelivery?Howlongdoesitusuallytakeyoutomakedelivery?Whenwillyoudelivertheproductstous?58-Whenwillthegoodsreachourport?Whataboutthemethodofdelivery?WillitpossibleforyoutoshipthegoodsbeforeearlyOctober

31、?答復交貨期thinkwccanmeetyourrequirement.I“msorryWecantadvancethetimeofdelivery.ImverysorryforthedelayindeliveryandtheinconvenienceitmusthavecausedyouWecanassureyouthattheshipmentwillbemadenotlaterthanthefisthalfofMay.Wcwi11gotthegoodsdispatchedwithinthestipulatedtime.Theearliestdeliverywecanmakeisatthee

32、ndofSeptember.客人耍求提早交貨Youmayknowthattimeofdeliveryisamatterofgreatimportant.Youknowthattimeofdeliveryifveryimportanttous.Ihopeyoucangiveourrequestyourspecialconsidcration.Letsdiscussthedeliverydatefirst.YouofferedtodeliverthegoodswithinsixmonthsafterthecontractsigningTheintervalistoolong.Couldweexpe

33、ctanearliershipmentwithinthreemonths?稔住客人71WcshalleffectshipmentassoonasthegoodsarcreadyWewillspeeduptheproductioninordertoshipyourorderintimeIfyoudesireearlierdelivery,wecanonlymakeapartialshipment.Butyou?dbettershipthegoodsentirely.Welltryourbest.TheearliestdeliverywecanmakeisinMaybutIcanassureyou

34、thatwe?11doourbesttoadvancetheshipment.Fmafraidnot.Asyouknow,ourmanufacturersarefullandwehavealotofordertofillFllfindoutwithourhomeoffice.We11doourbesttoadvancethetimeofdelivery.Thankyouverymuchloryourcooperation.Ibelievethattheproductswillreachyouintimeandingoodorderandhopetheywillgiveyoucompletesa

35、tisfaction.簽單簽單前建議Beforetheformalcontractisdrawnupvvedliketorestatethemainpointsoftheagreement.2-Wccangetthecontractfinalisednow.Couldyourepeatthetermswevesettled?Ltisveryimportantforustoabidebycontractsandkeepgoodfaith.Haveyouanyquestionsasregardstothecontract?liketohearyourideasabouttheproblem.Ith

36、inkitisbettertohaveagoodunderstandingofallclausesbeforesigningacontract.Doyouhaveanycommenttomakeaboutthisclause?Doyouthinkthecontractcontainsbasicallyallwehaveagreedonduringnegotiations?Everythinghasbeenarrangedwell.Ihopethesigningofthecontractwillgosmoothly11-Thesearetwooriginalsofthecontractwepre

37、pared.詢問簽單Whenshallwesignthecontract?13.Mr.Brown,doyouthinkitistimetosignthecontract?Shallwegoovertheothertemnsandconditionsofthecontracttoseeifweagreeonalltheparticulars?15.Shallwesignthecontractnow?16.Justsignthereonthebottom.Thecontractisready,wouldyoumindreadingitthrough?18.Wehavereachedanagreem

38、entonalltheclausesdiscussedsofar.Itislimetosingthecontract.緩單后祝語19.Imverypleasedthatwohavecometoanagreementatlast.20.Letscongratulateourselvesforthesuccessfulcontract.付款方式粋人詢問付款方式1-Shallwediscussthetermsofpayment?Whatisyourregularpracticeabouttermsofpayment?Whatareyourtermsofpayment?Howarewegoingtoarrangepayment?回熨詢問付款方式WedlikeyoutopayusbyL/C.WealwaysrequireL/CforourexportsandwopaybyL/CforourimportsaswellWeinsistonfullpaymentsWeaskfora30percentdownpayment.Weexpectpaymentinadvanceonfirstorders.客人建議付款方式1OWehopeyouwi11acceptD/Ppaymentsterms.Inviewofthisorder